销售与谈判技巧(英文版)

更新时间:2023-07-17 16:38:39 阅读：评论：0

承认反义词

Bulk stock lling and negotiation skills

敕勒歌古诗的意思Cour outline

工资高的专业

Module 1 Key account management skills账户管理技巧

The workshop is preceded by a ca study which allows participants to absorb the key account management concepts at their own speed:

•Know your client了解客户 ---The key account management账户管理的关键

80/20 principle80/20原则

The key account management model账户管理的关键模式

Identify the target client定位目标客户

•Understand the client理解客户---the consultative lling顾问式销售

What is consultative lling什么是顾问式销售

Build your key account information system建立你的关键账户信息系统

•Identify the key account定位关键账户---how to analyze the clients如何分析客户

Client analysis客户分析

Understand your client’s purcha procedure了解客户的采购程序

The buyer pressure analysis买家压力分析

Communication style analysis沟通方式分析

•Client visit and clo the deal客户拜访及结束交易

How to promote lling at different stages?如何在不同阶段促进销售

Positioning定位

Help client find the goal帮助客户找到目标

Bridge the divide(know their real needs)为隔阂简历桥梁（了解他们的真是需求）

Prentation介绍

Clo the deal结束交易

Be your client’s strategic partner成为你库户的找略伙伴

Module 2、Distributor management销售者管理

•Key points of distributor management销售者管理的关键

What should you manage如何处理

Which is the most effective way?什么方式最有效

•Build up the distributor evaluation system建立销售者评估体系

How to exert influence如何尽力发挥影响

How to t up the evaluation standards如何简历评估标准

•Distributor target management销售者目标管理

•Distributor incentives management销售者奖励管理

•Ca study案例分析

Module 3 Prepare for an effective visit为有效的来访做准备

•Information collection信息收集

•Market analysis市场分析 – product产品 /consumer消费者/trend Feedback collection信息回馈收集 – industry & local markets产业及市场 / procurement采购/ policy & regulation政策及规定

•Client visit record客户来访记录

What you should do after the visit客户来访后怎么做

Module 4 Negotiation skills谈判技巧

In this module在这个模块中, we will provide all the skills sales people need to conduct profitable negotiations and maintain positive long-term business relationships.我们将提供销售人员所需要的所有的关于可有盈利谈判及维持积极的长期的商业关系技巧

•Plan and Organize计划与组织

Identifying potential sticking points 确定潜在的

Establishing best and worst outcomes 预计最好的及最坏的结果

Being clear about your limitations 开源节流的意思早安宝贝清楚自己的局限性

Putting yourlf in the buyer's shoes

One-to-one and team negotiations一对一及团队谈判

Using a structure to guide discussion 以一个体系来指导讨论

Different approaches其他方法 - examining the options 检查选择

Using integrity and influence to win以正直和影响来获胜

•Tactics and Techniques策略及技术

Techniques for opening and developing negotiations 开放式的和发展式的谈判策略

Rapport building友好关系的建立 - helping to get their guard down 有助于降低对方的防线

Asssing the balance of power 评估权利平衡

Spotting the voice and body language clues 声音及肢体语言

Questioning and listening skills发问及倾听技巧 - keeping yourlf ahead 让自己保持优势

How to negotiate creatively 如何有创造性的谈判

How to avoid weakening your position 如何避免自己的劣势

Giving and getting concessions 获得及给与让步

查字典英语

How to achieve win/win scenarios如何赢得胜利

•Securing the Deal保证交易

Recognizing when you've reached the bottom line 当到达自己的底线时要清醒地意识到

Negotiating for now and not for later 及时谈判而不是过后在谈判

The pitfalls of the 'loss leader' 失败者的缺陷

•Confirm the deal确认交易

其他需求：

Content looks good. Given the nature of our business, across products, would be uful if you can also add a brief module covering the following:内容很充实。如果能以下面的材料再增加一个模块，就更能通过产品体现出我们的商业性质

∙Preparation for visits准备客户来访 – i.e. how can we add value to a buyer during each meeting如何在每次会见中为买家增加价值 – for example: by being upto date on recent market activity and price trends关注近期市场活动及价格趋势; being updated and sharing statistics and developments from key origins & markets时时更新并分享主要来源地和市场的数据及发展动态美好的什么. I have attached a prentation we ud for some of our sales staff, may be uful for all sales teams, you can modify as required and possibly take a brief ssion yourlf, if appropriate at this programme.附上一份专为销售人员准备的介绍，可能会对整个团队有所帮助，您也可以根据需要自行修改或者截取其中一段。

∙Gathering information and intelligence from customers从客户中收集信息及意见 – the information that we would typically look at could include:这些信息包涵如下方面

oEstimates on S&D

oMarket outlook市场前景 – price价格 / demand需求 / supply供应

oProduct markets产品市场 – in the ca of cotton this would be the Yarn Market for instance以棉花为例，我们将关注纱的市场加油卡怎么办理, in which ca we would look at yarn prices, yarn demand, yarn imports & exports etc… 纱的价格，市场需求，进出口等等Similarly we would like to know about activity / trends in markets for competing products such as man made fibres.同样的，我们也希望了解市场中与其竞争的产品如人造纤维。

oFeedback from local markets市场回馈 / procurement activity of the buyer & industry买家及工业的采购

oGovt. policy related feedback与市场回馈相关的国家政策

∙Preparation of visit reports & capturing and updating the team on key discussion points, particularly on meetings with large / significant buyers.客户报告及占有，更新团队关键点的信息，特别是与大买家的会谈

Since our business is knowledge bad & not just about lling, it may be uful to enlarge the scope along the above lines.

本文发布于:2023-07-17 16:38:39，感谢您对本站的认可！

本文链接：https://www.wtabcd.cn/fanwen/fan/82/1101636.html

上一篇：如何用英语推销产品

下一篇：关于卖东西的英语句子

标签：客户市场了解管理买家信息

留言与评论（共有 0 条评论）