导购员培训--销售案例库、话术管理（Shopping guide training -- sales case library, words management）.docVIP

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导购员培训--销售案例库、话术管理（Shopping guide training -- sales case library, words management）.doc

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导购员培训--销售案例库、话术管理（Shopping guide training -- sales case library, words management）

导购员培训--销售案例库、话术管理（Shopping guide training -- sales case library, words management） I. establishing purposes: 1, to the terminal sales staff to provide successful sales experience, improve terminal sales personnel skills, effectively intercept customers, efficient transactions, thereby enhancing terminal sales. 2, enrich the training content, and comprehensively enhance the quality of terminal sales staff. Two, case library content: Definition： Sales case, refers to the terminal sales personnel in the terminal sales process, in the form of cases. Form: Expressed in written form, expressed in recorded form, recorded in video form, represented in pictures. Content: 1, according to the transaction results are divided into: successful sales case, failed sales case; 2, according to the channel is divided into: 3C sales case, supermarket sales case, department store sales case; 3, according to customer age groups are divided into: elderly customer sales case, middle-aged customer sales case, young customer sales case; 4, according to the product category is divided into: rice cooker sales case, induction cooker sales case, electric pressure cooker sales case, cooking machine sales case; 5, according to product positioning is divided into: high-end product sales case, middle end product sales case, low-end product sales case; 6, according to the area is divided into: the primary market sales case, two or three market sales case, county level marketing case. Sales case structure: 1, case recurrence: the entire sales process detailed reproduction. 2. Case study: analyze the key steps, actions and language of the whole sales process. In short, thats what sales people in the case say and do so. What are the advantages or disadvantages of doing so?. Case sources: Terminal sales staff. Case standard template: Shopping name: Shopping guide name: Case: Shopping guide: Lecturer analysis: Give an example： Mall: Nanshan, Suning, Shenzhen Shopping guide: Zhang Huaqiao One afternoon at