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ID:8563282
大小:35.50 KB
页数:13页
时间:2018-04-01
《销售沟通与谈判技巧(sales communication and negotiation skills)》由会员上传分享,免费在线阅读,更多相关内容在教育资源-天天文库。
1、销售沟通与谈判技巧(Salescommunicationandnegotiationskills)Bathroomproductsalescourses:sales,communicationandnegotiationskillsSalescommunicationandnegotiationskillsCurriculumbackground:Withouttrainingsalesstaffisthecompany'slargestcostandloss,butthetrainingofsalesstaffmemberscomefromsta
2、rt,firstshouldbetheattitudeadjustment,infact,istheproductofknowledgemarketingtransformation,againisthesalesofcommunicationandnegotiationskillstraining.Onedoesnotknowhowtocommunicatewiththesalesstaff,customerswillonlytakeaway,onedoesnotusenegotiationskillsofthesalesstaff,willon
3、lylet'sgetlostorders.Syllabus:Firstlecture:severalelementsshouldbemasteredbefore1yearsofsalesCommunicationWhatdowesell?Whoshallwesellitto?Howshouldwesellit?Whenisthebesttimetosell?Whatcanhelpussellquickly?Interaction:fielddiagnosticsinteractionaboveSecond:salescommunicationski
4、lls3hoursFirst,telephoneinterviewswithcustomersskillsSeveralhandsshouldbepreparedbeforepickingupthephoneBasicetiquetteoftelephonecallsHowtojudgethecustomer'scategoryfromthesound?HowdoIgetaroundthereceptionistorsecretary?Case:salescomputerserverWhydomanyclientsgetannoyedwhenthe
5、ygetcalls?Customersdon'tcarewhatyousay,butwhatyousayTwo,customervisitscommunicationskillsSeveralbasicelementsbeforemeetingacustomerQuicklyjudgecustomer'scharacteraccordingtocustomer'sofficelayoutQuicklydeterminethetypeofclientfromthelayoutofthedeskGreetingsandcomplimentsCommun
6、icatewithcustomersatthecustomer'spointofviewLearntouse"if"......"OnbehalfofthecustomerhaspurchasedtheproductLearntouse"once."......"Representthecustomer'spastproductsHowtoentersituationalcommunicationthroughlanguage?CustomerneedsinquiryskillsTechniquesforguidingcustomersintone
7、gotiatingagreementsCase:successfulsalesofcabinetsCustomerofficeshavealotofpeershowtocommunicateCustomerofficeshavealotofotherpeoplewhodon'tknowhowtocommunicateHowtoanswerthecustomer'spricequestion?Howtosolvethecustomer'squalityproblems?Thefirsttimecannotclinchadeal,howtoleaver
8、oomforthenexttime?Casestudy:takethecaseatthesceneandanalyzeth
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