中英對(duì)照營(yíng)銷講義(2)-文庫(kù)吧資料
2024-10-23 04:02本頁(yè)面
【正文】 ? 事前籌劃 ? 訪問(wèn)潛在顧客前應(yīng)盡可能了解顧客 ? 接近 ? 銷售人員與顧客初次接觸的階段 17 24 ? Presentation and Demonstration ? Benefits of the product are presented/demonstrated ? Understanding prospect needs is key ? Handling Objections ? Closing ? Asking for the order ? Followup ? Helps ensure customer satisfaction ? 介紹和示范 ? 描述產(chǎn)品的特性 ? 理解預(yù)期需要是很關(guān)鍵的 ? 處理反對(duì)意見 ? 成交 ? 試著達(dá)成交易 ? 事后追蹤 ? 確保消費(fèi)者滿意度 17 25 ? Benefits of Direct Marketing to Buyers ? Convenient ? Easy to use ? Private ? Access to a wealth of information ? Immediate ? Interactive Direct Marketing直銷 ? 直銷對(duì)買方的好處 ? 方便 ? 易用 ? 穩(wěn)秘 ? 獲取大量信息 ? 直接 ? 互用 17 26 ? Benefits of Direct Marketing to Sellers ? Powerful tool for building relationships ? Allows for targeting of small groups or individuals with customized offers in a personalized fashion ? Offers access to buyers that couldn’t be reached via other channels ? Lowcost, effective alternative for reaching specific markets Direct Marketing直銷 ? 直銷對(duì)賣者的好處 ? 建立顧客關(guān)系的有力工具 ? 能夠選取小的消費(fèi)群甚至個(gè)人，提供個(gè)性化的產(chǎn)品和服務(wù) ? 提供其它渠道做不到的接近消費(fèi)者的方法 ? 占領(lǐng)特定市場(chǎng)的一種低成本、高效率的方法 17 27 ? Databases include customer profile, purchase history, and other detailed information ? Databases can be used to identify prospects, profile customers, and select customers to receive offers, and to build relationships ? Database marketing requires substantial investment in hardware, software, personnel Customer Databases amp。 17 10 ? Sales Force Structure銷售隊(duì)伍結(jié)構(gòu) Sales Force Strategy and Structure 設(shè)計(jì)銷售人員的策略和結(jié)構(gòu) ?區(qū)域銷售隊(duì)伍結(jié)構(gòu) ?產(chǎn)品銷售隊(duì)伍結(jié)構(gòu) ?顧客銷售隊(duì)伍結(jié)構(gòu) ?復(fù)合銷售隊(duì)伍結(jié)構(gòu) ? Territorial sales force structure ? Product sales force structure ? Customer sales force structure ? Complex sales force structure 17 11 ? Sales Force Size ? Many panies use the workload approach to set sales force size ? Other Issues
教學(xué)課件相關(guān)推薦
鄂ICP備17016276號(hào)-1