第一部分 从辨识客户到终成交
为谈判做好准备
谁是你的潜在客户
让潜在客户接受你的会面请求
8条守则打造完美印象
3个步骤用闲聊开启正式谈判
把握谈判核心阶段，助力终成交
好的成交方式
成交后还有哪些事情需要做
阿道的谈判策略
第二部分 打造一支的销售团队
如何挑选适合的销售代表
留住人才的7种方式
Part 1 From Probing the Prospect to Closing the Deal
Preparing for a negotiation
Identifying the right customer
Securing a sales meeting with the prospect
The 8 rules of a great first impression
Transitioning from the informal to formal talk in three stages
Mastering the different negotiation phases to facilitate closing the deal
Closing the deal
Follow-up
Abdel's ultimate negotiation tactics
Part 2 Building an Outstanding Sales Team
Hiring the right people
Retaining the right people
使用正确的方法考核员工
通过内部培训让销售代表适应外部变化
成为一个称职的销售经理
合理使用客户维护经费
第三部分 老外眼中的中国销售
与中国销售打交道时常遇到的14个问题
你有时并不了解外国客户的规矩
Assessing sales representatives
Employee training
Duties of a sales manager
Sales department expenses
Part 3 Chinese Salespeople Through a Foreigner's Eyes
Challenges I encountered when dealing with Chinese salespeople
You actually do not know about the rules how to treat your foreign clients
