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1、THETHEORYANDPRACTICEOFTARGETACCOUNTSELLING-TheanalysisofTargetAccountSellingprocessinITindustryABSTRACTAftermorethantenyearsrapiddevelopment,theindustryofInformationTechnologyhavebeengrowingintothefirstindustryinChina.Upto2005,thepredictedcapabilityof
2、ITmarketinChinawillbeabout470billionYuan.Withthekeyperiodofthegovernmenttenth“fiveyears”planandITbuildingofthetraditionalindustrycoming,theITindustryofChinawillgetthegoodopportunitytogrow,alsoitmustfacemanychallenges.Atthesametimemoreandmoremultinatio
3、nalcorporationsfocustheireyesonChineseITmarketalongwithChinaenteringintoWTO.Manywell-knowninternationalcompaniessuchasIBM,MICROSOFTORACLEetc,areincreasingtheirinvestmentonChinesemarket.SoitwillbeforecastedthatthecompetitionintheITmarketofChinabemorese
4、rious.Comparingwiththeinternationalcorporations,ourenterprisesarelaggardinmarketingandsales.Asoneofthemostimportantsalesmethods,personalsellingisusedbymostITcompanies.Butbecauseitdon’texistacompletesystemicsalesmethods,sothisthesiswillintroducedthethe
5、oryofTargetAccountSellingtoourcorporations,whichbeusedlargelyinlotsofinternationalcorporations.TargetAccountSellingisastructured,repeatablemethodologythatwillenableyoursalesorganizationto:lFocusontherightissueswiththerightpeopleattherighttime,andwinmo
6、resalesopportunitiesShiftyoursalesorganizationfocusfromtacticaltostrategicissueslMinimizediscountsandnegotiatedconcessionsbyestablishingclear,uniquebusinessvaluewithcustomerslReducesellingcoststhroughmoreefficientresourceallocationlIncreasesalesperemp
7、loyeelBuildsuccessfulsalesorganizationsquicklybyhelpingnewemployeesbecomemoreproductivesoonerlDecreaseriskofunprofitable,resource-intensivecontractslEnhanceaccountcontrolandforecastaccuracyTargetaccountsellingisasellingprocessincludingOpportunityasses
8、sment,Strategy,Politics,Alignment,Planning,TestingandImplementation.InthisthesisthetheoryofTargetAccountSellingisusedonthecaseofCreditCardinBankofJiantong.BymeansofanalyzingthesellingprocessinthecaseofCreditCardinBankofJiantongwecanlearnthisad
