[2017年整理]销售技巧(英文版).ppt

SellingIngram, Laforge, Avila, Schwepker, and Williams;Module 1 An OverviewofPersonal Selling;Evolution of Personal Selling;Characteristics of Sales Professionalism;Cost/Sales Call;Contributions of Personal SellingSalespeople and Society;Contributions of Personal Selling Salespeople and the Employing Firm;Contributions of Personal Selling Salespeople and the Customer;Classification Of Personal Selling Jobs;Characteristics Of Sales Careers;Boundary-Role Effects Role Stress;Qualifications And Skills Required For Success By Salespeople;Managing the Sales Force;Module 2Understanding Buyers;Types of Buyers;Distinguishing Characteristics of Business Markets;The Buying Process(Figure 2.1);Selection of an Order Routine;The Buying Process(Figure 2.1);Phase OneRecognition of the Problem or Need: The Needs Gap(Figure 2.2);Complex Mix of Business Buyer Needs(Figure 2.3);Phase TwoDetermination of Characteristics of the Item and the Quality Needed ;Phase FiveAcquisition and Analysis of ProposalsEvaluating Suppliers and Products;Phase Five Acquisition and Analysis of ProposalsMulti-Attribute Model of Adhesives by GM Buyers;Phase FiveAcquisition and Analysis of ProposalsEmploying Buyer Evaluation Procedures to Enhance Selling Strategies;Phase SixEvaluation of Proposals and Selection of Supplier;Phase EightPerformance Evaluation and Feedback;(Figure 2.4) Complex Mix of Business Buyer Needs;Phase EightPerformance Evaluation and Feedback;Types of Purchasing Decisions Buying Situation;Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Types of Purchasing Decisions Three Types of Buying Decisions(Exhibit 2.6);Organizational Buyer BehaviorBuying Center;Current Developments in Purchasing;Module 3Building Trust;Buyers define trust using terms such as:;What is Trust?;Why is Trust I