《VOLVO汽车销售代表培训手册》(81页).ppt

文档介绍：2017/11/11
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VOLVO汽车内部培训手册
E
2017/11/11
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ADMINISTRATIVE DETAILS
日程安排
MORNING(上午) 09:30——12:00
BREAKS(课间休息) 10:45——11:00

LUNCH(午餐) 12 :00——13:30
AFTERNOON(下午) 13:30——17:00
BREAKS(课间休息) 15:00——15:30
TELEPHONES(电话) 关闭或静音、禁止在课堂上接电话
世贸培训手册
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CONTENTS(内容)
NEW CAR SALES AND DELIVERY
WORKSHOP
新车销售及交车流程
1 :简介及目的
2 :影响销售的因素
3 : 第一次接触阶段
4 : 展厅接待
5 : 新车展示
6 : 报价、成交
7 : NCSD流程
8 : 说明介绍阶段
9 : Volvo新车交车流程
10 : 销售中常见问题及解答
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ABOUT THE BINDER
关于此讲义
VERBAL(口头)
Harvard Research
100 % was what the speaker wanted to say.
(演说者想要说的占100%)
Approximately 80 % was said.
(已说出来的约占80%)
Approximately 60 % was heard
(被听见的约占60%)
Approximately 40 % was remembered after 3 hours
(3小时后记得的约占40%)
Approximately 20 % was remembered after 3 days
(3天后记得的约占20%)
Approximately 10 % was remembered after 3 months
(3个月后仍记得的约占10%)
VERBAL AND VISUAL(口头和视觉)
Approximately 60 % was remembered after 3 days (3天后记得的约占60%)
Approximately 40 % was remembered after 3 months (3个月后记得的约占40%)
VERBAL + VISUAL+ NOTES
(口头+视觉+笔记)
Approximately 80 % was remembered after 3 days
(3天后记得的约占80%)
Approximately 60 % was remembered after 3 months
(3个月后记得的约占60%)
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THE 4 STAGES OF LEARNING
学习的四个阶段
1. UNCONSCIOUSLY PETENT
无意识不胜任阶段
2. CONSCIOUSLY PETENT
有意识不胜任阶段
3. PETENT
有意识胜任阶段
PETENT
无意识胜任阶段
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KEY RULE
主要准则
ANY STRATEGY IS LIMITED BY
THE QUALITY OF THE
SALES CONSULTANT
任何策略都与销售顾问的素质相关
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2. FACTORS INFLUENCING RESULTS
影响结果的相关因素
e from……..
结果来源于……
VOLVO
SALES
TEAM
VOLVO
销售团队
$ALE$
销售业绩
$
QUANTITY OF EFFORT(工作量)
QUALITY OF EFFORT(工作质量)
DIRECTION OF EFFORT(工作方向)
MOTIVATION(积极性)
A&P SUPPORT(心理激励)
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SALESPERSON A 销售顾问A SALESPERSON B 销售顾问B
________________ VISITS ______________
潜在客户
_____________ CONVERSION ________________
成交率
_____________ AVOS ________________
台
______________ MOTIVATION ________________
积极性
QUANTITY OF WORK
工作的数量
40 20
2:1 2:1
1 unit 1 unit
++ ++
20 10
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40