营销和商务礼仪_营销能力提升训练营.ppt

l/o/g/o 营销能力提升训练营 营销和商务礼仪 营业管理部 营业管理部组织机构 营业管理部 副部长 南疆东疆 范丹辉 保险、测算、 发货通知书、 信息费零配件 王玉凤 公证，融资合 同 北疆 沈丽 erp主机业务 分期全款合同 订货、发票 叶涛 融资合同， 台帐 马丽娟 物流、进销存 样机发货 张美娟 融资合同 资料收集 姚琴妙 工作的四要素 知识 机会是留给有准备的人1 技能 我欲善其事，必先利其器 2 习惯 好习惯是一个人的最佳服饰3 态度 态度决定一切4 态度决定一切 假如你的态度是99.9% 将会给中国带来什么？ image information in product image : note to customers : this image has been licensed to be used within this powerpoint template only. you may not extract the image for any other use. 每小时将会有3.9份邮件投递错误 每年有72个新生婴儿被错交到其它婴儿的父母手中 每天将有2500000本书将被订错封面 每年将有9500000盒软饮料质量不合格 每天将有6050份人民日报的内容残缺不全 每年将有100000张信用卡磁条上保存的持卡人信 息不正确 每天将会有1架飞机在降落到首都机场时安全得不 到保障 营销中的概率理论 提问： 假设你每吃十个饺子，就能吃出一颗钻石 ？ 当你吃了9个都没吃出时，你会不会继续 吃第十个 饺子，尽管你已经有点饱了。 记住：营销很多时候就是一种概率的游戏 营销流程 异议的处理 探寻需 求 专业形象的塑 造 客户维系 现场促 成 产品推 荐 建立信任 感 个人影响 力 前期后期 相辅相成 互相相关 观察客户购买的信号 反复询问产 品的性能 反复看说明 书,宣传单页 身体姿态愿意聆听 m1m1m2m2 m4m4m3m3 现场促成，临门一脚 记住：煮熟的鸭子也会飞 建立亲近感 文字的表述是否能让对方看 懂，并且产生共鸣 n语调及肢体语言却往 往透露了内心的真实 感受。 n. 20% 文字 80% 肢体 语言 异议处理 忽视法 补偿法 太极法 真的异议 假的异议 “ “ 产品推荐和客户异议是一对孪生兄弟.”.” 建立稳定的客户关系系统 客户是你最 宝贵的资源 ！ 与客户共成长 销售循环中，与客户成 交并不是销售的结束， 实际上是下一次销售的 开始，真正的销售是通 过一次向客户销售的过 程，凭借良好的服务进 行后续维护与开发，使 初次销售成功的客户永 远成为我们的客户！ . 轻立场 重利益 对事 不对人 需找 解决之道 寻找双赢的办法 谈判都是人来完成的 客观分析 利益比立场更 重要，这样才 不至于迷失方 向 谈判的基本原则 冷暖空调调策略 若双方有过业务 关系，且合作关系颇佳， 则应 “暖风频 吹”，使气氛热烈，真诚，友好 和轻松愉快，但如果关系一般，则应 控制热 情的程度，若首次交往要做到礼貌、友好、 沉稳不失热情，自信而又不傲慢。以创造一 个真诚、友好的气氛 如人饮水，冷暖自知 挡挡箭牌策略 如果对方要价太高，或自己已经做出让步， 但对方仍得寸进尺，那么就要必要拿出“挡 箭牌”以减少自己让步的幅度和次数。使用 这一策略，应事先考虑好本方使用的挡箭牌 是否合理，对方能否理解和接收，不然，应 更换挡 箭牌。 设设定期限策略 研究表明，很多协议 是在最后期限之前实现 的，所以设定期限能使自己占取谈判优势 。 例如“我方报价已你方在两周内接收有效”因 为行情看涨，我方产品下个月起将适当的调 高售价。 商务谈判策略 根据形式的发展变化做出行动方针，应变方式以便在最根据形式的发展变化做出行动方针，应变方式以便在最 佳的实际达到双赢的谈判佳的实际达到双赢的谈判 诱敌深入策略 志在必得策略 底线设置策略 冷暖空调策略 设定期限策略 商务谈判 策略 挡箭牌策略 商务谈判策略 themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. 冷暖空 调策略 text in here text in here text in here 建立亲近感 contents01 contents02 contents03 contents04 contents05 contents06 0% 20% 40% 60% 80% 100% 0% 20% 40% 60% 80% 100% 18.5%18.5% 17.5%17.5% 65%65% 23.6%23.6% 63.6%63.6% 84.3%84.3% themegallery is a design digital content & contents mall developed by guild design inc. 营销中的概率理论 description of description of the contentsthe contents themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. title in here title in here title in here click to edit title style content title content title contents contents contents themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. description of the contents title in here title in here themegallery is a design digital content & contents mall developed by guild design inc. description of the contents themegallery is a design digital content & contents mall developed by guild design inc. click to edit title style beforeafter themegallery is a design digital content & contents mall developed by guild design inc. click to edit title style 200020042008 “themegallery is a design digital content & contents mall developed by guild design inc.” “themegallery is a design digital content & contents mall developed by guild design inc.” “themegallery is a design digital content & contents mall developed by guild design inc.” text in heretext in here description of the contentsdescription of the contents themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. text in heretext in here text in heretext in here click to edit title style title in heretitle in here themegallery is a design digital content & contents mall developed by guild design inc. description of the contents description of the contents description of the contents description of the contents title in heretitle in here titletitle in here in here title in heretitle in here click to edit title style 20% 40% 80% 100% 120% 140% 160% 2000 2002 2004 2006 2008 2010 description description of the of the contentscontents description description of the of the contentscontents 90% text in here 155% text in here contents contents themegallery is a design digital content & contents mall developed by guild design inc. click to edit title style themegallery is a design digital content & contents mall developed by guild design inc. description of the sub contents description of the sub contents title in here title in here description of the sub contents title in here click to edit title style click to add text click to add text click to add text click to add text click to add text click to add text click to add text click to add text click to add text description of description of the contentsthe contents “ “themegallery is a design digital content & contents mall themegallery is a design digital content & contents mall developed by guild design inc.”developed by guild design inc.” description of description of the contentsthe contents description of description of the contentsthe contents “themegallery is a design digital content & contents mall developed by guild design inc.” text in here text in here text in here themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. click to edit title style click to edit title style contents themegallery is a design digital content & contents mall developed by guild design inc. description of the contents click to add text click to add text click to add text click to add text click to add text click to edit title style 20.4%20.4% description of the companys products 38%38% description of the companys products 20.4%20.4% description of the companys products 90%90% description of the companys products 2007. 01 2006 2005 2004 2003 2002 2000 themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. themegallery is a design digital content & contents mall developed by guild design inc. 营销中的概率理论 click to edit title style themegallery is a design digital content & contents mall developed by guild design inc. contentstitle in here title in here title in here text in here text in here text in here text in here text in here text in