【正文】 2023 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 政治銷售 – 總結(jié) ? 建立你自己的影響圈； ? 了解客戶的個人需求； ? NO SPONSOR = NO SALE 23 ? 。 2023 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 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種對待不支持者的策略 21 ? 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。 2023 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 政治銷售 – 贊助者 Sponsor ? 提供 獨(dú)特的有價值 的內(nèi)部信息； ? 會支持讓你參加重要的 內(nèi)部 會議； ? 會公開的 推動 銷售機(jī)會的進(jìn)展； ? 是你在客戶內(nèi)部的銷售； ? 具有接觸客戶 更高決策層的能力和影響力 ； 19 ? 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。 2023 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 政治銷售 – 關(guān)鍵人物 ? 敵對者－ Hostile ? 不支持者－ Nonsupporter ? 中立者－ Neutral ? 支持者－ Supporter ? 贊助者－ Sponsor ? 堅定贊助者－ Power Sponsor 17 ? 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。 2023 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 政治銷售 – 角色 ? 評估者－ Evaluator 推薦考慮的解決方案 ? 決定者－ Decision Maker 做出正式的最終決定 ? 批準(zhǔn)者－ Approver 給予采購的最終批準(zhǔn) ? 影響者－ Influencer 給予客戶決策過程非正式的影響 ? 使用者－ User 評估對于用戶業(yè)績的影響 15 ? 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。 2023 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 政治銷售 Political Selling 13 ? 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