1、营销能力提升训练营 营销和商务礼仪,营业管理部,营业管理部组织机构,营业管理部,副部长,南疆,东疆,范丹辉保险、测算、发货通知书、信息费零配件,王玉凤公证，融资合同,北疆,沈丽ERP主机业务分期全款合同订货、发票,叶涛融资合同，台帐,马丽娟物流、进销存样机发货,张美娟融资合同资料收集,姚琴妙,工作的四要素,态度决定一切,假如你的态度是99.9%将会给中国带来什么？, Image information in product Image : Note to customers : This image has been licensed to be used within this Power
2、Point template only. You may not extract the image for any other use.,每小时将会有3.9份邮件投递错误每年有72个新生婴儿被错交到其它婴儿的父母手中每天将有2500000本书将被订错封面每年将有9500000盒软饮料质量不合格每天将有6050份人民日报的内容残缺不全每年将有100000张信用卡磁条上保存的持卡人信息不正确每天将会有1架飞机在降落到首都机场时安全得不到保障,营销中的概率理论,提问：假设你每吃十个饺子，就能吃出一颗钻石？当你吃了9个都没吃出时，你会不会继续吃第十个饺子，尽管你已经有点饱了。记住：营销很多时候就是一
3、种概率的游戏,营销流程,异议的处理,探寻需求,专业形象的塑造,客户维系,现场促成,产品推荐,建立信任感,个人影响力,前期,后期,相辅相成,互相相关,观察客户购买的信号,反复询问产品的性能,反复看说明书,宣传单页,身体姿态,愿意聆听,M1,M2,M4,M3,现场促成，临门一脚记住：煮熟的鸭子也会飞,建立亲近感,文字的表述是否能让对方看懂，并且产生共鸣,语调及肢体语言却往往透露了内心的真实感受。.,20%,文字,80%,肢体语言,异议处理,忽视法,补偿法,太极法,真的异议假的异议,“产品推荐和客户异议是一对孪生兄弟.”,建立稳定的客户关系系统,客户是你最宝贵的资源！,与客户共成长 销售循环中，与客
4、户成交并不是销售的结束，实际上是下一次销售的开始，真正的销售是通过一次向客户销售的过程，凭借良好的服务进行后续维护与开发，使初次销售成功的客户永远成为我们的客户！,.,轻立场重利益,对事不对人,需找解决之道,寻找双赢的办法,谈判都是人来完成的客观分析,利益比立场更重要，这样才不至于迷失方向,谈判的基本原则,冷暖空调策略,若双方有过业务关系，且合作关系颇佳，则应“暖风频吹”，使气氛热烈，真诚，友好和轻松愉快，但如果关系一般，则应控制热情的程度，若首次交往要做到礼貌、友好、沉稳不失热情，自信而又不傲慢。以创造一个真诚、友好的气氛如人饮水，冷暖自知,挡箭牌策略,如果对方要价太高，或自己已经做出让步，
5、但对方仍得寸进尺，那么就要必要拿出“挡箭牌”以减少自己让步的幅度和次数。使用这一策略，应事先考虑好本方使用的挡箭牌是否合理，对方能否理解和接收，不然，应更换挡箭牌。,设定期限策略,研究表明，很多协议是在最后期限之前实现的，所以设定期限能使自己占取谈判优势。例如“我方报价已你方在两周内接收有效”因为行情看涨，我方产品下个月起将适当的调高售价。,商务谈判策略,根据形式的发展变化做出行动方针，应变方式以便在最佳的实际达到双赢的谈判,诱敌深入策略,志在必得策略,底线设置策略,冷暖空调策略,设定期限策略,商务谈判策略,挡箭牌策略,商务谈判策略,ThemeGallery is a Design Digit
6、al Content & Contents mall developed by Guild Design Inc.,ThemeGallery is a Design Digital Content & Contents mall developed by Guild Design Inc.,ThemeGallery is a Design Digital Content & Contents mall developed by Guild Design Inc.,ThemeGallery is a Design Digital Content & Contents mall developed
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