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 高等继续教育 / 现代推销技术

题型描述: 案例分析

毕尔是塞尼斯公司的直销员,该公司主要利用全国性广告宣传来获得顾客线索。一天,毕尔来到上级指定的区域内上门推销。他按响门铃,出来一位和蔼的夫人。

毕尔:早安,夫人,我叫毕尔,我能向您介绍我们塞尼斯公司的吸尘器吗,它是世界一流的。

夫人:毕尔先生,我忙得很呢,而且我也不想更换吸尘器。

毕尔:让我用它给你的小地毯吸吸尘怎么样?

夫人:我的地毯都很干净。

毕尔:夫人,我的吸尘器吸力很大,它可以吸到其它吸尘器难以吸到的灰尘。

夫人:如果真是这样,那么给你几分钟,就在客厅的地毯上实验一下吧。

毕尔:顺便问一下,您怎么称呼,夫人?

夫人:我是安德利夫人。

毕尔向安德利夫人展示了嵌在吸尘器里的那个一尘未染的储灰袋后,便打开他的机器,非常认真地干起来,过了一会儿,他停下来在地毯上铺了一张白纸,把储灰袋倒空,果然吸出了一些非常小的粉尘。


毕尔该如何使产品演示更具说服力?

运用你所掌握的推销策略与技巧,模拟推销的全过程。


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