汽车销售经理业务指导手册VIP免费

目录第一节标准销售流程图…………………………………….………………………………………………....11、标准销售流程的目的………………………………………………….………..……………………….…12、标准销售流程图………..……………….……………………………………………..………..........….....1第二节标准销售流程…………………………………………………………………………………………..21、销售准备……………………………………………………………….………….……………………..….21.1工作计划……………………...…………………………………..………………………..………..….21.2工作准备……………………………………………………………...………………………………...51.3质量检查………………………………………………………………...………………………….......51.4工作表格………………………………………………………………...………………………….......62、客户接待………………………………………………………………………………………………..…..82.1电话接待…………………………………………………………………………………………..……..82.2展厅接待…………………………………………………………….…………………………………..112.3配套表格………………………………………………………………………………………………...122.4质量检查………………………………………………………………………………………………...173、车辆展示………………………………………………………………………………………………..….183.1展示的意义……………………………………………………………………………………………...183.2车辆展示…………………………………………………………………………………………..…….193.3配套表格………………………………………………………………………………………………...233.4质量检查………………………………………………………………………………………………...234、客户洽谈…………………………………………………………………………………………………....244.1客户洽谈………………………………………………………………………………………………...244.2配套表格…………………………………………………………………………………………..…….274.3质量检查………………………………………………………………………………………………...275、销售跟进…………………………………………………………………………………………...……….285.1潜在客户分类…………………………………………………………………………………………...285.1.1客户类别…………………………………………………………………………………………285.1.2客户分类方法……………………………………………………………………………………295.2跟踪方式…………………………………………………………………………………..…………….305.3销售跟进…………………………………………………………..…………………………………….305.4配套表格………………………………………………………………………………………………...355.5质量检查………………………………………………………………………………………………...356、达成协议…………………………………………………………………………………………………...367、车辆交接…………………………………………………..……………………………………………….397.1车辆交接……………………………………………..……………………………………………….…397.2配套表格…………………………………………………………………….…………………….…….427.3质量检查………………………………………………………………………………………………...458、后续跟踪服务…………………………………………..………………………………………………….468.1客户资料整理………………………………...