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Jingdong book

世界上最伟大的销售圣经

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世界上最伟大的销售圣经

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《世界上最伟大的销售圣经》是一本每位推销业务员都希望一直带在身边的书,它不仅仅是一本销售指南,更是影响我们一生的经典。欧美日著名商科院校推荐必读营销经典之一、美国著名销售大师福勒的销售艺术。
Author Description

纳撒尼尔.C.小福勒(1858-1918),美国著名营销大师、教育家、作家、实验心理学和广告学的创始人之一,一生作品丰富,涉及面广泛,其中很多作品都已成为经典,“生命启程”系列为其代表作(Getting a Start 《即刻启程》、Beginning Right《成功启程》、Starting in Life《生命的启程》)。其他著名经典代表作品有《书信的艺术》、《如何成为美国公民》、《我最想要的幸福理财书》、《怎样获得加薪》、《世界上最伟大的销售圣经》、《演讲的艺术》等。这些书在世界范围内出版了多种语言版本,全部是经典畅销书。

Comments

推销的要点不是推销商品,而是推销自己。这个概念的形成完全归功于我上学期间读过的纳撒尼尔.C.小福勒的这部《世界上最伟大的销售圣经》,它让我认识到销售的本质是什么。
——世界上最伟大的推销员乔·吉拉德

纳撒尼尔·C·小福勒不仅是位作家、学者、企业家,而且还是位培训大师和伟大的推销员。他能把推销员和营销分析得如此透彻,简直令人折服。《世界上最伟大的销售圣经》之所以成为销售员和营销公司必备的读物,便是最好的例证。
——《福布斯》杂志

任何一家企业都有两种基本功能(也只有这两种),即创新与营销。营销是企业的“引擎”,财务资源则是让这个引擎正常运作所需的“燃料”。唯有注入燃料的营销引擎,才能推动组织向前迈进。纳撒尼尔·C·小福勒的《世界上最伟大的销售圣经》不但是一线销售员的必读书,更是每个组织、企业所有员工的培训教材。
——管理大师彼得·德鲁克(Peter Drucker)

我从未尝过失业的滋味,这并非我运气,而在于我从不把工作视为毫无乐趣的苦役,却能从工作中找到无限的乐趣!纳撒尼尔·C·小福勒的《世界上最伟大的销售圣经》不仅把销售上升到了艺术层面,这更是一本人学的经典,对年轻人来说是必备的涉世指南。
——世界第一股神:沃伦·巴菲特

这是一本每位推销业务员都希望一直带在身边的书。它不仅是一本销售指南,更是影响我们一生的经典。
——美国营销大师 菲利普·科特(Philip Kotler)

Catalogue

第一课 成为伟大推销员的第一步:搞懂销售这玩意儿
领悟销售的艺术,精通销售员必备的八大素质
学会在买家与卖家的博弈中占据有利地形
作为推销员,你值得骄傲
第二课 成为伟大推销员的第二步:玩转销售
充分了解商品属性是销售成功的第一步
广博的知识有助于你的推销工作
销售中若缺乏信任,那么商场就成了赌场
在雇主与雇员的关系中给自己正确定位
室内销售员更要讲究销售艺术
室外销售员拥有更多成就伟业的机遇
第三课 成为伟大推销员的第三步
搞定销售对象绝对是一门艺术
了解买家与了解商品同等重要
招待顾客需要把握尺度、发自内心
兼顾买卖双方的利益是成功销售的前提
良好的第一印象是你打开顾客心门的金钥匙
熟悉顾客不容忽视
给顾客善意的建议既要真诚又要讲究艺术
把握大局,推销方式不能让顾客反感
第四课 成为伟大推销员的第四步
具备大师级销售员的品质和精神
服从命令也是在提升自己
你既是雇主也是雇员,工作是发自内心的需求
个人仪表体现你的气质
保守主义和积极进取并不矛盾
主动承担本职工作以外的事情
别指望一切事物都让你满意
谦恭的态度如和煦的阳光温暖顾客的内心
坚持不懈相对于频繁跳槽是通往成功更安全的路
害怕自己不成功的人通常会遭遇失败
诋毁竞争者是最不明智的销售策略
良好的个人习惯是商业财富
守时是销售员最宝贵的商业财富之一
第五课 成为伟大推销员的第五步:细节决定成败
兴趣是我们成功的永动力
学会控制烦躁的情绪才能成为销售达人
强迫销售乃销售策略中的大忌
幽默感要用得恰到好处
温和的性情像生活中的一块磁铁
销售中的独立性并非是以我为中心
销售员是最自信的一族,你准备好了吗
做好自己,因为你不可能成为别人
美妙的声音是拉近你和买家的利器
第六课 成为伟大推销员的第六步:
学习先做个杂家,最终才能成为专家
利用一切机会从别人那里学习有用的知识
不做工作的奴隶,要做生活的主人
不读书可以做小事,但读书可以成大事
好身体,好心情,才能好工作
附:世界销售大师如是说

Book Abstract

对此,我会建议你做一些变化吗?那取决于环境。
另一家公司会给你同样好的职位吗?你工作中的新东西、环境的变化会对你不利吗?如果全力以赴,在原来的公司里难道不会富裕吗?如果进入这家新的、先进的公司,自己会处于更加激烈的竞争压力之下吗?你的能力与精力充沛的竞争者和推销者相比,孰上孰下呢?
所以我建议大家,在目前的工作上遇到再大的困难、再多的不满,无论如何都要坚持,除非你确信跳槽是可取或必要的。成千上万成功的商人起步时只是公司的办公室勤杂员,而现在管理整个公司。他们拥有骄人的商业业绩是因为经过了坚持不懈的努力。
停留在你的位置上,在同样的环境中从底层干到顶层是有优势的。要知道,只要他被赋予良好的机会,在一个位置停留的时间越长,他就可能越富裕。
对于工业巨头或成就卓著的人而言,遵循他们的建议和行动往往是不安全的,因为他们是天才。他们在任何事上都能成功,在任何地方都能赚钱。将他们扔进灾难的海洋,他们会漂浮上岸,出售羁绊双脚的海藻。但你不是天才。直到你成为一个伟大的天才,对你来说,不要在路上不停地徘徊,研究普通人成功的经验,正确对待那些伟大天才的引导,这才是更安全的。
……

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