现代企业销售技巧英文版.pptx

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(1700s;1850s)(1800s;1900):

$80-$242/

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(2.1)DeterminationofItemandQuantityNeededInitiatingtheRelationshipGatheringandStudyingPre-callInformationApproachingandInitiatingContactAssessingtheSituationandDiscoveringNeeds

SelectionofanOrderRoutineEvaluationofProposalsAndSelectionofSuppliers

(2.1)AcquisitionandAnalysisofProposalsInitiatingtheRelationshipDevelopingtheRelationshipSelectPresentationExplainFeaturesConfirmBenefitsHandleObjectionsEarnandGainCommitmentSearchandQualificationOfPotentialSourcesDescriptionofItemandQuantityNeeded

(2.1)DeterminationRecognitionInitiatingtheRelationshipDescriptionSearchandQualificationProposalsSelectionofSuppliersOrderRoutineDevelopingtheRelationshipEnhancingtheRelationshipFollow-uptoAssessCustomerSatisfactionTakeActiontoAssureCustomerSatisfactionEncourageCriticalEncountersExpandCollaborativeInvolvementAddValuesandEnhanceMutualOpportunities

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(2.2)DesiredStateProduce1,250units/dayActualStateProduce1,000units/dayTheGapOrNeed250units/day

(2.3)OrganizationalNeedsIndividualNeedsFunctionalFunctionalPsychologicalPsychologicalKnowledgeKnowledgeSocialSocialSituationalSituational

(P)(I)

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(2.4)

63%’37%’PsychologicalAttributes“Delighters”FunctionalAttributes“Must-Haves”

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(2.6)