【正文】 ximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements政治銷售 13? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 7 － 實(shí)現(xiàn)期望 團(tuán)隊(duì)： 監(jiān)督實(shí)施過程，確保實(shí)現(xiàn)客戶期望監(jiān)督實(shí)施過程，確保實(shí)現(xiàn)客戶期望當(dāng)客戶 : 實(shí)施解決方案，評(píng)估項(xiàng)目成功客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：下行動(dòng)：? 與受益部門合作確認(rèn)項(xiàng)目收益狀況；? 通過與受益部門的規(guī)律性的交流，管理和控制客戶期望，并最終超越客戶期望； ? 尋找新的業(yè)務(wù)機(jī)會(huì)；? 重新評(píng)估團(tuán)隊(duì)與客戶的關(guān)系；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 客戶認(rèn)可實(shí)施的解決方案，并提供新的合作機(jī)會(huì)客戶認(rèn)可實(shí)施的解決方案，并提供新的合作機(jī)會(huì)可確認(rèn)的結(jié)果 :? 實(shí)現(xiàn)客戶受益部門的利益；? 團(tuán)隊(duì)獲得客戶高度認(rèn)可；? 實(shí)施結(jié)果作為客戶的參考 ；? 創(chuàng)造并發(fā)現(xiàn)新的銷售機(jī)會(huì)；11? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 5 － 選擇解決方案 團(tuán)隊(duì)： 與客戶共同研究解決方案與客戶共同研究解決方案當(dāng)客戶 : 選擇解決方案客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：行動(dòng)：? 精練解決方案，并通過測(cè)試的方法展現(xiàn)的方案價(jià)值；? 評(píng)估競(jìng)爭(zhēng)策略，如需要及時(shí)調(diào)整競(jìng)爭(zhēng)戰(zhàn)術(shù)；? 評(píng)估關(guān)鍵人物的興趣，價(jià)值和風(fēng)險(xiǎn)；? 針對(duì)非標(biāo)準(zhǔn)合同條款的溝通和共識(shí)；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價(jià)值關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價(jià)值可確認(rèn)的結(jié)果 : ? 客戶認(rèn)可的解決方案，價(jià)值體現(xiàn)和風(fēng)險(xiǎn)評(píng)估；? 確認(rèn)簽訂合同的條件；? 客戶認(rèn)同解決方案的可能效果；9? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 3 － 描述能力 團(tuán)隊(duì)： 建立客戶需要和滿足需求的商業(yè)能力建立客戶需要和滿足需求的商業(yè)能力當(dāng)客戶 : 明確需求客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：動(dòng)：? 明確和精練客戶需求；? 建立客戶的市場(chǎng)計(jì)劃與商業(yè)價(jià)值之間的橋梁；? 確認(rèn)客戶內(nèi)部的堅(jiān)定贊助者和業(yè)務(wù)受益者；? 了解客戶的決策流程和參與者；? 如有可能，接觸客戶決策的關(guān)鍵人物；? 建立客戶的期望與核心價(jià)值之間的關(guān)系，并了解競(jìng)爭(zhēng)的狀況或者選擇離開；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 客戶確認(rèn)支持的價(jià)值與客戶需求之間的關(guān)系，并確認(rèn)與關(guān)鍵決客戶確認(rèn)支持的價(jià)值與客戶需求之間的關(guān)系，并確認(rèn)與關(guān)鍵決策人物之間的溝通策人物之間的溝通可確認(rèn)的結(jié)果 :? 對(duì)客戶需求理解的確認(rèn)；? 展現(xiàn)客戶期望的商業(yè)能力；? 同意能實(shí)現(xiàn)客戶的期望 (有條件的滿意 )；? 客戶認(rèn)可的核心價(jià)值；7? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 1 － 建立客戶關(guān)系 團(tuán)隊(duì)： 通過了解客戶的業(yè)務(wù)環(huán)境，流程和問題建立客戶關(guān)系通過了解客戶的業(yè)務(wù)環(huán)境，流程和問題建立客戶關(guān)系當(dāng)客戶 : 評(píng)估客戶的業(yè)務(wù)環(huán)境和策略客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：行動(dòng)：? 通過需求引導(dǎo)和有前瞻性的討論，引發(fā)客戶興趣并建立客戶關(guān)系；? 研究客戶的行業(yè)，競(jìng)爭(zhēng)對(duì)手，業(yè)務(wù)方向和一般流程；? 了解客戶的財(cái)務(wù)狀況；? 計(jì)劃客戶關(guān)系建立和維系的策略；? 與客戶進(jìn)行針對(duì)其業(yè)務(wù)策略的創(chuàng)造性交流；? 計(jì)劃和調(diào)動(dòng)資