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销售培训课件之目标解释销售(ppt 79页)英文版

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销售培训课件,目标解释销售,英文版
销售培训课件之目标解释销售(ppt 79页)英文版内容简介
销售培训之目标解释销售目录:
一、 Welcome to Target Account Selling®
二、 Program Objectives
三、 Program Map
四、 Sales Return on Investment
五、 Versatility
六、 Development
七、 Not in Control
八、 Opportunity Assessment
九、 Introduction
十、 Four Key Questions - The 4 Principles of Selling
十一、 Is There An Opportunity?
十二、 #5 – Compelling Event
十三、 Can We Compete?
十四、 #10 – Unique Business Value
十五、 Developing Your Value Proposition
十六、 Answer the questions . . .
十七、 What’s the issue?
十八、 How is it affecting the customer?
十九、 What are the consequences or payback?
二十、 How can you help?
二十一、Value = Benefits - Costs/Risks/Consequences
二十二、Value Proposition Templates
二十三、Sample Value Propositions
二十四、Can We Win?
二十五、Is It Worth Winning?
二十六、Opportunity Assessment
二十七、Individual Exercise:  Current Opportunity
二十八、Opportunity Assessment
二十九、Business Partners
三十、 The Partner’s Role in Your Value Chain
三十一、Partner Assessment Worksheet
三十二、Team Activity: Analyze Your Business Partners
三十三、Strategy
三十四、TAS Planning Methodology
三十五、Example
三十六、Origin of Strategy
三十七、Competitive Strategies
三十八、Frontal Strategy
三十九、Flanking Strategy
四十、 Fragment Strategy
四十一、Defend Strategy
四十二、Develop Strategy
四十三、Strategy Guidelines
四十四、Summary
四十五、Politics
四十六、Purpose
四十七、Provide you with a framework for analyzing the customer’s organization
四十八、Benefits
四十九、Shorten your sales cycle by spending time with the right people discussing the right issues
五十、 Understand the customer’s politics so thatyou avoid surprises in the sales campaign
五十一、Broaden your view of the customer’s organization so that you can expandyour presence
五十二、Output
五十三、Organization map of the customer’s formal and informal organization
五十四、Introduction
五十五、Mapping the Organization
五十六、Formal Roles in the Buying Process
五十七、Mapping Buying Roles
五十八、Adaptability to Change*
五十九、Adaptability to Change
六十、 Mapping Adaptability to Change
六十一、Coverage
六十二、Mapping Coverage
六十三、Your Status
六十四、Mapping Your Status in the Sales Campaign
六十五、Rank vs. Influence
六十六、Mapping the Political Structure
六十七、Influence
六十八、Alignment
六十九、Indicators of Influence
七十、 Identifying Influence
七十一、Business Value
七十二、Track Record
七十三、Partisans and Allies
七十四、Philosophy and Policy
七十五、Relationship Strategies
七十六、Leverage
七十七、Motivate
七十八、Building Credibility
七十九、Building Your Personal Credibility
八十、 Building Your Personal Credibility
八十一、Executing Relationship Strategies
八十二、Planning
八十三、Value of Not Planning
八十四、Value of Not Planning
八十五、TAS Planning Methodology
八十六、Building an Opportunity Plan
八十七、Use of TAS Checklist in  Opportunity Debriefing
八十八、Guidelines: Tactics
八十九、Developing Comprehensive Tactics
九十、 Moving from Ideas to Actions
九十一、Testing and Improving the Plan
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