大客戶销售谋略.pptVIP

大客户销售谋略 2003.10-11-10-12 Objective of Workshop Understand Characteristics of Major Account Selling Strategies in Whole Lifecycle, thus to Shorten bid-to-win ratio Shorten selling cycles Minimize discounts and negotiated concessions Establish clear, unique business value with the customers Reduce selling costs through more effective sales strategies Increase sales per employee - Develop expected relationship with the customers. Eg. Strategic Partnership etc. Agenda Day 1 How the Customer Make Decisions SPIN Question Strategy Account Entry Strategy Understand Your Customer Their Business How