Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Salesperson,Page,*,The Salesperson,销售人员,基本技能,The Salesperson销售人员基本技能,Basic Sales Skills,基本销售技能,Discussion:,What are the basic personal skills of a salesperson?,讨论：,销售人员应该具备什么样的个人基本技能？,Salesperson,Page 1,Basic Sales Skills 基本销售技能Discu,Basic Personal Tasks and Skills,销售人员的个人基本任务和技能,Responsibility for self management,自我管理的,责任,In-depth product knowledge,对产品有深入的认识,Ability to handle questions,处理问题,的能力,Ability to feel customers real needs,能了解客户的真正,需要,Ability to give presentations,作,演示,介绍的能力,Ability to handle complaints,处理投诉,的能力,Hand out literature,samples etc.,分发有关的资料、样品等,Knowing price structures,了解,货品的价格结构,Salesperson,Page 1,Basic Personal Tasks and Skill,Needs of the Salesperson,销售人员的需要,Discussion:,What external tools does a salesperson need to do their job successfully?,讨论：,销售人员需要什么样的外部工具来成功地完成他们的工具？,Discussion:,What is the most valuable external tool to the successful salesperson?,讨论：,对于销售人员来说，什么样的外部工具是最有价值的？,Salesperson,Page 1,Needs of the Salesperson 销售人员,How to find information on the actual or potential customer?,如何寻找现有或潜在客户的信息,？,Most Important Tool,最重要的工具,Information!,Salesperson,Page 1,How to find information on the,“,GENERAL SOURCES OF INFORMATION”,信息的一般来源,-,annual reports,年度报告,-,stock market reports,股票市场报告,press(financial,technical,local),新闻刊物,（,财经、技术和本地,）,-,reports by trade associations,贸易组织的报告,-,government publications,政府,出版物,-,retailers/wholesalers,零售,批发商,Where,何处,What,什么,-,new,old,withdrawn products,新的、旧的和已停产的产品,-,levels of satisfaction,满意程度,-,sales efforts in general,一般的销售方式,-,packaging,产品,包装,-,pricing,价格体系,-,branding,品牌,形象,-,ownership,经营权,Salesperson,Page 1,“GENERAL SOURCES OF INFORMATIO,Sources of Information The Press,信息的来源-新闻刊物,In the press,Your own customer data base,Advertisement and articles about your customer in the press(for example:ownership,ownership changes,alliances,new product ranges,new equipment,new managers,etc.),在新闻刊物中,你拥有实际的客户数据库,新闻刊物中有关客户的广告文章（例如：所有权、所有权转移、联盟、新产品、新设备和新管理人员等）,Salesperson,Page 1,Sources of Information The P,Use the Internet,the website of the customer,the customer is looking for new personnel,The customer has new products,The customer has a new manufacturing site,A new address,利用,因特网,可以,浏览客户的网站,了解客户是否,在招聘新的员工,了解客户是否有新,产品,知道客户是否有新建,厂房,知道客户的新地址,Sources of Information The Internet,信息的来源-因特网,Salesperson,Page 1,Use the Internet the website,INFORMATION SOURCING ON COMPETITORS,竞争对手的信息,WHO THEY ARE,他们是谁,Which companies,哪一家公司,Where located,公司在哪里,What products,有什么产品,What services,有什么服务,Who are their customers,有哪些客户,What is channel,有哪些销售渠道,WHAT IS THEIR,STRATEGY,他们的策略,Aimed segment,目标客户群,Communication ways,沟通方式,Leaders or followers,领先还是随后,What,you,should find out,你,应该找出,Competitor Information,竞争对手的信息,WHAT ARE THEIR,STRENGTHS AND,WEAKNESSES,他们的强项和弱点,Innovation power,创新能力,Sourcing/Substitutes,资源,/,替代品,WHAT IS THEIR,MARKET BEHAVIOUR,他们的市场行为如何,Keeping out of price war,不打价格战,Aggressive,进取,Salesperson,Page 1,INFORMATION SOURCING ON COMPET,-,Key producers,主要生产商,capacity,生产能力,production,生产情况,exports,出口,imports,进口,prices(bottom prices),价格,(,底价,),product mix,产品组合,plans of growth,增长计划,problems,难题,INFORMATION SOURCING ON COMPETITORS,竞争对手的信息,SOURCES:Press(Newspapers,Technical Literature,Internet,Stock-reports,),资料来源：新闻刊物,(,报纸、技术刊物、因特网、股票报告,),Competitor Information,竞争对手的信息,Salesperson,Page 1,-Key producers 主要生产商INFORMATI,Workshop,分组讨论会,List the Information You Need to be Able to do Your Job(,随带一份工作所需的明细表,),Information about the market in which you sell,Information about your customers,Information about your competitors,Information about your company,List Where You Can Get The Information,(,列出可以获得所需信息的地方,),Salesperson,Page 1,Workshop 分组讨论会List the Informa,WHAT IS MARKETING?,什么是市场营销,？,Salesperson,Page 1,WHAT IS MARKETING