【正文】 2:52:25 上午 2:52 上午 02:52:25一月 21MOMODA POWERPOINTLorem ipsum dolor sit amet, consectetur adipiscing elit. Fusce id urna blandit, eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis ut cursus. 感謝您的下載觀看專 家告 訴。 一月 212:52 上午 一月 2102:52January 23, 20231業(yè)余生活要有意義，不要越軌。 一月 21一月 2102:52:2502:52:25January 23, 20231意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 02:52:2502:52:2502:52Saturday, January 23, 20231知人者智，自知者明。 02:52:2502:52:2502:521/23/2023 2:52:25 AM1越是沒有本領的就越加自命不凡。 2:52:25 上午 2:52 上午 02:52:25一月 21楊柳散和風，青山澹吾慮。 一月 212:52 上午 一月 2102:52January 23, 20231少年十五二十時，步行奪得胡馬騎。 23 一月 20232:52:25 上午 02:52:25一月 211楚塞三湘接，荊門九派通。 02:52:2502:52:2502:52Saturday, January 23, 20231不知香積寺，數里入云峰。 02:52:2502:52:2502:521/23/2023 2:52:25 AM1成功就是日復一日那一點點小小努力的積累。 2:52:25 上午 2:52 上午 02:52:25一月 21沒有失敗，只有暫時停止成功！。 一月 212:52 上午 一月 2102:52January 23, 20231行動出成果，工作出財富。 23 一月 20232:52:25 上午 02:52:25一月 211比不了得就不比，得不到的就不要。 02:52:2502:52:2502:52Saturday, January 23, 20231乍見翻疑夢，相悲各問年。 02:52:2502:52:2502:521/23/2023 2:52:25 AM1以我獨沈久，愧君相見頻。– Tool： pocketprice waterfall， pocketprice band1211221230 2 4 6 8 10 12 141210864200 2 4 6 8 10 12 14 16121086420124125CAB126127DABCBEIFGHIBGH1281291301311321331341 2 3 4 5135136137138139140141142143144145146147148149150151152153154155156157158159160161靜夜四無鄰，荒居舊業(yè)貧。 A salesperson may think of price in terms of individual transactions。 At this level the issue is to determine base price levels that will position clients’ product and service offerings optimally with regard to petition。– Tool： scp， industry cost curves， demand analysis? 產品 /市場戰(zhàn)略。 To an economist， price is a function of supply and demand。119 120Determine and manage pricing at three levelsPricing means different things to different individuals and to different groups within every anization。– Finally， panies underestimate the impact that pricing changes can have on their bottom line 。? Noheless， pricing is often undermanaged：– sometimes， price differentiation is perceived often mistakenly as being entirely illegal， and degrees of pricing freedom rare vastly underestimated。? A 1percent increase in price can lead to a substantial increase in profits。Advanced topics in pricing are briefly addressed at the end of this section。 Successful change programs those that genuinely upgrade the client’s pricing capabilityusually contain elements across at least four dimensions： topdown， bottomup， crossfunctional， and support systems。 Despite the huge profit leverage of improved price performance， pricing is among the most undermanaged basic functions within our clients today。112113Performancebased measures and rewardsHaving identified causes of inadequate sales performance， panies can use the following capabilitybuilding levers to correct problems：? recruiting? training? coaching? pensationthese topics are addressed in the following documents/ training modules：? sales force effectiveness workshop——contact Terri Geary （ FI）? sales force effectiveness handbook——pk6670for further assistance， please contact tanuja randery（ dc）。? Lack of incentives c can be corrected by establishing performancebased measures and rewards。It is important to understand the underlying problems because different change levers are required to solve each problem：? lack of raw capability can be corrected only by changing recruiting practices。111找到建立銷售技能的障礙? 銷售人員可能缺少充分的基本能力（如：分析能力，學術 /專業(yè)性質的背景，性格）? 銷售人員可能缺少充分的信息（如：產品，客戶）或對基本的策略缺乏了解（如：如何發(fā)現和量化需求， demonstrate benefits）? 銷售人員可能缺少激勵。公司應該從作用模型的行為人得到關鍵銷售技能，然后評價它們的相對重要性和目前的績效。110有效的銷售是怎樣的？公司有必要找出銷售所必需的關鍵行為和技能，決定當前銷售力最大的技能缺口。銷售技巧和支持108設立銷售戰(zhàn)略驅動執(zhí)行杠桿有效結構 銷售技巧和支持 基于業(yè)績的測量和獎勵?收集能人?投資培訓和開發(fā)?提供有效的指導 /加強 和支持109第二步是建立必要的銷售技巧。然后，我們必須找出建立這些必要技能的障礙。要讓銷售人員都知道如何運用所擁有的時間使收入最大化。104銷售力時間利用（未完）105瀑布型分析能用來確定效率和有效性問題。銷售員要做許多有用、必要