推销技术学课程设计摘要.docVIP

长春工业大学工商管理学院 推销技术学课程设计 设计题目：查干湖野生鱼推销方案 专 业：市场营销 班 级：110509 姓 名******* 指导教师：陈守则 2014年1月6号—2014年1月10 目录 一、背景分析······················································2 二、目标顾客的确定················································2 （一）寻找顾客的方法··············································2 （二）潜在顾客类型················································2 （三）顾客资格鉴定················································3 （四）选择重点顾客················································3 三、客户约见······················································3 （一）约见的方式··················································3 （二）约见的内容··················································3 四、推销接近······················································4 （一）推销接近准备················································4 （二）推销接近的方法··············································5 五、与客户的推销洽谈··············································5 （一）推销洽谈的目的··············································5 （二）推销洽谈的原则··············································5 （三）推销洽谈的策略··············································6 六、异议处理······················································6 （一）顾客异议····················································6 (二)异议处理的方法···············································6 七、推销成交······················································7 （一）识别成交信号················································7 （二）成交的过程··················································7 （三）确定成交方法及策略··········································7 八、售后服务与信息反馈············································8 （一）送货上门····················································8 （二）商品质量保证················································8 （三）建立客户档案················································8 查干湖野生鱼推销业务流程设计 一、背景分析 随着生活水平的提高，人们越来越注重养生，对食品本身的价值要求也越来越高。作为天然有机认证食品查干湖鱼富含人体所需的蛋白质、氨基酸、高不饱和脂肪酸和多种微量元素 ，味道鲜美，营养丰富，经常食用，可以起到健脑、保健作用，可以预防高血压、心脑血管等疾病，能延年益寿，是当今消费者首选的绿色、有机食品，又是馈赠亲朋好友的最佳礼品，深受广大消费者的喜爱。Google等，用关键词搜索。本次推销业务就是通过网络来寻找客户。 介绍寻找法 可以利用社会关系，通过亲戚朋友的介绍取得和客户相关的信息及联系，也可以通过企业的合作伙伴、客户等由