销售培训教材目录第一部分销售人员成功法则...........................................6一、销售人员自我突破............................................61、基本层面要求..............................................62、技巧面的要求..............................................6二、销售人员成功五大法则........................................71、寻找客户手段..............................................72、捕捉客户心理..............................................73、接近顾客要诀..............................................84、促成成交手段.............................................105、经验总结：...............................................11三、成功促销的五大关键.........................................121、初步接触.................................................122、揣摩客户需要.............................................133、成交.....................................................134、售后.....................................................145、结束.....................................................15四、成功销售要点剖析...........................................16五、解决临门疲软以及对策.......................................161、缺乏服务意识和工作热情...................................162、缺乏专业知识.............................................163、缺乏心理分析能力和语言处理技巧...........................16第二部分优秀团队组建..............................................18一、优秀销售人员招聘...........................................181、优秀销售人员必备素质（三项品质）.........................182、优秀销售人员的基本素质...................................18二、优秀销售人员形象礼仪.......................................201、仪容仪表.................................................202、行为举止.................................................20三、售楼人员定位和职责.........................................221、定位.....................................................222、职责、要求...............................................22四、销售人员引擎对象...........................................231、对客户服务...............................................232、对公司服务...............................................24第三部分销售人员培训方法..........................................25一、销售人员需要什么样培训.....................................251、培训内容.................................................252、培训计划.................................................25二、销售前有效培训.............................................261、现场的服务培训...........................................262、专题培训工作.............................................26三、培训工作揭密（四大准则）...................................261、寻求客户心理突破.........................................262、迎合客户的最佳途径.......................................273、明确自己职责.............................................274、销售人员守则.............................................27五、培训模式演示...............................................281、专业培训课程.............................................282、专业培训.................................................28第四部分现场成交技巧培训..........................................29一、销售过程应对策略...........................................291、准备阶段.................................................292、善于发现潜在客户........
