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ID:48752006
大小:1.89 MB
页数:81页
时间:2020-01-26
《《VOLVO汽车销售代表培训手册》(81页).ppt》由会员上传分享,免费在线阅读,更多相关内容在行业资料-天天文库。
1、VOLVO汽车内部培训手册WELCOME9/26/20211ADMINISTRATIVEDETAILS日程安排MORNING(上午)09:30——12:00BREAKS(课间休息)10:45——11:00LUNCH(午餐)12:00——13:30AFTERNOON(下午)13:30——17:00BREAKS(课间休息)15:00——15:30TELEPHONES(电话)关闭或静音、禁止在课堂上接电话世贸培训手册9/26/20212CONTENTS(内容)NEWCARSALESANDDELIVERYWOR
2、KSHOP新车销售及交车流程1:简介及目的2:影响销售的因素3:第一次接触阶段4:展厅接待5:新车展示6:报价、成交7:NCSD流程8:说明介绍阶段9:Volvo新车交车流程10:销售中常见问题及解答9/26/20213ABOUTTHEBINDER关于此讲义VERBAL(口头)HarvardResearch100%waswhatthespeakerwantedtosay.(演说者想要说的占100%)Approximately80%wassaid.(已说出来的约占80%)Approximately60%w
3、asheard(被听见的约占60%)Approximately40%wasrememberedafter3hours(3小时后记得的约占40%)Approximately20%wasrememberedafter3days(3天后记得的约占20%)Approximately10%wasrememberedafter3months(3个月后仍记得的约占10%)VERBALANDVISUAL(口头和视觉)Approximately60%wasrememberedafter3days(3天后记得的约占60%)
4、Approximately40%wasrememberedafter3months(3个月后记得的约占40%)VERBAL+VISUAL+NOTES(口头+视觉+笔记)Approximately80%wasrememberedafter3days(3天后记得的约占80%)Approximately60%wasrememberedafter3months(3个月后记得的约占60%)9/26/20214THE4STAGESOFLEARNING学习的四个阶段1.UNCONSCIOUSLYINCOMPETENT
5、无意识不胜任阶段2.CONSCIOUSLYINCOMPETENT有意识不胜任阶段3.CONSCIOUSLYCOMPETENT有意识胜任阶段UNCONSCIOUSLYCOMPETENT无意识胜任阶段9/26/20215KEYRULE主要准则ANYSTRATEGYISLIMITEDBYTHEQUALITYOFTHESALESCONSULTANT任何策略都与销售顾问的素质相关9/26/202162.FACTORSINFLUENCINGRESULTS影响结果的相关因素2.1Resultscomefrom……..
6、结果来源于……VOLVOSALESTEAMVOLVO销售团队$ALE$销售业绩$QUANTITYOFEFFORT(工作量)QUALITYOFEFFORT(工作质量)DIRECTIONOFEFFORT(工作方向)MOTIVATION(积极性)A&PSUPPORT(心理激励)9/26/20217SALESPERSONA销售顾问ASALESPERSONB销售顾问B________________VISITS______________潜在客户_____________CONVERSION___________
7、_____成交率_____________AVOS________________台______________MOTIVATION________________积极性QUANTITYOFWORK工作的数量40202:12:11unit1unit++++20109/26/2021840402:14:11unit1unit++++2010QUALITYOFWORK工作的质量SALESPERSONA销售顾问ASALESPERSONB销售顾问B________________VISITS__________
8、____潜在客户_____________CONVERSION________________成交率_____________AVOS________________台______________MOTIVATION________________积极性9/26/20219DIRECTIONOFWORK工作的方向40402:12:13units2units++++6040SALESPERSONA销售顾问ASALESPERSONB销售顾问B_
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