关于B2B远程客户开拓中的难点及对策研究

Study of the Difficulties and Measures at ARCH Remote B2B Market

本文通过对B2B远程客户开拓中困扰团队的2个难点:如何赢得决策链信任,以及如何提升商机的立项率进行深入分析,结合笔者长期一线工作经验及远程开拓过程中的成功案例,提出了如何有效攻克这两个难题的一系列对策和建议,希望对团队的远程市场开拓工作提供借鉴。

This paper analyzes two of the biggest difficulties during ARCH remote selling: how to win the trusts from clients' decision-making team, and how to turn the business chance into the real projects to promote? The author summarizes her experiences and draws the lessons during working these years, and puts forward her personal advises and considering about how to overcome those difficulties efficiently, hoping these suggestions in the paper be useful for the sales team.