八种武器目录第一章什么决定业绩..............................................................................................................................3第一节积极的心态.............................................................................................................................4第二节树立信念.................................................................................................................................9第三节素质和能力...........................................................................................................................14第四节销售技能...............................................................................................................................17第五节最伟大的职业.......................................................................................................................20第二章销售以人为本............................................................................................................................23第一节两类市场...............................................................................................................................24第二节客户群分析...........................................................................................................................27第三节客户的基本资料...................................................................................................................29第四节销售以人为本.......................................................................................................................31第五节使你脱颖而出.......................................................................................................................34第六节客户关系发展策略...............................................................................................................42第三章销售的六个阶段........................................................................................................................44第一节基于客户采购流程的销售过程...........................................................................................45第二节计划和准备...........................................................................................................................48第三节接触客户...............................................................................................................................52第四节需求分析...............................................................................................................................56第五节销售定位...............................................................................................................................63第六节赢取定单...............................................................................................................................68第七节跟进.......................................................................................................................................70第八节失败之后...............................................................................................................................74第四章八种武器....................................................................................................................................78前言销售活动的目的和八种销售活动.......................................
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