【正文】 但是又看見旁邊那件黃色的也不錯(cuò)，心里比較猶豫，這時(shí)營業(yè)員可以幫助參考，提出夏天還是穿藍(lán)的比較涼爽，到秋天再改穿黃色的，顧客聽了心里就會覺得營業(yè)員還是挺熱情的，于是下決心購買，這樣就達(dá)到銷售效果。 Leson40 Food and t al k 進(jìn)餐與交談 Last week at a di nner part y, t he host ess asked m e to si t next to Mr s Rumbol d. Mr s Rumbold was a l arge, unsmi li ng lady in a ti ght bl ack dr es. She di d not even l ook up when I took my seat beside her. Her eyes wer e f ixed on her pl ate and i n a shor t ti me, she was busy eat ing. I tr ied t o make 【案例】 現(xiàn)在有各種各樣的汽車展，傳統(tǒng)的汽車展是選一個(gè)大型的場地，汽車擺放在里面，打著燈光，放著音樂，旁邊還有穿著泳裝的美女?dāng)[著各種迷人的姿勢；有的把汽車展辦成汽車試用會，誰都可以試用，親身感受一下汽車的魅力；有的用吊車把新車懸在空中，吸引消費(fèi)者的注意，也便于觀看；還有的在現(xiàn)場把車開起來往墻壁上撞，撞墻后的車及駕駛員竟神奇地安然無恙，以此來顯示汽車的安全性。 ed t o go hom e and the doctor tol d him that he would have to st ay in hospit al f or another two weeks. Then Dr Mi l ington asked the caler i f he was a relat ive of the pati ent .39。 3．研究銷售工具的種類和使用方法 現(xiàn)在銷售工具的種類相當(dāng)多，常用的有宣傳單、海報(bào)、報(bào)紙，還有現(xiàn)場行路銷售、網(wǎng)絡(luò)銷售等等。 Leson40 Food and t al k 進(jìn)餐與交談 Last week at a di nner part y, t he host ess asked m e to si t next to Mr s Rumbol d. Mr s Rumbold was a l arge, unsmi li ng lady in a ti ght bl ack dr es. She di d not even l ook up when I took my seat beside her. Her eyes wer e f ixed on her pl ate and i n a shor t ti me, she was busy eat ing. I tr ied t o make 1．選擇個(gè)別商品的銷售 每個(gè)商品特性都不一樣，針對不同商品，不同層次的顧客應(yīng)有各自不同的相應(yīng)地銷售方法，比如電腦銷售，有的顧客要求大容量，有的則要求高速度，還有的只要一般的操作就可以了，營業(yè)員要根據(jù)顧客的不同需要來分別銷售。 銷售商品的五條要領(lǐng) ed t o go hom e and the doctor tol d him that he would have to st ay in hospit al f or another two weeks. Then Dr Mi l ington asked the caler i f he was a relat ive of the pati ent .39。 因?yàn)樯唐贩N類非常多，而且不斷在變化，所以要以不同的方式來學(xué)習(xí)不同的知識。 No, 39。 這家企業(yè)對待問題采取積極的應(yīng)對措施，得到了眾多消費(fèi)者的贊賞，同時(shí)也提高了企業(yè)的信譽(yù)。 t he pat ient answered,39。 ◆品質(zhì)意識 尤其是食品，從生鮮食品，到保健食品、藥品，不僅要有一定數(shù)量的儲備，還必須保持其質(zhì)量的完好。 Leson40 Food and t al k 進(jìn)餐與交談 Last week at a di nner part y, t he host ess asked m e to si t next to Mr s Rumbol d. Mr s Rumbold was a l arge, unsmi li ng lady in a ti ght bl ack dr es. She di d not even l ook up when I took my seat beside her. Her eyes wer e f ixed on her pl ate and i n a shor t ti me, she was busy eat ing. I tr ied t o make ◆目標(biāo)意識 不論是公司、小組，還是店面，每個(gè)月、每一周都要擬定一個(gè) 目標(biāo)營業(yè)額，然后向著此目標(biāo)努力。 營業(yè)人員不可缺少的七項(xiàng)意識 ed t o go hom e and the doctor tol d him that he would have to st ay in hospit al f or another two weeks. Then Dr Mi l ington asked the caler i f he was a relat ive of the pati ent .39。 【案例】 一位顧客想買洗衣機(jī)，市場上的洗衣機(jī)一種是從上面開口；另一種是側(cè)面開口的。 Leson40 Food and t al k 進(jìn)餐與交談 Last week at a di nner part y, t he host ess asked m e to si t next to Mr s Rumbol d. Mr s Rumbold was a l arge, unsmi li ng lady in a ti ght bl ack dr es. She di d not even l ook up when I took my seat beside her. Her eyes wer e f ixed on her pl ate and i n a shor t ti me, she was busy eat ing. I tr ied t o make 圖 2－ 1 銷售成功的 “ 三意 ” ◆只有對顧客有十分的誠意，銷售成功的機(jī)率才會增加。 ed t o go hom e and the doctor tol d him that he would have to st ay in hospit al f or another two weeks. Then Dr Mi l ington asked the caler i f he was a relat ive of the pati ent .39。經(jīng)過調(diào)查和研究，商場配置了一批小型電動車，電動車的前面裝有購物筐，尤其是老人和小孩就能坐在上面選購商品，這樣人們就節(jié)省了體力。 No, 39。例如在 20世紀(jì) 90年代初，顧客買電腦大多選擇兼容機(jī)，現(xiàn)在卻更傾向于品牌機(jī)，就是因?yàn)槠放茩C(jī)有更好的售后服務(wù)。 2．專業(yè)和親切的建議 在顧客挑選商品時(shí)，營業(yè)員應(yīng)主動熱情地幫助顧客提出專 業(yè)的建議，畢竟顧客對有些商品知識沒有營業(yè)員了解得多。 No, 39。來到第二家，這里的營業(yè)員想，反正這會兒沒什么事，就熱情地 上前接待了兩位老人，很快弄明白原來他們是要為兒子買車。這些行為根本就忽略了基本的禮貌。 1．禮節(jié)要周到 講禮貌是營業(yè)員應(yīng)具備的基本素質(zhì)。 t he pat ient answered,39。 Leson40 Food and t al k 進(jìn)餐與交談 Last week at a di nner part y, t he host ess asked m e to si t next to Mr s Rumbol d. Mr s Rumbold was a l arge, unsmi li ng lady in a ti ght bl ack dr es. She di d not even l ook up when I took my seat beside her. Her eyes wer e f ixed on her pl ate and i n a shor t ti me, she was busy eat ing. I tr ied t o make _____ 見參考答案 1－ 2 第 2 講 門店銷售的態(tài)度與基本技術(shù) 【本講重點(diǎn)】 銷售成功的“三意” 營業(yè)人員不可缺少的七項(xiàng)意識 掌握商品的五條要領(lǐng) 銷售過程的五個(gè)階段 賣場銷售的“ 4Ｓ ” 銷售的目標(biāo)是盡力追求銷售利潤 銷售目標(biāo)是要盡力地追求銷售利潤，在世界各地，只要是企業(yè)都要追求銷售利潤這一目標(biāo)。 ?__________________________