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Sales personal guid

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Salesmanagement Voor het vak incubator heb ik een Personal Sales Guide (PSG) gemaakt voor mijn stichting Speeloke. In het document is de PSG volledig uitgewerkt terug te lezen. In hoofdstuk 1 wordt Speeloke en de doelgroep in beeld gebracht. In hoofdstuk 2 wordt de voors

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  • March 28, 2024
  • 44
  • 2022/2023
  • Essay
  • Unknown
  • 6-7

1  review

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By: rikvb • 1 month ago

avatar-seller
2023
Personal sale guide




Claudia Flieger, 2179053, D2
Docent Jaap van Pruijssen Herkansing
9-1-2023

,Inhoudsopgave
Inleiding.....................................................................................................................................................................3
Voorstellen................................................................................................................................................................3
1. Leads genereren....................................................................................................................................................4
1.1 Waardepropositie.......................................................................................................................... 4
1.2 Doelgroep...................................................................................................................................... 4
1.3 Customer Journey......................................................................................................................... 4
1.4 Sales funnel.................................................................................................................................. 5
1.4.1 Refelectie Sales funnel............................................................................................................... 6
1.6 Communicatiedoelstellingen......................................................................................................... 7
1.7 Kritische Prestatie Indicatoren....................................................................................................... 8
2. Forecasting............................................................................................................................................................9
2.1 crm-systeem................................................................................................................................ 11
3. beurzen & lead generatie....................................................................................................................................12
3.1 relevante beurzen....................................................................................................................... 12
3.2 Gekozen beurs............................................................................................................................ 12
3.3 Overige gegevens beurs............................................................................................................. 13
3.4 Plattengrond van beurs............................................................................................................... 14
4. Offerte, Factuur, Data.........................................................................................................................................15
4.1 Offerte......................................................................................................................................... 15
4.1.1 Checklist offerte.....................................................................................................................................17
4.2 Leverings- en betalingsvoorwaarden.......................................................................................... 17
4.3 OSKA-matrix............................................................................................................................... 17
4.4 Factuur........................................................................................................................................ 19
4.4.1 Checklist Factuur....................................................................................................................................20
4.4.2 CRM........................................................................................................................................................20
4.5 Performance meten..................................................................................................................... 20
4.5.1 CONVERSIE.............................................................................................................................................20
4.5.2 Bedrijfsmarges........................................................................................................................................20
4.5.3 Break-even-point....................................................................................................................................21
4.5.4 Return on Sales.......................................................................................................................................21
5. Klantbehoud........................................................................................................................................................22
5.1 Rolverdelng................................................................................................................................. 22
5.2 Marketinginstrumenten................................................................................................................ 22
5.3 Toepassen CRM systeem........................................................................................................... 24
5.3.1 Klantbehoud aspecten...........................................................................................................................24
6. verkoopsplan.......................................................................................................................................................25




1

,8.reflectie................................................................................................................................................................26
8.1.1 Les :1 Stelen of delen.............................................................................................................................27
8.1.2 Les 2: sinaasappel verkopen...................................................................................................................27
8.1.3 Les 3: Huisarts........................................................................................................................................27
8.1.4 Les 4 Ethiek.............................................................................................................................................28
8.1.5 refelctie te laat.......................................................................................................................................28
8.1.6 aantekening............................................................................................................................................28
9.Project..................................................................................................................................................................30
9.1 Field Sales Ziggo........................................................................................................................ 30
9.2 cold-calling.................................................................................................................................. 31
bronnenlijst.............................................................................................................................................................31
bijlage......................................................................................................................................................................33
1.Tarvieven overzicht......................................................................................................................................33
2.Flyers speelgoedbeurs..................................................................................................................................33
3 .kostenoverzicht...........................................................................................................................................34
4. Privacyverklaring leden...............................................................................................................................35
5. Algemene voorwaarden..............................................................................................................................36
6. Google analystic..........................................................................................................................................37
7. Plattengrond voor de beurs........................................................................................................................38
8.Draaiboek Speelgoedbeurs..........................................................................................................................38
9.Actieplan.......................................................................................................................................................39
10. Poster verkoopplan feedback ontvangst..................................................................................................40
11. Poster presentatie.....................................................................................................................................40
12. Poster verkoopplan feedback gegeven.....................................................................................................41
13. Flyers bedrukken.......................................................................................................................................42
13. Zelf beoordeling........................................................................................................................................42
14.balans overzicht.........................................................................................................................................42




1.




2

, INLEIDING

Voor het vak incubator heb ik een Personal Sales Guide (PSG) gemaakt voor mijn stichting Speeloke. In het
document is de PSG volledig uitgewerkt terug te lezen. In hoofdstuk 1 wordt Speeloke en de doelgroep in beeld
gebracht. In hoofdstuk 2 wordt de voorspellingen gedaan naar de omzet van 2022. Daarnaast zal er ook in
hoofdstuk 3 gesproken worden over het costumer relationship managament systeem (CRM). Voor Speeloke is
het handig om een beurs te organiseren in plaats van om aan een deel te nemen. Dit wordt meer toegelicht in
hoofdstuk 4. Vervolgens wordt in hoofdstuk 5 de offertes en facturen gemaakt voor bestellingen. In hoofdstuk
6 staat alles over het belang van een klant behouden. Tot slot wordt dit samengevat in een verkoopplan van
hoofdstuk 7. Naast het maken PSG heb ik ook 2 dagen Field sales gedaan bij Ziggo op black Friday en 2 dagen
cold calling voor Score Utica. Voordat wij daaraan konden deelnemen moesten wij eerst getraind worden en
voor de 2 werkdagen.

VOORSTELLEN




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