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業務拜訪現場直擊:有效判讀客戶肢體訊息,具體提昇銷售業績

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業務拜訪現場直擊:有效判讀客戶肢體訊息,具體提昇銷售業績
Product Code:
246675
Model:
9789861573854
Product by:
美商麥格羅?希爾
Status:
Available Now
Delivery:
Usually ships within 4 to 6 weeks
Delivery Fee:
WM - RM 5.30
EM - RM 12.72
FREE shipping within Malaysia for orders over RM 79.00
Rewards:
37 Points
RM 46.90
RM 37.05
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Product Information

ISBN: 9789861573854

出版日期: 2007-03-25

作者: 傑哈德.葛史汪納

譯者: 劉復苓

裝訂: 軟精裝.無.0頁.

 

你和客戶的肢體語言到底傳達了什麼訊息?

  你知道握手時,手掌向下和手掌向上有何不同的涵義嗎?客戶經常摸鼻子、或把腳翹在桌子上,這又是什麼意思呢?要如何從這些動作看出成交機會呢?

  事實上,在面對面的會談中,非言語溝通傳達了高達 55% 的資訊。傑哈德.葛史汪納德研究發現,在平均歷時 30 分鐘的業務拜訪中,買賣雙方之間交換約 800 種不同的非言語訊息,因此,若能擁有辨識這些信號的重要技巧,你的成交率將提高兩倍、甚至三倍。

  還好,你不需要成為心理學家,也可以做到這點。《業務拜訪現場直?》提供必要的工具和知識,依循書中的詳細步驟,你便能在業務拜訪中的每一階段輕鬆應用非言語和言語銷售能力。本書內容涵蓋銷售拜訪的每一環節,包括拜訪前準備、開場白、需求分析、銷售說明、回絕到最後成交,另外,還提供以下銷售工具:

@百餘張照片,圖解說明銷售現場的非言語行為
@內附DVD實況說明如何解釋非言語行為─並用來掌握成交契機
@可應用在各種銷售情況的場景和對話
@降低壓力、維持適當姿勢、利用個人空間、瞭解坐在哪裡、以及讓緊張客戶放心下單的技巧



作者簡介

傑哈德.葛史汪德納〈Gerhard Gschwandtner〉

  擁有奧地利和美國雙重國籍的傑哈德.葛史汪德納〈Gerhard Gschwandtner〉是《銷售力》〈Selling Power〉雜誌的創辦人兼發行人,這本雜誌被全球的銷售專業奉為圭臬,在67個國家發行,訂戶多達16萬5,000人。《銷售力》每年都會出版《銷售力500》,列出美國最強大的銷售團隊。傑哈德的公司專門出版書籍、銷售訓練海報、視聽教材給專業銷售市場。



譯者簡介

劉復苓

  美國明尼蘇達大學新聞暨傳播研究所碩士,東海大學外文系畢業。曾經擔任《經濟日報》記者,現旅居美國,為專職譯者。譯作甚豐,榮獲經濟部金書獎,並獲美國麥格羅.希爾出版集團頒發「36小時專案管理課程」成就證書。譯有《消失吧!奧客》、《企劃案撰寫進階手冊》、《人人都是領導者》、《專案領導》、《4-Step專案管理》、《用心成交》、《銷售達人》、《再造銷售奇蹟》等書。

業務拜訪現場直擊:有效判讀客戶肢體訊息,具體提昇銷售業績
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Shipping Information
ZoneWeightDelivery Fee (RM)
West MalaysiaFirst 2.00 kg5.30
West MalaysiaAdditional 1.00 kg2.12
East MalaysiaFirst 1.00 kg12.72
East MalaysiaAdditional 1.00 kg12.72

ZoneOrder Price Range (RM)Delivery Fee (RM)
West MalaysiaAbove 39.00FREE
East MalaysiaAbove 79.00FREE

 

 

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