在这个短的系列中，TFM继续看看前台的船上过程。
Selling money can be hard work. Early pay techniques selling money attached to some eProcurement or eInvoicing or Network platform have proliferated but cannot operate a build it and they will come mentality. In particular what the market likes to callReverse Factoringor供应链金融销售基于Libor Plus的财务状况，这不是扣篮。我有一个副总统负责，营运资金融资在一个大型企业中告诉我。
从我的角度来看，成功需要的东西，跟进金额，与个人供应商的时间量超过我的想法或计划。也许看看像我们这样的供应商宇宙，我们应该兴奋地看到X百分比的高度花费，但我们没有找到大鱼会跳入水中。与我们借款能力和风险概况相当于我们的某些供应商。我们必须做五次的工作来获得大鱼的数量。
正如我在先前的帖子中提到的那样，我看到船上分为三个主要功能：前，中间办公室。今天，让我们专注于两个关键Front Officeactivities- Supplier Education & Awarenessand供应商交易洽谈。Both can involve a significant commitment.
供应商教育- What is the best way to reach your supplier base – webinars, one on one calls, visits, thought leadership pieces, etc? Webinars may not reach the right level of the supplier / vendor to make a decision, but it does have the capacity to have some bi-directional exchange and reach many at one time. One on one calling is expensive but provides a great way to address questions and concerns. If we are talking suppliers which the buyer spends millions with, nothing beats a visit.
当然，所有这一切都取决于谁正在服用铅 - 是买方的采购部门或供应商/银行吗？熊在思想采购拥有关系，但可能不希望投入有最高注册率所需的资源。毕竟，对他们来说真的有直接的好处吗？也许是赋予利益的财政部，他们得到了帮助较小的供应商的软效益。这非常柔软，在今天的残酷世界中，可能不会削减资源的巨大奉献精神。
交易谈判- 早期薪酬选项真的归结为售价为价格。有时价格是固定的，它是take it or leave it，有时它可以谈判。谁会那样做？此外，供应商可能与其他形式的财务有关。例如，他们的应收款项可以承诺保护贷款，证券化计划或商业纸质计划。或供应商处于理解或银行协议，他们无法退出或不希望退出。
Having suppliers get bank releases can open a whole pandora’s box with their banker to trigger a review. And that may not be something they are keen on.
So you see, the front office is critical. In the past, I have looked at the commitment of various organizations to monitor their sales force effectiveness here. When benchmarking effectiveness, take at look at metrics such as:
- Targets and sales call benchmarks
- Detailed sales budgets and breakdowns by items and per-rep investments
- 按位置和性能水平赔偿数据
- Training costs and hours for different positions
- 销售部队人员和人员指定比率
明天我们将探索与船上相关的中间办公室和后台活动。
除了花费优先考察的研究外，David还可以提供船上的基准和诊断工作万博体育下载app，帮助组织了解船上的资源要求，并改善其船上的基础设施，使其更有效，更高效。直接与他联系以了解更多信息：DGUSTIN（AT）TrantfinancingMatters（DOT）COM
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