システム販売サイクルで好業績を収めるためにベンダーがすべきこととは？
2019/03/18
トム・スケールズ
Or What To Do Well, If You’re The Vendor
Key research questions
- What expectations should your vendors have of you in a sales cycle?
- Why is the demonstration so important?
- How does chemistry affect your decision?
Abstract
System decisions are complicated. In this report, targeted at both the buyer and the seller, Celent discusses how to manage the process of coming together. Large scale technology purchases are not small and are done with considerable deliberation. This report can help refind the process, based on Celent's extensive experience in assisting with System Selection Projects.
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