vbspicc文件材料教学稿件.ppt

? 2006 Cargill, Incorporated. All Rights Reserved.Cargill, Incorporated. All Rights Reserved. Self-introduction 自我介绍 Baquan qi Graduated from shanxi college in 2007 Major: Animal Nutrition Over six mouths with Cargill Work experience: QA/Technical service VST/Marketing/Sales Business operation Today’s selling environment(当今的销售环境) Competition is no longer for markets, but for individual customers(竞争不在是针对整个市场,而是针对个体的客户) Mass marketing is its twilight(规模化营销的影响作用越来越小) Personal credibility is the chief determinant of sales success(个人信任度是取得销售成功的主要决定因素) Substance and trust is the cornerstones(销售人员的素质和客户的信任是基础) Performance is the basis for continuing sales(产品的性能是持续销售的基础) The bottomline(基本的共识) The sales function has always been vital to business success(企业的成功,销售所起的作用总是至关重要!) Traditional source of competitive advantage have lost steam(保持竞争优势的传统资源已经消失) Sales professionals are rapidly becoming the critical source of competitive advantage(专业化销售正在迅速成为非常重要的具有竞争优势的资源) Selling? 销售？ ...is the action of advocating the mutually satisfactory relationship between a customer and a supplier 是在客户与供应商之间倡导双赢关系的行动 Salespeople? 销售人员？ …are ADVOCATES for establishing and maintaining relationships with our customers 是与客户建立并维系双赢关系的倡导者 Professional? 职业化/专业化？ Having or showing great skill; Expert; Having Win-Win mind; Engaging spirit Ownership. 拥有并显示出卓越的技能；专家型；具有双赢思维；乐业精神 主人翁意识 Three Questions(三个问题) Help to understand “sales professional” better How to be sales professionals?那么,如何成为专业化的销售人员? help you to better understand the concept of value 帮助你更好地理解“价值”概念 give you new ways to think about your role in creating value为你提供新的方法思考你在价值创造过程中的作用 expose the secret of the best salespeople - how they create value for their customers 揭露优秀销售人员的秘密——他们是如何为客户创造价值的 Value Based Selling will:价值销售将给你带来…… Learning Model 学习模式 Evaluation 评估 Synthesis 综合 Analysis 分析 Application 应用 Comprehension 理解 Knowledge 知识 Everyone should be at least at the application level of the learning model. VBS Value Ba