【正文】 _____ Changes : 1. ___________ 2. ________________ 3. ________________ * Please rating the Changes by (+ / ) * Previous activities review : __________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Key influence review : Title Response Mode Red flag Status description (EB) ______________ ______ _____________ _________ ____________________ ______________ ______ _____________ _________ ____________________ (TB) ______________ ______ _____________ _________ ____________________ ______________ ______ _____________ _________ ____________________ (UB) ______________ ______ _____________ _________ ____________________ ______________ ______ _____________ _________ ____________________ Coach ____________ ______ _____________ _________ ____________________ ____________ ______ _____________ _________ ____________________ NEW ____________ ______ _____________ _________ ____________________ ____________ ______ _____________ _________ ____________________ Position test : Euphoria Great Secure Comfort OK Concern Disfort Worry Fear Panic Action When Resource / Concern 1. 2. 3. 4. Next review time : / / AM : PM : S/R : __________ Mgr : __________ TMS Information TST1008 22 1. 確定「銷售目標(biāo)」 2. 檢驗並評估相關(guān)的「改變」 3. 測詴現(xiàn)今「銷售位置」 4. 擬定策略與行動計劃以改善 「銷售位置」 . Workshop 1 : 銷售位置 TMS Information TST1008 23 Case No. : File create date : / / Project name : _________ _ Project owner :________________ Project value : _________ (K) Others : ____________________________________ ____________________________________ ____________________________________ Major contact persons : Name Title Phone Address 1. 2. 3. 4. Organization chart : Purchase procedure : Major petitors : Company Strength / Weakness 1. 2. Current status : _______________________________________________ _____________ ________________________________________________________________ _________ ________________________________________________________________ _________ ________________________________________________________________ _________ TMS Information Form 0137 1 Confidential TMS Information Form 0137 1 Case No. : Reviewed by : Review date : / /Project objective : ________________________________________________________ ________________________________________________________ Changes : 2. ________________ 3. __________________* Please rating the Changes by (+ / ) *Previous activities review : __________________________________________________________________________________________________________________________________________________________________________________________________ Key influence review : Title Response Mode Red flag Status description (EB) ______________ ______ _____________ _________ ____________________ ______________ ______ _____________ _________ ____________________ (TB) ______________ ______ _____________ _________ ____________________ ______________ ______ _____________ _________ ____________________(UB) ______________ ______ _____________ _________ ____________________ ______________ ______ _____________ _________ ____________________Coach ____________ ______ _____________ _________ ____________________ ____________ ______ _____________ _________ ____________________NEW ____________ ______ _____________ _________ ____________________ ____________ ______ _____________ _________ ____________________Position test :Euphoria Great Secure Comfort OK Concern Disfort Worry Fear PanicAction When Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : __________ Mgr : __________TMS Information Form 01372 ConfidentialTMS Information Form 01372A94 06/15/2023 ABC Co., 阿丁 Xxxxxxxxxxx,xxxxxx xxxxxxxxxxxxxx… ADM 12345 …….. Mgr 875756 ……….. CEO ADM VP FIN VP James T DIR SM GM Lucy Mgr Mgr Mary BOD A Dept B Dept D Dept E Dept C Dept Total : 60 days AAA .^^^^$%$$%^$ BBB (*(*^^^%$$^^ A94 John King 06/16/2023 Before 8/15 close. 100 PC 5 Server Router x n,Switch .. Rev New T ( ) 6/14 6/16 TMS Information TST1008 24 關(guān)鍵影響 人員 TMS Information TST1008 25 TMS Information TST1008 26 1. 經(jīng)濟(jì)掌控關(guān)鍵單位 ﹝ 人 ﹞ 2. 技術(shù)導(dǎo)向關(guān)鍵單位 ﹝ 人 ﹞ 3. 關(guān)鍵使用單位 ﹝ 人 ﹞ 4. 關(guān)鍵銷售引導(dǎo) Coach 關(guān)鍵影響 人員 TMS Information TST1008 27 如何接近這些 關(guān)鍵影響 Key Influence TMS Information TST1008 28 S 4 Personality Analysis Expression Assertive Driver DD ED Analytical ANAANA AMIANA Expressive DE EE Amiable ANAAMI AMIAMI TMS Information TST1008 29 任 務(wù)：作出最後的「成交決定」 直接掌控 $ 使用 $ 權(quán) 自由裁量權(quán) 否決權(quán) 關(guān) 心：成交底線及對組織帶來的影響 What kind of return will we get on this investment? 經(jīng)濟(jì)掌控關(guān)鍵 TMS Information TST1008 30 Does it meet specifications ? 技術(shù)導(dǎo)向關(guān)鍵 任 務(wù)：自多方面進(jìn)行審核、評估 評估你的建議 把關(guān)的人 常提出建議 經(jīng)常 (可以 )提出 NO ! 關(guān) 心：產(chǎn)品 TMS Information TST1008 31 How will