【正文】 式基本固化，除 非公司有較大的內(nèi)部調(diào)整或者市場(chǎng)震蕩，否者，處于此階段的銷售 人員無(wú)論是外在業(yè)績(jī)表現(xiàn)，還是對(duì)公司對(duì)市場(chǎng)的看法態(tài)度，都會(huì)比 較穩(wěn)定。 ◇重要程度分析 ◇掌握難度的大小 ◇結(jié)合最佳教育期： 有基礎(chǔ) 有欲望 能應(yīng)用 ●四階段培訓(xùn)的切入點(diǎn) 執(zhí)著勤奮、 精益求精 的工作習(xí)慣 完整詳實(shí)的知識(shí)結(jié)構(gòu) 實(shí)用精準(zhǔn)的技能體系 誠(chéng)心向上的觀念態(tài)度 直接改變一個(gè)人的習(xí)慣很難，因此一般從態(tài)度、技能和知識(shí)出發(fā)，以逐步改變一個(gè)人或一支隊(duì)伍的習(xí)慣，從而達(dá)到整體素質(zhì)逐步提升的目的。 了解公司的現(xiàn)在 近期目標(biāo)、組織結(jié)構(gòu)、市場(chǎng)定位、理念文化。 貫穿這些流程的是大量的規(guī)章制度。這些制度是八項(xiàng)流程有效運(yùn)行的保障 。 ◇ 產(chǎn)品掌握不足的危害： 決策滯后、 感覺(jué)失望、 更多懷疑、 當(dāng)即否定。 4 入門期的三種核心技能 ●有效表達(dá) 此項(xiàng)技能的掌握有否直接關(guān)系到未來(lái)與客戶溝通的效果，但這里指的并不是結(jié)合客戶心理需求的、帶有暗示或引導(dǎo)色彩的高級(jí)技巧，而是指作為一個(gè)銷售人員起碼應(yīng)當(dāng)具有的溝通能力 — 就是把要講的事情說(shuō)清楚，是對(duì)方能夠清楚明白。 ●書面寫作：五大必須 內(nèi)部信息的發(fā)出與回復(fù)、內(nèi)部表格和文件的規(guī)范填寫、發(fā)送客戶的正式文件（標(biāo)書、報(bào)價(jià)、協(xié)議、公文、信函等）、發(fā)送客戶的問(wèn)候、與客戶的書面文字交流。 觀察型新人常高不成低不就、總提出一些與自己實(shí)際水平不相符合的要求和想法。 培養(yǎng)方法：發(fā)展大事、企業(yè)模范、典型事件、制度解析、對(duì) 比起發(fā)、言傳身教。 相關(guān)企業(yè)的市場(chǎng)定位：各主要企業(yè)的主打產(chǎn)品定位、區(qū)域定位、客戶定位、業(yè)務(wù)運(yùn)作模式定位 業(yè)內(nèi)大事 有利于更深更全面理解自己的公司和產(chǎn)品，從而能更明確更有力地 確定自己的主攻方向。 3 生存期必備的三項(xiàng)知識(shí) 基本狀況 成長(zhǎng)發(fā)展大事 產(chǎn)品的特征及比較 當(dāng)?shù)厝藛T及組織結(jié)構(gòu) 對(duì)方銷售人員的特點(diǎn)及 業(yè)務(wù)風(fēng)格 市場(chǎng)定位及策略 常規(guī)商務(wù)條件 之間的交手記錄及分析 對(duì)方未來(lái)的發(fā)展動(dòng)態(tài) 綜合優(yōu)劣比較 ●對(duì)手知識(shí) 銷售新人注意四點(diǎn)： 辯證看待畏敵心里；重點(diǎn)關(guān)注三家；進(jìn)行專門的收集技巧培訓(xùn)（客戶、代理商、公開(kāi)、對(duì)手人員交談、假冒客戶打電話等）；形成上下一致可持續(xù)的機(jī)制。其進(jìn)步速度，比動(dòng)輒就抄起手包盲目拜訪的銷售人員，要快得多。 Block Diagram Add Your Text Add Your Text concept Concept Concept Concept Click to edit title style 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 add Text Content Title Content Title Content Title 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 Diagram 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. Description of the pany’ s sub contents Description of the pany’ s sub contents Description of the pany’ s sub contents Diagram ? Description of the contents ? Description of the contents ? Description of the contents ? Description of the contents ? Description of the contents ? Description of the contents Content Title Content Title Content Title ? Contents ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Diagram Describe a vision of pany or strategic contents. Describe a vision of pany or strategic contents. Describe a vision of pany or strategic contents. Describe a vision of pany or strategic contents. Describe a vision of pany or strategic contents. ? ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Click to edit title style Contents Contents Contents Contents ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Click to add Text Click to add Text Click to add Text Click to add Text ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Click to add Text Click to add Text Click to add Text ThemeGallery is a Design Digital Content Contents mall developed by Guild Design Inc. Click to add Text Diagram Please write down of contents explanation for Business Area. Business Area Business Area Business Area Business Area Please write down of contents explanation for Business Area. Please write down of contents explanation for Business Area. Please write down of contents explanation for Business Area. Please write down of contents explanation for Business Area. Diagra