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戰(zhàn)略大客戶管理(1)-資料下載頁

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【正文】 ant Risk Proceed With Caution Proceed With Caution Fix Before Launch Low Medium High Low Medium High Impact Probability 風險來源 ? Business Case – Cost Increase, ROI Lead Time Increase, Changing Market/Regulatory Environment, Business Commitment ? Planning – Resource Availability, Project Complexity, Development Time, Project Management Experience ? Organizational – CrossFunctional Involvement, Process Ownership, Multiple Locations for Implementation, Change Acceleration Issues ? Technical – Technology Experience, Design Complexity, Scope Changes, Knowledge of Business Processes, Quality Methods Skills and Experience ? External – Vendor/Contractor Experience and Support, Multiple Vendors/Contractors, Dependence On Vendors, Recruitment Issues 供應商 客戶 Team member and role (no.) Team member and role (no.) Team member and role (no.) Team member and role (no.) 客戶聯(lián)絡人 影響的程度 (經(jīng)濟型 /使用型 /技術(shù)型 ) 參與的程度 支持的程度 Buying Phase: 了解需要 Buying Phase: 比較可選方案 Buying Phase: 選擇 Buying Phase: 售後問題 什麼是這人做事的動機 最急切的三項需求是什麼 他們喜歡的溝通方式為何 他們希望多長時間接觸一次 怎樣才能加深這種關(guān)係 T h e I n fl u e n c e r s W h e e lV P Sa l e sVPM a rke t i n gPl a n tM a n a g e rV P R DC EOO p e ra t i v e
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