TEANA推销咨询技巧培训
产品知识熟悉汽车
推销咨询技巧培训
产品知识熟悉汽车
产品知识熟悉汽车
前 言
推销培训计划中该部分容熟悉种新型TEANA
该计划指导老师起学款汽车接许练供参题设计提供款汽车额外知识
作推销员已惯顾客生意回答提出问题然重种汽车方面精通够权威准确回答问题
应该进入工厂前已阅读份工作前产品知识手册份简短信息丰富学指导录剪接提供会种汽车总体解
工厂课程方面提:
¨ 工作前产品知识手册
¨ TEANA产品说明
¨ 新型TEANA汽车指南
¨ TEANA田雅阁丰田佳美数较
¨ 关汽车型号发动机国家详细说明书
文件会学更关TEANA知识积极参练
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Terence A Hockenhull – American Management Association Japan
推销咨询技巧培训
产品知识熟悉汽车
谁需部TEANA?
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JOHNNY SANTOS
Johnny Santos 位23岁形象艺术学生年学毕业家广告代理处工作未婚然家父母住业余爱露营险竞赛滑冰
PAULINE JONES
Pauline Jones(27岁)刚刚换工作现型水果蔬菜公司做会计未婚夫家纸供应公司销售理公司里部专车田思域Pauline天工作返2时车程感疲倦现更钱考驾想买部汽车
Terence A Hockenhull – American Management Association Japan
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推销咨询技巧培训
产品知识熟悉汽车
谁需部TEANA?
ALBERT ANDERS
Albert Anders(47岁)已营印刷公司少10年直驾驶部运输客户货物柴油卡车刚刚扩公司规模开两家新分公司怀念商业更参生产日子现交置信理监督天运作办公室工作征求新利益高兴现公司财政够维持希更时间陪太太朋友高尔夫球
MRS SCOTT
Scott太太名已退休寡妇没丈夫感寂寞年丈夫世时候留部全新福特探险者越野车喜欢驾驶部车声称部车太超需消耗太汽油真正需部够食品杂货店购物偶尔拜访朋友汽车想折价交换卖掉部探险者然寻找部更合适汽车
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Terence A Hockenhull – American Management Association Japan
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推销咨询技巧培训
产品知识熟悉汽车
谁需部TEANA?
NIGEL CROUCH
Nigel Crouch Ascot金融公司首席金融官员根项车队计划该公司行政委员会成员(6名成员)两年更换汽车该公司总购买欧洲车(奥斯汀 雷诺者众)现Crouch先生务留意合适日产汽车承认行政委员会成员(中员)喜欢样舒适水价格更便宜汽车
ROGER AND SALLY NEWTON
RogerSally结婚生6孩子养两条狗住城镇郊区座房子里现驾驶部梅赛德斯奔驰280 SL起需太
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Terence A Hockenhull – American Management Association Japan
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推销咨询技巧培训
产品知识熟悉汽车
谁需部TEANA?
请家根刚刚练新TEANA目标客户做简单介绍必须考虑素建议
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年龄:
Terence A Hockenhull – American Management Association Japan
职业:
工资:
婚姻状况:
生活选择:
家庭成员(含孩):
家庭财产权:
选择部汽车时重标准:
素:
推销咨询技巧培训
产品知识熟悉汽车
学活动I
粘贴部分 I&II
练目
该练然识种汽车特征
¨ 会份清单面该TEANA15特征
¨ 会颜色粘贴便条张便条详细特殊特征
¨ 命令开始时走展览车前粘贴便条粘贴车相应特征部位
¨ 15张粘贴便条全部贴完完成练请回教室
¨ 现前手中清单位学员交换(取种颜色清单)
¨ 现重新回汽车区收集汽车15张粘贴便条
¨ 收齐15张粘贴便条(种颜色)请重新回教室
¨ 短时间里完成练学员会奖励
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Terence A Hockenhull – American Management Association Japan
推销咨询技巧培训
产品知识熟悉汽车
学活动II
WONG先生参观展厅
练目
该练够资料中收集关TEANA特殊信息
Wong先生现第三次参观陈列室收集关TEANA信息10问题想问没时间强调必须15分钟离开里
必须限时间回答问题(列问题纸)面信息源:
信息源
收集纸问题答案权:
¨ 工作前产品知识手册
¨ TEANA产品说明书
¨ TEANA汽车指南
¨ 少部TEANA展览车
¨ 事保存信息
¨ 款汽车认识
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Terence A Hockenhull – American Management Association Japan
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