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IBM销售技巧培训.ppt

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IBM销售技巧培训.ppt

Presentationsubtitle20ptArialRegular,greenR223|G255|B102Recommendedmaximumlength2linesConfidentiality/dateline13ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideDisclaimerinformationmayalsobeappearinthisarea.Placeflushleft,alignedatbottom,810ptArialRegular,whiteIBMlogomustnotbemoved,addedto,oralteredinanyway.IndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelementsPresentationtitle28ptArialRegular,whiteRecommendedmaximumlength2linesGroupname17ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,white©2002IBMCorporationTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsBusinessUnitorProductNameConfidential|Date|OtherInformation,ifnecessaryForclientpresentations,clientslogomaygointhisareaComputerServicesIndustry,IBM©2006IBMCorporation销售技巧培训TDLIBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements2销售与销售的区别公司与公司的区别PASSION–热情UNIQUEVALUE–独特价值IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements3SSM销售方法论IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements4销售方法论–SignatureSellingMethod评估客户业务环境了解客户1研究客户业务策略和市场计划开发与客户业务策略相关的市场计划2认识客户需求建立客户采购的愿景3评估机会通过联系IBM的核心能力评估销售机会4选择解决方案与客户共同研究解决方案5解决顾虑并决定赢单6项目实施和结果评估监控项目实施并控制客户期望7IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements5阶段1-建立客户关系IBM团队通过了解客户的业务环境,流程和问题建立客户关系当客户评估客户的业务环境和策略客户关系负责人领导如下行动通过需求引导和有前瞻性的讨论,引发客户兴趣并建立客户关系研究客户的行业,竞争对手,业务方向和一般流程了解客户的财务状况计划客户关系建立和维系的策略与客户进行针对其业务策略的创造性交流计划和调动IBM资源为客户的业务策略提供支持当达到如下结果,IBM团队在此阶段成功因IBM团队充分了解客户的业务环境和策略,客户认可与IBM的关系可确认的结果客户审阅并共同参与AccountPlan将客户的市场计划与IBM的资源相匹配IBM团队可以下一步与客户的关键人物沟通IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements6阶段2-发现机会IBM团队通过客户关系的互动,发现销售机会当客户精练客户的业务策略和市场计划客户关系负责人领导如下行动主动沟通了解客户需求充分了解客户采购的愿望和动力所在建立销售机会计划或选择离开.当达到如下结果,IBM团队在此阶段成功客户表现出与IBM合作的浓厚兴趣可确认的结果成功的与客户进行了有建设性的会谈建立了销售机会的计划客户认可IBM对于客户采购愿望和动力所在的理解发现并有机会找到客户内部的IBM的坚定赞助者PowerSponsorIBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements7阶段3-描述能力IBM团队建立客户需要和满足需求的商业能力当客户明确需求客户关系负责人领导如下行动明确和精练客户需求建立客户的市场计划与IBM商业价值之间的桥梁确认客户内部的坚定赞助者和业务受益者了解客户的决策流程和参与者如有可能,接触客户决策的关键人物建立客户的期望与IBM核心价值之间的关系,并了解竞争的状况或者选择离开当达到如下结果,IBM团队在此阶段成功客户确认支持IBM的价值与客户需求之间的关系,并确认与关键决策人物之间的沟通可确认的结果对客户需求理解的确认展现客户期望的商业能力IBM同意能实现客户的期望有条件的满意客户认可IBM的核心价值IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements8阶段4-展现核心价值IBM团队清晰展现IBM的能力和价值,确认销售机会当客户评估机会客户关系负责人领导如下行动审核并影响客户的评估标准向客户的关键决策人和受益部门展现IBM的初步解决方案和核心价值,并讨论可能的付款方案评估客户决策人的顾虑和期望评估IBM参与此项目的风险当达到如下结果,IBM团队在此阶段成功关键决策人和受益部门同意IBM的初步解决方案可确认的结果以书面的形式递交初步解决方案坚持与坚定赞助者前进或选择离开.客户认可IBM的解决方案可以把运行风险控制到最低水平IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline10ptArialRegular,whiteMaximumlength1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading28ptArialRegular,lightblueR204|G204|B255Maximumlength2linesSlidebody18ptArialRegular,whiteSquarebulletcolorgreenR223|G255|B102Recommendedmaximumtextlength5principalpointsGroupname14ptArialRegular,whiteMaximumlength1lineCopyright10ptArialRegular,whiteTemplatereleaseOct02Forthelatest,gotohttp//w3.ibm.com/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining©2006IBMCorporationOptionalslidenumber10ptArialBold,whiteIndicationsingreenLivecontentIndicationsinwhiteEditinmasterIndicationsinblueLockedelementsIndicationsinblackOptionalelements9阶段5-选择解决方案IBM团队与客户共同研究解决方案当客户选择解决方案客户关系负责人领导如下行动精练解决方案,并通过测试的方法展现IBM的方案价值评估竞争策略,如需要及时调整竞争战术评估关键人物的兴趣,价值和风险针对非标准合同条款的沟通和共识当达到如下结果,IBM团队在此阶段成功关键决策人物有条件的认可IBM的解决方案和核心价值可确认的结果客户认可IBM的解决方案,价值体现和风险评估确认签订合同的条件客户认同IBM解决方案的可能效果

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