Antony Cheng Apple Lu Austin Wang Constance Lin
- Slides: 11
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
情報術 Information Action Plan Execution Review
ü What we should know ü What we should do ü What we would get
What we should 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 should 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
What we should know? Customer Value Chain Sell-In Sell-Thru Sell-To
What we should know? 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
What we should do? Value-add selling Legal Marketing Manufacture Legal Finance Manufacture Purchasing Sales R&D Finance Logistic Task Team Led by SALES Marketing Sales R&D Logistic
What we should do? Tea m. U Value-add selling Tech Trend p !! PM End User Sell-To Channel Sell-Thru Marketing R&D Factory Channel S&M Brand Account Sales Sell-In Supplier All Support Departments
What we would get?
