[2018年最新整理]培训教材.doc1.docVIP

销 售 人 员 培 训 教 材 精 编 目录 翡翠的起源 翡翠的定义及名称由来·········································3 翡翠的产地和开采·············································4 翡翠的传入和历史·············································5 第二章 翡翠的鉴别 翡翠的品种分类···············································5 翡翠的评价标准···············································10 翡翠的A货、B货、C货·······································11 翡翠的仿冒品及真伪的辨识·····································12 第三章 翡翠雕工的寓意及翡翠市场分析 翡翠雕工的寓意···············································13 我国翡翠市场的现状以及发展···································20 第四章 翡翠购买指南 翡翠的保养···················································24 第十一节 翡翠饰品的选购···············································24 第十二节 翡翠的佩戴及着装·············································25 第五章 翡翠知识十五问 第十三节 翡翠知识十五问···············································26 第六章 顾客心理及行为面面观 第十四节 顾客的六种购买行为模式·······································29 第十五节 顾客购买时的五种心态·········································30 第十六节 “新人类”的消费行为·········································31 第十七节 把握顾客心理的“八步变奏曲”··································32 销售技巧全攻略 第十八节 销售技巧及学问···············································32 第十九节 如何攻克“年龄”的堡垒·······································36 第二十节 打开心灵“暗室”的钥匙·······································37 第二十一节 销售十忌···················································40 日常礼仪及素质 第二十二节 营业员服务礼仪·············································42 第二十三节 优秀营业员的十大素质·······································43 第九章 雍翠缘营业员管理制度···········································44 第一章 翡翠的起源 前 言 国人对玉石的钟爱自古有之，喜爱程度甚于黄金，且笼罩着一层神秘色彩，人们都把玉视为天地精气的结晶，用作人神沟通心灵的媒介。在古代“君子无故，玉不去身”，“君子与玉比德焉”，并以玉的晶莹剔透象征纯洁，温润色泽代表仁慈，坚韧质地喻作智慧，圆转的棱角表示公平，敲击时舒扬致远的乐音寓为廉直美德。正因如此，玉一直得到人们由衷的珍宠。崇玉尚玉、藏玉赏玉成为国人几千年的传统；源远流长，博大精深的玉文化在祖国民族文化中独树一帜，闪烁着熠熠光辉。书中自有黄金屋，书中自有颜如玉。从蛮荒蒙昧的茹毛饮血时代，到飞速发展的现代文明鼎盛时期，玉始终以其独有的魅力交融于文化、艺术、宗教等领域，水乳于健康、审美等范畴，可以说，玉文化的发展史，就是与中华五千年文明进程的惺惺相惜、一脉相承。 玉不是专指翡翠，其实翡翠是玉中的一种，它因其神秘、稀有而华贵的品格赢得了“玉中之王”的美称，并成为玉文化潮流的引领者，被视为东方文明的代表之一。 第一节 翡翠的定义及名称由来 翡翠是一种以硬玉为主的纤维状、致密块状的钠铝硅酸盐矿物集合体。硬玉是自