计划、跟踪和建立客户销售档案.pdf

Good Sales Practices 培养好的销售习惯 Planning, Follow-up and Record Keeping 计划、跟踪和建立客户销售档案 The Art of Selling 销售艺术 Salesmanship is a Skill, Not a Talent! 推销靠的是技巧，不是靠天分。 所有的销售技巧都是可以学习的。 Everything you need can be learned! Top Characteristics of the Best Agricultural Sales Reps 做一个好的营销人员需要具备的素质  Honesty 诚实  Technical Competence技术能力  Strong Follow-up有效的跟踪过程  Brings relevant Information掌握相关信息  Utilizes Resources利用各种资源  Brings New Ideas具有创新意识  Adds Value懂得增值概念  Knows the Customers Business了解客户的业务情况 Top Characteristics of the Best Agricultural Sales Reps Continued: 接上页  Fair处事公平  Good Communicator具有良好的沟通技巧  Consultant - Able to Provide or Facilitate Advice 能够向客户提供咨询意见或建议  Calls Frequently能够经常拜访客户  (Best Prices提供一个合理的价格) Salesmanship Starts with Knowledge 销售活动从了解产品开始  Product or Service产品介绍和服务  Customers and Their Needs客户种类和他们的需求  Your Market Place你的市场定位  Your Competition and the Feed Industry你的竞争对手和饲料业的 行情 Planning Preparation 编制计划和作好准备工作  Check Your Information or References检查你所掌握的信息 和参考资料  What Will Make You Successful with this Customer?怎样 能够保证你成功的向这个客户介绍产品  Personality个人魅力, Values产品的价值, Special interests特殊的兴趣  Who Else Will or May Influence the Customers Decision to Buy?谁能够影响客户的购买决定？ Start Working What Affects the Purchase Decision? 哪些因素能够影响客户的购买决定？ The Company: 向客户介绍你所在的公司或单位 (Talk about the Company before talking about the product在谈论产品之前先谈 论你的公司情况)  Years in the Market进入市场的时间长短  Other Products you Represent与其他产品的区别  Users the Potential Customer Identify with and/or Recognize判断你所碰到的是否是一个潜在的客户 What Affec