(2.3.1)-《实践案例2：成功销售的成长之路》PPT讲义3

Becomingsuccessfulsales学习目标Understandthecharacteristicsofproductssoldbyinternationalshippingcompanies1Understandthedutiesandresponsibilitiesofsalesmanagersofinternationalshippingcompanies23LearnhowtobecomeanacesalesLearnhowtobecomeanacesales课前一问TheshippingcompanysellsPoint-to-pointshippingproductsTheshippingcompanysellsservicesThemainsalesare:transportationservicesbetweenseaports了解国际航运企业销售的产品特征了解国际航运企业销售的产品特征Whencustomersneedtoexportgoodsbysea,theyneedtoconsiderforcustomersfromthefollowingaspectsThefirstconsiderationisthecostaspect:Inadditiontotheappropriateseafreight,the"freeperiodofuseofthecontainer"(usedfromloadingtounloadingthecargo,therewillbeafreeperiodattheportofdepartureanddestination,andthegoodsarenotcountedinthedurationofuseduringthevoyageatsea)And"freeterminalstorageperiod"(goodsenteringtheterminalisthecustomssupervisionarea,andimportandexportgoodsneedtocompletecustomsdeclarationbeforetheycanbeshippedorshippedoutofthecounter.Thelengthoftimetheterminalallowsgoodstostayonthepremisesforfree,thelongerthetime,thebetterforthecustomer.)Areallcostconsiderations.了解国际航运企业销售的产品特征Whencustomersneedtoexportgoodsbysea,theyneedtoconsiderforcustomersfromthefollowingaspects

Secondly,thesupportinghardwarefacilities,suchasshiptype,dock,andequipmentinportareotherfactorsconsideredbytheguests.Thehardwareequipmentprovidedbydifferentterminalsisalsoverydifferent.Theefficiencyofcraneloadingandunloading,thenumberofsocketsinthefreezer,andthesehardwareaspectsarealsodifferentlycompetitive.了解国际航运企业销售的产品特征Whencustomersneedtoexportgoodsbysea,theyneedtoconsiderforcustomersfromthefollowingaspectsFinally,theefficiencyofvariousdepartmentsandhumanizedserviceexperience,Thereisalsoacriticalconsiderationforemergencyresponsecapabilitiesforemergencies.Inthecaseofthesamecost,iftheshipsailsforashortertime,Oragoodcustomerexperiencemaybethereasonwhycustomerschooseyou.PrimarysalesneedtodevelopnewcustomersCompletefixedcustomerdevelopmentquantityassessmentInstead,analyzetheentirerouteandleadtheteamtocompletethegoalNeedtohaveexcellentVolumeestimationabilityNeedtoworkwithvariousdepartmentsofthecompanyEstablishanefficientcollaborationmechanism了解国际航运企业销售经理的岗位职责JuniorsalesSeniorsalesTheshippingcompany'ssalesareroughlydividedintothreelevelssalesexcutiveIsadecision-makingdirection如何成为一名王牌销售1.Goodcommunicationskills如何成为一名王牌销售2.Knowingaboutcompetitors如何成为一名王牌销售3.Knowingmarkettrend课后总结AnselfportraitofsalesCommunicationKwnoingthemarketDecisiveSolvingproblemTeamworkFirmmind2.Ifyo