9. Diagnose Differentiate Deliver Compelling
Define Target Demonstrate Value
Customer Needs & Products & & Specific Document Results
Customer Gains
Wants Services Propositions

10. Define Diagnose Differentiate Demonstrate Deliver Document
HEILONGJIANG
HARBIN
JILIN
LIAONING
XINJIANG HEBEI BEIJING
GANSU INNER MONGOLIA
TIANJIN
NINGXIA
SHANXI SHANDONG
QINGHAI
JIANGSU
TIBET
SHAANXI HENAN
CHENGDU ANHUI SHANGHAI
HUBEI
SICHUAN ZHEJIANG
CHONGQING
HUNAN ZIANGXI
GUIZHOU FUJIAN
YUNNAN GUANGXI GUANGDONG
SHENZHEN
HONGKONG
GUANGZHOU

11. Define Diagnose Differentiate Demonstrate Deliver Document
High
Opportunity
Low
Strong Weak
Need

12. Define Diagnose Differentiate Demonstrate Deliver Document
Business needs are measurable but personal needs are subjective
Business Personal
Reduce cost Gain face
Increase efficiency Guanxi
Improve quality Earn productivity bonus
Increase throughput Earn promotion
Increase profitability Minimize risk
Minimize inventory Reduce stress

13. Define Diagnose Differentiate Demonstrate Deliver Document
Brand A
Brand B
Brand C
Customer Product Relevance Product Consistent High Relevant Industry Product Support
Connection Differentiation Quality Approvals Accessability

14. Define Diagnose Differentiate Demonstrate Deliver Document

15. Define Diagnose Differentiate Demonstrate Deliver Document

16. Define Diagnose Differentiate Demonstrate Deliver Document