【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 22 政治銷(xiāo)售 – 組織結(jié)構(gòu)圖 CEO Sales Director Marketing Director HR Director Manufacture Director U I A CFO D E SN PS H SP N A – Approver U – User I – Influencer D –Decision Maker E Evaluator SP Supporter SN – Sponsor PS – Power Sponsor H Hostile N Neutral ? 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 20 政治銷(xiāo)售 – 堅(jiān)定贊助者 Power Sponsor ? 在客戶(hù)的決策團(tuán)隊(duì)中，具有 最大的影響力 ； ? 能夠 領(lǐng)導(dǎo)決策過(guò)程 ，無(wú)論預(yù)算或職位狀況； ? 能夠 阻止 任何的不同意見(jiàn)； ? 能夠帶領(lǐng)銷(xiāo)售到客戶(hù)的 任何部門(mén) ； ? 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 18 政治銷(xiāo)售 – 支持者 Supporter ? 傾向于你的解決方案，并希望你贏(yíng)； ? 提供 保密和有獨(dú)特的價(jià)值 的內(nèi)部信息； ? 告知如何在客戶(hù)內(nèi)部尋找和建立關(guān)系； ? 幫助你了解客戶(hù)組織內(nèi)部關(guān)鍵人物的 個(gè)人需求 ； ? 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 16 政治銷(xiāo)售 – 關(guān)鍵點(diǎn) ? 客戶(hù)得到結(jié)果，但 只有個(gè)人是“贏(yíng) ”； ? 沒(méi)有個(gè)人的“贏(yíng)” ，就沒(méi)有人支持你； ? 職位 ? 權(quán)限 ? 影響力 了解 ? 和有影響力的人建立關(guān)系 ? 添加價(jià)值，并幫助他們被認(rèn)可 ? 證明你對(duì)他們的影響力 行動(dòng) ? 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 14 政治銷(xiāo)售 – 客戶(hù)需求 ? 高回報(bào)率 ? 降低成本 ? 增加收入 ? 高生產(chǎn)率 ? 利潤(rùn) ? 市場(chǎng)份額 ? 市場(chǎng)擴(kuò)展 理性 ? 更大權(quán)利 ? 業(yè)績(jī)考核 ? 價(jià)值認(rèn)可 ? 工作穩(wěn)定 ? 追求個(gè)人生活 ? 尋求改變 ? 解決問(wèn)題 ? 職場(chǎng)提升 感性 業(yè)務(wù)需求 個(gè)人需求 ? 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 line