rockwell以客户为中心的销售2.pptx

Date;检查点 确认 (email) 管理事件顺序计划;日期;Eastman Chemical: Voridian Project;Call Objective: “We appreciate the opportunity to meet with you today. As you are aware, I’ll be helping members of your company do a cost versus benefit analysis to determine the value of going forward with our recommendation. If dates of the implementation schedule are missed, it will impact the projected payback period. I’ve brought along one of our Specialists to participate in our discussion.”;Eastman Chemical: Voridian 项目;访问目标: “我们感激这次与您会面的机会。 如您所知道的, 我将会帮助评估团队的成员做成本vs利益分析 来确定我们的建议所能带来的价值。 如果执行日程被错过，将会影响到预计的回报期。我带来一名我们的专家来参与我们的讨论。”;9、我们的市场行为主要的导向因素，第一个是市场需求的导向，第二个是技术进步的导向，第三大导向是竞争对手的行为导向。八月-21八月-21Thursday, August 12, 2021 10、市场销售中最重要的字就是“问”。14:36:2314:36:2314:368/12/2021 2:36:23 PM 11、现今，每个人都在谈论着创意，坦白讲，我害怕我们会假创意之名犯下一切过失。八月-2114:36:2314:36Aug-2112-Aug-21 12、在购买时，你可以用任何语言；但在销售时，你必须使用购买者的语言。14:36:2314:36:2314:36Thursday, August 12, 2021 13、He who seize the right moment, is the right man.谁把握机遇，谁就心想事成。八月-21八月-2114:36:2314:36:23August 12, 2021 14、市场营销观念：目标市场，顾客需求，协调市场营销，通过满足消费者需求来创造利润。12 八月 20212:36:23 下午14:36:23八月-21 15、我就像一个厨师，喜欢品尝食物。如果不好吃，我就不要它。八月 212:36 下午八月-2114:36August 12, 2021 16、我总是站在顾客的角度看待即将推出的产品或服务，因为我就是顾客。2021/8/12 14:36:2314:36:2312 August 2021 17、利人为利已的根基，市场营销上老是为自己着想，而不顾及到他人，他人也不会顾及你。2:36:23 下午2:36 下午14:36:23八月-21 ;Solution Development Prompter?;Implementation Concerns and Capabilities Summary;解决方案开发 激励者?;执行 疑虑和能力 汇总;Lab: Implementation Concerns Capabilities Summary;To:Marty_Hayes@E From: Bradley@R Cc: Markus_Schaefer@E; Phil_Johnston@E Subj: Follow up to our conversation / Attachment: plan.pdf Dear Marty, Thank you for your participation in discussing the implementation of automation capabilities at Eastman Chemical. The purpose of this letter is to summarize my understanding of our meeting and propose Rockwell Professional Services. Current Situation You expressed concern about meeting the implementation schedule as determined by Eastman senior executives. We discussed the