【正文】 rketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! * “ ?” ! : : * : : * CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! ! ! ! ! % % ! ! “ ?” : : : : : CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! ! ! ! ! % % ! ! CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! ! ! ! ! % % ! ! ’ ’ ’ , ’ CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! ! ! ! ! % % ! ! : . : : : : : : : : De cisionI:Rec ognitio n O fNeeds VChange OverTim eIVIm ple men ta tio nIIIRes olutio n O fConcern sIIEva luat io n O fOptio n sBuyer CycleCustom er Decisio n Proce ss強大的銷售工具 —— 了解你的客戶的業(yè)務 準備 ? ? ? ? ’ ’ ’ ? ? ? ’ ? ? ’ ? : ’ ? : ? , , , ? : ? , , , , , ? ? ’ ? ? ’ De cisionI:Rec ognitio n O fNeeds VChange OverTim eIVIm ple men ta tio nIIIRes olutio n O fConcern sIIEva luat io n O fOptio n sBuyer CycleCustom er Decisio n Proce ss進入客戶策略 —— 追根溯源 投標前階段 : ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? . . ? () . ? ? ? ? ? ? ? . ? ? . ? ? ? ? , , , ? , . ? ― ‖ – , () ? : ? : ? : . ? : . ? , . , , . , ? ? ? ? ? ? ? ― ‖ ― ‖ ? ? ? ? ? ? ? ’ … ? . ? , . ? . ? ? ? ? ’ , . ? ? ? ’ , : ― ‖ : ? ? ? , . ? . ? ? , , ― ‖ ― ‖ ―, , . , ‖ ? . ? , . ? . ? ? , , ’ ? . ’ . ? . : ? . , , , . ? . . De cisionI:Rec ognitio n O fNeeds VChange OverTim eIVIm ple men ta tio nIIIRes olutio n O fConcern sIIEva luat io n O fOptio n sBuyer CycleCustom er Decisio n Proce ss如何讓你的客戶需要你 認識需求階段策略 認識需求階段 ?