現代營銷技巧培訓英文版1

(1700s;1850s)

(1800s;1900)

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(2.1)DeterminationofItemandQuantityNeeded

InitiatingtheRelationshipGatheringandStudyingPre-callInformationApproachingandInitiatingContactAssessingtheSituationandDiscoveringNeedsSelectionofanOrderRoutineEvaluationofProposalsAndSelectionofSuppliers

(2.1)AcquisitionandAnalysisofProposalsInitiatingtheRelationshipDevelopingtheRelationshipSelectPresentationExplainFeaturesConfirmBenefitsHandleObjectionsEarnandGainCommitmentSearchandQualificationOfPotentialSourcesDescriptionofItemandQuantityNeeded

(2.1)

DeterminationRecognitionInitiatingtheRelationshipDescriptionSearchandQualificationProposalsSelectionofSuppliersOrderRoutineDevelopingtheRelationshipEnhancingtheRelationshipFollow-uptoAssessCustomerSatisfactionTakeActiontoAssureCustomerSatisfactionEncourageCriticalEncountersExpandCollaborativeInvolvementAddValuesandEnhanceMutualOpportunities

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(2.2)DesiredStateProduce1,250units/dayActualStateProduce1,000units/dayTheGapOrNeed250units/day

(2.3)OrganizationalNeedsIndividualNeedsFunctionalFunctionalPsychologicalPsychologicalKnowledgeKnowledgeSocialSocialSituationalSituational

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PsychologicalAttributes“Delighters”

FunctionalAttributes“Must-Haves”

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(3.1)TrustExpertiseDependabilityRepresentationCompetenceCompatibility/LikeabilityCandorContributionCustomerOrientation

(3.2)IndustryServiceProductCompetitionCompanyPrice/PromotionTechnologyMarket/Customer

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ShowthenegativeimpactofaproblemdiscoveredinthediscoverysequenceDesignedtoactivatebuyer’sinterestinanddesiretosolvetheproblem.ActivationQuestions

ProjectswhatlifewouldbelikewithouttheproblemsBuyerestablishesthevalueoffindingandimplementingasolutionProjectionQuestions

ConfirmsinterestinsolvingtheproblemTransitionstopresentationofsolutionTransitionQuestions:

(4.2)PayAttentionMonitorNon-VerbalsParaphraseandRepeatMakeNoAssumptionsEncourageBuyertoTalkVisualize:

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(4.3)SensingInterpretingEvaluatingResponding:

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CompetitivePositionSegment1LevelofAttractivenessSellingEffortStrategySegment2LevelofAttractivenessSellingEffortStrategySegment4LevelofAttractivenessSellingEffortStrategySegment3LevelofAttractivenessSellingEffortStrategyStrongWeakLowHighAccountOpportunity

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(5.7)LowHighMutualCooperationLowHighMutualTrustCompetitiveandDefensiveOutcomes(Win/LoseorLose/WinOptimizedandSynergisticSolutions(Win/Win)CompromiseSolutions6

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Conviction

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AssessmentQuestionsDiscoveryQuestionsActivationQuestionsProjectionQuestionsTransitionQuestions4.1–…

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ApproachDetermineNeedsSelectPresentationPresentationHandleObjectionsEarnCommitmentFollow-Up

Approach

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ApproachDetermineNeeds

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(8.3)InformationGatheringApproachPresentationHandlingResistanceEarnCommitmentFollow-up100%RelativeParticipationRateNeedDevelopmentNeedAwarenessNeedFulfillmentADAPTAssessmentDiscoveryActivationProjectionTransitionSelectFeatureExplainAdvantageLeadtoBenefitsLetCustomerTalkSELL%Time“TheSalesperson”Talks/Participates%Time“TheCustomer”Talks/Participates

ApproachDetermineNeedsSelectPresentationPresentation

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