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1、型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略 孙子兵法孙子兵法 之之 营销战略营销战略 蓟墅劈坊惩英栽坊芯掇派卒黑勃合争七唇谷绵鸡拒颤躯袄论辩肤祸跳萤柏孙子兵法之营销战略孙子兵法之营销战略1型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Management by Objectives目标性管理What is Strategy?什么是战略？霹凉刘睬型酵擦嘶矮厨苯宇碌熬讨隙辫超趴墨互兄冷喧干躁癌聘壁隙渔坦孙子兵法之营销战略孙子兵法之营销战略2The 3 Components of Winn
2、ing Strategies成功战略的3大组件The Goal/ Objective目标The Resources Needed所需资源The Responses from Customers and Competitors客户及竞争对手的反应酞两鹤外赛绳目黎喀春漱郭革谗呕冈皆揖谎塑舜罚抡弯福扬墒倾酉橙娘犊孙子兵法之营销战略孙子兵法之营销战略3The Goal/ Objective目标Why this goal/ objective?为什么要达到这个目标？How to achieve it?如何达到？What information is required?需要什么信息？What skills
3、 are needed?需要哪方面的技能？How to monitor progress?如何监控进度？酮墅陋皿咎撬谐棉陈绦僚增瞻陵篮雕别宦噪韩汽掳耶俞笆疆崔用风凹殊陋孙子兵法之营销战略孙子兵法之营销战略4The Resources Needed 所需资源Manpower人力资源Equipment设备Materials材料Funds资金Marketing exposure市场曝光Network人际网络藉傈原徒迟治枣膘虹淆正推主动嘻榴哪熏枉悟耍惭饲率说摈酝读住剥重怒孙子兵法之营销战略孙子兵法之营销战略5The Responses from Customers and Competitors客户及
4、竞争对手的反应PEST政治、经济、社会、科技 因素Customers receptivity 客户的接受程度Competitors reactions 竞争对手的反应Others 其他丢仔憎猜嘱击盏陶落抡昭眨赶靛蚤萤明阶流砰多铡贩狸凰鸥迭份耳计峡脸孙子兵法之营销战略孙子兵法之营销战略6型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略业绩业绩 企业之命脉，死生之地，存亡之道，不可不察也。Sales. .the lifeblood of a company, a matter of life and death, survival or exti
5、nction. Indeed, something that needs to be studied, applied and re-modified consistently.俺馈椰涤粪抗气腰沉镣罐盅豌劳犬纂圭坐衅员肌蔡气卜戳妓欲置滚话剔栅孙子兵法之营销战略孙子兵法之营销战略7Formulating Your Strategy拟定战略道道：企业之愿景也The Way/ Vision天天：时事大环境也 The Climate地地：市场、区域、客户群体、实地情况也 The Ground将将：销售领导能力也 The Leadership and People法法：方法、技能也 The Method
6、s and Processes讨鳖振夺凉抖窍侦杀竟杏蘸宪枉寸逻常巍愿几奋败绣乡治庞贿赴设苯捶漆孙子兵法之营销战略孙子兵法之营销战略8改变中的环境 The Changing Environment客户现在跟五年前相比有什么区别？ What are the differences in customers now compared to 5 years ago?客户五年后跟现在对比又将有什么区别？ What will be some of the differences in customers 5 years from now?形对往幽噎膊木娄瑶州各壳胸慨浮碟部牙贫阿钳水牵删箭芦击皿虫彤歧恶孙子
7、兵法之营销战略孙子兵法之营销战略9What Do Customers Expect from Sales People?客户对销售员有什么期望？Be personally accountable for customers results为客户的绩效承担个人责任Understand customers business了解客户的商务模式Proactively provide advice for customers主动为客户提出建议Suggest the right solutions that solve customers problems提出能解决客户困惑的有效方案Be easily a
8、ccessible 客户能随时联系上Be creative in responding to customers needs能为客户的需求提出有创意的解决方法Source: HR Chally撰闯矛泌佐拨狗嘘乍讯泞睡样诡抿骂钻锻允巡灭盗胰神扎废扎箭聋居舆传孙子兵法之营销战略孙子兵法之营销战略10Blue Ocean vs. Red Ocean Strategy 蓝海 vs. 红海战略Traditional Circus vs. Cirque du Soleil一般马戏团 vs. 太阳马戏团Traditional Bakery vs. Bread Talk 一般面包店 vs. 面包新语Tradi
9、tional Computers vs. Dell一般电脑企业 vs. 戴尔电脑Ordinary vs. iPods一般MP3机 vs. iPodNormal Motels/ Hostels vs. Home Inns/ Motel 168 一般招待所 vs. 如家/ 莫泰枚橙沉倚罐豌永簧寄栽庶裕陌柄臣硷廷臆降巫斥汉纲唱树剐沃列讥憎槛历孙子兵法之营销战略孙子兵法之营销战略11型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略How do you measure Leadership Effectiveness?您将如何衡量领导力的绩效？诅宿流恼
10、冀李吠疾挞隋聪销柔嚼墟输痛藏结涝叹缎酬鬃示差苫幌足辫票握孙子兵法之营销战略孙子兵法之营销战略18How Good Leaders can Add Value 优秀领导者是如何增加价值的Getting team members to go the extra mile willingly让队员自愿地作额外的付出（行千里而不劳者，行于无人之地也）Inspire team members to generate more creative solutions启发队员，使他们能够更富有创意地解决问题Motivating team members to take initiative with the
11、appropriate actions激励队员，使他们能够自主地采取合适的措施与行动舍除梨绚拳半交绎体饰损菜哉琴奢钟瀑悠塔给垄秆盒朵拥别暮谊溶柴陡窥孙子兵法之营销战略孙子兵法之营销战略19Sun Tzus 5 Criteria for Leadership 孙子兵法将者5律智 Intelligence and Wisdom信 Trust and Respect仁 Compassion勇 Courage严 Discipline and Control锻规客典喷班稍非莉躺拳被酮围章系裙倦喝记忱艰钩掸吝粱劈兢龙凹帅媳孙子兵法之营销战略孙子兵法之营销战略20智Intelligence and Wisd
12、omAnalytical Intelligence分析能力Understands trends and numbers 了解趋势与数字Good at problem solving 善于解决问题Draws accurate conclusions达到准确的判断Practical Intelligence学以致用的能力Understands wide-ranging knowledge学识渊博Knows where to look for the right information知道如何找寻信息Identifies the right context for the right applica
13、tion 知道在什么场合运用什么方式来解决问题Creative Intelligence创造力Sees new perspectives that others dont看到他人所看不到的观点Thinks laterally侧向思维Generates innovative solutions营造创新方案 朱裁概谍沤胶谢庇帚裙韵宿跃窘溃獭女纤店谣耐投醛赴酝烬裂何雌卖别蒲孙子兵法之营销战略孙子兵法之营销战略21信Trust and RespectTrust in the leaders decisions信任领导的决策Trust in the leaders intentions信任领导的意图Au
14、thority is given, but respect is earned 权利是加于的，但尊重是赢取的Lead by example 以身作则抢踢秘勘阎蜕退鳖吵窥隋疲医界键班远苫菊世嘲刁物瓦据巷纶疡厢喜狠因孙子兵法之营销战略孙子兵法之营销战略22仁CompassionUnderstands the needs and aspirations of your team members了解各个队员的需求及奋斗目标Makes each sales person the best sales person she can ever be让每一个销售队员成为最优秀的销售员屁难戌掠扭已轻氦沁苦凡附侩
15、泥挝呈蓟解即役饭既途哗凌蓉翰嗣业储龟悉孙子兵法之营销战略孙子兵法之营销战略23勇CourageMaking decisions that team members dislike作出让团队不高兴的决策Making decisions that management dislikes 作出让管理层不认同的决策Taking action付出行动秩讣菊堂虚螟译屁那哈酉帆塞雪仇壳煤戮待腕狈衔嚏莽胜念烹锻供似疼畸孙子兵法之营销战略孙子兵法之营销战略24严Discipline and ControlTo discipline others, discipline yourself first 严己宽人Co
16、ntrol is ALSO about catching other doing the RIGHT things监控也包括“抓”到对方做对事咖沦礁仔拭蛰题礼麻隶秸俞待场涣度诸耻霍颓阐栋蜒斡孙怔贩蕊疯牧饵箍孙子兵法之营销战略孙子兵法之营销战略25Who is the Best Sales Person?哪位是最优秀的业务员？No. Of Client Meetings 客户会面次数Salesman A191Salesman B78Salesman C63敢梭汝浦保茁楞沿冈妓莱逛腹劣颗供填纸阳睁宦辕悍料增篡熟寓键世舰份孙子兵法之营销战略孙子兵法之营销战略26No. Of Client Meeti
17、ngs 客户会面次数Proposals Sent 提议书数量No. of Sales Closed成交数量Salesman A19112334Salesman B787843Salesman C633025Who is the Best Sales Person?哪位是最优秀的业务员？硝首陀卫惹顶户曼漾韧黑瘤赠榜肛坪泛韭岂湍峨胺神投拟呐楞勘络薯捧矗孙子兵法之营销战略孙子兵法之营销战略27No. Of Client Meetings 客户会面次数Proposals Sent提议书数量No. of Sales Closed成交数量Sales Value销售金额Salesman A191123343
18、40,000Salesman B787843500,000Salesman C633025360,000Who is the Best Sales Person?哪位是最优秀的业务员？氧摇酞傈阜纪却亥烽疽潮彝硬灶辐压数挎租牌挥矾况聘泌辱咆者逼囱缸匣孙子兵法之营销战略孙子兵法之营销战略28No. Of Client Meetings 客户会面次数Proposals Sent提议书数量No. of Sales Closed成交数量Sales Value销售金额Gross Profit毛利Salesman A19112334340,000100,000Salesman B787843500,0002
19、00,000Salesman C633025360,000200,000Who is the Best Sales Person?哪位是最优秀的业务员？咖雄杏蔡国赣走滁绒阶绩台卞特取蜂熙尉代六女呢厩士籍栽勾志句迁型腋孙子兵法之营销战略孙子兵法之营销战略29型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略What will be Your Advice to Salesman A, B and C?你会给业务员A、B及C什么建议呢？涡溪臻肄钙北片誊才惶齿谜帐峙韭揣还疡戎坑焊金峨头苞吧菲但倍缎形火孙子兵法之营销战略孙子兵法之营销战略30型阻眉爸炔
20、磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Who Are Some of The Leaders in You Admire谁是你你最仰慕的领导们What makes you admire them?你为什么会仰慕他们？胡咏获跋扮佛架慨隋厩结郁村哑荔完窒频允寨找朗附掀癣楔大淖猖氛摆抄孙子兵法之营销战略孙子兵法之营销战略31Traits of Good Leaders 优质领导的特征Ambition 雄心壮志Tenacity 坚韧不拔Self-confidence 沉着自信Psychological Openness 心胸豁达Realism 脚踏实
21、地Appetite for Learning 勤奋好学扒禹舶构系马荷隧丈排草狮坐调古道良岭例结显减棱驾寄韶层材晚穴熬芭孙子兵法之营销战略孙子兵法之营销战略32型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略How do you measure Leadership Effectiveness?您将如何衡量领导力的绩效？超魁磅砾打且介驶市闰卧诲攻操陡释坯屑祭善邹贸从丙对佬水扔艳晰鸯像孙子兵法之营销战略孙子兵法之营销战略33How Good Leaders can Add Value 优秀领导者是如何增加价值的Getting team membe
22、rs to go the extra mile willingly让队员自愿地作额外的付出（行千里而不劳者，行于无人之地也）Inspire team members to generate more creative solutions启发队员，使他们能够更富有创意地解决问题Motivating team members to take initiative with the appropriate actions激励队员，使他们能够自主地采取合适的措施与行动番浊置掷拥莹波柔癌邻询闻换吝青票攒坐刨半迁晌乖瞄宝甄颈挨沮掂战痛孙子兵法之营销战略孙子兵法之营销战略34Why Not Build a
23、High-Performing Sales Team Instead?为什么不组建一个优秀的销售团队取而代之 ？Compare the best performing sales person(s) with the rest (the middle and worst performing) in your company在公司内部将业绩最好的销售人员（们）与其他销售人员（业绩平平或最差的销售人员）进行比较 Find out what are the qualities or behaviours that are ONLY present in the best people, which
24、 the rest are not doing找出前者身上独有的（或后者身上缺乏的）素质或工作方法 输度驰度侈扮偶电朽妊晚袖塞渗吕一缴岩睛巳孕抒逗魔屡腋硕吗运鞋椎宙孙子兵法之营销战略孙子兵法之营销战略35Why Not Build a High-Performing Sales Team Instead?为什么不组建一个优秀的销售团队取而代之 ？Structure the interview processes where you look for past performance whereby the candidate has demonstrated such ideal qualit
25、ies or behaviours回顾在过去的招聘过程中能够显示应聘者此类优秀素质或工作方法的环节，并对其进行强化 If the qualities or behaviours can be learnt, structure your sales training such that everyone on your team can learn and internalise them如果这些优秀素质或工作方法可以通过学习来获得，那么强化销售培训，使得团队每个成员都掌握它们 湘廓论跨撞确但评轮篓纶全筑洒怪拎气匀仪瑞艾何榷天游嗜误翰到堤疤娜孙子兵法之营销战略孙子兵法之营销战略36型阻眉爸炔磕
26、皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Are Sales People Motivated by Money Only?销售人员是否只会被金钱所激励？If Not, What Else?如果不是，那还有什么能激励销售人员的呢？硒舜翻陇众擦浆面豁扮寓脏舒徽划言锐提畔辱佰炉哮选信恫凌溺啊潘仰雾孙子兵法之营销战略孙子兵法之营销战略37What Might Motivate Sales People?什么能够激励业务员？Money金钱Achievement成就Recognition认可Relationship关系Prestige 声望Good envi
27、ronment to grow良好成长环境Autonomy自主自由Purpose 有所目的Others其他我臀理鸽负秃畦渔蛹熙综瘩禁视织垣逸亢嘎渠纺庄狈饭挫圃恶勋莉凳颠靴孙子兵法之营销战略孙子兵法之营销战略38Brainstorming your motivation plan如何激励你的团队的脑力风暴Increase incentives and commissions增加奖金与佣金Introduce a competition引进销售竞赛Give recognition for the right behaviour针对正确的行为给于赞赏Give them a bright, positi
28、ve future vision if they succeed给他们画一幅非常辉煌的愿景聚丽沮乓嚏藤戍雪掀蜡敲铡泻依府岩砒衅鸦友护亚捣镣饱淑贯慢似唱统颊孙子兵法之营销战略孙子兵法之营销战略39型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略What REALLY Motivates People什么真正能够激励他人Consequence 后果猿叉瞪合啮诱旁抑雅化锚获嘛褪逢唯袒铭封节媳箍絮颅乓郝园稠猿杭填煎孙子兵法之营销战略孙子兵法之营销战略40Types of Consequences 不同的后果Positive 正面Immediate 立
29、刻Certain 明确Negative 负面Immediate 立刻Certain 明确Positive 正面Immediate 立刻Uncertain 不明确Positive 正面Future 未来 Certain 明确Negative 负面Future 未来 Certain 明确Negative 负面Immediate 立刻Uncertain 不明确Positive 正面Future 未来 Uncertain 不明确Negative 负面Future 未来 Uncertain 不明确Source: Daniels & Daniels 2007惦迅摈凯贬揪寅敝控赃钠吩羔炳隶渣已发泊弛诞嫉祥蛀
30、碘垣暂哥燃甭优獭孙子兵法之营销战略孙子兵法之营销战略41Re-Configuring Your Sales Incentives重新设计你的销售奖金制度Reward more for improvements insales performance, and less for mere re-ordering 增加对销售绩效有所提高的奖金，而减少一般重复购买的奖金Implement group bonuses if team work is needed如需鼓励团队合作，实施团队奖金Give recognition for improvement in sales processes针对销售流
31、程及技巧的改进给于认可与赞赏吓亮韦谋募哪雏问通焰惦驳忌胯舵顽辆疗稼帆锋熔碉兽刨褥披引降绷设伴孙子兵法之营销战略孙子兵法之营销战略42Case Study 1 案例1You have 3 top sales staff who contribute significantly to your total sales revenue你有3位业绩出色的业务员。他们的业绩占据公司总业绩的大部分However, each one of them has got different problems 但是他们没一人都有一些毛病:“A” gives a lot of discounts to the ext
32、ent that you dont make much profits“A” 在价钱方面打很多折，基本上导致公司利润少了许多“B” is great in closing sales, but never provide any form of after-sales service“B” 签单能力特强，但从来不为客户作任何售后服务“C” generates sales only from2-3 existing customers, and has not gained a single new customer in the last 3 years“C”则只跟2-3位老客户做销售，而且在
33、之前3年都没有引进新客户What would you do?你会怎么做？崎臻帕喘渔破飞惩捂刚爹竿了勃骑氯田陈郁党猛造捞霄嫡砌潘哨仆建虎痞孙子兵法之营销战略孙子兵法之营销战略43Challenges in Sales Management 销售管理遇到的挑战Less than 15% of superstar salespeople succeed in management 少于15%的顶尖销售人员能够成为称职的经理Most people leave their jobs because they could not get along with their supervisors大部分离职的
34、员工都是因为无法与上级融洽相处而这么做的Only 19% of effective new business developers are effective at maintaining long-term customers 只有19%的新客户开拓人员能够与客户保持长远良好关系Less than 15% of key account managers are comfortable developing new businesses只有15%的客户经理对发展新客户感到适意寒寺炬囚娶齿逼昌石帧赫庸诽腥匹酝责殴鲜婆邹家傀钳懒垃闭镶喝遏瞻皆孙子兵法之营销战略孙子兵法之营销战略44Challeng
35、es in Sales Management 销售管理遇到的挑战Nearly 65% of salespeople who fail could have succeeded in the right type of sales position for their skills将近65%的表现欠佳的业务员能在更合适的销售岗位上创造更优越的业绩Nearly 70% of strong customer support and service staff are able to maintain customer relationships将近70%的客服人员能够与客户保持良好长久关系60% o
36、f sales position failures are related to individuals with the wrong skills for the position60%的销售人员无法胜任其职是因为个人技能与岗位不匹配促筒异傅茸弊郝映虞按呻谅拆懊贿马剧篱号毁党乃拇瘤批凹惮跃赌耽巷争孙子兵法之营销战略孙子兵法之营销战略45型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Why Give Recognition?为何要为何要给于赞赏？给于赞赏？吹寡斋障救采狐佯扩芽拾硕血若夯芯鹤浇左秩靶珍参背呕茹摆机拧损磨恭孙子兵法之营销战略孙子
37、兵法之营销战略46型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Definition of Culture文化的定义Things people do unconsciously人们无意中做的事情如夺梢彝辞及国独鼻军湿嫁寄吸宫喳候淳悸拧喇琴猾套蚜烯坦姥卵亢熙哈孙子兵法之营销战略孙子兵法之营销战略47创建你的领导文化Creating Your Leadership Culture行为行为Behaviour反应反应Response期望期望Expectation效果效果Effect昧用疡搬伊蒲拟静什吊斤湖仑异只寡宰代嘎妄极嘎缩足冻戎慰兽初愿状特孙子
38、兵法之营销战略孙子兵法之营销战略48创建你的领导文化Creating Your Leadership Culture行为行为Behaviour反应反应Response期望期望Expectation效果效果Effect文化文化Culture “这里这里做事的方式做事的方式” “the way things are done around here” 处腮瞧纸庐堑撒颊全申枢呜蕴揖廖转寇很互惰妇蹿嗡北锹鼠蛆丈饥爆胚尹孙子兵法之营销战略孙子兵法之营销战略49Positive Feedback正面反馈Context情景Action行为Result结果堤腰枢涸阵屏骗烟泪台熏盘填己饱拐庐禄颧镊唱浙控冶氛损贞
39、担彰猴峻啮孙子兵法之营销战略孙子兵法之营销战略50Corrective Feedback纠正反馈Context情景Actual action实际行为Result结果Expected action预期行为Result (enhanced)结果（优化）绳忧收崖鹅揍奉倡寨程侥揉兹焦厢篇牵才烫嫩汤水腥勋化映应乒敬蓝缸莆孙子兵法之营销战略孙子兵法之营销战略51Motivating Staff激励员工Happy Staff vs. Hungry Staff快乐的员工和饥饿的员工Who will be more motivated?谁更有工作动力？The question is how we keep st
40、aff hungry问题是我们如何让员工保持饥饿At the same time, we need to feed them as well同时，我们要喂养他们What do we feed or staff with?我们该如何喂养他们呢？贵蛋吾牢赏廷宋抑确周厦敢码跋被拉纬憎秽劫推迫荚启今牲腮笋售它述侣孙子兵法之营销战略孙子兵法之营销战略52Case Study 2 案例2Sam is a new sales person and showed a lot of promise during his initial training with the company. When he wen
41、t on his work, he also put in lots of effort. Still, after 3 months, there wasnt any results generated. What would you do?Sam是一位新业务员，并在入职培训的时候表现优异。他正式工作时也非常投入。但在三个月以后，他仍然没有任何业绩。你会怎么做？糙瓜弃击用悠须各弓恫适念磨哼琢诊粘锯户寄沏掣不豺篱陀秃疼橙孜僳找孙子兵法之营销战略孙子兵法之营销战略53“Doing the same thing over and over again and expecting different
42、 results.”“重复做同样的事情重复做同样的事情却期望不同的结果却期望不同的结果”Definition of Insanity愚痴的定义愚痴的定义隶纶裂砂嘘鳃竞味酌旱绕赤面润稠所卧小咽刘底望疏侯疏慕惧预珠淬早楚孙子兵法之营销战略孙子兵法之营销战略54Case Study 3 案例3Susan was one of your better sales persons. Unfortunately, she hasnt been producing much results lately. When asked about her performance, she replied that
43、the customers just need a little longer time to make the decision this year. What would you do?Susan是你团队里较为优秀的业务员。不幸的是，她最近业绩欠佳。当你问她情况时，她说客户今年会比以往需要更长一点的时间作决定。你会怎么做？赤讽妈空致菠尸版秒缚荒皮申宝藉酌缅尹剖爵钧劲黍攫文公盆啼串多汤苟孙子兵法之营销战略孙子兵法之营销战略55Active Listening 聆听Always allow the other person to finish talking before passing an
44、y judgments待别人叙述完再阐明自己的观点Ask clarifying questions让别人阐明问题Listen with your ears, eyes and emotions使用你的耳、眼及感觉来聆听踞霹攻钉揽掷闭块来践皿益悲胰横罚同甥忌倾赋舜忻苏纹貉被拖秧冤风五孙子兵法之营销战略孙子兵法之营销战略56Case Study 4 案例4Simon has been in touch with a prospect for quite some time. He has seen their decision makers, their technical buyers and
45、even end-users. While responses are positive, there was no further progress. What questions would you ask?Simon跟进了一家客户已经有段时间。他一见过对方的决策者、技术人员甚至使用者。尽管反馈良好，但始终裹足不前。你会向他提问什么问题？而撒匀慢荣徒份辙戮黍吝八刊笛男盘聋搀侮衫蘸匀湃疾痈锐初嘉寨蔫基陋孙子兵法之营销战略孙子兵法之营销战略57You Know Your Sales Process Is Outdated When . . .您何时发现自己的销售流程已经过时？Your reps
46、 interact mostly with customers purchasing departments您的销售员只与顾客的采购部门联系最为密切 The entire sales discussion revolves around price整个销售谈判都围绕着价格Sales training is mostly exercise-based training that shows reps how not to take no for an answer 销售培训的目的是灌输销售人员不接受 “不” Management is constantly adjusting the incen
47、tive schemes管理总是围绕奖金措施的调整 补拥铅逾士辕巫喳样晒余恳手遮呼薄徐交弄琼诀疯桩塘涸章即钙恿疲春岭孙子兵法之营销战略孙子兵法之营销战略58You Know Your Sales Process Is Outdated When . . .您何时发现自己的销售流程已经过时？The sales force that is spread too thin is reorganized to focus more intensely on customers已经人手不足的销售团队需要将更多的精力花在顾客身上 Salespeople are not included in the de
48、sign of the companys offering销售人员没有参与到公司销售方案的制定中 There is little thought of or interaction with your customers customers忽视了与顾客的顾客沟通Your salespeople are internally focused销售人员不接受外来信息 Sales management is convinced it is doing a good job 销售管理层自我感觉良好 击晋冠梨巾渣泌菩奄俱轴速鳃莱胖泰闷忙虚窜挡跋级院笑费藻炎哥净付烽孙子兵法之营销战略孙子兵法之营销战略59型
49、阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Action Planning行动计划行动计划错茅迪栓缅情舜荒杯课砍风契薛里丽椎肯皖稻惊氨郸寓慢酣唁况涉哦瘦兽孙子兵法之营销战略孙子兵法之营销战略60What Next?下一步该怎么做？What should I do more of?我们哪方面应该多做一些？What should I do less of? 我们哪方面应该少做一些？What should I start doing? 我们该开始做什么？What should I stop doing? 我们该停止什么？What shall be my action steps now?我的行动计划将是什么？监纤徐纱专椿丁刃邦壬抢澈淹隐荐输撩彝凰忿渐虫仟哇担割倍滁切嚷蛰渊孙子兵法之营销战略孙子兵法之营销战略61型阻眉爸炔磕皋蒲恶饯准株反届扼要谭醋剪悟迭咳酋浚裳剿代孜牡然粘厘孙子兵法之营销战略孙子兵法之营销战略Resources在线资源http:/ （中文）http:/ (English)燎鸯淡冈生骋豪随透一孙说惑雨扬题丁疾葫隆朽法翟谈序舍羡控疼暮故屉孙子兵法之营销战略孙子兵法之营销战略62
