零售企業(yè)銷售核心技能與渠道模式的選擇(已修改)
2025-01-26 20:21 本頁面
【正文】 Sales core petency and Channel management 銷售核心技能與渠道管理 Learning Organization 學習型組織 If you sow an idea, you reap an action If you sow an action, you reap a habit If you sow a habit, you reap a character If you sow a character, you reap destiny 思想 行動 習慣 性格 命運 Training Coaching 培訓與訓練 Training： make sure some people can do something。 Coaching： make sure somebody be good at something。 Amateurs Professionals How to be a successful sales 成功銷售人員的三個境界 8 Sales Core Competency 八大核心基本銷售技能 8 What Count Factors 八大核心成功要素 Subconscious and Psychological integration 潛意識與精神層面的融會貫通 Sales Core Competency 銷售核心技能 Sales Core Competency: 1Basic Visiting Procedures（基本拜訪步驟） 2 Persuasive Selling Format（勸說性銷售） 3 Communication Skill（溝通技巧） 4 Account Peration（客戶滲透 ) Sales Core Competency 銷售核心技能 5 Handle Objection（處理放對意見） 6 Time Management（時間管理） 7 Negotiation Skill（談判技巧） Making business plan(制訂生意計劃） 8 Conceptual Selling（概念性銷售） Sales Core Competency 銷售核心技能 Sales Core Competency ? Record and Report（記錄與報告） ? Four Fundamentals （銷售四項基本原則） ? Common Sense （銷售常識） I. Basic Visiting Procedures (基本拜訪步驟） 1 preview plan（預習） 2 checking distribution（檢查分銷） 3 persuasive selling （勸說銷售） 4 collection（收款） 5 merchandizing （助銷） 6 record and reports(記錄與報告） 7 review and planing(回顧與計劃） II:Persuasive Selling Format 勸說性銷售 Sole selling general rules（銷售鐵律）customer only buy what they need and want 消費者只買他們需要的東西 A: Selling principle I（銷售原則一） What’ s customer real need and want by Communication skill and Account Peration Persuasive Selling Format 勸說性銷售 B: Selling principle II（銷售原則二） Prove your proposal can satisfy customer needs and wants ( key part of selling) by Persuasive Selling Format, Conceptual Selling, Handling objection and Negotiation Skill Persuasive Selling Format 勸說性銷售 1 Summarize the situation (背景介紹） 1) Good understand customer needs, wants （明確客戶需求） A: Just meet B: Almost meet but not specific C: Must find customer needs and wants Persuasive Selling Format 勸說性銷售 2) Introduce one real benefit （介紹一真正利益） A: General B: Specific Fishing example Persuasive Selling Format
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