联想电话销售内部讲义9教学案例.pptVIP

Inside Outside 的配合 如何成为一名优秀IS的回顾 IS OS配合 IS OS 渠道：三方合作 现况/实况Q A 回顾 - 1+1真能2吗? 即便这种黄金搭档组合也有可能使 1+12 回顾 - Inside技能要求 Competency 技能 Professional telephone selling skills 专业的电话销售技巧 Ability to convey benefits of Lenovo culture and product over phone 能够通过电话来销售联想文化及产品的优越之处 Conversant in detailed product features and benefits 熟悉产品的特征及优点 Ability to “hunt” for new business 能够“猎取”新的生意 Ability to sell and close order over phone with or without outside sales involvement 能够独立或与客户经理或相关销售人员合作, 通过电话销售赢得订单 回顾 - Inside技能要求 Competency-continued 技能 Ability to establish and maintained business relationship with retained customers 能够与现有客户(R1和R2)建立并维持生意关系 Familiarity of internal processes ( credit policy, contracts, logistics, service coverage ect.) 熟悉内部流程(商务政策, 合同, 运输, 服务范围规定等) 回顾 - Inside工作职责 Job scope 工作职责 Achieve quota ( the job ), over achieve ( the responsibility) 达到销售指标(工作), 超越销售指标(责任) Primary day to day contact for customer for all sales issues 就所有销售事宜与客户进行日常联系 Achieve call metrics ( # of inbound / outbound calls, average call time etc ) 达到电话管理指标(打入/打出电话数量, 平均通话时间等) Working with assigned outside partner in a team environment, providing pricing, quotations, product information , material availability 和外部销售伙伴团队合作, 提供价格, 报价单, 产品信息, 材料供应等情况 Manage order processing tasks, ensure adherence of internal download policy and processes ( chopped quotation, contacts, credit clearance ) 管理订单处理流程, 确实执行内部政及程序(客户签章的报价单, 合同, 客户付款纪录良好) 20% 助理性工作 回顾 - Inside工作职责 Job scope-continued 工作职责 Handling of inbound calls from customers 处理客户来电 Up sell to improve margins 通过“促销”手段来提高利润 Manage relationship with R D customers, with involvement from outside sales 与外部销售人员一起管理和现有客户(R和D)的关系 Penetrate into A P customers by telephone 通过电话独立挖掘(AP)客户 Daily communication with outside sales partner 每日与外部销售伙伴沟通 Joint one/one review with outside sales partner 与外部销售伙伴一起制定客户销售计划并进行销售预测 80% 纯销售工作 IS OS配合 准备篇 准备工作 客户：优质老客户RD？开拓新客户AP？去年/上个季度Top20产单客户