八种武器目录第一章什么决定业绩.............................................................................................................................4第一节积极的心态.............................................................................................................................5第二节树立信念...............................................................................................................................10第三节素质和能力...........................................................................................................................15第四节销售技能...............................................................................................................................18第五节最伟大的职业.......................................................................................................................21第二章销售以人为本...........................................................................................................................24第一节两类市场...............................................................................................................................25第二节客户群分析...........................................................................................................................28第三节客户的基本资料...................................................................................................................30第四节销售以人为本.......................................................................................................................32第五节使你脱颖而出.......................................................................................................................35第六节客户关系发展策略...............................................................................................................43第三章销售的六个阶段.......................................................................................................................45第一节基于客户采购流程的销售过程...........................................................................................46第二节计划和准备...........................................................................................................................49第三节接触客户...............................................................................................................................53第四节需求分析...............................................................................................................................56第六节赢取定单...............................................................................................................................56第七节跟进.......................................................................................................................................56第八节失败之后...............................................................................................................................56第四章八种武器...................................................................................................................................56前言销售活动的目的和八种销售活动...........................................................................................56第一节展会....................................................................................
