[精選]紡織企業(yè)銷售核心技能和渠道管理.pptx

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1、SalescorecompetencyandChannelmanagement銷售核心技能與渠道管理LearningOrganization學(xué)習(xí)型組織Ifyousowanidea,youreapanactionIfyousowanaction,youreapahabitIfyousowahabit,youreapacharacterIfyousowacharacter,youreapdestiny思想-行動-習(xí)慣-性格-命運Training&Coaching培訓(xùn)與訓(xùn)練Training：makesuresomepeoplecandosomething。

2、Coaching：makesuresomebodybegoodatsomething。Amateurs&ProfessionalsHowtobeasuccessfulsales成功銷售人員的三個境界8SalesCoreCompetency八大核心基本銷售技能8WhatCountFactors八大核心成功要素SubconsciousandPsychologicalintegration潛意識與精神層面的融會貫通SalesCoreCompetency銷售核心技能SalesCoreCompetency:1BasicVisitingProcedures（基本

3、拜訪步驟）2PersuasiveSellingFormat（勸說性銷售）3CommunicationSkill（溝通技巧）4AccountPenetration（客戶滲透)SalesCoreCompetency銷售核心技能5HandleObjection（處理放對意見）6TimeManagement（時間管理）7NegotiationSkill（談判技巧）Makingbusinessplan(制訂生意計劃）8ConceptualSelling（概念性銷售）SalesCoreCompetency銷售核心技能SalesCoreCompetencyRecorda

4、ndReport（記錄與報告）FourFundamentals（銷售四項基本原則）CommonSense（銷售常識）I.BasicVisitingProcedures(基本拜訪步驟）1previewplan（預(yù)習(xí)）2checkingdistribution（檢查分銷）3persuasiveselling（勸說銷售）4collection（收款）5merchandizing（助銷）6recordandreports(記錄與報告）7reviewandplaning(回顧與計劃）II:PersuasiveSellingFormat勸說性銷售Solesell

5、inggeneralrules（銷售鐵律）customeronlybuywhattheyneedandwant消費者只買他們需要的東西A:SellingprincipleI（銷售原則一）What’scustomerrealneedandwantbyCommunicationskillandAccountPenetrationPersuasiveSellingFormat勸說性銷售B:SellingprincipleII（銷售原則二）Proveyourproposalcansatisfycustomerneedsandwants(keypartofsel

6、ling)byPersuasiveSellingFormat,ConceptualSelling,HandlingobjectionandNegotiationSkillPersuasiveSellingFormat勸說性銷售1Summarizethesituation(背景介紹）1)Goodunderstandcustomerneeds,wants（明確客戶需求）A:JustmeetB:AlmostmeetbutnotspecificC:MustfindcustomerneedsandwantsPersuasiveSellingFormat

7、勸說性銷售2)Introduceonerealbenefit（介紹一真正利益）A:GeneralB:SpecificFishingexamplePersuasiveSellingFormat勸說性銷售2StateyourIdea（陳述主意）3ExplainHowyourideaworks（解釋主意）1)Numbers數(shù)字化2)Logic邏輯化PersuasiveSellingFormat勸說性銷售4Stressthekeybenefit:（強調(diào)關(guān)鍵利益）1)Helpcustomermakedecision（幫助客戶決策）2)Te

8、styouridea（重新測試你的主意）Persu