顾问式销售理论在实务中的应用(国外英语资料).docVIP

顾问式销售理论在实务中的应用(国外英语资料) The application of consultancy sales theory in practice With the emergence of the concept of marketing, the position of customers in the market has changed, and they have become active market players from the market passive. Thus, the theory of consultancy sales came into being and became the guiding ideology of personal selling. The consulting sales theory requires the sales staff to look at the problem from the customers point of view, considerate of customers, and make the difference between the customers shopping income and the shopping expenses. So that customers take the initiative to give up competitors products, in order to achieve sales of products, the occupation of the market. Customers purchase behavior can be divided into five processes: producing demand, collecting information, evaluating selection, purchasing decision and post purchase reaction. Sales consultant to bring customers the biggest advantage is that customers in information collection, evaluation and selection decision to buy a consultant of the three process, thereby reducing the purchase expenditure; at the same time, contact directly through face-to-face relationship, to bring customers a feeling of income. The benefit of consultancy sales is to maximize consumer demand, increase sales opportunities, and give customers a good post purchase response. A satisfied customer is the best advertisement for an enterprise. Therefore, it promotes the long-term development of enterprises. As you can see in Figure 1, consultancy sales create a win-win relationship between businesses and customers. Then, how can the consultant sales theory be embodied in the actual sales work of the enterprise? The following is the description and analysis of a successful salesman of examples, we can see from the core sales theory is to the interests of customers in the first place, let the customer to buy the satisfactory products. The LDG series is a series of green environmental protection