金其庄大客户策略销售英文版

1、WorkshopCase No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _

2、 _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-1 )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Route

3、r x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S VPEK-2T+2G+2G+2Test your position then ACTION !Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities

4、review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time :

5、/ / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-1 Ans )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S VPEK-2T+2G+2G+206/15Dinner with Cheng for relat

6、ionship Call Zhang sell TMS “ Wang”Call Li sell TMSCase No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (T

7、B) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-2 )A 94John King06/15/2001Befo

8、re 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S VPT - 4T + 4EK +2G + 4Test your position then ACTION !Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please ra

9、ting the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicAction

10、When Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-2 )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S V

11、PT - 4T + 4EK +2G + 406/15Call Cheng to know the conflict between E & T and Wangs - 4 l Call Zhang sell TMS CloseCall Li sell TMSArrange higher Mgr call Wang to probe his T Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - )

12、*Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.

13、4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-3 )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.XioMr.Li Mr.Cheng GM Dir -T Dir -F Mgr S VPT - 4EK +1EK +2

14、G + 3G + 4Test your position then ACTION !Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _

15、_ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-3 ANS )A 94John King06/15/2001Before 08

16、/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMrs XioMr.Li Mr.Cheng GM Dir -T Dir -F Mgr S VPT - 4EK +1EK +2G + 3G + 4Call Cheng who can help TMS Call Xio low price hint ?Abandon project and waiting for BID Case No. : _ Reviewed by :

17、_ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Eup

18、horia Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-4 )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1.

19、Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.XioMr.Li Mr.Cheng GM Dir -T Dir -F Mgr S VPT + 4EK - 2EK +2G + 3G + 4Test your position then ACTION !Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review :

20、_ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM :

21、PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-4 ans )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.XioMr.Li Mr.Cheng GM Dir -T Dir -F Mgr S VPT + 4EK - 2EK +2G + 3G + 4Workshop 1Works

22、hop 1 - 1Case No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _

23、_ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _12/25 HWTMS Information - Form 0137-2 董董李李黃黃林林王王董董Dinner w/ LiLYs Change/Dongs timingHuangs backgroundCall Lin

24、 sell HWApproach Huangattitude/needCall ChengNight activities for relationshipCourtesy call Wang/DongCase No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Respons

25、e Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _12/25 HXTMS Inform

26、ation - Form 0137-2 董董黃黃林林王王董董Dinner w/ Li relationship/LYs change/Dong timingCall Wang sell HX plus night activities W/ Cheng closeApproach Huangattitude / needCourtesy call Dong GoodbyeCall Lin sell HW董董Case No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Pl

27、ease rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear Pani

28、cActionWhen Resource / Concern1. 2.3.4. Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 12/25 AT&T李李黃黃王王董董董董(-)董董林林Call DongClose/LYs changeApproach HuangNeed.Courtesy call WangCall Lin sell AT&TDinner w/ Cheng for relationshipCase No. : _ Reviewed by : _ Review date :

29、Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great

30、Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1. 2.3.4. Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 12/25 AT&T李李黃黃林林王王董董董董(-)董董林林Call DongClose/LYs change.Call ChengDinner for relationshipApproach Huangattitude / needApproach Wang

31、/LiCourtesy callCall Lin sell AT&TWorkshop 1 - 2Case No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (

32、TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _黃黃林林王王董董 (+)12/2412/2512/30Call LiHuang-2?/FeelingCall WangClose/Confir

33、m +4Call ChengBudget concern ?Prepare Demo for allHuangCall Huang sell HW different.Call Lin sell HW.Close Wang by proposalCase No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence

34、review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr

35、 : _黃黃林林王王董董 (+)12/2412/2512/30Happy New Year !ALLCall WangClose/confirm T+4Call ChengBudget concern ?Call LiFeelingCall Lin sell HXDemo for all HuangCall Huang sell HXs different by proposalCall WangcloseCase No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Pl

36、ease rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear Pani

37、cActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 12/2412/2512/30董董 (-)Call DongHelp/Wang 4Call HuangSell AT&T strengthCall ChengLow price hint.Call LiFeelingCall Lin sell AT&THigher Mgr call WangT ?Case No. : _ Reviewed by : _ Review

38、 date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphori

39、a Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 12/2412/2512/30董董 (-)Call DongHelp / Wangs -4Call Huang sell AT&T strengthCall Chengbudget / Low price hint Call Lin sell AT

40、&TCall Li FeelingHigher Mgr call Wang Probe T ?Workshop 1 3/4Case No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB)

41、_ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _01/05 HW01/0512/2412/2512/30Wang ( - )Call LiCall LiLys ch

42、ange/Dings style ?Call DingUpdateCall ChengAttitude/visit WangHospitalCall Huang sell HWCall Lin sell HW01/12 HW01/12Call ChengCall DingCall HuangCall Li Call LinCase No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previo

43、us activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next

44、review time : / / AM : PM : S/R : _ Mgr : _01/05 HX01/0512/2412/2512/30Wang ( - )Call LiVisit Wang w/ Cheng hospitalCall LiDings style ?Courtesy call Ding UpdateCall Cheng Attitude ?Call Huang sell HWCall Lin sell HW01/12 CTCall DingCall ChengCall LiCall HuangCall Lin01/12Case No. : _ Reviewed by :

45、_ Review date : Project objective : _ _ Changes : 1. _ _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position tes

46、t :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1. 2.3.4.SNext review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 01/05 AT&T01/05Wang (+)12/2412/25 12/30Call DongLYs change/Dings styleCall Huang sell AT&TCourtesy call DingUpda

47、teCall Chengattitude ? Visit WangCall Li &Lin sell AT&TCase No. : _ Reviewed by : _ Review date : Project objective : _ _ Changes : 1. _ _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _

48、_ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1. 2.3.4.SNext review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 01/05 AT&T01/05Wang (+)12/2412

49、/2512/3001/05Visit Wang hospitalCall DongDing styleCall Huang sell AT&TCourtesy callDing/UpdateCall Cheng Fin support / AttitudeCourtesy call LiCall Lin sell AT&TWorkshop 4Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *

50、Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4

51、.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-1 )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S VPEK-2T+2G+2G+2Test your positi

52、on then ACTION !Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _

53、 _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-1 Ans )A 94John King06/15/2001Before 08/15 close. PC x 100, Serve

54、r x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S VPEK-2T+2G+2G+206/15Dinner with Cheng for relationship Call Zhang sell TMS “ Wang”Call Li sell TMSCase No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3.

55、 _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fea

56、r PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-2 )A 94John King06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM D

57、ir -T Mgr S VPT - 4T + 4EK +2G + 4Test your position then ACTION !Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB)

58、 _ _ _ _ _ _ (TB) _ _ _ _ _ _(UB) _ _ _ _ _Coach _ _ _ _ _ _NEW _ _ _ _ _ _Position test :Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear PanicActionWhen Resource / Concern1.2.3.4.Next review time : / / AM : PM : S/R : _ Mgr : _TMS Information - Form 0137-2 (Workshop 4-2 )A 94John Kin

59、g06/15/2001Before 08/15 close. PC x 100, Server x 5, Router x n, Switch TMS application x 1. Rev 6.5M New Tech ( - )Mr.Wang Mr.ZhangMr.Li Mr.Cheng GM Dir -T Mgr S VPT - 4T + 4EK +2G + 406/15Call Cheng to know the conflict between E & T and Wangs - 4 Call Zhang sell TMS CloseCall Li sell TMSArrange h

60、igher Mgr call Wang to probe his T Case No. : _ Reviewed by : _ Review date : Project objective : Changes : 1. _ 2. _ 3. _* Please rating the Changes by (+ / - ) *Previous activities review : _ Key influence review : Title Response Mode Red flag Status description (EB) _ _ _ _ _ _ (TB) _ _ _ _ _ _(U