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1、SAPPEALSProcessOverviewAPefomancs$SPEaseofuasNeerber1gs6SosalhecfaovercecLaCustomerSAPPEALSProcessObjectivesToestablishacommonframeworkforunderstandingcustomerandcompetitiveprioritiesthatwilldriveproductdevelopmentThisprocesswillenableustodefineWinningProductsthatdelightourcustomersandincreaseourmar
2、ketshare,CustomerSAPPEALSisabusinessprocessthatfocusesonthecustomerscompetitivebuyingdecisionsArneCustomerSAPPEALSisanacronymthatdescribestheeightbasiccriteriainthecustomerscompetitivebuyingdecisions$PicsAoaiabatPacagngPetomanceEoseoruesAssuncsLeeorlcoaSocalinfuencesawca运cenCustomerSAPPEALScategorie
3、sareexaminedfromacustomerperspectiveeomEPenangcrnmeunoreeeompeeconty5cnoe-nongledomsEHRREREMaagneyeoemyrongoaeEeedrueMatennsivesesseorspmee心nnsnintonathowmondodyeseeeneetope5riesheeiseip命Asmuanee2pmacdyeoieepnadleseVnecrvogehomeeeeseonsndUecynecmsehovoersonesaeme,认euisersootnesetenesepvoeedeosenrEac
4、hCustomerSAPPEALSFactormustbeconsideredfromtheperspectiveofcustomersinamarketsegmentaeSReaercoiomeryoeusrearonowtensrmceIeaPoheoiconumannannn阮Assouwcesssergmesyopmehnnnenanieyagyadnnnpn0ninaanrewoemeebnannaciheny命朐诊命crhnennireieeeencoonpnpmnnienenennnnnndpogyeeeoneT吴一aepmpmmoonn吴余诊春余水伟沥沥水河阮芸沥皇大交页伟ci
5、aw英荣英皇洁国切尿园林孕仪一命标吴dEidteroreoriooeorenotoreterrewsoruTporoposeoncontnooendheongMhuringvensezoonasccoenngnatEAmueurIEEErseretscosrslzaroyoetsieaoidomeeiinomteonesoeeWenangcazW1sE吴吊许eceBriiceTcnropomtonioneeooinoeyogseoneerengodeneoncernCtnntooioingerntanamcnDetermineWhoTheCustomersAreIntegratorDistri
6、butorSales,SupportEndUserISV,VAR,IR一一一一一一一RetracetheEndUsersbuyingdecisiontodeterminealwhoinfluencetheofferingattributesInmanycases正maybeallthreeConductingInterviews:IndividualvsGroupsJnlevewigindividualoustomersiepreferedmetiodofgathernngtevyoiosofthecusomerfhebestin-casscompangssSouce:BestPractossSurvey1994TheeightCustomerSAPPEALSmodel一categoriesareexpandedintofactorsforeach“categoryValidateCustomerBuyingCriteria:CalibratetheAxeswithKeyCriteriaandRelativeValuetotheCustomer5AEoooeaGeEaazR
