优势销售（Advantage selling）.docVIP

优势销售（Advantage selling） What is a sales advantage 1, the experience of winning the case.. Through this part of a small game, let the students know how to build their competitive advantage in sales. 2, the source of advantage Physical advantage Perceived advantages Interpersonal advantage Decision superiority 3, marketing advantage in sales in the What is the advantage of enterprise marketing Marketing is the fundamental competitive advantage The advantage of sales marketing advantage plays an important supporting role 4, how to produce the advantage in sales With the full marketing advantage Expand the perceived advantage The winning strategy 5, how to cultivate lasting competitive advantage The accumulation of customer experience Networking advantage Maintain good relationship with customers Two, information is the guarantee of success 1, grasp the customers buying motives The influence of motivation on human behavior The role of motivation in the sales How to understand customer motivation How to influence the customer demand motivation 2, understand the customers evaluation system What is the evaluation system The role of evaluation system in customer decision process To understand the methods and skills evaluation system 3, sales planning Preliminary determination of customer value To determine the source of information Planning information network 4, understand the decision chain Understand the customers decision procedure Comprehensive solution chain Identify key figures 5, grasp the key peoples preference Understand the core interests of key figures Understand the key figure cognition of products or solutions Understand the key figure in the decision criteria 6, grasp the activities of competitors Who participated in the competition The representative characteristic of competitors Who is the competitors supporters 7, how to use the information of the survey tool Three, make competitive strategy 1, competition panorama analysis Panorama drawing competition Fou