家乐福的内部培训资料.pptVIP

某零售商的采购谈判技巧 NEGOTIATION TECHNIQUES 1、千万不要对销售业务员显示你的友善， 只要告诉他你考虑与他合作。 Never show friendship to a salesman, but tell him that you consider him his companion. 2、把销售业务员当作我们的“头号”敌人。 Consider a salesman as our number 1 enemy. 3、要求、要求、再要求，他们最终会同意 （折扣、促销活动等）。 Demand, demand and demand, they will end granting ( discounts, promotions, etc. ) 4、千万不要接受第一次报价；让销售员乞求 你；这会让你在谈判过程处于更有利的地位。 Never agree on the first proposal; let the salesman beg, this will give you the necessary  margin to improve negotiations on our favour. 5、随时记住这句话“你可以提供更好的条件。” Always remember the words “ you can do better than this”. 6、随时查你的电脑，并确认对方的报价比以前 更低，或尽可能的低，不断地要求更多，直 到销售业务员同意为止。 Always check with your computer and verify if the price is lower or the lowest possible. Always go for more until the salesman gives it to you. 7、随时把自己当做某人的下属，同时记得销售 业务员也是某人的下属，他的上级领导应可 以给我们更多的折扣。 Always show yourself as a dependent or subordinate, and always remember that a salesman is a subordinate, his senior surely has an additional discount to offer. 8、假设一个销售业务员轻易的同意你所要求的 条件，或他要求上洗手间，或去打电话，回 来时他告知他的上级领导已同意你要求的条 件，这显示他所同意的条件本来就是他打算 给的条件。此时，你应该再要求更好的条件。 If a salesman readily grants what you ask or asks to go to the toilet or uses the phone and returns with an approval, consider that what he is giving was meant to be given; ask for more. 9、你的脑袋要精明，但要装得像个笨蛋。 Be bright, but show yourself as an idiot ( fool ). 10、如果你没有得到应得的交换条件，请不要 让步。