案例 - 第2页 - 营销品牌 - 栖息谷-管理人的网上家园

xiangweiwu 发表于 2008-5-4 17:37:12

xiangweiwu 发表于 2008-5-4 17:37:44

<table cellspacing="0" cellpadding="0" width="630" border="0" style="WIDTH: 477pt; BORDER-COLLAPSE: collapse;"><colgroup><col span="9" width="70" style="WIDTH: 53pt; mso-width-source: userset; mso-width-alt: 2240;"></col></colgroup><tbody><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" width="630" colspan="9" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 477pt; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">M公司的这单生意好象是稳操胜券了，要带客户去北京考察产品的使用情况，连车票都买</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="9" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">好了，M公司的两位销售员在回公司的路上兴高采烈地议论着过几天如何陪同客户参观。</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="9" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">哪知道隔墙有耳，这番话被我们的一个销售员无意中一字不漏的听个正着。立即向经理做</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="9" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">了汇报，经过短暂的对项目情况的了解，决定要虎口拔牙抢这单生意，杀对手一个措手不</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="9" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">及。于是马上拜访客户、介绍产品、通过各种关系让客户在短时间内了解我们，建立信任</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="9" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">的关系。经过几天闪电式的进攻，开始收到成效了，客户终于同意去北京考察M公司的同</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">时一起考察我们公司的产品。出发的日期到了，</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">当M公司的销售员带着客户登上火车的时候，突然</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">发现在对面做着我们公司的经理，一下子懵了，</td><td class="xl25" width="210" colspan="3" height="182" rowspan="7" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 159pt; BORDER-BOTTOM: #ece9d8; HEIGHT: 136.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan-rowspan;"><shapetype id="_x0000_t75" stroked="f" filled="f" path="m@4@5l@4@11@9@11@9@5xe" opreferrelative="t" ospt="75" coordsize="21600,21600"><stroke joinstyle="miter"></stroke><formulas><f eqn="if lineDrawn pixelLineWidth 0"></f><f eqn="sum @0 1 0"></f><f eqn="sum 0 0 @1"></f><f eqn="prod @2 1 2"></f><f eqn="prod @3 21600 pixelWidth"></f><f eqn="prod @3 21600 pixelHeight"></f><f eqn="sum @0 0 1"></f><f eqn="prod @6 1 2"></f><f eqn="prod @7 21600 pixelWidth"></f><f eqn="sum @8 21600 0"></f><f eqn="prod @7 21600 pixelHeight"></f><f eqn="sum @10 21600 0"></f></formulas><path oconnecttype="rect" gradientshapeok="t" oextrusionok="f"></path><lock aspectratio="t" vext="edit"></lock></shapetype><shape id="_x0000_s33797" type="#_x0000_t75" style="MARGIN-TOP: 18pt; Z-INDEX: 5; MARGIN-LEFT: 13.5pt; WIDTH: 120pt; POSITION: absolute; HEIGHT: 117.75pt;"><imagedata otitle="PE03844_" src="file:///C:\DOCUME~1\ADMINI~1\LOCALS~1\Temp\msohtml1\01\clip_image001.wmz"></imagedata><clientdata objecttype="Pict"><sizewithcells></sizewithcells><cf>PictOld</cf>
</clientdata></shape></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">不知什麽时候杀出个程咬金来，当他把事情的前</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">前后后都搞清楚之后，真是又气又怕。一路上我</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">们的经理和客户谈笑风声，咄咄逼人的气势使M公</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">司的销售员信心大挫，最后考察的结果是对我们</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">印象不错。回来后又经过一番激烈的竞争，我们</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="3" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">终于拿到了这个订单。</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr></tbody></table>

xiangweiwu 发表于 2008-5-4 17:38:42

<table cellspacing="0" cellpadding="0" width="420" border="0" style="WIDTH: 318pt; BORDER-COLLAPSE: collapse;"><colgroup><col span="6" width="70" style="WIDTH: 53pt; mso-width-source: userset; mso-width-alt: 2240;"></col></colgroup><tbody><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" width="70" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent;">案例：</td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">你的业绩比别人优异，因此你有足够的理由目中</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">无人。你开始轻视经销商，在你看来，你的同事</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="5" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">都是笨蛋，甚至连公司的管理层你都不放在眼</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">里，因为你觉得自己太重要了，公司少不了你。</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="3" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">这会带来几个结果：</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">一，你的经销商不能忍受你盛气凌人的态度，水</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">能载舟，亦能覆舟，你会发现销售业绩在逐渐的</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="5" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">下降，经销商已经开始销售竞争对手的产品；</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">二，你的同事不能忍受你象个霸王，你会发现团</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="3" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">队的向心力越来越差；</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">三，公司的管理层怀疑你的能力是否可以胜任明</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" colspan="6" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">年的任务，而且在考虑如果没有你，天会塌下来</td></tr><tr height="26" style="HEIGHT: 19.5pt; mso-height-source: userset;"><td class="xl25" height="26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 19.5pt; BACKGROUND-COLOR: transparent;">吗？</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr></tbody></table>

xiangweiwu 发表于 2008-5-4 17:39:03

<table cellspacing="0" cellpadding="0" width="702" border="0" style="WIDTH: 531pt; BORDER-COLLAPSE: collapse;"><colgroup><col span="9" width="70" style="WIDTH: 53pt; mso-width-source: userset; mso-width-alt: 2240;"></col><col width="72" style="WIDTH: 54pt;"></col></colgroup><tbody><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" width="350" colspan="5" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 265pt; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">第一守则：搜集情报、研究你的客户！</td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" width="70" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 53pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl26" width="72" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 54pt; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">找些和客户有往来的朋友甚至是和总经理一起工作的人倾谈，尽量了解有关客户的情况，</td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">包括客户的背景、总经理的爱好、生意宗旨、在哪些地方会需要什麽产品等等，越多越</td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="4" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">好，这是做成生意的第一步。</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="5" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">第二守则：充分准备、让客户看到你的自信！</td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">要根据客户的需要制定一个合理的技术方案，看看它能给客户带来哪些好处，所有的讲解</td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">都要以此为中心，要把话题集中在比对手优胜的方面。要塑造讲话的内容，要想好问哪些</td></tr><tr height="33" style="HEIGHT: 24.75pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="33" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 24.75pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">问题，自己先试讲一次，语言要精练，不要浪费一分一秒，那五分钟是极为宝贵的。如果</td></tr></tbody></table>

xiangweiwu 发表于 2008-5-4 17:39:30

xiangweiwu 发表于 2008-5-4 17:39:43

<table cellspacing="0" cellpadding="0" width="702" border="0" style="WIDTH: 531pt; BORDER-COLLAPSE: collapse;"><colgroup><col span="9" width="70" style="WIDTH: 53pt; mso-width-source: userset; mso-width-alt: 2240;"></col><col width="72" style="WIDTH: 54pt;"></col></colgroup><tbody><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" width="702" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; WIDTH: 531pt; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">生意从服务开始。做生意就得靠经销商的支持；要经销商支持就要获得他的信心。高质量</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">的服务是赢取经销商信心的最实际途径；给经销商做好服务，生意就已成功了一半。你必</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">须有能力为经销商提供专业水准的技术服务、商务服务和维修服务，记住：热情、诚意和</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">信心不能使你一定得到生意，你还得有些专业水准的真本事才行，只有当你的服务能实实</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">在在地为经销商带来生意和利润的时候，你和经销商才会有牢固的合作关系，你才能有生</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">意做。销售人员技术水平的高低决定了经销商生意的风险，如果你推荐了不适用的产品、</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">不合理的设计方案、机组不能正常运行、你的维修又不及时，经销商的工程款就没指望收</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" colspan="10" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent; mso-ignore: colspan;">得到，下次他就不会再销售你的产品，因为你给他带来的不是利润，而是一大堆应收款。</td></tr><tr height="28" style="HEIGHT: 21pt; mso-height-source: userset;"><td class="xl25" height="28" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; HEIGHT: 21pt; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl25" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td><td class="xl26" style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"></td></tr></tbody></table>

天才土匪 发表于 2008-5-7 15:08:57

自学成才

页: 1 [2]

栖息谷-管理人的网上家园's Archiver