文档介绍：Sales petency and Channel management 销售核心技能与渠道管理
anization 学习型组织
If you sow an idea, you reap an action
If you sow an action, you reap a habit
If you sow a habit, you reap a character
If you sow a character, you reap destiny
思想-行动-习惯-性格-命运
Training & Coaching 培训与训练
Training: make sure some people can do something。
Coaching:make sure somebody be good at something。
Amateurs & Professionals
How to be a essful sales 成功销售人员的三个境界
8 Sales petency 八大核心基本销售技能
8 What Count Factors 八大核心成功要素
Subconscious and Psychological integration 潜意识与精神层面的融会贯通
Sales petency 销售核心技能
Sales petency:
1 Basic Visiting Procedures(基本拜访步骤)
2 Persuasive Selling Format(劝说性销售)
munication Skill(沟通技巧)
4 Account ration(客户渗透)
Sales petency 销售核心技能
5 Handle Objection(处理放对意见)
6 Time Management(时间管理)
7 Negotiation Skill(谈判技巧) Making business plan(制订生意计划)
8 Conceptual Selling(概念性销售)
Sales petency 销售核心技能
Sales petency
Record and Report(记录与报告)
Four Fundamentals (销售四项基本原则)
Common Sense (销售常识)
I. Basic Visiting Procedures (基本拜访步骤)
1 preview plan(预习)
2 checking distribution(检查分销)
3 persuasive selling (劝说销售)
4 collection(收款)
5 merchandizing (助销)
6 record and reports(记录与报告)
7 review and planing(回顾与计划)
II:Persuasive Selling Format 劝说性销售
Sole selling general rules(销售铁律)customer only buy what they need and want 消费者只买他们需要的东西 A: Selling principle I(销售原则一) What’s customer real need and want munication skill and Account ration
Persuasive Selling Format 劝说性销售
B: Selling principle II(销售原则二) Prove your proposal can satisfy customer needs and wants ( key part of selling) by Persuasive Selling Format, Conceptual Selling, Handling objection and Negotiation Skill