rockwell-以客户为中心的销售12.pptVIP

No goal = No prospect The only person who can call it a solution is the prospect! CCS Core Concept #3 Types Of Goals Company driven: Increase: Revenue, profit, market share, growth, etc. Decrease: Costs, time to market, turnover, downtime, etc. Government driven: Need to comply with regulations imposed by state and local governments – FDA, CFR21-Part 11, ISO9XXX, EPA, etc. Market driven: Industry– ATM’s, e commerce, NEMA, IEC, platform obsolescence, withdrawal of support Common denominator? ____________________ 没有目标= 没有潜在客户 唯一能将其成为解决方案的人 是潜在客户! CCS核心概念 #3 44 目标的种类 公司驱使: 增加: 营业