八种武器第2页共202页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第2页共202页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...........................................................................................................................5856第六节赢取定单...........................................................................................................................6556第七节跟进...................................................................................................................................7256第八节失败之后...........................................................................................................................7656第四章八种武器...............................................................................................................................8056前言销售活动的目的和八种销售活动.......................................................................................8156第一节展会............
