【文章內(nèi)容簡(jiǎn)介】 Action 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 Wang GM Zhang Dir Li Mgr Cheng VP TMS Information TST1008 36 「反饋型態(tài)」 TMS Information TST1008 37 客戶的「反饋型態(tài)」 瞭解客戶的「認(rèn)知取向」，以進(jìn)一步預(yù) 測(cè)其對(duì)銷售的接納程度 TMS Information TST1008 38 Personality Analysis Expressive Driver Analytical Amiable Expression Assertive DD ANAANA ED AMIANA DE EE ANAAMI AMIAMI TMS Information TST1008 39 1. 客戶處於「成長型態(tài)」 2. 客戶處於「問題型態(tài)」 3. 客戶處於「平穩(wěn)型態(tài)」 4. 客戶處於「自滿型態(tài)」 客戶的「反饋型態(tài)」 TMS Information TST1008 40 如何認(rèn)知客戶的「反饋型態(tài)」 如何面對(duì)不同「反饋型態(tài)」 TMS Information TST1008 41 成長型態(tài) 銷售良機(jī) 期 望 需 求 差 異 現(xiàn) 況 Does Your Proposal Close the Gap ? TMS Information TST1008 42 Does Your Proposal Remove the Cause of the Trouble ? 原 因 ? 問題型態(tài) 銷售良機(jī) 期 望 需 求 差 異 現(xiàn) 況 TMS Information TST1008 43 Why Rock the Boat NOW ? 平穩(wěn)型態(tài) 非銷售良機(jī) 期 望 需 求 現(xiàn) 況 TMS Information TST1008 44 I39。ve Never Had it so Good ! Who Needs Your Proposal ? 原 因 : . 對(duì)實(shí)情未作詳細(xì) 瞭解 . 期望太低 你的建議，似乎對(duì)現(xiàn)況有 負(fù)面的評(píng)價(jià) 自滿型態(tài) 非銷售良機(jī) 期 望 需 求 現(xiàn) 況 認(rèn) 知 TMS Information TST1008 45 評(píng) 分 * 熱情的擁護(hù) +5 * 大力的支持 +4 * 支 持 +3 * 有興趣 +2 * 認(rèn)知相同 +1 * 應(yīng)該不會(huì)拒絕 1 * 不感興趣 2 * 作負(fù)面的評(píng)價(jià) 3 * 抗拒你的建議 4 * 支持你的對(duì)手 5 Step 2 Workshop 4 : 反饋型態(tài) TMS Information TST1008 46 Workshop 4 : 反饋型態(tài) 1. 檢驗(yàn)各「關(guān)鍵影響人員」的 反饋型態(tài) 2. 評(píng)估各「關(guān)鍵影響人員」 的反饋型態(tài) 3. 對(duì)不同的「反饋型態(tài)」計(jì)分 4. 分析所得之訊息 5. 擬定策略以改進(jìn)「銷售位置」 TMS Information TST1008 47 Case No. : File create date : / /Project name : _________ _ Project owner :________________ Project value : _________ (K) Others : ____________________________________ ____________________________________ ____________________________________Major contact persons :Name TitlePhone Address 1. 2. 3. 4.Organization chart :Purchase procedure :Major petitors :CompanyStrength / Weakness 1. 2.Current status : _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________TMS Information Form 01371 ConfidentialTMS Information Form 01371Case 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 Wang GM Zhang Dir Li Mgr Chen