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前一段时间,为客户组织策划一个经销商活动,在活动执行的过程中,在销售人员和客户沟通的过程中发现了很多问题,优秀的销售人员和一般的销售人员的差别很多时候就体现在一些细节问题上,本来举办客户活动是一次非常好的和客户建立忠诚度的机会,但是很多销售人员的操作问题使本来已经到手的销售机会又白白溜走了。比如客户来参加活动了不主动抽时间去拜访以增进情感;会议期间对客户服务不到位导致客户有抱怨;不知道整合公司的资源去增加客户对企业的信任等。那究竟是什么让我们与销售机会擦肩而过呢?笔者认为从大的方面去分析,无过于本文中的三点。
Some time ago, planning for a customer organization a dealer activities in the implementation of the activities of the process, the sales staff and customers in the process of communication found a lot of problems, excellent sales and general sales staff differences are often reflected in the On some of the details, having a client activity was a great opportunity to build loyalty with the client, but many of the sales staff’s operational issues left the already-available sales opportunity alone. Such as customers to participate in the event did not take the initiative to take the time to visit to enhance the emotional; during the meeting not in place for customer service customer complaints; do not know the integration of the company’s resources to increase customer trust in enterprises. That is what makes us pass the sales opportunity? I think from a large area to analyze, not too much in this article three.