2019年非常好的解决方案销售培训资料课件.pptVIP

Value Measurement Elements What will be measured? Who is responsible? How much is possible? What capabilities will be needed? When will this investment pay for itself? Power Sponsor aka the “Vice President of Change” Typically an innovator or early adapter Enough clout to get it if they want it, regardless of job title Willing to introduce you to anyone you need to talk to Willing and able to negotiate an evaluation plan Why Change? ERODING: profits, market share, service, quality, growth rate, etc. INCREASING: costs, competition, errors, returns, employee turn-over, etc. GOVERNMENT