【正文】 1 海川環(huán)境營(yíng)銷作業(yè)指導(dǎo)書(shū) 第一版 20xx6182 目錄 1 了解基本情況 ............................................................................................................... 4 目的 ................................................................................................................... 4 標(biāo)準(zhǔn) ................................................................................................................... 4 原則 ................................................................................................................... 4 內(nèi)容 ................................................................................................................... 4 容易了解且必要的項(xiàng)目情況 ..................................................................... 4 確認(rèn)業(yè)主決策程序 ................................................................................... 5 客戶關(guān)注點(diǎn) .............................................................................................. 6 電話介紹 ................................................................................................. 7 上門拜訪 ................................................................................................. 7 兄弟單位的信息 ....................................................................................... 8 相關(guān)政府機(jī)關(guān)及其網(wǎng)站 ............................................................................ 8 從相 關(guān)產(chǎn)業(yè)協(xié)會(huì)處獲取 ............................................................................ 8 2 讓業(yè)主認(rèn)可 ................................................................................................................. 10 目的 ................................................................................................................. 10 標(biāo)準(zhǔn) ................................................................................................................. 10 原則 ................................................................................................................. 10 內(nèi)容 ................................................................................................................. 10 技術(shù)介紹 ............................................................................................... 10 向業(yè)主灌輸正確的決策方法 ................................................................... 12 已有正確案例 ........................................................................................ 12 公司展示 ............................................................................................... 12 個(gè)人魅力展示 ........................................................................................ 12 3 確認(rèn)采購(gòu)意向 ............................................................................................................. 15 目的 ................................................................................................................. 15 標(biāo)準(zhǔn) ................................................................................................................. 15 原則 ................................................................................................................. 15 內(nèi)容 ................................................................................................................. 15 技術(shù)可靠性 ............................................................................................ 16 業(yè)績(jī)讀解 ............................................................................................... 16 強(qiáng)調(diào)公司管理、文化及價(jià)值觀 ................................................................ 16 用其他業(yè)主的選擇來(lái)影響決策人 ............................................................ 16 公司在行業(yè)內(nèi)的榮譽(yù) .............................................................................. 16 價(jià)格預(yù)期 ............................................................................................... 16 解惑 ...................................................................................................... 17 4 讓 業(yè)主持續(xù)確認(rèn)采購(gòu)意向 ............................................................................................ 22 目的 ................................................................................................................. 22 標(biāo)準(zhǔn) ................................................................................................................. 22 原則 ................................................................................................................. 22 內(nèi)容 ................................................................................................................. 22 5 招投標(biāo)準(zhǔn)備階段 .......................................................................................................... 23 目的 ................................................................................................................. 23 3 標(biāo)準(zhǔn) ................................................................................................................. 23 原則 ................................................................................................................. 23 內(nèi)容 ................................................................................................................. 23 設(shè)置招標(biāo)文件門檻 ................................................................................. 23 設(shè)計(jì)評(píng)標(biāo)辦法 ........................................................................................ 24 影響業(yè)主 ............................................................................................... 24 維持專家關(guān)系 ........................................................................................ 25 關(guān)于客戶接待 ........................................................................................ 25 解惑 ...................................................................................................... 29 6 招投標(biāo)實(shí)施 ................................................................................................................. 31 目的 .................................................................................