渠道销售攻心术：如何深入解剖

• 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
• 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
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
• 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
• 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
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
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？
• 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
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/
• 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
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
service
以个人对产品Leabharlann Baidu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