Taking a Measured Approach to Sales

JOHN BERRY

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Taking a Measured Approach to Sales

机译：采取有针对性的销售方法

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As vendors make more of an effort to measure and communicate the economic impact of their products in customer organizations, we should see their sales focus shift away from product and service features. Instead, they'll emphasize how users will be better off financially from the purchase of their products. This shift is subtle but not trivial. "ROI selling," as this approach is called, should add clarity to technology investment decision-making. Perhaps.

机译：随着供应商付出更多努力来衡量和传达其产品在客户组织中的经济影响，我们应该看到他们的销售重点从产品和服务功能转移到其他方面。取而代之的是，他们将强调用户从购买产品中获得的经济收益会如何。这种转变是微妙的，但不是微不足道的。这种方法称为“投资回报率销售”，应该使技术投资决策更加清晰。也许。

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《Computerworld》 |2002年第49期|p.60|共1页
作者
JOHN BERRY;
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中图分类计算技术、计算机技术;
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Taking a Measured Approach to Sales

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