汽车销售语言艺术浅析分析.docVIP

目 录 摘要 1 关键词 1 Abstract 1 Key words 1 0 前言 2 1 销售的语言艺术 3 1.1 销售语言及其特点 3 1.2 销售语言的重要性 4 1.3 汽车销售语言 5 2 汽车客户类型 6 2.1 表现型客户 6 2.2 友善型客户 6 2.3 分析型客户 6 2.4 控制型客户 7 3 汽车销售流程及对应语言艺术 8 3.1 接待与寒暄 8 3.2 需求分析 8 3.3 介绍车辆 8 3.4 异议处理 9 3.5 价格谈判 11 3.5.1 价格谈判的原则 11 3.5.2 谈判方法 11 3.6 成交及售后服务 12 4 汽车销售语言艺术总结 13 参考文献 14 致谢 15 独撰声明 16 汽车销售语言艺术 作者：张朋丰 指导教师：李德地 （2015届汽车服务工程专业） 摘 要：我国汽车行业随着时代的进步而飞速发展，而汽车的销售在汽车行业发展过程中起着举足轻重的作用，因此汽车的销售环节对于汽车行业的发展便显得尤为重要。在销售环节过程中，销售语言技巧的运用更是决定了是否成交，所以本文研究汽车销售语言的艺术，主要内容包括：在销售过程中至关重要的作用；客户类型及其对应销售心理；汽车销售顾问在整个销售流程中对客户心理需求的把控和销售语言的运用；销售顾问应该如更好的的运用巧妙的销售中的技巧、语言来把握住客户的购买心理，以此更好地完成销售活动并能长期与客户保持良好合作关系。旨在提高销售顾问的销售技巧，销售语言话术，服务意识，维护客户关系等销售能力提供一点微薄的意见。 关键词：汽车销售 客户类型 销售语言 语言艺术 Automobile sales?language art Author: Zhang peng-feng Tutor: Li de-di (major in automobile service engineering, graduate in 2015) Abstract: Our country automobile industry with the progress of era and rapid development, and sales of cars in the automobile industry development plays an important role in the process, so the car sales link it becomes very important to the development of automobile industry. Sales in the process of marketing chain, the use of language skills is to determine whether the deal, so car sales the art of language, this paper studies the main contents include: the vital role in the sales process; The customer type and the corresponding sales psychology; Car sales consultant in the whole sales process to customers psychological needs to control and sales of language; Sales consultant should be such as better use of clever sales skills, language to seize the customers purchasing psychology, in order to better achieve sales activity and can keep good cooperation relationship with customers for a long time. Aimed at improving sales consultant sales skills, marketing language words, service consciousness, maintain customer relationship and sales ability to provide a little advice. Key words:?Automobile Sales Consultant?type sales?customers? language arts0 前言