sales attitud
服务体验报告英文版
服务体验报告英⽂版Executive summary (1)1. Background (1)1.1 Service provider (1)1.2 Negative encounters (1)2. Service delivery process (2)3. Disconfirm action theory (2)3.1 Problem 1: long service hours (2)3.2 Problem 2: Do not follow customer’s request (2) 3.3Problem 3: Perm effect is not beautiful (2)3.4 Problem4: Poor after-sales attitude (3)4. Service quality gap model (3)4.1 Supplier gap: listening gap (4)4.2 Supplier gap: service design and standard gap (5) 4.3 Supplier gap: quality standard gap (6)4.4 Supplier gap: listening gap (6)5. Conclusion (7)List of reference (8)Executive summary (1)1. Background (1)1.1 Service provider (1)1.2 Negative encounters (1)2. Service delivery process (2)3. Disconfirm action theory (2)3.1 Problem 1: long service hours (2)3.2 Problem 2: Do not follow customer’s request (2) 3.3Problem 3: Perm effect is not beautiful (2)3.4 Problem4: Poor after-sales attitude (3)4. Service quality gap model (3)4.1 Supplier gap: listening gap (4)4.2 Supplier gap: service design and standard gap (5) 4.3 Supplier gap: quality standard gap (6)4.4 Supplier gap: listening gap (6)5. Conclusion (7)List of reference (8)Service encounter reporter Executive summaryIn this report, we selected a bad haircut experience of our own to analyze, and applied a series of theories to measure and manage this service failure. We expound the service background, apply the service blueprint, analyze the service expectancy disconfirm action theory and the service quality gap model.1.Background1.1 Service providerOufeng mainly covers hairdressing, image design and other fields. The store is moderate, and there are 5 employees. The store is clean and well equipped.1.2 Negative encountersThe customer planned to go to the barber shop to have his hair permed. In the process of cutting hair, the barber suggested that only perm hair without hair color may not look good, and this period of time would not last long.But as it turned out, the service was long and the results were far from what customers wanted or barbers described. The customer complained, but the barber said he would get better the next day. But the next day, the customer's hair went back to the way it was before the perm.The customer immediately contacted the barber, who showed a bad attitude and shirked his responsibility. He did not return part of the fee and even satirized the customer. Eventually the customer complained about it on their complaint platform, and the barber gave me my money back.2. Service delivery process3. Disconfirm action theory3.1 Problem 1: long service hoursCustomer expectations: Two and a half hours.Reality: It took customer more than five hours, from 3:30 p.m. to 9 p.m. Consequence: Much more time was actually spent than was expected. The merchants explicitly promised that they can finish the two processes of perm and hair dye within two and a half hours. However, these two processes were not completed within required time, consumers felt badly and the long waiting time also resulted in dissatisfaction.Customers' negative emotions can also be passed on to other potential customers, and many potential customers disappear.3.2 Problem 2: Do not follow customer’s requestCustomer expectations: The consumer just wanted a perm,Reality: barbers constantly recommended the necessity of hair color in their services, dyeing and cutting customers' hair without informing them. Consequence: The final actual effect was quite different from what customers wanted, and consumers' expectation was not met. The merchant imposed his opinion on the customer in this service, and not only failed to achieve the effect that he recommends, but also failed to meet even the most basic customer expectation. If the merchant fails to properly solve the problem and provide timely service remedy, the customer may spread negative information verbally or seek help from a third party, such as the consumer association.3.3Problem 3: Perm effect is not beautifulCustomer expectation: perm the whole hair.Reality: The barber only gave his hair a partial perm, and still brought about hair upside to distribute qualitative and coarse. Perm failed, because it just finished perm with shape of straight one, against consumer complete and consistent requirement. Consequences: Consumers think barbershop were less likely to use materials, andremained suspicious of the barber's expertise. Finally, consumers will not recommend the store to their friends and relatives, or even advise them not to come to the store. This leads to less buzz and fewer customers.3.4 Problem4: Poor after-sales attitudeExpectation: The seller acknowledges the failure of the service and refunds part of the money.Reality: They did not admit any problem instead, pushing the responsibility to the consumer themselves. In addition, theirattitude was also very bad, and rejected the consumer to request the refund.Consequence: Consumers thought the barbershop was cheating on them, and when that happened, customers were sure to settle the matter with a complaint. The store did not strengthen the training of employees' working attitude and human quality, and did not pay attention to consumer experience. This would reduce the store's reputation and reduce customer flow.4. Service quality gap model①knowledge gap: Disagreementbetween the customer and thebarber about who decides the hair4.1 Supplier gap: listening gapThere is disagreement between the customer and the barber about who decides the hair style.Customers expect to be able to determine how their hair will be designed and repaired in accordance with their own requirements and assumptions. However, Oufeng barbershop has too much late intervention in customers' hair design and too much recommendation and free play from barbers.After investigation, it is found that barbers in Oufeng barbershop tend to give consumers more opinions than consumers' original ideas and plans and recommend additional products and services, which often leads to the gap between the finalhairstyle and consumers' original expectations.Reasons:4.1.1 Insufficient marketing research orientationConsumers of barbershops often pay more attention to the quality of service and comfort, expect to get the results they want by barber services, therefore, Oufeng barber's research should focus more on the quality of service, service will be subject to the customer's expectations and requirements, the opinions of additional services offered to the right, reasonable, rather than blindly in pursuit of guest unit price to promote sales.4.1.2 Not paying enough attention to relationshipsManagers at Ooufeng barbershop focus more on transactions than relationships, leading barbers to focus on promoting additional products for consumers rather than on consumer expectations and satisfaction, which may lead to relationship breakdown.4.1.3. Inadequate service recovery.Staff at the shop lacks the incentive to listen to customers' complaints and have no mechanism for dealing effectively with service failures. Customers have complained in the process of service, but the barber's first reaction is to avoid the problem rather than try to listen to customers complain and try to deal with and remedy.4.2 Supplier gap: service design and standard gapThere is disagreement between the barbershop and its customers about how to style their hair.Customers have their own expectations and standard to the hair style, and hope the barber shop can design services, according to their own standards, the standard of barber shop and the differences between customer expectations of service design, barber's understanding of customer expectations have no accurate perception and no respond correctly, but is forced to recommend other products, for the customer design and trim the hair without authorization. Instead of designing services according to customers' expectations, barbershop staff provide services according to barbershop standards and their own ideas.Reasons:4.2.1 Lack of customer-driven standardsService providing organizations like barbershops should provide customers with more customer-driven service standards and design services according to customerexpectations.4.2.2 Process management without focus on customer needsCustomers' expectations have not been fully paid attention to, and their real needs have not been paid attention to and met.4.3 Supplier gap: quality standard gapThe customer's expectation on the surface is that the whole hair should be permed, but the reality is that the perm only perms the lower part of the hair, and the perm result is not ideal, there is no shape according to the expectation, which is completely inconsistent with the consumer requirements.The reason:4.3.1 Vague and unclear service designThe barbershop did not set the service design standard for its hairdressing industry before, and did not control the expected effect after perm. The expected effect after perm is not good.As a result, the perm was not satisfactory.4.3.2 No formal process to set service quality objectives and no customer-driven service standardThe result of customer demand is to perm all the hair, but the clerk does not make flexible improvement according to the customer's expectation, the customer-driven service standard is weak, only according to the clerk's own aesthetic or subjective opinion to the customer hairdressing service.The result was a half-permed hair that defied customer expectations.4.4 Supplier gap: listening gapThe customer did not get a better consumption experience in the barbershop, and tried to communicate with the merchant after sales, expecting to get the merchant's understanding and compensation.However, the business not only does not admit its quality problem, more the reason that serves failure shift the blame to the customer.The reason:4.4.1 Lack of encouragement to listen to customers' complaintsWhen customers first raised questions and complaints, the merchants did not think about why customers would complain. When customers offered to return part of the money, the merchants irrationally shirked the responsibility and prevented customers from complaining in an irrational way.4.4.2 The compensation fails after the occurrence of problemsWhen the first communication between the customer and the merchant fails, the barbershop merchant loses a valuable opportunity of service remedy.Customers choose to give up the communication with merchants and turn to the public to evaluate the app platform's demand for help. Customers complain to the platform. It can be seen that the compensation failure will bring greater cost of service failure to merchants and negatively affect their reputation.4.4.3 There is no effective mechanism to deal with service failureCompared with other high-end barbershops, this barbershop has a weak service failure mechanism and only focuses on the transaction rather than the customer relationship.After the occurrence of quality dissatisfaction, only the shop assistants communicate with the customers. However, the communication level of the shop assistants is low, and the shop has no good communication management personnel who can deal with the service failure mechanism.5. ConclusionThis barbershop service failed for many reasons and related to the whole service process. From the perspective of the service gap model, the price, advertising, sales commitment and other factors of barbershops bring customers' service expectations inconsistent with the actual service perception of customers, resulting in a huge customer gap. In the process of providing services for customers, barbershops' perception of customers' expectations is not accurate enough, which also leads to the gap between suppliers in many aspects. In the whole service process, the barbershop failed to make accurate perception of customer expectations, and the management and front-line staff failed to respond effectively to customer expectations to bridge the gap between customers and suppliers. Multiple factors are at work throughout the service process, resulting in this service failure.List of referenceWan, ZY & Lin, F 2012. ‘Research on chain service marketing strategy -- a case study of beauty chain’, Mall modernization, vol 31, pp105-6.Zhu, WH. , Zuo RS & Yu RL 2005. ‘Service marketing strategy based on customer relationship life cycle’. Technology & market, vol 07, pp44-6.Zeng, LQ 2007.’ Service quality gap model and gap bridging ‘, Coastal enterprises and technology, vol 06, pp71-3。
如何激起销售热情英语作文
如何激起销售热情英语作文Title: Igniting Sales Enthusiasm: Strategies for Success。
In the dynamic world of sales, enthusiasm is the fuel that drives success. Whether you're a seasoned sales professional or just starting out, maintaining a high level of enthusiasm is essential for achieving targets and surpassing expectations. In this essay, we'll explore effective strategies to ignite and sustain sales enthusiasm.First and foremost, setting clear and achievable goals plays a pivotal role in fostering enthusiasm among sales teams. When individuals have a clear understanding of what they are working towards, they are more likely to feel motivated and energized. These goals should be SMART (Specific, Measurable, Achievable, Relevant, Time-bound) to provide a sense of direction and purpose.Additionally, celebrating successes, no matter howsmall, is crucial for maintaining morale and enthusiasm. Recognizing achievements, whether it's meeting a sales target or securing a new client, reinforces positive behavior and encourages continued effort. This can be done through team meetings, shout-outs in newsletters, or even small rewards like gift cards or extra time off.Moreover, providing ongoing training and development opportunities can reignite enthusiasm by helping sales professionals sharpen their skills and stay ahead of the curve. Investing in continuous learning not only enhances individual performance but also fosters a culture of growth and improvement within the organization. Whether it's attending workshops, participating in webinars, or pursuing professional certifications, learning opportunities should be readily available and actively encouraged.Another effective strategy is creating a supportive and collaborative work environment. When sales professionals feel valued, respected, and supported by their colleagues and superiors, they are more likely to approach their work with enthusiasm and dedication. Encouraging opencommunication, fostering teamwork, and recognizing the contributions of each team member can go a long way in boosting morale and fostering a sense of camaraderie.Furthermore, utilizing motivational techniques such as gamification can inject an element of fun and excitement into the sales process. By turning sales targets into a game with rewards, badges, and friendly competition, sales teams are motivated to perform at their best while enjoying the process. This not only increases engagement but also cultivates a competitive spirit that drives results.Additionally, providing regular feedback and support is essential for keeping enthusiasm levels high. Sales professionals thrive on feedback that helps them identify areas for improvement and recognize their strengths. By offering constructive feedback and coaching, managers can empower their teams to reach new heights and maintain a positive attitude even in the face of challenges.Lastly, leading by example is perhaps the most powerful way to inspire enthusiasm in others. When sales leadersdemonstrate passion, dedication, and a relentless pursuit of excellence, they set the tone for the entire team. By embodying the values and behaviors they wish to see intheir salesforce, leaders can create a culture of enthusiasm and high performance that becomes contagious.In conclusion, igniting and sustaining sales enthusiasm requires a combination of clear goal-setting, recognition of achievements, continuous learning, a supportive work environment, motivational techniques, feedback and support, and leading by example. By implementing these strategies, organizations can cultivate a culture of enthusiasm that drives sales success and fosters long-term growth.。
如何对待销售问题英语作文
如何对待销售问题英语作文Title: Dealing with Sales Challenges。
Sales is a dynamic field filled with challenges and opportunities. Whether it's handling objections, meeting targets, or building client relationships, navigating through sales hurdles requires a combination of skills, strategies, and resilience. In this essay, we will explore effective approaches to address sales challenges.First and foremost, understanding the product or service being sold is essential. Sales professionals need to have in-depth knowledge about what they are offering, including its features, benefits, and value proposition. This understanding not only instills confidence but also enables salespeople to effectively communicate with potential customers and address their concerns.Secondly, effective communication skills play a pivotal role in overcoming sales challenges. Listening actively tocustomers' needs and concerns allows salespeople to tailor their pitch accordingly. Additionally, clear and concise communication helps in articulating the product's value proposition and addressing any objections that may arise during the sales process.Moreover, resilience is key when facing rejection or setbacks in sales. It's important to remember thatrejection is not personal but rather a part of the sales journey. Maintaining a positive attitude and learning from rejections can ultimately lead to improved performance and success in sales.Furthermore, leveraging technology can greatly aid in overcoming sales challenges. CRM (Customer Relationship Management) software, for example, can help sales professionals organize leads, track interactions, and streamline the sales process. Similarly, utilizing social media platforms and digital marketing techniques can expand reach and attract potential customers.In addition to individual efforts, collaboration withinthe sales team is crucial for addressing challenges effectively. Sharing best practices, brainstorming solutions, and providing support to fellow team members can foster a culture of continuous improvement and success.Moreover, continuously adapting and evolving one'ssales approach is essential in a dynamic market environment. Staying updated on industry trends, customer preferences, and competitor strategies enables sales professionals to anticipate challenges and proactively adjust their tactics accordingly.Lastly, seeking feedback from customers and colleagues can provide valuable insights for improving sales performance. Constructive feedback helps identify areas of improvement and opportunities for growth, ultimatelyleading to enhanced sales outcomes.In conclusion, navigating through sales challenges requires a multifaceted approach encompassing product knowledge, communication skills, resilience, technology utilization, teamwork, adaptability, and feedbackincorporation. By embracing these strategies and continually honing their skills, sales professionals can effectively overcome obstacles and achieve success in the competitive world of sales.。
TOP SALES 应具备的特质(情商篇)
积极的人在苦难中看到机会 消极的人在机会中看到苦难
—邱吉尔
由内向外释放
销售员的三大 致命伤
漠不关心 不以为然胜的
唯一、唯一途径！
屡败屡战，屡战屡败 失败是一个人一生最宝贵的财富
21岁的时候在经商中受挫 24岁那一年在经商中再次失败 26岁时因恋人之死而痛不欲生 27岁那一年精神崩溃 34岁在竞选众议员中失败 45岁竞选参议员失败 49岁竞选参议员的希望再次落空 52岁那一年，终于成为美国第16任总统
--TOP SALES 的十大特质
道德可以弥补智慧的不足 但智慧永远也弥补不了道德的不足
—但丁
态度（Attitude)
目标（Target)
时间（Time)
对一艘没有方向的船来说，任何方 向的风都是逆风。
—英国谚语
思路决定出路 格局决定结局
只有爱才能全身心的投入 只有全身心的投入，才有终极成功
—亚伯拉罕•林肯
观念
成功
观念
观念
转折点
观念是成功之旅的路标 逆境是成功之旅的动力
销售行业是一个相对自由， 但绝对自律的行业
销售员的四种慢性自杀
放弃积极心态 放弃学习成长 放弃时间管理 放弃生命中的贵人
销售思考与总结英文作文
销售思考与总结英文作文英文：Sales thinking and summary are essential for any successful salesperson. As a sales professional, I have learned that there are several key elements to successful sales thinking.Firstly, it is important to understand the customer's needs and wants. This means taking the time to listen to the customer and ask questions to gain a better understanding of their situation. By doing this, you can tailor your sales pitch to meet their specific needs and increase the chances of making a sale.Secondly, it is important to have a positive attitude and be persistent. Sales can be a tough job, and it is easy to get discouraged when faced with rejection. However, a positive attitude and persistence can help you overcome these challenges and ultimately close more deals.Finally, it is important to be knowledgeable about your product or service. Customers expect salespeople to be experts in their field, and having a deep understanding of your product or service can help you build trust and credibility with potential customers.Overall, successful sales thinking requires a combination of listening skills, a positive attitude, persistence, and product knowledge. By mastering these elements, sales professionals can increase their chances of success and ultimately achieve their goals.中文：作为一名销售专业人员，我深知销售思维和总结对于成功的销售人员至关重要。
How to be an excellent salesperson
出色的时间管理造就出色的销售人员
二、Four kinds of attitude excellent sales staff must have 出色销售人员必备的四种态度
Search for the source of power 找寻动力的源泉
The attitude of self affirmation
每一名销售人员都要具有耐心，客户对你的拒绝是很正常的，因为客 户对销售人员的拒绝是商业社会对推销认同一个标准的反映。但遗憾 的是，很多推销员在第一次被拒绝以后，就没有了第二次行动，没有 这样的魄力和勇气告诉自己：“他拒绝我了，那下一次我一定要让他 接受我。”如果第二次再次被拒绝，就尝试第三次；第三次再被拒绝， 那就第四次„„你有没有这样的决心和毅力？其实很多客户也许认同你 的产品和服务，但是觉得第一次见面就成交不是很放心，喜欢“折磨” 一下销售员。多走一步海阔天空，但是遗憾的是，很多销售员没有多 走一步。
自我肯定的态度 Have the desire to succeed 拥有成功的渴望 The spirit of perseverance
坚持不懈的精神
三、Four trump cards excellent salespeople must have 出色销售人员必备的四张王牌
Clear goal: where you go 明确的目标：你到哪里去
Action of love 爱的行动 Passion and happiness 热情与快乐 To place oneself in others'position 设身处地地聆听 comfortable smile 舒心的微笑
如何成为一名优秀的销售英语作文
如何成为一名优秀的销售英语作文全文共3篇示例，供读者参考篇1How to Become an Excellent SalespersonSales is a competitive and challenging field, but with the right skills and mindset, anyone can become a successful salesperson. Whether you're selling products, services, or ideas, mastering the art of sales is essential for thriving in the business world. In this article, we will discuss some key strategies and techniques that can help you become a top-notch salesperson.1. Build strong communication skillsEffective communication is the cornerstone of successful selling. You need to be able to listen to your customers, understand their needs and concerns, and communicate the value of your product or service in a clear and convincing manner. Practice active listening, ask insightful questions, and tailor your communication style to each individual customer.2. Develop a deep understanding of your product or serviceTo sell effectively, you need to have a thorough knowledge of what you're selling. Understand the features and benefits of your product or service, and be prepared to address any questions or objections that may arise. Stay up-to-date on industry trends and developments, and constantly seek to improve your product knowledge.3. Cultivate a positive attitudeA positive attitude is essential for success in sales. Stay motivated, resilient, and optimistic, even in the face of rejection or setbacks. Approach each sales opportunity with enthusiasm and confidence, and let your passion for your product shine through in your interactions with customers.4. Develop strong interpersonal skillsBuilding relationships with customers is key to long-term success in sales. Treat your customers with respect, empathy, and integrity, and strive to build trust and rapport with each interaction. Be responsive to customer feedback and concerns, and go the extra mile to exceed their expectations.5. Hone your negotiation skillsNegotiation is a critical skill for sales professionals. Learn how to identify and address customer objections, negotiateterms and pricing effectively, and close deals with confidence. Practice role-playing scenarios to improve your negotiation skills, and seek feedback and guidance from more experienced salespeople.6. Set goals and track your progressTo stay motivated and focused, set clear and achievable sales goals for yourself. Break down your goals into smaller milestones, and track your progress regularly. Celebrate your successes, learn from your failures, and continuously strive to improve your sales performance.7. Stay current with industry trends and best practicesThe sales landscape is constantly evolving, so it's important to stay informed about the latest industry trends, best practices, and technologies. Attend conferences, seminars, and training programs to expand your knowledge and skills, and network with other sales professionals to exchange ideas and insights.8. Seek mentorship and feedbackLearning from experienced salespeople can accelerate your growth and development as a salesperson. Look for mentors who can provide guidance, support, and advice, and be open to receiving feedback from colleagues, managers, and customers.Use feedback to identify your strengths and areas for improvement, and take proactive steps to enhance your sales skills.In conclusion, becoming an excellent salesperson requires a combination of skills, mindset, and dedication. By honing your communication, product knowledge, attitude, interpersonal skills, negotiation abilities, goal-setting, industry knowledge, and seeking mentorship and feedback, you can elevate your sales performance and achieve your sales goals.Remember, success in sales is not just about closing deals –it's about building relationships, providing value, and making a positive impact on your customers. With passion, perseverance, and a commitment to continuous learning and improvement, you can become an outstanding sales professional in today's competitive business environment.篇2How to Become an Excellent SalespersonSales is a competitive and challenging field that requires a unique set of skills and characteristics. To become an excellent salesperson, you need to possess a combination of charisma, communication skills, persistence, and an understanding ofcustomer needs. In this article, we will discuss the key qualities and strategies you can develop to excel in sales.1. Develop Strong Communication SkillsEffective communication is the cornerstone of successful sales. As a salesperson, you need to be able to convey your ideas clearly and persuasively to potential customers. This includes being able to listen actively to understand their needs and concerns, as well as being able to articulate the benefits of your product or service in a way that resonates with them.To improve your communication skills, practice active listening, ask open-ended questions to engage customers in conversations, and work on your ability to make compelling sales pitches. Additionally, consider taking courses or workshops on communication and presentation skills to sharpen your abilities.2. Build Rapport with CustomersBuilding rapport with customers is essential for establishing trust and credibility. People are more likely to buy from someone they like and trust, so it's important to develop strong relationships with your clients. This can be achieved by showing genuine interest in their needs and concerns, rememberingdetails about their preferences, and following up with them regularly to check in on their satisfaction.To build rapport with customers, focus on building a connection with them on a personal level, rather than just talking about your product or service. Ask about their interests, hobbies, and goals, and show empathy and understanding for their challenges. Building rapport takes time and effort, but it can pay off in the form of loyal, repeat customers who refer you to others.3. Be Persistent and ResilientSales is a tough industry, and rejection is a common part of the job. To succeed as a salesperson, you need to have thick skin and be able to handle rejection and setbacks with resilience. Instead of getting discouraged by rejection, use it as a learning opportunity to improve your sales techniques and strategies.Persistence is also key to success in sales. Keep following up with leads, even if they initially say no, and don't give up easily. Remember that every no brings you closer to a yes, so keep pushing forward and stay motivated even in the face of challenges.4. Stay Motivated and Goal-OrientedTo excel in sales, you need to be highly motivated and goal-oriented. Set clear, achievable goals for yourself, whether it's a sales target to reach each month or a certain number of calls to make per day. Having clear goals will give you direction and focus, and help you stay on track even when things get tough.To stay motivated, remind yourself of why you chose a career in sales and what you hope to achieve. Celebrate your wins, no matter how small, and use them as fuel to keep pushing yourself to reach your goals. Surround yourself with other motivated, successful salespeople who can inspire and support you on your journey.5. Continuously Learn and ImproveThe best salespeople are always looking for ways to improve and grow. Make it a habit to continuously learn new sales techniques, strategies, and industry trends to stay ahead of the competition. Attend sales training sessions, read books and articles on sales, and seek feedback from mentors and colleagues to help you improve your skills.In addition to learning new skills, also focus onself-improvement and personal development. Develop a positive attitude, practice self-discipline and time management, and workon building your confidence and emotional intelligence. The more you invest in yourself and your growth, the more successful you will become as a salesperson.In conclusion, becoming an excellent salesperson requires a combination of communication skills, resilience, motivation, and a continuous desire to learn and improve. By developing these key qualities and strategies, you can excel in sales and achieve your goals as a successful salesperson.篇3Title: How to Become a Successful SalespersonIntroductionBeing a successful salesperson requires a combination of skills, knowledge, and attitude. In this article, we will discuss the key steps to becoming a top-performing salesperson.Step 1: Develop Strong Communication SkillsOne of the most important qualities of a successful salesperson is the ability to communicate effectively. This includes being able to listen to customers, understand their needs, and clearly articulate the benefits of your product or service. To improve your communication skills, practice activelistening, ask open-ended questions, and be confident in your speaking abilities.Step 2: Know Your Product Inside and OutTo be successful in sales, you must have a deep understanding of the product or service you are selling. This includes knowing its features, benefits, and how it can solve the customer's problems. Take the time to learn everything you can about your product, stay up to date on industry trends, and be prepared to answer any questions that may arise during a sales pitch.Step 3: Build Strong RelationshipsBuilding strong relationships with customers is essential for long-term success in sales. Take the time to get to know your customers on a personal level, understand their needs and preferences, and follow up with them regularly. By building trust and rapport with your customers, you will be more likely to close deals and generate repeat business.Step 4: Set Clear GoalsSuccessful salespeople are goal-oriented and driven to succeed. Set clear, achievable goals for yourself, whether it's a certain number of sales, revenue targets, or new clients acquired.Break down your goals into smaller, manageable tasks and track your progress regularly. By setting goals and holding yourself accountable, you will stay motivated and focused on achieving success.Step 5: Stay Positive and PersistentSales can be challenging, and rejection is a common part of the job. A successful salesperson is someone who can stay positive and persistent in the face of rejection. Focus on the positives, learn from your failures, and use them as opportunities to grow and improve. Stay motivated, stay persistent, and never give up on your goals.ConclusionBecoming a successful salesperson requires hard work, dedication, and a willingness to learn and grow. By developing strong communication skills, knowing your product, building relationships with customers, setting clear goals, and staying positive and persistent, you can achieve success in sales. Remember, success in sales is not just about making a sale, but about building lasting relationships and creating value for your customers.。
市场营销英语单词完整版
单元一 1. marketing mix：营销组合 2。
market a brand： 3。
product:产品 4。
range：范围、幅度 5. quality:质量 6。
branding：品牌化 7。
reputation：声誉、名望 8。
support:支持、支撑 9. price：价格 10. place：渠道 11。
location：位置，当地 12. outlet：批发商店 13. accessibility：可接近的,可得到的 14。
promotion：促销 15。
promotional mix：促销组合 16。
promotional tool:促销工具 17。
TV advertising：电视广告 18。
talk about:谈论 19。
people:人 20. physical presence：实体存在 21. process：处理、方法、步骤22。
physical evidence：物证 23。
tangible：有形的 24. launch：发表 25. distribution:分布、分配 26。
delivery：交付（贸易） 27. advertising：广告 28。
direct marketing:直接营销 29. customer：顾客 30。
competitor：竞争者 31. premium pricing：保险定价32。
special deals:特殊交易单元二 1. customer need:顾客需求 2. solve a problem:解决问题 3。
meet these need:满足他们的需求 4。
cost to user:消费者 5. perceive the cost：理解消费、认知消费 6. convenience：便利 7。
convenient:方便的 8. make an effort：作出努力 9. communication：通讯 10。
市场营销知识的一些术语
新概念英语王牌教程成人版中关于市场营销知识的一些术语Key words in marketing(市场营销学中的核心词汇)市场(market) 需求(demand) 市场营销(marketing) 商品(goods) 效劳(service) 顾客满意(customer satisfaction)交易(transaction) 营销者(marketer)生产生产观念(production concept) 产品观念(product concept) 推销观念(selling concept)市场营销观念(marketing concept) 社会营销观念(societal concept) 顾客(customer) 客让渡价值(customer delivered value) 顾客总价值(total customer value)顾客总本钱(total customer cost)顾客满意(customer satisfaction)维系顾客(keep customer)关系营销(relationship marketing)全面质量营销(total quality marketing)市场营销环境(marketing environment)微观环境(micro environment)宏观环境(macro environment)市场时机(market opportunity)愿望竞争者(desired petitors)属类竞争者(generic petitors)产品形式竞争者(product petitors)品牌竞争者(brand petitors)公众(publics)目标市场(target market)市场营销组合(marketing mix)情绪(moods)消费者行为(customer behavior) 文化(culture)人口统计因素(demographics)社会阶层(social class)亚文化(subculture)参照群体(reference group)角色模型(role stereotype)知觉(perception)认知学习(cognitive learning)动机(motive)个性(personality)情绪(emotion)态度(attitude)自我概念(self-concept)生活方式(life style)组织市场(organizational market) 企业市场(business market)非营利组织(non-profit organization)非营利组织市场(non-profit organization market) 政府市场(government market)直接再购(straight rebuy)修正再购(modify rebuy)新任务采购(new task)购置中心(buying center)建议者(initiators)使用者(users)影响者(influencers)决定者(deciders)购置者(buyers)控制者(gatekeepers)营销信息(marketing information)营销信息系统(marketing information system,MIS) ~市场调研(marketing research)描述性调研(descriptive research)解释性调研(interpretive research)预测性调研(predictive research)市场需求量(market demand)企业需求量(market demand potential)定性预测(qualitative forecasting)定量预测(quantitative forecasting)企业战略(enterprise strategy)企业使命说明书(mission statement)战略经营单位(strategic business units,SBU)波士顿矩阵(Boston matrix)通用电器公司方法(the General Electric Model,GE) 市场吸引力(marketing attractiveness)业务实力(business attractiveness)密集型增长战略(intensive growth strategies)市场渗透(market penetration strategy)市场开发(market development strategy)产品开发(product development strategy)一体化增长战略(integrative growth strategies)前向一体化(forward integration)后向一体化(backward integration)水平一体化(horizontal integration)多角化增长战略(diversification growth strategies) 同心多角化(concentric diversification)水平多角化(horizontal diversification)复合多角化(conglomeration diversification)市场营销战略(marketing strategy)市场营销组合(marketing mix)市场营销组织(marketing organization)职能型组织(functional organization)地区型组织(regional organization)产品管理型组织(managerial organization of product)市场管理型组织(managerial organization of market)公司与事业部型组织(organization of corporation and business unit) 市场营销管理(marketing management)市场营销方案(marketing planning)市场营销方案(marketing program)市场营销控制(marketing controlling)市场竞争(market petition)完全竞争(market leader)非完全竞争(imprecate petition)垄断竞争(monopolistic petition)市场领导者(market leader)市场挑战者(market challenger)市场追随者(market follower)市场补缺者(market niche)市场细分(market segmentation)目标市场(target market)市场定位(market positioning)无差异性市场战略(undifferentiated marketing tactics)差异性市场战略(differentiated marketing tactics)集中性市场策略(concentrated marketing tactics)产品(product)效劳(service)核心产品(core product)形式产品(actual product)期望产品(expected product)延伸产品(augmented product)~潜在产品(potential product)耐用品(durablegoods)非耐用品(nondurable goods)产品线(product line)产品工程(product item)产品组合(product mix or product assortment)产品组合的长度(product mix length)产品组合的深度(product mix depth)产品组合的关联度(product mix consistency)产品生命周期(product life cycle)开发期(development stage)引进期(introduction stage)成长期(growth stage)成熟期(maturity stage)衰退期(decline stage)新产品开发(new product development)产品概念(product concept)商业化(mercialization)包装(package)包装策略(packaging strategy)品牌(brand)品牌命名(brand naming)品牌决策(branding decision)统一品牌(blanket family brand)品牌使用者决策(brand-sponsor decision)个别品牌(individual brand)多品牌(multi-brands)统一的个别品牌(pany/individual brand)合作品牌(co-branding)品牌资产(brand equity)品牌设计(brand designing)品牌延伸(brand extension)内涵不变式延伸(gradual changing meaning extension))品牌管理(brand management)本钱导向定价(cost-driven pricing)需求导向定价(demand-driven pricing)竞争导向定价(petition-driven pricing)折扣定价(discount pricing)地区定价(region pricing)差异定价(discrimination pricing)撇脂定价(skim pricing)渗透定价(penetration pricing)满意定价(neutral pricing)尾数定价(mantissa pricing)整数定价(integer pricing)招来定价(fetch-in pricing)声望定价(prestige pricing)目标收益定价法(target-return pricing)认知价值定价法(perceived-value pricing)价值定价法(value pricing)通行价格定价法(going-rate pricing)分销渠道(distribution channel)中间商(intermediate)分销渠道设计(distribution channel disign)实体分配(physical distribution)渠道冲突(channel conflict)促销(promotion)促销策略(promotion policies)情感诉求(emotional appeals)理性诉求(rational appeals)道德诉求(moral appeals)群众传播媒体(mass media)气氛(atmosphere)事件(events)量力支出法(affordable method)销售额百分比法(percentage-of-sales method)竞争对等法(petitive-parity method)目标任务法(objective-task method)广告(advertising)公共关系(public relations)营业推广(sales promotion)促销组合(promotion mix)推动策略(push strategy)拉引策略(pull strategy)广告目标(mission)告知性广告(information advertising)劝说性广告(persuasive advertising)提示性广告(reminder advertising)整合营销传播(integrated marketing munication)接触管理(contact management)人员推销(personal selling)效劳(service)效劳核心产品(core product)效劳附加产品(supplementary product)整合效劳营销(integrated service marketing)效劳的无形性(intangibility of service)效劳的体验属性(experience attributes)效劳的信任度属性(credence attributes)效劳的有形展示(physical evidence)关系营销(relationship marketing)体育营销(sports marketing)绿色营销(green marketing)城市营销(city marketing)网络营销(network marketing)会展营销(exhibition marketing)文化营销(cultural marketing需要:need欲望want需求:demand产品:product关系营销:relationship marketing 营销网:marketing network生产观念:the production concept 产品观念:the product concept相关群体:reference group购置者角色:buying role购置行为:buying behavior认知需求:problem recognization 搜集信息:information search组织者市场:organization market 派生需求:derived demand缺乏弹性:inelastic demand品牌策略:brand strategy制造商品牌:manufactures brand 定价策略:pricing strategie现金折扣:cash discount数量折扣:quantity discount功能折扣:functional discount季节折扣:seasonal discount新产品定价:new product pricing产品组合定价:product-mix pricing 分销渠道:distribution channel密集分销渠道:intensive distribution 选择性分销:selective distribution独家分销:exclusive distribution中间商品牌:intermediaries brand 批发商:whoksaler零售商:retailer百货公司:department store超市:supermarket便利店:convenience store折扣店:discount store促销组合:promotion mix交流信息:municating information 人员销售:personalo selling广告策略advertising strateqie公共关系public relation营销调研:marketing research产品策略:product strategie产品组合:product mix营销观念:the marketing concept消费者市场consumer market顾客满意:customer satisfaction顾客总价值:total customer value顾客总本钱:total customer value营销环境:marketing environment营销信息系统:marketing information syste 市场细分策略:market segmentationstartegie 目标市场策略:market tageting strategie市场定位策略market positioning strategie产品市场寿命周期;the product life cycle销售观念:the selling/sales concept社会营销观念:the societal marketing concept 宏观营销环境:macro-marketing environment 消费者行为模式:model of consumer behavior 价值,本钱和满意:value,cost,andsatisfaction 交换和交易exchange and transaction营销者和预期顾客:marketers。
TOP SALES的基本能力
TOP SALES的基本能力1、具备寻找和识别准客户的能力当sales走出公司大门，要能从茫茫人海中寻找到推销对象，这是推销过程的首要环节。
一般而言，你的销售额与你寻找到的准客户的数量成正比。
一名新SALES进入公司的基本工作就是积累属于自己的准客户，就像打猎一样，只有确定了自己想要猎杀的对象后才能瞄准目标开枪射击。
往往新人不懂得寻找真正的准客户。
2、具备说服的能力推销就是说服。
推销过程就是推销人员运用各种方式、方法和手段去说服客户购买的过程。
业务员只要能成功地说服客户，就能够最后达成交易。
SALES新手首次与客户沟通时往往只会讲我的金蝶KIS如何如何好，就像一台播放机似的重复播放相同的内容，缺乏新意！客户不会轻易的被说服！3、具备消除客户异议的能力推销过程中的障碍来自客户的拒绝，推销是从被客户拒绝开始的，只有战胜客户的拒绝，才能赢得推销成功。
软件特别是财务软件不想是一般的快速消费品，顾客基本不在意此产品有多少产品附加值，会为顾客带来或创造什么价值；而销售财务软件要让客户认识到我购买了此软件后会节省成本，规范管理。
4、在短时间与客户达成交易的能力促成交易就是推销的目标，能在短时间内与客户达成交易，才算是成功的推销。
5、具备重复交易的能力首次成交并非是推销活动的结束，而是下次推销活动开始。
维持与客户的长期业务关系，是成功的不二法门。
与客户建立稳固关系，需要真诚、策略和技巧。
长城不是一天建成的，TOP SALES也不是一次培训或教育就能修炼成功的。
要成为TOP SALES 有许多方面需要学习，那绝对是一个漫长的“心灵成长之路”！那么在成为TOP SALES之前，我们需要对成长过程养成的许多不良的习惯进行总结思考，避免影响个人成长。
常言说：“做生意就是做人。
”这句话大概有两层含义：一层是说不会做人的人就做不了生意。
常言道：“什么都可以不行，就是人不能不行。
”如果只是产品的问题，那么什么时候有了合适的产品，大家还有继续合作下去的机会；但如果是人不行，那么你不论拿什么好产品去找客户，客户都有一万个冠冕堂皇的理由将你拒之门外。
销售态度励志语录英语作文
销售态度励志语录英语作文Title: Inspirational Sales Attitude Quotes。
In today's competitive business world, sales attitude plays a crucial role in achieving success. A positive and motivated mindset can significantly impact sales performance and customer relationships. Here are some inspirational quotes to motivate sales professionals and enhance their attitude towards selling:1. "Success is not final, failure is not fatal: It is the courage to continue that counts." Winston Churchill。
This quote reminds salespeople that setbacks are part of the journey, but it's essential to persevere and keep pushing forward. Each rejection brings you closer to a successful sale.2. "Believe you can and you're halfway there." Theodore Roosevelt。
Having belief in oneself is the first step towards accomplishing anything. In sales, confidence in your abilities and the value of your product or service can be infectious and persuasive to customers.3. "The only limit to our realization of tomorrow will be our doubts of today." Franklin D. Roosevelt。
销售英文的名词解释
销售英文的名词解释销售，作为商业活动的重要组成部分，是任何企业取得成功所必需的。
与此同时，掌握销售领域的英文词汇也变得至关重要。
本文将为您介绍一些与销售相关的英文名词及其解释，帮助您更好地理解和运用销售英文。
1. Target market（目标市场）在销售中，目标市场是指企业选择的需要和愿意购买其产品或服务的特定人群。
了解目标市场的需求和偏好，可以帮助企业更有针对性地开展销售活动。
2. Customer segmentation（客户细分）客户细分是对目标市场进一步分析和划分的过程。
通过将客户分为不同的细分市场，企业可以更准确地了解各个市场的需求，并采取相应的销售策略。
3. Sales target（销售目标）销售目标是企业设定的期望销售结果。
销售目标可以根据公司的业务发展计划和销售预测来确定，是评估销售绩效和推动销售团队士气的重要指标。
4. Sales funnel（销售漏斗）销售漏斗是描述销售过程中不同阶段的一个模型。
从潜在客户到成交的过程中，潜在客户的数量会逐渐减少，最终形成一个漏斗形状的模型。
通过了解销售漏斗，企业可以评估销售过程中的转化率，并优化销售策略。
5. Lead generation（潜在客户生成）潜在客户生成是指找到并吸引有购买潜力的客户的过程。
通过广告、市场推广活动和社交媒体等途径，企业可以吸引潜在客户并引导其进入销售漏斗的不同阶段。
6. Cold calling（冷呼）冷呼是销售代表主动联系潜在客户的一种方式。
通过电话、邮件或其他通信方式，销售代表可以向潜在客户介绍产品或服务，并尝试建立合作关系。
7. Sales pitch（销售陈述）销售陈述是销售代表向潜在客户展示产品或服务的过程。
销售陈述通常包括产品或服务的特点、优势和价值主张，旨在引起潜在客户的兴趣并促使其进行购买。
8. Closing the deal（成交）成交是指销售代表成功促成销售并与客户达成交易的过程。
市场营销英文术语
市场营销英文术语市场market 市场营销marketing需求demand 商品goods服务service 顾客满意customer satisfaction顾客价值customer value 交易transaction营销者marketer 生产观念production concept产品观念product concept 推销观念selling concept市场营销观念marketing concept社会营销观念social marketing concept顾客 customer 顾客让渡价值customer delivered value 顾客总价值total customer value顾客总成本total customer cost顾客满意customer satisfaction维系顾客keep customer关系营销relationship marketing全面质量管理total quality marketing市场营销环境marketing environment微观环境micro environment宏观环境macro environment市场机会market opportunity愿望竞争者desired competitors属类竞争者generic competitor产品形式竞争者product competitor目标市场target market市场营销组合marketing mix情绪moods 情绪emotion消费者行为customer behavior文化culture 人口统计因素demographies参照群体reference group 角色模型role stereotype知觉perception 认知学习cognitive learning动机motive 个性personality态度attitude 自我概念self-concept生活方式life style组织市场organizational market企业市场business market非营利组织市场non-profit organizational market政府市场government market直接再购straight rebuy 修正再购 modified rebuy新任务采购new task 购买中心buying center倡议者initiators 使用者users 影响者influencers 决定者deciders 购买者buyers 控制者gatekeepers 营销信息marketing information营销信息系统marketing information system MIS市场调研market research描述性调研predictive research解释性调研interpretive research市场需求market demand市场需求潜量market demand potential企业需求量enterprise demand企业需求潜量enterprise demand potential定性预测qualitative forecasting定量预测quantitative forecasting企业战略enterprise strategy企业使命说明书enterprise statement战略经营单位strategy business units，SBU波士顿矩阵Boston matrix通用电器公司方法the General Electric Model,GE市场吸引力market attractiveness业务实力business attractiveness密集型增长战略intensive growth strategies市场渗透market penetration strategy市场开发market development strategy产品开发product development strategy一体化增长战略integrative growth strategies前向一体化forward integration后向一体化backwards integration水平一体化horizontal integration多角化增长战略diversification growth strategies 同心多角化concentric diversification水平多角化horizontal diversification复合多角化conglomeration diversification市场营销战略marketing strategy市场营销组合marketing mix市场营销组织marketing organization职能型组织functional organization地区型组织regional organization产品管理型组织managerial organization of product市场管理型组织managerial organization of market公司与事业部型组织organization of corporation andbusiness unit市场营销管理marketing management市场营销计划marketing planning市场营销方案marketing program市场营销控制marketing controlling市场竞争market competition完全竞争pure competition非完全竞争imprecate competition垄断竞争monopolistic competition市场领导者market leader 市场挑战者market challenger 市场追随者market follower 市场补缺者marketing niche 市场细分market segmentation目标市场target market市场定位market positioning无差异性市场策略undifferentiated marketing tactics 差异性市场策略differentiated marketing tactics集中性市场策略concentrated marketing tactics产品product 服务service核心产品core product 形式产品actual product期望产品expected product 延伸产品augmented product 潜在产品potential product 耐用品durable goods非耐用品nondurable goods 产品线product line产品项目product item 产品组合product mix产品组合长度product mix length产品组合宽度product mix width产品组合深度product mix depth产品组合关联度product mix consistency产品生命周期product life cycle开发期development stage 引进期introduction stage 成熟期maturity stage 衰退期decline stage新产品开发new product development产品概念product concept商业化commercialization 包装package包装策略package strategy品牌brand 品牌命名brand naming品牌决策branding decision统一品牌blanket family brand品牌使用者决策brand-sponsor decision个别品牌individual brand分类品牌separate family brand多品牌multi—brand统一的个别品牌company/individual brand合作品牌co—branding 品牌设计brand designing品牌资产brand equity 品牌延伸brand extension内涵不变式延伸invariable meaning extension内涵渐变式延伸gradual changing meaning extension品牌管理brand management竞争导向定价competition-driven pricing折扣定价discount pricing地区定价region pricing差别定价discrimination pricing撇脂定价skim pricing 渗透定价penetration pricing 满意定价neutral pricing 尾数定价mantissa pricing 整数定价integer pricing 招徕定价fetch—in pricing 声望定价prestige pricing目标收益定价法target—return pricing认知价值定价法perceived-value pricing价值定价法value pricing通行价格定价法going-rate pricing分销渠道distribution channel 中间商intermediate 分销渠道设计distribution channel design实体分配physical distribution渠道冲突channel conflictcha15 促销策略促销promotion 促销策略promotion policies理性诉求rational appeals 情感诉求emotional appeals 道德诉求moral appeals大众传播媒体mass media 气氛atmosphere事件event 量力支出法affordable method销售额百分比法percentage-of-sales method竞争对等法competitive-parity method目标任务法objective-task method广告advertising 人员推销personal selling公共关系public relations 营业推广sales promotion 促销组合promotion mix推动策略push strategy 拉引策略pull strategy广告目标mission 告知性广告information advertising 劝告性广告persuasive advertising提示性广告reminder advertising整合营销传播integrated marketing communication服务service 服务核心产品core product服务附加产品supplement product服务的无形性intangibility of service服务体验属性experience attributes服务的信任度属性credence attributes服务的有形展示physical evidence关系营销relationship marketing体育营销sports marketing网络营销network marketing会展营销exhibition marketing文化营销cultural marketing。
怎样成为推销人员英语作文
怎样成为推销人员英语作文Title: How to Become a Successful Salesperson。
Becoming a successful salesperson requires a combination of skills, knowledge, and attitude. In today's competitive market, the demand for effective sales professionals is high, making it a promising career path for many. Whether you're considering entering the field or looking to improve your sales skills, here are some key steps to help you become a top-notch salesperson.1. Develop Excellent Communication Skills:Effective communication lies at the heart of successful sales. It's essential to be able to articulate your ideas clearly, listen actively to your customers' needs, and adapt your communication style to connect with different personalities. Practice active listening, ask relevant questions, and learn to convey your message persuasively.2. Understand Your Product or Service:To sell something effectively, you must have in-depth knowledge about what you're selling. Take the time to learn about your product or service inside and out. Understand its features, benefits, and how it solves your customers' problems. This knowledge will instill confidence in your customers and help you address their concerns effectively.3. Identify Your Target Audience:Not every product or service is suitable for everyone. Identify your target market and tailor your sales approach accordingly. Understand your audience's demographics, preferences, and pain points to position your offering in a way that resonates with them. By focusing your efforts on the right audience, you can maximize your sales potential.4. Build Relationships:Sales is as much about building relationships as itis about closing deals. Focus on building trust and rapport with your customers by providing value, being honest and transparent, and following through on your promises. Invest time in nurturing long-term relationships, as repeat business and referrals are often the keys to sustained success in sales.5. Hone Your Persuasion Skills:Persuasion is an essential skill for any salesperson. Learn techniques such as storytelling, social proof, andthe art of persuasion to influence your customers'decision-making process positively. However, it's crucialto use these techniques ethically and genuinely, focusingon how your product or service can genuinely benefit your customers.6. Embrace Rejection:Rejection is an inevitable part of sales. Instead ofletting it discourage you, view it as an opportunity to learn and improve. Analyze your rejections to identify areas for growth, refine your approach, and persistently seek ways to overcome objections. Remember, every "no" brings you one step closer to a "yes."7. Stay Updated and Adapt:The sales landscape is constantly evolving, with new technologies, trends, and market dynamics shaping the industry. Stay updated on industry developments, emerging trends, and best practices in sales techniques. Adapt to changes quickly, embrace innovation, and continuouslyrefine your approach to stay ahead of the competition.8. Set Goals and Measure Your Progress:Define clear, measurable goals for your salesefforts and track your progress regularly. Setting specific targets helps keep you focused and motivated, providing a roadmap for your sales activities. Monitor key performance indicators (KPIs) such as conversion rates, revenuegenerated, and customer satisfaction to gauge your success and identify areas for improvement.9. Seek Continuous Learning and Development:The journey to becoming a successful salesperson is ongoing. Continuously seek opportunities for learning and development to enhance your skills and knowledge. Attend workshops, seminars, and training programs, read books and articles related to sales, and seek mentorship from experienced professionals in the field.10. Stay Positive and Persistent:Sales can be challenging, with ups and downs along the way. Maintain a positive attitude, stay resilient in the face of setbacks, and persevere through obstacles. Believing in yourself, your product, and the value you offer will empower you to overcome challenges and achieve success in sales.In conclusion, becoming a successful salespersonrequires a combination of skills, dedication, and perseverance. By developing excellent communication skills, understanding your product and target audience, building relationships, honing your persuasion skills, embracing rejection, staying updated, setting goals, seeking continuous learning, and maintaining a positive attitude, you can excel in the field of sales and achieve your professional goals.。
销售人员工作态度范文
销售人员工作态度范文Sales staff work attitude model汇报人：JinTai College销售人员工作态度范文前言：工作总结是将一个时间段的工作进行一次全面系统的总检查、总评价、总分析，并分析不足。
通过总结，可以把零散的、肤浅的感性认识上升为系统、深刻的理性认识，从而得出科学的结论，以便改正缺点，吸取经验教训，指引下一步工作顺利展开。
本文档根据工作总结的书写内容要求，带有自我性、回顾性、客观性和经验性的特点全面复盘，具有实践指导意义。
便于学习和使用，本文档下载后内容可按需编辑修改及打印。
通过多年的观察与销售实践，我们可以将销售人员的工作质态分为三种层面：一、下等销售层次：只考虑自己一亩三分地的利益，不考虑客户的实际困难，急吼吼地整天催客户上量上量再上量，而不考虑要使客户销售上量我们应该为客户做哪些工作。
我曾见到过一个分公司经理将客户算错账多付的货款上交了公司，而公司非但不立即劝其退回客户多付的货款，还通报表扬这一行为，称这是维护了公司利益。
现在这个企业已经到了奄奄一息的地步，我不知道他们最终有没有明白什么是公司的利益。
二、中等销售层次：懂得掩饰自己，常常假惺惺地关心客户，蜻蜓点水般地走访市场，形式主义，走走过场，用花言巧语和沟通技巧构成陷阱，诱骗客户就范，获得利益后暗暗窃喜。
这种销售层次较常见，一般都是一开始很好，但兔子尾巴长不了，因为通过长期的交往客户最终会看透这种虚伪面目，并采取控制措施，销售就难免出现危机。
三、上等销售层次：就如无招胜有招为武功中的最高层次一样，销售人员所谓的销售技巧没有了，有的只是帮助客户成功的诚心与行动，始终坚持从客户的利益出发，为客户着想，帮助客户获得利益，同时不忘公司利益，专业、敬业、正直，赢得了客户发自内心的敬重，这种销售层次即使短期内销售出现困难，客户也不会弃公司而去，甚至会牺牲自己的'利益帮助企业，与公司一起共度难关。
销售工作做了多年，交了众多真心朋友，很多客户在没有利益关系的情况下至今还和我们保持着紧密的联系，我知道，这不是什么销售技巧在起作用，而是我们真心为客户着想的结果。
TOP SALES的基本能力
TOP SALES的基本能力1、具备寻找和识别准客户的能力当sales走出公司大门，要能从茫茫人海中寻找到推销对象，这是推销过程的首要环节。
一般而言，你的销售额与你寻找到的准客户的数量成正比。
一名新SALES进入公司的基本工作就是积累属于自己的准客户，就像打猎一样，只有确定了自己想要猎杀的对象后才能瞄准目标开枪射击。
往往新人不懂得寻找真正的准客户。
2、具备说服的能力推销就是说服。
推销过程就是推销人员运用各种方式、方法和手段去说服客户购买的过程。
业务员只要能成功地说服客户，就能够最后达成交易。
SALES新手首次与客户沟通时往往只会讲我的金蝶KIS如何如何好，就像一台播放机似的重复播放相同的内容，缺乏新意！客户不会轻易的被说服！3、具备消除客户异议的能力推销过程中的障碍来自客户的拒绝，推销是从被客户拒绝开始的，只有战胜客户的拒绝，才能赢得推销成功。
软件特别是财务软件不想是一般的快速消费品，顾客基本不在意此产品有多少产品附加值，会为顾客带来或创造什么价值；而销售财务软件要让客户认识到我购买了此软件后会节省成本，规范管理。
4、在短时间与客户达成交易的能力促成交易就是推销的目标，能在短时间内与客户达成交易，才算是成功的推销。
5、具备重复交易的能力首次成交并非是推销活动的结束，而是下次推销活动开始。
维持与客户的长期业务关系，是成功的不二法门。
与客户建立稳固关系，需要真诚、策略和技巧。
长城不是一天建成的，TOP SALES也不是一次培训或教育就能修炼成功的。
要成为TOP SALES 有许多方面需要学习，那绝对是一个漫长的“心灵成长之路”！那么在成为TOP SALES之前，我们需要对成长过程养成的许多不良的习惯进行总结思考，避免影响个人成长。
常言说：“做生意就是做人。
”这句话大概有两层含义：一层是说不会做人的人就做不了生意。
常言道：“什么都可以不行，就是人不能不行。
”如果只是产品的问题，那么什么时候有了合适的产品，大家还有继续合作下去的机会；但如果是人不行，那么你不论拿什么好产品去找客户，客户都有一万个冠冕堂皇的理由将你拒之门外。
销售计划名词解释
竭诚为您提供优质文档/双击可除销售计划名词解释篇一：销售管理名词解释1名词解释：1销售管理：是对企业销售人员及其活动进行计划，组织，控制，招聘，培训，指导，激励与评估，从而实现企业目标的活动过程。
2销售目标管理：就是通过设定合理的销售目标，并对其进行合理的分解，通过合适的手段予以实施和监控，并关注最终结果和评估的一种管理过程。
3销售预测：是指在未来特定时间内，对整个产品或特定产品的销售数量与销售金额的估计。
4销售配额：是指分配给销售人员的在一定时期内完成的销售任务5销售预算：是指完成销售计划的每一个目标的费用分配。
6销售区域：是指在一段给定的时间内，分配给某个销售员，分支机构或中间商的一定数量的当前和潜在的顾客。
7销售网络：8赊销：9客户管理：10客户关系管理：是指通过培养企业的最终客户，分销商和合作伙伴对企业及其产品更积极的偏爱和喜好，留住他们并以此提升企业业绩的一种营销策略。
11客户分析：简答题：五、销售组织的类型1区域结构型销售组织，2职能结构型销售组织3产品结构销售组织，4顾客结构型销售组织十二、销售人员的考评方法1主观考评（1）产出指标（2）投入指标（3）比率指标2.客观考评（1）评分法（2）图标尺度法（3）bARs法论述题：一、如何成为一个合格的销售经理1尽快适应角色变化，2勇敢的面对挑战，3在实践中不断学习，4培养优秀品质二、从不同角度论述激励销售员的方式1环境激励，2目标激励，3物质激励，4精神激励篇二：营销管理名词解释《营销管理》第二章制定营销战略与营销计划一、营销和顾客价值1.价值交付过程：选择价值；提供价值；利用营销者传播价值。
2.核心业务流程：市场感知过程；新产品开发与实现过程；顾客获取过程；客户关系管理过程；订单履行过程。
3.核心竞争力的典型特征：它是竞争优势的源泉，并能够对顾客感知利益做出重大贡献；在市场上具有广泛的应用性；竞争者很难模仿。
4.核心竞争力最大化：重新界定业务概念或“大智慧”；重新划定企业的业务范围；重新定位企业的品牌个性。
销售简介英语作文
销售简介英语作文Title: The Art of Effective Sales: A Comprehensive GuideIn the dynamic world of commerce, the role of aneffective salesperson cannot be overstated. Salesprofessionals are the backbone of any successful business, responsible for fostering relationships, identifying customer needs, and ultimately driving revenue growth. This comprehensive guide delves into the essential skills, strategies, and mindset required to excel in the art of sales.Fundamentals of Effective SellingAt the core of successful sales lies a deep understanding of the customer's needs and the ability to tailor solutions that address those needs. Effective salespeople possess akeen sense of empathy, allowing them to connect with their clients on a personal level and establish trust. They are active listeners, dedicated to uncovering the underlyingchallenges and motivations that drive the customer'sdecision-making process.Mastering the Sales CycleThe sales cycle is a systematic approach that guides the salesperson through the various stages of the customer engagement process. The first stage, prospecting, involves identifying and qualifying potential leads, ensuring that the salesperson's time and efforts are directed towards the most promising opportunities. Next, the salesperson mustskillfully navigate the initial contact and build rapport, laying the foundation for a productive relationship.As the sales cycle progresses, the salesperson must skillfully present the product or service, highlighting its unique features and demonstrating its value to the customer. This requires a thorough understanding of the offering, as well as the ability to tailor the pitch to the specific needs and preferences of the client.Overcoming Objections and Closing the DealInevitably, customers will raise objections and concerns throughout the sales process. Effective salespeople are adept at identifying and addressing these objections, positioning themselves as problem-solvers rather than mere product pushers. They understand that objections are not roadblocks, but rather opportunities to deepen the customer's understanding and build trust.The final stage of the sales cycle is the close, where the salesperson must utilize their negotiation skills and persuasive abilities to secure the sale. Successful closers are skilled at identifying the customer's decision-making criteria, anticipating potential obstacles, and crafting a compelling case for the customer to take action.Leveraging Technology and DataIn the digital age, technology has become an integral part of the sales process. Effective salespeople are adept atleveraging customer relationship management (CRM) systems, sales automation tools, and data analytics to optimize their approach and gain a competitive edge. By harnessing the power of technology, they can streamline workflows, personalize interactions, and make data-driven decisions that enhance their overall sales performance.Continuous Learning and AdaptationThe sales landscape is constantly evolving, with new trends, technologies, and customer preferences emerging on a regular basis. Successful salespeople understand the importance of continuous learning and adaptation. They are proactive in seeking out training opportunities, staying up-to-date with industry developments, and continuously refining their skills to better serve their clients.Cultivating a Positive MindsetBeyond the technical skills and strategies, effective sales professionals possess a distinct mindset that sets themapart. They approach each interaction with a positive attitude, exuding confidence and enthusiasm. Resilience in the face of rejection, a problem-solving mentality, and a genuine desire to help customers succeed are all hallmarks of the most successful sales professionals.ConclusionThe art of effective sales is a multifaceted discipline that requires a combination of technical skills, strategic thinking, and a customer-centric mindset. By mastering the fundamentals of the sales cycle, leveraging technology and data, and cultivating a positive and adaptable mindset, salespeople can position themselves as trusted advisors and drive sustainable growth for their organizations. As the business landscape continues to evolve, the importance of effective sales professionals will only continue to rise, making this a truly invaluable skill set for any aspiring professional.。
零售行业领域中的专业英语词汇
零售领域中的专业英语词汇I. 销售和市场A. 销售1. 销售目标1)Sales target - 销售目标2)Sales quota - 销售配额3)Revenue goal - 收入目标4)Sales forecast - 销售预测5)Performance target - 绩效目标6)Sales expectation - 销售期望7)Sales target achievement - 销售目标达成8)Sales target tracking - 销售目标跟踪9)Sales target adjustment - 销售目标调整10)Sales target evaluation - 销售目标评估11)Sales target alignment - 销售目标对齐12)Sales target deadline - 销售目标截止日期13)Sales target progress - 销售目标进展14)Sales target planning - 销售目标规划2. 销售技巧1)Sales skills - 销售技巧2)Persuasion techniques - 说服技巧3)Negotiation skills - 谈判技巧4)Communication skills - 沟通技巧5)Closing techniques - 成交技巧6)Listening skills - 听力技巧7)Relationship-building skills - 建立关系技巧8)Problem-solving skills - 解决问题技巧9)Presentation skills - 演示技巧10)Product knowledge - 产品知识11)Objection handling - 处理异议技巧12)Time management skills - 时间管理技巧13)Customer service skills - 客户服务技巧14)Adaptability - 适应能力15)Resilience - 坚韧性16)Confidence - 自信心17)Empathy - 同理心18)Assertiveness - 自信果断19)Follow-up skills - 跟进技巧20)Feedback solicitation - 征求反馈技巧21)Relationship management - 关系管理22)Trust-building skills - 建立信任技巧23)Networking skills - 社交网络技巧24)Emotional intelligence - 情商25)Consultative selling - 咨询式销售26)Storytelling techniques - 讲故事技巧27)Value proposition - 价值主张28)Rapport building - 建立融洽关系29)Handling objections - 处理异议技巧30)Needs assessment - 需求评估3. 销售额1)Sales revenue - 销售额2)Revenue generation - 收入产生3)Revenue growth - 收入增长4)Revenue stream - 收入流5)Sales volume - 销售量6)Gross sales - 总销售额7)Net sales - 净销售额8)Sales performance - 销售业绩9)Sales figures - 销售数据10)Sales turnover - 销售额11)Sales target attainment - 销售目标达成12)Sales commission - 销售佣金13)Sales pipeline - 销售渠道14)Sales cycle - 销售周期15)Sales forecast - 销售预测16)Sales report - 销售报告17)Sales analysis - 销售分析18)Sales tracking - 销售跟踪19)Sales performance evaluation - 销售业绩评估20)Sales trend - 销售趋势21)Sales projection - 销售预测22)Sales target - 销售目标23)Sales quota - 销售配额24)Sales incentive - 销售激励25)Sales promotion - 销售促销26)Sales campaign - 销售活动27)Sales strategy - 销售策略28)Sales territory - 销售领域29)Sales commission rate - 销售佣金率30)Sales performance metrics - 销售业绩指标B. 市场营销1. 市场调研1)Market research - 市场调研2)Consumer behavior - 消费者行为3)Market segmentation - 市场细分4)Demographic analysis - 人口统计分析5)Target market - 目标市场6)Competitor analysis - 竞争对手分析7)Trend analysis - 趋势分析8)Customer preferences - 客户偏好9)Product positioning - 产品定位10)Brand awareness - 品牌知名度11)Market share - 市场份额12)Sales forecast - 销售预测13)Customer satisfaction survey - 客户满意度调查14)Focus group - 焦点小组15)Mystery shopping - 神秘顾客调查16)SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) - SWOT分析（优势、劣势、机会、威胁）17)Data analysis - 数据分析18)Market trends - 市场趋势19)Pricing analysis - 定价分析20)Market research report - 市场调研报告21)Customer segmentation - 客户细分22)Purchase intent - 购买意向23)Market opportunity - 市场机会24)Data collection - 数据收集25)Survey methodology - 调查方法论26)Sampling techniques - 抽样技术27)Market analysis - 市场分析28)Brand perception - 品牌认知度29)Market research firm - 市场调研公司30)Competitor benchmarking - 竞争对手基准比较2. 广告宣传1)Advertising –打广告2)Promotion - 促销3)Marketing campaign - 市场营销活动4)Advertisement - 广告5)Branding - 品牌推广6)Marketing strategy - 市场营销策略7)Digital marketing - 数字营销8)Social media marketing - 社交媒体营销9)Advertising agency - 广告代理公司10)Marketing mix - 市场营销组合11)Product placement - 产品放置12)Endorsement - 背书13)Sponsorship - 赞助14)Public relations - 公共关系15)Media planning - 媒体策划16)Copywriting - 文案撰写17)Ad campaign - 广告活动18)Ad targeting - 广告定向投放19)Ad creative - 广告创意20)Ad spend - 广告支出21)Ad placement - 广告位置22)Advertising budget - 广告预算23)Ad campaign analysis - 广告活动分析24)Call to action (CTA) - 行动号召25)Brand ambassador - 品牌大使26)Advertising effectiveness - 广告效果27)Ad impressions - 广告曝光量28)Click-through rate (CTR) - 点击率29)Conversion rate - 转化率30)Ad targeting options - 广告定位选项3. 促销活动1)Promotion - 促销2)Sales promotion - 销售促进3)Discount - 折扣4)Coupon - 优惠券5)Special offer - 特别优惠6)Deal - 优惠活动7)Clearance sale - 清仓大甩卖8)Buy one, get one free (BOGO) - 买一送一9)Limited-time offer - 限时特价10)Flash sale - 限时抢购11)Rebate - 退款12)Gift with purchase - 赠品促销13)Loyalty program - 忠诚度计划14)Sweepstakes - 抽奖活动15)Contest - 比赛16)Prize - 奖品17)Free samples - 免费样品18)Cross-promotion - 跨界促销19)Bundle promotion - 套餐促销20)Seasonal promotion - 季节性促销21)In-store promotion - 店内促销22)Online promotion - 网络促销23)Customer loyalty promotion - 客户忠诚度促销24)Referral program - 推荐计划25)VIP sale - VIP特卖26)Anniversary sale - 周年庆促销27)Cashback offer - 返现优惠28)Trade-in promotion - 以旧换新促销29)Product demonstration - 产品示范活动II. 产品和库存管理A. 商品管理1. 商品采购(Merchandise procurement)1)Procurement - 采购2)Purchase - 购买3)Supplier - 供应商4)Vendor - 供应商5)Sourcing - 采购来源6)Inventory - 库存7)Stock - 库存8)Replenishment - 补货9)Order - 订单10)Supplier selection - 供应商选择11)Supplier negotiation - 供应商谈判12)Purchase order - 采购订单13)Bulk buying - 大宗采购14)Procurement process - 采购流程15)Vendor management - 供应商管理16)Supplier relationship management (SRM) - 供应商关系管理17)Lead time - 提前期18)Just-in-time (JIT) inventory - 定时库存19)Procurement cost - 采购成本20)Price negotiation - 价格谈判21)Product sourcing - 产品采购22)Supplier evaluation - 供应商评估23)Contract negotiation - 合同谈判24)Purchase requisition - 采购申请25)Vendor selection criteria - 供应商选择标准26)Quality control - 质量控制27)Price comparison - 价格比较28)Payment terms - 付款条件29)Procurement strategy - 采购策略30)Vendor performance tracking-供应商绩效跟踪2. 商品陈列(Product display)1)Display - 陈列2)Visual merchandising - 视觉营销3)Shelf - 货架4)Showcase - 陈列柜5)Window display - 橱窗展示6)Point of sale (POS) display - 销售点陈列7)Product placement - 产品摆放8)Retail layout - 零售布局9)End cap - 顶部陈列10)Cross-merchandising - 跨品类搭配陈列11)Floor plan - 店铺平面图12)Pop-up display - 弹出式陈列13)In-store signage - 店内标识14)Interactive display - 互动式陈列15)Merchandise rotation - 商品轮换16)Planogram - 陈列图17)Shelf talkers - 货架标签18)Product grouping - 产品分组19)Interactive kiosk - 互动式自助服务台20)Gondola display - 高低货架陈列21)Promotional display - 促销陈列22)Impulse buying - 冲动购买23)Signage - 标识牌24)Display fixture - 陈列架25)Product arrangement - 产品布置26)Branding - 品牌塑造27)Storefront design - 店面设计28)Digital signage - 数字标识29)Store layout optimization - 店铺布局优化30)Visual appeal - 视觉吸引力3. 产品定价(Pricing strategy)1)Pricing - 定价2)Price setting - 定价3)Cost-based pricing - 成本导向定价4)Value-based pricing - 价值导向定价5)Competitive pricing - 竞争定价6)Dynamic pricing - 动态定价7)Price elasticity - 价格弹性8)Price strategy - 价格策略9)Price optimization - 价格优化10)Price point - 价格点11)Markup - 涨价12)Markdown - 打折13)List price - 标价14)Discount - 折扣15)Retail price - 零售价16)Wholesale price - 批发价17)Loss leader pricing - 亏本促销定价18)Psychological pricing - 心理定价19)Premium pricing - 高端定价20)Promotional pricing - 促销定价21)Price discrimination - 价格歧视22)Anchor pricing - 锚定定价23)Bundle pricing - 捆绑定价24)Penetration pricing - 渗透定价25)Skimming pricing - 撇取定价26)Cost-plus pricing - 成本加成定价27)Predatory pricing - 掠夺定价28)Resale price maintenance - 零售价格维持29)Channel pricing - 渠道定价30)Elasticity of demand - 需求弹性B. 库存管理1. 库存盘点(Inventory audit)1)Inventory - 库存2)Stocktaking - 盘点3)Inventory management - 库存管理4)Stock count - 库存计数5)Physical inventory - 实物库存6)Inventory control - 库存控制7)Reconciliation - 调账8)Cycle counting - 循环盘点9)Inventory audit - 库存审计10)Inventory valuation - 库存估值11)Stock reconciliation - 库存调整12)FIFO (First In, First Out) - 先进先出13)LIFO (Last In, First Out) - 后进先出14)Dead stock - 死库存15)Shrinkage - 库存损耗16)Stock turnover - 库存周转率17)Safety stock - 安全库存18)Stock adjustment - 库存调整19)Stockout - 缺货20)Stock replenishment - 库存补货21)Backorder - 订货22)Out-of-stock - 脱销23)Inventory shrinkage - 库存缩水24)Stock keeping unit (SKU) - 库存单位25)Inventory turnover ratio - 库存周转率26)Serialized inventory - 序列化库存27)Stockout cost - 缺货成本28)Dead stock - 废弃库存29)Just-in-time (JIT) inventory - 准时库存30)Stock ledger - 库存分类账2. 库存管理系统(Inventory management system)1)Inventory management system - 库存管理系统2)Point of Sale (POS) system - 销售点系统3)Inventory tracking - 库存跟踪4)Warehouse management system (WMS) - 仓储管理系统5)Stock control system - 库存控制系统6)Inventory software - 库存软件7)Barcode system - 条形码系统8)RFID (Radio Frequency Identification) system - 射频识别系统9)Order management system - 订单管理系统10)Reorder point - 重新订货点11)Purchase order - 采购订单12)Stock level - 库存水平13)Inventory forecasting - 库存预测14)Inventory optimization - 库存优化15)Inventory replenishment - 库存补货16)Stock rotation - 库存轮换17)Batch tracking - 批次跟踪18)Stock allocation - 库存分配19)Inventory reporting - 库存报告20)Inventory visibility - 库存可见性21)Inventory analysis - 库存分析22)Inventory adjustment - 库存调整23)Stock control measures - 库存控制措施24)Stock reconciliation - 库存调账25)Inventory accuracy - 库存准确性26)Stock visibility - 库存可视性27)Inventory tracking software - 库存跟踪软件28)Inventory turnover - 库存周转29)Inventory forecasting - 库存预测30)Inventory audit trail - 库存审计跟踪3. 供应链管理(Supply chain management)1)Supply chain management (SCM) - 供应链管理2)Supplier - 供应商3)Vendor - 供应商4)Logistics - 物流5)Distribution - 分销6)Procurement - 采购7)Supply chain - 供应链8)Inventory - 库存9)Demand forecasting - 需求预测10)Lead time - 提前期11)Just-in-time (JIT) - 准时制12)Production planning - 生产计划13)Transportation - 运输14)Warehousing - 仓储15)Inventory control - 库存控制16)Order fulfillment - 订单执行17)Sourcing - 采购来源18)Freight forwarding - 货运代理19)Reverse logistics - 逆向物流20)Supply chain visibility - 供应链可见性21)Supplier relationship management (SRM) - 供应商关系管理22)Demand planning - 需求计划23)Inventory optimization - 库存优化24)Cross-docking - 转运中心25)Supply chain integration - 供应链整合26)Strategic sourcing - 战略采购27)Inbound logistics - 入库物流28)Outbound logistics - 出库物流29)Freight management - 货物管理30)Distribution network - 分销网络III. 服务和客户关系A. 客户服务1. 售后服务(After-sales service)1)After-sales service - 售后服务2)Customer support - 客户支持3)Warranty service - 保修服务4)Returns and exchanges - 退换货5)Repair service - 维修服务6)Technical support - 技术支持7)Service center - 售后服务中心8)Customer satisfaction - 客户满意度9)Return policy - 退货政策10)Complaint handling - 投诉处理11)Product support - 产品支持12)Replacement service - 更换服务13)Refund process - 退款流程14)Trouble shooting - 故障排除15)Extended warranty - 延长保修16)Spare parts availability - 备件供应17)Service agreement - 服务协议18)Recall service - 召回服务19)Online support - 线上支持20)Field service - 现场服务21)Repair center - 维修中心22)Service request - 服务请求23)Return authorization - 退货授权24)Service level agreement (SLA) - 服务水平协议25)Product recall - 产品召回26)Customer care - 客户关怀27)Complaint resolution - 投诉解决28)Warranty claim - 保修索赔29)Service hotline - 服务热线30)Customer feedback - 客户反馈2. 投诉处理(Complaint handling)1)Complaint - 投诉2)Customer complaint - 客户投诉3)Grievance - 不满4)Dispute - 纠纷5)Feedback - 反馈6)Resolution - 解决方案7)Compensation - 补偿8)Redress - 补救9)Resolution process - 解决流程10)Complaint handling - 投诉处理11)Customer service - 客户服务12)Escalation - 升级处理13)Investigation - 调查14)Apology - 道歉15)Refund - 退款16)Exchange - 换货17)Compensation policy - 补偿政策18)Service recovery - 服务恢复19)Mediation - 调解20)Ombudsman - 申诉专员21)Customer satisfaction - 客户满意度22)Quality assurance - 质量保证23)Root cause analysis - 根本原因分析24)Incident report - 事件报告25)Service standards - 服务标准26)Performance metrics - 绩效指标27)Service recovery process - 服务恢复流程28)Complaint tracking - 投诉跟踪29)Customer retention - 客户保留30)Continuous improvement - 持续改进B. 客户关系管理1. 客户数据管理(Customer data management)1)Customer data - 客户数据2)Data management - 数据管理3)Customer relationship management (CRM) - 客户关系管理4)Database - 数据库5)Data analytics - 数据分析6)Data mining - 数据挖掘7)Customer segmentation - 客户细分8)Data privacy - 数据隐私9)Data protection - 数据保护10)Data security - 数据安全11)Data cleansing - 数据清洗12)Data integration - 数据集成13)Data warehousing - 数据仓库14)Personalization - 个性化15)Customer profiling - 客户画像16)Data enrichment - 数据丰富化17)Data governance - 数据治理18)Master data management (MDM) - 主数据管理19)Customer engagement - 客户参与度20)Data-driven decision making - 数据驱动决策2. 客户反馈收集(Customer feedback collection)1)Feedback collection - 反馈收集2)Customer feedback - 客户反馈3)Feedback form - 反馈表格4)Feedback survey - 反馈调查5)Feedback mechanism - 反馈机制6)Feedback gathering - 反馈收集7)Feedback analysis - 反馈分析8)Feedback management - 反馈管理9)Feedback loop - 反馈循环10)Feedback channel - 反馈渠道11)Feedback process - 反馈流程12)Feedback tracking - 反馈跟踪13)Customer opinion - 客户意见14)Voice of the customer (VOC) - 客户之声15)Suggestion box - 建议箱16)Online reviews - 网上评论17)Testimonials - 证言18)Complaints register - 投诉登记册19)Net Promoter Score (NPS) - 净推荐值20)Customer satisfaction survey - 客户满意度调查3. 客户满意度调查(Customer satisfaction surveys)1)Customer satisfaction survey - 客户满意度调查2)Satisfaction rating - 满意度评级3)Customer feedback questionnaire - 客户反馈问卷4)Service evaluation - 服务评估5)Customer experience survey - 客户体验调查6)Feedback analysis - 反馈分析7)Survey response rate - 调查回应率8)Survey design - 调查设计9)Survey methodology - 调查方法论10)Survey administration - 调查执行11)Survey results - 调查结果12)Survey data analysis - 调查数据分析13)Satisfaction score - 满意度得分14)Likert scale - 李克特量表15)Open-ended questions - 开放式问题16)Closed-ended questions - 封闭式问题17)Sampling method - 抽样方法18)Response bias - 回应偏差19)Survey tool - 调查工具20)Follow-up survey - 后续调查IV. 技术和运营A. 技术应用1. 电子商务(E-commerce)1)E-commerce (Electronic Commerce) - 电子商务2)Online shopping - 网上购物3)E-tailer (Electronic Retailer) - 电子零售商4)Online marketplace - 网上市场5)Digital storefront - 数字商店6)Online payment - 网上支付7)Mobile commerce (M-commerce) - 移动商务8)E-commerce platform - 电子商务平台9)Online store - 网店10)Virtual shopping cart - 购物车11)Digital wallet - 数字钱包12)Online transaction - 网上交易13)Drops hipping - 代发货14)Affiliate marketing - 联盟营销15)Customer reviews - 客户评价16)Product recommendation - 产品推荐17)Online advertising - 网上广告18)Order fulfillment - 订单配送19)Customer support - 客户支持20)Return policy - 退货政策2. 实体店铺管理软件(Brick-and-mortar store management software)1)Point of Sale (POS) system - 销售点系统2)Inventory management software - 库存管理软件3)Retail management system - 零售管理系统4)Store operations software - 店铺运营软件5)Storefront management software - 店面管理软件6)Merchandising software - 商品管理软件7)Sales tracking software - 销售跟踪软件8)Customer relationship management (CRM) software - 客户关系管理软件9)Cash register software - 收银软件10)Retail analytics software - 零售分析软件11)Employee management software - 员工管理软件12)Order management system (OMS) - 订单管理系统13)Retail accounting software - 零售会计软件14)Loyalty program software - 忠诚度计划软件15)Mobile point of sale (mPOS) - 移动销售点16)Store scheduling software - 店铺排班软件17)Shelf management software - 货架管理软件18)Customer feedback management software - 客户反馈管理软件19)Price optimization software - 价格优化软件20)Loss prevention software - 防损软件3. POS系统(Point of Sale systems)1)Point of Sale (POS) system - 销售点系统2)Cash register - 收银机3)Barcode scanner - 条形码扫描器4)Receipt printer - 收据打印机5)Cash drawer - 收银抽屉6)POS terminal - 销售点终端7)Touchscreen monitor - 触摸屏显示器8)Payment terminal - 支付终端9)POS software - 销售点软件10)Inventory management - 库存管理11)Sales reporting - 销售报告12)Customer relationship management (CRM) - 客户关系管理13)Product catalog - 产品目录14)Discount management - 折扣管理15)Loyalty program integration - 忠诚度计划集成16)Return and exchange processing - 退换货处理17)Employee management - 员工管理18)Transaction history - 交易历史记录19)Offline mode - 离线模式20)Multi-store support - 多店支持B. 运营管理1. 店铺布局设计(Store layout design)1)Store layout - 店铺布局2)Floor plan - 平面图3)Aisle - 走道4)Shelf - 货架5)Display area - 展示区域6)Counter - 柜台7)Checkout counter - 收银台8)Entrance - 入口9)Exit - 出口10)Product placement - 产品摆放11)Visual merchandising - 视觉营销12)Fixture - 固定设备13)Signage - 标识14)Lighting design - 灯光设计15)Traffic flow - 人流流动16)Customer seating area - 客户休息区17)Fitting room - 试衣间18)Clearance section - 清仓区19)Interactive displays - 互动展示20)Storefront design - 店面设计2. 营业时间管理(Operating hours management)1)Business hours - 营业时间2)Opening hours - 开门时间3)Closing hours - 关门时间4)Operating hours - 运营时间5)Store hours - 店铺营业时间6)Regular hours - 正常营业时间7)Extended hours - 延长营业时间8)Holiday hours - 节假日营业时间9)Weekend hours - 周末营业时间10)Peak hours - 高峰时间11)Off-peak hours - 非高峰时间12)Flexible hours - 灵活营业时间13)Standard hours - 标准营业时间14)Business days - 营业日15)Non-business days - 非营业日16)Opening time - 开门时间17)Closing time - 关门时间18)Operating schedule - 运营时间表19)Service hours - 服务时间20)After-hours service - 夜间服务3. 人员培训和管理(Staff training and management)1)Staff training - 员工培训2)Employee development - 员工发展3)Training program - 培训计划4)Onboarding - 入职培训5)Orientation - 新员工介绍6)Skill development - 技能发展7)Performance management - 绩效管理8)Coaching - 辅导9)Mentoring - 导师制度10)Feedback - 反馈11)Performance appraisal - 绩效评估12)Goal setting - 目标设定13)Team building - 团队建设14)Leadership training - 领导力培训15)Conflict resolution - 冲突解决16)Time management - 时间管理17)Communication skills - 沟通技巧18)Cross-training - 跨部门培训19)Staff retention - 员工留任20)Human resources management - 人力资源管理V. 法律和财务A. 法律合规1. 退货政策(Return policy)1)Return policy - 退货政策2)Refund policy - 退款政策3)Exchange policy - 换货政策4)Return period - 退货期限5)Refund process - 退款流程6)Exchange process - 换货流程7)Return authorization - 退货授权8)Restocking fee - 重新上架费9)Return label - 退货标签10)Return shipping - 退货运费11)Original condition - 原品状态12)Proof of purchase - 购买凭证13)Store credit - 商店积分14)No-return policy - 无退货政策15)Limited return policy - 有限退货政策16)Full refund - 全额退款17)Partial refund - 部分退款18)Defective product return - 有瑕疵产品退货19)Non-refundable items - 不可退款商品20)Return merchandise authorization (RMA) - 退货商品授权2. 消费者权益保护(Consumer rights protection)1)Consumer rights - 消费者权利2)Consumer protection - 消费者保护3)Consumer advocacy - 消费者权益倡导4)Fair trading - 公平交易5)Consumer law - 消费者法律6)Product safety - 产品安全7)Warranty - 保修8)Guarantee - 保证9)Refund - 退款10)Exchange - 换货11)Compensation - 补偿12)Recall - 召回13)Misrepresentation - 不当陈述14)False advertising - 虚假广告15)Deceptive practices - 欺诈行为16)Price transparency - 价格透明度17)Right to information - 信息权18)Right to redress - 补救权19)Consumer education - 消费者教育20)Ombudsman - 消费者ombudsman（消费者权益保护机构）3. 劳工法规(Labor regulations)1)Labor laws - 劳工法律2)Employment regulations - 就业法规3)Minimum wage - 最低工资4)Overtime pay - 加班工资5)Working hours - 工作时间6)Break time - 休息时间7)Employment contract - 就业合同8)Employment rights - 就业权利9)Occupational health and safety - 职业健康与安全10)Workers' compensation - 工人赔偿11)Employee benefits - 员工福利12)Equal employment opportunity - 平等就业机会13)Workplace discrimination - 工作场所歧视14)Harassment policy - 骚扰政策15)Family and medical leave - 家庭及医疗假期16)Disability accommodations - 残疾人士适应17)Employment standards - 就业标准18)Union rights - 工会权利19)Termination procedure - 终止程序20)Workforce diversity - 工作人员多样性B. 财务管理1. 财务报表分析(Financial statement analysis)1)Financial statements - 财务报表2)Income statement - 损益表3)Balance sheet - 资产负债表4)Cash flow statement - 现金流量表5)Statement of retained earnings - 留存收益表6)Financial analysis - 财务分析7)Ratio analysis - 比率分析8)Liquidity ratios - 流动性比率9)Solvency ratios - 偿债能力比率10)Profitability ratios - 盈利能力比率11)Efficiency ratios - 效率比率12)Trend analysis - 趋势分析13)Vertical analysis - 纵向分析14)Horizontal analysis - 横向分析15)Common size analysis - 公司规模分析16)Gross profit margin - 毛利率17)Operating profit margin - 营业利润率18)Net profit margin - 净利润率19)Return on assets (ROA) - 资产回报率20)Return on equity (ROE) - 股东权益回报率2. 销售税(Sales tax)1)Sales tax - 销售税2)Value-added tax (VAT) - 增值税3)Goods and Services Tax (GST) - 商品和服务税4)Taxable sales - 应税销售额5)Tax exemption - 免税6)Tax rate - 税率7)Taxable goods - 应税商品8)Taxable services - 应税服务9)Tax jurisdiction - 税收管辖区10)Tax collection - 税收征集11)Tax compliance - 税收合规12)Tax filing - 税务申报13)Tax liability - 税务责任14)Tax deduction - 税务扣除15)Tax exemption certificate - 免税证明16)Taxable income - 应税收入17)Tax assessment - 税务评估18)Tax audit - 税务审计19)Tax refund - 税款退还20)Tax evasion - 逃税3. 成本控制和利润管理(Cost control and profit management)1)Cost control - 成本控制2)Cost reduction - 成本降低3)Cost management - 成本管理4)Cost-saving measures - 节约成本措施5)Cost analysis - 成本分析6)Cost of goods sold (COGS) - 销售成本7)Operating expenses - 经营费用8)Overhead costs - 间接费用9)Variable costs - 变动成本10)Fixed costs - 固定成本11)Break-even point - 盈亏平衡点12)Profit margin - 利润率13)Gross profit - 毛利润14)Net profit - 净利润15)Profitability analysis - 盈利能力分析16)Return on investment (ROI) - 投资回报率17)Return on sales (ROS) - 销售回报率18)Margin analysis - 利润率分析19)Inventory management - 库存管理20)Price optimization - 价格优化。
4A广告英语术语全解
4A广告英语术语全解态度attitude品牌兴趣brand interest品牌忠诚brand loyalty企业市场business markets影响中心centers of influence有意劝服路径central route to persuation认知cognition消费行为consumer behavior消费者决策过程consumer decision making p rocess消费者市场consumer markets文化culture现有顾客current customers详尽可能性模型Elaboration Likelihood Model环境因素environment选择评估evaluation of alternatives评估标准evaluative criteria参考组evoked set交换exchange政府市场government markets习惯habit需要层次hierachy of needs工业市场industrial markets信息性动机informational motives人际影响interpersonal influences 认知learning市场market卖主marketers营销marketing大脑档案mental files动机motivation需要needs被动生成动机negatively originated motives 非人员影响nonpersonal influences市场细分market segmentation营销组合marketing mix成熟期maturity stage全国性品牌national brand网络营销network marketing非人员传播nonpersonal communication人员型服务people-based service显性差异perceptible differences人员传播personal communication定位position价格因素price element初级需求primary demand首要需求趋势primary demand trend私家品牌private label产品概念product concept产品因素product element产品生命周期product life cycle消费心态细分psychographic segmentation消费心态psychographic宣传publicity拉pull拉式战略pull strategy购买时机purchase occasion推入push推式战略push strategy转销商reseller销售推广sales promotion选择性需求selective demand选择性分销selective distribution服务service特别事件special events标准工业分类代码Standard Industrial Classifi cation Codes目标市场target market目标营销过程target marketing process广告调查advertising research态度测试attitude tests中心场所测试central location tests混杂测试clutter tests直接提问法direct questioning试验法experimental method 小组讨论focus group正试调查formal research成见效应halo effect深度访问in-depth interview非正式/试调查informal research查询测试inquiry tests深度调查技术intensive techniques营销信息系统marketing information system, MIS营销调查marketing research市场markets媒介种类media class媒介调查media research媒介细分media subclass媒介单位media units媒介载体media vehicles产品merchandise讯息message动机motives非概率抽样nonprobability samples观察法observation method事后测试posttesting事前测试pretesting初级信息primary data投射法projective techniques定性调查qualitative research定量调查quantitative research随机概率抽样random probability samples全面服务公司fullservice advertising agency普通消费者广告公司general consumer agen cy全球性卖主global marketers集团式group system横向联合广告horizontal cooperative advertisi ng专属广告公司in-house agency奖励制incentive system独立制作社independent production house独立调查公司independent research compan y机构广告institutional advertising整合营销传播integrated marketing communic ations互联广告公司interactive agency国际广告公司international agency国际媒介international media国际化架构international structure地方性广告local advertising地方广告公司local agency维持期maintenance stage经营总监management supervisors差价markup媒介购买公司media-buying service媒介代理费media commission 跨国公司multinational corporations全国性广告主national advertiser全国性广告公司national agency户外广告outdoor advertising关系预备期prerelationship stage印刷媒介print media产品广告product advertising区域性广告主regional advertiser区域性广告公司regional agency常规价格广告regular.price-line advertising截留费制retainer system减价广告sale advertising销售推广部sales promotion department专利patent隐私权privacy rights夸大puffery社会责任social responsibility潜意识广告subliminal advertising证据substantiation证实testimonials商标trademark不正当广告unfair advertising美国专利与商标署U.S.Patent and Trademark Office行为广告action advertising实际消费者actual consumer农业广告agricultural advertising自传式讯息autobiographical message知晓广告awareness advertising品牌术branding工商广告business advertising企业对企业广告business-to-business advertis ing渠道channel辅助材料collateral materials消费者广告consumer advertising消费者consumer译码decode直接反应广告direct-response advertising戏剧式讯息drama message编码encode农场广告farm advertising反馈feedback全球性广告global advertising观点ideas形象广告image advertising预定消费者implied consumer倡导广告advocacy advertising伏击式营销ambush marketing视听材料audiovisual materials公告牌bulleting boards社会参与community involvement 企业广告corporate advertising企业识别广告corporate identity advertising 危机管理crisis management娱乐entertainment展品exhibits特写feature articles内部通报house organ以货代款in kind机构广告institutional advertising游说lobbying前期市场企业广告market prep corporate adv ertising营销公关marketing public relation暴露值exposure value市场、资金、媒介、组合、方法Ms起伏式flighting schedule频次frequency总印象gross impressions毛评点gross rating points市场markets组合mechanics媒介media媒介策划media planning媒介载体media vehicles讯息力度message weight方法methodology组合媒介法mixed-media approach资金money驱动值motivation value看见机会opportunity to see脉冲式pulsing schedule视听率rating到达率reach每册读者数readers per copy近期策划recency planning路障式roadblocking外溢媒介spillover media增效效应synergy电视户television households舆论领袖opinion leader集团买主organizational buyers感知perception感知过滤perceptual screens无意劝服路径periphial route to persuasion 个人过程personal processes劝服persuasion生理过滤physiological screens主动生成动机positively originated motives 购后失调学说postpurchase dissonance购后评估postpurchase evaluation潜在顾客prospective customers 心理过滤psychological screens参照人群reference groups经销商市场reseller markets选择性感知selective perception自我意识self-concept社会阶层social classes刺激stimulus亚文化subculture认知失调学说theory of cognitive dissonance 转换性动机transformational motives国际市场transnational markets效用utility欲望wants地理人口细分geodemographic segmentation 地理细分geographic segmentation成长期growth stage隐性差异hidden differenees独立品牌individual brand诱导性差异induced differences密集分销intensive distribution引入期introductory phase特许品牌licensed brand电话营销telemarketing使用率usage rates用户身份user status垂直营销体系vertical marketing system用量细分volume segmentation广告讯息advertising message广告计划advertising plan广告战略advertising strategy自下而上式营销bottom-up marketing传播媒介communiciations media企业目标corporate objectives创意组合creative mix试验调查法empirical research method整合营销传播integrated marketing communic ation顾客终身价值lifetime customer value营销目标marketing objectives营销计划marketing plan营销战略marketing strategy需求一满足式目标need-satisfying objectives 目标/任务法objective/task method销售百分比法percentage-of -sales method 产品概念product concept关系营销relationship marketing销售定向式目标sales-target objectives市场份额法/广告份额法share-of-market/share -of-voice method形势分析situation analysis利益相关者stakeholderSWOT分析（优势、弱势、机遇与威胁）stren gth/weakness/opportunity/threat analysis 战术tacics目标受众target-audience自上而下式营销top-down marketing回忆测试recall tests信度reliability销售测试sales tests样本sample样本单位sample units二级信息secondary data全面调查survey试验市场test market通用产品代码universal product code母体universe效度validity广告代理公司advertising agency艺术指导art directors美术工作室art studios全国性广告主协会ANA品牌经理brand manager企业对企业广告公司business-to-business ag ency集中式广告部centralized advertising departm ent分类广告classified advertising清仓广告clearance advertising联合广告cooperative advertising文案copy文案人员copywriter创意工作室creative boutique创意总监creative director分散式体制decentralized system部门式departmental system发展期development stage数字互联媒介digital interactive media直邮广告direct-mail advertising电子媒介electronic media手续费——代理费混合制fee-commission com bination推测性提案speculative presentation直接费制straight-fee system下游公司supplier终结期termination stage交通广告transit advertising纵向联合广告vertical cooperative advertising 网络设计社Web design house明确表示affirmative disclosure美国广告联盟AAF美国广告公司协会AAAA全国性广告主协会ANA商业促进局BBB停止/中止令cease-and-desist order比较广告comparative advertising服罪判决书consent decree 消费者保护团体consumer advocate消费者信息网络consumer information networ ks消费者保护主义consumerism版权copyright更正广告corrective advertising欺骗性广告deceptive advertising推荐endorsements道德广告ethical advertising联邦通讯委员会FCC联邦贸易委员会FTC食品与药品管理局FDA知识产权intellectual property长期宏观论long-term macro arguments全国广告处NAD国家广告审查局NARB国家广告审查委员会NARC非产品事实nonproduct facts营养标识与教育法Nutritional Labeling and E ducation Act工业时期industrial age工业化时期industrializing age国际广告international advertising地方性广告local advertising营销传播marketing communications营销公关marketing PR媒介medium讯息message叙述式讯息narrative message全国性广告national advertising噪音noise非商业广告noncommercial advertising非产品广告nonproduct advertising人员销售personal selling后工业时期postindustrial age前工业化时期preindustrial age产品广告product advertising专业广告professional advertising公共关系public relations公共关系活动public relations activities公共关系广告public relations advertising 受众receiver区域性广告regional advertising常规价格广告regular price-line advertising 零售广告retail advertising销售推广sales promotion信源source广告主/出资人sponsor资助性消费者sponsorial consumers目标受众target audience目标市场target market贸易广告trade advertising 社论式广告advertorial广告英语术语——销售用语广告津贴advertising allowance回购津贴buyback allowance目录catalog减价促销cents-off promotion套装赠送combination offer公司大会与经销商聚会company conventions & dealer meetings消费者销售推广consumer sales promotion竞赛contest联合广告cooperative/co-op advertising优惠券coupons顾客终身价值customer lifetime value数据进入data access数据管理data management数据库database数据库营销database marketing直接营销direct marketing直接反应广告direct-response advertising直接销售战略direct-sales strategy直接销售direct selling陈列津贴display allowance易地销售diverting电子优惠券electronic coupons提前购买forward buying广告插页free-standing inserts游戏game店内样品试用in-store sampling联络媒介linkage media人员销售personal selling售点材料point-of-purchase materials 什锦袋装样品polybagging 奖品premiums拉式战略pull strategy推销奖金push money/spiffs 推式战略push strategy原文已完。
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煮碗销ห้องสมุดไป่ตู้四神汤
煮碗销售四神汤——要把煮销售四神汤当成自己的一种 煮碗销售四神汤——要把煮销售四神汤当成自己的一种 习惯。 习惯。 那什么叫销售四神汤？就指腰软、嘴甜、脸笑和手脚快。 私房话： 腰软──面子不等于尊严。 腰软──面子不等于尊严。 嘴甜──同样的意思由不同的人表达出来效果是不一样 嘴甜──同样的意思由不同的人表达出来效果是不一样 的。 脸笑──微笑虽然是全人类共同的语言，但是也要记得， 脸笑──微笑虽然是全人类共同的语言，但是也要记得， 并不是所有的场合都适合微笑。 手脚快──往往一分钟就可以决定战斗的胜负。 手脚快──往往一分钟就可以决定战斗的胜负。
心中一把刀，砍掉消极情绪树
心中一把刀，砍掉消极情绪树——自我诊 心中一把刀，砍掉消极情绪树——自我诊 断，保持积极的心态。 作为一名销售员，在遇到挫折的时候要自 我反省，首先要用心中的这把到砍掉心中 那棵消极树。 私房话：消极的人说“ 私房话：消极的人说“牛牵到哪里都是 牛”，为什么会有牛魔王呢？
一个优秀销售人员应该具有心态
要抱着选择的心态来面对你的客户； 我们要时刻抱有想做一等销售员的心态（上进心）； 抱着分享的态度面对客户； 要时刻抱着求知求学的心态（上进心）； 要时刻保持谦虚的心态； 要把煮销售四神汤当成自己的习惯——腰软、嘴甜、脸笑和手 要把煮销售四神汤当成自己的习惯——腰软、嘴甜、脸笑和手 脚快； 自我诊断，保持积极的心态； 每个销售员都要有对业绩的 “企图心”； 企图心” 抱着真、善、美的态度来面对客户； 从今天开始，我就是钻石的心态； 要保持从容的心态； 记住，集体利益永远大于个人利益。
夸大目标等于自找难堪
夸大目标等于自找难堪——要时刻保持谦 夸大目标等于自找难堪——要时刻保持谦 虚的心态。 私房话：很多人不知道怎么设定目标，担 心目标设的太大，根本无法实现，又担心 目标设的太小，一下子就完成了而失去动 力
检查目标
检查自己的目标是否设的得当： 检查自己的目标是否设的得当： 一、设定目标时有没有运用计算的方式来设定，要考虑周全，最好是比自 己平日可完成的业绩指标再高一点； 二、所设的目标够不够清楚，目标不要太多，三心二意反而什么都得不到； 三、这个目标会不会让你兴奋，有一股冲劲，如果没有，那就再重新设定 一个目标； 四、在设定目标时是否真心真意？还是心口诌？ 五、身为管理人员，设定目标时要以身作则，带领大家； 六、在实现个人目标时，也要与团队不断地相互支持、鼓励； 七、设定目标后一定要坚持到底； 八、时间表，设定目标时，要给自己设定一个完成目标的时间； 九、共同价值观：与你的同事、伙伴拥有共同的价值观，彼此支持、相照 应、达成共识； 十、团队合作，通过团队的力量，大家共同完成任务！
第四、五等，建议您尽快离开现有工作岗位， 第四、五等，建议您尽快离开现有工作岗位，不要浪费自 己与公司的资源；如果你是第三等， 己与公司的资源；如果你是第三等，请尽快努力成为第二 甚至第一等人。 甚至第一等人。
销售绝对不是拜托客户的工作
销售绝对不是拜托客户的工作——抱着分享的态度面对 销售绝对不是拜托客户的工作——抱着分享的态度面对 客户。如果完全是为了销售产品而进行销售工作的人从 根本上来讲不是一个称职的销售员。很多人一听到“ 根本上来讲不是一个称职的销售员。很多人一听到“销 售”两个字，脑海中立刻浮现出对客户一味地奉承、卑 躬屈膝的样子，认为这是一种求人、拜托别人的工作。 那我告诉你，你错了，而且大错特错，我们要坚信这样 一个理念，同时也要灌输你的客人这样一个理念，那就 是我不是为了销售而销售，而是要把好的产品与你分享， 我是给你带来好的东西的，。 私房话：当你抱着分享的 态度面对客户的时候，那你要多转换几个角度来思考问 题。
做业务，不能有满足的一天
做业务，不能有满足的一天——每个销售 做业务，不能有满足的一天——每个销售 员都要有 “企图心”。这里所指的“企图 企图心”。这里所指的“ 心”是指对业绩目标的企图心。 私房话：销售员的企图心是靠“ 私房话：销售员的企图心是靠“养、乐、 多”来实现的，所谓“养”是指养精蓄锐 来实现的，所谓“ （如多学习、积累经验等）；“ （如多学习、积累经验等）；“乐”指要 在工作中体验到乐趣；“ 在工作中体验到乐趣；“多”是指活动多、 拜访多。
作为一名销售人员，尤其是在销售工 作当中，我们都应该具有那些心态才 能够使得我们的工作进展的更加顺利， 销售业绩越来越好，能够让我们在工 作当中不断的体验到乐趣与成功呢？
你选择了什么
你选择了什么——要抱着选择的心态来面 你选择了什么——要抱着选择的心态来面 对你的客户。有些时候，选择往往比努力 更加重要！私房话：在选择客户的时候， 首先是要有客户基础才能选择，然后不妨 评估看看，你所选择的客户的购买能力有 多大；是否有可培养价值和发展潜力；要 从多方面去评估。
当个人利益与集体利益发生冲突 怎么办 ？
当个人利益与集体利益发生冲突怎么办——记住，集体 当个人利益与集体利益发生冲突怎么办——记住，集体 利益永远大于个人利益。 作为一名销售员，虽然有个人业绩要求，但是，你不可 能是一个单体，你是集体中的一分子，没有了这个集体 也就没有你的存在，只有集体的整体利益上去了，个人 利益才会增长。所以，任何人都要以大局为重。所以， 当你的利益与集体利益发生冲突的时候，集体利益永远 大于个人利益。 私房话：1+1+1=3，你+ 私房话：1+1+1=3，你+我+他=集体，我们任何一个 人都是集体中的一分子，所以从最简单也最直观的数字 的角度来看，集体永远大于个人！
你是石头、黄金，还是钻石
你是石头、黄金，还是钻石——要抱着这 你是石头、黄金，还是钻石——要抱着这 样一种心态，从今天开始，你就是钻石。 私房话：给自己定好位，自信地告诉自己： 我就是钻石！
当客户对你或你的产品产生质疑
当客户对你或你的产品产生质疑——要以从容的 当客户对你或你的产品产生质疑——要以从容的 心态去面对。 以从容的心态去面对，当我们以这种方式和心态 去面对的时候，一定要记住：一定要面带微笑， 并真诚地看着客户。不管客户再怎么批评、质疑 或者发脾气，我们都要从容地面对，当客户不在 说出批评或质疑的话语的时候，我们就从容地说 出自己想说的话了，跟客人解释清楚。 私房话：要能够完全保持从容的心态是一个很高 的境界，如果你暂时做不到，就要学会如何去化 解压力。
丰富的知识 成就一个出色的销售员
丰富的知识可以成就一个出色的销售员——要时刻抱着求 丰富的知识可以成就一个出色的销售员——要时刻抱着求 知求学的心态。我们会面对不同的人，会接触到形形色色 的客人，每个人他的喜好是不一样的，在沟通交流的过程 当中所谈到的话题与内容也是不一样的，这就要求我们时 刻保持的好学的心态，才能够掌握丰富的知识，不单单指 酒店方面的专业知识，谈到更多的是其它各方面的知识， 例如：政治、经济、体育、娱乐等等等等。这样才能够与 客人找到共同的话题。反之，如果在与客人的交流当中， 客人谈到的一些东西你都不懂，那怎么能够与客人有共同 的语言，怎么能够让客人接受你，客人都不接受你还怎么 接受你的产品呢？ 私房话：坚信这句话——活到老，学到老。 私房话：坚信这句话——活到老，学到老。
销售人员所须的心态
态度凌驾一切，细节决定成败 市场营销部：霍铖
态度凌驾一切
态度凌驾一切，细节决定成败。 态度凌驾一切，细节决定成败。 态度明确，会指引我们前进的方向。一位哲学大师曾经说 态度明确，会指引我们前进的方向。一位哲学大师曾经说 过：“生命本身是一张空白的画布，随便你在上面怎么画； 过：“生命本身是一张空白的画布，随便你在上面怎么画； 你可以将积极、乐观与成功画上去，也可以将颓废、退缩 你可以将积极、乐观与成功画上去，也可以将颓废、退缩 与失败画上去。” 与失败画上去。” 其实，失败并非必然的结果，成功亦非遥不可及，全看你 用什么心态去面对，去涂画自己的生活和工作. 用什么心态去面对，去涂画自己的生活和工作. 作为一名销售人员，我们就更要将销售工作融入到我们的 生活当中，而且要甘心情愿地付出，用我们的心去感受一 些生活与工作给我们带来的东西，这样我们的销售工作才 能够进展的更好，才能在销售工作中体验到乐趣与成功。
对待你的客户 --对待你的老祖母一样 --对待你的老祖母一样
对待你的客户要想对待你的老祖母一样——抱着真、善、 对待你的客户要想对待你的老祖母一样——抱着真、善、 美的态度来面对客户，就能发现客户的可爱。 真”指的是个性要天真——无论说什么话，都以“怎么 指的是个性要天真——无论说什么话，都以“ 做对客户最好” 做对客户最好”为前提，让客户知道你不是为了他口袋 里的钱而来； “善”指的是心地善良，说话的语气和善——无论客户 指的是心地善良，说话的语气和善——无论客户 说什么，都要以同理心来回应，这么一来，说话的语气 才能够更加和善，谈话的气氛才会更好。 “美”指的是言谈举止要得体，包括表情——良好的肢 指的是言谈举止要得体，包括表情——良好的肢 体语言往往会起到意想不到的效果。 私房话：对待你的客户要想对待你的老祖母一样去关心 他、爱护他，久而久之，你的一些客户也会向你的老祖 母一样对待你，你才会拥有一批忠诚的客户。
当别人带着我走的时候，是我学习的过程； 当我带着别人走的时候，我的心里有一种 成就感，同时更是我成长的过程。
你想做第几等销售员
你想做第几等销售员——销售员有五种，每一名销售员都要思考自己 你想做第几等销售员——销售员有五种，每一名销售员都要思考自己 要当第几等销售员 我们要时刻抱有想做一等销售员的心态。 第一等销售员是能够创造机会的销售员——不必眼见为实，相信能成 第一等销售员是能够创造机会的销售员——不必眼见为实，相信能成 功就去做； 第二等销售员是能够把握机会的销售员——看到有人成功，眼见为实 第二等销售员是能够把握机会的销售员——看到有人成功，眼见为实 才去做； 第三等销售员是等待机会的销售员——知道这么做会成功，却希望等 第三等销售员是等待机会的销售员——知道这么做会成功，却希望等 待更好的机会； 第四等销售员是失去机会的销售员——明明看到有很多人成功，却仍 第四等销售员是失去机会的销售员——明明看到有很多人成功，却仍 然不为所动，自己苦守在井底； 第五等销售员是根本没有机会的销售员——这种人主观意识很强。 第五等销售员是根本没有机会的销售员——这种人主观意识很强。