目录第一章客户收集................................................................................................................................31.1有效信息................................................................................................................................31.2行业分析................................................................................................................................41.3资料查找................................................................................................................................51.4工作量数据分析....................................................................................................................9第二章售前准备..............................................................................................................................102.1知识准备..............................................................................................................................102.2计划准备..............................................................................................................................122.3资料准备..........................................................................................................................一三2.4态度准备..........................................................................................................................一三第三章电话约见..........................................................................................................................一五3.1开场白..............................................................................................................................一五3.2产品简单介绍......................................................................................................................173.3客户约见..............................................................................................................................19第四章客户接触..............................................................................................................................194.1接触对象..............................................................................................................................194.2接触过程..............................................................................................................................20第五章产品介绍..............................................................................................................................235.1需求探询..............................................................................................................................235.2介绍方向..............................................................................................................................255.3FAB法则...............................................................................................................................265.4实物讲解法..........................................................................................................................295.5介绍产品大忌......................................................................................................................30第六章异议处理........................................................................................................................
