重點客戶如何銷售培訓(PPT 79頁)

主要內容
Welcome toTarget Account Selling?
Program Objectives
Program Map
Sales Return on Investment
Versatility
Development
Not in Control
Opportunity Assessment
Introduction
Four Key Questions - The 4 Principles of Selling
Is There An Opportunity?
#5 – Compelling Event
Can We Compete?
#10 – Unique Business Value
Developing Your Value Proposition
Value = Benefits - Costs/Risks/Consequences
Value Proposition Templates
Sample Value Propositions
Can We Win?
Is It Worth Winning?
Individual Exercise: Current Opportunity
Business Partners
The Partner’s Role in Your Value Chain
Partner Assessment Worksheet
Team Activity: Analyze Your Business Partners
Strategy
TAS Planning Methodology
Example
Origin of Strategy
Competitive Strategies
Frontal Strategy
Flanking Strategy
Fragment Strategy
Defend Strategy
Develop Strategy
Strategy Guidelines
Summary
Politics
Mapping the Organization
Formal Roles in the Buying Process
Mapping Buying Roles
Adaptability to Change*
Adaptability to Change
Mapping Adaptability to Change
Coverage
Mapping Coverage
Your Status
Mapping Your Status in the Sales Campaign
Rank vs. Influence
Mapping the Political Structure
Influence
Alignment
Indicators of Influence
Identifying Influence
Business Value
Track Record
Partisans and Allies
Philosophy and Policy
Relationship Strategies
Leverage
Motivate
Building Credibility
Building Your Personal Credibility
Executing Relationship Strategies
Planning
Value of Not Planning
Building an Opportunity Plan
Use of TAS Checklist in Opportunity Debriefing
Guidelines: Tactics
Developing Comprehensive Tactics
Moving from Ideas to Actions
Testing and Improving the Plan

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