原创力文档- 1、原创力文档（book118）网站文档一经付费（服务费），不意味着购买了该文档的版权，仅供个人/单位学习、研究之用，不得用于商业用途，未经授权，严禁复制、发行、汇编、翻译或者网络传播等，侵权必究。。
- 2、本站所有内容均由合作方或网友上传，本站不对文档的完整性、权威性及其观点立场正确性做任何保证或承诺！文档内容仅供研究参考，付费前请自行鉴别。如您付费，意味着您自己接受本站规则且自行承担风险，本站不退款、不进行额外附加服务；查看《如何避免下载的几个坑》。如果您已付费下载过本站文档，您可以点击 这里二次下载。
- 3、如文档侵犯商业秘密、侵犯著作权、侵犯人身权等，请点击“版权申诉”（推荐），也可以打举报电话：400-050-0827(电话支持时间：9:00-18:30)。
- 4、该文档为VIP文档，如果想要下载，成为VIP会员后，下载免费。
- 5、成为VIP后，下载本文档将扣除1次下载权益。下载后，不支持退款、换文档。如有疑问请联系我们。
- 6、成为VIP后，您将拥有八大权益，权益包括：VIP文档下载权益、阅读免打扰、文档格式转换、高级专利检索、专属身份标志、高级客服、多端互通、版权登记。
- 7、VIP文档为合作方或网友上传，每下载1次， 网站将根据用户上传文档的质量评分、类型等，对文档贡献者给予高额补贴、流量扶持。如果你也想贡献VIP文档。上传文档
查看更多
市场营销_毕业论文汇
毕业设计报告论文
课题名称
专 业 市场营销
学生姓名 5321614710163041
指导教师
起讫日期
设计地点
摘 要
随着经济和社会的发展，企业的市场营销能力得到了大幅度的跃升。大部分企业也都看到了市场营销的重要作用。一切从消费者的利益出发,一切从消费者的现实需要出发,一切从消费者的价值取向出发,这便是市场营销宗旨 目 录
1.销售的概念·························································1
1.1“确实需求” ·······················································1
1.2“潜在需求” ·······················································1
1.3 市场细分··························································2
1.4确定目标市场·······················································2
1.5市场定位···························································3
1.6制定市场营销计划···············································3
2.市场销售····················································5
2.1市场现状······················································5
3.客户心理状态分析·····················································6
3.1心理战术运用··········································6
3.2客户的消费心理分析············································6
3.3消费者心理分析··········································8
4. 企业应对客户及消费者心里的策略····································9
4.1简单阐述···························································9
4.1.1当客户异议厂家产品价格太高·······································9
4.1.2当客户异议厂家的政策不够灵活····································10
4.1.3客户异议要求“独家经销或者总代理”时·····························11
4.1.4当客户异议“市场不景气生意难做过一段时间再说”时 ················12
4.1.5当客户异议要“铺底资金”时·······································13
4.1.6当客户异议“没有钱”时·······································13
4.1.7当客户异议“XX以前经营你们公司产品，做得并不成功呀” ·············13
4.2应对消费者的心里策略·······································13
结论··································································15
参考文献······························································16
致谢····················································17
销售的概念
1.销售的概念：
任何产品或者服务之所以能够销售的原因，是因为它能够满足人们的需求货着欲望，是因为它能够解决人们的问题，为人们带来效益。人们购买是因为有需求,有需要，有需要的欲望或者需要等着解决问题。
1.1“确实需求”
人们的需求或者问题有时候是清晰明
文档评论（0）