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7/31/2019 Ban Hang CA Nhan (Do Thanh Thang - 140512)
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Sales job competenciesDo Thanh THANG
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About Schneider Electric
2
Helping people make the most of their energy
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More than 175 years of history
1999Groupe Schneiderbecomes
Schneider Electric,focused on Power & Control
1996Modicon, historic leader inAutomation, becomes a
2007Acquisition ofAPC corp. and Pelco
2008Acquisition ofXantrex
Power &
Control
2011Acquisition of Telvent
2010Acquisition of Arevas distribution
activity
EnergyManagement
Schneider Electric 3- Division - Name Date
1975Merlin GerinjoinsGroupe Schneider
1988Telemecaniquejoins
Groupe Schneider
1991Square DjoinsGroupe Schneider
1836Creation of Schneider
at Le Creusot, France
19th century 20th century 21st century
2000Acquisition of
MGE UPS Systems
2003Acquisition of
T.A.C
2005Acquisition ofPower Measurement Inc.
2003-2008Targeted acquisitions in wiring devicesand home automation(Lexel, Clipsal, Merten, Ova, GET, etc.)
SteelIndustry
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Schneider Electric the global specialist
in energy management
billion sales(last twelve months)
of sales in new economies
Balanced geographies FY 2011sales
NorthAmerica23%
AsiaPacific27%Rest of
Western
Europe32%
Schneider Electric 4- Division - Name Date
(last twelve months)
people in 100+ countries
of sales devoted to R&DResidential 9%
Utilities & Infrastructure 24%
Industrial & machines 22%
Data centres 16%
Non-residential buildings 29%
Diversified end markets FY 2011 sale
18%
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Energy production& transmission
EnergyUsage
Wind energy
Solar energy
Appliances
Climate control
EnergyManagement
We provide Energy Management Solutions
Making energy
Safe
Reliable
Schneider Electric 5- Division - Name Date
Hydro
Biofuels
Hydrocarbons
Nuclear
Security
Lighting
Machines
IT servers
with 30-70% savings everywhere
EfficientProductiveGreen
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Sales job competencies
6
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Selling process
Schneider Electric 7- Division - Name Date
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Selling channels
Schneider Electric 8- Division - Name Date
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Solution sales process
Implement,Initiate &Evaluate
Customer Buying Process
ResolveConcerns& Decide
SelectSolution &Provider
EvaluateOptions
RecognizeNeed
DevelopBusiness
Strategy &Initiatives
EvaluateBusiness
Environment
RFP
Schneider Electric 9- Division - Name Date
Solution Sales Process
Deliver &Validate
Negotiate
& Win
Prepare &
Bid
Influence &
Develop
Identify &Qualify
Define
OpportunityPortfolio
UnderstandBusinessContext
Sales process steps aligned with customer buying steps
S0 S1 S2 Win/loss
review
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Sales Job Competencies
1. Selling & Negotiating
2. Market Awareness
3. CVP
Schneider Electric 10- Division - Name Date
.
5. Distributor Management (Indirect sales)
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Sales job competenciesUnderstanding and reading the Market Market awareness
Environment- PESTLE
Customers
Competition
Channels
C.V.P
Producs and Applications
Schneider Electric 11- Division - Name Date
Technical information Pricing
Placement & Logistics
C.R.M
Accounts management
Accounts development
Customer services
Identifying, Analysing and Resolving Customer Problems
Selling Through Channel Management
Planning, Measuring & Monitoring the Financial Performance of the Business
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Sales Job Competencies
+ 9 Leadership competencies
1. Delivers Results through Others
2. Motivates, Coaches & Develops
Schneider Electric 12- Division - Name Date
3. Displays Interpersonal Effectiveness
4. Demonstrates Self Mastery
5. Builds Shared Vision
6. Champions Customer Stakeholder Focus
7. Maximises Business Opportunities
8. Demonstrates Courage
9. Values Difference