{"id":381,"date":"2024-10-01T20:43:52","date_gmt":"2024-10-02T00:43:52","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=381"},"modified":"2024-10-01T20:43:54","modified_gmt":"2024-10-02T00:43:54","slug":"agile-sales-ai-selling-chapter7","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/ko\/agile-sales-ai-selling-chapter7\/","title":{"rendered":"\uc560\uc790\uc77c AI \uc601\uc5c5 \ub3c4\uc11c 7\uc7a5"},"content":{"rendered":"<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\uc601\uc5c5 \uc811\uadfc \ubc29\uc2dd\uc5d0 \ub300\ud55c \uc885\ud569 \uac00\uc774\ub4dc<\/h3>\n\n\n\n<h4 class=\"wp-block-heading\">\ud559\uc2b5 \ubaa9\ud45c:<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\ud310\ub9e4 \ubc29\ubc95\ub860, \ud504\ub808\uc784\uc6cc\ud06c, \uc804\ubb38 \ud310\ub9e4 \uae30\ubc95 \uac04\uc758 \ucc28\uc774\uc810\uc744 \uc774\ud574\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li>\ub2e4\uc591\ud55c \uc601\uc5c5 \uc811\uadfc \ubc29\uc2dd\uc774 \uac00\uc7a5 \ud6a8\uacfc\uc801\uc778 \uc0c1\ud669\uc744 \uc0b4\ud3b4\ubcf4\uc138\uc694.<\/li>\n\n\n\n<li>\ud604\ub300 \uc601\uc5c5\uc5d0\uc11c \uc0c8\ub85c\uc6b4 \ud2b8\ub80c\ub4dc\uc640 \uae30\uc220\uc758 \uc911\uc694\uc131\uc744 \uc778\uc2dd\ud558\uc138\uc694.<\/li>\n\n\n\n<li>\uc601\uc5c5 \uad00\ud589\uc5d0 \uc724\ub9ac\uc801 \uace0\ub824 \uc0ac\ud56d\uacfc \uace0\uac1d \uc911\uc2ec \uc6d0\uce59\uc744 \uc801\uc6a9\ud558\uc138\uc694.<\/li>\n\n\n\n<li>\ud575\uc2ec \uc131\uacfc \uc9c0\ud45c(KPI)\uc640 \ub370\uc774\ud130 \uae30\ubc18 \uc778\uc0ac\uc774\ud2b8\ub97c \uc0ac\uc6a9\ud558\uc5ec \uc601\uc5c5 \uc131\uacfc\ub97c \uce21\uc815\ud558\ub294 \ubc29\ubc95\uc744 \uc54c\uc544\ubcf4\uc138\uc694.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"\uc601\uc5c5 \uc811\uadfc \ubc29\uc2dd \uac00\uc774\ub4dc - 7\uc7a5 \uac1c\uc694 \ucc45\uc5d0\uc11c \ubc1c\ucdcc\ud55c \uc560\uc790\uc77c \uc601\uc5c5 \ubc0f AI \uc9c0\uc6d0 \uc601\uc5c5\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/BBwnuyPbCyY?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc18c\uac1c<\/h3>\n\n\n\n<p>\uc804\ubb38\uac00\ub4e4\uc740 \uac70\ub798\ub97c \uc131\uc0ac\uc2dc\ud0a4\uace0 \uc9c0\uc18d\uc801\uc778 \uace0\uac1d \uad00\uacc4\ub97c \uad6c\ucd95\ud558\ub294 \ub2a5\ub825\uc744 \ud5a5\uc0c1\uc2dc\ud0a4\uae30 \uc704\ud574 \uace0\uc548\ub41c \ub2e4\uc591\ud55c \uc804\ub7b5\uc744 \uc219\ub2ec\ud558\uc5ec \uacbd\uc7c1\uc5d0\uc11c \uc55e\uc11c \ub098\uac00\uc57c \ud569\ub2c8\ub2e4. \uc774 \uac00\uc774\ub4dc\ub294 \uc601\uc5c5 \ubc29\ubc95\ub860, \ud504\ub808\uc784\uc6cc\ud06c, \uae30\ubc95 \uac04\uc758 \ucc28\uc774\uc810\uc744 \uc2ec\ub3c4 \uc788\uac8c \uc774\ud574\ud558\uace0 \uc774\ub7ec\ud55c \uc811\uadfc\ubc95\uc744 \ub2e4\uc591\ud55c \uc601\uc5c5 \uc0c1\ud669\uc5d0 \ud6a8\uacfc\uc801\uc73c\ub85c \uc801\uc6a9\ud560 \uc218 \uc788\ub294 \ubc29\ubc95\uc744 \uc0b4\ud3b4\ubd05\ub2c8\ub2e4. \ub610\ud55c \uc0c8\ub85c\uc6b4 \ud2b8\ub80c\ub4dc, \uc724\ub9ac\uc801 \uace0\ub824 \uc0ac\ud56d, \uc560\uc790\uc77c \uc601\uc5c5 \uc6d0\uce59, \uc601\uc5c5 \uc131\uacfc \uce21\uc815\uc744 \uc704\ud55c \uc2e4\uc6a9\uc801\uc778 \uc870\uc5b8\uc744 \ud1b5\ud569\ud558\uc5ec \uc601\uc5c5 \uc804\ubb38\uac00\ub97c \uafc8\uafb8\ub294 \ubaa8\ub4e0 \uc0ac\ub78c\uc5d0\uac8c \uc885\ud569\uc801\uc778 \ub9ac\uc18c\uc2a4\ub85c \ud65c\uc6a9\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc601\uc5c5 \ubc29\ubc95\ub860<\/h3>\n\n\n\n<p>\uc601\uc5c5 \ubc29\ubc95\ub860\uc740 \uc601\uc5c5 \uc804\ubb38\uac00\uc5d0\uac8c \uc804\uccb4 \uc601\uc5c5 \ud504\ub85c\uc138\uc2a4\ub97c \uc548\ub0b4\ud558\ub294 \ud3ec\uad04\uc801\uc778 \uc5d4\ub4dc\ud22c\uc5d4\ub4dc \uc811\uadfc \ubc29\uc2dd\uc785\ub2c8\ub2e4. \uc601\uc5c5 \ubc29\ubc95\ub860\uc740 \ucd08\uae30 \uc7a0\uc7ac \uace0\uac1d \ubc1c\uad74 \ub2e8\uacc4\ubd80\ud130 \ucd5c\uc885 \uac70\ub798 \uc131\uc0ac\uae4c\uc9c0 \uc7a0\uc7ac \uace0\uac1d\uacfc \uc18c\ud1b5\ud558\uae30 \uc704\ud55c \uad6c\uc870\ud654\ub41c \uccad\uc0ac\uc9c4\uc744 \uc81c\uacf5\ud569\ub2c8\ub2e4. \uc774\ub7ec\ud55c \uc2dc\uc2a4\ud15c\uc740 \uad00\uacc4 \uad6c\ucd95, \ubb38\uc81c \ud574\uacb0, \uc804\ub7b5\uc801 \ucee4\ubba4\ub2c8\ucf00\uc774\uc158\uc744 \uac15\uc870\ud558\uc5ec \uc7a0\uc7ac \uace0\uac1d\uc744 \uc601\uc5c5 \ud37c\ub110\uc744 \ud1b5\ud574 \ud6a8\uacfc\uc801\uc73c\ub85c \uc774\ub3d9\uc2dc\ud0b5\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\uc2a4\ud540 \ud310\ub9e4<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc0c1\ud669, \ubb38\uc81c, \uc2dc\uc0ac\uc810, \ud544\uc694\uc758 \ub124 \uac00\uc9c0 \uc720\ud615\uc758 \uc9c8\ubb38\uc744 \ud1b5\ud574 \uc7a0\uc7ac \uace0\uac1d\uc758 \ud575\uc2ec \ub2c8\uc988\ub97c \ud30c\uc545\ud558\ub294 \ub370 \uc911\uc810\uc744 \ub461\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \uad6c\ub9e4\uc790\uc758 \uc0c1\ud669\uc744 \uc774\ud574\ud558\uace0 \uc758\uc0ac \uacb0\uc815 \uacfc\uc815\uc744 \uc548\ub0b4\ud558\ub294 \uac83\uc774 \uc911\uc694\ud55c \ubcf5\uc7a1\ud55c B2B \uc601\uc5c5\uc5d0 \uc774\uc0c1\uc801\uc785\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>N.E.A.T. \ud310\ub9e4\u2122<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uad6c\ub9e4\uc790\uc758 \ud544\uc694, \uacbd\uc81c\uc801 \uc601\ud5a5, \uad8c\ud55c\uc5d0 \ub300\ud55c \uc811\uadfc\uc131 \ubc0f \ud0c0\uc784\ub77c\uc778\uc744 \uc774\ud574\ud558\uc5ec \uc7a0\uc7ac \uace0\uac1d\uc744 \ud6a8\uacfc\uc801\uc73c\ub85c \uc790\uaca9\uc744 \ubd80\uc5ec\ud558\ub294 \uac83\uc744 \uac15\uc870\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> BANT\uc640 \uac19\uc740 \uae30\uc874\uc758 \uc790\uaca9 \uac80\uc99d \ubc29\uc2dd\uc774 \ub108\ubb34 \uacbd\uc9c1\ub420 \uc218 \uc788\ub294 \ud604\ub300 \uc601\uc5c5 \ud658\uacbd\uc5d0 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\ucc4c\ub9b0\uc800 \uc138\uc77c<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc601\uc5c5 \ub2f4\ub2f9\uc790\uac00 '\uac00\ub974\uce58\uae30-\ub9de\ucda4\ud615 \uad00\ub9ac' \uc811\uadfc \ubc29\uc2dd\uc744 \uc0ac\uc6a9\ud558\uc5ec \ud604 \uc0c1\ud669\uc5d0 \ub3c4\uc804\ud558\uace0 \uc7a0\uc7ac \uace0\uac1d\uc5d0\uac8c \uc0c8\ub85c\uc6b4 \uad00\uc810\uc744 \uac00\ub974\uce58\ub3c4\ub85d \uc7a5\ub824\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \uad6c\ub9e4\uc790\uac00 \uae30\uc874 \ubc29\uc2dd\uc744 \uace0\uc218\ud558\uace0 \ubcc0\ud654\ub97c \uace0\ub824\ud558\uae30 \uc704\ud574 \uc0c8\ub85c\uc6b4 \uad00\uc810\uc744 \ubcf4\uc5ec\uc904 \ud544\uc694\uac00 \uc788\ub294 \uc0b0\uc5c5\uc5d0 \uac00\uc7a5 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\uc0cc\ub4e4\ub7ec \ud310\ub9e4 \uc2dc\uc2a4\ud15c<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \ud310\ub9e4\uc790\ub97c \uc2e0\ub8b0\ud560 \uc218 \uc788\ub294 \uc870\uc5b8\uc790\ub85c \ud3ec\uc9c0\uc154\ub2dd\ud558\uc5ec \uad00\uacc4 \uad6c\ucd95, \uc7a0\uc7ac \uace0\uac1d \uac80\uc99d, \uc0c1\ud638 \uc774\uc775\uc5d0 \uae30\ubc18\ud55c \uac70\ub798 \uc131\uc0ac\uc5d0 \uc9d1\uc911\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \ud2b9\ud788 \uc601\uc5c5 \uc8fc\uae30\uac00 \uae34 \uc0b0\uc5c5\uc5d0\uc11c \uace0\uac1d\uacfc \uc2e0\ub8b0 \uae30\ubc18\uc758 \uac15\ub825\ud55c \uad00\uacc4\ub97c \uad6c\ucd95\ud558\uace0\uc790 \ud558\ub294 \uc601\uc5c5\ud300\uc5d0 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\uc194\ub8e8\uc158 \ud310\ub9e4<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uace0\uac1d\uc758 \ud2b9\uc815 \uacfc\uc81c\uc640 \uace0\ucda9\uc744 \uc774\ud574\ud558\uc5ec \uac01 \uace0\uac1d\uc758 \uace0\uc720\ud55c \uc694\uad6c \uc0ac\ud56d\uc744 \ucda9\uc871\ud558\ub294 \uc194\ub8e8\uc158\uc744 \uc6b0\uc120\uc801\uc73c\ub85c \ub9de\ucda4\ud654\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \uace0\uac1d\uc774 \ubcf5\uc7a1\ud55c \uc694\uad6c \uc0ac\ud56d\uc744 \uac00\uc9c0\uace0 \uc788\uace0 \ud45c\uc900 \uc81c\ud488\ubcf4\ub2e4\ub294 \ub9de\ucda4\ud615 \uc194\ub8e8\uc158\uc744 \uae30\ub300\ud558\ub294 \uc2dc\ub098\ub9ac\uc624\uc5d0 \uac00\uc7a5 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\ucee8\uc124\ud305 \ud310\ub9e4<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \ud310\ub9e4\uc790\uac00 \uc2e0\ub8b0\uc640 \uc804\ubb38\uc131\uc744 \ubc14\ud0d5\uc73c\ub85c \uad6c\ub9e4\uc790\uac00 \uad6c\ub9e4 \uacb0\uc815\uc744 \ub0b4\ub9b4 \uc218 \uc788\ub3c4\ub85d \uae4a\uc774 \uc788\uace0 \ud1b5\ucc30\ub825 \uc788\ub294 \uc9c8\ubb38\uc744 \ud1b5\ud574 \uc2e0\ub8b0\ud560 \uc218 \uc788\ub294 \uc870\uc5b8\uc790 \uc5ed\ud560\uc744 \uc218\ud589\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \uc804\ubb38 \uc11c\ube44\uc2a4 \ub610\ub294 \ud558\uc774\ud14c\ud06c \ud310\ub9e4\uc640 \uac19\uc774 \uad6c\ub9e4\uc790\uac00 \uc804\ubb38\uc131\uacfc \uc5c5\uacc4 \uc9c0\uc2dd\uc744 \uc911\uc2dc\ud558\ub294 \uc0b0\uc5c5\uc5d0 \uc774\uc0c1\uc801\uc785\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc601\uc5c5 \ud504\ub808\uc784\uc6cc\ud06c \ub610\ub294 \uc790\uaca9 \ud504\ub85c\uc138\uc2a4<\/h3>\n\n\n\n<p>\uc601\uc5c5 \ud504\ub808\uc784\uc6cc\ud06c\uc640 \uc790\uaca9 \uac80\uc99d \ud504\ub85c\uc138\uc2a4\ub294 \uc601\uc5c5 \ud504\ub85c\uc138\uc2a4\uc758 \ud2b9\uc815 \ub2e8\uacc4\ub098 \uce21\uba74\uc5d0 \ucd08\uc810\uc744 \ub9de\ucda5\ub2c8\ub2e4. \uc804\uccb4 \uc601\uc5c5 \uc5ec\uc815\uc744 \uc548\ub0b4\ud558\ub294 \ubc29\ubc95\ub860\uacfc \ub2ec\ub9ac \ud504\ub808\uc784\uc6cc\ud06c\ub294 \uc7a0\uc7ac \uace0\uac1d\uc744 \uac80\uc99d\ud558\uac70\ub098 \uc8fc\uc694 \uace0\uac1d\uc744 \uad00\ub9ac\ud558\uac70\ub098 \ubcf5\uc7a1\ud55c \uc870\uc9c1 \uad6c\uc870\ub97c \ud0d0\uc0c9\ud558\uae30 \uc704\ud55c \ud0c0\uae43\ud305\ub41c \ub3c4\uad6c\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>MEDDIC<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc9c0\ud45c, \uacbd\uc81c\uc801 \uad6c\ub9e4\uc790, \uc758\uc0ac \uacb0\uc815 \uae30\uc900, \uc758\uc0ac \uacb0\uc815 \ud504\ub85c\uc138\uc2a4, \uace0\ud1b5 \ud30c\uc545, \ucc54\ud53c\uc5b8\uc5d0 \uc911\uc810\uc744 \ub454 \ub9ac\ub4dc \uc790\uaca9 \ud504\ub808\uc784\uc6cc\ud06c\uc785\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \ud2b9\ud788 \ucca0\uc800\ud55c \uc7a0\uc7ac \uace0\uac1d \uac80\uc99d\uc774 \uc911\uc694\ud55c \uae30\uc220 \ub610\ub294 \uc5d4\ud130\ud504\ub77c\uc774\uc988 \uc601\uc5c5\uacfc \uac19\uc740 \ubcf5\uc7a1\ud55c B2B \uc601\uc5c5 \ud658\uacbd\uc5d0 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\ud0c0\uac9f \uacc4\uc815 \ud310\ub9e4(TAS)<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc7a0\uc7ac\ub825\uc774 \ub192\uc740 \ud2b9\uc815 \uace0\uac1d\uc744 \ud0c0\uac9f\ud305\ud558\uc5ec \uace0\ubd80\uac00\uac00\uce58 \uacc4\uc815\uc5d0 \uc9d1\uc911\ud558\uace0 \uac70\ub798\ub97c \uc131\uc0ac\uc2dc\ud0a4\uae30 \uc704\ud55c \uc804\ub7b5\uc801 \ud504\ub808\uc784\uc6cc\ud06c\uc785\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \ub300\uaddc\ubaa8\uc758 \uc804\ub7b5\uc801 \uacc4\uc815\uc744 \ud655\ubcf4\ud558\ub294 \ub370 \uc911\uc810\uc744 \ub450\ub294 \uacc4\uc815 \uae30\ubc18 \ud310\ub9e4 \uc804\ub7b5\uc5d0 \ud6a8\uacfc\uc801\uc785\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>BANT<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc608\uc0b0, \uad8c\ud55c, \ud544\uc694, \uc77c\uc815\uc5d0 \uc911\uc810\uc744 \ub454 \uc804\ud1b5\uc801\uc778 \uc601\uc5c5 \uc790\uaca9 \ud504\ub808\uc784\uc6cc\ud06c\uc785\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \uc774 \ub124 \uac00\uc9c0 \uc694\uc18c\uac00 \uba85\ud655\ud558\uace0 \ud3c9\uac00\ud558\uae30 \uc26c\uc6b4 \uac04\ub2e8\ud55c \uc601\uc5c5 \ud658\uacbd\uc5d0 \uac00\uc7a5 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>CHAMP<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \ub3c4\uc804 \uacfc\uc81c, \uad8c\ud55c, \ub3c8, \uc6b0\uc120\uc21c\uc704\ub97c \uae30\ubc18\uc73c\ub85c \ub9ac\ub4dc\ub97c \uac80\uc99d\ud558\ub294 \ud504\ub808\uc784\uc6cc\ud06c\ub85c, \uc591\uc9c8\uc758 \uc7a0\uc7ac\uace0\uac1d\uc744 \uc2dd\ubcc4\ud558\ub294 \ub370 \uc911\uc810\uc744 \ub461\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \uacbd\uc7c1\uc774 \uce58\uc5f4\ud55c \uc2dc\uc7a5\uc5d0\uc11c \uc2e0\uc18d\ud558\uac8c \ub9ac\ub4dc\ub97c \uac80\uc99d\ud558\uace0 \uc6b0\uc120\uc21c\uc704\ub97c \uc815\ud558\ub824\ub294 \uc601\uc5c5\ud300\uc5d0 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc804\ubb38\ud654\ub41c \ud310\ub9e4 \uae30\ubc95<\/h3>\n\n\n\n<p>\uc804\ubb38 \ud310\ub9e4 \uae30\ubc95\uc740 \ud2b9\uc815 \uc0b0\uc5c5, \uc81c\ud488 \uc720\ud615 \ub610\ub294 \uace0\uac1d \uc138\uadf8\uba3c\ud2b8\ub97c \ub2e4\ub8e8\uae30 \uc704\ud574 \uace0\uc548\ub41c \ub9de\ucda4\ud615 \uc811\uadfc \ubc29\uc2dd\uc785\ub2c8\ub2e4. \uc774\ub7ec\ud55c \uae30\ubc95\uc740 \ud2c8\uc0c8 \uc2dc\uc7a5\uc774\ub098 \uace0\ub3c4\ub85c \uae30\uc220\uc801\uc778 \uc601\uc5c5 \ud658\uacbd\uc5d0\uc11c \ubc1c\uc0dd\ud558\ub294 \uace0\uc720\ud55c \ubb38\uc81c\ub97c \uadf9\ubcf5\ud558\ub294 \ub370 \uc911\uc810\uc744 \ub450\ub294 \uacbd\uc6b0\uac00 \ub9ce\uc2b5\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>SaaS(\uacfc\ud559\uc73c\ub85c\uc11c\uc758 \ud310\ub9e4)<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc11c\ube44\uc2a4\ud615 \uc18c\ud504\ud2b8\uc6e8\uc5b4 \uc0b0\uc5c5\uc5d0 \ub9de\ucda4\ud654\ub418\uc5b4 \uc628\ubcf4\ub529 \ubc0f \uacc4\uc815 \ud655\uc7a5\uacfc \uac19\uc740 \ud310\ub9e4 \ud6c4 \ud65c\ub3d9\uc5d0 \uc9d1\uc911\ud558\uc5ec \uc7a5\uae30\uc801\uc778 \uc131\uacf5\uc744 \uc774\ub04c\uc5b4\ub0c5\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> \ucd08\uae30 \ud310\ub9e4\ub9cc\ud07c\uc774\ub098 \uace0\uac1d \uc720\uc9c0\uc640 \uacc4\uc815 \uc131\uc7a5\uc774 \uc911\uc694\ud55c SaaS \uae30\uc5c5\uc5d0 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>TAS(\uae30\uc220 \uacc4\uc815 \ud310\ub9e4)<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\uc124\uba85:<\/strong> \uc601\uc5c5 \ud504\ub85c\uc138\uc2a4\uc5d0\uc11c \uae30\uc220 \uc9c0\uc2dd\uacfc \uc815\ud655\ud55c \uae30\uc220 \uc694\uad6c \uc0ac\ud56d \ucda9\uc871\uc758 \uc911\uc694\uc131\uc744 \uac15\uc870\ud569\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ucd5c\uace0\uc758 \ucee8\ud14d\uc2a4\ud2b8:<\/strong> IT, \uc5d4\uc9c0\ub2c8\uc5b4\ub9c1, \uc81c\uc870 \ub4f1 \uae30\uc220 \uc804\ubb38 \uc9c0\uc2dd\uc774 \uc911\uc694\ud55c \uc601\uc5c5 \ud658\uacbd\uc5d0 \uc801\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc560\uc790\uc77c \uc601\uc5c5\uc774 \ubc29\ubc95\ub860, \ud504\ub808\uc784\uc6cc\ud06c \ubc0f \uae30\uc220\uc744 \ubcf4\uc644\ud558\ub294 \ubc29\ubc95<\/h3>\n\n\n\n<p>\uc560\uc790\uc77c \uc601\uc5c5\uc740 \uc801\uc751\ub825, \uc9c0\uc18d\uc801\uc778 \uac1c\uc120, \uace0\uac1d \uc911\uc2ec \uc811\uadfc \ubc29\uc2dd\uc744 \ucd09\uc9c4\ud568\uc73c\ub85c\uc368 \ub2e4\uc591\ud55c \uc601\uc5c5 \ubc29\ubc95\ub860, \ud504\ub808\uc784\uc6cc\ud06c, \uc804\ubb38 \uae30\uc220\uc744 \ubcf4\uc644\ud569\ub2c8\ub2e4. SPIN \uc601\uc5c5\uc5d0\uc11c \uc9c8\ubb38 \uc804\ub7b5\uc744 \uac15\ud654\ud558\uace0, MEDDIC\uc5d0\uc11c \ub9ac\ub4dc \uc790\uaca9\uc744 \uac1c\uc120\ud558\uba70, LAMP\uc5d0\uc11c \uc7a5\uae30\uc801\uc778 \uacc4\uc815 \uad00\ub9ac\ub97c \uc9c0\uc6d0\ud558\ub294 \ub370 \uc0ac\uc6a9\ub418\ub294 \uc560\uc790\uc77c \uc601\uc5c5\uc740 \uc624\ub298\ub0a0\uc758 \uc5ed\ub3d9\uc801\uc778 \uc601\uc5c5 \ud658\uacbd\uc5d0\uc11c \uc131\uacf5\ud558\ub294 \ub370 \ud544\uc694\ud55c \uc720\uc5f0\uc131\uacfc \ub300\uc751\ub825\uc744 \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\uc2a4\ud540 \ud310\ub9e4<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\ubcf4\uc644:<\/strong> \uc560\uc790\uc77c \uc601\uc5c5\uc740 \uc801\uc751\ub825\uacfc \uace0\uac1d \uc911\uc2ec\uc131\uc744 \uac15\uc870\ud558\uc5ec \uc601\uc5c5 \ub2f4\ub2f9\uc790\uac00 \uc7a0\uc7ac \uace0\uac1d\uc758 \uc2e4\uc2dc\uac04 \ud53c\ub4dc\ubc31\uc744 \uae30\ubc18\uc73c\ub85c \uc9c8\ubb38\uc744 \ubc18\ubcf5\ud558\ub3c4\ub85d \uc7a5\ub824\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\uc0cc\ub4e4\ub7ec \ud310\ub9e4 \uc2dc\uc2a4\ud15c<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\ubcf4\uc644:<\/strong> \ud22c\uba85\uc131\uacfc \ud611\uc5c5\uc5d0 \uc911\uc810\uc744 \ub454 \uc560\uc790\uc77c \uc601\uc5c5\uc740 \uace0\uac1d\uacfc\uc758 \ubcf4\ub2e4 \uc5f4\ub9b0 \ub300\ud654\ub97c \ucd09\uc9c4\ud558\uc5ec \uace0\uac1d\uc758 \uc694\uad6c\uc0ac\ud56d\uc5d0 \ubd80\ud569\ud558\ub294 \uc0cc\ub4e4\ub7ec \uc601\uc5c5 \uc2dc\uc2a4\ud15c\uc744 \uac15\ud654\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>MEDDIC<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\ubcf4\uc644:<\/strong> \uc560\uc790\uc77c \uc601\uc5c5\uc740 \uc9c0\uc18d\uc801\uc778 \ud53c\ub4dc\ubc31\uacfc \uc790\uae30 \uc131\ucc30\uc744 \ucd09\uc9c4\ud558\uc5ec \uc601\uc5c5\ud300\uc774 \uc9c0\ud45c, \uc758\uc0ac \uacb0\uc815 \uae30\uc900 \ubc0f \ubb38\uc81c\uc810\uc5d0 \ub300\ud55c \ub354 \ub9ce\uc740 \uc815\ubcf4\ub97c \uc218\uc9d1\ud558\uba74\uc11c \uc790\uaca9 \uac80\uc99d \ud504\ub85c\uc138\uc2a4\ub97c \uac1c\uc120\ud560 \uc218 \uc788\ub3c4\ub85d \ud568\uc73c\ub85c\uc368 MEDDIC\uc744 \ubcf4\uc644\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>BANT<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\ubcf4\uc644:<\/strong> \uc560\uc790\uc77c \uc601\uc5c5\uc740 \uc790\uaca9 \uac80\uc99d \ud504\ub85c\uc138\uc2a4\uc758 \uc720\uc5f0\uc131\uc744 \uc7a5\ub824\ud558\uc5ec \uc601\uc5c5\ud300\uc774 \uc608\uc0b0, \uad8c\ud55c, \ud544\uc694\uc131 \ubc0f \uc77c\uc815\uc5d0 \ub300\ud55c \ub354 \ub9ce\uc740 \uc815\ubcf4\ub97c \uc218\uc9d1\ud568\uc5d0 \ub530\ub77c \uc811\uadfc \ubc29\uc2dd\uc744 \uc870\uc815\ud560 \uc218 \uc788\ub3c4\ub85d \ud568\uc73c\ub85c\uc368 BANT\ub97c \ud5a5\uc0c1\uc2dc\ud0b5\ub2c8\ub2e4.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc0c8\ub85c\uc6b4 \ud2b8\ub80c\ub4dc\uc640 \uae30\uc220<\/h3>\n\n\n\n<p>\uc0c8\ub85c\uc6b4 \ud2b8\ub80c\ub4dc\uc640 \uae30\uc220\uc774 \uc601\uc5c5 \ud658\uacbd\uc744 \ubcc0\ud654\uc2dc\ud0a4\uace0 \uc788\uc73c\uba70, \uc601\uc5c5 \uc804\ubb38\uac00\uac00 \uacbd\uc7c1\ub825\uc744 \uc720\uc9c0\ud558\ub824\uba74 \uc774\ub7ec\ud55c \ubcc0\ud654\uc5d0 \uc55e\uc11c \ub098\uac00\ub294 \uac83\uc774 \uc911\uc694\ud569\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>AI \ubc0f \uc790\ub3d9\ud654:<\/strong> \uc608\uce21 \ubd84\uc11d \ubc0f \uc77c\uc0c1\uc801\uc778 \uc791\uc5c5 \uc790\ub3d9\ud654\uc640 \uac19\uc740 AI \uae30\ubc18 \ub3c4\uad6c\ub294 \ubc18\ubcf5\uc801\uc778 \uc791\uc5c5\uc744 \uc790\ub3d9\ud654\ud558\uace0 \uace0\uac1d \ud589\ub3d9\uc5d0 \ub300\ud55c \uc2ec\uce35\uc801\uc778 \uc778\uc0ac\uc774\ud2b8\ub97c \uc81c\uacf5\ud568\uc73c\ub85c\uc368 \uc601\uc5c5\ud300\uc774 \uc804\ub7b5\uc801 \ud65c\ub3d9\uc5d0 \ub354 \uc9d1\uc911\ud560 \uc218 \uc788\ub3c4\ub85d \uc9c0\uc6d0\ud558\uc5ec \uc601\uc5c5\uc5d0 \ud601\uc2e0\uc744 \ubd88\ub7ec\uc77c\uc73c\ud0a4\uace0 \uc788\uc2b5\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\uc18c\uc15c \ud310\ub9e4:<\/strong> \ub9ac\ub4dc \uc0dd\uc131, \uad00\uacc4 \uad6c\ucd95, \uc5c5\uacc4 \uc778\uc0ac\uc774\ud2b8 \ud655\ubcf4\ub97c \uc704\ud574 \uc18c\uc15c \ubbf8\ub514\uc5b4 \ud50c\ub7ab\ud3fc\uc744 \ud65c\uc6a9\ud558\ub294 \uac83\uc774 \uc810\uc810 \ub354 \uc911\uc694\ud574\uc9c0\uace0 \uc788\uc2b5\ub2c8\ub2e4. \uc18c\uc15c \uc138\uc77c\uc988\ub97c \ud1b5\ud574 \uc601\uc5c5 \uc804\ubb38\uac00\ub294 \uc7a0\uc7ac \uace0\uac1d\uacfc \uac1c\uc778\uc801\uc778 \ucc28\uc6d0\uc5d0\uc11c \uc18c\ud1b5\ud558\uace0 \ub514\uc9c0\ud138 \uacf5\uac04\uc5d0\uc11c \uc2e0\ub8b0\ub97c \uad6c\ucd95\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\uc601\uc5c5 \uc9c0\uc6d0:<\/strong> \uc601\uc5c5 \uc9c0\uc6d0 \ud50c\ub7ab\ud3fc\uc740 \uc601\uc5c5\ud300\uc774 \uc131\uacf5\ud558\ub294 \ub370 \ud544\uc694\ud55c \ub3c4\uad6c, \ub9ac\uc18c\uc2a4, \uad50\uc721\uc744 \uc81c\uacf5\ud569\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ud50c\ub7ab\ud3fc\uc740 \uc601\uc5c5\uc0ac\uc6d0\uc774 \uc7a0\uc7ac\uace0\uac1d\uacfc \ud6a8\uacfc\uc801\uc73c\ub85c \uc18c\ud1b5\ud558\ub294 \ub370 \ud544\uc694\ud55c \uc815\ubcf4\uc640 \uc9c0\uc6d0\uc744 \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc601\uc5c5 \uc2dc \uc724\ub9ac\uc801 \uace0\ub824 \uc0ac\ud56d<\/h3>\n\n\n\n<p>\uc724\ub9ac\uc801 \uc601\uc5c5 \uad00\ud589\uc740 \uace0\uac1d\uacfc\uc758 \uc2e0\ub8b0\uc640 \uc7a5\uae30\uc801\uc778 \uad00\uacc4\ub97c \uad6c\ucd95\ud558\ub294 \ub370 \ud544\uc218\uc801\uc785\ub2c8\ub2e4. \ub2e8\uae30\uc801\uc778 \uc774\uc775\ubcf4\ub2e4 \uace0\uac1d\uc758 \uc694\uad6c\uc640 \ub9cc\uc871\uc744 \uc6b0\uc120\uc2dc\ud558\ub294 \uac83\uc740 \uc9c0\uc18d \uac00\ub2a5\ud55c \uc131\uacf5\uc744 \uc704\ud574 \ub9e4\uc6b0 \uc911\uc694\ud569\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\ud22c\uba85\uc131\uacfc \uc815\uc9c1\uc131:<\/strong> \uac00\uaca9 \ud22c\uba85\uc131, \uc624\ud574\uc758 \uc18c\uc9c0\uac00 \uc788\ub294 \uc804\uc220 \ud53c\ud558\uae30, \uace0\uac1d \uac1c\uc778\uc815\ubcf4 \uc874\uc911 \ub4f1 \uc724\ub9ac\uc801 \uc601\uc5c5 \uad00\ud589\uc740 \uace0\uac1d\uacfc\uc758 \uc2e0\ub8b0\ub97c \uad6c\ucd95\ud558\ub294 \ub370 \ud544\uc218\uc801\uc785\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\uace0\uac1d \uc911\uc2ec:<\/strong> \uace0\uac1d\uc758 \uc694\uad6c\ub97c \ucd5c\uc6b0\uc120\uc73c\ub85c \uc0dd\uac01\ud558\uace0, \uace0\uac1d\uc758 \ub9cc\uc871\uc744 \ubcf4\uc7a5\ud558\uba70, \uac00\uce58\ub97c \uc81c\uacf5\ud558\ub294 \uac83\uc740 \uc7a5\uae30\uc801\uc778 \uad00\uacc4\ub97c \uad6c\ucd95\ud558\uace0 \ubc18\ubcf5 \ube44\uc988\ub2c8\uc2a4\ub97c \ud655\ubcf4\ud558\uae30 \uc704\ud55c \uae30\ubcf8\uc785\ub2c8\ub2e4.<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uc601\uc5c5 \uc131\uacfc \uce21\uc815<\/h3>\n\n\n\n<p>\uc601\uc5c5 \uc131\uacfc\ub294 \ud575\uc2ec \uc131\uacfc \uc9c0\ud45c(KPI)\uc640 \ub370\uc774\ud130 \uae30\ubc18 \uc778\uc0ac\uc774\ud2b8\ub97c \uc0ac\uc6a9\ud558\uc5ec \uce21\uc815\ud574\uc57c \uc9c0\uc18d\uc801\uc778 \uac1c\uc120\uacfc \uc131\uacf5\uc744 \ubcf4\uc7a5\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\ud575\uc2ec \uc131\uacfc \uc9c0\ud45c(KPI):<\/strong> KPI\uc758 \uc608\ub85c\ub294 \uc804\ud658\uc728, \ud3c9\uade0 \uac70\ub798 \uaddc\ubaa8, \uace0\uac1d \ub9cc\uc871\ub3c4 \uc9c0\ud45c \ub4f1\uc774 \uc788\uc2b5\ub2c8\ub2e4. \uc774\ub7ec\ud55c \uc9c0\ud45c\ub97c \ud1b5\ud574 \uc601\uc5c5 \uad00\ub9ac\uc790\ub294 \uc131\uacfc\ub97c \ucd94\uc801\ud558\uace0 \uac1c\uc120\uc774 \ud544\uc694\ud55c \uc601\uc5ed\uc744 \ud30c\uc545\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/li>\n\n\n\n<li><strong>\ub370\uc774\ud130 \uae30\ubc18 \uc778\uc0ac\uc774\ud2b8:<\/strong> \ub370\uc774\ud130 \ubd84\uc11d\uc740 \uace0\uac1d \ud589\ub3d9, \uc120\ud638\ub3c4, \ubd88\ub9cc \uc0ac\ud56d\uc5d0 \ub300\ud55c \uc778\uc0ac\uc774\ud2b8\ub97c \uc81c\uacf5\ud558\uc5ec \uc601\uc5c5 \uc804\ub7b5\uc744 \ucd5c\uc801\ud654\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc601\uc5c5\ud300\uc740 \uc601\uc5c5 \ub370\uc774\ud130\ub97c \ubd84\uc11d\ud558\uc5ec \uace0\uac1d\uc758 \uc694\uad6c\ub97c \ub354 \uc798 \ucda9\uc871\ud560 \uc218 \uc788\ub3c4\ub85d \uc811\uadfc \ubc29\uc2dd\uc744 \uac1c\uc120\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\uacb0\ub860<\/h3>\n\n\n\n<p>\uc601\uc5c5 \uc811\uadfc\ubc95\uc5d0 \ub300\ud55c \uc774 \uc885\ud569\uc801\uc778 \uac00\uc774\ub4dc\ub294 \ub2e4\uc591\ud55c \uc601\uc5c5 \ubc29\ubc95\ub860, \ud504\ub808\uc784\uc6cc\ud06c, \uae30\uc220\uc744 \uc774\ud574\ud558\uace0 \uc801\uc6a9\ud558\uae30 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