{"id":342,"date":"2025-06-03T14:34:49","date_gmt":"2025-06-03T05:34:49","guid":{"rendered":"https:\/\/www.fdc-inc.co.jp\/sfsolution\/?p=342"},"modified":"2025-06-04T13:34:51","modified_gmt":"2025-06-04T04:34:51","slug":"sales_process_-framework","status":"publish","type":"post","link":"https:\/\/www.fdc-inc.co.jp\/sfsolution\/blog\/sales_process_-framework\/","title":{"rendered":"\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\u6d3b\u7528\u3055\u308c\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u57fa\u672c\u7684\u306a\u6d41\u308c\u3092\u89e3\u8aac"},"content":{"rendered":"\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306f\u3001\u9867\u5ba2\u3068\u306e\u5546\u8ac7\u304c\u6210\u7acb\u3059\u308b\u307e\u3067\u306e\u4e00\u9023\u306e\u6d41\u308c\u3092\u6307\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u52b9\u7387\u5316\u30fb\u6700\u9069\u5316\u3059\u308b\u305f\u3081\u306b\u306f\u3001\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u6d3b\u7528\u304c\u6709\u7528\u3067\u3059\u3002<\/p>\n\n\n\n

\u3053\u306e\u8a18\u4e8b\u3067\u306f\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u7684\u306a\u6d41\u308c\u304b\u3089\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u6d3b\u7528\u65b9\u6cd5\u3001\u6ce8\u610f\u70b9\u307e\u3067\u3092\u89e3\u8aac\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u696d\u52d9\u52b9\u7387\u5316\u306b\u6b20\u304b\u305b\u306a\u3044\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u3082\u304a\u4f1d\u3048\u3059\u308b\u306e\u3067\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u6210\u7d04\u7387\u30fb\u58f2\u4e0a\u30a2\u30c3\u30d7\u3092\u76ee\u6307\u3059\u65b9\u306f\u305c\u3072\u3054\u78ba\u8a8d\u304f\u3060\u3055\u3044\u3002<\/p>\n\n\n\n

\n
<\/div>
\n
\n
FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528\u3068\u306f<\/strong><\/span>
\u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
<\/div>
\n
\n
FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528<\/strong><\/span>
\u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
<\/div>
\n
\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n<\/div>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f<\/h2><\/div><\/div>\n\n\n\n
\"\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\"<\/figure>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\uff08\u30bb\u30fc\u30eb\u30b9\u30d7\u30ed\u30bb\u30b9\uff09\u3068\u306f\u3001\u30ea\u30fc\u30c9\u5ba2\u306e\u7372\u5f97\u304b\u3089\u30a2\u30d5\u30bf\u30fc\u30d5\u30a9\u30ed\u30fc\u307e\u3067\u306e\u5de5\u7a0b\u3092\u53ef\u8996\u5316\u3057\u305f\u3082\u306e\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u7684\u306a\u6d41\u308c\u3092\u30d5\u30ed\u30fc\u56f3\u3067\u8868\u3059\u3068\u3001\u6b21\u306e\u3088\u3046\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

1.\u30ea\u30fc\u30c9\u9078\u5b9a<\/td>2.\u30d2\u30a2\u30ea\u30f3\u30b0<\/td>3.\u5546\u8ac7<\/td>4.\u30af\u30ed\u30fc\u30b8\u30f3\u30b0<\/td>5.\u53d7\u6ce8<\/td>6.\u30a2\u30d5\u30bf\u30fc\u30d5\u30a9\u30ed\u30fc<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u5171\u6709\u3059\u308b\u3053\u3068\u3067\u3001\u30dc\u30c8\u30eb\u30cd\u30c3\u30af\u306e\u767a\u898b\u3084\u55b6\u696d\u6d3b\u52d5\u306e\u52b9\u7387\u5316\u306b\u3064\u306a\u304c\u308b\u52b9\u679c\u306b\u671f\u5f85\u304c\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u30b3\u30ed\u30ca\u798d\u3092\u304d\u3063\u304b\u3051\u306b\u3001\u55b6\u696d\u624b\u6cd5\u306f\u6025\u901f\u306b\u5909\u5316\u3057\u3066\u3044\u308b\u306e\u304c\u73fe\u72b6\u3067\u3059\u3002<\/p>\n\n\n\n

\u4eca\u4e00\u5ea6\u81ea\u793e\u306e\u55b6\u696d\u6d3b\u52d5\u3092\u898b\u76f4\u3057\u3066\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u30d1\u30d5\u30a9\u30fc\u30de\u30f3\u30b9\u6539\u5584\u3084\u5229\u76ca\u306e\u5411\u4e0a\u306b\u3064\u306a\u3052\u308b\u3068\u826f\u3044\u3067\u3057\u3087\u3046\u3002<\/span><\/span><\/p>\n\n\n\n

\u5408\u308f\u305b\u3066\u8aad\u307f\u305f\u3044<\/strong><\/div>
\"\u3010\u5de5\u52d9\u5e97\u5411\u3051\u306b\u89e3\u8aac\u3011\u696d\u52d9\u52b9\u7387\u5316\u306e\u6210\u529f\u306f\u30af\u30e9\u30a6\u30c9\u30b5\u30fc\u30d3\u30b9\u306e\u6d3b\u7528\"<\/figure>
\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\u30d5\u30ed\u30fc\u56f3\u306e\u4f5c\u308a\u65b9\u3084\u6d3b\u7528\u3059\u308b\u30e1\u30ea\u30c3\u30c8\u3092\u89e3\u8aac<\/div>
\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u53ef\u8996\u5316\u3059\u308b\u30e1\u30ea\u30c3\u30c8\u3084\u30d5\u30ed\u30fc\u56f3\u306e\u4e8b\u4f8b\u3001\u5177\u4f53\u7684\u306a\u30d5\u30ed\u30fc\u56f3\u306e\u4f5c\u6210\u65b9\u6cd5\u3092\u89e3\u8aac\u3057\u307e\u3059\u3002\u6709\u7528\u306a\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3084IT\u30c4\u30fc\u30eb\u3082\u7d39\u4ecb\u3059\u308b\u306e\u3067\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u5f37\u5316\u3001\u58f2\u4e0a\u7387\u30a2\u30c3\u30d7\u3092\u76ee\u6307\u3059\u65b9\u306f\u53c2\u8003\u306b\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/div><\/div><\/div><\/a><\/div>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u6d3b\u7528\u3059\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af<\/h2><\/div><\/div>\n\n\n\n

SWOT\u5206\u6790<\/h3>\n\n\n\n

SWOT\u5206\u6790\u306f\u81ea\u793e\u3092\u53d6\u308a\u5dfb\u304f\u5185\u90e8\u8981\u56e0\u3068\u5916\u90e8\u8981\u56e0\u3092\u6574\u7406\u3057\u3066\u3001\u7d4c\u55b6\u6226\u7565\u306b\u5f79\u7acb\u3066\u308b\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

\u300c\u5f37\u307f\uff08Strength\uff09\u300d\u300c\u5f31\u307f\uff08Weakness\uff09\u300d\u300c\u6a5f\u4f1a\uff08Opportunity\uff09\u300d\u300c\u8105\u5a01\uff08Threat\uff09\u300d\u306b\u60c5\u5831\u3092\u5206\u3051\u3066\u3001\u305d\u308c\u305e\u308c\u3092\u6bd4\u8f03\u3057\u306a\u304c\u3089\u5206\u6790\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

<\/td>\u30d7\u30e9\u30b9\u306e\u8981\u56e0<\/td>\u30de\u30a4\u30ca\u30b9\u306e\u8981\u56e0<\/td><\/tr>
\u5185\u90e8\u8981\u56e0\uff08\u30b3\u30f3\u30c8\u30ed\u30fc\u30eb\u3067\u304d\u308b\uff09<\/td>\u5f37\u307f<\/td>\u5f31\u307f<\/td><\/tr>
\u5916\u90e8\u8981\u56e0\uff08\u30b3\u30f3\u30c8\u30ed\u30fc\u30eb\u3067\u304d\u306a\u3044\uff09<\/td>\u6a5f\u4f1a<\/td>\u8105\u5a01<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u591a\u89d2\u7684\u306a\u8996\u70b9\u3067\u81ea\u793e\u3092\u5fb9\u5e95\u5206\u6790\u3057\u3066\u3001\u4eca\u5f8c\u306e\u55b6\u696d\u6226\u7565\u306b\u5f79\u7acb\u3066\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f<\/h2><\/div><\/div>\n\n\n\n

3C\u5206\u6790\u306f\u300cCustomer\uff08\u9867\u5ba2\uff09\u300d\u300cCompetitor\uff08\u7af6\u5408\uff09\u300d\u300cCompany\uff08\u81ea\u793e\uff09\u300d\u306e\u982d\u6587\u5b57\u3092\u3068\u3063\u305f\u3082\u306e\u3067\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u304a\u3051\u308b\u74b0\u5883\u3092\u5206\u6790\u3059\u308b\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

Customer\uff08\u9867\u5ba2\uff09<\/td>\u81ea\u793e\u306e\u5546\u54c1\u30fb\u30b5\u30fc\u30d3\u30b9\u306f\u3069\u306e\u3088\u3046\u306a\u9867\u5ba2\u306b\u30cb\u30fc\u30ba\u304c\u3042\u308b\u306e\u304b<\/td><\/tr>
Competitor\uff08\u7af6\u5408\uff09<\/td>\u81ea\u793e\u306e\u5546\u54c1\u30fb\u30b5\u30fc\u30d3\u30b9\u306b\u3069\u306e\u3088\u3046\u306a\u7af6\u5408\u304c\u5b58\u5728\u3059\u308b\u304b<\/td><\/tr>
Company\uff08\u81ea\u793e\uff09<\/td>\u81ea\u793e\u306e\u30ea\u30bd\u30fc\u30b9\u3084\u5f37\u307f\u3001\u6295\u8cc7\u80fd\u529b\u3092\u3069\u3046\u6d3b\u304b\u305b\u308b\u304b<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u305d\u308c\u305e\u308c\u306e\u8981\u7d20\u3092\u3057\u3063\u304b\u308a\u3068\u5206\u6790\u3059\u308c\u3070\u3001\u55b6\u696d\u306e\u4e8b\u524d\u6e96\u5099\u306e\u65b9\u5411\u6027\u304c\u5b9a\u307e\u3063\u3066\u9867\u5ba2\u30cb\u30fc\u30ba\u306b\u523a\u3055\u308b\u5546\u54c1\u3092\u63d0\u6848\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u30ed\u30b8\u30c3\u30af\u30c4\u30ea\u30fc<\/h3>\n\n\n\n

\u30ed\u30b8\u30c3\u30af\u30c4\u30ea\u30fc\u306f\u4e00\u3064\u306e\u30c6\u30fc\u30de\u30fb\u554f\u984c\u306b\u304a\u3051\u308b\u4e8b\u67c4\u3092\u8ad6\u7406\u7684\u306b\u6574\u7406\u3057\u3066\u3001\u89e3\u6c7a\u7b56\u3092\u8b1b\u3058\u308b\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/span><\/span><\/p>\n\n\n\n

What\u30c4\u30ea\u30fc<\/td>\u30c6\u30fc\u30de\u30fb\u8ab2\u984c\u306b\u304a\u3051\u308b\u8981\u7d20\u3092\u5206\u89e3\u3057\u3066\u3001\u73fe\u72b6\u3067\u304d\u308b\u9078\u629e\u80a2\u3092\u628a\u63e1\u3059\u308b<\/td><\/tr>
Why\u30c4\u30ea\u30fc<\/td>\u60f3\u5b9a\u3067\u304d\u308b\u8981\u7d20\u306e\u4e2d\u304b\u3089\u6839\u672c\u7684\u306a\u539f\u56e0\u3092\u767a\u898b\u3059\u308b<\/td><\/tr>
How\u30c4\u30ea\u30fc<\/td>\u554f\u984c\u306e\u89e3\u6c7a\u7b56\u3092\u6df1\u6398\u308a\u3057\u3066\u3001\u4f55\u3092\u3069\u3046\u5b9f\u884c\u3059\u308b\u304b\u3092\u6c7a\u3081\u308b<\/td><\/tr>
KPI\u30c4\u30ea\u30fc<\/td>\u76ee\u6a19\u304b\u3089\u9006\u7b97\u3057\u3066KPI\uff08\u4e2d\u9593\u76ee\u6a19\uff09\u306e\u6570\u5024\u3092\u8a2d\u5b9a\u3059\u308b<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u4f8b\u3048\u3070\u300c\u53d7\u6ce8\u7387\u306e\u4f4e\u3055\u300d\u3092\u89e3\u6c7a\u3057\u305f\u3044\u5834\u5408\u306f\u55b6\u696d\u62c5\u5f53\u8005\u3084\u5546\u54c1\u3001\u4fa1\u683c\u306a\u3069\u306e\u8981\u7d20\u3092\u6d17\u3044\u51fa\u305b\u3070\u3001\u305d\u308c\u305e\u308c\u306e\u554f\u984c\u70b9\u3092\u767a\u898b\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u3088\u308a\u7d30\u304b\u304f\u554f\u984c\u70b9\u3092\u6d17\u3044\u51fa\u3059\u3053\u3068\u3067\u3001\u5177\u4f53\u7684\u306a\u89e3\u6c7a\u7b56\u304c\u7acb\u3066\u3084\u3059\u304f\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

SPIN<\/h3>\n\n\n\n

SPIN\u306f\u9867\u5ba2\u306e\u6f5c\u5728\u7684\u306a\u30cb\u30fc\u30ba\u3092\u5f15\u304d\u51fa\u3059\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

\u300cSituation\uff08\u72b6\u6cc1\u8cea\u554f\uff09\u300d\u300cProblem\uff08\u554f\u984c\u8cea\u554f\uff09\u300d\u300cImplication\uff08\u793a\u5506\u8cea\u554f\uff09\u300d\u300cNeed payoff\uff08\u89e3\u6c7a\u8cea\u554f\u300d\u3067\u69cb\u6210\u3055\u308c\u3001\u9806\u756a\u901a\u308a\u306b\u8cea\u554f\u3092\u5c55\u958b\u3057\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u55b6\u696d\u6d3b\u52d5\u306b\u304a\u3051\u308b\u8cea\u554f\u4f8b\u306f\u3001\u6b21\u306e\u901a\u308a\u3067\u3059\u3002<\/p>\n\n\n\n

Situation\uff08\u72b6\u6cc1\u8cea\u554f\uff09<\/td>\u4f7f\u7528\u983b\u5ea6\u306f\u3069\u308c\u3050\u3089\u3044\u3067\u3059\u304b\uff1f<\/td><\/tr>
Problem\uff08\u554f\u984c\u8cea\u554f\uff09<\/td>\u5546\u54c1\u306b\u3053\u3093\u306a\u6a5f\u80fd\u304c\u6b32\u3057\u3044\u3068\u3044\u3046\u306e\u306f\u3042\u308a\u307e\u3059\u304b\uff1f<\/td><\/tr>
Implication\uff08\u793a\u5506\u8cea\u554f\uff09<\/td>\u30d1\u30d5\u30a9\u30fc\u30de\u30f3\u30b9\u304c\u4f4e\u3044\u3068\u696d\u52d9\u306b\u652f\u969c\u306f\u3042\u308a\u307e\u305b\u3093\u304b\uff1f<\/td><\/tr>
Need payoff\uff08\u89e3\u6c7a\u8cea\u554f\uff09<\/td>\u65b0\u3057\u3044\u6a5f\u80fd\u304c\u8ffd\u52a0\u3055\u308c\u308b\u3068\u696d\u52d9\u52b9\u7387\u5316\u306b\u3064\u306a\u304c\u308b\u3068\u601d\u3044\u307e\u305b\u3093\u304b\uff1f<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u5546\u8ac7\u3092\u6210\u529f\u3055\u305b\u308b\u305f\u3081\u306b\u3082\u3001\u9867\u5ba2\u306e\u6f5c\u5728\u7684\u30cb\u30fc\u30ba\u3092\u5f15\u304d\u51fa\u3059SPIN\u8a71\u6cd5\u306f\u6b20\u304b\u305b\u306a\u3044\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u3044\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

\u30d0\u30ea\u30e5\u30fc\u30c1\u30a7\u30fc\u30f3\u5206\u6790<\/h3>\n\n\n\n

\u30d0\u30ea\u30e5\u30fc\u30c1\u30a7\u30fc\u30f3\u5206\u6790\u306f\u55b6\u696d\u6d3b\u52d5\u3092\u53ef\u8996\u5316\u3057\u3066\u3001\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u4ed8\u52a0\u4fa1\u5024\u3092\u898b\u51fa\u3059\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

\u4f8b\u3048\u3070\u5546\u54c1\u30fb\u30b5\u30fc\u30d3\u30b9\u306e\u4ed8\u52a0\u4fa1\u5024\u306b\u306f\u3001\u300c\u7d0d\u671f\u304c\u77ed\u3044\u300d\u300c\u30a2\u30d5\u30bf\u30fc\u30b5\u30fc\u30d3\u30b9\u304c\u624b\u539a\u3044\u300d\u306a\u3069\u304c\u6319\u3052\u3089\u308c\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u81ea\u793e\u306e\u5f37\u307f\u3084\u512a\u4f4d\u6027\u3092\u7406\u89e3\u3057\u3066\u3055\u3089\u306b\u4f38\u3070\u3057\u7d9a\u3051\u308b\u3068\u3001\u53ce\u76ca\u3092\u5927\u304d\u304f\u30a2\u30c3\u30d7\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305f\u3001\u4f59\u8a08\u306a\u30b3\u30b9\u30c8\u306e\u524a\u6e1b\u306b\u3064\u306a\u304c\u308b\u306e\u3082\u30e1\u30ea\u30c3\u30c8\u3067\u3059\u3002<\/p>\n\n\n\n

PEST\u5206\u6790<\/h3>\n\n\n\n

PEST\u5206\u6790\u306f\u3001\u81ea\u793e\u3092\u53d6\u308a\u5dfb\u304f\u5916\u90e8\u74b0\u5883\u3092\u5206\u6790\u3059\u308b\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

\u5177\u4f53\u7684\u306b\u306f\u300cPolitics\uff08\u653f\u6cbb\uff09\u300d\u300c Economy\uff08\u7d4c\u6e08\uff09\u300d\u300cSociety\uff08\u793e\u4f1a\uff09\u300d\u300cTechnology\uff08\u6280\u8853\uff09\u300d\u306e4\u3064\u306e\u89b3\u70b9\u304b\u3089\u5206\u6790\u3092\u884c\u3044\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3059\u308c\u3070\u793e\u4f1a\u60c5\u52e2\u306e\u5909\u5316\u306b\u5bfe\u5fdc\u3067\u304d\u308b\u55b6\u696d\u6226\u7565\u3092\u7acb\u3066\u3089\u308c\u305f\u308a\u3001\u64a4\u9000\u3059\u3079\u304d\u5546\u54c1\u30fb\u30b5\u30fc\u30d3\u30b9\u304c\u898b\u6975\u3081\u3089\u308c\u305f\u308a\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u3064\u307e\u308a\u5916\u90e8\u74b0\u5883\u306e\u5909\u5316\u306b\u3088\u308b\u5f71\u97ff\u3092\u591a\u89d2\u7684\u306b\u6349\u3048\u3089\u308c\u308b\u3068\u3001\u653b\u3081\u3068\u5b88\u308a\u306e\u5bfe\u7b56\u65b9\u6cd5\u3092\u65e9\u671f\u306b\u6253\u3061\u51fa\u305b\u308b\u306e\u3067\u3059\u3002<\/p>\n\n\n\n

BANT\u6761\u4ef6<\/h3>\n\n\n\n

BANT\u6761\u4ef6\u306fBtoB\u55b6\u696d\u306b\u304a\u3044\u3066\u3001\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3092\u628a\u63e1\u3059\u308b\u305f\u3081\u306b\u7528\u3044\u3089\u308c\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

BANT\u3068\u306f\u300cBudget\uff08\u4e88\u7b97\uff09\u300d\u300cAuthority\uff08\u6c7a\u88c1\u6a29\uff09\u300d\u300cNeeds\uff08\u30cb\u30fc\u30ba\uff09\u300d\u300cTimeframe\uff08\u5c0e\u5165\u6642\u671f\uff09\u300d\u3092\u6307\u3057\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u305d\u308c\u305e\u308c\u306e\u9805\u76ee\u3092\u660e\u78ba\u306b\u3059\u308b\u3053\u3068\u3067\u3001\u5546\u8ac7\u306e\u91cd\u8981\u5ea6\u3092\u5224\u5b9a\u3057\u3066\u53d7\u6ce8\u78ba\u5ea6\u3092\u4e0a\u3052\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n

FABE\u5206\u6790<\/h3>\n\n\n\n

FABE\u5206\u6790\u306f\u3001\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u30d7\u30ec\u30bc\u30f3\u30c6\u30fc\u30b7\u30e7\u30f3\u306b\u6d3b\u7528\u3055\u308c\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

\u300cFeature\uff08\u7279\u5fb4\uff09\u300d\u300cAdvantage\uff08\u5229\u70b9\uff09\u300d\u300cBenefit\uff08\u4fbf\u76ca\uff09\u300d\u300cEvidence\uff08\u8a3c\u62e0\uff09\u3067\u69cb\u6210\u3055\u308c\u3001\u9806\u756a\u901a\u308a\u306b\u4f1d\u3048\u308b\u3053\u3068\u3067\u7406\u89e3\u3055\u308c\u3084\u3059\u3044\u63d0\u6848\u3092\u884c\u3048\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u4f8b\u3048\u3070\u81ea\u793e\u3067\u52d5\u753b\u914d\u4fe1\u30b5\u30fc\u30d3\u30b9\u3092\u63d0\u4f9b\u3059\u308b\u5834\u5408\u306f\u3001FABE\u306b\u5f53\u3066\u306f\u3081\u308b\u3068\u6b21\u306e\u3088\u3046\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

F\uff1a\u7279\u5fb4<\/td>\u5f53\u793e\u306e\u52d5\u753b\u914d\u4fe1\u30b5\u30fc\u30d3\u30b9\u306f\u5bb6\u65cf\u30fb\u53cb\u4eba\u3068\u6599\u91d1\u3092\u6298\u534a\u3067\u304d\u307e\u3059<\/td><\/tr>
A\uff1a\u5229\u70b9<\/td>\u6620\u753b\u30fb\u30c9\u30e9\u30de\u304c\u5145\u5b9f\u3057\u3066\u3044\u307e\u3059<\/td><\/tr>
B\uff1a\u4fbf\u76ca<\/td>\u6599\u91d1\u306e\u8ca0\u62c5\u304c\u6e1b\u308b\u3060\u3051\u3067\u306a\u304f\u3001\u52d5\u753b\u306e\u5171\u6709\u304c\u53ef\u80fd\u3067\u3059<\/td><\/tr>
E\uff1a\u8a3c\u62e0<\/td>\u4eca\u5e74\u4e2d\u306b\u66f4\u306b\u52d5\u753b\u30b3\u30f3\u30c6\u30f3\u30c4\u3092\u5145\u5b9f\u3055\u305b\u307e\u3059<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3059\u308b\u30e1\u30ea\u30c3\u30c8<\/h2><\/div><\/div>\n\n\n\n
\"\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3059\u308b\u30e1\u30ea\u30c3\u30c8\"<\/figure>\n\n\n\n

\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u73fe\u72b6\u3092\u628a\u63e1\u304c\u3067\u304d\u308b<\/h3>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u63a1\u7528\u3059\u308b\u3068\u3001\u55b6\u696d\u6d3b\u52d5\u306e\u30b9\u30c6\u30c3\u30d7\u3054\u3068\u306e\u8ab2\u984c\u3084\u6210\u679c\u304c\u6570\u5024\u5316\u3055\u308c\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u4f8b\u3048\u3070\u55b6\u696d\u62c5\u5f53\u8005A\u306e\u30af\u30ed\u30fc\u30b8\u30f3\u30b0\u7387\u304c\u9ad8\u3044\u3053\u3068\u304c\u308f\u304b\u308c\u3070\u3001\u4ed6\u306e\u62c5\u5f53\u8005\u306e\u6539\u5584\u306e\u30d2\u30f3\u30c8\u306b\u306a\u308b\u306e\u3067\u3059\u3002<\/p>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u304c\u6700\u9069\u5316\u3055\u308c\u308b\u3068\u3001\u696d\u52d9\u52b9\u7387\u5316\u3084\u5229\u76ca\u5411\u4e0a\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u65b9\u91dd\u304c\u5171\u6709\u3057\u3084\u3059\u3044<\/h3>\n\n\n\n

\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306b\u6cbf\u3063\u305f\u6839\u62e0\u306e\u3042\u308b\u5206\u6790\u306f\u3001\u55b6\u696d\u6d3b\u52d5\u3092\u6a19\u6e96\u5316\u3067\u304d\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u65b9\u91dd\u3092\u5171\u6709\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u6a19\u6e96\u5316\u3068\u306f\u624b\u9806\u3084\u8a55\u4fa1\u65b9\u6cd5\u306a\u3069\u3092\u7d71\u4e00\u3057\u3066\u3001\u8ab0\u3067\u3082\u540c\u3058\u7d50\u679c\u3092\u51fa\u305b\u308b\u3088\u3046\u306b\u3059\u308b\u3053\u3068\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

\u6a19\u6e96\u5316\u3055\u308c\u305f\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u3082\u3068\u306b\u3001\u9069\u5207\u306a\u55b6\u696d\u6d3b\u52d5\u3067\u6210\u7d04\u7387\u30a2\u30c3\u30d7\u3092\u76ee\u6307\u3057\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

\u5408\u308f\u305b\u3066\u8aad\u307f\u305f\u3044<\/strong><\/div>
\"\u3010\u5de5\u52d9\u5e97\u5411\u3051\u306b\u89e3\u8aac\u3011\u696d\u52d9\u52b9\u7387\u5316\u306e\u6210\u529f\u306f\u30af\u30e9\u30a6\u30c9\u30b5\u30fc\u30d3\u30b9\u306e\u6d3b\u7528\"<\/figure>
\u3010\u307e\u3068\u3081\u8a18\u4e8b\u3011\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\u6210\u529f\u306e\u79d8\u8a23\u304b\u3089\u30ea\u30b9\u30af\u307e\u3067\u89e3\u8aac<\/div>
\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u304b\u3089\u6210\u529f\u306e\u79d8\u8a23\u3001\u30ea\u30b9\u30af\u307e\u3067\u3092\u5fb9\u5e95\u89e3\u8aac\u3057\u307e\u3059\u3002\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u6d3b\u7528\u3059\u3079\u304d\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3084\u30c4\u30fc\u30eb\u3082\u304a\u4f1d\u3048\u3059\u308b\u306e\u3067\u3001\u55b6\u696d\u7d44\u7e54\u3092\u4eca\u3059\u3050\u5f37\u5316\u3057\u305f\u3044\u65b9\u306f\u53c2\u8003\u306b\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/div><\/div><\/div><\/a><\/div>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3059\u308b\u969b\u306e\u6ce8\u610f\u70b9<\/h2><\/div><\/div>\n\n\n\n

\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u4f7f\u3044\u5206\u3051\u308b<\/h3>\n\n\n\n

\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u30921\u3064\u306b\u7d5e\u308b\u3068\u3001\u5206\u6790\u304c\u504f\u3063\u3066\u3057\u307e\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u55b6\u696d\u306e\u6210\u7d04\u7387\u3092\u9ad8\u3081\u308b\u305f\u3081\u306b\u306f\u3001\u591a\u89d2\u7684\u306a\u8996\u70b9\u3067\u8ab2\u984c\u3092\u6349\u3048\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/p>\n\n\n\n

\u4f8b\u3048\u3070BANT\u6761\u4ef6\u3067\u5f97\u305f\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u30923C\u5206\u6790\u306b\u53d6\u308a\u8fbc\u3081\u3070\u3001\u53d7\u6ce8\u78ba\u5ea6\u3092\u3088\u308a\u9ad8\u3081\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n

\u5404\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u7279\u5fb4\u3092\u3057\u3063\u304b\u308a\u3068\u7406\u89e3\u3057\u3066\u3001\u81ea\u793e\u306e\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u30de\u30c3\u30c1\u3059\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u9078\u5b9a\u3057\u307e\u3057\u3087\u3046\u3002<\/span><\/p>\n\n\n\n

\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u3092\u6d3b\u7528\u3059\u308b<\/h3>\n\n\n\n

\u55b6\u696d\u6d3b\u52d5\u3092\u52b9\u7387\u5316\u30fb\u6700\u9069\u5316\u3059\u308b\u305f\u3081\u306b\u3001SFA\u306a\u3069\u306e\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u306e\u6d3b\u7528\u304c\u304a\u3059\u3059\u3081\u3067\u3059\u3002<\/p>\n\n\n\n

SFA<\/td>\u55b6\u696d\u6d3b\u52d5\u306e\u884c\u52d5\u7ba1\u7406\u3084\u9032\u6357\u7ba1\u7406\u3092\u30b5\u30dd\u30fc\u30c8\u3059\u308b\u3002\u767b\u9332\u3055\u308c\u305f\u60c5\u5831\u3092\u3082\u3068\u306b\u55b6\u696d\u6d3b\u52d5\u306e\u6539\u5584\u306b\u3064\u306a\u3052\u308b<\/td><\/tr>
CRM<\/td>\u5951\u7d04\u5f8c\u306e\u9867\u5ba2\u3068\u95a2\u4fc2\u3092\u69cb\u7bc9\u3059\u308b\u305f\u3081\u306b\u7528\u3044\u308b\u3002\u9867\u5ba2\u60c5\u5831\u3092\u7d71\u5408\u7684\u306b\u7ba1\u7406\u3067\u304d\u308b<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u4e2d\u3067SFA\u306f\u300c\u5546\u8ac7\u304b\u3089\u53d7\u6ce8\u300d\u307e\u3067\u3001CRM\u306f\u300c\u53d7\u6ce8\u4ee5\u964d\u306e\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u300d\u306b\u5f79\u7acb\u3066\u3089\u308c\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u306e\u6d3b\u7528\u3067\u7121\u99c4\u306a\u696d\u52d9\u3092\u30ab\u30c3\u30c8\u3057\u3066\u3001\u53d7\u6ce8\u6a5f\u4f1a\u306e\u6700\u5927\u5316\u3092\u76ee\u6307\u3057\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

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\u307e\u3068\u3081<\/h2><\/div><\/div>\n\n\n\n

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FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528\u3068\u306f<\/strong><\/span>
\u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
<\/div>
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FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528<\/strong><\/span>
\u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
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<\/div>
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Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

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