信息驱动的销售过程.pdf

The message driven sales process ™ Name: __________________________ Instructor: ______________________ Week: __________________________ Role-Play Group #: ________________ Case Study Team: _________________ 信息驱动的销售过程™ 姓名: __________________________ 讲师: ______________________ 周: __________________________ 角色表演小组 #: ________________ 案例研究小组: _________________ a. Copyright 2003 CustomerCentric Systems, LLC (www.CustomerCentricS). b. CustomerCentric Selling® is a trademark and service mark of CustomerCentric Systems, LLC. c. This material is owned by, and the property of CustomerCentric Systems, LLC. This material is intellectual property and is confidential. Any reproduction, copying, or other use of this material in any manner without the express written permission of the owner is strictly prohibited. d. Solution Development Prompter ™, Solution Development Process™ , Opportunity Qualification Road Map™, Conversational Road Map™ are Trademarks of CustomerCentric Systems, LLC. e. Solution Development Prompter ™, Solution Development Process™ , Opportunity Qualification Road Map™, Conversational Road Map™ are Trademarks of CustomerCentric Systems, LLC. Manual Rev. for use in Asia Pacific: 21 February 2005 CustomerCentric Selling® Skills MODULE 7 Prospecting Business MODULE 1 Development Alignment (3-Dimensional) – Personal MODULE 2 – Buying Influence Starting Point MODULE 3 – Horizontal MODULE 4 MODULE 5 Solution Development MODULE 6 Key Player Qualification MODULE 8 Opportunity Qualification Control Establishing Business Value Negotiation a. 2003版权CustomerCentric Systems, LLC (www.CustomerCentricS) 。 b. CustomerCentric Selling® 是CustomerCentric Systems, LLC的商标和服务标志。 c. 这份材料属CustomerCentric Systems, LLC所