TCL促销员培训手册(第一版).doc

快乐的理由
 
生活是快乐的,工作是快乐的,学****也是快乐的。
培训手册不是武功秘籍,读了不能让你立即在销售中所向披靡;培训手册也不是江湖郎中的膏药,鼓吹包治百病让你无所顾虑。但是,书中自有黄金屋,它能让你在系统的学****中检视自己,在修正经验的过程中告别过去。
需要培训手册,怎么用呢?
当然要先看,认真的看,挑剔的看。企业文化、产品知识、销售技巧、售点布置……新问题,新示范,新的解决方法。把它当成一个万宝盒,忘了什么,需要什么,就打开来看看。看的多了, 学会了,就是自己的。把它当成一把尺子,对照自己看看哪部分短了,哪部分偏了,哪部分错了,再想想怎么修正,怎么提高。
学****别人的,为的是成就自己。
既然有了理由,就让我们尽心学****在进取中体验别致生活,在***中创新工作,把自己做成一张快乐的王牌。
梦想开始的地方
■梦想开始的地方——企业文化篇
了解是心动的开始。TCL是什么?有多大?怎么来的?...... 一点一滴,我要知道个明明白白。
 ■我的眼里只有你——产品知识篇
不了解自己,是不负责任;不熟悉敌人,就是终结自己。TCL彩电有几只枪?几杆炮?杀伤力多大?对手的情况呢......既然是TCL的前锋战士,我们当然需要全副武装。否则,冲锋陷阵岂不成了前仆后继。
 ■全看你的啦——销售技巧篇
销售怎么做,方法有很多。除了掌握技巧,还要了解顾客的需求和感受——他是怎么想的?想怎么样?处理顾客抱怨,除了安抚,应该还有更多灵丹妙药……
 ■一屋不扫何谈天下——售点知识篇
很多感受来自视觉,要不眼睛怎么成了心灵的窗户?嫣然一笑百媚生,美总是令人心动。就那么大点儿地盘,想做得更好,当然我要了解更多。
目录
快乐的理由·················································1
梦想开始的地方·············································2
■一、TCL企业文化
TCL集团简介·············································4
总裁寄语················································5
TCL集团大事件···········································6
品牌优势················································7
企业理念················································7
■二、促销员岗位职责
店面管理················································8
客户管理················································9
日常业务标准化
··········································9
考情管理标准化·········································10

■三、彩电的基础知识
LCD液晶的基础技术名词··································11
什么是LED?············································12
TCL产品技术············································13
TCL液晶电视命名规则····································15
■附件一:
顾客消费心理购买动机与消费行为分析·····················16
■附件二:
促销员管理制度·········································23
■附件三
江北片区售后服务电话···································26
■附件四
销售案例及难题分析·································
····27
第一章 TCL企业文化
一、TCL集团简介
TCL:全球化浪潮中新兴的中国力量
TCL即The  Creative  Life  三个英文单词首字母的缩写,意为创意感动生活。
TCL集团股份有限公司创立于1981年,是中国最大的、全球性规模经营的消费类电子企业集团之一,旗下拥有三家上市公司:TCL集团()、TCL多媒体科技(