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Summary of the lessons Strategie en Innovatie (ArteveldeHogeschool)
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A summary of the lessons Strategie en Innovatie at the ArteveldeHogeschool, given by Mr. Martens.
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Strategie en innovatie: samenvattingIntroductie:
Inhoud van een salesplan:
1) Definitie Business concept
2) Ontwikkeling business idee
a. Inleiding: Beschrijving van de markt
b. Historiek van het bedrijf
c. Missie, visie en waarden van de organisatie
d. SWOT-analyse
e. Concurrentie, klantwaarde- en groeistrategie
i. Porters generic strategies
ii. Klantenwaardestrategie van Treacy & Wiersema
iii. Groeistrategie van Ansoff
3) Business model canvas:
a. Waardepropositie
b. Klantsegmenten
c. Kanalen, Marcom + sales force structuur
d. Klantrelaties
e. Key activities + management van Sales Teams
f. Key resources + sales force profielen
g. Key partners
h. Inkomenstromen
i. Kostenstructuren
4) Verkoopstrategie
a. Vanuit SWOT-confrontatiematrix
b. Groeistrategie volgens McKinsey
c. De ‘segment/customer portfolio-matrix’
‘We live in a VUCA world’
,De markt verandert:
,De verkoopomgeving verandert:
Shift 2: groeiend belang van R&D
Shift 3: de groeiende gap B2B en B2C
, 3 konsekwenties uit de observaties:
- We moeten ‘anders’ verkopen
- De rol van sales verandert
o
- Strategische keuzes worden dwingend
o
o
o
o
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