Lector Univ. Dr.

Silviu Cojocaru

Primim zilnic aprox. 300-400 de mesaje publicitare sau de asemenea natura

PR Advertising Telemarketing Networking Mijloace online

Marketing Machine

No

A Proof of Concept includes Viziunea Analiza impactului Software prototip

Proiect nou

QUALIFICATION Yes POSITIONING

0-20%

20-50%

Proof of Concept PROPOSAL 50-65% 65-90%

COMMITMENT 90-100%

Client Profile Worksheet

Needs Document Report

Specifics

System Proposal

To Implementation

Sales Strategy
NAS-TT-20 Sales Methodology V1.0.ppt

Confort
Competen

Reach the Limit

Nemulumire

Satifacie
nvare Decizie

Crearea unei Nemulumitre viziuni noi Tensiuni

nvare

Identificarea Research/ De oportuniti cutare Analiz

11 Deloitte - un client schimb o tehnologie la aproximativ 5 ani

Copyright 2001-2006 Infor Global Solutions

Probleme Cost Dificulti Disconfort

Dont Change

Timp

Insatisfacie
Change

Efort

Cost of present

Cost of change

Vision

Pain

Latent Pain

Latent Pain

13

Mai multe tipuri de durere

Diminuarea
profitului, cotei de pia, calitii, ratei de cretere

Creterea
Costurilor, competitiei, erori

Reglementri
EPA, FTC, FCC, OSHA, FDA, IRS, ISO900x, DEA

14

Job Title : CBI : Reason :

Managing Director Scderea preurilor aciunilor Veniturile nu cresc

Job Title : CBI :

Finance Director Scderea veniturilor

Reason :
Job Title : CBI : Reasons :

Pierderi pe unitile de business

Financial Controller Pierderi pentru unitile de business 1. Creterea costurilor consultanilor 2. Creterea costurilor cu chiria

15

Avem o problem cu Nici o problem - o putem rezolva!

16

Competen ncredere Seriozitate

17

Sponsor
Informaii Vnztor intern Acces la putere

Power Sponsor
V poate conduce oriunde n organizaie Poate negocia si are banii

End User
Utilizatorii

Beneficiari
- utilizatorii care for folosi soluia - i vor crete eficiena

18

Legal/Tehnical/Administrativ Financiar
Persoana din organizaie cu bugetele

19

Leads

Oportuniti calificate 5:1 (Long List) Lista de oportuniti

Noi clieni

20

Obiecii

Negociere

nchidere

Scena vnzrii

Vnzarea unei soluii

Pune ntrebri

21

Sales success the research

Succes 1%

Observaie

Divide

Ce a condus la succesul convorbirilor?

6000 de telefoane

Insucces 99%

Source: Huthwaite Research Group

ncurajai persoana s vorbeasc inei clientul interesat

Descoper nevoile

Copyright 2001-2006 Infor Global Solutions

23

Avem o problem cu sistemul

Sistemul este aproape perfect

A
Nu am putut s facturez

B
Suntem uor nemulumii de ssitem

Marketing Machine

No

A Proof of Concept includes Viziunea Analiza impactului Software prototip

Proiect nou

QUALIFICATION Yes POSITIONING

0-20%

20-50%

Proof of Concept PROPOSAL 50-65% 65-90%

COMMITMENT 90-100%

Client Profile Worksheet

Needs Document Report

Specifics

System Proposal

To Implementation

Sales Strategy
NAS-TT-20 Sales Methodology V1.0.ppt

Automatizeaz procesele de marketing i vnzri din cadrul organizaiei

"Strategia SPIN", Editura Teora, Bucureti, 2001 Robert Komartin & Robert Gordon