商务谈判与销售技巧--销售管理毕业论文.doc

湖南商学院 高等教育自学考试学生毕业论文 题 目 商务谈判与销售技巧 学生姓名 姚坤辉 考 号 专 业 销售管理 助 学 点 通讯地址 湖南省湘潭市下摄司 联系电话 2012 年 9 月 【内容摘要】 本论文主要以所谓谈判，又叫做会谈，它指的是有关各方为了各自的利益，进行有组织、有准备的正式协商及讨论，以便互让互谅，求同存异，以求最终达成某种协议的整个的过程。从实践上看，谈判并非人与人之间的一般性交谈.而是有备而至，方针即定，目标明确，志在必得， 技巧性与策略性极强。虽然谈判讲究的是理智、利益、技巧和策略.但这并不意味着它绝对排斥人的思想、情感从中所起的作用。在众多的企业里脱颖而出，除了要有一个好的经营者决策策划以外，恐怕实施执行营销方案的还是直接与客户打交道的业务人员。在商品经济发达的国家认为推销技巧是经营的命脉，熟悉经济坏境及应付市场变化的好手和新产品的建议者和开发者。 【关键词】 谈判礼仪、谈判技巧、谈判价值、推销技巧 【Abstract】 This paper mainly in the so-called negotiations,also called the talks, it refers to the parties concerned for their own interests, are organized, to prepare formal consultation and discussion, in order to give and take, seek common ground while reserving differences, in order to eventually reach some sort of agreement and the whole process of. Look from practice, negotiation is not between the person and persons general sex talk. But prepared to, policy namely, clear objectives, annals is in must, skill and strategy of strong. Although negotiations is very sensible, interests, skills and strategies. But that doesnt mean it absolute exclusion of human thought, emotion from the role of. Selling skills with a relatively vague concept, in the enterprises of our country are not fully understood and play an important role in. In the numerous enterprises blooming, besides must have a good operator decision-making plan, Im afraid the implementation of the marketing plan directly dealing with a customer service personnel. In the commodity economy developed countries argue that selling skills is the lifeblood of business , knowledge economy environment and to meet the changing market. and the new product proponent and developer . 【Key Words】 Negotiation protocol negotiation skills negotiation marketing skills 目 录 前言………………………………………………………………………………4 第一章 相关资料…………………………………………………………………4 1.1 案例介绍　……………………………………………………………………5 第二章 商务谈判准备　……………………………………………………………6 2.1 谈判礼仪…………………………………………………