【正文】 M 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(xiāo)售 – 堅(jiān)定贊助者 167。 能夠帶領(lǐng)銷(xiāo)售到客戶的任何部門(mén)；20? 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。 把他們轉(zhuǎn)變成支持者或贊助者167。 建立你自己的影響圈；167。 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項(xiàng)目評(píng)估這是一個(gè)銷(xiāo)售機(jī)會(huì)嗎 ?1. 客戶的市場(chǎng)計(jì)劃2. 客戶的業(yè)務(wù)情況3. 客戶的財(cái)務(wù)狀況4. 客戶的預(yù)算狀況5. 客戶的采購(gòu)意愿和動(dòng)力 能否競(jìng)爭(zhēng) ?6. 客戶的正式?jīng)Q策流程7. 解決方案是否契合客戶的市場(chǎng)計(jì)劃8. 解決方案是否契合客戶的業(yè)務(wù)需求9. 所需的配比資源和能力10. 獨(dú)特的價(jià)值11. 目前與客戶的關(guān)系25? 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 tw。 = 23? 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(xiāo)售 – 組織結(jié)構(gòu)圖 U IA DE HNA – U – I – D – – – H N 22? 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。 忽略他們167。 能夠領(lǐng)導(dǎo)決策過(guò)程，無(wú)論預(yù)算或職位狀況；167。 是你在客戶內(nèi)部的銷(xiāo)售；167。 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(xiāo)售 – 贊助者 167。 傾向于你的解決方案，并希望你贏；167。 支持者－167。 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(xiāo)售 – 關(guān)鍵人物167。 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(xiāo)售 – 角色n 評(píng)估者－n 推薦考慮的解決方案n 決定者－ n 做出正式的最終決定n 批準(zhǔn)者－n 給予采購(gòu)的最終批準(zhǔn)n 影響者－n 給予客戶決策過(guò)程非正式的影響n 使用者－n 評(píng)估對(duì)于用戶業(yè)績(jī)的影響15? 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 7 － 實(shí)現(xiàn)期望 團(tuán)隊(duì)： 監(jiān)督實(shí)施過(guò)程，確保實(shí)現(xiàn)客戶期望監(jiān)督實(shí)施過(guò)程，確保實(shí)現(xiàn)客戶期望當(dāng)客戶 : 實(shí)施解決方案，評(píng)估項(xiàng)目成功客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：下行動(dòng)：? 與受益部門(mén)合作確認(rèn)項(xiàng)目收益狀況；? 通過(guò)與受益部門(mén)的規(guī)律性的交流，管理和控制客戶期望，并最終超越客戶期望； ? 尋找新的業(yè)務(wù)機(jī)會(huì)；? 重新評(píng)估團(tuán)隊(duì)與客戶的關(guān)系；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 客戶認(rèn)可實(shí)施的解決方案，并提供新的合作機(jī)會(huì)客戶認(rèn)可實(shí)施的解決方案，并提供新的合作機(jī)會(huì)可確認(rèn)的結(jié)果 :