文档介绍：信息驱动的销售过程™
姓名: __________________________
讲师: ______________________
周: __________________________
角色表演小组#: ________________
案例研究小组: _________________
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a. Copyright 2003 CustomerCentric Systems, LLC ().
b. CustomerCentric Selling® is a trademark and service mark of CustomerCentric Systems, LLC.
c. This material is owned by, and the property of CustomerCentric Systems, LLC. This material is intellectual property and is confidential. Any reproduction, copying, or other use of this material in any manner without the express written permission of the owner is strictly prohibited.
d. Solution Development Prompter™, Solution Development Process™, Opportunity Qualification Road Map™, Conversational Road Map™ are Trademarks of CustomerCentric Systems, LLC.
e. Solution Development Prompter™, Solution Development Process™, Opportunity Qualification Road Map™, Conversational Road Map™ are Trademarks of CustomerCentric Systems, LLC.
Manual Rev. for use in Asia Pacific: 21 February 2005
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CustomerCentric Selling® Skills
Prospecting & Business Development
Alignment (3-Dimensional)
Personal
Buying Influence Starting Point
Horizontal
Solution Development
Key Player Qualification
Opportunity Qualification & Control
Establishing Business Value
S Process Management
MODULE 1
MODULE 2
MODULE 3
MODULE 4
MODULE 6
MODULE 7
MODULE 8
MODULE 5
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a. 2003版权 CustomerCentric Systems, LLC ()。
b. CustomerCentric Selling® 是 CustomerCentric Systems, LLC的商标和服务标志。
c. 这份材料属CustomerCentric Systems, LLC所有财产。这份材料受知识产权保护,是保密材料。如没有所有人的书面许可,严禁复制、拷贝或用于其他用途。
d. 方案开发激励者™、方案开发程序™、机会认定路线图™、对话路线图™是CustomerCentric Systems, LLC的商标。
™、方案开发程序™、机会认定路线图™、对话路线图™是CustomerCentric Systems, LLC的商标。
经手工修订,用于亚太地区: 2005年2月21日
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CustomerCentric Selling® 技术
潜在主顾和业务发展
组合(3维)
人员
采购权力人起点
水平线
解决方案开发
关键人物资质认定
机会认定和控制
建立商业价值
S 流程管理
模块 1
模块 2
模块 3
模块 4
模块 6
模块 7
模块 8
模块 5
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Workshop Outline
Day 1
12:00pm Workshop begins
3:00pm Break
6:00pm End of Workshop
Begin Te