奥迪销售流程 市场篇.ppt

思考题： 面对所在区域的市场形势，我们该怎么应对？ * * * * Trainer Manual: Audi Basic Sales Adviser Handbook AUDI AG I/VM-53 10/2006 Page * Expectations Summarising word Summarising word Summarising word Summarising word Summarising word Module 0 - INTRODUCTION AND OVERVIEW Chapter Greeting and introduction Time L/Objectives Ps are aware of the every P expectation from the training, and understands through the T constructive moderation what can and will be achieved during the training. Ps have suggestions and ideas if their expectations cannot be met through the training. Content Objectives and aims of the Programme and specific M. Ps personal expectations that they have pertaining to the training, general issues and an opportunity to ask questions on matters that have not been addressed. Method Presentation, free speech, interactive conversation, moderation Media PPT, FC Setting Conference room, U-type Additional Each P to state expectations from the training (for M2 and M3 – expectations from the specific M). T to summarise and note word on FC from each P. If expectations cannot be covered it would be appropriate to point this out clearly and give direction as to how the exception may be met e.g. to attend follow-up M, other training, etc. No judgement and T may need to adapt the content slightly to ensure the expectations of the Ps are addressed. Suggestion and variation: “PB+PC” – P to write 1-3 expectations on PC and to present to Ps. T to moderate as above. * * * 后几个月豪华车市场还将上升 谁的销量增长比较快 我们的增长幅度根竞争对手来讲比较慢，奥迪的市场份额明显在跌 A8的销量还是增长比较快 奔驰S还是有得天独厚的优势 份额非常明显，宝马7出现了一些问题 由于R8 的上市我们填补了这个空缺，有得天独厚的优势，这个车不用卖，有车就行了。 Q7的增长已经不象去年增长的那么疯狂。 例子：买SUN的客户的心态，现在已经变得有些理性了。 A6L在C级车市场决定的老大 很多人都在期望新A4的下线 奔驰C上升的很快，已经进入前3甲 奥迪基本销售技巧培训 奥迪培训/Audi Training 欢迎大家参加奥迪经销商培训 奥迪经销商销售顾问 基本销售技巧培训 课 程 安 排 第三天 销售流程3~5 科隆 英格施塔特 第二天 标准销售流程 销售流程1~2 第四天 销售流程6~8 考试 销售演练 课程总结 第一天 课程导入 市场分析 销售角色 培训目的 认识市场 自我定位 掌握流程 学习技巧 时间安排： 上午 9：00－12：00 下午 14：00－17：30 课堂要求： 准时、认真、积极参与 姓名，经销商名称 个人爱