【正文】 ical knowledge 缺乏深層的技術(shù)知識(shí) ? Weakest in developing new customers 開發(fā)新客戶最弱 36 The Consultant 顧問 ? Understands customers indepth business and technical needs 深入了解客戶的商務(wù)、技術(shù)要求 ? Good in selling plex solutions 銷售復(fù)雜項(xiàng)目方案的能力強(qiáng) ? Likely to be former technical staff turned distributor 很可能是技術(shù)人員變經(jīng)銷商 ? Weakest in generating leads, but good in following through 找尋新銷售線索的能力差，但對(duì)客戶跟蹤能力強(qiáng) 37 Which Type do Your Channel Partner Belong to? 你的渠道伙伴屬于哪一類？ 38 Positive Selection Criteria 正面的篩選標(biāo)桿 1. Their goals are aligned with ours 他們目標(biāo)與我們一致 2. Value of their customer base 他們客源的價(jià)值 3. Their people are highly motivated 他們內(nèi)部斗志高昂 4. They are in good financial health 他們財(cái)務(wù)狀況好 5. Their people have good sales or account management skills 他們擁有良好銷售或客戶管理技巧 6. They can develop new markets or fully cover their territory 他們能夠在給與他們的區(qū)域范圍覆蓋整個(gè)市場(chǎng) 7. They can sell new products 他們能夠銷售新品 8. Product knowledge and technical skill 產(chǎn)品與技術(shù)知識(shí) 9. The amount of profit they contribute over the longterm 他們長(zhǎng)期所能夠貢獻(xiàn)多少盈利給我們 10. Ability to succeed with our products 他們能夠銷售我們這樣的產(chǎn)品 39 Negative Selection Criteria 負(fù)面的篩選標(biāo)桿 1. Other suppliers peting for their attention 他們還需應(yīng)付多少其他供應(yīng)商 2. Resistance to change and accept new ideas 對(duì)新觀點(diǎn)、理念、改變的抗拒 3. Weak Reputation and market position 不良聲譽(yù)及市場(chǎng)定位 4. Strength of local petitors 當(dāng)?shù)氐母?jìng)爭(zhēng)激烈程度 5. Limited size of local market 當(dāng)?shù)氐氖袌?chǎng)局限 6. Adverse local market trends 負(fù)面市場(chǎng)趨勢(shì) 7. Unknown information: any of the above that we do NOT know about? 不明確信息：針對(duì)以上有哪些我們是尚未知道的 ? 43 Strategies to Deal with ―Trader‖ Channel Partners 應(yīng)對(duì)“倒?fàn)敗钡那阑锇? ? Provide unique products or 提供獨(dú)特產(chǎn)品，或 ? Provide lowcost products 供給低價(jià)產(chǎn)品 ? Focus on volume sale 注重單量 ? Training to be frame as means to help them attract more buyers 如果要給他做培訓(xùn)，就得說服他培訓(xùn)能幫他吸引更多的買家 44 Strategies to Deal with ―Mafia‖ Channel Partners 應(yīng)對(duì)“幫會(huì)”的渠道伙伴 ? Respect their relationships with their customers 尊重她們與她們客戶的關(guān)系 ? Take time and effort to build trust 投入時(shí)間與精力建立信任 ? Earn the trust to help them perate further into their accounts 博取他們的信任，幫助他們深入開發(fā)他們的客戶 ? Training to be frame as means to help them impress their customers 如果要給他做培訓(xùn)，就得說服他培訓(xùn)能幫他在客戶面前能顯得更專業(yè) 45 Strategies to Deal with ―Consultant‖ Channel Partners 應(yīng)對(duì)“顧問”的渠道伙伴 ? Provide leads for them to follow 提供他們銷售線索 ? Get them focused on plex solution sales 讓他們專注于項(xiàng)目方案的銷售 ? Training to be frame as means to municate better with customers 如果要給他做培訓(xùn)，就得說服他培訓(xùn)能幫他更好地與客戶溝通 46 The Reality of Managing Channel Partners 渠道伙伴管理的現(xiàn)實(shí) ? 30% of your Channel Partners may produce 90% of your sales 你 30%的渠道伙伴可能給你 90%的銷售 ? Around 50% of your performing Channel Partners will NOT be able to adapt to new sales situations 大約 50%的渠道伙伴沒法與時(shí)俱進(jìn)，適應(yīng)新的銷售環(huán)境 ? About 50% of your performing Channel Partners will give you diminishing sales after 35 years 大約 50%的渠道伙伴的銷量在 35年后將停滯不前 ? About 1520% of your underperforming Channel Partners may turn out to be dark horses in the future 49 Challenges in Sales Management 銷售管理遇到的挑戰(zhàn) ? Less than 15% of superstar salespeople succeed in management 少于 15%的頂尖銷售人員能夠成為稱職的經(jīng)理 – Most people leave their jobs because they could not get along with their supervisors 大部分離職的員工都是因?yàn)闊o法與上級(jí)融洽相處而這么做的 ? Only 19% of effective new business developers are effective at maintaining longterm customers 只有 19%的新客戶開拓人員能夠與客戶保持長(zhǎng)遠(yuǎn)良好關(guān)系 ? Less than 15% of key account managers are fortable developing new businesses 只有 15%的客戶經(jīng)理對(duì)發(fā)展新客戶感到適意 50 Challenges in Sales Management 銷售管理遇到的挑戰(zhàn) ? Nearly 65% of salespeople who fail could have succeeded in the right type of sales position for their skills 將近 65%的表現(xiàn)欠佳的業(yè)務(wù)員能在更合適的銷售崗位上創(chuàng)造更優(yōu)越的業(yè)績(jī) ? Nearly 70% of strong customer support and service staff are able to maintain customer relationships 將近 70%的客服人員能夠與客戶保持良好長(zhǎng)久關(guān)系 ? 60% of sales position failures are related to individuals with the wrong skills for the position 60%的銷售人員無法勝任其職是因?yàn)閭€(gè)人技能與崗位不匹配 51 What Do Customers Expect from Sales People? 客戶對(duì)銷售員有什么期望？ ? Be personally accountable for customers’ results 為客戶的績(jī)效承擔(dān)個(gè)人責(zé)任 ? Understand customers’ business 了解客戶的商務(wù)模式 ? Proactively provide advice for customers 主動(dòng)為客戶提出建議 ? Suggest the right solutions that solve customers’ problems 提出能解決客戶困惑的有效方案 ? Be easily accessible 客戶能隨時(shí)聯(lián)系上 ? Be creative in responding to customers’ needs 能為客戶的需求提出有創(chuàng)意的解決方法 Source: HR Chally 52 Bad Sales Habits 不良的銷售習(xí)慣 ? Complaining too much and doing too little 滿腹牢騷卻無所行動(dòng) ? Talking too much and asking too little 說得太多，問得太少 ? No effort to understand customers’ hidden needs 不試圖了解客戶的潛在需求 ? Spending too much time on unimportant things 為芝麻小事好太多時(shí)間 ? Arguing with customers and badmouthing petitors 與客戶爭(zhēng)論，并說競(jìng)爭(zhēng)對(duì)手的壞話 ? Unwilling to share information and crosssell 不愿共享信息及交叉銷售 ? Investing the entire relationship with the customers’ anisation with just only 1 contact person 與客戶的關(guān)系僅建立在一個(gè)聯(lián)系人的基礎(chǔ)上 ? Others? 其他？ 53 Definition of Culture 文化的定義 Things people do unconsciously 人們無意中做的事情 54 The Corporate Culture of Your Channel Partners Tells a Lot about Them 你的渠道伙伴的企業(yè)文化其實(shí)能夠讓你了解他們很多事情 57 Elements of Effective Channel Sales Leadership 渠道銷售領(lǐng)導(dǎo)力的主要因素 ? Duties and Responsibilities of a Channel Sales Manager 銷售經(jīng)理的職責(zé) ? Key Challenges Faced when Working with Channel Partners 與渠道伙伴合作的常見挑戰(zhàn) ? Understanding the Types of Channel Partners 了解渠道伙伴的不同分類 ? Communicating with Your Channel Partners 如何與渠道伙伴有效溝通 58 Elements of Communication 溝通的要素 ? Words 文字 ? Tonality 聲調(diào) ? Visuals 視覺 ? Body Language 肢體語(yǔ)言 59 ? Please rank the following according to your preference at firstglance. ? 請(qǐng)按照自己的喜好，將以下的形狀排列。 ? Draws sound conclusions from the information presented 從信息中總結(jié)出結(jié)論 ? Effectively weighs the accuracy of different types of information, including i