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Sales model
1.
金字塔销售模式 从三角形开始,提供全面解决方案 Prepared By: Jason
Wu QQ:604390023
2.
1. 购买机器的原因 ---
基础 2. 购买机器的要求 --- 认清你真正的客户 3. 我们的产品 --- 知道自己半斤八两 4. 对手的产品 --- 知己知彼
3.
q 产能提升 q 代替人工 q
新开工厂 q 旧设备更新 q 品质改善 q 代工产品的客 户要求 q 投资策略考虑 购买机器的原因 怎样明确购买的时间及%率?
4.
q 用于加工生产的某类产 品 q 每月(每天)的产能要求 q
机器的工艺能力要求 q 交货期要求 q 预算 q 售后服务 q 使用成本 q 品牌,机器口碑和稳定性 q 及其他 购买机器的要求 1,优先次序?
5.
q 产品的规格特性 q 行业设计标准 q
公司及产品的SWOT q 不变的规格和可改变的性能 q 更具弹性的服务 我们的产品(服务) v行业设计规范,转用SMT v无序的竞争 威胁威胁 v劳动力成本上升 v竞争少,海外市场 机会机会 v品牌,品质 v售后服务 竞争弱点竞争弱点 v性价比,服务,培训,交期 v政府扶持 竞争优势竞争优势
6.
q 货比三家,要知道和谁比(谁是敌人) q 了解对手的产品规格及动态 q
掌握行业知识 q 对手提供的方案 对手的产品(服务) 找出对手的卖点
7.
q 人无我有 q 人有我优 q
人优我廉 q 人廉我转 我们提供的方案 最后才出手,一出手就要知道有没有
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