2020年销售技巧(英文版)参照模板
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image • Coordinate all aspects of the product and service to
provide a total package
Copyright © 2001 by Harcourt, Inc.
1
Classification Of Personal Selling Jobs
1
Boundary-Role Effects Role Stress
• Role Conflict • Role Ambiguity • Role stress must be dealt with to insure
maximum sales productivity
Copyright © 2001 by Harcourt, Inc.
1
Module 1
An Overview of
Personal Selling
Copyright © 2001 by Harcourt, Inc.
1
Evolution of Personal Selling
• Early Origins of Personal Selling • Industrial Revolution Era
Salespeople and the Employing Firm
• Salespeople as Revenue Producers • Market Research and FeedБайду номын сангаасack • Salespeople as Future Managers
Copyright © 2001 by Harcourt, Inc.
– (1700s Europe; 1850s US)
• Post-Industrial Revolution Era
– (1800s Europe; 1900 US) – Canned Sales Presentation
• The War and Depression Era • Professionalism: The Modern Era
Copyright © 2001 by Harcourt, Inc.
1
Characteristics of Sales Professionalism
• Customer Orientation • Use of Truthful and Nonmanipulative
Tactics • Focus on Long-Term Satisfaction of
• Ego Strength
• Sales Support Personnel
– Missionary Salespeople
• Detailer
– Technical Support Salespeople
• New Business
– Pioneers – Order-getters
• Existing Business
– Order-takers
• Job Security
• Advancement Opportunities
• Immediate Feedback
• Prestige
• Job Variety
• Independence
• Compensation
• Boundary-Role
Copyright © 2001 by Harcourt, Inc.
1
Qualifications And Skills Required For Success By Salespeople
• Empathy
– To see things as others would see them
• Ego Drive
– Determination to achieve goals
well as the buyer's business • Provide guidance throughout the sales process • Help the buyer to solve problems • Have a pleasant personality and a good professional
• Insider Sales (non-retail) • Direct-to-Consumer
Sales (retail) • Combination Sales Jobs
Copyright © 2001 by Harcourt, Inc.
1
Characteristics Of Sales Careers
Customer and Selling Firm
Copyright © 2001 by Harcourt, Inc.
1
Cost/Sales Call
$80-$242/ call
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
Salespeople and Society
• Salespeople as Economic Stimuli • Salespeople and Diffusion of Innovation
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
1
Selling
Ingram, Laforge, Avila, Schwepker, and Williams
Multimedia Presentations
Steven J. Remington, Ph.D.
Buena Vista University August, 2000
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
Salespeople and the Customer
Industrial buyers prefer to deal with salespeople who:
• Are honest • Understand general business and economic trends, as
provide a total package
Copyright © 2001 by Harcourt, Inc.
1
Classification Of Personal Selling Jobs
1
Boundary-Role Effects Role Stress
• Role Conflict • Role Ambiguity • Role stress must be dealt with to insure
maximum sales productivity
Copyright © 2001 by Harcourt, Inc.
1
Module 1
An Overview of
Personal Selling
Copyright © 2001 by Harcourt, Inc.
1
Evolution of Personal Selling
• Early Origins of Personal Selling • Industrial Revolution Era
Salespeople and the Employing Firm
• Salespeople as Revenue Producers • Market Research and FeedБайду номын сангаасack • Salespeople as Future Managers
Copyright © 2001 by Harcourt, Inc.
– (1700s Europe; 1850s US)
• Post-Industrial Revolution Era
– (1800s Europe; 1900 US) – Canned Sales Presentation
• The War and Depression Era • Professionalism: The Modern Era
Copyright © 2001 by Harcourt, Inc.
1
Characteristics of Sales Professionalism
• Customer Orientation • Use of Truthful and Nonmanipulative
Tactics • Focus on Long-Term Satisfaction of
• Ego Strength
• Sales Support Personnel
– Missionary Salespeople
• Detailer
– Technical Support Salespeople
• New Business
– Pioneers – Order-getters
• Existing Business
– Order-takers
• Job Security
• Advancement Opportunities
• Immediate Feedback
• Prestige
• Job Variety
• Independence
• Compensation
• Boundary-Role
Copyright © 2001 by Harcourt, Inc.
1
Qualifications And Skills Required For Success By Salespeople
• Empathy
– To see things as others would see them
• Ego Drive
– Determination to achieve goals
well as the buyer's business • Provide guidance throughout the sales process • Help the buyer to solve problems • Have a pleasant personality and a good professional
• Insider Sales (non-retail) • Direct-to-Consumer
Sales (retail) • Combination Sales Jobs
Copyright © 2001 by Harcourt, Inc.
1
Characteristics Of Sales Careers
Customer and Selling Firm
Copyright © 2001 by Harcourt, Inc.
1
Cost/Sales Call
$80-$242/ call
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
Salespeople and Society
• Salespeople as Economic Stimuli • Salespeople and Diffusion of Innovation
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
1
Selling
Ingram, Laforge, Avila, Schwepker, and Williams
Multimedia Presentations
Steven J. Remington, Ph.D.
Buena Vista University August, 2000
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
Salespeople and the Customer
Industrial buyers prefer to deal with salespeople who:
• Are honest • Understand general business and economic trends, as