销售人员基本技能讲座.ppt

Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson The Salesperson销售人员基本技能 Basic Sales Skills 基本销售技能 Discussion: What are the basic personal skills of a salesperson? 讨论：销售人员应该具备什么样的个人基本技能？ Salesperson Page 1 Basic Personal Tasks and Skills销售人员的个人基本任务和技能 Responsibility for self management 自我管理的责任 In-depth product knowledge 对产品有深入的认识 Ability to handle questions 处理问题的能力 Ability to feel customer’s real needs 能了解客户的真正需要 Ability to give presentations 作演示介绍的能力 Ability to handle complaints 处理投诉的能力 Hand out literature, samples etc. 分发有关的资料、样品等 Knowing price structures 了解货品的价格结构 Salesperson Page 1 Needs of the Salesperson 销售人员的需要 Discussion: What external tools does a salesperson need to do their job successfully? 讨论：销售人员需要什么样的外部工具来成功地完成他们的工具？ Discussion: What is the most valuable external tool to the successful salesperson? 讨论：对于销售人员来说，什么样的外部工具是最有价值的？ Salesperson Page 1 How to find information on the actual or potential customer? 如何寻找现有或潜在客户的信息？ Most Important Tool 最重要的工具 Information! Salesperson Page 1 “GENERAL SOURCES OF INFORMATION” 信息的一般来源 - annual reports　年度报告 - stock market reports　股票市场报告 press (financial, technical, local ) 新闻刊物（财经、技术和本地） - reports by trade associations　贸易组织的报告 - government publications　政府出版物　 - retailers/wholesalers 　零售／批发商 Where 何处 What 什么 - new, old, withdrawn products　新的、旧的和已停产的产品 - levels of satisfaction　满意程度 - sales efforts in general　一般的销售方式 - packaging　　产品包装 - pricing　　价格体系 - branding　品牌形象 - ownership　经营权 Salesperson Page 1 Sources of Information – The Press 信息的来源-新闻刊物 In the press … Your own customer data base Advertisement and articles about your customer in the press (for example: ownership, ownership changes, alliances, new product ranges, new equipment, new managers, etc.) 在新闻刊物中… 你拥有实际的客户数据库 新闻刊物中有关客户的广告文章（例如：所有权、所有权转移、联盟、新产品、新设备和新管理人员等） Salesperson Page 1 Use the Internet … the website of the customer the customer is looking for new personnel The cu