B1-SHCT-B解决方桉销售流程.ppt

解决方案销售流程 教师资料 销售流程的意义 我们可以跨越客户的购买流程吗？ 我们从哪一步进去更好？ 我们如何更早地进入客户的购买流程？ 接到客户的标书，我们在第几步？ 销售流程回顾 各小组讨论：5个销售阶段业务代表的工作有哪些（5分钟） 从SSP2-协助客户建立购买愿景，到SSP5-实施解决方案并评估绩效 每个小组贡献一个业务代表的工作，顺次进行，不可以重复 重复的小组，组员一起学小鸭走路，从讲台走到座位。 IBM logo must not be moved, added to, or altered inany way. Background shouldnot be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side Slide heading:28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body:18pt Arial Regular, blackSquare bullet color:teal R045 | G182 | B179Recommended maximum text length: 5 principal points Group name:14pt Arial Regular, whiteMaximum length: 1 line Copyright: 10pt ArialRegular, white Template release: Oct 02For the latest, go to /ibm/presentations 陪同客户成功-单元B-商客解决方案销售流程 IBM 人力资本管理咨询服务 Copyright ? 2004 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 陪同客户成功-单元B-上海电信商客骨干销售方法论培训 IBM 人力资本管理咨询服务 Confidentiality/date line: 13pt Arial Regular, whiteMaximum length: 1 line Information separated by vertical strokes,with two spaces on either side Disclaimer information may also be appear in this area. Place flush left, aligned at bottom, 8-10pt Arial Regular, white IBM logo must not be moved, added to, or altered in any way. Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Presentation title:28pt Arial Regular, blackRecommended maximum length: 2 lines Group name:17pt Arial Regular, whiteMaximum length: 1 line Copyright: 10pt ArialRegular, white Copyright ? 2004 IBM Corporation Template release: Oct 02For the latest, go to /ibm/presentations 5 1 实施解决方案并评估绩效 4 解决关键问题并做出决定 3 选择解决方案 2