安达信为ABB做的项目《ABB增长战略建议》-豆柴文库

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Proposalto



ManagingForGrowth:

MaximisingSalesforceEffectiveness

October1996ArthurAndersenConsultingCapabilitiesChangeImplementationApproachCurrentSituationABBStal-GlobalSales:GasTurbines10-30mWABBStal-GlobalSales:SteamTurbines3-100mWChallengesAholisticapproachisrequiredtocreateaworldclasssalesorganisationCreatingWorldClassSalesPerformanceFocusonthe揥in,Do,Learn?CycleProjectObjectivesPhase1:MOBILISEPhase2:ANALYSE揂SISPhase2:MarketUnderstandingPhase2:CustomerAcquisition-Understand
BuyerBehaviourPhase2:PerformanceMeasurementPhase3:DESIGN揟OBEPhase3:ProcessRedesignPhase3:ChangeinSalesforceBehaviourPhase3:PeopleEnablersforChangePhase4:IMPLEMENTPhase4:TraintheTrainersTimelineProjectFeesCredentialsCredentialsCredentialsCurriculaVitaeCurriculaVitaeCurriculaVitaeCurriculaVitaeCurriculaVitaeCurriculaVitaeCurriculaVitae