[精选]现代企业销售技巧英文版.pptx

[精选]现代企业销售技巧英文版.pptx

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时间:2021-05-13

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4、iontoAssureCustomerSatisfactionEncourageCriticalEncountersExpandCollaborativeInvolvementAddValuesandEnhanceMutualOpportunities: (2.2)DesiredStateProduce1,250units/dayActualStateProduce1,000units/dayTheGapOrNeed250units/day(2.3)OrganizationalNeedsIndividualNeeds

5、FunctionalFunctionalPsychologicalPsychologicalKnowledgeKnowledgeSocialSocialSituationalSituational(P)(I)’s’s’s(2.4)63%’37%’PsychologicalAttributes“Delighters”FunctionalAttributes“Must-Haves”’s(2.6)(2.6)(2.6)(2.6)3:?:????I??.(3.1)TrustExpertiseDependabilityRepre

6、sentationCompetenceCompatibility/LikeabilityCandorContributionCustomerOrientation(3.2)IndustryServiceProductCompetitionCompanyPrice/PromotionTechnologyMarket/Customer,,,a,,.,,.:(3.8)4aAa’s:–…?…?…–a.………–,?:–“?”“?”“,I…?”:–,,.“…?”“…?”“…?”:–“…”“…”:–.“…?”“.?”(4.1)&:

7、:–’s“?”“?”“?”:–,,“?”“?”“?”:–“?”“?”“a?”“a?”:–a,“?”“,?”“,?”“15?”(4.1)BroadbasesandgeneralfactsdescribingsituationNon-threateningasnointerpretationisrequestedOpen-endquestionsformaximuminformationAssessmentQuestionsQuestionsprobinginformationgainedinassessmentSeek

8、ingtouncoverproblemsordissatisfactionsthatcouldleadtosuggestedbuyerneedsOpen-endquestionsformaximuminformationDiscoveryQuestionsShowthenegativeimpactofaproblemdiscoveredinth

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