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2022年挖机销售人员个人工作总结及计划 .pdf

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1、挖机销售人员个人工作总结及计划篇一：挖掘机销售员工作计划挖掘机销售工作计划挖掘机不同于一般产品，一者购买者购买挖掘机的出发点是作为一种生产资料去赚钱的，因而能否赚到钱是其考虑的第一因素；二者挖掘机是高价值产品，因而在购买者在确定是否购买的时候要考虑很多其它方面的因素。所以，客户并不会象购买其它消费品或生活用品一种只需要作出简单判断之后即可作出决定。因而，对于一位挖掘机销售业务员来说，与客户的交往接触与交往是非常重要的工作。本文将简单介绍一下挖掘机销售业务员如何才能做好客户接触及拜访方面的工作。一客户接触流程1.客户信息收集客户信息的收集是与客户接触的前提，因而平时业务员最主要的工作之一就是收集

2、客户信息。获取客户信息的途径一般有：自己走访、朋友介绍、挖掘机老用户介绍、挖掘机机手介绍、在挖掘机集中地采集、同行之间的交流以及通过展示会、联谊会、座谈会等形式采集。实践表明，客户信息无处不在，关键是业务员一定要做到亲身、亲历、亲为，并在具体实践中不断提高自己的交际能力及交际水平，不断扩大自己的社交范围。除客户购机信息外，客户信息收集还包括如下内容：本公司销售产品信息收集，包括各地保有量、市场占有率、设备使用状况、用户反应等；竞争对手产品信息收集：竞争对手产品特点、价格、成交条件、销售渠道、竞争策略、用户使用情况、社会保有情况、用户评价等；潜在客户信息收集：潜在客户相关资料；各地投资、建设情况

3、及相关信息；竞争对手在目标地区的布点及销售力量分布情况等。2.客户筛选业务员要养成将自己所收集到的客户信息进行及时汇总、分析的习惯，根据客户特征对客户信息进行汇总、分析、筛选，并在此基础上制定自己的客户拜访、跟踪计划，能够有效地提高业务员的工作效率与工作效果。具体按什么特征去对客户进行分类可由业务员自己根据实际情况把握，既可以根据客户类型、购机意向的强烈程度、客户资金实力、信誉情况等分别整理，也可以将各种情况综合汇总以便于对客户进行有效分级、评等。3.制定接触客户计划提高工作效率最简单的办法就是制定工作计划，业务员要有计划地与客户进行各种形文档编码:CF1X6M8P6H3 HW3H9E9A7X

4、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

5、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X

6、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

7、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X

8、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

9、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X

10、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9式的接触，如电话沟通、短信问候、登门拜访、雅室小聚、健身锻炼、体育活动等等，总之与客户的接触方式是多种多样的。业务员将自己所掌握的客户信息整理、分类、筛选后，根据每一个客户的具体情况确定接触的方式与流程，并将这些内容以月计划、周计划、日计划的形式体现出来，同时按计划实施自己的客户接触行动。4.明确与客户接触的目的业务员在制定客户接触计划的时候，首先要明确针对每一个客户的接触目的，一般情况下业务员与客户接触基本上

11、基于以下几种目的：销售产品销售产品是与客户接触的主要任务；市场维护客户开发与市场开发是一个延续的过程，销售人员不仅要建立起与客户之间的关系，而且要处理好市场运作中存在的相关问题，解决客户之间的矛盾，理顺渠道间、客户间关系，确保市场的正常、稳定，因而业务员必须承担所负责区域的市场维护工作。建设客情销售人员要在客户心中建立自己的品牌形象，这样才可能更好地赢得客户对你工作的配合与支持。信息收集销售人员要随时了解市场情况，把握市场文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

12、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X

13、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

14、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X

15、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

16、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X

17、4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF

18、1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9的最新动态，与客户接触是最好、最及时把握市场情况的方式。指导客户业务人员分为两种类型，一种是只会向客户要订单的人；另一种是给客户出主意的人。两种业务人员的实际工作效果有很大差别，前者获得订单的道路漫长而遥远，后者则很容易赢得客户尊重。5.确定接触方式业务员要根据客户的实际情况及自己与其交往程度确定每一次接触的具体接触方式，并采取循序渐进逐渐深入的方式不断拉近与客户之间的距离。具体接触方式很多，可由客户自己根据实际情况把握。如：电话沟通、短信问候、书信往来、登门拜访、宴请、共同参与体育项目及娱乐活动、座谈会、展示会、联谊会、组织旅

19、游等等，几乎社会上存在的所有交际方式都可作为业务员与客户接触的选用方式。业务员如果能切实把握实际情况，将这些交际工具使用好了，业务工作的开展可能做到游刃有余。6.与客户接触前的准备为了保证每一次与客户接触的效果，业务员在与客户接触前必须根据选定的接触方式做好相关的准备工作，包括所需的资料、知识、小礼品、记录工具、调节气氛的小道具、小故事等；如是登门拜访或其它见面性接触要根据见面方式及客户文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A

20、7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:

21、CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A

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23、CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A

24、7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:

25、CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A

26、7X4 ZZ3S8H5M2Y9特点确定自己的衣着、仪表形式、交通工具、工作中需要的各种其它工具、表单等。7.客户接触让客户接受你从而接受你推荐的产品是业务员与客户接触的主要目的。接触效果如何，客户是否能够接受你在许多情况下是取决于业务员自己的。如何让客户在最短的时间内接受你及你所推荐的产品时需要很多技巧的，这些技巧涉及语言、仪表、表达方式、客户心理、营销手段等各个方面，有效地利用这些技巧可以使你与客户的接触取得事半功倍的效果。在这方面一个新的业务员是不可能做到很专业的，但最起码要做到以下几点：态度谦和，不亢不卑；口齿清楚，表达明白；善于聆听，尊重客户；着装得体，仪态大方；换位思考，以理服人；注

27、重效率，一诺千金。8.接触分析业务员与客户进行各种形式、各种目的的接触，有的目的一次接触就可能达成，有的目的需要很多次不断深入的接触才可能达成。不管经过一次接触我们的目的有没有达到，我们都要对本次接触进行详细的分析，找出整个接触过程中我们掌握的比较好文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H

28、3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H

29、5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H

30、3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H

31、5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H

32、3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H

33、5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9的地方以及明显或不明显的失误，通过对客户的言行及具体表现分析客户心理，为制定下一次接触计划提供依据。同时使我们

34、在不断总结经验的基础上逐步提高自己的相关水平。9.跟进接触在对上一次接触进行分析、总结的基础上，对下一次接触做出计划。当然计划仍然包括目的、方式、环境、地点、实施时间等内容，并根据计划跟进、落实。10.接触分析对跟进接触的效果进行分析、总结，以便进一步跟进。11.再跟进不断跟进，不断分析总结，不断深化接触，直至达成最终目的。12.跟踪服务一个接触目的达成后，随之会产生新的接触目的，在此接触目的基础上，业务员要与客户继续接触。二销售拜访流程销售拜访是业务员以销售产品为目的对客户所作的拜访，目的明确、动机鲜明、毫不掩饰。一般业务员对客户的销售拜访按以下程序执行：1.寻找客户寻找客户是销售拜访的基础

35、，客户是销售拜访的目标，达成销售时销售拜访的目的。业务员销售产品必须从寻找客户开始，如果连客户在哪里都不文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1

36、X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4

37、 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1

38、X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4

39、 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1

40、X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4

41、 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9知道，销售时无从谈起的。在前面的内容里，我们曾经讲过我们的客户群体，其中说明了挖掘机使用和停放最集中的地方，同时介绍业务员该到什么地方去寻找客户。只要用心，其实客户是不难找到的。为了把生意做得更好，客户也在随时随地宣传着自己，他们不可能把自己藏起来让我们使

42、劲找。2.客户分析寻找客户的过程是从大众人群内寻找对挖掘机感兴趣的人们的过程，客户分析的过程则是将对挖掘机感兴趣的人群进行分解的过程。对挖掘机感兴趣的人群中除了业内人士之外，我们都可以把他们看作基础客户群体。我们的客户分析就是从分析基础客户群体开始的：首先我们按购买意向的强烈程度将客户分成若干等级；然后按资金实力再将客户分成若干等级；还可按客户信誉的好坏将客户分成若干等级；按是否拥有工程将客户分成若干等级；其它分级、分等原则。购买意向与资金实力是我们进行客户分析的最关键因素，我们在具体分析过程中可以使用如下分析坐标：“1”为购买意向强烈且资金实力雄厚的客户，这是需要我们首先要争取的客户，这部分

43、客户如经考察信誉良文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M

44、8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ

45、3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M

46、8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ

47、3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M

48、8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ

49、3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9好，我们可放心按规定与其操作业务；“2”为购买意向强烈，但资金实力相对较弱客户，对于这部分客户，如果经考察这其中信誉良好且有工程合同的客户，我们可以主张以银行按揭、分期付款或融资租赁的方式与其操作业务；“3”为购买意向不够强烈，但资金实力雄厚的客户，如经考察其信誉良好，我们可积极争取，以促成销售。“4”为购买意向不强，且没有资金实力用户，我

50、们可暂先放松对其的跟踪，但放松不是放弃。在具体实施分析过程中，我们可以把每一项考核原则分成更多的等级，针对不同等级的不同组合，我们可以采取各自不同的应对策略。3.制定拜访计划在拜访实施前，业务员要根据客户分析结果制定客户拜访计划，计划包括拜访目的、时间、准备材料及资料、地点、行程、应对策略、小礼品等内容。4.访前准备客户拜访前准备内容如下：资料：样本、单页、宣传画册及其它宣传材料；演示资料：宣传品、模型市场资料、价格资料以及竞争对手资料，以便全方位向客户介绍产品；工具、用具：记录本、笔、计算器等；文档编码:CF1X6M8P6H3 HW3H9E9A7X4 ZZ3S8H5M2Y9文档编码:CF1X

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