标签：网络营销教程,网络营销学习,
本站提供重点客户如何销售免费下载,http://www.dxs89.com
word75WelcometoTargetAccountSelling®
ProgramObjectives
ProgramMap
SalesReturnonInvestment
Versatility
Development
NotinControl
OpportunityAssessment
Purpose
Provideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunity
Benefits
Qualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectives
Investtime,energyandresourcesontheopportunitiesyouaremostlikelytowin
Communicatethekeyissuesmoreeffectivelyusingacommonlanguage
Output
Comprehensiveassessmentofyourcurrentsalesopportunity
Introduction
FourKeyQuestions-The4PrinciplesofSelling
Isthereanopportunity?
Canwecompete?
Canwewin?
Isitworthwinning?
IsThereAnOpportunity?
#5–CompellingEvent
Whydoesthecustomerhavetoact?
Whatisthedeadlineforthecustomertomakeadecision?
Whataretheconsequencesifthisprojectisdelayed?
Whatisthepaybackforthecustomeriftheprojectiscompletedontime?
Whatwillbethemeasurableimpactonthecustomer’sbusiness?
CanWeCompete?
#10–UniqueBusinessValue
Whatisthespecificormeasurablebusinessresultthatwewilldeliver?
Howdoesthecustomerdefinevalue?Howwilltheymeasureit?
Howhavewequantifiedthisvalueinthecustomer’sterms?
Hasthecustomerconfirmedtheirunderstandingofthevaluewewilldeliver?
Howdoesthisvaluedifferentiateusfromourcompetitors?
DevelopingYourValueProposition
Answerthequestions...
What’stheissue?
Howisitaffectingthecustomer?
Whataretheconsequencesorpayback?
Howcanyouhelp?</P><P>，大小：938 KB