Purchasing Guide Training - Sales case library then library established method of operation.doc

 PAGE \* MERGEFORMAT 11 Purchasing Guide Training - Sales case library then library established method of operation First, to establish the purpose of: 1, to the terminal to provide a successful sales experience sales staff to upgrade skills of sales terminals, effectively blocking customers, efficient transaction, so as to enhance the terminal sales. 2, rich training content, and comprehensive approach to improve the quality of terminal sales. Second, the case library content: Definition: Sales case, refers to the point of sale terminal sales personnel in the sales process to the form of cases. Type: The form of a text to the form of sound recordings, to the form of a video to the form of pictures. Content: 1, according to transaction were divided into two: Successful sales of cases, sales of cases of failure; 2, by channel is divided into: 3C sales cases, supermarket sales of cases, department stores and sales of cases; 3, according to customers were divided into age groups: older customer sales case, sales of cases of middle-aged customers, sales of cases of young consumers; 4, divided by product category: rice cooker sales cases, induction cooker sales case, electric pressure cooker sales case, keeping the sales of cases, etc.; 5, by product positioning is divided into: the high-end product sales case, the end product sales case, the low-end product sales case; 6, by region, divided into: a marketing case, 23 marketing cases, county and township-level marketing case. Sale Case Composition: 1, case to reproduce: The reproduction of the entire sales process in detail. 2, case analysis: the entire sales process is a crucial step, action, language analysis. In short, the sales staff is the case, why say so, do say that to do any good, or this shortfall. Case Source: Terminal sales staff. Case standard template: Shopping Center Name: Purchasing Guide name: Case: Shopping guide experience: Lecturer analysis: For example: Shopping: Shen