其次,，你只是本地化的運(yùn)作,。那么這個(gè)客戶(hù)找起來(lái)也不難,。方法如下：
1.電話銷(xiāo)售做快遞的基本上是個(gè)人都是你的潛在客戶(hù),。但是,，還是需要你在給自己的目標(biāo)客戶(hù)準(zhǔn)確的定義以下,，如果是企業(yè)就找企業(yè)名單打電話銷(xiāo)售,。一天打狂打電話,。
2.網(wǎng)絡(luò)銷(xiāo)售做為企業(yè)而且是快遞企業(yè)必須有個(gè)快遞查詢(xún)網(wǎng)站，這樣才能讓你更專(zhuān)業(yè),，給客戶(hù)提供更多方便,。其次，做一些網(wǎng)絡(luò)推廣,。比如：阿里推廣,，搜索引擎之類(lèi)的。
這些只是一些銷(xiāo)售方面的建議,，并不能讓你客戶(hù)滿(mǎn)門(mén),。客戶(hù)信任不信任對(duì)于小企業(yè)來(lái)講關(guān)鍵還是要看老板自身的問(wèn)題,。若果你是個(gè)讓人值得信任的人那你的公司也就被信任,。

基于銷(xiāo)售渠道的物流公司目標(biāo)市場(chǎng)選擇研究 這個(gè)題目如何理解

眾所周知，一個(gè)深入人心的品牌對(duì)于企業(yè)來(lái)說(shuō)是一筆無(wú)形的財(cái)富,，它代表著一批忠誠(chéng)的客戶(hù),。目前中國(guó)已經(jīng)成為全球最大的移動(dòng)通信市場(chǎng)，擁有全球規(guī)模最大的用戶(hù)群,，而近幾年電信日趨成熟和細(xì)分化,，單一的通信品牌已經(jīng)很難滿(mǎn)足規(guī)模龐大的消費(fèi)的差異化需求，這就需要不斷的細(xì)分消費(fèi)需求,，根據(jù)市場(chǎng)需求根據(jù)市場(chǎng)需求特點(diǎn)推出具有針對(duì)性的品牌,，于是打造客戶(hù)品牌，于是打造客戶(hù)品牌成為電信運(yùn)營(yíng)商重要的營(yíng)銷(xiāo)戰(zhàn)略,。

面試情景模擬對(duì)話

我們從《西雅圖工作英語(yǔ)(論壇)》里面節(jié)選了一段完整的外企面試的對(duì)話,，并把它們按順序分成了不同的場(chǎng)景,，方便大家理解和分析。相信,，看過(guò)這些對(duì)話內(nèi)容之后,，再根據(jù)自己的實(shí)際情況進(jìn)行改動(dòng)，一定能在將來(lái)的面試取得很不錯(cuò)的成績(jī),。人物介紹：Linda是市場(chǎng)銷(xiāo)售總監(jiān),，也是這輪面試的主考官。Steve曾經(jīng)是一個(gè)私企的部門(mén)主管,，想要應(yīng)聘這個(gè)跨國(guó)公司的銷(xiāo)售部經(jīng)理,。所以他們的對(duì)話就這樣展開(kāi)了。場(chǎng)景一：見(jiàn)面打招呼,。Linda: Welcome, Steve. I am in charge of Sales in the Notebook Division. My name is Linda.Linda: 歡迎你Steve,，我負(fù)責(zé)筆記本事業(yè)部的銷(xiāo)售工作，我叫Linda,。Steve: A pleasure to meet you, Linda.Steve: 很榮幸見(jiàn)到你Linda,。場(chǎng)景二：開(kāi)門(mén)見(jiàn)山，談為什么辭去目前的工作,。Linda: Vivian has told me that you’ve done excellent work in your current company. Why have you decided to leave your present job?Linda: 我聽(tīng)Vivian說(shuō)你在你目前的公司做的很優(yōu)秀,，為什么決定放棄目前的工作呢？Steve: Well, I do like my current work and I get along well with my colleagues. But I think it’s time for me to make a change. You see, I like work that is challenging, and I think I am ready for more challenging work.Steve: 我很喜歡現(xiàn)在的工作,，而且與同事們保持著良好的關(guān)系,。但我認(rèn)為現(xiàn)在是我改變現(xiàn)狀的好時(shí)機(jī)。您知道,，我喜歡具有挑戰(zhàn)性的工作,，我認(rèn)為現(xiàn)在我已為迎接更有挑戰(zhàn)性的工作做好了準(zhǔn)備。場(chǎng)景三：了解性格特征,。Linda: Could you tell me what types of people you like to work with?Linda: 能不能告訴我你喜歡與哪一類(lèi)人一起工作,？Steve: To tell you the truth, I can cooperate with a wide range of people. I’m naturally an easygoing person, and I especially enjoy working with people who are responsible, friendly and helpful.Steve: 說(shuō)實(shí)話，我能和各種各樣的人合作,。我是個(gè)很隨和的人,。當(dāng)然，我特別喜歡和有責(zé)任心,、待人友好,、樂(lè)于助人的人一起工作。場(chǎng)景四：介紹工作經(jīng)驗(yàn),。Linda: Next, I’d like to know about your sales experience.Linda: 接下來(lái),，請(qǐng)介紹一下你做銷(xiāo)售的經(jīng)歷吧。Steve: I’ve been in sales for seven years now, with two different companies. The first one was a small audio components manufacturer. I had been working there for three years, and during that period our sales increased by an average rate of 50% per year. At that time I was responsible for sales in the Northwest Region. After three years, I felt I was ready for a bigger challenge, so I switched to my present employer, a systems integration company. I am currently in charge of sales in the Northeast Region.Steve: 到現(xiàn)在為止,，我已經(jīng)在兩家公司做了七年的銷(xiāo)售工作,。第一家是一個(gè)小型音響設(shè)備制造公司,。我在那里工作了三年。那時(shí)我們的銷(xiāo)售額增長(zhǎng)率為每年50%,。那時(shí)我是西北地區(qū)的銷(xiāo)售負(fù)責(zé)人,。三年后，我認(rèn)為自己有能力應(yīng)付更大的挑戰(zhàn),，于是我跳槽到（目前雇主）一家系統(tǒng)集成商。我目前負(fù)責(zé)東北地區(qū)的銷(xiāo)售,。 場(chǎng)景五：團(tuán)隊(duì)合作,。Linda: Sounds good. Everyone is talking about teams these days. Can you describe your role as a member of a sales team? Linda: 很好，人們現(xiàn)在熱衷于談?wù)摗皥F(tuán)隊(duì)”,。你能描述一下你在銷(xiāo)售團(tuán)隊(duì)里的角色嗎,？Steve: I see myself chiefly as an inspirer. Sales can be quite competitive and some people in this field adopt a dog-eat-dog mentality．However, as a leader, I charge myself with making all units within a company function as one single entity. To cite an example, in my last job, each representative handled a different region. Instead of allowing successful initiatives to be hoarded by certain representatives, I developed a system for sharing those successful sales initiatives. Soon the entire sales team started talking of their successes, not just to brag, but also to share.Steve: 我把自己當(dāng)作一個(gè)鼓勵(lì)者。銷(xiāo)售這個(gè)領(lǐng)域的競(jìng)爭(zhēng)很激烈,，有些同事暗地里希望別人失敗,。但是作為一個(gè)領(lǐng)導(dǎo)者，我要求自己把公司里的各部分職能都整合起來(lái)成為一個(gè)整體,。舉個(gè)例子,，在我最近的這份工作中，每個(gè)銷(xiāo)售代表管理一個(gè)不同的區(qū)域,。為了防止成功的銷(xiāo)售保密自己的經(jīng)驗(yàn),，我建立了一套共享制度，讓所有業(yè)務(wù)員分享行之有效的銷(xiāo)售策略,。很快整個(gè)銷(xiāo)售團(tuán)隊(duì)開(kāi)始交流成功經(jīng)驗(yàn),，大家交流不是為了吹牛，而是為了分享,。場(chǎng)景六：最難的提問(wèn) --- 假設(shè)情景提問(wèn)Linda: If you are a leader in our company and in charge of a project, you will need to be able to work with a variety of people in the project team. Let’s say that due to difference of opinions, the team is split into two camps at a meeting and the debate starts to get out of control. At this point, as a leader, what would you do to encourage constructive cooperation from both parties? If the two parties continue to disagree, what will you do then?Linda: 假如你已經(jīng)成為了我們公司的一名主管,，由你負(fù)責(zé)管理一個(gè)項(xiàng)目。你需要在項(xiàng)目上和不同的人合作,。由于觀點(diǎn)不同,，（在會(huì)議中）產(chǎn)生對(duì)立的兩方，而且進(jìn)行了激烈的爭(zhēng)論,。這時(shí),，作為領(lǐng)導(dǎo)者，你該如何鼓勵(lì)雙方有效合作呢,？如果兩方面還是不能達(dá)成共識(shí),，你又會(huì)怎么辦？Steve: First, I will listen to the point of views and reasons from both sides carefully and make my own judgment. If I side with one camp, I will offer facts and data to explain to the other side my thougt process. If my opinion differs from both sides, I will also give facts and data to support my third-party opinion. If an agreement still cannot be reached, I will hold onto my opinion but also encourage more reserved colleagues to voice their opinions while continuing to provide more data to support a solution. In short, my principle is that everything should be based on data and facts. And every colleague has the right to express his or her opinion. I will always try my best to reach a common ground that all members of the debate are comfortable standing on. If we cannot find this common ground, then I will ultimately make the final decision, as a leader.Steve: 首先我會(huì)仔細(xì)聆聽(tīng)雙方的觀點(diǎn)和理由,，并做出我的判斷,。如果我傾向于其中一方的觀點(diǎn),，我會(huì)拿出數(shù)據(jù)和事實(shí)說(shuō)服另一方。如果我的觀點(diǎn)與兩者都不同,，我同樣會(huì)基于數(shù)據(jù)和事實(shí)來(lái)證明我的第三方立場(chǎng),。如果最后大家還是不能夠達(dá)成共識(shí)，我會(huì)堅(jiān)持我的觀點(diǎn),，但允許保留意見(jiàn)的同事拿出更多的數(shù)據(jù)來(lái)表達(dá)他們的意見(jiàn),，以支持相應(yīng)的解決方案?？傊?，我的原則是，基于數(shù)據(jù)與事實(shí),，每一位同事都有權(quán)發(fā)表他的觀點(diǎn),。我會(huì)盡量讓大家達(dá)成共識(shí)。如果不能達(dá)成共識(shí),，那作為領(lǐng)導(dǎo)者,，我會(huì)做出一個(gè)決定。場(chǎng)景七：針對(duì)業(yè)務(wù)知識(shí)的提問(wèn),。Linda: What do you think are the crucial steps of effective sales?Linda: 你覺(jué)得要做好銷(xiāo)售應(yīng)該有哪些關(guān)鍵步驟,？Steve: I believe that analyzing clients, gaining client confidence, exploring client needs, demonstrating value to the client, getting clients to commit, and providing services to the client are the six key steps of becoming an effective sales person.Steve: 我認(rèn)為分析客戶(hù)、建立信任,、挖掘需求,、呈現(xiàn)價(jià)值、贏取承諾,、跟進(jìn)服務(wù)是成為成功的銷(xiāo)售員的六個(gè)重要步驟,。Linda: How do you gain the customers’ confidence?Linda: 你通過(guò)哪些手段來(lái)獲取客戶(hù)的信任？Steve: First, I will work to fully understand our potential customers, including their strengths, advantages and disadvantages. Meanwhile, knowing something about the project owner on the client side is also very important. Second, I will focus on increasing the depth of my knowledge of the project manager. Through this we can create a more rapport atmosphere. We should also know our competitors, inside and out.Steve: 首先,，我會(huì)對(duì)潛在客戶(hù)進(jìn)行多方的了解,，包括他們的企業(yè)實(shí)力、優(yōu)勢(shì)劣勢(shì),，了解他們的項(xiàng)目負(fù)責(zé)人也很重要,。第二步，我會(huì)集中深入了解項(xiàng)目負(fù)責(zé)人,，建立一種和諧的氛圍,。同時(shí)還要對(duì)競(jìng)爭(zhēng)對(duì)手了如指掌。場(chǎng)景八：針對(duì)抗壓能力的提問(wèn),。Linda: What serious setbacks have you experienced in sales? How did you overcome these setbacks?Linda: 你在做銷(xiāo)售的經(jīng)歷中有什么樣比較大的挫折,？怎么克服的？Steve: At the beginning of my career, customers often hung up and told me not to call again. At the time I felt very upset about it and almost gave up on multiple occasions. But after a period of time I grew to understand the customers’ angle. Little by little, I established the right attitude and at last gained a host of loyal customers through my persistence.Steve: 剛開(kāi)始做銷(xiāo)售的時(shí)候經(jīng)常被客戶(hù)直接掛電話，說(shuō)不要再打過(guò)來(lái)了,，當(dāng)時(shí)我特別灰心,，好些次幾乎都要放棄了。但經(jīng)過(guò)一段時(shí)間我能夠站在客戶(hù)的角度來(lái)考慮問(wèn)題,，逐步建立了良好的心態(tài),，最終通過(guò)我的毅力贏得了許多忠誠(chéng)的客戶(hù)。Linda: We establish a fairly high target sales quota and you must achieve this volume in a short amount of time. How can you ensure that we reach our sales goals?Linda: 我們制定的銷(xiāo)售任務(wù)很高,，完成任務(wù)的時(shí)間又很短,，你會(huì)用什么辦法來(lái)確保達(dá)到銷(xiāo)售任務(wù)目標(biāo)呢？Steve: I will draft a day-to-day schedule in advance and stick to the plan. Having a plan is the guarantor of success. Steve: 我會(huì)事先把每天的工作都安排好,，然后嚴(yán)格按照計(jì)劃去做,，有計(jì)劃地工作是成功的最大保障。場(chǎng)景九：結(jié)束語(yǔ)Linda: Well, Steve, I’ve certainly enjoyed meeting you. Our HR department will contact you later.Linda: 嗯,，Steve，很高興與你會(huì)面,。接下來(lái)人事部會(huì)跟你進(jìn)一步聯(lián)系的,。