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【文章內(nèi)容簡介】 Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ? – ’s ? ― ?‖ ? ― ?‖ ? ― ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? – , , ? ― ?‖ ? ― ?‖ ? ― ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? – ? ― ?‖ ? ― ?‖ ? ― a ?‖ ? ― a ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? ? – a , ? ― ?‖ ? ― , ?‖ ? ― , ?‖ ? ― 15 ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 ( ) ? Broad bases and general facts describing situation ? Nonthreatening as no interpretation is requested ? Openend questions for maximum information Assessment Questions ? Questions probing information gained in assessment ? Seeking to uncover problems or dissatisfactions that could lead to suggested buyer needs ? Openend questions for maximum information Discovery Questions ? Show the negative impact of a problem discovered in the discovery sequence ? Designed to activate buyer’s interest in and desire to solve the problem. Activation Questions ? Projects what life would be like without the problems ? Buyer establishes the value of finding and implementing a solution Projection Questions ? Confirms interest in solving the problem ? Transitions to presentation of solution Transition Questions Copyright 169。 2023 by Harcourt, Inc. 1 : ( ) Pay Attention Monitor NonVerbals Paraphrase and Repeat Make No Assumptions Encourage Buyer to Talk Visualize Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ( ) Sensing Interpreting Evaluating Responding Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? , , , ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ( ) , , , ? ? ? ? ? ? ? ? , , ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? a ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : 1. a . 2. ’s . 3. ’s . 4. a ―‖ . 5. a . 6. a . 7. . Copyright 169。 2023 by Harcourt, Inc. 1 : 5 a 1. 2. 3. 4. 5. Copyright 169。 2023 by Harcourt, Inc. 1 5 Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Setting Goals Objective Territory Analysis Account Classification Development Implementation Of Strategies Plans Tapping Technology Automation Assessment Evaluation 1 2 3 4 5 Copyright 169。 2023 by Harcourt, Inc. 1 : a ? , Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? , ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : : , . : , : “ A” (20% 。 80% ) = 24 (20% 。 80% ) = 52 (20% 。 80% ) = 48 “ B” (80% 。 20% ) = 12 , = 24 , = 12 “ C” = 4 = 8 = 12 “ D” – 3 = 0 , = 6 – Copyright 169。 2023 by Harcourt, Inc. 1 : ( ) Competitive Position Segment 1 Level of Attractiveness Selling Effort Strategy Segment 2 Level of Attractiveness Selling Effort Strategy Segment 4 Level of Attractiveness Selling Effort Strategy Segment 3 Level of Attractiveness Selling Effort Strategy Strong Weak Low High Account Opportunity Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? , ? ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : Copyright 169。 2023 by Harcourt, Inc. 1 ? ?
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