推銷第二章-文庫吧在線文庫
【正文】 ” 問題 該女孩屬于推銷方格中的哪一類型，王阿姨屬于顧客方格的哪一類型？ 作為推銷人員，該女孩的行為 是否正確？ 會產(chǎn)生哪些后果？ Contents Add Your Text in here Add Your Text in here Add Your Text in here Add Your Text in here Add Your Text in here Click to edit title style 1 2 3 ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Click to edit title style Description of the contents Description of the contents Describe a vision of pany or strategic contents. ? Description of the pany’s products ? Description of the pany’s business ? Description of the pany’s technology ? Description of the pany’s contents ? Description of the pany’s products ? Description of the pany’s business ? Description of the pany’s technology ? Description of the pany’s contents ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Text Click to edit title style ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Text in here Text in here ? Your text in here ? Your text in here ? Your text in here ? Your text in here ? Your text in here ? Your text in here ? Your text in here ? Your text in here Text in here ? Your text in here ? Your text in here ? Your text in here ? Your text in here Click to add Title Click to add Title Click to add Title Click to edit title style Description of the contents Description of the contents Description of the contents ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Title in here Your pany slogan in here Thank You! 靜夜四無鄰，荒居舊業(yè)貧。 推銷人員方格與顧客方格的搭配 顧客方格 √ 0 0 0 √ √ 0 0 0 √ √ 0 0 √ √ √ √ √ 推銷員方格 案例分析 ● 王阿姨是一名退休的小學(xué)教師。持這種購買心理態(tài)度的人，對推銷人員和購買行為都同樣不關(guān)心。 也稱干練型。 9 8 7 6 5 4 3 2 1 1 2 3 4 5 6 7 8 9 1， 9型 9， 9 5， 5型 1， 1型 9， 1型 對 顧 客 的 關(guān) 心 程 度 對銷售任務(wù)的關(guān)心程度 顧客導(dǎo)向型 無所謂型 干練型 強(qiáng)行推銷型 解決問題型 推銷方格與推銷心態(tài)類型 ● 推銷方格中 81個方格對應(yīng) 81種不同的推銷心態(tài)。 于是在那天晚上的方案準(zhǔn)備中 ， 王利建議 海爾商用空調(diào)剛在市場上推出的計費系統(tǒng)作為重點推介， 關(guān)鍵是要說明一年比普通功能的空調(diào)節(jié)約電費多少 ， 如何根據(jù)用戶需求設(shè)置電費控制等 。有的果販還預(yù)約明年一定要買這種蘋果呢 ! 逆反心理運(yùn)用 推銷中常用的心理策略 刺激 反映策略 配方 成交策
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