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Commercieel calculeren 2 college 3

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Collegedictaat van het vak Commercieel Calculeren 2 gegeven in het 2e jaar Commerciële Economie (2016/2017) door Vogels aan de Fontys Hogeschool Marketing Management locatie Rachelsmolen te Eindhoven.

Institution
Fontys Hogeschool (Fontys)
Course
Commercieel calculeren

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Commercieel calculeren 2
College 3 Jurne Sleddens

Duurzame concurrentievoordelen:
 Verder ontwikkelde competenties
 Optimaal benutten van deze competenties
 Opbouwen bekwaamheden

Concurrentievoordeel
Competenties -> Bekwaamheden -> Duurzame concurrentievoordelen

Evaluatie:
Plannen -> Budgettering -> Controle -> Bijsturen -> Terug naar plannen

Targets:
 Omzet - Nieuwe distributiepunten
 Aantal nieuwe klanten - Omzet per klant
 Retentie - Aantal uitgebrachte offertes
 Aantal bezoeken per klant - Aantal orders per bezoek
 Klachtenafhandeling

Performance indicatoren:
 Marktaandeel - Distributiekengetallen
 Omloopsnelheden - Break-Even Analyse
 Customer Lifetime Value - Financiële kengetallen
 Gemiddeld orderbedrag - Retentie Rate
 RFM analyse - Referral Rate
 Winst

Evaluatie salesmanagere:
 Eigen verkoopgebied
 Eigen klant(groep)
 Eigen (verkoop)organisatie
 Eigen producten/diensten

Eigen verkoopgebied:
 Aandeel overheads/omzet
 Omzet per locatie
 Omzet per jaar
 Omzet per transactie

Eigen klant(groep):
 Klantenaandeel - Winstaandeel
 Omzetaandeel - Winst in procent van de omzet
 Kostenaandeel - Winst per klant

 RFM analyse - CLV
 Retention Rate - Referral Rate
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Institution
Fontys Hogeschool (Fontys)
Study
Commerciële Economie
Course
Commercieel calculeren

Document information

Uploaded on
June 20, 2017
Number of pages
2
Written in
2016/2017
Type
Class notes
Professor(s)
Unknown
Contains
All classes

Subjects

  • commercieel calculeren 2
  • commercieel
  • calculeren
  • commerciële economie
  • marketing management
  • eindhoven
  • rachelsmolen
  • vogels
  • leerjaar 2
  • fontys
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