重点客户如何销售.pptx

Welcome toTarget Account Selling? Program ObjectivesHelp you win by...Focusing on the right issues with the right peopleat the right timeDeveloping and testing a comprehensive plan for your sales opportunityEnabling you to communicate more effectively with your teamShifting your sales focus from tactical to strategicTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems, Inc. All rights reserved. Program MapTarget Account Selling ProcessProgram ModulesAssess the Opportunity1Opportunity Assessment2Set the Competitive StrategyStrategy3Identify the Key PlayersPoliticsDefine the Relationship Strategy4AlignmentTurn IdeasInto Actions5PlanningTest and Improvethe Plan6Testing7Implement the ProcessImplementationTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems, Inc. All rights reserved. EntrySales Return on InvestmentProductivityCompetitiveLevel 3StrategicLevel 2TacticalLevel 1TimeTime and $TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems, Inc. All rights reserved. ProcessOutcomeBusinessPoliticalServicesSolutionCostValueManagementExecutiveVersatilityLevel 1Level 2Level 3FocusEventOrientationProduct/ServiceRepertoireTechnologyFinancePriceRelationshipsOperationsTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems, Inc. All rights reserved. PreferredDominantResponsiveProactiveAgileAstuteTimely JudiciousHigh ROIConsistentlyAchievesReliably ExceedsDevelopmentLevel 1Level 2Level 3StatusConsideredModeReactivePoliticsAwareResourcesPremature orExcessivePerformanceInconsistentTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems, Inc. All rights reserved. Not in ControlSalesControl is providing business value for the customer whileforcing the competition to operate in react mode.Unreturned phone callsNo access to informationCriteria slantedCriteria constantly changesDelaysBudget goes awayQuestioning by customers probing your weaknessesPlayers changeMeetings cancelledMeetings delegatedPreoccupied with priceNo inside supportNot knowing you’re winningPersonalIt is difficult to control e