家具行业销售核心技能与渠道管理.ppt

Sales core competency and Channel management销售核心技能与渠道管理 Learning Organization 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 cando something。 Coaching：make sure somebody be good at something。 Amateurs Professionals How to be a successful sales成功销售人员的三个境界 8 Sales Core Competency 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 Core Competency 销售核心技能 Sales Core Competency: 1 Basic Visiting Procedures（基本拜访步骤） 2 Persuasive Selling Format（劝说性销售） 3 Communication Skill（沟通技巧） 4 Account Penetration（客户渗透) Sales Core Competency 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 Core Competency 销售核心技能 Sales Core Competency 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 by Communication skill and Account Penetration 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 Persuasive Selling Format劝说性销售 1 Summarize the situation (背景介绍）1) Good understand customer needs, wants（明确客户需求）A: Just meetB: Almost meet but not specificC: Must find customer needs and wants Persuasive Selling Format劝说性销售 2) Introduce one real