02 大项目销售理念及实战技能讲义
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2. www.70man.com 50 40 ERP100 20 3. - 30 4. 3 4 5 2
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1 11. 12. 13. 14. 15. 16. 17. 18. 19. 4P 4C 4R 4S (Product) (Price) (Distribution) (Promotion) (Consumer) (Cost) (Convenience) (Communication) (Relativity) (Reaction) (Relation) (Retribution (Start over)(Speed) ( System)(Satis faction) 20. - 21. 22. 23. 24. 25. 26. 27. 28. 29. 1 2 4 3 30. 31. 32. 33. 34. 35. 36. 1 2 3 37. 38.
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1 42. 1 43. 1 44. 2 45. 2 46. 30% 3 47. 4 / 48. 5 12 ** ** ** ** ** *% 49. 1 2 3 SPY 4 5 6 50. 6 3 1
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53. + + 54. 55. 50% 24% 10% 16% SALES Consultant PM 50% 24% 16% 10% 56. 3 4 5 2
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67. 68. 69. 70. 71. 72. IT 73. + = 74. 75. SPIN 76. SPIN 77. 78. 79. 1 500 2 3 4 5 6 7 80. 81. 82.
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125. 126. 127. - 30 128. - PPT 2010 2 14 PPT 129. PPT 70 www.70man.com PPT 130.
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