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所在平台: Udemy |
课程主页: https://www.udemy.com/course/target-account-selling/
课程评论：没有评论
**课程名称：** 席尔博目标客户销售 **课程概览：** 本课程聚焦于“目标客户销售”（Target Account Selling, TAS），这是一种在高竞争、客户购买决策具有高财务、战略或组织影响力的销售环境中极其有效的销售方法。TAS流程由Siebel（现为Oracle）开发，旨在帮助销售专业人员制定更完善的获胜计划，以获取新业务。 TAS流程通过以下方式帮助销售人员赢得更多业务： 1. **在正确的时间与正确的人就正确的问题进行沟通。** 2. **制定有效的销售活动计划。** 3. **提升销售团队内部的沟通效率。** 4. **将销售人员的关注点从战术层面转移到战略层面。** 本次目标客户销售培训将教授以下内容： 1. **评估机会：** 一个客观的流程，能够揭示关键的客户、业务和竞争信息，并驱动明智的竞争决策。 2. **制定竞争策略：** 一个确定最有效赢得客户业务的方法的框架。 3. **识别关键人物：** 一种识别影响或将受客户购买决策影响的人员的角色和状态的方法。 4. **定义关系策略：** 一个与购买组织中能够帮助你赢得销售机会的有影响力的决策者建立联系的流程。 5. **将想法转化为行动：** 一种识别赢得机会所需的具体策略以及支持每项任务所需资源的方法。 6. **测试和改进计划：** 一个结构化的流程，用于分析机会计划并对其进行优化，以达到最高的 campo 实施质量。
Target Account Selling is highly effective in organizations with selling environments marked by intense competition, customer buying decisions with high-financial, strategic or organizational impact. The Target Account Selling process was developed by Siebel now Oracle. In this training sales professionals create a refined winning plan for securing new business. The Target Account Selling (TAS) process helps sales professionals win more business by:1. Focusing on the right issues with the right people at the right time.2. Developing effective plans for sales campaigns.3. Communicating more effectively within the sales team.4. Shifting the focus of salespeople from tactical to strategic issues.This Target Account Selling training includes learning to:1. Assess the Opportunity: An objective process that reveals critical customer, business and competitive information, and drives and informed decision to compete.2. Set the Competitive Strategy: A framework for determining the most effective approach to winning the customers business.3. Identify the Key Players: A method to identify the roles and status of people who affect or will be affected by customer buying decisions.4. Define the Relationship Strategy: A process to align with influential decision-makers in the buying organization who can help you win the sales opportunity.5. Turn Ideas Into Activities: An approach to identify specific tactics needed to win the opportunity and the resources required to support each task.6. Test and Improve the Plan: A structured process that analyzes Opportunity Plans and refines them to the highest possible quality for implementation in the field.
