Section 1 Job Description of Sales Staff /3

I. Daily Work Contents /4

Two. Weekly work items /5

Three. Monthly work content /6

Section 2 Job Requirements of Salesmen /8

I. Knowledge requirements /8

Second, the mentality requirements /9

Three. Capacity requirements/1 1

Inquiry thinking/13

Chapter II Etiquette Training for Sales Staff

Section 1 gfd Etiquette/17

I. Basic guidelines/17

Second, the main points of gfd/17

Third, men's clothing decoration/18

Fourth, women's dress decoration/19

Section 2 Terms of Service and Etiquette /20

First, pay attention to emotional influence /20

Second, respect customers /20

Three. Use civilized language /22

Four, good at using body language /23

V. Telephone Etiquette /24

The third quarter behavior etiquette /25

I. Standing posture /25

Second, sitting posture /26

Three. Walking posture /27

Four, squatting posture /28

Verb (abbreviation of verb) related activities /28

Inquiry thinking /3 1

Chapter III Tourist Source Development of Salesmen

Section 1 Customer Development Mode /35

I. Utilization of Company Resources /35

Two. Utilization of personal resources /36

Three. Utilization of external resources /39

In the second quarter, choose the right sales target /40

First, select the sales target /40.

Two. Assess target audience /42

Exploring and thinking /46

Chapter IV Making Good Sales Preparations

The first section to make a sales plan /49

I. Planning Principles /49

Two. Planning points /50

Three. Planning method /5 1

Fourth, choose your own products /52

Section 2 Understanding Product Knowledge /54

I. Basic knowledge of products /55

Second, product-related knowledge /56

Three. Focus of product attraction /59

Four. Product sales focus /6 1

Verb (abbreviation of verb) Other knowledge /62

Section 3 Preparing Sales Tools /62

I. Types of sales tools /62

Second, the choice of sales tools /63

Three. Production of sales tools /63

Four. Application of auxiliary materials /66

The fourth quarter to master psychological tactics /67

I. Understanding the types of consumer psychology /67

Second, grasp the method of consumer psychology /69

Third, psychological and tactical use /70

Inquiry thinking /7 1

Chapter V Basic Sales Skills

Section 1 Communication Skills /75

First, design communication methods according to customer background /75

Second, the language of communication with customers /78

Three. Attitude when communicating with customers /82

Fourth, make full use of communication tools /84

Section 2 Business Negotiation Skills /88

I. Preparation for negotiations /88

Second, business negotiation skills /90

Third, the art of commercial quotation /92

Section 3 Product Description Display /94

I. Product Description /94

Second, the product demonstration/10 1

Section 4 Official Document Writing Skills/104

I contract writing/104

Two. Compilation of the report/105

Three. Writing business letters/108

Four. Compilation of product manual/1 1 1

Verb (abbreviation of verb) Writing annual report/1 12

Writing an intransitive verb proposal/1 12

Inquiry thinking/1 18

Chapter VI Sales Necessary Skills

Section 1 Customer Visiting Skills/12 1

First, make preparations before the visit/12 1

Second, telephone reservation/125

Iii. Skills you should master when visiting customers/126

Iv. Taboos to Pay Attention to when Visiting Customers/13 1

Section 2 Product Sales Skills/133

I. Relieving customers' resistance/133

Second, read the customer's expressions and actions/134

Third, product demonstration skills/135

Four, clever use of the rule of suggestion/136

Verb (abbreviation of verb) captures the transaction signal of customer/138.

Intransitive verbs reach a trading intention with customers/139

Make the best use of parties to promote sales/14 1.

Section 3 Objection Handling Skills/142

I. Types of customer objections/142

Second, correctly handle customer objections/144

Three. Principles for handling customer objections/144

Four. Methods of handling customer objections/145

Verb (abbreviation of verb) skills in handling customer objections/149

The fourth quarter refused to deal with skills/153

I. Always be prepared for rejection/153

Second, analyze the reasons for rejection/154

Three. Types of refusal and coping skills/155

Section 5 Trading Facilitation Skills/159

I. Obstacles to Trading/159

Two. Standards for facilitating transactions/159

Iii. Language skills in facilitating transactions/160

Four. Key points of facilitating the transaction/16 1

Section 6 Successful Collection Skills/162

I. Psychological Preparation/162

Second, the usual attitude/163

Third, contact skills/163

Four. Notes on Collection Confirmation/163

Verb (abbreviation of verb) Handling matters after collection/164

Six, grasp the customer's payment psychology/164

Seven. Matters needing attention in dunning/165

Eight. Countermeasures for abnormal situations/165

Inquiry thinking/167

Chapter VII Maintenance of Customer Relationship

Section 1 Completion of after-sales service/17 1

I. Maintenance of product reputation/17 1

Second, the product return operation/172

Three. Handle complaints correctly/173

Fourth, pay attention to feedback/176

Section 2 Keep in touch with customers/179

I. Opportunities to contact customers/179

Second, the method of emotional contact with customers/180

Exploration and thinking/182

appendix

Total self-inspection/183

Common Tools Form/187

Reference/192