麦肯锡:大客户营销谋略(PPT 159页)
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ObjectiveofWorkshopUnderstandCharacteristicsofMajorAccountSellingStrategiesinWholeLifecyclethustoShortenbid-to-winratioShortensellingcyclesMinimizediscountsandnegotiatedconcessionsEstablishclearuniquebusinessvaluewiththecustomersReducesellingcoststhroughm
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