【正文】 r a l l Ev a l u a ti o n S c o r e sC h a r a c t e r i s t i c s B o n d I t 3 0 2 A d C o 4 5 S ti k F a s t 2 1 7P I P* I P I P* I P I P* IQ u o t e d Pr i c e 5 10 50 9 10 90 7 10 70D u r a b i l i t y 6 9 54 8 9 72 9 9 81E a s e o f A p p l i c a t i o n 10 8 80 5 8 40 8 8 64S e r v i c e F a c t o r s 5 8 40 8 8 64 10 8 80R e l i a b i l i t y 8 7 56 10 7 70 5 7 35B o n d i n g T i m e 8 6 48 6 6 36 4 6 24N o n T o x i c 8 6 48 10 6 60 8 6 48S h e l f l i f e i n S t o r a g e 9 6 54 6 6 36 6 6 36O v e r a l l Ev a l u a ti o n S c o r e 430 468 438 P = Pr o d u c t Pe r f o r m a n c e S c o r e s I = R e l a t i v e I m p o r t a nc e o f C ha r a c t e r i s t i cCopyright 169。 2023 by Harcourt, Inc. 1 : ( ) Desired State Produce 1,250 units/day Actual State Produce 1,000 units/day The Gap Or Need 250 units/day Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? ? ? , a ? a Copyright 169。s ? ? ? a a ? a : Copyright 169。 2023 by Harcourt, Inc. 1 $80$242/ Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? (1700s 。Copyright 169。 1850s ) ? ? (1800s 。 2023 by Harcourt, Inc. 1 ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? () ? () ? Copyright 169。 2023 by Harcourt, Inc. 1 (1:26) Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Determination of Item and Quantity Needed Initiating the Relationship ? Gathering and Studying Precall Information ? Approaching and Initiating Contact ? Assessing the Situation and Discovering Needs Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Organizational Needs Individual Needs Functional Functional Psychological Psychological Knowledge Knowledge Social Social Situational Situational Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ’s ? ’s ’s ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ’s Copyright 169。 2023 by Harcourt, Inc. 1 ( ) D EC I SI O N T Y PES t r a i g h t R e b u y M o d i f i e d R e b u yN e w n e s s o f P r o b l e m o r N e e d Low M e di umI n f o r m a t i o n R e q u i r e m e n t s M i ni m a l M ode r a t eI n f o r m a t i o n S e a r c h M i ni m a l Li m i t e dC o n s i d e r a t i o n o f N e w A l t e r n a t i v e s N one Li m i t e dM u l t i p l e B u y i n g I n f l u e n c e V e r y S m a l l M ode r a t eF i n a n c i a l R i s k s Low M ode r a t eCopyright 169。 2023 by Harcourt, Inc. 1 3 Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Trust Expertise Dependability Representation Competence Compatibility/ Likeability Candor Contribution Customer Orientation Copyright 169。 2023 by Harcourt, Inc. 1 ? Copyright 169。 2023 by Harcourt, Inc. 1 a ? ? A ? ? a ? ’s Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? – ? ― …‖ ? ― …‖ Copyright 169。 2023 by Harcourt, Inc. 1 : ? – ’s ? ― ?‖ ? ― ?‖ ? ― ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 ( ) ? Broad bases and general facts describing situation ? Nonthreatening as no interpretation is requested ? Openend questions for maximum information Assessment Questions ? Questions probing information gained in assessment ? Seeking to uncover problems or dissatisfactions that could lead to suggested buyer needs ? Openend questions for maximum information Discovery Questions ? Show the negative impact of a problem discovered in the discovery sequence ? Designed to activate buyer’s interest in and desire to solve the problem. Activation Questions ? Projects what life would be like without the problems ? Buyer establishes the value of finding and implementing a solution Projection Questions ? Confirms interest in solving the problem ? Transitions to presentation of solution Transition Questions Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : 5 a 1. 2. 3. 4. 5. Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? , ? ? ? Copyright 169。 80% ) = 48 “ B” (80% 。 2023 by Harcourt, Inc. 1 : ? ? ? ? ? ? ? Copyrigh