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1、1 Psyche ChannelSelling HowtoGetintotheMindsofChannelPartnersandGetOptimalResults渠道销售攻心术 如何深入解剖渠道伙伴的心态 创造有职业绩 2 TopSalesPeopleDon tNecessaryBecomeGoodChannelSalesManagers Why 卓越销售员不一定就是优秀的渠道销售经理 为什么 3 WhatareSomeKeyChallengesFacedwhenManagingChannelPartners 管理渠道伙伴最常见的挑战有哪些 4 ElementsofEffectiveChann
2、elSalesLeadership渠道销售领导力的主要因素 DutiesandResponsibilitiesofaChannelSalesManager销售经理的职责KeyChallengesFacedwhenWorkingwithChannelPartners与渠道伙伴合作的常见挑战UnderstandingtheTypesofChannelPartners了解渠道伙伴的不同分类CommunicatingwithYourChannelPartners如何与渠道伙伴有效沟通PlanningforSuccess为成功作策划ManagingthePipeline管道管理ConflictResol
3、ution冲突管理 5 ElementsofEffectiveChannelSalesLeadership渠道销售领导力的主要因素 DutiesandResponsibilitiesofaChannelSalesManager销售经理的职责 6 ExactlyWhatDoesaChannelSalesManagerNeedtoDo 渠道销售经理究竟需要做些什么 7 DutiesandResponsibilitiesofaChannelSalesManager渠道销售经理的义务和责任 Respondsatanyhour随传随到Accountpenetrationbycrossselling深入客
4、户 交叉销售Makesformalsalespresentations做正式的陈述Closesthroughpersonalidentificationwiththeproduct service以个人对产品与服务的认同完成销售Traininginastructuredsetting有系统地给渠道伙伴做培训Makesjointcalls一起拜访客户Developscomprehensiveproductknowledgetobeacredibleresource提升自己的产品知识已成为权威Practicalintelligence学以致用的能力Analyticability分析能力 8 Res
5、pondsatAnyHour随传随到 Almostalwaysavailableafterhourstorespondtotheneedsofbothinternalandexternalcustomers在下班时间以后为内 外部客户服务Organizedandefficientintimemanagementduringthedaysothattheneedtoworkunscheduledhoursistheexceptionratherthantherule良好的时间管理 加班情况属个案Resiststhedistractionofnon work relatedissues不被废工作事
6、情分散注意Strongsenseofdutytothosewhoarecountingonhim her对服务对象拥有职责使命感Preparesaback upsystemtocoverunpredictableorunpreventableoverloadsorabsence有备无患 9 AccountPenetrationbyCrossSelling深入客户 交叉销售 Developsasalesplanforincreasingbusinesswithexistingcustomers为现有客户拟定销售计划 以增加销售额Promotesanexpansionofthecurrentpro
7、ductline有针对性地销售更多产品Paysattentiontotrendsorproblemsthatcurrentsolutionsdonotsolve对目前产品所不能解决的问题或趋势保持关注Workstogeneratecontinuedbusinessfromexistingaccounts保住客户 细水长流emphasizingsteadyincomeflowoveroccasionalwindfall比较喜欢细水长流多过一夜致富Trackschangesinthecustomer sorganisationorspecificationsthatwouldchangeexist
8、ingbusinessarrangements关注客户的购买 组织结构的变化 以防万一Monitorsbuyingpatternstoensureuninterrupteddeliveryofthedesiredbenefits关注客户的购买习惯 确保不会断货 10 MakesFormalPresentations做正式的陈述 Customizestheprogramtotheaudience usingminimalboilerplatecomponents使用最少的样板文件的来为观众作陈述Takesthetimetoprepareastudiedpresentationwhichtheau
9、diencecanresonate愿意花时间去准备一个可以引起观众共鸣的陈述Issensitivetoaudiencefeedbackandadjuststhepresentationtosustaintheirinterest敏感对待观众的反馈并调整陈述以引起他们持续的兴趣Createsamemorablestagepresence创造一个难忘的舞台风格Enjoysapplauseandattentionwhensuccessful享受成功的掌声与喝彩 11 Closesthroughpersonalidentificationwiththeproduct service以个人对产品与服务的
10、认同完成销售 Personallybelievesinthebenefitsofhisproductorsolution个人对产品或服务的非常认同Willingtostandbehindourofferingswhencompetingforthechannelpartner sinterestorshelfspace愿意力推自家产品 以获得渠道伙伴的青睐Recognizesthatthecustomermayhavesecondthoughtsorisbeingcourtedbythecompetition了解客户随时会受到竞争对手的诱惑Initiatesadditionalbenefits
11、tosupportthechannelpartner scommitment为了取得竞争对手的支持而主动给对方更大的帮助Keepsthechannelpartnermotivatedtopromoteproductlinebyworkingwithchannelpartners salespeopletoclosechallengingsales与渠道伙伴的业务员拉近距离 确保渠道伙伴支持我方产品Breaksthesalesprocessintomanageablesteps seekingcontinuedagreementfromthecustomerateachstepbeforemov
12、ingon将销售流程模块化 在每一个环节先获得客户的认同才往下一步走Appliesenoughpressuretokeepabuyingcommitmentfromstallingbutavoidspushingthechannelpartnerintoaneutralornegativeposition给客户实施适当的压力 既不让对方举棋不定 也不让对方临阵退缩 12 TraininginaStructuredSetting有系统地给渠道伙伴做培训 Preparesscheduledandconsistentprogramstotrainoreducateothers定期安排以执行的培训项目
13、来训练或培育他人Establishesmeasurablecriteriaforassessingprogressinthelearningprocess为了衡量学习的进度 在学习进程中建立可测量的标准Demonstratespatienceandawillingnesstorepeatorreinforceideasandinformationuntiltheaudienceunderstands展示耐心并愿意重覆或加深自身的建议和信息 直到对方完全了解 接受Focusestrainingsessionsonthosecompetenciesthatwillmakeadifferencein
14、thegroup sultimateeffectiveness将培训集中在那些能改变团队最终绩效的技能上Concentratesmoreontheresultsproducedthanwithhowattractiveorentertainingthetrainingcanbe把注意更多的放在结果 而不是怎样是培训更具娱乐性或吸引力 13 MakesJointCalls一起拜访客户 Regularlyobservesassignedsalespeopleinactiontooffersuggestionsforskilldevelopment经常观察相关业务员实际销售的情况 并给于技能发展的意
15、见Iswillingtostepoutofthelimelightandfunctioninasupportingrole愿意跨出舞台中心成为在外支持的角色Respondstosalesopportunitieswithminimalpreparation abletorespondspontaneouslywhencircumstanceschange当情况改变能自发地反应 可以反应销售机会与最小的准备Adjustscoachingorassistancetoaccommodatetheunpredictableaspectsofeachcustomercontact按照不同客户的不同反应调
16、整辅导或协助方式Keepsthefocusofhistrainingandsupportonclosingthesale delegatingadministrativeorproceduraltaskstoothersifpossible将注意力放在如何促使单子成交 并尽量将行政 琐碎的工作交给他人 14 PracticalIntelligence学以致用的能力 Enjoyslearningandbroadeninghisdepthoflearningandinsightinawidearrayoftopics享受学习并扩展学习的深度 并对广阔的话题拥有独到的见解 Absorbs storesandrecallsnewinformationquickly迅速吸收 存储并回忆新信息Dealscomfortablywithabstractconceptsandrelationships针对抽象的概念及关系能够处理的游刃有余Pursuesacademic theoreticalorresearch basedinformation不断追求学术 理论或调研报告的信息 15 AnalyticA
