-买需求,卖满足:顾客、营销和业务三方对话的销售方法 (大师轻松读)
        -买需求,卖满足:顾客、行销和业务三方对话的销售方法
        -作者简介
        -5分钟摘要
        -什么是“以顾客为中心销售法”? 英文
            -主要观念
            -支持概念
            -关键思维
        -What is Customer-Centric Selling? 中文
            -Main Idea
            -Supporting Ideas
            -Key Thoughts
        -如何发展落实“以顾客为中心销售法”? 英文
            -以顾客为中心的销售#1 更完整精确地定义销售流程
                -主要观念
                -支持概念
            -关键思维
            -以顾客为中心的销售#2 从产品行销,转移到“顾客使用”行销
                -主要观念
                -支持概念
                -关键思维
            -以顾客为中心的销售#3 发展极佳的预备销售信息
                -主要观念
                -支持概念
            -以顾客为中心的销售#4 聪明地筛选顾客、管理与交涉
                -主要观念
                -支持概念
    -   *   与业务员分享目标。
    -   *   在企业客户中找到并培养一位推荐人,此人会在内部推动提案通过。
    -   *   双方达成共识,并在顾客评估购买提案时往下一步迈进。
    -   *   口头同意购买。
    -   *   签署采购合约。
            -以顾客为中心的销售#5 持续不断地发展业务团队
                -主要观念
                -支持概念
                -关键思维
        -How Do You Develop and Implement Customer-Centric Selling? 中文
            -Customer-Centric Selling 1 Define your sales process more completely and accurately.
                -Main Idea
                -Supporting Ideas
                -Key Thoughts
            -Customer-Centric Selling 2 Move from product marketing to customer usage marketing.
                -Main Idea
                -Supporting Ideas
                -Key Thoughts
            -Customer-Centric Selling 3 Develop great sales-ready messages.
                -Main Idea
                -Supporting Ideas
            -Customer-Centric Selling 4 Qualify, manage and negotiate intelligently.
                -Main Idea
                -Supporting Ideas
    -   *   Shared goals and objectives with the salesperson.
    -   *   Found and cultivated a company champion who will take the purchase proposal forward and act on it.
    -   *   Reached a general consensus to move forward and are currently evaluating a specific purchase proposal.
    -   *   Given verbal approval to proceed.
    -   *   Signed purchase documents.
            -Customer-Centric Selling 5 Always keep building your salesforce.
                -Main Idea
                -Supporting Ideas
                -Key Thoughts
        -在地观点
            -不断创造惊喜维持顾客高度满意
            -全球化的客户追求速度
            -本文作者简介
Copyright & copy 7dtime.com 2014-2018 all right reserved,powered by Gitbook该文件修订时间: 2018-09-02 18:08:25

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