中文版

1. 销售人员的作用和职责

公司的成败取决于

您每天在销售什么

客户对您的期望

职业化与非职业化销售人员的比较

您的七大任务和职业行为准则

开发和管理我们的客户

SWOT 分析：趋利避险，寻找机会

竞争对手分析

寻找我们理想的目标客户

您如何理解产品

把握客户的动机、需求和决策过程

2. 运用您的沟通和谈判能力

与客户沟通的技巧

三个层次的沟通障碍

有效地倾听、表达、提问

理解事实- 观点- 情感

与客户进行谈判的能力

谈判目标

谈判6 步法

谈判结果

谈判中容易犯的十大错误

3. 销售是一次旅行：6 步法

准备：拜访客户

接触：4x20 原则

了解

说服

决定：识别客户的绿灯信号

巩固：与客户的关系

4. 在销售中前进

英文版

1. Duties and roles of sales staff

Success or failure of your company depends on

What you sell everyday

Customer expectations

Comparison between professional and nonprofessional sales person

7 tasks and professional behaviour norms

Developing and managing customers

SWOT analysis: avoiding risks and seizing opportunities

Analyzing competitors

Looking for ideal target clients

Understanding your products

Customer motivations, needs and decision-making process during purchasing

2. Exploiting communication and negotiation skills

Skills of communicating with customers

Three obstacles in communication process

Effective listening, expression and questioning

Understanding F-O-S

Competence in negotiation

Objectives of negotiation

6 steps of negotiation

Results of negotiation

Ten easy-made mistakes in a negotiation

3. Stages of sales

Preparation for a visit

Getting in touch: the 4*20 principles

Understanding

Persuading

Deciding: recognizing green light signals

Consolidaing: relationship with customers

4. Making progress in selling