市场营销 （毕业论文）.doc

毕业设计报告(论文)
课题名称略谈企业销售的心理战术

专业市场营销
学生姓名李加伍学号63041
指导教师沙丙扬
起讫日期 2012年8月--2012年12月
设计地点徐州函授站
摘要

随着经济和社会的发展,企业的市场营销能力得到了大幅度的跃升。大部分企业也都看到了市场营销的重要作用。但同时也看到了,产品在销售中的竞争越来越激烈,大小企业的在市场中不断的寻求花样的销售,刺激消费者的心理,使之产品的销量突飞猛增。一切从消费者的利益出发,一切从消费者的现实需要出发,一切从消费者的价值取向出发,这便是企业慢慢趋向的市场营销宗旨。文章主要分析了,当前市场现状,客户及消费者的心里对企业的影响,并提出了针对性的企业销售策略。
关键词:心理战术;企业销售;消费者心理;客户心理;企业销售策略;
目录
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“确实需求”·······················································1
“潜在需求”·······················································1
市场细分··························································2
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4. 企业应对客户及消费者心里的策略····································9
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“独家经销或者总代理”时·····························11
“市场不景气生意难做过一段时间再说”时················12
“铺底资金”时·······································13
“没有钱”时·······································13
“XX以前经营你们公司产品,做得并不成功呀”·············13
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结论··································································15
参考文献······························································16
致谢····················································17
销售的概念
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