abb增长战略建议（ppt54）.ppt

Proposal to Managing For Growth: Maximising Salesforce Effectiveness October 1996;Agenda;;Representative Business Consulting Manufacturing Clients;Arthur Andersen Consulting Capabilities;Change Implementation Approach;Arthur Andersen Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae ;Current Situation;ABB Stal - Global Sales: Gas Turbines 10 - 30mW;ABB Stal - Global Sales: Steam Turbines 3 - 100mW;Challenges;Arthur Andersen Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae ;A holistic approach is required to create a world class sales organisation;Creating World Class Sales Performance;Focus on the 揥in, Do, Learn?Cycle;Arthur Andersen Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae ;Project Objectives;Define Team Roles;Phase 1 : MOBILISE;Phase 2 : ANALYSE 揂S IS;Phase 2 : Analyse 揂s Is;Phase 2 : Market Understanding;Phase 2 : Customer Acquisition - Understand Buyer Behaviour;Phase 2 : Identify Contribution of IT to the Marketing / Sales Process;Phase 2 : Performance Measurement;Phase 3 : DESIGN 揟O BE;Phase 3 : Process Redesign;Phase 3 : Process Redesign;Phase 3 : Change in Salesforce Behaviour;Phase 3 : People Enablers for Change;Phase 4 : IMPLEMENT;Phase 4 : Train the Trainers;;Deliverables;Timeline;Team Structure;Project Fees;Arthur Andersen Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae ;Credentials;Credentials;Credentials;Credentials;Credentials;Credentials;Credentials;Arthur Andersen Capabilities ABB Stal: Curr