| Summary: | 碩士 === 國立中央大學 === 高階主管企管碩士班 === 104 === In this paper, Researcher use case study to analyze how politic factors will impact the decision of target customer? The data sources are include the data, direct observation, involve observation, real character, analyze material and organize the report. Because of the difference between IT solution and hardware or software tool, it makes IT solution selling much more difficult. And the difference is: project cost is huge, no trail for customer, needs customization, customer has to understand the selling value and not easy to come out the KPI internally. That means IT solution selling needs to realize customer internal political factors and also analyze customer individual role and requirement. According to these requirement, then providing the proposal which base on requirement value analysis. Researcher found some possible political factors as:
1. The authorization power issue in users department: the head of users department will emphasize their position power to protect their own achievement in research results so that they will refuse to put all data in IT system.
2. The approval process issue: to protect their own department decision power, they would deny opening their sign-off power to other departments.
3. Personal interest issue: the head of some department try to reserve their approval、suggestion or even price negotiation power. They hide some requirement specifically.
4. Future career issue: the head of some business unit will involve aggressively for future career development.
For this case study, researcher found the sales manager must focus on target customer’s political factors. Also, he has to define the requirement and driving force behind. And regard to value analysis, it should base on understanding the interest relation between the department and individual. How the future system will affect the department power or personal power? Before analyze the political factors of selling process, the sales manager have to survey the powerbase organization in target customer. Sales manager only spend his valuable time in resolve the political issues from the people who have the decision power in decision process. In each selling stage, the sales manager will try to find out the Coach, and collect the right information from the Coach. Finally, sign the contract when target customer accept the proposal which base on internal value assessment and reasonable cost.
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