Antony Cheng Apple Lu Austin Wang Constance Lin
- Slides: 12
讀書心得分享報告 Antony Cheng Apple Lu Austin Wang Constance Lin Ethan Yang Harry Peng James Lin Jessica Shih Mark Ma Roger Lee Sally Chen Alan Chang
搶到訂單的情報術 What the Customer Wants You to Know
搶到訂單的 - 情報術 What the Customer Wants You to Know = Information
Information Action Plan Execution Review
情報術 Information What INFORMATION we need to know? What ACTION we should take? What RESULT we will get?
What we need to know? Traditional selling Buyer CHANGE Seller Value-add selling Listening To collect all useful information Buyer Seller Proactive To provide all necessary solutions
What we need to know? Value-add selling Customer’s Business objectives, Competitions, Financial index, Business model, Organization, Decision process, Buying behavior and Company culture. Listening To collect all useful information Buyer Seller Proactive Customized solutions to Increase - Revenue, Cash flow, Market share, Brand awareness. Reduce - Inventory, Capital funds, Complaints, Operation hours. Satisfy - Customer’s customers To provide all necessary solutions
How Will We Make It? Value-add selling Task Team Led by SALES Finance Legal Manufacture Purchasing Marketing Sales R&D Logistic
How Will We Make It? Customer Value Chain
How Will We Make It? Customer Value Chain Regular Sell-In Healthy Sell-Thru ü Anti-Split ü Thief-free ü Nice pattern ü Green ü Easy to open • Safety • Security • Visibility • Durability • Sustainable Packaging • Production Cost Saving • Environmentally-Friendly
How Will We Make It? Tea New Trend End User Channel Brand Supplier m. U l PM l Marketing l Channel Sales l Account Sales/FAE l R&D l Factory l All Support Dept. p !!
How Will We Make It?
