解析渠道销售的攻心术.pptVIP

* * Lower scores may indicate: ? A reading problem or dislike for reading that has forced the person to rely on verbal interaction to learn the bulk of their information ? A preference for concentrating learning in a narrow field and not gaining exposure to a breadth of liberal arts ? A tendency to need repeated practice and study to be able to expand the knowledge base with new information and concepts * * Lower scores may indicate: ? A penchant for action versus analysis which leads one to move forward with minimal review of critical input or weighing alternatives ? A preference for rule-based or procedural decision making to avoid the risk of being wrong or unpopular ? A strong reliance on previously acquired information and like-minded people for input into decisions * Emphasis here is geared towards hospital than clinics * Proposals Sent标书数量 No. of Sales Closed成交数量 Sales Value销售金额 Gross Profit毛利 Partner A 123 34 340,000 100,000 Partner B 78 43 500,000 200,000 Partner C 30 25 360,000 200,000 Who is the Best Partner? 哪位是最优秀的合作伙伴？ * What will be Your Advice to Partner A, B and C? 你会给A、B及C什么建议呢？ * Case Study 2 案例2 Sam is a new channel partner and showed a lot of promise by providing lots of leads. Still, after 6 months, there wasn’t any results generated. What would you do? Sam是一位新渠道伙伴，并在经常提供很多销售线索。但在6个月以后，他仍然没有任何业绩。你会怎么做？ * “Doing the same thing over and over again and expecting different results.” “重复做同样的事情 却期望不同的结果” Definition of Insanity愚痴的定义 * Case Study 3 案例3 Susan was one of your better Channel Partners. Unfortunately, she hasn’t been producing much results lately. When asked about her performance, she replied that the market is bad and her customers are not making any orders. What would you do? Susan是你较优质的渠道伙伴。不幸的是，她最近业绩欠佳。当你问她情况时，她说目前市场很糟，订单都大幅度下降了。你会怎么做？ * 7 Characteristics of a Good Sales Process 成为销售过程员的7项特点 Does your sales reflect your customers buying process? 你的销售员是否考虑顾客的购买过程? Is your process self-correcting? 你销售过程是否能够自我修正? Does your