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湖南商学院
高等教育自学考试学生毕业论文
题 目 论销售过程中的沟通技巧
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年 月
目 录
摘要 ····································································1
一、 沟通的概念与类型及其过程 ··········································2
1. 沟通的概念· ····························································2
2. 沟通的类型· ···························································2
3. 沟通过程· ·····························································2
二、沟通及有效沟通实际意义 ··············································3
三、各企业应重视提高推销中的沟通技巧 ····································3
四、如何运用沟通技巧 ····················································4
㈠ 给人留下良好的第一印象· ···············································4
1 . 衣着打扮得体· ························································4
2. 举止大方，态度沉稳· ···················································5
3. 保持自信，不卑不亢· ···················································5
㈡ 有效沟通的润滑剂——非语言性沟通· ·····································5
1. 体语··································································6
2. 触摸··································································6
3. 人的目光也是沟通的手段之一· ···········································6
五、在销售过程中特别需要注意的方法 ······································7
1. 提高专业知识· ·························································7
2. 锻炼待人接物的能力· ···················································7
3. 目的明确，直奔主题· ···················································7
4 . 做一个好的“倾听者 ”·················································8
六、 排除推销障碍的技巧 ·················································8
㈠ 排除客户异议障碍· ···············································
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