{"id":12862,"date":"2015-11-23T00:00:00","date_gmt":"2015-11-23T00:00:00","guid":{"rendered":"http:\/\/www.xiaoshouyi.com\/spin%e9%94%80%e5%94%ae%e6%b3%95%e5%9c%a8%e4%b8%ad%e5%9b%bd%e6%b0%b4%e5%9c%9f%e4%b8%8d%e6%9c%8d%ef%bc%9f\/"},"modified":"2016-11-09T06:52:30","modified_gmt":"2016-11-09T06:52:30","slug":"spin%e9%94%80%e5%94%ae%e6%b3%95%e5%9c%a8%e4%b8%ad%e5%9b%bd%e6%b0%b4%e5%9c%9f%e4%b8%8d%e6%9c%8d%ef%bc%9f","status":"publish","type":"post","link":"https:\/\/www.neocrm.com\/en\/crmhy\/12862.html","title":{"rendered":"SPIN\u9500\u552e\u6cd5\u5728\u4e2d\u56fd\u6c34\u571f\u4e0d\u670d\uff1f"},"content":{"rendered":"<p><span style=\"font-size:16px;\"><span style=\"color: rgb(102, 102, 102); font-family: \u5fae\u8f6f\u96c5\u9ed1; line-height: 32px;\">\u672c\u6587\u662f\u56de\u7b54\u77e5\u4e4e\u4e0a\u95ee\u9898\uff1a&rdquo;SPIN \u662f\u5426\u9002\u5408\u5728\u4e2d\u56fd\u8fd0\u7528\uff1f&rdquo;\u3002 \u63d0\u95ee\u8005\u8ba4\u4e3a\u4e2d\u56fd\u4eba\u4e60\u60ef\u6027\u7684\u559c\u6b22\u591a\u542c\u5c11\u8bf4\uff0c\u6545\u800c\u5bf9\u522b\u4eba\u7684\u63d0\u95ee\u5177\u6709\u8b66\u60d5\u6027\u3002 \u8fd9\u4e9b\u4e0eSPIN\u7684\u53d1\u6e90\u5730\u5317\u7f8e\u6587\u5316\u4e0d\u592a\u4e00\u6837\uff0c\u90a3\u4e48SPIN\u9500\u552e\u6cd5\u662f\u5426\u9002\u5408\u5728\u4e2d\u56fd\u8fd0\u7528\uff1f\u4ee5\u53ca\u600e\u6837\u8fd0\u7528\uff1f<\/span><\/span><\/p>\n<div class=\"Content\" style=\"padding: 0px; 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margin: 0px;\" \/><br \/>\n<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n\u6c9f\u901a\u4e2d\u4ee5\u8ba9\u5ba2\u6237\u627f\u8ba4\u6216\u5206\u4eab\u4e00\u4e2a\u4e1a\u52a1\u76ee\u6807\u6216\u6311\u6218\u4e3a\u8d77\u70b9\uff1a<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n\u8fd9\u662f\u4f7f\u7528SPIN\u7684\u65b9\u5f0f\u6765\u8bca\u65ad\u548c\u6316\u6398\u5ba2\u6237\u9700\u6c42\u7684\u524d\u63d0\u3002\u6bd4\u5982\uff1a \u5ba2\u6237\u66f4\u7ec8\u5206\u4eab\u76ee\u6807\uff1a&ldquo;\u6211\u627e\u4e00\u5957CRM\u7cfb\u7edf\u7684\u4e3b\u8981\u76ee\u7684\u662f\u63d0\u5347\u9500\u552e\u56e2\u961f\u8fd0\u8425\u6548\u7387\u3002&rdquo;\u7136\u540e\u56f4\u7ed5\u8fd9\u4e00\u4e2a\u76ee\u6807\uff0c\u5f00\u59cb\u4f7f\u7528SPIN\u7684\u6c9f\u901a\u6280\u5de7\u6765\u6df1\u6316\u3002\u8c28\u8bb0\uff0c\u5982\u679c\u5ba2\u6237\u6ca1\u6709\u5206\u4eab\u4efb\u4f55\u4e1a\u52a1\u76ee\u6807\uff0c\u5219\u8fd9\u4e00\u6b21\u6c9f\u901a\u591a\u5c5e\u4e8e\u5355\u5411\uff0c\u4e14\u5f88\u96be\u786e\u5b9a\u6709\u771f\u6b63\u7684\u9500\u552e\u673a\u4f1a\u3002 \u81f3\u4e8e\u5728\u62dc\u8bbf\u4e2d\uff0c\u5982\u4f55\u80fd\u591f\u8ba9\u5ba2\u6237\u5206\u4eab\u4e1a\u52a1\u76ee\u6807\/\u95ee\u9898\uff0c \u6211\u4f1a\u5728\u535a\u5ba2\u4e2d\u5355\u72ec\u9610\u8ff0\u3002<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n\u8fd0\u7528SPIN\u7684\u51e0\u4e2a\u6b65\u9aa4<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n\u4e00\u65e6\u5ba2\u6237\u5206\u4eab\u4e86\u4e00\u4e2a\u4e1a\u52a1\u76ee\u6807\uff0c\u6211\u4eec\u5c31\u53ef\u4ee5\u8fd0\u7528SPIN\u7684\u6280\u5de7\u5f00\u59cb\u8fdb\u4e00\u6b65\u4e86\u89e3\u5ba2\u6237\u7684\u5f53\u524d\u72b6\u51b5\uff08Situation), \u5e76\u6316\u6398\u73b0\u72b6\u6240\u5e26\u6765\u7684\u4e00\u4e9b\u95ee\u9898\u548c\u5f71\u54cd\uff08\u66f4\u597d\u80fd\u591f\u91cf\u5316\uff09(Problem and Implication)\uff0c\u7136\u540e\u5f15\u5bfc\u5ba2\u6237\u63a2\u7d22\u53ef\u80fd\u7684\u89e3\u51b3\u529e\u6cd5\uff0c\u5982\u679c\u5ba2\u6237\u6ca1\u6709\u5206\u4eab\uff0c\u8fd9\u4e2a\u65f6\u5019\u624d\u662f\u9500\u552e\u4eba\u5458\u5e94\u8be5\u63d0\u51fa\u5efa\u8bae\u7684\u65f6\u5019\u3002\u66f4\u540e\uff0c\u5f15\u5bfc\u5ba2\u6237\u786e\u8ba4\u5982\u679c\u5177\u5907\u65b0\u7684\u80fd\u529b\uff0c\u662f\u5426\u53ef\u4ee5\u5b9e\u73b0\u76ee\u6807\u4ee5\u53ca\u5b9e\u73b0\u76ee\u6807\u540e\uff0c\u6240\u53ef\u80fd\u5e26\u6765\u7684\u597d\u5904\uff08Need-Payoff\uff09 \u3002<br style=\"padding: 0px; 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margin: 0px;\" \/><br \/>\n<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n\u5b66\u4e60SPIN\u7b49\u4e13\u4e1a\u987e\u95ee\u5f0f\u6280\u5de7\uff0c\u5c31\u50cf\u7ec3\u4e60\u4e00\u95e8\u72ec\u95e8\u6b66\u529f\u4e00\u6837\uff0c\u521a\u5f00\u59cb\u9700\u8981\u8ddf\u7740\u79d8\u7b08\u4e00\u62db\u4e00\u5f0f\u6f14\u7ec3\uff0c \u5f53\u6f14\u7ec3\u5230\u4e00\u5b9a\u7a0b\u5ea6\u540e\uff0c \u5c31\u4f1a\u8fbe\u5230\u878d\u6c47\u8d2f\u901a\u7684\u5730\u6b65\u3002\u5728\u8fc7\u62db\u4e2d\uff0c\u4e5f\u5c31\u80fd\u505a\u5230\u89c1\u62db\u62c6\u62db\uff0c\u7075\u6d3b\u8fd0\u7528\u4e86\u3002<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n<br style=\"padding: 0px; margin: 0px;\" \/><br \/>\n\u66f4\u540e\uff0c\u6211\u60f3\u6307\u51fa\u7684\u662f\uff0c\u9500\u552e\u8fc7\u7a0b\u5c31\u662f\u4e00\u4e2a\u65bd\u52a0\u5f71\u54cd\u529b\u7684\u8fc7\u7a0b\uff0c\u8fd9\u5957\u65b9\u6cd5\u8bba\u4e2d\u7684\u5173\u952e\u65b9\u6cd5\u5728\u4e2d\u56fd\u6216\u897f\u65b9\u90fd\u6709\u6548\u3002\u53ea\u4e0d\u8fc7\u662f\uff0c\u5728\u4e0d\u540c\u6587\u5316\u4e2d\uff0c\u4e00\u4e9b\u5177\u4f53\u6c9f\u901a\u7684\u65b9\u5f0f\u6709\u6240\u533a\u522b\u800c\u5df2\uff0c \u4f8b\u5982\uff0c\u5728\u56fd\u5185\uff0c\u4f60\u53ef\u80fd\u5728\u996d\u684c\u95f2\u804a\u8fc7\u7a0b\u4e2d\uff0c\u4ecd\u80fd\u9075\u5faaSPIN\u7684\u65b9\u6cd5\uff0c\u83b7\u5f97\u540c\u6837\u7684\u6548\u679c\uff0c \u800c\u4e0d\u8ba9\u5ba2\u6237\u89c9\u5f97\u50f5\u5316\u548c\u4e0d\u8212\u670d\u3002<\/span><\/span><\/div>\n<div class=\"fx\" style=\"padding: 0px 0px 55px; 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