销售经理们面临着一个比过去任何时候的竞争都更加激烈的销售环境。这一现实是由很多因素造成的,包括消费者的状况、激烈的战略性外包、极丰富的产品和品牌,而且通常是来自海外的竞争对手。对于很多公司来说,解决这些问题的办法是采用一个新的基于价值的销售方式。这些战略替代了强调个人关系或仅聚焦于产生交易的销售方法,而是遵循一个核心原则,即客户,尤其是商业客户,挑选能够提供最大经济利益或 Sales managers face a more competitive sales environment than ever before. This reality is caused by many factors, including the status of consumers, intense strategic outsourcing, very rich products and brands, and often from overseas competitors. For many companies, the solution to these problems is to adopt a new value-based approach to sales. Instead of emphasizing personal relationships or focusing solely on the sales methods that generate the transactions, these strategies follow a core principle that customers, especially commercial clients, choose the ones that offer the greatest economic benefits or