解析渠道销售的攻心术
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• Promotes an expansion of the current product line 有针对 性地销售更多产品
• Pays attention to trends or problems that current solutions do not solve 对目前产品所不能解决的问题或趋势保持关注
• Resists the distraction of non-work-related issues 不被废工作事情分散注意
• Strong sense of duty to those who are counting on him/ her 对服务对象拥有职责使命感
• Prepares a back-up system to cover unpredictable
• Key Challenges Faced when Working with Channel Partners 与渠道伙伴合作的常见挑 战
• Understanding the Types of Channel Partners 了解渠道伙伴的不同分类
• Communicating with Your Channel Partners 如何与渠道伙伴有效沟通
随传随到
• Account penetration by cross selling 深入客户，交叉销 售
• Makes formal sales presentations 做正式的陈述
• Closes through personal identification with the product/
• Organized and efficient in time management during
the day so that the need to work unscheduled hours is the exception rather than the rule 良好 的时间管理，加班情况属个案
or unpreventable overloads or absence
有备
无患
8
Account Penetration by Cross Selling 深入客户，交叉销售
• Develops a sales plan for increasing business with existing customers 为现有客户拟定销售计划，以增加销售额
specifications that would change existing business
arrangements
关注客户的购买、组织结构的变化，以
防万一
• Monitors buying patterns to ensure uninterrupted delivery of the desired benefits 关注客户的购买习惯，确保不会断货
• Works to generate continued business from existing accounts 保住客户，细水长流
– emphasizing steady income flow over occasional windfall 比较喜欢细水长流多过一夜致富
• Tracks changes in the customer’s organisation or
• Practical intelligence 学以致用的能力
• Analytic ability
分析能力
7
Responds at Any Hour 随传随到
• Almost always available after hours to respond to
the needs of both internal and external customers 在下班时间以后为内、外部客户服务
seBaidu Nhomakorabeavice
以个人对产品与服务的认同完成销售
• Training in a structured setting 伴做培训
有系统地给渠道伙
• Makes joint calls 一起拜访客户
• Develops comprehensive product knowledge to be a credible resource 提升自己的产品知识已成为权威
5
Exactly What Does a Channel Sales Manager Need to Do? 渠道销售经理究竟需要做些什么？
6
Duties and Responsibilities of a Channel Sales Manager 渠道销售经理的义务和责任
• Responds at any hour
2
What are Some Key Challenges Faced when Managing Channel Partners？ 管理渠道伙伴最常见的挑战有哪些？
3
Elements of Effective Channel Sales Leadership 渠道销售领导力的主要因素
• Duties and Responsibilities of a Channel Sales Manager销售经理的职责
Psyche-Channel Selling: How to Get into the Minds of Channel Partners and Get Optimal Results
渠道销售攻心术：如何深入解剖 渠道伙伴的心态，创造有职业绩
1
Top Sales People Don’t Necessary Become Good Channel Sales Managers. Why? 卓越销售员不一定就是优秀的渠 道销售经理。为什么？
• Planning for Success 为成功作策划
• Managing the Pipeline
管道管理
• Conflict Resolution 冲突管理
4
Elements of Effective Channel Sales Leadership 渠道销售领导力的主要因素
• Duties and Responsibilities of a Channel Sales Manager 销售经理的 职责
• Pays attention to trends or problems that current solutions do not solve 对目前产品所不能解决的问题或趋势保持关注
• Resists the distraction of non-work-related issues 不被废工作事情分散注意
• Strong sense of duty to those who are counting on him/ her 对服务对象拥有职责使命感
• Prepares a back-up system to cover unpredictable
• Key Challenges Faced when Working with Channel Partners 与渠道伙伴合作的常见挑 战
• Understanding the Types of Channel Partners 了解渠道伙伴的不同分类
• Communicating with Your Channel Partners 如何与渠道伙伴有效沟通
随传随到
• Account penetration by cross selling 深入客户，交叉销 售
• Makes formal sales presentations 做正式的陈述
• Closes through personal identification with the product/
• Organized and efficient in time management during
the day so that the need to work unscheduled hours is the exception rather than the rule 良好 的时间管理，加班情况属个案
or unpreventable overloads or absence
有备
无患
8
Account Penetration by Cross Selling 深入客户，交叉销售
• Develops a sales plan for increasing business with existing customers 为现有客户拟定销售计划，以增加销售额
specifications that would change existing business
arrangements
关注客户的购买、组织结构的变化，以
防万一
• Monitors buying patterns to ensure uninterrupted delivery of the desired benefits 关注客户的购买习惯，确保不会断货
• Works to generate continued business from existing accounts 保住客户，细水长流
– emphasizing steady income flow over occasional windfall 比较喜欢细水长流多过一夜致富
• Tracks changes in the customer’s organisation or
• Practical intelligence 学以致用的能力
• Analytic ability
分析能力
7
Responds at Any Hour 随传随到
• Almost always available after hours to respond to
the needs of both internal and external customers 在下班时间以后为内、外部客户服务
seBaidu Nhomakorabeavice
以个人对产品与服务的认同完成销售
• Training in a structured setting 伴做培训
有系统地给渠道伙
• Makes joint calls 一起拜访客户
• Develops comprehensive product knowledge to be a credible resource 提升自己的产品知识已成为权威
5
Exactly What Does a Channel Sales Manager Need to Do? 渠道销售经理究竟需要做些什么？
6
Duties and Responsibilities of a Channel Sales Manager 渠道销售经理的义务和责任
• Responds at any hour
2
What are Some Key Challenges Faced when Managing Channel Partners？ 管理渠道伙伴最常见的挑战有哪些？
3
Elements of Effective Channel Sales Leadership 渠道销售领导力的主要因素
• Duties and Responsibilities of a Channel Sales Manager销售经理的职责
Psyche-Channel Selling: How to Get into the Minds of Channel Partners and Get Optimal Results
渠道销售攻心术：如何深入解剖 渠道伙伴的心态，创造有职业绩
1
Top Sales People Don’t Necessary Become Good Channel Sales Managers. Why? 卓越销售员不一定就是优秀的渠 道销售经理。为什么？
• Planning for Success 为成功作策划
• Managing the Pipeline
管道管理
• Conflict Resolution 冲突管理
4
Elements of Effective Channel Sales Leadership 渠道销售领导力的主要因素
• Duties and Responsibilities of a Channel Sales Manager 销售经理的 职责