安利马赫销售培训.pptVIP

Alimak Hek Sales Seminar Value Based SellingStep 2安利马赫销售培训价值销售第二轮;Alimak Hek Sales Seminar, Step 2安利马赫销售培训，第二轮;NOTE 笔记 ;Agenda February 25日程，2月25日;Agenda February 26日程，2月26日;Agenda February 27日程，2月27日;Defining Value Based Selling价值销售的定义;NOTE 笔记 ;Value Based Selling价值销售;NOTE 笔记 ;Why and how………为什么和怎么样……..;NOTE 笔记 ;Value Based Selling价值销售;NOTE 笔记 ;Value Based Selling价值销售;NOTE 笔记 ;Value Based Selling价值销售;NOTE 笔记 ;Find a better way to: 寻找更好的途径： Understand the Customer needs/ 了解客户的需求 Identify the Customer Values/ 确定客户的价值 Differentiate from the competition 竞争中的差异性 Sell the Values 销售价值 Get paid for our Values 从我们的价值中获得回报 ;NOTE 笔记 ;Leveraging our Value Base…通过价值基础的杠杆…;NOTE 笔记 ;The Value Base价值基础;NOTE 笔记 ;Identifying the Value Base鉴别价值基础;NOTE 笔记 ;The Value Base价值基础;NOTE 笔记 ;Implementation status执行情况;NOTE 笔记 ;Value Based Selling Process价值销售的过程;NOTE 笔记 ;What does preparation mean?准备的含义是什么？;NOTE 笔记 ;Value Based Selling Process价值销售的过程;NOTE 笔记 ;Project definition明确项目;NOTE 笔记 ;Project identification明确项目;NOTE 笔记 ;Project presentation项目准备;NOTE 笔记 ;Workshop #1: Project Definition小组讨论#1:明确项目;NOTE 笔记 ;Value Based Selling Process价值销售的过程;NOTE 笔记 ;Value Differentiation价值区别;NOTE 笔记 ;Differentiating on Customer Values区分客户价值;NOTE 笔记 ;Differentiation区别;NOTE 笔记 ;3;NOTE 笔记 ;The Value Matrix价值矩阵;NOTE 笔记 ;The Value Matrix价值矩阵;NOTE 笔记 ;Analyzing the Value Matrix价值矩阵分析;NOTE 笔记 ;For the project specified in Workshop # 1= 小组讨论#1项目叙述= Fill in the “Interested Parties” in the Value Matrix 　　在价值矩阵中填入“相关的当事人” Draw some conclusions of the result of the Value Matrix: 　　在价值矩阵中能得到些结论： Main decision maker／主要的决策者 Our chances to get the order／拿到定单的机会 Other conclusions／其他一些结论;NOTE 笔记 ;Value Based Selling Process价值销售的过程;NOTE 笔记 ;Value Quantification价值量化;NOTE 笔记 ;Customer Values客户价值;NOTE 笔记 ;3;NOTE 笔记 ;The Value Matrix价值矩阵;NOTE 笔记 ;Quantifications (1/2)量化（1/2);NOTE 笔记 ;Quantifications (2/2)量化(2/2);NOTE 笔记 ;Revenue/ 收入 Increased efficiency of the total system/