[精选]销售技巧培训教材英文版.pptx

[精选]销售技巧培训教材英文版.pptx

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时间:2021-05-13

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2、ctionofSuppliers(2.1)AcquisitionandAnalysisofProposalsInitiatingtheRelationshipDevelopingtheRelationshipSelectPresentationExplainFeaturesConfirmBenefitsHandleObjectionsEarnandGainCommitmentSearchandQualificationOfPotentialSourcesDescriptionofItemandQuantityNeeded(2.1)DeterminationRecognitionInitiat

3、ingtheRelationshipDescriptionSearchandQualificationProposalsSelectionofSuppliersOrderRoutineDevelopingtheRelationshipEnhancingtheRelationshipFollow-uptoAssessCustomerSatisfactionTakeActiontoAssureCustomerSatisfactionEncourageCriticalEncountersExpandCollaborativeInvolvementAddValuesandEnhanceMutualO

4、pportunities: (2.2)DesiredStateProduce1,250units/dayActualStateProduce1,000units/dayTheGapOrNeed250units/day(2.3)OrganizationalNeedsIndividualNeedsFunctionalFunctionalPsychologicalPsychologicalKnowledgeKnowledgeSocialSocialSituationalSituational(P)(I)’s’s’s(2.4)63%’37%’PsychologicalAttributes“Delig

5、hters”FunctionalAttributes“Must-Haves”’s(2.6)(2.6)(2.6)(2.6)3:?:????I??.(3.1)TrustExpertiseDependabilityRepresentationCompetenceCompatibility/LikeabilityCandorContributionCustomerOrientation(3.2)IndustryServiceProductCompetitionCompanyPrice/PromotionTechnologyMarket/Customer,,,a,,.,,.:(3.8)4aAa’s:–

6、…?…?…–a.………–,?:–“?”“?”“,I…?”:–,,.“…?”“…?”“…?”:–“…”“…”:–.“…?”“.?”(4.1)&::–’s“?”“?”“?”:–,,“?”“?”“?”:–“?”“?”“a?”“a?”:–a,“?”“,?”“,?”“15?”(4.1)BroadbasesandgeneralfactsdescribingsituationNon-threateningasnointerpretationisrequestedOpen-endquestionsformaximuminformationAssessmentQuestionsQuestionsprobing

7、informationgainedinassessmentSeekingtouncoverproblemsordissatisfactionsthatcouldleadtosuggestedbuyerneedsOpen-endquestionsformaximuminformationDiscoveryQuestionsShowthenegativeimpactofaproblemdiscoveredinth

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