销售技巧（英文PPT152页）[精品].pptxVIP

SellingIngram, Laforge, Avila, Schwepker, and Williams;;;;Cost/Sales Call;;;;;;;;Managing the Sales Force;Module 2Understanding Buyers;Types of Buyers;Distinguishing Characteristics of Business Markets;The Buying Process(Figure 2.1);Selection of an Order Routine;The Buying Process(Figure 2.1);Phase OneRecognition of the Problem or Need: The Needs Gap(Figure 2.2);Complex Mix of Business Buyer Needs(Figure 2.3);Phase TwoDetermination of Characteristics of the Item and the Quality Needed ;Phase FiveAcquisition and Analysis of ProposalsEvaluating Suppliers and Products;Phase Five Acqui