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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