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ID:77026323
大小:567.42 KB
页数:81页
时间:2022-01-22
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1、WelcometoTargetAccountSelling®ProgramObjectivesDevelopingandtestingacomprehensiveplanforyoursalesopportunityEnablingyoutocommunicatemoreeffectivelywithyourteamShiftingyoursalesfocusfromtacticaltostrategicHelpyouwinby...FocusingontherightissueswiththerightpeopleattherighttimeProgramM
2、apOpportunityAssessmentStrategyPoliticsAlignmentPlanningTestingImplementationProgramModulesAssesstheOpportunitySettheCompetitiveStrategyIdentifytheKeyPlayersDefinetheRelationshipStrategyTurnIdeasIntoActionsTestandImprovethePlanImplementtheProcessTargetAccountSellingProcess1234567Sal
3、esReturnonInvestmentLevel1Level2Level3ProductivityTimeEntryTacticalStrategicCompetitiveTimeand$VersatilityLevel1Level2Level3FocusOrientationRepertoireFinanceRelationshipsEventProduct/ServiceTechnologyPriceOperationsProcessBusinessServicesCostManagementOutcomePoliticalSolutionValueEx
4、ecutiveDevelopmentStatusModePoliticsResourcesPerformanceConsideredReactiveAwarePrematureorExcessiveInconsistentLevel1Level2Level3PreferredResponsiveAgileTimely&JudiciousConsistentlyAchievesDominantProactiveAstuteHighROIReliablyExceedsNotinControlSalesPersonalControlisprovidingbusine
5、ssvalueforthecustomerwhileforcingthecompetitiontooperateinreactmode.Itisdifficulttocontrolexternaleventsunlessyouareincontrol.UnreturnedphonecallsNoaccesstoinformationCriteriaslantedCriteriaconstantlychangesDelaysBudgetgoesawayQuestioningbycustomersprobingyourweaknessesPlayerschange
6、MeetingscancelledMeetingsdelegatedPreoccupiedwithpriceNoinsidesupportNotknowingyou’rewinningAlways5minuteslateToomanyhoursToomuchtelephonetimeContinualcrisisNothavingfunPurposeProvideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunityBenefitsQualifyopportunitiesfas
7、terandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectivesInvesttime,energyandresourcesontheopportunitiesyouaremostlikelytowinCommunicatethekeyissuesmoreeffectivelyusingacommonlanguageOutputComprehensiveassessmentofyourcurrentsalesopportunityO
8、pportunityAssessmen
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