商务谈判技巧在销售中的应用..doc

商务谈判技巧在销售中的应用 所谓谈判是指人们基于一定的需求，彼此进行信息交流，磋商协议，旨在协调其相互 关系，赢得或维护各自利益的行为过程。而销售销售就是介绍商品提供的利益，以满足客 户特定需求的过程。商品包括着有形的商品及服务，满足客户特定的需求是指客户特定的 欲望被满足，或者客户特定的问题被解决。能够满足客户这种特定需求的，唯有靠商品提 供的特别利益。本文从广义的角度出发探讨商务谈判技巧在销售中的应用，结合自身实际, 通过对整个过程中技巧应用分析浅谈在销售中应采取的对策。 关键词：商务谈判技巧；销售；对策 Abstract： The so-called negotiation refers to the people is based on certain needs，mutual exchange of information，consultation agreement，aim to coordinate their relationship to each other，to win or to safeguard their own interests behavior process. And sales of goods is introduced to provide benefit，in order to meet the specific needs of customers in the process. Merchandise includes a tangible commodity and service, meet customer’s specific demand refers to a specific customer desire is satisfied, or customer specific problems to be solved. To meet the specific requirements of customers, provide the special interests of goods. This article from the broad perspective of business negotiation skill application in marketing, combinative oneself is actual，through the whole process of skill application analysis in marketing measures to be taken. Key words : business negotiation skills; sales; countermeasure 目录 觀 沿建i司： TOC \o 1-5 \h \z Abstract： 2 .4-Jk-Z 1— .4 刖目 HYPERLINK \l bookmark3 \o Current Document \h 一、 商务谈判的技巧应用 4 HYPERLINK \l bookmark4 \o Current Document \h （一）优势条件卜?的谈判策略 4 1?不开先騰略 4 HYPERLINK \l bookmark6 \o Current Document \h 价格醐策略 4 HYPERLINK \l bookmark7 \o Current Document \h 最通牒策略 4 HYPERLINK \l bookmark8 \o Current Document \h （二） 劣势条件的谈判策略 5 舰娜 5 权有P艮鵝 5 HYPERLINK \l bookmark11 \o Current Document \h 吹毛求疵策略 5 HYPERLINK \l bookmark12 \o Current Document \h （三） 均势条件下的谈判策略 5 HYPERLINK \l bookmark13 \o Current Document \h 二、 销售技巧的应用 5 HYPERLINK \l bookmark14 \o Current Document \h 三、 商务谈判与销售的关系 6 HYPERLINK \l bookmark15 \o Current Document \h 四、 商务谈判在销售中的应用现状 6 HYPERLINK \l bookmark16 \o Current Document \h 五、 在销售中应用商务谈判技巧的对策 7 鱗i吾 8 HYPERLINK \l bookmark18 \o Current Document \h 9 ■