【正文】 ? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements , 169。 2023 銷售技巧培訓(xùn)1? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements銷售與銷售的區(qū)別公司與公司的區(qū)別 – 熱情 – 獨(dú)特價(jià)值2? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements 銷售方法論3? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements銷售方法論 – 評估客戶業(yè)務(wù)環(huán)境了解客戶1研究客戶業(yè)務(wù)策略和市場計(jì)劃開發(fā)與客戶業(yè)務(wù)策略相關(guān)的市場計(jì)劃2認(rèn)識(shí)客戶需求建立客戶采購的愿景3評估機(jī)會(huì)通過聯(lián)系 IBM的核心能力評估銷售機(jī)會(huì)4選擇解決方案與客戶共同研究解決方案5解決顧慮并決定贏單6項(xiàng)目實(shí)施和結(jié)果評估監(jiān)控項(xiàng)目實(shí)施并控制客戶期望74? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 1 － 建立客戶關(guān)系 團(tuán)隊(duì)： 通過了解客戶的業(yè)務(wù)環(huán)境，流程和問題建立客戶關(guān)系通過了解客戶的業(yè)務(wù)環(huán)境，流程和問題建立客戶關(guān)系當(dāng)客戶 : 評估客戶的業(yè)務(wù)環(huán)境和策略客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：行動(dòng)：? 通過需求引導(dǎo)和有前瞻性的討論，引發(fā)客戶興趣并建立客戶關(guān)系；? 研究客戶的行業(yè)，競爭對手，業(yè)務(wù)方向和一般流程；? 了解客戶的財(cái)務(wù)狀況；? 計(jì)劃客戶關(guān)系建立和維系的策略；? 與客戶進(jìn)行針對其業(yè)務(wù)策略的創(chuàng)造性交流；? 計(jì)劃和調(diào)動(dòng)資源為客戶的業(yè)務(wù)策略提供支持；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 因團(tuán)隊(duì)充分了解客戶的業(yè)務(wù)環(huán)境和策略，客戶認(rèn)可與的關(guān)系因團(tuán)隊(duì)充分了解客戶的業(yè)務(wù)環(huán)境和策略，客戶認(rèn)可與的關(guān)系可確認(rèn)的結(jié)果 : ? 客戶審閱并共同參與 ；? 將客戶的市場計(jì)劃與的資源相匹配；? 團(tuán)隊(duì)可以下一步與客戶的關(guān)鍵人物溝通；5? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt A