【正文】 imized and Synergistic Solutions (Win/Win) Compromise Solutions Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ( ) Competitive Position Segment 1 Level of Attractiveness Selling Effort Strategy Segment 2 Level of Attractiveness Selling Effort Strategy Segment 4 Level of Attractiveness Selling Effort Strategy Segment 3 Level of Attractiveness Selling Effort Strategy Strong Weak Low High Account Opportunity Copyright 169。 80% ) = 48 “ B” (80% 。 80% ) = 24 (20% 。 2023 by Harcourt, Inc. 1 : ? ? ? , ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Setting Goals Objective Territory Analysis Account Classification Development Implementation Of Strategies Plans Tapping Technology Automation Assessment Evaluation 1 2 3 4 5 Copyright 169。 2023 by Harcourt, Inc. 1 : 5 a 1. 2. 3. 4. 5. Copyright 169。 2023 by Harcourt, Inc. 1 ( ) , , , ? ? ? ? ? ? ? ? , , ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? a ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ( ) ? Broad bases and general facts describing situation ? Nonthreatening as no interpretation is requested ? Openend questions for maximum information Assessment Questions ? Questions probing information gained in assessment ? Seeking to uncover problems or dissatisfactions that could lead to suggested buyer needs ? Openend questions for maximum information Discovery Questions ? Show the negative impact of a problem discovered in the discovery sequence ? Designed to activate buyer’s interest in and desire to solve the problem. Activation Questions ? Projects what life would be like without the problems ? Buyer establishes the value of finding and implementing a solution Projection Questions ? Confirms interest in solving the problem ? Transitions to presentation of solution Transition Questions Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? – ? ― ?‖ ? ― ?‖ ? ― a ?‖ ? ― a ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 : ? – ’s ? ― ?‖ ? ― ?‖ ? ― ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Copyright 169。 2023 by Harcourt, Inc. 1 : ? ? ? – ? ― …‖ ? ― …‖ Copyright 169。 2023 by Harcourt, Inc. 1 : ? – ? ? ― ?‖ ? ? ― ?‖ ? ? ―, I … ?‖ Copyright 169。 2023 by Harcourt, Inc. 1 a ? ? A ? ? a ? ’s Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Copyright 169。 2023 by Harcourt, Inc. 1 ? Copyright 169。 2023 by Harcourt, Inc. 1 , , , a , , . Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Trust Expertise Dependability Representation Competence Compatibility/ Likeability Candor Contribution Customer Orientation Copyright 169。 2023 by Harcourt, Inc. 1 ? ? : ? ? ? ? ? ? ? ? ? I ? Copyright 169。 2023 by Harcourt, Inc. 1 3 Copyright 169。 2023 by Harcourt, Inc. 1 ? Copyright 169。 2023 by Harcourt, Inc. 1 ( ) D EC I SI O N T Y PES t r a i g h t R e b u y M o d i f i e d R e b u yN e w n e s s o f P r o b l e m o r N e e d Low M e di umI n f o r m a t i o n R e q u i r e m e n t s M i ni m a l M ode r a t eI n f o r m a t i o n S e a r c h M i ni m a l Li m i t e dC o n s i d e r a t i o n o f N e w A l t e r n a t i v e s N one Li m i t e dM u l t i p l e B u y i n g I n f l u e n c e V e r y S m a l l M ode r a t eF i n a n c i a l R i s k s Low M ode r a t eCopyright 169。 2023 by Harcourt, Inc. 1 ( ) D EC I SI O N