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?????????????????. ?????????????????????????????????????????????????????????????????????????????????????????????????????????????? ????????????. ???????????? ?????????????? Stages of the Selling Process. ????????????. ?????????????????. ???????????????????. ????????????. ?????????. ????????????????.

Rita
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    1. ???????????? ?????????????????? ????? ????????

    2. ????????????????? ?????????????????????????? ?????????????????????????????????????? ?????????????????????????????????? ???????????? ????????????

    3. ???????????? ?????????????? Stages of the Selling Process ????????????

    4. ??????????????????????? SIAB Situation (?????????????????????????????) Idea (?????????? ?????? ????????????????????? ?????????) Advantage (??????????????????? Idea ?????????) Benefit (?????????????????????????????????? Idea ????)

    5. Situation (?????????????????????????????) ?????? ????????????? ??????????? ???????? ???????????? (Product Range) ???????? ????????????? ????????????????? ????????????? ????????????????

    6. ???????????? Situation ??????????? ???????????????? (Positive) ??????????????? (Negative) ????????????? (Neutral)

    7. Idea (?????? ?????? ??????????????????) ?????? ???????????????????????????????????????????????????????????? ???? (Margin) ????????? ???????????????????? ??????? ?????? ?????????? ?????????????? ?????????????????? ???????????????????????

    8. Idea ????????????????????? ????????????????????????? ? ???????????????? (Positive): Idea ????????????????????????????????????? ??????????????? (Nagative): Idea ??????????????????????????????????? ????????????? (Neutral): Idea ????????????????????????????????????

    9. Advantage (??????????????? Idea ?????????) ???????????????????? ????????????? ???????? ????????????????? ?????????????????????? ???????????? ?????????? ??????? ???? ??????? ????? ?????????????????

    10. Benefit (??????????????????????????????????) ???????????????????????????? ???????????????????????????????????? ????????????????? ?????????????????????????????????? ??????????????????????????????????????????? ??????????????????????? ??????????????????

    11. ???????????????? ??????????????????????

    12. ??????????????????????????????? (Message)

    13. ??????????????????????????????

    14. ?????????????????????????????? ????????????????????????????????????? ?????????????????????????????????????????????? 5C ????????????????????????????????????????????? ??????????????????????????????? ????????????????????????????????????????????????

    15. ?????????????????????????????? ??????????????????? ???????????????????? ???????????? ????? ????????? ?????????????? ??????????????????????????? ???????????????????????????????? ?????????????????

    16. ????????? : ????????? ????????????????????????? 6 ????? 1. ???????? 2. ??????? 3. ????????? 4 ?.?.??????? 5.???????? 6. ????????????? ?????? ???????????????????????? ??????????????? ????????????????????????????????????? ???????? ???????????? ???????????????????????????? 23 ?? ????????????? ???????????????????????????????? ??????????????????????? ????????????????????????????????????

    17. ?????: ?????????????????????????

    18. ????????????????????????????????? ??????????? ????????? ???????????????????? ?????????????????????? massage ?????? ???????? massage ????????????????? ??????? ????? ????????????????????????

    19. ???????? massage ????????????????? What MUST be said? What COULD be said? What NEED not to be said?

    20. Top 5 Message that must be said

    21. ??????????????????????????????????????????

    22. ??????????????? ??????????????????????????? ?????????????????????? ??????????????

    23. Top 5 ???????????????????

    24. Top 5 ????????

    25. ???????????????? ????????? ?????? ?????? ???????? ???? ?????? ???????????? ?????????? ???????????????????????????? ???????????????????? ??????? ??????? ????????????????????????????????????

    26. ???????????????????????????????? ??????????????????????????????? ??????????????????????????????????? ?????????????????? ??????????????????????????? ??????????????????????????????? ??????????????????? ??????????????????????? ?????? ????????? ???????????? ?????????????????????????????? ???????????????????? ??????????????

    27. ????????????????? ???????????????????????

    28. ??????????????????????????? Personal Experience (?????????????????????????) Analogy (?????????????????????????????????????????) Judgment of Experts (?????????? ??????????? ??????????????) Example (????????????????) Statistics and Facts (???????????????? ????? ??????????)

    29. ???????????????????? (Sales Kit) Price list Promotion Scheme Sampling / Real product / Product Pictures / Posters POP Materials Calculator Reference Presentation slides Sampling VDO / VCD / DVD Name Card / Business Card Influence Accompaniment

    30. ??????????????????

    31. ???????????? ??????? “????????????????????????????????????????????????????????????????????????????????

    32. 9 ?????????????????? ?????????????????????????????????????????????? ???????????????????????????? ?????? ????????????????????????????????????????? ???????????????????????????????????????????? ?????????????? ???????????????????????? ??????????????????????????????? ?????????????????????? ?????????????????????????????? ?????????????????????????????

    33. Thank you

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