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3.1 Распределение должностных обязанностей в отделе продаж

Как определить должностные обязанности специалистов отдела продаж?

В бизнес-процессе продаж могут участвовать несколько специалистов. Например, при продаже услуг SEO-продвижения, заявка от потенциального клиента может поступить через сайт компании, через входящий звонок, или же, как результат холодного звонка оператором call-центра. Специалист отдела продвижения готовит список запросов в поисковых системах для того, чтобы показать клиенту, на каких позициях находится его сайт. Менеджер по продажам проводит переговоры с клиентом и занимается документооборотом. После продажи, клиентом занимается key-account менеджер. В данном бизнес-процессе участвуют 4 специалиста, каждый из которых выполняет определенные действия на разных этапах продажи. Таким образом, у каждого из специалистов есть определенный список должностных обязанностей.

В некоторых компаниях, один менеджер выполняет весь цикл продаж. В других компаниях, продажа разделена на три этапа. Первый этап – генерация заявок, за это ответственны специалисты call-центра. Второй этап – проведение переговоров и продажа, проводится менеджером по продажам. Третий этап – ведение клиента, выполняется key-account менеджером.

Но как определить, сколько специалистов должно участвовать в бизнес-процессе продаж? Что из себя представляет заявка, переданная оператором менеджеру? Стоит ли вообще разделять бизнес-процесс продаж между несколькими специалистами? Ответы на данные вопросы зависят от размера бизнеса, индустрии, этапа развития, стратегии работы с клиентами и многих других факторов. Наиболее эффективный способ определить оптимальную структуру отдела продаж – узнать мнение специалистов в построении отделов продаж. Для того, чтобы разобраться в специфике создания отдела продаж, могут потребоваться многие месяцы. И даже после этого, не факт, что отдел продаж будет работать. Если необходимо, чтобы система продаж заработала в течение 1-3 месяцев, услуга создания отдела продаж позволит сэкономить время и избежать упущенной прибыли, которую мог бы приносить ваш отдел продаж.

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