销售人员专业技能训练整体解决方案.pdfVIP

销售人员专业技能训练整体解决方案 销售人员专业技能训练整体 解决方案 专业资料 销售人员专业技能训练整体解决方案 目 录 前言 ·················· 错误!未定义书签。 ★讲师简介······················· 错误!未定义书签。 ★课程对象······················· 错误!未定义书签。 ★课程目标······················· 错误!未定义书签。 ★课程意义······················· 错误!未定义书签。 第一部分 销售基础篇 ··················· 6 第 1 讲 销售的基本概念 ························ 6 1.1 社会演进对销售的影响 ························ 7 1.2 销售人员必须知道的三件事 ······················ 7 1.3 销售的含义 ····························· 8 1.4 销售工作的特性 ··························· 8 1.5 销售的五要素 ···························· 9 1.6 销售人员的工作职责和观念 ····················· 10 第 2 讲 销售的基本认知 ························ 11 2.1 建立新的销售模式 ························· 12 2.2 销售的 80 ／20 法则 ························ 15 2.3 提升销售素质 ··························· 15 第 3 讲 销售人员个人发展（1） ···················· 18 3.1 全方位销售职能测试 ························ 18 3.2 积极的心理态度 ·························· 19 3.3 追求成长的自我概念 ························ 20 3.4 影响销售业绩进展的障碍 ······················ 21 3.5 培养个人的魅力（1） ························ 21 第 4 讲 销售人员个人发展（2 ） ···················· 24 4.1 培养个人的魅力（2 ） ························ 24 4.2 了解销售的心理定律 ························ 25 4.3 锻炼心理健康素质 ························· 27 4.4 持续地发展个人力量 ························ 28 第二部分 销售实战篇——销售的十大步骤 ········· 31 第 5 讲 销售前的前奏曲——准备 ···················· 31 5.1 销售的长期准备 ·························· 31 5.2 销售的短期准备 ·························· 31 5.3 开发准客户的方法与途径 ······················ 32 5.4 寻找未来的黄金客户 ························ 35 5.5 销售前的心理准备 ························· 35 专业资料 销售人员专业技能训练整体解决方案 第 6 讲 寻找客户的