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1Psyche-ChannelSelling:HowtoGetintotheMindsofChannelPartnersandGetOptimalResults渠道销售攻心术：如何深入解剖渠道伙伴的心态，创造有职业绩2TopSalesPeopleDon’tNecessaryBecomeGoodChannelSalesManagers.Why?卓越销售员不一定就是优秀的渠道销售经理。为什么？3WhatareSomeKeyChallengesFacedwhenManagingChannelPartners？管理渠道伙伴最常见的挑战有哪些？4ElementsofEffectiveChannelSalesLeadership渠道销售领导力的主要因素•DutiesandResponsibilitiesofaChannelSalesManager销售经理的职责•KeyChallengesFacedwhenWorkingwithChannelPartners与渠道伙伴合作的常见挑战•UnderstandingtheTypesofChannelPartners了解渠道伙伴的不同分类•CommunicatingwithYourChannelPartners如何与渠道伙伴有效沟通•PlanningforSuccess为成功作策划•ManagingthePipeline管道管理•ConflictResolution冲突管理5ElementsofEffectiveChannelSalesLeadership渠道销售领导力的主要因素•DutiesandResponsibilitiesofaChannelSalesManager销售经理的职责6ExactlyWhatDoesaChannelSalesManagerNeedtoDo?渠道销售经理究竟需要做些什么？7DutiesandResponsibilitiesofaChannelSalesManager渠道销售经理的义务和责任•Respondsatanyhour随传随到•Accountpenetrationbycrossselling深入客户，交叉销售•Makesformalsalespresentations做正式的陈述•Closesthroughpersonalidentificationwiththeproduct/service以个人对产品与服务的认同完成销售•Traininginastructuredsetting有系统地给渠道伙伴做培训•Makesjointcalls一起拜访客户•Developscomprehensiveproductknowledgetobeacredibleresource提升自己的产品知识已成为权威•Practicalintelligence学以致用的能力•Analyticability分析能力8RespondsatAnyHour随传随到•Almostalwaysavailableafterhourstorespondtotheneedsofbothinternalandexternalcustomers在下班时间以后为内、外部客户服务•Organizedandefficientintimemanagementduringthedaysothattheneedtoworkunscheduledhoursistheexceptionratherthantherule良好的时间管理，加班情况属个案•Resiststhedistractionofnon-work-relatedissues不被废工作事情分散注意•Strongsenseofdutytothosewhoarecountingonhim/her对服务对象拥有职责使命感•Preparesaback-upsystemtocoverunpredictableorunpreventableoverloadsorabsence有备无患9AccountPenetrationbyCrossSelling深入客户，交叉销售•Developsasalesplanforincreasingbusinesswithexistingcustomers为现有客户拟定销售计划，以增加销售额•Promotesanexpansionofthecurrentproductline有针对性地销售更多产品•Paysattentiontotrendsorproblemsthatcurrentsolutionsdonotsolve对目前产品所不能解决的问题或趋势保持关注•Workstogeneratecontinuedbusinessfromexistingaccounts保住客户，细水长流–emphasizingsteadyincomeflowoveroccasionalwindfall比较喜欢细水长流多过一夜致富•Trackschangesinthecustomer’sorganisationorspecificationsthatwouldchangeexistingbusinessarrangements关注客户的购买、组织结构的变化，以防万一•Monitorsbuyingpatternstoensureuninterrupteddeliveryofthedesiredbenefits关注客户的购买习惯，确保不会断货10MakesFormalPresentations做正式的陈述•Customizestheprogramtotheaudience,usingminimalboilerplatecomponents使用最少的样板文件的来为观众作陈述•Takesthetimetoprepareastudiedpresentationwhichtheaudiencecanresonate愿意花时间去准备一个可以引起观众共鸣的陈述•Issensitivetoaudiencefeedbackandadjuststhepresentationtosustaintheirinterest敏感对待观众的反馈并调整陈述以引起他们持续的兴趣•Createsamemorablestagepresence创造一个难忘的舞台风格•Enjoysapplauseandattentionwhensuccessful享受成功的掌声与喝彩11Closesthroughpersonalidentificationwiththeproduct/service以个人对产品与服务的认同完成销售•Personallybelievesinthebenefitsofhisproductorsolution个人对产品或服务的非常认同•Willingtostandbehindourofferingswhencompetingforthechannelpartner’sinterestorshelfspace愿意力推自家产品，以获得渠道伙伴的青睐•Recognizesthatthecustomermayhavesecondthoughtsorisbeingcourtedbythecompetition了解客户随时会受到竞争对手的诱惑•Initiatesadditionalbenefitstosupportthechannelpartner’scommitment为了取得竞争对手的支持而主动给对方更大的帮助•Keepsthechannelpartnermotivatedtopromoteproductlinebyworkingwithchannelpartners’salespeopletoclosechallengingsales与渠道伙伴的业务员拉近距离，确保渠道伙伴支持我方产品•Breaksthesalesprocessintomanageablesteps,seekingcontinuedagreementfromthecustomerateachstepbeforemovingon将销售流程模块化，在每一个环节先获得客户的认同才往下一步走•Appliesenoughpressuretokeepabuyingcommitmentfromstallingbutavoidspushingthechannelpartnerintoaneutralornegativeposition给客户实施适当的压力，既不让对方举棋不定，也不让对方临阵退缩12TraininginaStructuredSetting有系统地给渠道伙伴做培训•Preparesscheduledandconsistentprogramstotrainoreducateothers定期安排以执行的培训项目来训练或培育他人•Establishesmeasurablecriteriaforassessingprogressinthelearningprocess为了衡量学习的进度，在学习进程中建立可测量的标准•Demonstratespatienceandawillingnesstorepeatorreinforceideasandinformationuntiltheaudienceunderstands展示耐心并愿意重覆或加深自身的建议和信息，直到对方完全了解、接受•Focusestrainingsessionsonthosecompetenciesthatwillmakeadifferenceinthegroup’sultimateeffectiveness将培训集中在那些能改变团队最终绩效的技能上•Concentratesmoreontheresultsproducedthanwithhowattractiveorentertainingthetrainingcanbe把注意更多的放在结果，而不是怎样是培训更具娱乐性或吸引力13MakesJointCalls一起拜访客户•Regularlyobservesassignedsalespeopleinactiontooffersuggestionsforskilldevelopment经常观察相关业务员实际销售的情况，并给于技能发展的意见•Iswillingtostepoutofthelimelightandfunctioninasupportingrole愿意跨出舞台中心成为在外支持的角色•Respondstosalesopportunitieswithminimalpreparation;abletorespondspontaneouslywhencircumstanceschange当情况改变能自发地反应,可以反应销售机会与最小的准备•Adjustscoachingorassistancetoaccommodatetheunpredictableaspectsofeachcustomercontact按照不同客户的不同反应调整辅导或协助方式•Keepsthefocusofhistrainingandsupportonclosingthesale,delegatingadministrativeorproceduraltaskstoothersifpossible将注意力放在如何促使单子成交，并尽量将行政、琐碎的工作交给他人14PracticalIntelligence学以致用的能力•Enjoyslearningandbroadeninghisdepthoflearningandinsightinawidearrayoftopics享受学习并扩展学习的深度，并对广阔的话题拥有独到的见解。•Absorbs,storesandrecallsnewinformationquickly迅速吸收，存储并回忆新信息•Dealscomfortablywithabstractconceptsandrelationships针对抽象的概念及关系能够处理的游刃有余•Pursuesacademic,theoreticalorresearch-basedinformation不断追求学术，理论