SCI-Seminar-Integrating Sales and Marketing in Logistics - (FosterMax) - Pak Paul Patty
• Sebagai salesman profesional, terlepas dari situasi yang serba
tidak pasti, meraih kinerja puncak tetap menjadi tanggung
jawab profesionalismenya.
• Ditengah ekonomi dan pasar yang serba tidak pasti tersebut,
salesman bersama-sama manajer penjualan mampu dan mau :
– meninggalkan cara-cara lama dalam mengelola dan memasarkan serta
memenangkan penjualan ditengah ketidak pastian yang tidak dapat
diramalkan;
– merancang kerangka strategis yang baru demi melakukan manuver
yang lebih lincah ketimbang pesaing ditengah ketidak pastian yang akan
berlangsung lebih lama ketimbang yang diperkirakan.
UNCERTAIN
INTELLECTUAL
SIDE
EMOTIONAL
SIDE
ATTITUDE
MOVE ON
SURRENDER
PROBLEM YANG
DIHADAPI SALES
SAAT INI
APA YANG
HARUS
DILAKUKAN
SELLING IN UNCERTAIN TIMES
HELP YOUR CUSTOMER FACE
BUSINESS CHANGES & CHALLENGES
EXPLORE THE UNSEEN OPPORTUNITY
TARGET 2017
TERCAPAI &
TERLAMPAUI
POWER UP YOUR SALES
TURNING POINT
THE RIGHT ATTITUDE
UNCERTAINTY
OPPORTUNITIES
DETECTING
ANALYZING
SUSTAINABILITY
RESPONDING
CHANGE
Technology
Pol-Leg
Economy
Soc-Cul
Market
COMPETITOR
CUSTOMER
TOWS
Examination
COMPANY
THREAT
OPPORTUNITY
SALES
GOALS
2017
KEY ISSUES
IMPLICATIONS
WEAKNESS
STRENGTHS
4-C
ANALYSIS
LEADERSHIP
INFRASTRUCTURE
ACTION
TOWS ANALYSIS
SALES STRATEGY
SALES &
MARKETING
ALIGNMENT
QUALIFIED PROSPECT
OFF LINE TO
ON LINE
CUSTOMER FOCUS
CREDIBILITY &
CREATIVITY
VALUE OFFERING
FASTER
CUSTOM
COACH
CONTROL
BETTER
SMARTER
CUSTOMER
FOCUS
EFFECTIVE CUSTOMER FOCUS
CREATOR
UNRECOGNIZED
PROBLEM
Big Problem
And Solution
UNANTICIPATED
SOLUTION
Better Solution or
Better Outcome
UNSEEN
OPPORTUNITY
New Outcome
GIVE CUSTOMER
DATA AND ANALYSIS,
WILL INFLUENCE HOW
THEY THINK
HELP CUSTOMER SEE
SOMETHING
KNEW WILL HITS THEIR
EMOTION
NEW THOUGHTS OR
EMOTIONALLY
CHARGE IDEAS,
CHANGE BEHAVIOR
Enabler
CORE
CAPABILITY
Enabler
Enabler
NEW
MARKET
Uncertainty Become the New Normal
Dare To Be Different
Customer Focus
Never Stop Learning
Keep On Selling
tidak pasti, meraih kinerja puncak tetap menjadi tanggung
jawab profesionalismenya.
• Ditengah ekonomi dan pasar yang serba tidak pasti tersebut,
salesman bersama-sama manajer penjualan mampu dan mau :
– meninggalkan cara-cara lama dalam mengelola dan memasarkan serta
memenangkan penjualan ditengah ketidak pastian yang tidak dapat
diramalkan;
– merancang kerangka strategis yang baru demi melakukan manuver
yang lebih lincah ketimbang pesaing ditengah ketidak pastian yang akan
berlangsung lebih lama ketimbang yang diperkirakan.
UNCERTAIN
INTELLECTUAL
SIDE
EMOTIONAL
SIDE
ATTITUDE
MOVE ON
SURRENDER
PROBLEM YANG
DIHADAPI SALES
SAAT INI
APA YANG
HARUS
DILAKUKAN
SELLING IN UNCERTAIN TIMES
HELP YOUR CUSTOMER FACE
BUSINESS CHANGES & CHALLENGES
EXPLORE THE UNSEEN OPPORTUNITY
TARGET 2017
TERCAPAI &
TERLAMPAUI
POWER UP YOUR SALES
TURNING POINT
THE RIGHT ATTITUDE
UNCERTAINTY
OPPORTUNITIES
DETECTING
ANALYZING
SUSTAINABILITY
RESPONDING
CHANGE
Technology
Pol-Leg
Economy
Soc-Cul
Market
COMPETITOR
CUSTOMER
TOWS
Examination
COMPANY
THREAT
OPPORTUNITY
SALES
GOALS
2017
KEY ISSUES
IMPLICATIONS
WEAKNESS
STRENGTHS
4-C
ANALYSIS
LEADERSHIP
INFRASTRUCTURE
ACTION
TOWS ANALYSIS
SALES STRATEGY
SALES &
MARKETING
ALIGNMENT
QUALIFIED PROSPECT
OFF LINE TO
ON LINE
CUSTOMER FOCUS
CREDIBILITY &
CREATIVITY
VALUE OFFERING
FASTER
CUSTOM
COACH
CONTROL
BETTER
SMARTER
CUSTOMER
FOCUS
EFFECTIVE CUSTOMER FOCUS
CREATOR
UNRECOGNIZED
PROBLEM
Big Problem
And Solution
UNANTICIPATED
SOLUTION
Better Solution or
Better Outcome
UNSEEN
OPPORTUNITY
New Outcome
GIVE CUSTOMER
DATA AND ANALYSIS,
WILL INFLUENCE HOW
THEY THINK
HELP CUSTOMER SEE
SOMETHING
KNEW WILL HITS THEIR
EMOTION
NEW THOUGHTS OR
EMOTIONALLY
CHARGE IDEAS,
CHANGE BEHAVIOR
Enabler
CORE
CAPABILITY
Enabler
Enabler
NEW
MARKET
Uncertainty Become the New Normal
Dare To Be Different
Customer Focus
Never Stop Learning
Keep On Selling