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4.\u22823?\u23458?\u25143?\u30340?\u-27392?\u21806?\u-29688?\u21028?\u21450?\u-26498?\u-27154?\u24335?\u-27392?\u21806?\u27861?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u21019?\u-28640?\u21644?\u21457?\u29616?\u20320?\u30340?\u20135?\u21697?\u-244?\u26381?\u21153?\u21450?\u-30237?\u20915?\u26041?\u26696?\u30340?\u24046?\u24322?\u24615?,\u22914?\u20309?\u26377?\u25928?\u22320?\u21560?\u24341?\u22823?\u23458?\u25143?\u30340?\u-28217?\u-29395?\u20851?\u27880?\u12289?\u-29788?\u21487?\u12289?\u-30644?\u21160?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u22823?\u23458?\u25143?\u30340?\u-27392?\u21806?\u-29688?\u21028?\u23454?\u21147?\u20998?\u26512?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u-27392?\u21806?\u-29688?\u21028?\u30340?\u20116?\u20010?\u-24892?\u-28207?\u21407?\u21017?\u-244?\u25239?\u21387?\u21644?\u-28545?\u24320?\u-27017?\u-27087?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u20102?\u-30237?\u23458?\u25143?\u30340?\u-26880?\u27714?\u21644?\u28508?\u22312?\u-30335?\u27714?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u20102?\u-30237?\u22823?\u23458?\u25143?\u30340?\u-26880?\u27714?\u21160?\u26426?\u21450?\u20010?\u24615?\u21270?\u-26880?\u27714?\u20998?\u26512?\u-244?\u23545?\u20320?\u30340?\u22823?\u23458?\u25143?\u-28709?\u-30644?\u20010?\u24615?\u21270?\u23450?\u20301?\u20998?\u26512?\u-244?\u25214?\u20986?\u22823?\u23458?\u25143?\u30340?\u-28209?\u20307?\u-30527?\u-30621?\u24335?\u30340?\u25972?\u20307?\u-27392?\u21806?\u26041?\u26696?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u22823?\u23458?\u25143?\u-27392?\u21806?\u23454?\u25112?\u20998?\u26512?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 Outline:\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 1. Recognition and positioning of the key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Understanding your market, segmentation and key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Sales team tasks of the key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Differences between key accounts and others\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Analyzing sales organization and resource of the key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 2. Strategic management of the key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Strategic analysis of the key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Key account demand analysis\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Positioning analysis to DMU of key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Collecting important information effectively\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Setting up your relevant and proper action plan\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Setting your tailor-made sales proposal\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 3. How to analyze the key account\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Understanding client\u8217?s culture, situation, product and market\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * What\u8217?s your product\u8217?s value and added-value\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Client\u8217?s expectation to the sales people\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Purchasing procedure and strategic function of the client\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Selling and purchasing style analysis\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Reinforcing the consultative selling skills\par\pard\plain\s0\fi0\li0\ri0\sb60\sa60\sl300\plain\f0\fs24\b \u24352?\u-32767?\u24072?\u20171?\u32461?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u24352?\u20808?\u29983?\u20110?1998\u24180?\u27605?\u19994?\u20110?\u19978?\u28023?\u22823?\u23398?\u24037?\u19994?\u22806?\u-29384?\u31995?\u-244?\u24182?\u-31817?\u24471?\u24037?\u23398?\u22763?\u23398?\u20301?\u21644?\u-29791?\u31639?\u26426?\u21452?\u23398?\u22763?\u23398?\u20301?\u12290?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u22312?\u20854?\u-28719?20\u24180?\u30340?\u24037?\u20316?\u29983?\u28079?\u20013?\u-244?\u-27265?\u26399?\u26381?\u21153?\u20110?\u20197?\u19979?\u20960?\u23478?\u22269?\u20869?\u22806?\u30693?\u21517?\u30340?\u-30644?\u19994?\u-26490?\u22836?\u20844?\u21496?\u-230?\u22797?\u26143?\u21307?\u30103?\u-244?\u29926?\u-28212?\u23433?\u25918?\u23556?VARIAN\u-248?\u20013?\u22269?\u-247?\u-244?\u28023?\u24503?\u22561?\u21360?\u21047?\u-29762?\u22791?Heidelberg\u-248?\u20013?\u22269?\u-247?\u-244?\u25285?\u20219?\u21306?\u22495?\u25110?\u22823?\u21306?\u32423?\u30340?\u-27392?\u21806?\u-29409?\u-29405?\u20154?\u-244?\u20135?\u21697?\u28041?\u21450?\u-29739?\u21058?\u-244?\u23454?\u-25972?\u23460?\u-244?\u26893?\u20837?\u29289?\u-244?\u25918?\u23556?\u-29762?\u22791?\u21644?\u24433?\u20687?\u31649?\u29702?\u31995?\u32479?\u20197?\u21450?\u21360?\u21047?\u-29762?\u22791?\u21644?\u31649?\u29702?\u31995?\u32479?\u-30237?\u20915?\u26041?\u26696?\u12290?\u22810?\u24180?\u22312?\u-27392?\u21806?\u-30644?\u19994?\u30340?\u24320?\u25299?\u21644?\u31649?\u29702?\u23454?\u-29195?\u20351?\u24471?\u20182?\u22312?\u20135?\u21697?\u-31707?\u-27392?\u21306?\u22495?\u21270?\u25112?\u30053?\u-29762?\u-29791?\u-244?\u-31707?\u-27392?\u-29791?\u21010?\u25191?\u-30644?\u21644?\u31649?\u29702?\u-244?\u21508?\u31867?\u22411?\u28192?\u-28589?\u30340?\u24067?\u23616?\u21644?\u31649?\u25511?\u26377?\u30528?\u29420?\u29305?\u30340?\u-30271?\u-30237?\u21644?\u23454?\u-29195?\u32463?\u-25972?\u-244?\u20063?\u31215?\u32047?\u20102?\u22823?\u-28209?\u30340?\u25805?\u20316?\u23454?\u-27067?\u25163?\u27861?\u21644?\u26696?\u20363?\u12290?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u23588?\u20854?\u20174?\u19994?\u32463?\u21382?\u20013?\u22823?\u-28209?\u30340?\u26032?\u24066?\u22330?\u24320?\u21457?\u20219?\u21153?\u-244?\u26377?\u22810?\u27425?\u25104?\u21151?\u30340?\u20174?\u31354?\u30333?\u24066?\u22330?\u21333?\u26538?\u21305?\u-26004?\u24320?\u22987?\u21040?\u24314?\u31435?\u-29321?\u-27392?\u21806?\u22242?\u-27105?\u-244?\u22797?\u21512?\u22411?\u28192?\u-28589?\u20849?\u21516?\u21457?\u23637?\u30340?\u32463?\u21382?\u12290?\u25152?\u-27392?\u21806?\u20135?\u21697?\u20063?\u21253?\u25324?\u28040?\u-32745?\u21697?\u-244?\u24037?\u19994?\u22823?\u22411?\u-29762?\u22791?\u-244?\u26381?\u21153?\u20197?\u21450?\u-29791?\u31639?\u26426?\u31649?\u29702?\u31995?\u32479?\u-244?\u32463?\u-31707?\u-28729?\u30340?\u24066?\u22330?\u20063?\u21253?\u25324?\u-30337?\u21271?\u-244?\u21326?\u21271?\u-244?\u21326?\u19996?\u20197?\u21450?\u-30337?\u21335?\u24066?\u22330?\u12290?\u22312?\u-28711?\u20123?\u-26490?\u22495?\u20013?\u-244?\u28145?\u20837?\u32463?\u21382?\u20102?\u26032?\u-27392?\u21806?\u22242?\u-27105?\u30340?\u22521?\u20859?\u-244?\u26032?\u24066?\u22330?\u21644?\u26032?\u20135?\u21697?\u30340?\u31649?\u29702?\u21644?\u21457?\u23637?\u-244?\u20197?\u21450?\u20013?\u22269?\u24066?\u22330?\u21306?\u22495?\u21270?\u24046?\u24322?\u31649?\u29702?\u12290?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 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\u22312?\u24352?\u-32767?\u24072?\u30340?\u-32692?\u19994?\u29983?\u28079?\u20013?\u-244?\u32463?\u21382?\u20102?\u22269?\u20869?\u20844?\u21496?\u-244?\u32654?\u22269?\u20844?\u21496?\u21644?\u24503?\u22269?\u20844?\u21496?\u19981?\u21516?\u-27392?\u21806?\u31649?\u29702?\u20307?\u31995?\u30340?\u22521?\u-29779?\u21644?\u29071?\u-27018?\u-244?\u22810?\u27425?\u-29324?\u32654?\u22269?\u21644?\u24503?\u22269?\u30340?\u20844?\u21496?\u24635?\u-28440?\u21442?\u21152?\u-30644?\u19994?\u20132?\u27969?\u21644?\u31649?\u29702?\u22521?\u-29779?\u12290?\u23545?\u19981?\u21516?\u31867?\u22411?\u20844?\u21496?\u30340?\u32452?\u32455?\u32467?\u26500?\u-244?\u-27392?\u21806?\u31649?\u29702?\u27169?\u24335?\u20197?\u21450?\u22242?\u-27105?\u22312?\u20013?\u22269?\u24066?\u22330?\u30340?\u23454?\u-29195?\u26377?\u28145?\u21051?\u-29788?\u-29754?\u21644?\u25805?\u20316?\u32463?\u-25972?\u12290?\u22312?\u28023?\u24503?\u22561?\u20844?\u21496?\u32463?\u-27392?\u21830?\u28192?\u-28589?\u-27392?\u21806?\u30340?\u25163?\u20876?\u32534?\u20889?\u21644?\u23454?\u26045?\u20013?\u20840?\u31243?\u21442?\u19982?\u12290?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 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\u24352?\u20808?\u29983?\u20027?\u-29774?\u30340?\u-29698?\u31243?\u-230?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u-32692?\u19994?\u-27392?\u21806?\u25216?\u24039?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u23458?\u25143?\u20851?\u31995?\u31649?\u29702?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u31649?\u29702?\u21644?\u25511?\u21046?\u20998?\u-27392?\u28192?\u-28589?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u24378?\u21270?\u-27392?\u21806?\u20013?\u30340?\u-29688?\u21028?\u-32515?\u21147?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u22823?\u23458?\u25143?\u24320?\u21457?\u19982?\u31649?\u29702?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?B2B\u-27392?\u21806?\u31574?\u30053?\u-230?\u-26498?\u-27154?\u24335?\u-27392?\u21806?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 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