Presentationsubtitle:20ptArialRegular,greenR223|G255|B102Recommendedmaximumlength:2linesConfidentiality/dateline:13ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideDisclaimerinformationmayalsobeappearinthisarea.Placeflushleft,alignedatbottom,8-10ptArialRegular,whiteIBMlogomustnotbemoved,addedto,oralteredinanyway.Indicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=OptionalelementsPresentationtitle:28ptArialRegular,whiteRecommendedmaximumlength:2linesGroupname:17ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,white2002IBMCorporationTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsBusinessUnitorProductNameConfidential|Date|OtherInformation,ifnecessaryForclientpresentations,clientslogomaygointhisareaComputerServicesIndustry,IBM2006IBMCorporation銷售技巧培訓(xùn)TDLIBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements2銷售與銷售的區(qū)別公司與公司的區(qū)別PASSION熱情UNIQUEVALUE獨(dú)特價(jià)值IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements3SSM銷售方法論IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements4銷售方法論SignatureSellingMethod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(chǎng)計(jì)劃開發(fā)與客戶業(yè)務(wù)策略相關(guān)的市場(chǎng)計(jì)劃2認(rèn)識(shí)客戶需求建立客戶采購(gòu)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7IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements5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；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)IBM資源為客戶的業(yè)務(wù)策略提供支持；當(dāng)達(dá)到如下結(jié)果，IBM團(tuán)隊(duì)在此階段成功:因IBM團(tuán)隊(duì)充分了解客戶的業(yè)務(wù)環(huán)境和策略，客戶認(rèn)可與IBM的關(guān)系可確認(rèn)的結(jié)果:客戶審閱并共同參與AccountPlan；將客戶的市場(chǎng)計(jì)劃與IBM的資源相匹配；IBM團(tuán)隊(duì)可以下一步與客戶的關(guān)鍵人物溝通；IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements6階段2發(fā)現(xiàn)機(jī)會(huì)IBM團(tuán)隊(duì)：通過客戶關(guān)系的互動(dòng)，發(fā)現(xiàn)銷售機(jī)會(huì)當(dāng)客戶:精練客戶的業(yè)務(wù)策略和市場(chǎng)計(jì)劃客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：主動(dòng)溝通了解客戶需求；充分了解客戶采購(gòu)的愿望和動(dòng)力所在；建立銷售機(jī)會(huì)計(jì)劃或選擇離開.當(dāng)達(dá)到如下結(jié)果，IBM團(tuán)隊(duì)在此階段成功:客戶表現(xiàn)出與IBM合作的濃厚興趣可確認(rèn)的結(jié)果:成功的與客戶進(jìn)行了有建設(shè)性的會(huì)談；建立了銷售機(jī)會(huì)的計(jì)劃；客戶認(rèn)可IBM對(duì)于客戶采購(gòu)愿望和動(dòng)力所在的理解；發(fā)現(xiàn)并有機(jī)會(huì)找到客戶內(nèi)部的IBM的堅(jiān)定贊助者(PowerSponsor)；IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements7階段3描述能力IBM團(tuán)隊(duì)：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)如下行動(dòng)：明確和精練客戶需求；建立客戶的市場(chǎng)計(jì)劃與IBM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IBM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，IBM團(tuán)隊(duì)在此階段成功:客戶確認(rèn)支持IBM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；IBM同意能實(shí)現(xiàn)客戶的期望(有條件的滿意)；客戶認(rèn)可IBM的核心價(jià)值；IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneithersideSlideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2linesSlidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpointsGroupname:14ptArialRegular,whiteMaximumlength:1lineCopyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto/ibm/presentationsComputerServicesIndustry,IBMSellingSkillTraining2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements8階段4展現(xiàn)核心價(jià)值IBM團(tuán)隊(duì)：清晰展現(xiàn)IBM的能力和價(jià)值，確認(rèn)銷售機(jī)會(huì)當(dāng)客戶:評(píng)估機(jī)會(huì)客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：審核并影響客戶的評(píng)估標(biāo)準(zhǔn)；向客戶的關(guān)鍵決策人和受益部門展現(xiàn)IBM的初步解決方案和核心價(jià)值，并討論可能的付款方案；評(píng)估客戶決策人的顧慮和期望；評(píng)估IBM參與此項(xiàng)目的風(fēng)險(xiǎn)；當(dāng)達(dá)到如下結(jié)果，IBM團(tuán)隊(duì)在此階段成功:關(guān)鍵決策人和受益部門同意IBM的初步解決方案可確認(rèn)的結(jié)果:以書面的形式遞交初步解決方案；堅(jiān)持與堅(jiān)定贊助者前進(jìn)或選擇離開；.客戶認(rèn)可IBM的解決方案可以把運(yùn)行風(fēng)險(xiǎn)控制到最低水平；IBMlogomustnotbemoved,addedto,oralteredinanyway.Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.Title/subtitle/confidentialityline: