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1、1,Psyche-Channel Selling: How to Get into the Minds of Channel Partners and Get Optimal Results 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,Top Sales People Dont Necessary Become Good Channel Sales Managers. Why? 卓越销售员不一定就是优秀的渠道销售经理。为什么？,3,What are Some Key Challenges Faced when Managing Channel Partners？,管理渠道伙伴
2、最常见的挑战有哪些？,4,Elements of Effective Channel Sales Leadership渠道销售领导力的主要因素,Duties and Responsibilities of a Channel Sales Manager销售经理的职责 Key Challenges Faced when Working with Channel Partners与渠道伙伴合作的常见挑战 Understanding the Types of Channel Partners了解渠道伙伴的不同分类 Communicating with Your Channel Partners如何与
3、渠道伙伴有效沟通 Planning for Success 为成功作策划 Managing the Pipeline管道管理 Conflict Resolution冲突管理,5,Elements of Effective Channel Sales Leadership渠道销售领导力的主要因素,Duties and Responsibilities of a Channel Sales Manager销售经理的职责,6,Exactly What Does a Channel Sales Manager Need to Do?,渠道销售经理究竟需要做些什么？,7,Duties and Respo
4、nsibilities of a Channel Sales Manager 渠道销售经理的义务和责任,Responds at any hour随传随到 Account penetration by cross selling深入客户，交叉销售 Makes formal sales presentations做正式的陈述 Closes through personal identification with the product/ service以个人对产品与服务的认同完成销售 Training in a structured setting有系统地给渠道伙伴做培训 Makes joint
5、calls一起拜访客户 Develops comprehensive product knowledge to be a credible resource提升自己的产品知识已成为权威 Practical intelligence学以致用的能力 Analytic ability分析能力,8,Responds at Any Hour随传随到,Almost always available after hours to respond to the needs of both internal and external customers在下班时间以后为内、外部客户服务 Organized and
6、 efficient in time management during the day so that the need to work unscheduled hours is the exception rather than the rule良好的时间管理，加班情况属个案 Resists the distraction of non-work-related issues不被废工作事情分散注意 Strong sense of duty to those who are counting on him/ her对服务对象拥有职责使命感 Prepares a back-up system
7、to cover unpredictable or unpreventable overloads or absence有备无患,9,Account Penetration by Cross Selling深入客户，交叉销售,Develops a sales plan for increasing business with existing customers为现有客户拟定销售计划，以增加销售额 Promotes an expansion of the current product line有针对性地销售更多产品 Pays attention to trends or problems t
8、hat current solutions do not solve对目前产品所不能解决的问题或趋势保持关注 Works to generate continued business from existing accounts保住客户，细水长流 emphasizing steady income flow over occasional windfall比较喜欢细水长流多过一夜致富 Tracks changes in the customers organisation or specifications that would change existing business arrange
9、ments关注客户的购买、组织结构的变化，以防万一 Monitors buying patterns to ensure uninterrupted delivery of the desired benefits 关注客户的购买习惯，确保不会断货,10,Makes Formal Presentations做正式的陈述,Customizes the program to the audience, using minimal boilerplate components使用最少的样板文件的来为观众作陈述 Takes the time to prepare a studied presentat
10、ion which the audience can resonate愿意花时间去准备一个可以引起观众共鸣的陈述 Is sensitive to audience feedback and adjusts the presentation to sustain their interest敏感对待观众的反馈并调整陈述以引起他们持续的兴趣 Creates a memorable stage presence创造一个难忘的舞台风格 Enjoys applause and attention when successful享受成功的掌声与喝彩,11,Closes through personal i
11、dentification with the product/ service以个人对产品与服务的认同完成销售,Personally believes in the benefits of his product or solution个人对产品或服务的非常认同 Willing to stand behind our offerings when competing for the channel partners interest or shelf space愿意力推自家产品，以获得渠道伙伴的青睐 Recognizes that the customer may have second th
12、oughts or is being courted by the competition了解客户随时会受到竞争对手的诱惑 Initiates additional benefits to support the channel partners commitment为了取得竞争对手的支持而主动给对方更大的帮助 Keeps the channel partner motivated to promote product line by working with channel partners salespeople to close challenging sales与渠道伙伴的业务员拉近距
13、离，确保渠道伙伴支持我方产品 Breaks the sales process into manageable steps, seeking continued agreement from the customer at each step before moving on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 Applies enough pressure to keep a buying commitment from stalling but avoids pushing the channel partner into a neutral or negative
14、position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,Training in a Structured Setting有系统地给渠道伙伴做培训,Prepares scheduled and consistent programs to train or educate others定期安排以执行的培训项目来训练或培育他人 Establishes measurable criteria for assessing progress in the learning process为了衡量学习的进度，在学习进程中建立可测量的标准 Demonstrates patienc
15、e and a willingness to repeat or reinforce ideas and information until the audience understands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 Focuses training sessions on those competencies that will make a difference in the groups ultimate effectiveness将培训集中在那些能改变团队最终绩效的技能上 Concentrates more on the results produ
16、ced than with how attractive or entertaining the training can be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,Makes Joint Calls一起拜访客户,Regularly observes assigned salespeople in action to offer suggestions for skill development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见 Is willing to step out of the limelight and function in a supporting role愿意跨出舞台中心成为在外支持的角色 Responds to sales opportunities with minimal preparation; able to respond spontaneously when circumstances change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 Adjusts coaching or assistan
