了解客户的需求.ppt

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1、1GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandingCustomerNeedsModernTradeAcademy了解客戶的需求UnderstandtheNeeds1©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandtheNeedsGlendinningManagementConsultants

2、2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandingCustomerNeeds2ModernTradeAcademy銷售量價格毛利商業個人客戶的需求客戶採購的個人需求主要的商業需求支持性商業需求獨特的商業需求(努力取得)利潤2©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandtheNeedsGlendinningManagementConsultants200

3、1Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandingCustomerNeeds3ModernTradeAcademy採購的個人需求目標的達成自我實現在老闆面前表現良好充份的資訊順順利利沒有大意外好品質的簡報3©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandtheNeedsGlendinningManagementConsultants2001Ref:f:Work

4、UnileverKAMFoundationTraintheTrainerUnderstandingCustomerNeeds3ModernTradeAcademy採購的個人需求採購跟你一樣也是一個平凡人!4©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandtheNeedsGlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTraine

5、rUnderstandingCustomerNeeds5ModernTradeAcademy客戶需求階層的練習20minutesworkingingroupsFeedback-5minutesdiscussionPurposePurposeMethodologyMethodologyTimingsTimings建立你的客戶的需求階層與你的客戶經理共同來完成你的客戶的需求階層(包含商業及個人需求)5©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnder

6、standtheNeedsGlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandingCustomerNeeds6ModernTradeAcademy客戶:____________客戶的需求階層表採購的個人需求主要的商業需求支持性商業需求獨特的商業需求商業個人6©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderst

7、andtheNeeds讓你可以所向披靡讓你可以不用談判就把東西賣出去降龍六式7©GlendinningManagementConsultants2001Ref:f:WorkUnileverKAMFoundationTraintheTrainerUnderstandtheNeedsStructuredCommercialSellingUnderstandtheNeedsReinforceKeyCommercialBenefitsTheCommercialPropositionAgreem