销售流程是CVM的第三个战略基石和支柱。销售流程(如图所示)提供了一个线路图,依靠该图能持续有效地针对具体客户制定、调整、传递价值主张。CVM销售流程反映了客户在特定市场产品与服务的采购流程。销售流程中将列出那些会影响客户价值管理循环从始至终都成功执行的客户活动,并对其排序。最好的CVM销售流程能够确保客户在讨论定价前集中关注待解决的问题和 The sales process is the third strategic cornerstone and pillar of CVM. The sales process, shown here, provides a roadmap on which to continuously, effectively tailor, align, and communicate value propositions to specific customers. The CVM sales process reflects the customer’s purchasing process for products and services in a particular market. The sales process will list and sort the customer activities that will affect the success of the customer value management cycle from start to finish. The best CVM sales process ensures that customers focus their attention on the issues to be resolved before discussing pricing