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大客户、机构客户营销
Key Account / Business Account Sales Management

     

      把产品或服务销售给企业或政府采购部门,与销售给大众市场上的零售客户是个截然不同的过程。泛太平洋在该领域有着深厚的研究和经验,自主开发出了'OKCT' 模型来指导市场推广和营销领域的高管们。该模型首先从如何过滤和筛选销售对象或项目开始,进而指导经理们如何严格地约束自己的分析思维方法,从而解刨购买方的关键的决策流程。'OKCT' 模型还指导经理们,如何通过战略思考和计划,制定出有竞争力的销售方案以及推进的步骤。该模型中的"管道指标"方法,帮助大企业里各层级的管理者们能协同销售过程的多种力量,实现短期指标和中长期销售目标。过去十年来,泛太平洋的 'OKCT' 被来自≪财富≫世界500强公司成千上万的销售经理们采纳。

 
Selling to institutional buyers, such as corporations and government agencies, is a categorically different process from selling to retail customers in mass market. PPMI has long-time research and expertise in this area with proprietary model 'OKCT' to guide marketing and sales managers to achieve successful deals. The 'OKCT' model starts with how to screen sales leads and set the right objectives, it then provides a disciplined approach to map the key decision-making processes. Another part of the model illuminates the strategic thinking and planning processes to build up competitive positions and execution tactics. Its "pipeline metrics" secures managers at different levels in large organizations to synchronize their sales efforts for both short-term targets and mid-term/ long-term goals. Our 'OKCT' model was customized and adopted by thousands of sales executives and managers at Fortune Global 500 companies in the past ten years.
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