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从今天的咨询电话中,企业可以找到明天的购买者。2005年伊始,位于北京马家楼的众义达汇诚汽车销售服务公司的展销厅每天都会收到10个左右由上海大众汽车公司客户开发中心发来的潜在客户信息。这里的销售人员在看到信息的当天便会打电话给这些潜在客户,并记录下他们的客户购车意向——何时购车、喜欢什么颜色与型号、是否参加过试驾等,再将这些信息反馈给上海大众。接下来,他们还要负责跟进潜在客户,必须按照一定的时间周期打电话,直到促成销售或客户最终放弃购买上海大众的汽车。这一销售方式成了销售员从展厅参观、电话咨询挖掘潜在购车客户的重要补充途径。
From today’s call, businesses can find tomorrow’s buyers. From the beginning of 2005, the exhibition hall of Utopic Auto Sales and Service Company in Majialou, Beijing, received about 10 potential customers’ information sent by Shanghai Volkswagen Customer Development Center every day. The salespeople here call the prospective customers on the day they see the message and record what their customers want to buy - when to buy the car, what color and model they like, whether they have taken the test drive, etc., Feedback to Shanghai Volkswagen. Next, they are also responsible for tracking potential customers, must be in accordance with a certain period of time to call until the sales or customers eventually give up the purchase of Shanghai Volkswagen cars. This sales approach has become a sales staff visit the exhibition hall, telephone counseling to tap the potential customers an important complement to the way.