所谓“销售漏斗”是一个形象的概念,是销售人员直销时,系统集成商和增值服务商分销时普遍采用的一个销售工具。漏斗的顶部是有购买需求的潜在用户,漏斗的上部是将本企业产品列入候选清单的潜在用户,漏斗的中部是将本企业产品列入优选清单的潜在用户(两个品牌中选一个),漏斗的下部是基本上已经确定购买本企业的产品,只是有些手续还没有落实的潜在用户。漏斗的底部就是我们所期望成交的用户。为了有效地管理自己的销售人员或系统集成商、增值服务商,就要将所有潜在用户按照上述定 The so-called “sales funnel ” is an image of the concept is a sales tool used by system integrators and value-added service providers when selling direct sales. The top of the funnel is a potential user with purchasing needs. The upper part of the funnel is a potential user for inclusion of this corporate product in the Candidate List. The middle funnel is a potential user (one of the two brands) The bottom of the hopper is basically a product that has been identified for the purchase of this business, except for potential users who have not yet completed the formalities. The bottom of the funnel is the user we expect to close. In order to effectively manage their own sales staff or system integrators, value-added service providers, it is necessary to all potential users in accordance with the above