重点客户该如何销售(英文版)(ppt 80页)

重点客户该如何销售(英文版)目录：
一、Program Objectives
二、Program Map
三、Sales Return on Investment
四、Versatility
五、Development
六、Not in Control
七、Opportunity Assessment
八、Can We Compete?
九、Developing Your Value Proposition
十、Value = Benefits - Costs/Risks/Consequences
十一、Value Proposition Templates
十二、Sample Value Propositions
十三、Can We Win?
十四、Is It Worth Winning?
十五、Opportunity Assessment
十六、The Partner’s Role in Your Value Chain
十七、Partner Assessment Worksheet
十八、TAS Planning Methodology
十九、Origin of Strategy
二十、Competitive Strategies
二十一、Frontal Strategy
二十二、Flanking Strategy
二十三、Fragment Strategy
二十四、Defend Strategy
二十五、Develop Strategy
……

 

重点客户该如何销售(英文版)内容提要：
Purpose：
Provide you with a structured, repeatable methodology for analyzing a sales opportunity
Benefits
Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and competitive perspectives
Invest time, energy and resources on the opportunities you are most likely to win
Communicate the key issues more effectively using a common language
Output
Comprehensive assessment of your current sales opportunity

..............................