{{sellerTotalView > 1 ? __("sellers", {number: sellerTotalView}) : __("seller", {number: sellerTotalView}) }}, {{numTotalView > 1 ? __("items", {number: numTotalView}) : __("item", {number: numTotalView}) }}
free FREE

Change Your Zip Code

Inventory information and delivery speeds may vary for different locations.

Location History

{{email ? __('Got it!') : __('Restock Alert')}}

We will notify you by email when the item back in stock.

Cancel
Yami

Jingdong book

销售圣经(白金修订版 第二版)

{{buttonTypePin == 3 ? __("Scan to view more PinGo") : __("Scan to start")}}

销售圣经(白金修订版 第二版)

{{__(":people-members", {'people': item.limit_people_count})}} {{ itemCurrency }}{{ item.valid_price }} {{ itemCurrency }}{{ item.invalid_price }} {{ itemDiscount }}
Ends in
{{ itemCurrency }}{{ item.valid_price }}
{{ itemCurrency }}{{ priceFormat(item.valid_price / item.bundle_specification) }}/{{ item.unit }}
{{ itemDiscount }}
{{ itemCurrency }}{{ item.valid_price }} {{ itemCurrency }}{{ priceFormat(item.valid_price / item.bundle_specification) }}/{{ item.unit }} {{ itemCurrency }}{{ item.invalid_price }} {{itemDiscount}}
{{ itemCurrency }}{{ item.valid_price }}
Sale ends in
Sale will starts after Sale ends in
{{ getSeckillDesc(item.seckill_data) }}
{{ __( "Pay with Gift Card to get sale price: :itemCurrency:price", { 'itemCurrency' : itemCurrency, 'price' : (item.giftcard_price ? priceFormat(item.giftcard_price) : '0.00') } ) }} ({{ itemCurrency }}{{ priceFormat(item.giftcard_price / item.bundle_specification) }}/{{ item.unit }}) Details
Best before

Currently unavailable.

We don't know when or if this item will be back in stock.

Unavailable in your area.
Sold Out

Details

Full product details
Editer Recommend

一部销售大师无限推崇的销售圣经!
一种使业绩奇迹般增长132倍的销售方法!
霍金斯用他开创的“销售流程”方法,实现了福特“人人拥有一部汽车”的梦想,也为后世开创了一个“汽车时代”。
霍金斯方法的绝妙之处在于,对每个愿意实践这种方法的人,都会创造奇迹。它是为培育销售天才和高手而量身打造的实用教程。
Content Description

《销售圣经》——一部销售大师无限推崇的销售圣经!一种使业绩奇迹般增长132倍的销售方法!销售奇才霍金斯通过这一独创的、却屡试不爽的销售法宝,造就了世界两大汽车巨头:福特和通用汽车。可以毫不夸张地说,正是霍金斯的销售实践,才实现了如今人人拥有一辆汽车的梦想!
霍金斯将这种销售方法称之为“销售流程”,亦即可以对整个销售过程实行可预见、可操作的控制,使之按照一步步的安排,准确实现预定的销售目标。对任何推销员来说,这都是一种梦寐以求的方法。
Catalogue

第一部分 销售三要素
第 1 章 销售流程的第一个要素——“销售”
第 2 章 销售流程的第二个要素——“人”
第 3 章 销售流程的第三个要素——“术”
第二部分 准备
第 4 章 销售流程中“准备阶段”的第一步——准备
第 5 章 销售流程中“准备阶段”的第二步——调查研究
第 6 章 销售流程中“准备阶段”的第三步——接近客户和拜访客户的计划
第三部分 介绍
第 7 章 销售流程中“介绍阶段”的第一步 ——评估客户
第 8 章 销售流程中“介绍阶段”的第二步——获得关注并激起兴趣
第四部分 说服
第 9 章 销售流程中“说服阶段”的第一步——劝导客户并引起客户的购买欲望
第10章 销售流程中“说服阶段”的第二步——应对客户的异议
第五部分 成交
第11章 销售流程中“成交阶段”的第一步——促使客户做出决定并签署订单
第12章 销售流程中“成交阶段”的第二步——告别客户并为将来获得订单铺平道路
Book Abstract

第一部分 销售三要素
第1章 销售流程的第一个要素——“销售”
1. 学会思考,勇敢抉择
◎许多销售人员都没有一个清晰的目标和明确的职业规划,一直在无边的黑暗中蹒跚而行。只有擦亮眼睛、认准目标,才能把握机会,实现梦想。
◎“销售”领域给我们提供了最佳的机会。
◎当你确定从事销售工作,就要使之成为你终生奋斗的事业,并经常花时间去思考。
“销售”是销售流程的第一个要素,也是我们第一章的主题。现在我们暂时不考虑在一次成功的销售中必不可少的“人”的要素以及“术”(销售艺术)的要素——这些是后面的章节中要谈到的内容。在第一章里,我们只研究“销售”这一要素。
你可能听到过这样的说法:“虽然我不知道路在何方,但是我依然在艰难地跋涉。”事实上,大多数人进入销售领域的时候都是这种状态。他们一开始并没有一个清晰的目标,甚至在整个销售生涯中,很多人也常常是懵懵懂懂,没有一个明确的职业规划。我们不愿意盲目地撞进销售领域,进而在无边的黑暗中蹒跚而行。相反,我们一开始就需要擦亮眼睛、认准目标,进而发挥自己的聪明才智去实现这个目标。在开始推销任何商品之前,我们首先要认识到“销售”领域给我们提供了最佳的机会。如果你已经涉足这一行业,但是一直“漫无目的”,那么请你暂时停下盲目游荡的脚步,仔细辨别、确认一下正确的方向,再继续前进。
有位年轻人非常希望能成为一名律师,但是他没有钱,他必须赚到足够的学费才能完成大学学业。于是,在高中毕业的那个夏天,他开始从事图书代理业务。他负责推销的图书是各种知识的汇编,这种图书就像百科全书一样无所不包,比如如何治疗扁平疣、一个陷入爱河的年轻人如何向自己心仪的姑娘求婚,等等。这位年轻人被分派到爱荷华州一处最富裕的农场区域去推销图书。他交了5美元押金,领了一本样品图书,然后就像鸟雀一样被销售经理——这些家伙一个个都是嗓门洪亮、言辞夸张——轰赶到指定的销售区域去了。
他被告知销售这种知识汇编图书的最佳方法是针对销售对象不了解的领域向他们提出各种各样的问题,以激发他们的好奇心和求知欲。这位年轻人严格地遵循经理的指示去做,但他很快发现:这里的农民对于知识汇编中所介绍的诸如乌拉圭的人口数量、波斯国王的姓名以及苍蝇有多少只眼睛等等的知识并不感兴趣。他们想知道的是如何对付危害马铃薯的害虫、今年秋天玉米能否卖个好价钱,以及这个小伙子是否愿意接受每月20美元外加一日三餐的条件,在农场给他们帮忙收割庄稼。那些农夫的妻子们则关注带裙撑的裙子是否开始流行,她们不知道是不是应该赶紧穿上这种裙子以免错过时尚的风潮。没有一个农民对爱斯基摩人用鲸鱼乳汁制作奶油糖果的配方感兴趣——这个配方记录在那本图书的第984页。
因为这位年轻人的工作没有任何进展,自然也无须在晚上费工夫去详细地记录自己获得的订单,所以他有充足的时间去思考。他知道这里缺乏知识、也需要知识,但问题是他所销售的图书里面包含的知识并不是这个地区的人们所需要的。于是,在推销了一周图书之后,他决定辞去推销员的工作,留在农场帮人干活—— 一个月可以挣20美元,外加一日三餐。整个夏天,他都待在农场里,不是挤牛奶,就是干其他的农活。与此同时,每天他都在考虑着一个创意方案,这个方案也是在农场的实际工作中得来的。
他越来越觉得有必要等一段时间再去大学学习法律。在秋天的时候,他从农场回到了家里,并且用自己的创意方案说服了一位银行家。这位银行家借给他1 000美元让他去尝试。同时,这位年轻人还致信给位于华盛顿的美国农业部,向他们索要由政府出版、可能包含对农民及其家人有用信息的所有小册子。从这些印刷品中,这位年轻人挑选出了一些农民喜闻乐见的文章,并将它们编辑整理成了一本小书——这本书里的知识才是对农民真正有用的。
当年冬天,这位年轻人的书就卖出了4000本(每本1美元)。因为他非常了解农民的需求,而他的图书又正是针对这种需求设计的,所以他在销售的时候根本不需要费太多口舌。他继续开发自己的创意方案,后来还发表了几篇农业方面的论文。不久之后,他决定要雇用一名律师来为自己服务,同时也改变了要去学习法律以便将来做一名律师的初衷。时至今日,这名年轻人的创业生涯已有20年了。当初,他首先想到了这个创意方案并且认识到了它的价值,而这仅仅是一种偶然。可以说他是那种人们常说的完全凭借运气取得成功的人。
但是,上述例子并不是说我们应该将自己的人生抉择交给偶然的机遇。事实上,如果我们希望自己的职业生涯有一个正确的开端,或者我们做出了一个错误的决定,但希望打开另一扇机遇之门的时候,勇敢地做出自己的选择比依靠运气的眷顾要好得多。在“艰难地跋涉”之前,我们希望知道“路在何方”。
……
Introduction

1904年,我作为一名注册会计师将自己的服务“销售”给了亨利?福特 (Henry Ford),成为福特汽车公司的一名账目稽查员。三年之后,我开始担当重任——福特的营销总监。在此后的12年里,我主持了福特产品在世界范围内的营销工作。在此期间,我们的汽车销售量从每年6181辆增加到了815912辆——增加了131倍。
在“销售”我的个人服务、想法以及产品的过程中,我使用了一种独特的销售流程。而且,我已经了解到了最有效的销售原则和销售方法。这些能够确保销售取得成功的原则和方法不仅在我自己大量的亲身经历中获得了检验,而且在我众多的实验中得到了证明——这些实验是在成千上万的销售人员中展开的,作为一个行政主管,我有进行这些实验的特权。我们福特汽车公司设计了自己独特的销售流程,利用这种销售流程,福特公司的许多销售人员都从平庸的失败者变成了必然的成功者。
目前,有超过五万名销售人员以及销售管理人员正在他们的日常工作中使用这种销售流程。本书所描述和解释的就是这一销售流程。尽管本书在两年前才首次出版,但是如今已是第六次再版了。从首次出版至今,有不计其数的读者朋友给我来信,他们说,通过学习《销售圣经》,他们的销售能力有了明显的改善:有的提高了10个百分点,有的甚至提高了几百个百分点。有许多成功的企业都把本书作为他们整个销售机构内工作人员的必读书目。
不管一个人是不是职业的销售人员,他都需要持续不断地使用好的销售策略,以便取得终生成功。因为无论是作为一个普通的劳动者,还是一个企业的执行官,我们每个人都需要“销售”自身的服务和才能。如果不知道如何进行销售,任何人都不可能高效地完成销售任务。一个本来应该成功的人往往因为不善于推销自己、无法让别人了解自己的真正价值而失败。
本书的许多读者希望我就销售这一主题展开更为广泛的论述,因此,我又出版了另一本书——《世界上最伟大的推销员(实践手册)》,它可以作为前一本书的姊妹篇。在后一本书里,销售流程的内容得到了扩充和引申,它不仅适用于销售商品,也适用于“销售”个人的服务和才能。我希望这两本书既能为销售人员解惑答疑,又能够帮助人们在生活中发现并最大限度地利用成功的会。
自从这两本书出版之后,众多的表扬和赞誉从世界各地纷至沓来,因此,我几乎不知道该怎样向这些友好的读者朋友表达我深深的谢意。读者说的本书 “在工作中发挥了重要的作用”让我感到无比的欣慰。我撰写这两部书的初衷就是帮助销售人员更好地完成他们的工作,事实上,这两部书也的确正在发挥着这样的作用。
诺瓦尔·霍金斯
于密歇根州底特律辉煌大厦

Specifications

Brand Jingdong book
Brand Origin China

Disclaimer

Product packaging, specifications and price are subject to change without notice. All information about the products on our website is provided for information purposes only. Please always read labels, warnings and directions provided with the product before use.

View Full Terms of Use
Add to favorites
{{ $isZh ? coupon.coupon_name_sub : coupon.coupon_ename_sub | formatCurrency }}
{{__("Buy Directly")}} {{ itemCurrency }}{{ item.directly_price }}
Quantity
{{ quantity }}
{{ instockMsg }}
{{ limitText }}
{{buttonTypePin == 3 ? __("Scan to view more PinGo") : __("Scan to start")}}
Sold by JD@CHINA
Ship to
{{ __("Ship to United States only") }}
Free shipping over 69
Genuine guarantee

Added to Cart

Keep Shopping

More to Consider

{{ item.brand_name }}

{{ item.item_name }}

{{ item.currency }}{{ item.market_price }}

{{ item.currency }}{{ item.unit_price }}

{{ item.currency }}{{ item.unit_price }}

Coupons

{{ coupon.coupon_name_new | formatCurrency }}
Clip Clipped Over
{{ getCouponDescStr(coupon) }}
{{ coupon.use_time_desc }}
Expires soon {{ formatTime(coupon.use_end_time) }}

Share this item with friends

Cancel

Yami Gift Card

Get this exclusive deal when paying with gift card

Terms and Conditions

Gift card deals are special offers for selected products;

The gift card deals will automatically be activated if a customer uses gift card balance at check out and the balance is sufficient to pay for the total price of the shopping cart products with gift card deals;

You will not be able to activate the gift card deals if you choose other payment methods besides gift card. The products will be purchased at their normal prices;

If your account balance is not enough to pay for the products with gift card deals, you can choose to reload your gift card balance by clicking on the Reload button at either shopping cart page or check out page;

Products that have gift card deals can be recognized by a special symbol showing 'GC Deal';

For any additional questions or concerns, please contact our customer service;

Yamibuy reserves the right of final interpretation.

Sold by Yami

Service Guarantee

Yami Free Shipping over $49
Yami Easy Returns
Yami Ships from United States

Shipping

  • United States

    Standard Shipping is $5.99 (Excluding Alaska & Hawaii). Free on orders of $49 or more.

    Local Express is $5.99 (Available in Parts of CA, NJ, MA & PA). Free on orders of $49 or more.

    2-Day Express (Includes Alaska & Hawaii) starts at $19.99.

Return Policy

Yami is committed to provide our customers with a peace of mind when purchasing from us. Most items shipped from Yamibuy.com can be returned within 30 days of receipt of shipment (For Food, Beverages, Snacks, Dry Goods, Health supplements, Fresh Grocery and Perishables Goods, within 7 days of receipt of shipment due to damages or quality issues; To ensure that every customer receives safe and high-quality products, we do not provide refunds or returns for beauty products once they have been opened or used, except in the case of quality issues; Some products may have different policies or requirements associated with them, please see below for products under special categories, or contact Yami Customer Service for further assistance).
Thank you for your understanding and support.

Learn More

Sold by Yami

Terms and Conditions of Yami E-Gift Card

If you choose “Redeem automatically” as your delivery method, your gift card balance will be reload automatically after your order has been processed successfully;

If you choose “Send to Email”as your delivery method, the card number and CVV will be sent to the email address automatically;

Any user can use the card number and CVV to redeem the gift card, please keep your gift card information safely. If you have any trouble receiving email, please contact Yami customer service;

Yami gift card can be used to purchase both Yami owned or Marketplace products;

Yami gift card will never expire;

Yami gift card balance does not have to be used up at once;

All rights reserved by Yami.

Return Policy

Gift card that has already been consumed is non-refundable.

Sold by JD@CHINA

Service Guarantee

Yami Free Shipping over $49
Yami Easy Returns
Yami Ships from United States

Shipping

  • United States

    Standard Shipping is $5.99 (Excluding Alaska & Hawaii). Free on orders of $49 or more.

    Local Express is $5.99 (Available in Parts of CA, NJ, MA & PA). Free on orders of $49 or more.

    2-Day Express (Includes Alaska & Hawaii) starts at $19.99.

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

Sold by JD@CHINA

Service Guarantee

Yami Cross-store Free Shipping over $69
Yami 30-days Return

Yami-China FC

Yami has a consolidation warehouse in China which collects multiple sellers’ packages and combines to one order. Our Yami consolidation warehouse will directly ship the packages to your door. Cross-store free shipping over $69.

Return Policy

You may return products within 30 days upon receiving the products. Sellers take responsibilities for any wrong shipment or missing items. Packing needs to be unopened for any other than quality issues return. We promise to pack carefully, but because goods are taking long journey to destinations, simple damages to packaging may occur. Any damages not causing internal goods quality problems are not allowed to return. If you open the package and any quality problem is found, please contact customer service within three days after receipt of goods.

Shipping Information

Yami Consolidation Service Shipping Fee $9.99(Free shipping over $69)

Sellers in China will ship their orders within 1-2 business days once the order is placed. Packages are sent to our consolidation warehouse in China and combined there. Our Yami consolidation warehouse will directly ship the packages to you via UPS. The average time for UPS to ship from China to the United States is about 10 working days and it can be traced using the tracking number. Due to the pandemic, the delivery time may be delayed by about 5 days. The package needs to be signed by the guest. If the receipt is not signed, the customer shall bear the risk of loss of the package.

Sold by JD@CHINA

Service Guarantee

Free shipping over 69
Genuine guarantee

Shipping

Yami Consolidated Shipping $9.99(Free shipping over $69)


Seller will ship the orders within 1-2 business days. The logistics time limit is expected to be 7-15 working days. In case of customs clearance, the delivery time will be extended by 3-7 days. The final receipt date is subject to the information of the postal company.

Yami Points information

All items are excluding from any promotion or points events on Yamibuy.com

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

Yami

Download the Yami App

Back Top

Recommended for You

About the brand

Jingdong book

为您推荐

Yami
欣葉
2种选择
欣叶 御大福 芋头麻薯 180g

周销量 600+

$1.66 $1.99 83折
Yami
欣葉
2种选择
欣叶 御大福 芋头麻薯 180g

周销量 600+

$1.66 $1.99 83折
Yami
欣葉
2种选择
欣叶 御大福 芋头麻薯 180g

周销量 600+

$1.66 $1.99 83折
Yami
欣葉
2种选择
欣叶 御大福 芋头麻薯 180g

周销量 600+

$1.66 $1.99 83折
Yami
欣葉
2种选择
欣叶 御大福 芋头麻薯 180g

周销量 600+

$1.66 $1.99 83折
Yami
欣葉
2种选择
欣叶 御大福 芋头麻薯 180g

周销量 600+

$1.66 $1.99 83折

Reviews{{'('+ commentList.posts_count + ')'}}

Have your say. Be the first to help other guests.

Write a review
{{ totalRating }} Write a review
  • {{i}} star

    {{i}} stars

    {{ parseInt(commentRatingList[i]) }}%

Yami Yami
{{ comment.user_name }}

{{ showTranslate(comment) }}Show Less

{{ strLimit(comment,800) }}Show more

Show Original

{{ comment.content }}

Yami
Show All

{{ formatTime(comment.in_dtm) }} VERIFIED PURCHASE {{groupData}}

{{ comment.likes_count }} {{ comment.likes_count }} {{ comment.reply_count }} {{comment.in_user==uid ? __('Delete') : __('Report')}}
Yami Yami
{{ comment.user_name }}

{{ showTranslate(comment) }}Show Less

{{ strLimit(comment,800) }}Show more

Show Original

{{ comment.content }}

Yami
Show All

{{ formatTime(comment.in_dtm) }} VERIFIED PURCHASE {{groupData}}

{{ comment.likes_count }} {{ comment.likes_count }} {{ comment.reply_count }} {{comment.in_user==uid ? __('Delete') : __('Report')}}

No related comment~

Review

Yami Yami

{{ showTranslate(commentDetails) }}Show Less

{{ strLimit(commentDetails,800) }}Show more

Show Original

{{ commentDetails.content }}

Yami
Show All

{{ formatTime(commentDetails.in_dtm) }} VERIFIED PURCHASE {{groupData}}

{{ commentDetails.likes_count }} {{ commentDetails.likes_count }} {{ commentDetails.reply_count }} {{commentDetails.in_user==uid ? __('Delete') : __('Report')}}

Please write at least one word

Comments{{'(' + replyList.length + ')'}}

Yami Yami

{{ showTranslate(reply) }}Show Less

{{ strLimit(reply,800) }}Show more

Show Original

{{ reply.reply_content }}

{{ formatTime(reply.reply_in_dtm) }}

{{ reply.reply_likes_count }} {{ reply.reply_likes_count }} {{ reply.reply_reply_count }} {{reply.reply_in_user==uid ? __('Delete') : __('Report')}}

Please write at least one word

Cancel

That’s all the comments so far!

Write a review
How would you rate this item?

Please add your comment.

  • A nice nickname will make your comments more popular!
  • The nickname in your account will be changed to the same as here.
Thanks for your review
Our community rely on great reviews like yours to find the best of Asia.

Report

If you find this content inappropriate and think it should be removed from the Yami.com site, let us know please.

Cancel

Are you sure to delete your review?

Cancel

You’ve Recently Viewed

About the brand

Jingdong book