[推荐]房地产销售管理手册
<p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 16pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 20.0pt; mso-hansi-font-family: '';">房地产销售管理手册</span></b><b><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 20.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;"> <p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;">我们希望的销售过程是一次愉悦的经历</span><span lang="EN-US" style="FONT-FAMILY: 楷体_GB2312; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;">对于顾客而言</span><span lang="EN-US" style="FONT-FAMILY: 楷体_GB2312;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;">他们购买的其实是生活梦想</span><span lang="EN-US" style="FONT-FAMILY: 楷体_GB2312;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;">而梦想的描绘者</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 楷体_GB2312;"><font face="">——</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;">是你，我们的置业顾问<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"> <p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">一、经营理念</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">用我们的努力与</span><span lang="EN-US" style="DISPLAY: none; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt; mso-fareast-font-family: 'Arial Unicode MS'; mso-hide: all;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">专业技能为客户带来完美、超值的服务<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">二、企业文化<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、专业<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、亲和力<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、团队风貌和个人魅力<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">三、质量方针<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">以高质量的产品和优质服务最大限度满足客户需求<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">四、服务质量承诺<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">尽我们所能，主动察觉并满足客户每一细微需求<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">五、销售部职责<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">完成销售任务，展示天朗房产与</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">APEX</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">的良好形象<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">六、岗位职责</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、置业顾问<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*负责完成销售部每月下达的销售任务及其它任务<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*作好客户的现场接待工作<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*销售合同的执行与完成<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*保证购房回款率达到</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">100%<p></p></font></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*发放入住通知单，协助客户办理与物业公司的交接工作</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*认真填写客户登记表以及日报表、周报表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*认真履行销售部的管理细则</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*加强学习，积极参与市场调查，努力提高业务能力</span></p> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、内业</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*负责日报表、周报表、月报表的统计制订工作<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*每日制作房地产信息剪报</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*营销部各类合同的归档与管理工作<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*及时核对销控<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*营销部客户资料的整理与管理工作<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*营销部内部电脑资料与数据的管理与更新</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*负责售楼部固定资产及办公用品的建档与发放工作</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*协助财务部人员进行客户收款及按揭工作</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*协助策划人员进行销售数据的统计、整理工作</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*协助物业部门进行客户入住手续的办理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">七、销售部严禁出现的行为</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*置业顾问在卖场内聊天、进餐、抽烟或高声喧哗</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*置业顾问在前台聚集、打私人电话、化妆、看报纸或书籍，回答客户咨询</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*不化妆、不穿工装<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*用</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">不知道</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">不清楚</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">也许</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">说</span><span style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face=""></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">不清</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">好象</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">等回答客户问题</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*抢客户、怠慢客户<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*没有客户时坐在洽谈区<p></p></span></p> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">八、会议制度<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">会议安排：晨会、晚会、周会、月会</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">会议内容：</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*核对销控表<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*检查客户要求及投诉处理情况<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*对销售统计结果及客户情况进行分析<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*对营销策划效果进行评估与建议<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*找出内部管理中的不足之处制订相应的措施加以修正</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*对下一阶段的工作重点进行安排</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*销售业绩的考评</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*编制会议纪要，提出合理化建议<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="DISPLAY: none; FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS'; mso-hide: all;"><font face=""> <p></p></font></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">九、销售部人员基本要求<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、礼仪服饰</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、言谈举止</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">3、社交礼貌<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;">十、业务关系<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 11pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;">客户—置业顾问—主管—内业—销售经理</span></p> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 16pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 20.0pt;">电话接听规范<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 16.0pt;">客户会到售楼部吗？？？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文行楷;">电话是极为重要的销售武器！<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">一、电话接听的基本规范</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、语气：<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 9pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 1.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">任何情况下，我们希望语气能够是愉悦、轻松的，<span lang="EN-US" style="DISPLAY: none; mso-hide: all;"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 9pt; mso-char-indent-count: 1.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">语速适中，尾音可以适当上扬。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、响铃：</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 9pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 1.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*任何情况下，铃响三声必须接听。<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 9pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 1.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*如果是新客户，接电话的人负责进行介绍，并完成电话记录</span><span lang="EN-US" style="DISPLAY: none; FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS'; mso-hide: all;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 9pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 1.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*如果对方指明需某某接听，应立即转接电话<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、挂机<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 9pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 1.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*任何情况下待对方先挂断后再挂机<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">二、客户咨询电话接听规范<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">（一）咨询电话常见问题应答</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、是某某售楼部吗？</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、你们的房子是什么价格？</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、装修了吗？</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、有什么户型？</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">5</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、提供按揭吗？</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';"><p></p></span></p><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: ""; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">6</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">、你们的地理位置在哪里？</span> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">（二）电话应答规范<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、问候用语：您好，摩登</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">COM</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">商务舱<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、避免用简短用语</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">是</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">或</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">“</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">不是</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">”</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">来回答<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、不论对方的态度、诚意如何态度需保持一致</span><span lang="EN-US" style="DISPLAY: none; FONT-SIZE: 9pt; FONT-FAMILY: "Arial Unicode MS"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Arial Unicode MS'; mso-hide: all;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、对楼盘的介绍方法<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*先重复客户问题</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*回答需有明确的内容</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*了解客户信息<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*强调优势</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">*谈话技巧<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">三、与客户联系的方法</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">资源宝贵、保持联系</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">（一）：打过电话或来过现场的客户<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-ascii-font-family: '';">、</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">两天内打电话给客户</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">2、尽量不要放弃</span> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">（二）：交纳订金但未签约的客户<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、问题准备好<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、约他到售楼部<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">3、坚持两天一次的联系，和客户交朋友<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-ascii-font-family: '';">、</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">给客户讲解楼盘的新信息</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">5、尽快约定时间签约 <p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 12.0pt;">根据客户进门后的行为迅速判断，对症下药<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、直接向开门的置业顾问提问题的</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">B</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、直接看模型的</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">C</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、表示随便看看的</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">D</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、希望尽快看样板房的</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">E</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、不知该怎么办的<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">引导就座<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、服务<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、如果客户带着小孩子<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">初步介绍</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l13 level1 lfo21; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">发商开始<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、介绍楼盘概况，同时了解客户需求</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">3、不妨抛一些小包袱<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">4、如果客户打断你的说话<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">参观样板房<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、不要停止交谈</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、突出优势、重点介绍<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">介绍喷绘图形</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、采用模拟方式<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、注意客户感受<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">装修标准</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">介绍时突出装修的好处<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、省事、省时、省钱<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、装修款进按揭<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">3、不受垃圾噪音污染<p></p></span></p><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">4、符合目前国家标准及趋势</span> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">物业服务<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: '';">1常规服务<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">安保服务<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">环境、绿化管理服务<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">维护维修服务<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">公共代办服务<span lang="EN-US"><span style="mso-spacerun: yes;"> </span><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">水、电、气、光纤费的代收代缴服务<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: '';">2特约服务<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">客户服务中心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">商务服务中心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: '';">3无偿服务<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">送客<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、尽量预约下次见面时间</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、送客户到门外，并目送其离去<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">订金的收取及退还</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">收取：<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、诉他订金的意义<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、暗示客户订金的时限及原因<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-ascii-font-family: '';">、</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">作好客户登记及维护</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、让他尽快来签约吧！！！</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">退还：</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、爽快答应<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、了解动机<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">3、继续游说<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">4、不要放弃</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">如何面对客户异议</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">客户有异议是一件好事</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、保持一贯的态度</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、倾听，并分析后进行解释</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、如不能解释，千万不可自作主张</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 16.0pt; mso-hansi-font-family: '';">其他事项<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l21 level1 lfo22; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">客户纠纷<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">转移他、重视他、微笑耐心解释<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、养成好的工作习惯</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">填写表格、客户档案</span><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">……</font></span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p> <p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">一、看看一个优秀的销售人员能够为他的客户做到哪些吧</span></b><b><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、决心<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">作好任何一项工作的三要素：知识、技能、<b><u>态度</u></b></span><b><u><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></u></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l21 level1 lfo22; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">动心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">该楼盘的特点、优点（客户只在乎自己能得到的好处）</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l21 level1 lfo22; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">2、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">耐心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">需要的是自始至终的耐心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">、开心</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">使整个销售过程轻松愉快</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l14 level1 lfo24; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">5、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">放心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">作好准备、详细介绍<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l14 level1 lfo24; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">6、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">攻心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">不是产品的竞争而是观念。进行更高层次的说服工作<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><font face="">7</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: ''; mso-ascii-font-family: '';">、</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">偷心</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">巧妙的洞察与发现</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-list: l16 level1 lfo25; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">8、<span style="FONT: 7pt "";"> </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">不可灰心<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-char-indent-count: 2.0; mso-char-indent-size: 9.0pt;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">跌倒了也要抓一把沙子</span><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-hansi-font-family: ''; mso-bidi-font-family: 'Arial Unicode MS'; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">二、坚持最后原则<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: '';">1、不要轻易下结珍惜客户资源：坚持、坚持、再坚持<p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-bidi-font-size: 16.0pt;">我还能做点什么？我怎么才能做的更好？</span></b><span lang="EN-US" style="FONT-SIZE: 9pt; mso-bidi-font-size: 12.0pt;"><p></p></span></p> <p>不错，就是没有连起来，大家一定要顶！！！</p><p></p> 还有吗?
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