文档介绍：mercial Methodology
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mercial Methodology 销售方法
Competencies
能力
Competencies
能力
Smart Selling 巧妙销售
Sales results
销售结果
Customer empathy
顾客换位思考
Hard seller
强行推销
Soft seller “adviser”
说服式推销
“顾问”
SMART seller
巧妙销售
Purchase order
购买订单
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Selling Process 销售过程
Objectives
目标
1 ing
欢迎
2 Customers’ needs
顾客需求
3 Proposal
建议
4 Conclusion
购买
+4 After Sales
售后
-1 Preparation
准备
Sales Result
销售结果
Customer
Satisfaction
顾客满意
Result
结果
The debriefing file of the selling process 销售详细过程
1. ing 欢迎
101 Greeting, ing, Thanking… in the entrance hall of the store
102 Presentation of the game form
103 Explanation of the questionnaire of the game form
104 Going back to the customer
105 Give the consumer guide
106 The use of the guide to present pany
107 Explanation of the mitment IXINA
108 Find out the delivery time expected by the customer
109 With the questionnaire, find out the motivation of the visit
110 Presentation and explanation of the promotion
Announce the « good news »
111 Explanation of the kitchen price information : the standard kitchen
112 Find out the measurement of the customer’s room
113 Explanation of the price information on the appliances
114 Find out the list of appliances to keep and to add
115 Find out the budget of the customer
OK
KO
2. The customer s needs analyze
2 THE CUSTOMER’S NEEDS ANALYZE
201 Present the different Universe in the catalog or in the showroom
202 Find out the universe and style selected by the customer
204 Fill all the question of the customer need analyze
205 Listening to the customer needs
206 Ask the customer to design his kitchen
207 Reformulate the main needs of the customer
208 Direct the customer toward a model that fit his needs and budget
209 Validate the choice of the door, handle and worktop
Announce the « bad news »
3. The Proposal
3 THE PROPOSAL
301 Offer some coffee, soft-drink
302 Explain the mendation about furniture, layout, design…
303 Design the layout on a piec