汽车4S店销售流程与设计.docVIP

郑州交通职业学院 毕 业 论 文（设 计） 论文（设计）题目：汽车4S店整车销售业务流程分 析与设计 所属系别 汽车运用工程系 专业班级 10级汽运五班 姓　 名 学　 号 2 指导教师 撰写日期 2013 年 4 月 摘 要 我国人口众多，有着世界上最大的市场，市场营销前景广阔。随着社会的进步，营销理论也在不断发展，汽车销售业绩直接决定着汽车企业的成败。汽车4S店整车销售业务流程的合理和专业性是一个成功企业的最直接的体现，面对激烈的市场竞争，销售人员不规范的行为是导致销售业绩不佳和客户流失最主要的原因。 标准的销售流程是达成客户满意的基本条件和服务基础。通过汽车经销店标准销售流程的统一优化，给客户以高质、模范、人性化的服务体验，令其在购车过程中能感到尊贵感，能“发现你的不同”，从而提高汽车的成交率，客户满意度及品牌美誉度。文中主要探讨了汽车营销的概念、汽车企业的营销战略、汽车4S店的销售服务流程、汽车4S店销售服务的原则、汽车4S店销售服务技巧，对今后从事汽车营销工作具有重要的指导意义。 关键词：汽车销售，业务流程，销售业绩，科学管理 Abstract As China and constantly improve the socialist market economic system, marketing, consumer behavior to guide people, and its increasing importance, people have a preliminary understanding of marketing, business concepts behind, marketing concepts are unclear also widespread, visible, China marketing, development is not optimistic, however, large population, has the worlds largest market, marketing prospects. Standard sales process is to achieve customer satisfaction and services based on the basic conditions。Standards through the car dealership a unified sales process optimization, to customers in high quality, exemplary, personalized service experience, so that it can feel in the car in the noble sense of the process, to find youre different, thereby enhancing the turnover of motor vehicles rates, customer satisfaction and brand reputation. The paper focuses on the automotive marketing concept, car companies marketing strategy, car 4S shop sales and service processes, automotive 4S store sales service to the principle, auto 4S shop sales and service skills, the future in automotive marketing of important guiding significance。 Key Words: Car sales, Business processes,?Sales, Scientific 目 录 TOC \o 1-3 \h \z \u HYPERLINK \l _Toc324523661 1引言 PAGEREF _Toc324523661 \h 1 HYPERLINK \l _Toc324523662 2汽车销售基本流程 PAGEREF _Toc324523662 \h 1 HYPERLINK \l _Toc324523663 2.1汽车