软件简介
Welcome to Target Account Selling®
Program Objectives
Program Map
Sales Return on Investment
Versatility
Development
Not in Control
Opportunity Assessment
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
Introduction
Four Key Questions - The 4 Principles of Selling
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Is There An Opportunity?
#5 – Compelling Event
Why does the customer have to act?
What is the deadline for the customer to make a decision?
What are the consequences if this project is delayed?
What is the payback for the customer if the project is completed on time?
What will be the measurable impact on the customer’s business?
Can We Compete?
#10 – Unique Business Value
What is the specific or measurable business result that we will deliver?
How does the customer define value? How will they measure it?
How have we quantified this value in the customer’s terms?
Has the customer confirmed their understanding of the value we will deliver?
How does this value differentiate us from our competitors?
Developing Your Value Proposition
Answer the questions . . .
What’s the issue?
How is it affecting the customer?
What are the consequences or payback?
How can you help?
注意事项：
·压缩包解压密码:
点击连接获得免费阅读密码·如果您发现该资源不能下载，请通知管理员
·为了保证您快速的下载,推荐使用[网际快车]等专业工具下载.
·为确保所下软件能正常使用,请使用[WinRAR v3.4]或以上版本解压本站资源.
·站内资源均由网上搜集,若无意中侵犯到您的权利,敬请来信联系我们.
