渠道销售管理.pdf

Psyche-Channel Selling: How to Psyche-Channel Selling: How to Get into the Minds of Channel Get into the Minds of Channel Partners and Get Optimal Results Partners and Get Optimal Results 渠道销售攻心术：如何深入解剖 渠道销售攻心术：如何深入解剖 渠道伙伴的心态，创造有职业绩 渠道伙伴的心态，创造有职业绩 1 Top Sales People Don’t Necessary Become Good Channel Sales Managers. Why? 卓越销售员不一定就是优秀的渠 道销售经理。为什么？ 2 What are Some Key Challenges Faced when Managing Channel Partners ？ 管理渠道伙伴最常见的挑战有哪些？ 3 Elements of Effective Channel Sales Leadership 渠道销售领导力的主要因素 • Duties and Responsibilities of a Channel Sales Manager销售经理的职责 • Key Challenges Faced when Working with Channel Partners 与渠道伙伴合作的常见挑 战 • Understanding the Types of Channel Partners 了解渠道伙伴的不同分类 • Communicating with Your Channel Partners 如何与渠道伙伴有效沟通 • Planning for Success 为成功作策划 • Managing the Pipeline 管道管理 • Conflict Resolution 冲突管理 4 Elements of Effective Channel Sales Leadership 渠道销售领导力的主要因素 • Duties and Responsibilities of a Channel Sales Manager 销售经理的 职责 5 Exactly What Does a Channel Sales Manager Need to Do? 渠道销售经理究竟需要做些什么？ 6 Duties and Responsibilities of a Channel Sales Manager 渠道销售经理的义务和责任 • Responds at any hour 随传随到 • Account penetration by cross selling 深入客户，交叉销 售 • Makes formal sales presentations 做正式的陈述 • Closes through personal identification with the product/