【正文】 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 21 政治銷售 – 不支持者 NonSupporter ? 忽略他們 ? 孤立或者中立他們 ? 把他們轉(zhuǎn)變成支持者或贊助者 ? 把他們保持在監(jiān)控范圍之內(nèi) 4種對(duì)待不支持者的策略 ? 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 17 政治銷售 – 關(guān)鍵人物 ? 敵對(duì)者－ Hostile ? 不支持者－ Nonsupporter ? 中立者－ Neutral ? 支持者－ Supporter ? 贊助者－ Sponsor ? 堅(jiān)定贊助者－ Power Sponsor ? 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 13 政治銷售 Political Selling ? 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 9 階段 5 － 選擇解決方案 IBM 團(tuán)隊(duì)： 與客戶共同研究解決方案 當(dāng)客戶 : 選擇解決方案 客戶關(guān)系負(fù)責(zé)人 領(lǐng)導(dǎo)如下行動(dòng)： ? 精練解決方案，并通過(guò)測(cè)試的方法展現(xiàn) IBM的方案價(jià)值； ? 評(píng)估競(jìng)爭(zhēng)策略，如需要及時(shí)調(diào)整競(jìng)爭(zhēng)戰(zhàn)術(shù)； ? 評(píng)估關(guān)鍵人物的興趣，價(jià)值和風(fēng)險(xiǎn)； ? 針對(duì)非標(biāo)準(zhǔn)合同條款的溝通和共識(shí)； 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊(duì)在此階段成功 : 關(guān)鍵決策人物有條件的認(rèn)可 IBM的解決方案和核心價(jià)值 可確認(rèn)的結(jié)果 : ? 客戶認(rèn)可 IBM的解決方案，價(jià)值體現(xiàn)和風(fēng)險(xiǎn)評(píng)估； ? 確認(rèn)簽訂合同的條件； ? 客戶認(rèn)同 IBM解決方案的可能效果； ? 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。 ? 研究客戶的行業(yè)，競(jìng)爭(zhēng)對(duì)手，業(yè)務(wù)方向和一般流程； ? 了解客戶的財(cái)務(wù)狀況； ? 計(jì)劃客戶關(guān)系建立和維系的策略； ? 與客戶進(jìn)行針對(duì)其業(yè)務(wù)策略的創(chuàng)造性交流； ? 計(jì)劃和調(diào)動(dòng) IBM資源為客戶的業(yè)務(wù)策略提供支持； 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊(duì)在此階段成功 : 因 IBM團(tuán)隊(duì)充分了解客戶的業(yè)務(wù)環(huán)境和策略，客戶認(rèn)可與 IBM的關(guān)系 可確認(rèn)的結(jié)果 : ? 客戶審閱并共同參與 Account Plan； ? 將客戶的市場(chǎng)計(jì)劃與 IBM的資源相匹配； ? IBM團(tuán)隊(duì)可以下一步與客戶的關(guān)鍵人物溝通； ? 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,