目录
前言..........................................................................................................................................................1
基础篇......................................................................................................................................................3
销售是什么..........................................................................................................................................3
优秀销售人员的素质要求..................................................................................................................3
销售人员成长模式..............................................................................................................................4
如何被客户接纳?
..........................................................................................................................5
达成销售目的需要什么?
..............................................................................................................5
流程篇......................................................................................................................................................5
客户采购流程......................................................................................................................................5
FPI 销售流程.......................................................................................................................................7
技巧篇......................................................................................................................................................9
1. 信息挖掘专题 .............................................................................................................................9
电话技巧..............................................................................................................................................9
拜访技巧............................................................................................................................................10
提问技巧............................................................................................................................................10
技术建议书提交技巧
....................................................................................................................15
2. 项目跟踪专题 ...........................................................................................................................16
2.1 客户分析子专题..........................................................................................................................16
2.1.1
大客户的需求特点
..............................................................................................................17
2.1.2
沟通特点
..............................................................................................................................22
2.1.3
性格结构
..............................................................................................................................23
2.1.4
关键人识别
..........................................................................................................................24
2.1. 5
买点和卖点设置
............................................................................................................25
2.2 技术交流子专题 .........................................................................................................................26
技术交流前的准备
........................................................................................................................26
原理和结构
....................................................................................................
错误!未定义书签。
与传统气体分析仪器的区别
........................................................................
错误!未定义书签。
技术交流常见问题
........................................................................................
错误!未定义书签。
2.3 促进成交子专题 .........................................................................................................................26
成交信号
........................................................................................................................................27
3. 谈判签约专题...................................................................................................................................27
3.1 技术谈判子专题..........................................................................................................................28
3.2 商务谈判子专题..........................................................................................................................28
对价格异议的回应
........................................................................................................................28
工具篇....................................................................................................................................................29