S-基本销售技1(市场).ppt

我们的记忆 挑战 量的增长 价格战 利润下降 产品竞争 机遇 质的提高 竞争力上升 在保证利润的前提下 稳定销量 服务竞争 内蒙古 新疆 西藏 青海 四川 云南 贵州 广东 海南 台湾 福建 湖南 江西 浙江 安徽 江苏 山东 河北 陕西 甘肃 宁夏 山西 辽宁 吉林 黑龙江 天津 广西 河南 湖北 北京 上海 奥迪在高档车市场的状态 销售网络 服务网络 对客户的再教育成本较低 思考题： 面对所在区域的市场形势，我们该怎么应对？ * * * * Trainer Manual: Audi Basic Sales Adviser Handbook AUDI AG I/VM-53 10/2006 Page * Expectations Summarising word Summarising word Summarising word Summarising word Summarising word Module 0 - INTRODUCTION AND OVERVIEW Chapter Greeting and introduction Time L/Objectives Ps are aware of the every P expectation from the training, and understands through the T constructive moderation what can and will be achieved during the training. Ps have suggestions and ideas if their expectations cannot be met through the training. Content Objectives and aims of the Programme and specific M. Ps personal expectations that they have pertaining to the training, general issues and an opportunity to ask questions on matters that have not been addressed. Method Presentation, free speech, interactive conversation, moderation Media PPT, FC Setting Conference room, U-type Additional Each P to state expectations from the training (for M2 and M3 – expectations from the specific M). T to summarise and note word on FC from each P. If expectations cannot be covered it would be appropriate to point this out clearly and give direction as to how the exception may be met e.g. to attend follow-up M, other training, etc. No judgement and T may need to adapt the content slightly to ensure the expectations of the Ps are addressed. Suggestion and variation: “PB+PC” – P to write 1-3 expectations on PC and to present to Ps. T to moderate as above. * * * 奥迪基本销售技巧培训 奥迪培训/Audi Training 欢迎大家参加奥迪经销商基础培训 奥迪经销商销售顾问 基本销售技巧培训 课 程 安 排 第三天 销售流程3~5 科隆 英格施塔特 第二天 标准销售流程 销售流程1~2 第四天 销售流程6~8 考试 销售演练 课程总结 第一天 课程导入 市场分析 销售角色 培训目的 认识市场 自我定位 掌握流程 学习技巧 时间安排： 上午 9：00－12：00 下午 14：00－17：3