销售技巧(英文版)

Copyright?2001byHarcourt,Inc.1SellingIngram,Laforge,Avila,Schwepker,andWilliamsMultimediaPresentationsStevenJ.Remington,Ph.D.BuenaVistaUniversityAugust,2000Copyright?2001byHarcourt,Inc.1Module1AnOverviewofPersonalSelling1Copyright?2001byHarcourt,Inc.1EvolutionofPersonalSellingEarlyOriginsofPersonalSellingIndustrialRevolutionEra(1700sEurope;1850sUS)Post-IndustrialRevolutionEra(1800sEurope;1900US)CannedSalesPresentationTheWarandDepressionEraProfessionalism:TheModernEra2Copyright?2001byHarcourt,Inc.1CharacteristicsofSalesProfessionalismCustomerOrientationUseofTruthfulandNonmanipulativeTacticsFocusonLong-TermSatisfactionofCustomerandSellingFirm3Copyright?2001byHarcourt,Inc.1Cost/SalesCall$80-$242/callCopyright?2001byHarcourt,Inc.1ContributionsofPersonalSellingSalespeopleandSocietySalespeopleasEconomicS