【正文】 raining 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 5 階段 1 － 建立客戶關(guān)系 IBM 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 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； 。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 3 SSM 銷售方法論 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation 銷售技巧培訓(xùn) ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。? Presentation subtitle: 20pt Arial Regular, green R223 | G255 | B102 Remended maximum length: 2 lines ? Confidentiality/date line: 13pt Arial Regular, white Maximum length: 1 line ? Information separated by vertical strokes, with two spaces on either side ? Disclaimer information may also be appear in this area. Place flush left, aligned at bottom, 810pt Arial Regular, white ? IBM logo must not be moved, added to, or altered in any way. Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements ? Presentation title: 28pt Arial Regular, white Remended maximum length: 2 lines ? Group name: 17pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white 169。 2022 IBM Corporation Template release: Oct 02 For the latest, go to Business Unit or Product Name Confidential | Date | Other Information, if necessary For client presentations, client’s logo may go in this area Computer Services Industry, IBM 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 2 銷售與銷售的區(qū)別 公司與公司的區(qū)別 PASSION – 熱情 UNIQUE VALUE – 獨(dú)特價(jià)值 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2022 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 4 銷售方法論 – Signature Selling Method 評(píng)估客戶業(yè)務(wù)環(huán)境 了解客戶 1 研究客戶業(yè)務(wù)策略和市場計(jì)劃 開發(fā)與客戶業(yè)務(wù)策略相關(guān)的市場計(jì)劃 2 認(rèn)識(shí)客戶需求 建立客戶采購的愿景 3 評(píng)估機(jī)會(huì) 通過聯(lián)系 IBM的核心能力評(píng)估銷售機(jī)會(huì) 4 選擇解決方案 與客戶共同研究解決方案 5 解決顧慮并決定 贏單 6 項(xiàng)目實(shí)施和結(jié)果評(píng)估 監(jiān)控項(xiàng)目實(shí)施并控制客戶期望 7 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information 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, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to