付遙，實戰派銷售專家，歷任IBM銷售專員、戴爾銷售經理、培訓經理。北京時代光華教育發展有限公司特聘高級培訓師，北京倍騰企業顧問有限公司資深顧問師。曾任戴爾計算機公司北方區行業銷售經理，北方區銷售經理，獲得亞太地區Direct To Top 和中國香港區優秀主管獎勵。曾任IBM中國公司銷售專員，獲得IBM中國公司Hundred Percent Club獎勵。
□為什么要學習本課程
同樣的工作態度，同樣的銷售技能，為什么取得的業績不同？是因為策略，贏得客戶才是取得定單的前提。了解影響客戶采購的要素，并采取相應策略來逐一破解，你就會找到答案。本課程講述的就是如何做足客戶的“文章”，利用以客戶為導向的營銷策略實現成功銷售。同時，曾作為創造了全球銷售量第一的銷售團隊的代表，付遙老師還將傳授給學員成功銷售的秘密招術--八種武器。
□本課程學習目標
☆ 掌握大客戶分析方法
☆ 了解銷售類型的分析
☆ 掌握成功銷售的八種武器
☆ 掌握面對面銷售技巧
☆ 掌握銷售呈現技巧
☆ 掌握談判技巧
□誰需要學習本課程
☆ 各類銷售人員
☆ 銷售主管
☆ 銷售經理
☆ 營銷總監
□內容提要
第一講 以客戶為導向的營銷策略
第二講 大客戶分析
第三講 挖掘需求與介紹宣傳
第四講 建立互信與超越期望
第五講 客戶采購的六大步驟
第六講 針對采購流程的六步銷售法
第七講 銷售類型的分析
第八講 成功銷售的八種武器（上）
第九講 成功銷售的八種武器（中）
第十講 成功銷售的八種武器（下）
第十一講 認清產生業績的因素
第十二講 面對面的銷售活動
第十三講 銷售呈現技巧
第十四講 談判技巧
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[/emule]
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