大客户销售谋略培训(英文版)(ppt 159页)

大客户销售谋略培训(英文版)目录：
Objective of Workshop
Agenda
客户是如何做决策的
1、How Customer Make Decisions
2、Overview of Major Account Sales Strategy
3、What is Sales Strategy & What is Major Account
4、Customer Decision Process Research Base
5、A Typical Purchase Decision
6、Account Strategy in the Recognition of Needs Phase
7、Account Strategy in the Evaluation of Options PhaseAccount Strategy in the Resolution of Concerns Phase
8、Account Strategy in the Implementation Phase
9、Customer Decision Phases
强大的销售工具——提问策略
1、SPIN Questioning
2、Implied Needs, Explicit Needs, Benefit, Advantage, Features
3、SPIN Form
4、Normal Sales Call Planning Form
5、SPIN Questioning Strategy
强大的销售工具理解你的客户
1、Account Fundamental
2、Objectives
3、Key Components of Understanding Customer’s Organisation
4、Maslow’s Hierarchy of Needs
5、Character Profile
6、Maslow’s Hierarchy of Needs
7、Mapping Needs
8、Adaptability to Change - Technology Adoption Lifecycle
9、Adaptability to Change
10、Mapping Adaptability to Change
11、Decision Orientation
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