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SIEBEL CRM 重点客户销售 PPT Focusing on the right issues with the right peopleat the right time Developing and testing a comprehensive plan for your sales opportunity Enabling you to communicate more effectively with your team
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Welcome to
Target Account
Selling
®
©2000 Siebel Systems, Inc. All rights reserved. TAS.STD.OTE.070.01.120597.060100.ppt
Page 1.2
Program Objectives
Developing and testing a comprehensive plan for your
sales opportunity
Enabling you to communicate more effectively with
your team
Shifting your sales focus from tactical to strategic
Help you win by...
Focusing on the right issues with the right people
at the right time
©2000 Siebel Systems, Inc. All rights reserved. TAS.STD.OTE.070.01.120597.060100.ppt
Page 1.3
Program Map
Opportunity
Assessment
Strategy
Politics
Alignment
Planning
Testing
Implementation
Program Modules
Assess the
Opportunity
Set the Competitive
Strategy
Identify the
Key Players
Define the
Relationship Strategy
Turn Ideas
Into Actions
Test and Improve
the Plan
Implement the
Process
Target Account Selling Process
1
2
3
4
5
6
7
©2000 Siebel Systems, Inc. All rights reserved. TAS.STD.OTE.070.01.120597.060100.ppt
Page 1.5
Versatility
Level 1 Level 2 Level 3
Focus
Orientation
Repertoire
Finance
Relationships
Event
Product/Service
Technology
Price
Operations
Process
Business
Services
Cost
Management
Outcome
Political
Solution
Value
Executive
©2000 Siebel Systems, Inc. All rights reserved. TAS.STD.OTE.070.01.120597.060100.ppt
Page 1.6
Development
Status
Mode
Politics
Resources
Performance
Considered
Reactive
Aware
Premature or
Excessive
Inconsistent
Level 1 Level 2 Level 3
Preferred
Responsive
Agile
Timely & Judicious
Consistently
Achieves
Dominant
Proactive
Astute
High ROI
Reliably Exceeds
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