计算机应用基础教学资源配套教学课件ppt王津计算机应用基础教学资源 教学课件 ppt 作者 王津 2008531153237284.ppt

《计算机应用基础教学资源配套教学课件ppt王津计算机应用基础教学资源 教学课件 ppt 作者 王津 2008531153237284.ppt》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、WelcometoTargetAccountSelling®ProgramObjectivesDevelopingandtestingacomprehensiveplanforyoursalesopportunityEnablingyoutocommunicatemoreeffectivelywithyourteamShiftingyoursalesfocusfromtacticaltostrategicHelpyouwinby...Focusingontherightissueswiththerightpeopleattherighttime©2000Siebe

2、lSystems,Inc.Allrightsreserved.TAS.STD.OTE.070.01.120597.060100.pptProgramMapOpportunityAssessmentStrategyPoliticsAlignmentPlanningTestingImplementationProgramModulesAssesstheOpportunitySettheCompetitiveStrategyIdentifytheKeyPlayersDefinetheRelationshipStrategyTurnIdeasIntoActions

3、TestandImprovethePlanImplementtheProcessTargetAccountSellingProcess1234567©2000SiebelSystems,Inc.Allrightsreserved.TAS.STD.OTE.070.01.120597.060100.pptSalesReturnonInvestmentLevel1Level2Level3ProductivityTimeEntryTacticalStrategicCompetitiveTimeand$©2000SiebelSystems,Inc.Allrightsrese

4、rved.TAS.STD.OTE.070.01.120597.060100.pptVersatilityLevel1Level2Level3FocusOrientationRepertoireFinanceRelationshipsEventProduct/ServiceTechnologyPriceOperationsProcessBusinessServicesCostManagementOutcomePoliticalSolutionValueExecutive©2000SiebelSystems,Inc.Allrightsreserved.TAS.STD.OT

5、E.070.01.120597.060100.pptDevelopmentStatusModePoliticsResourcesPerformanceConsideredReactiveAwarePrematureorExcessiveInconsistentLevel1Level2Level3PreferredResponsiveAgileTimely&JudiciousConsistentlyAchievesDominantProactiveAstuteHighROIReliablyExceeds©2000SiebelSystems,Inc.Allrightsr

6、eserved.TAS.STD.OTE.070.01.120597.060100.pptNotinControlSalesPersonalControlisprovidingbusinessvalueforthecustomerwhileforcingthecompetitiontooperateinreactmode.Itisdifficulttocontrolexternaleventsunlessyouareincontrol.UnreturnedphonecallsNoaccesstoinformationCriteriaslantedCriteriacons

7、tantlychangesDelaysBudgetgoesawayQuestioningbycustomersprobingyourweaknessesPlayerschangeMeetingscancelledMeetingsdelegatedPreoccupiedwithpriceNoinsidesupportNotknowingyou’rewinningAlways5minuteslateToomanyhoursToomuchtelephonetimeContinualcrisisNothavingfun©2000SiebelSystems,I