【正文】 Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 7 階段 3 － 描述能力 IBM 團(tuán)隊： 建立客戶需要和滿足需求的商業(yè)能力 當(dāng)客戶 : 明確需求 客戶關(guān)系負(fù)責(zé)人 領(lǐng)導(dǎo)如下行動： ? 明確和精練客戶需求； ? 建立客戶的市場計劃與 IBM商業(yè)價值之間的橋梁； ? 確認(rèn)客戶內(nèi)部的堅定贊助者和業(yè)務(wù)受益者； ? 了解客戶的決策流程和參與者； ? 如有可能，接觸客戶決策的關(guān)鍵人物； ? 建立客戶的期望與 IBM核心價值之間的關(guān)系，并了解競爭的狀況或者選擇離開； 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊在此階段成功 : 客戶確認(rèn)支持 IBM的價值與客戶需求之間的關(guān)系，并確認(rèn)與關(guān)鍵決策人物之間的溝通 可確認(rèn)的結(jié)果 : ? 對客戶需求理解的確認(rèn)； ? 展現(xiàn)客戶期望的商業(yè)能力； ? IBM同意能實(shí)現(xiàn)客戶的期望 (有條件的滿意 )； ? 客戶認(rèn)可 IBM的核心價值； ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 11 階段 7 － 實(shí)現(xiàn)期望 IBM 團(tuán)隊： 監(jiān)督實(shí)施過程，確保實(shí)現(xiàn)客戶期望 當(dāng)客戶 : 實(shí)施解決方案，評估項目成功 客戶關(guān)系負(fù)責(zé)人 領(lǐng)導(dǎo)如下行動： ? 與受益部門合作確認(rèn)項目收益狀況； ? 通過與受益部門的規(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； ? 重新評估 IBM團(tuán)隊與客戶的關(guān)系； 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊在此階段成功 : 客戶認(rèn)可 IBM實(shí)施的解決方案，并提供新的合作機(jī)會 可確認(rèn)的結(jié)果 : ? 實(shí)現(xiàn)客戶受益部門的利益； ? IBM團(tuán)隊獲得客戶高度認(rèn)可； ? 實(shí)施結(jié)果作為客戶的參考 ； ? 創(chuàng)造并發(fā)現(xiàn)新的銷售機(jī)會； ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 15 政治銷售 – 角色 ? 評估者－ Evaluator 推薦考慮的解決方案 ? 決定者－ Decision Maker 做出正式的最終決定 ? 批準(zhǔn)者－ Approver 給予采購的最終批準(zhǔn) ? 影響者－ Influencer 給予客戶決策過程非正式的影響 ? 使用者－ User 評估對于用戶業(yè)績的影響 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 19 政治銷售 – 贊助者 Sponsor ? 提供 獨(dú)特的有價值 的內(nèi)部信息； ? 會支持讓你參加重要的 內(nèi)部 會議； ? 會公開的 推動 銷售機(jī)會的進(jìn)展； ? 是你在客戶內(nèi)部的銷售； ? 具有接觸客戶 更高決策層的能力和影響力 ； ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 23 政治銷售 – 總結(jié) ? 建立你自己的影響圈； ? 了解客戶的個人需求； ? NO SPONSOR = NO SALE ? IBM l