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1、湖南商学院高等教育自学考试学生毕业论文题目关于顾客购买心理分析与策略对应学生姓名毛黎明考号010712201375专业销售管理助学点鹏远教育2013年9月otherstaffoftheCentre.Duringthewar,ZhuwastransferredbacktoJiangxi,andDirectorofthenewOfficeinJingdezhen,JiangxiCommitteeSecretary.Startingin1939servedasrecorderof
2、theWestNorthOrganization,SecretaryoftheSpecialCommitteeAfterthevictoryofthelongMarch,hehasbeentheNorthwestOfficeoftheFederationofStateenterprisesMinister,ShenmufuguSARmissions,DirectorofNingxiaCountypartyCommitteeSecretaryandrecorderoftheCountypartyCommittee
3、Secretary,Ministersand目录内容摘要……………………………………………………………………………1ABSTRACT……………………………………………………………………………1关键字……………………………………………………………………………1一、绪论………………………………………………………………………………2二、本论(一)销售者需知的顾客购买心理………………………………………………31.1求美心理………………………………………………………………31.2求名心理……………………………………………
4、…………………31.3求实心理………………………………………………………………31.4求新心理………………………………………………………………31.5猎奇心理………………………………………………………………31.6从众心理………………………………………………………………41.7追求精神上的满足心理………………………………………………4(二)抓住消费者购买心理,把握企业新产品定价2.1撇脂定价策略…………………………………………………………42.2渗透定价策略…………………………………………………………52.3满
5、足定价策略…………………………………………………………5(三)抓住顾客消费心理,把握销售者应对策略3.1对于青少年人群………………………………………………………53.2对于中青年人群………………………………………………………53.3对于老年人群…………………………………………………………6(四)根据顾客购买心理的发展过程,制定合理的销售策略…………………6(五)注重销售技巧,吸引消费上帝……………………………………………7三、结论………………………………………………………………………………9参考文献………………
6、………………………………………………………………10otherstaffoftheCentre.Duringthewar,ZhuwastransferredbacktoJiangxi,andDirectorofthenewOfficeinJingdezhen,JiangxiCommitteeSecretary.Startingin1939servedasrecorderoftheWestNorthOrganization,SecretaryoftheSpecialCommitteeAfterthevictory
7、ofthelongMarch,hehasbeentheNorthwestOfficeoftheFederationofStateenterprisesMinister,ShenmufuguSARmissions,DirectorofNingxiaCountypartyCommitteeSecretaryandrecorderoftheCountypartyCommitteeSecretary,Ministersand摘要目前,我国居民收入水平大幅度提高,对消费品的需求趋于多样化和个性化。本文通过分析消费者的购买
8、心理,有效抓住和激发消费者的购买需求,成功的将消费者变成客户。本文将对各类消费者的购买心理进行探讨,并对企业和销售员如何应对提出有效策略。关键词消费者购买心理定价策略销售者销售重点ABSTRACTNowadays,theincomelevelofChineseresidentshassignificantlyimproved,andconsumerstendtodemandadiver