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22

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18-19 2015, ,


10

, TOC Sales and Marketing,


/
18-19 2015

, TOC Sales and Marketing


()

:



B2B
mindaugas@toc-marketing.lt
www.toc-marketing.lt

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22 CPA

TOC
(1)


,
,
!
(Dr. Lisa Lang)



( )


(Alex Klarman, Richard Klapholz)

4 , 5 ; ,
CRM (Justin Roff-Marsh)

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22 CPA

TOC
(2)

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22 CPA

TOC about
Sales & Marketing (2)

Sales Execution in Strategy & Tactics Tree

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22 CPA

( )
,
,
,
.
(https://en.wikipedia.org/wiki/Factory)
,
,
.

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22 CPA

1.
2.

3. /
4.
5.
6. , /

7.
8.
9. ~1/6
10.
11. (%) ()
12. , ,

13. <60%
14.
15.
16. /

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22 CPA

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3.

/

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:
1.
2.
3.
4.
(
):
5.

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22 CPA

1.
2.
3.
( )
4.
(WIP)
5.
6.
7.
8.

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10

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22 CPA

1.1.
(, )
1.2.

1.3.

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22 CPA

(1)



MTA (FMCG)

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30

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30

14

(
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15

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(2)



MTA
(
)

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1-1

1-2

2-1

14

2-2

2-3

2-4

2-5

30

2-6

2-7

30

2-8

2-9

14

2-10

14

60

4-1

4-2

14

4-3

14

22 CPA

(3)


RFQ
MTO
()

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---

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2-2

10

2-3

14

2-4

2-5

2-6

2-7

2-8

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3-a

14

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22


CPA

(4)





MTA
( )

30

14

14

14

10

AX

11

12

13

14

14

15

16

14

17

14

18

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22 CPA

2.1.

2.2. ,

2.3.
,

2.4.

2.5.


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22

CPA

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22 CPA

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3.1.

.
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(Dropbox / Google Drive)
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5.1.

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22 CPA

(Customer
Service Representative)

(Account Manager)
(Field Sales
Representative)

(Inside
Sales Representative)


(Quote Developer)
(Sales Meeting
Coordinator)

(Lead Collector)
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22 CPA

Not selling

Customer
Service
Representative

Lead
Collector



Account
Manager

Sales
Meeting
Coordinator

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Quote
Developer

Inside
Sales
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Field
Sales
Representative

selling
22 CPA

Not selling

Customer
Service
Representative

Lead
Collector

!

!
Account
Manager

Sales
Meeting
Coordinator

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Quote
Developer

Inside
Sales
Representative

Field
Sales
Representative

selling
22 CPA

6.1.

(
(Buy-In tools)
).

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22 CPA

7-9

7.1.
. ,
.

.
7.2.
(
),
.

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10

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10.3.
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. 22
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CPA

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CCR

CCR

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22 CPA

( MTA;
MTO)
(MTO)
(MTO)
(MTO)
()
()
()

(MTA)

(MTA)
(MTO; )
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22 CPA

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(WIP
Work In Process)?

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CRM
(1)


Eli Goldratt
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22 CPA

CRM
(2)

1. CRM?
2.
?
3.
?
4. ?
5. ,
?
6. ?

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CRM
(3)

1. CRM?
a.
b.
c.
d.
e.

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22 CPA

CRM
(4)

2.
?
a.
b.
c.

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22 CPA

CRM
(5)

3.
?
a.
b.

c. " "

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22 CPA

CRM
(6)

4. ?
a.
b.

c.

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22 CPA

CRM
(7)

5. ,
?
a.
b.

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22 CPA

CRM
(8)

6. ?
a.

b.
c.

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22 CPA

CRM


>1



(Next Action Date)


IF
THEN

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22 CPA

MS Dynamics CRM Online:


50
AX
Odoo: ERP
Kanbanize:
($9 /)
+ Google Apps
($5 /)
+ Tableau ($1000)

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22 CPA

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, , ?
( 2 , )
, , ?

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(MTO)



(MTA)

()

()

(MTO;
projects)
()

10

12

41

40

102

TVC, EUR
(,
,
, )

11150

29174

20045

OE, EUR

30000

12500

56717

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,

22 CPA

www.tocpractice.com

22 CPA