Sales techniques

Author: Wang Hong (Editor-in-Chief) / Chen Xinwu / Zeng Chunzhong / Lei Xue (Associate Editors)
Publisher:
Publish Date: 2004-08-01
Features: Sales techniques is an applied discipline that emerged in response to the needs of China's economic development. It clearly proposes the core concept of modern sales, which centers on meeting customer needs to conduct sales activities. It emphasizes a customer-centric approach, organizing sales activities based on customer requirements, placing customers in a significant position, and ensuring that modern marketing theory is implemented in modern sales activities. This textbook is based on the cultivation of students' marketing innovation and practical abilities. Building on a thorough summary of the teaching practice of this course, it fully incorporates new achievements and materials from theoretical research and sales practices both domestically and internationally, providing an accurate exposition of the basic theories and methods of modern sales. This book has the following characteristics: , systematic and comprehensive content. The entire book elaborates on specific and detailed aspects, including the emergence and development of sales, the characteristics and functions of sales, sales concepts and elements, sales functions, sales environment, sales psychology and sales models, as well as each stage of the sales process and sales performance evaluation. Second, a combination of theory and practice. The authors of this book not only provide readers with advanced sales theories and guiding methods but also offer multiple sales cases to help readers consolidate and digest the relevant knowledge. Third, strong applicability. The book is designed to be flexible and practical, including learning objectives, main text, sales cases, reflection questions, and case discussions. It can serve as a textbook for marketing majors and also be referenced by corporate marketing personnel and managers.