{$cfg_webname}
主页 > 管理学 > 市场营销 >

汽车销售技法分析(4S店的汽车销售策略)

来源:wenku163.com  资料编号:WK1637093 资料等级:★★★★★ %E8%B5%84%E6%96%99%E7%BC%96%E5%8F%B7%EF%BC%9AWK1637093
资料介绍

汽车销售技法分析(4S店的汽车销售策略)(含选题审批表,任务书,开题报告,中期检查表,毕业论文16900字)
摘要:中国的汽车市场正 值高速成长期,市场的前景无疑令人心动。随着汽车销售行业竞争的加剧和国内汽车消费者的日益成熟,从事汽车销售业务的人员越来越多,从而使得汽车销售工作 的难度也越来越大,对汽车行业人才的要求也越来越高。汽车销售是汽车生产之后的重要环节,对汽车销售人员的要求以及在汽车销售中技法的运用对汽车的成功销 售十分关键。
本文针对汽车销售人员在销售过程中遇到的各种情景,有针对性地介绍了各种销售方法和技巧。包括汽车销售的基本流程技法、电话交谈的技法、销售的跟踪及跟踪的技巧、销售中应对客户的技法和自己在4S店的销售实习所学习到的销售经验和技巧。
关键词:汽车销售;销售顾问;销售技法

The Analysis of the Vehicle Sales Skills
(Oriental Science &Technology College of Hunan Agricultural University, Changsha 410128)
Abstract: The automobile market is on its high-speed growing period, and there is no doubt that the prospect of the market makes people heartbeat.  with the intensified competition of the car sales business and the increasingly mature our customers growing to be, there are an ascending number of the sales business man, accordingly the difficulty of the car sales are bigger, the requirement for the automotive industry talents are stricter. Car sale is a major link after the manufacturing. The talent of the sales people and the skills they use are vital to the successful sales. This essay especially introduces several kinds of sales methods and skills under some circumstances of the sales process.  It includes some basic process skill, telephone conversation skills, the track of sales and skills, the method of coping with customers, some sales experience and skills I have learned from my own sales internship period.         Keywords: automobile sales; sales counselor; sales skills
 

汽车销售技法分析(4S店的汽车销售策略)
汽车销售技法分析(4S店的汽车销售策略)


目   录
摘要…………………………………………………………………………………………1
关键词………………………………………………………………………………………1
1 绪论……………………………………………………………………………………2
 1.1 选题背景……………………………………………………………………………2
 1.2 选题意义……………………………………………………………………………3
 1.3 论文的研究思路及内容……………………………………………………………3
2 有关汽车销售顾问的介绍………………………………………………………………4
 2.1 汽车销售顾问的定义………………………………………………………………4
 2.2 汽车销售顾问的工作内容介绍…………………………………………………4
 2.3 汽车销售顾问应具备的基本知识和专业技能……………………………………4
3 广汽丰田的销售流程及基本流程技法…………………………………………………4
 3.1诱导活动……………………………………………………………………………6
 3.2来店接待……………………………………………………………………………6
  3.2.1接待准备的技巧和方法………………………………………………………6
  3.2.2 来店接待的技巧和方法……………………………………………………7
 3.3 产品介绍……………………………………………………………………………8
  3.3.1需求分析………………………………………………………………………8
     3.3.2 商品介绍………………………………………………………………………9
 3.4 试乘试驾……………………………………………………………………………10
 3.5 洽谈…………………………………………………………………………………10
 3.6 达成交易…………………………………………………………………………11
 3.7 交车…………………………………………………………………………………12
 3.8 客户跟踪……………………………………………………………………………12
4 电话交谈的技法分析……………………………………………………………………14
 4.1 接听电话的技巧…………………………………………………………………14
 4.2 电话交谈的技巧以及客户的应对…………………………………………………14
5 汽车销售的跟踪及跟踪技法的分析……………………………………………………17
6 销售过程中应对客户技法分析………………………………………………………17
 6.1 九种心理类型的购车客户的表现及应对方法……………………………………17
 6.2应对购车客户各种不同反应的方法………………………………………………19
  6.2.1客户表示怀疑………………………………………………………………19
  6.2.2客户拖延时间………………………………………………………………20
  6.2.3客户冷淡……………………………………………………………………20
  6.2.4客户异议……………………………………………………………………20
7 结论和展望………………………………………………………………………………21
 7.1 结论…………………………………………………………………………………21
 7.2 展望…………………………………………………………………………………21
参考文献……………………………………………………………………………………22
致谢………………………………………………………………………………………22

推荐资料