顾问式销售策略详解.ppt

* SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * * * * * * 走访竞争对手客户－－客户最不满意的是什么？ 走访竞争对手合作伙伴－－代理商，经销商，最不满意的是哪些地方？ 获得竞争对手内部信息－－如果认识竞争对手公司的人 访问竞争对手网站－－查看竞争对手最近的动向，新产品等 关注行业新闻－－行业政策等新闻 查看行业报告－－找咨询公司 聘请行业专家顾问－－由外部专家顾问开展独立调查，或提供行业报告 * 提高利润：1）客户经理卖出更多的产品，，2）不断降低产品制造成本和其它营运成本包括营销成本，，3）以出色的谈判技巧使同样产品卖出更高的价格。 很明显相比第一第二点而言成功的谈判是提高公司利润更为便捷的方法，但很遗憾，我观察到的大部分企业和客户经理似乎对每年的销售增长率或扩大市场份额有兴趣， 而客户经理由于缺乏谈判技巧的培训，也无法识别客户使用的“谈判手段和诡计”，往往在涉及价格等的谈判中败下阵来。?? ??? 其实这些谈判技巧都是很基本的，知道不等于做到??  蜜月期有孩子后，离婚成本增加 * 蜜月期有孩子后，离婚成本增加 *