【正文】 暫時停止成功！。 10:15:0410:15:0410:15Friday, March 24, 2023 ? 1不知香積寺，數(shù)里入云峰。 2023年 3月 上午 10時 15分 :15March 24, 2023 ? 1少年十五二十時，步行奪得胡馬騎。 10:15:0410:15:0410:153/24/2023 10:15:04 AM ? 1越是沒有本領的就越加自命不凡。 :15:0410:15:04March 24, 2023 ? 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 上午 10時 15分 4秒 上午 10時 15分 10:15: MOMODA POWERPOINT Lorem ipsum dolor sit amet, consectetur adipiscing elit. Fusce id urna blandit, eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis ut cursus. 感謝您的下載觀看 專家告訴 。 2023年 3月 上午 10時 15分 :15March 24, 2023 ? 1業(yè)余生活要有意義，不要越軌。 10:15:0410:15:0410:15Friday, March 24, 2023 ? 1知人者智，自知者明。 上午 10時 15分 4秒 上午 10時 15分 10:15: ? 楊柳散和風，青山澹吾慮。 2023年 3月 24日星期五 上午 10時 15分 4秒 10:15: ? 1楚塞三湘接，荊門九派通。 10:15:0410:15:0410:153/24/2023 10:15:04 AM ? 1成功就是日復一日那一點點小小努力的積累。 2023年 3月 上午 10時 15分 :15March 24, 2023 ? 1行動出成果，工作出財富。 10:15:0410:15:0410:15Friday, March 24, 2023 ? 1乍見翻疑夢，相悲各問年。 2023 Sales Performance International All rights reserved Key Sales Tools and Job Aids include: 關鍵人物清單 (key player list) 參考客戶 (reference stories) Sales Process Flowchart? Interest Generation Scripts 痛苦鏈 (pain chain) Sponsor Letters? Power Sponsor Letters? Evaluation Plans? Vision Creation Model Vision Reengineering Model ? 靜夜四無鄰，荒居舊業(yè)貧。 2023 Sales Performance International All rights reserved IBM SSMMr. Steve Jones President Private Company Dear Steve, Thank you for meeting with me earlier today. I believe it was time well spent for both Private Company and IBM Business Partner. You indicated that your biggest reason to not move forward is the cost of EDI implementation. However, if you could be provided with EDI capabilities at a reasonable cost, and a good ROI, that you would move ahead with an implementation . You agreed to take a serious look at IBM Business Partner. You also said that if we succeed in proving to you that we can provide you with these capabilities that you would introduce us to Jim Smith, your MIS Director. You said that the implementation would affect his area the most. I have arranged for you to talk with Scott Gilmour, CIO at United Supermarkets who has implemented an Inter EDI In A Box application with our help. I am confident you will like what you see and help us introduce IBM Business Partner to the rest of the anization. Sincerely, Sponsor Letter – Inter EDI In A Box Solution Selling174。 2023 Sales Performance International All rights reserved Pains Offer the latest Inter technology to customers and vendors The upfront costs to buy and setup traditional EDI software is high A customer/vendor demands that orders/invoices be sent via EDI Leverage current IT investment whenever possible Reduce order entry errors to provide better customer service Any software purchases should produce a measurable ROI Most software is not scalable and needs yearly updates Needs to control costs to increase profits as the firm grows Wants measurable ROI on any investment to increase profits Wants to be able to project future costs as business grows Wants to reduce telephone and FAX order entry errors Wants to be able to municate electronically with any trading partner regardless of their electronic capabilities Wants to municate with other panies using his current application formats to send and receive data files Wants any system modifications to be done quickly Does not want to add personnel to monitor a specific system Key Player President / Owner Comptroller MIS Director Pain Sheet eCommerce Pain: Cost of Implementing EDI Situation: President/Owner Private Company, SMB Solution: Inter EDI In A Box Reasons Impact Capabilities What if...。 制定初步解決方案 R1 I1 C1 R2 I2 C2 R3 I3 C3 咨詢與服務 應用軟件 系統(tǒng)與網(wǎng)絡 系統(tǒng)管理 初步解決方案 愿景 綜合解決方案概念（ Integrated Solution Concept) 應用軟件 系統(tǒng) 網(wǎng)絡 系統(tǒng)管理 功能 發(fā)揮功能的載體 載體管理 咨詢 服務 技能、知識與經(jīng)驗 潛在價值 投資范圍 時限 使用 ISC來組織信息 應用軟件 系統(tǒng) 網(wǎng)絡 系統(tǒng)管理 功能 需求： 未來方案設計： 載體 需求： 未來設計： 管理 需求： 未來設計： 咨詢 服務 技能、知識與經(jīng)驗 需求： 未來設計： 第五步：發(fā)展解決方案 當客戶正在： 選擇解決方案 我們要： 與客戶一道發(fā)展解決方案 銷售代表應領導該活動： ? 回顧 /影響客戶的購買愿景 /評估標準 ? 準備初步解決方案和（價值陳述） ? 記錄評估計劃和爭取客戶的權利主辦人的同意 ? 評估對自身的風險決定繼續(xù)或放棄 當取得右邊列出的結果時，表明我們已獲得階段性成功： 項目的主管領導同意（批準）了提出的解決方案 可驗證的結果： ? 雙方都同意解決方案和價格 ? 客戶同意我們的解決方案、價值定位、和時限 ?定出了簽定合同的條件 在公司內部反映為： ? 銷售周期 =已提交方案（ Proposed) ? 更新銷售預測中的成功率 ? 更新商機計劃 摘要 ?建立完全解決方案的共同定義 ?建立購買的財務動機 ?討論初步方案預覽的概念 解決方案藍圖 應用軟件 系統(tǒng) 網(wǎng)絡 系統(tǒng)管理 業(yè)務考慮 : ?功能適用 ?客戶化需求 ?要實施的模塊 ?對現(xiàn)有運作的影響 ?推廣計劃 IT考慮： ?需要購買的應用 ?與現(xiàn)有應用的接口 ?過時的程序 業(yè)務考慮： ?性能標準 ?與現(xiàn)有系統(tǒng)的兼容性 ?要求的產品功能 IT考慮： ?對現(xiàn)有網(wǎng)站的影響 ?現(xiàn)有基礎設施的可用性 ?需新增的基礎設施 ?網(wǎng)絡高層設計 ?對現(xiàn)有負載的影響 ?系統(tǒng)測試 業(yè)