【正文】 en 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階段 1 － 建立客戶關(guān)系 團(tuán)隊(duì)： 通過(guò)了解客戶的業(yè)務(wù)環(huán)境，流程和問(wèn)題建立客戶關(guān)系通過(guò)了解客戶的業(yè)務(wù)環(huán)境，流程和問(wèn)題建立客戶關(guān)系當(dāng)客戶 : 評(píng)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(guò)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(jìng)爭(zhēng)對(duì)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(duì)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(chǎng)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 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 5 － 選擇解決方案 團(tuán)隊(duì)： 與客戶共同研究解決方案與客戶共同研究解決方案當(dāng)客戶 : 選擇解決方案客戶關(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)：? 精練解決方案，并通過(guò)測(cè)試的方法展現(xiàn)的方案價(jià)值；? 評(píng)估競(jìng)爭(zhēng)策略，如需要及時(shí)調(diào)整競(jìng)爭(zhēng)戰(zhàn)術(shù)；? 評(píng)估關(guān)鍵人物的興趣，價(jià)值和風(fēng)險(xiǎn)；? 針對(duì)非標(biāo)準(zhǔn)合同條款的溝通和共識(shí)；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價(jià)值關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價(jià)值可確認(rèn)的結(jié)果 : ? 客戶認(rèn)可的解決方案，價(jià)值體現(xiàn)和風(fēng)險(xiǎn)評(píng)估；? 確認(rèn)簽訂合同的條件；? 客戶認(rèn)同解決方案的可能效果；9? 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政治銷售 13? 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。 客戶得到結(jié)果，但只有個(gè)人是 “贏 ”；167。 不支持者－167。 堅(jiān)定贊助者－ 17? 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。 告知如何在客戶內(nèi)部尋找和建立關(guān)系；167。 會(huì)支持讓你參加重要的內(nèi)部會(huì)議；167。 2023 IB