Sales 3
20-11-2020
Naam: Claudia Keereweer
Cohort: TM2019jan
Vak: Sales 3 (SA3)
Docent: F. van der Hurk
EuroCollege Rotterdam, november 2020
, Inhoudsopgave
Inleiding..................................................................................................................................................2
1. Product en organisatie........................................................................................................................3
1.1 De organisatie...............................................................................................................................3
1.2 Het product...................................................................................................................................3
2. Interne cyclus.....................................................................................................................................4
2.1 Analysing......................................................................................................................................4
2.2 Forecasting...................................................................................................................................6
2.3 Targetting.....................................................................................................................................6
2.4 Budgetting....................................................................................................................................6
2.5 Operating......................................................................................................................................7
2.6 Evaluating.....................................................................................................................................7
3. Externe cyclus.....................................................................................................................................8
3.1 Leadgeneratie...............................................................................................................................8
3.2 Prospectkwalificatie......................................................................................................................8
3.3 Orderrealisatie..............................................................................................................................9
3.4 Klantretentie.................................................................................................................................9
4. Klantcyclus........................................................................................................................................10
4.1 Behoefte specificatie..................................................................................................................10
4.2 Aanbieders selecteren................................................................................................................10
4.3 Contracteren...............................................................................................................................10
4.4 Uitvoering...................................................................................................................................11
4.5 Relatie onderhoud......................................................................................................................11
4.6 Sourcing......................................................................................................................................11
Conclusie..............................................................................................................................................12
Pagina 1 van 13
20-11-2020
Naam: Claudia Keereweer
Cohort: TM2019jan
Vak: Sales 3 (SA3)
Docent: F. van der Hurk
EuroCollege Rotterdam, november 2020
, Inhoudsopgave
Inleiding..................................................................................................................................................2
1. Product en organisatie........................................................................................................................3
1.1 De organisatie...............................................................................................................................3
1.2 Het product...................................................................................................................................3
2. Interne cyclus.....................................................................................................................................4
2.1 Analysing......................................................................................................................................4
2.2 Forecasting...................................................................................................................................6
2.3 Targetting.....................................................................................................................................6
2.4 Budgetting....................................................................................................................................6
2.5 Operating......................................................................................................................................7
2.6 Evaluating.....................................................................................................................................7
3. Externe cyclus.....................................................................................................................................8
3.1 Leadgeneratie...............................................................................................................................8
3.2 Prospectkwalificatie......................................................................................................................8
3.3 Orderrealisatie..............................................................................................................................9
3.4 Klantretentie.................................................................................................................................9
4. Klantcyclus........................................................................................................................................10
4.1 Behoefte specificatie..................................................................................................................10
4.2 Aanbieders selecteren................................................................................................................10
4.3 Contracteren...............................................................................................................................10
4.4 Uitvoering...................................................................................................................................11
4.5 Relatie onderhoud......................................................................................................................11
4.6 Sourcing......................................................................................................................................11
Conclusie..............................................................................................................................................12
Pagina 1 van 13
