销售技巧(英文版)（推荐PPT152）.pptx

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 Acquisition and Analysis of ProposalsMulti-Attribute Model of Adhesives by GM Buyers;Phase FiveAcquisition and Analysis of ProposalsEmploying Buyer Evaluation Procedures to Enhance Selling Strategies;Phase SixEvaluation of Proposals and Selection of Supplier;Phase EightPerformance Evaluation and Feedback;(Figure 2.4) Complex Mix of Business Buyer Needs;Phase EightPerformance Evaluation and Feedback;;Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);;Current Developments in Purchasing;Module 3Building Trust;Buyers define trust using terms such as:;What is Trust?;Why is Trust Important?;How to Earn TrustTrust Builders(Figure 3.1);Knowledge Bases Help Build Trust and Relationships(Figure 3.2);Sales EthicsImage of Salespeople;Sales EthicsImage of SalespeopleDeceptive Practices;Sales EthicsImage of SalespeopleIllegal Activities;Sales EthicsImage of SalespeopleNon-Customer-Oriented Behavior;Sales EthicsImage of Salespeople(Exhibit 3.8);Module 4Communication Skills;Sales Communication as a Collaborative Process;Verbal Communication:Questioning Types of Questions Classified by Amount and Specificity of Informati