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1、FABE 推销术2004.10Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Sl
2、ides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.你在工作中是否有以下困惑？n为什么同一批实习人员学到的同一产品的 业务知识却不尽一致？n为什么销售同一产品不同的销售人员推销 点却不尽一致？n为什么新产品的销售推广往往非常缓慢？Evaluation only.Evaluation only. Cre
3、ated with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created wi
4、th Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.有没有一种方法能改变这一切 ？FABE模板卡 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.
5、2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose P
6、ty Ltd.推行FABE模板卡的意义n商品业务知识的培训程式化.n建立先进销售技术平台(商品资料库)，量化服 务n保障销售指导书顺利实施.n综合提升团队销售力.n有效统一销售口径Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-
7、2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.什么是FABE？nF-特性：（Features）产品的特质、特性等最基本功 能;nA-优势：（Adv
8、antages）即(F)所列的商品特性究竟 发挥了什么功能？是要向顾客证明：购买的理由：同 类产品相比较，列出比较优势；nB-利益：（Benefits）即(A)商品的优势带给顾客的 好处。利益推销已成为推销的主流理念，一切以顾客 利益为中心，通过强调顾客得到的利益、好处激发顾 客的购买欲望nE-证据：（Evidence）证据具有足够的客观性、权威 性、可靠性和可见证性. 总之：FABE是一种简单的利益推销法。Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.
9、0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copy
10、right 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.证据的获得途径n硬件：权威机构认证、各类证书、技术证据 、功能 认证、数据证据销售排行等； 例如：热水器国际IEC认证n软件：信誉证据商誉、服务证据保修证、演 示证据现场演示、情感证据等。Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Clie
11、nt Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-
12、2011 Aspose Pty Ltd.如何更好的运用FABEn从顾客分类和顾客心理入手n恰当使用“一个中心，两个基本法”“一个中心”是以顾客的利益为中心，并提供 足够的证据。“两个基本法”是灵活运用观察法和分析法。Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty L
13、td.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.如何灵活运用观察法和分析法 推行FABE模板卡的核心精髓333原
14、则n3个提问开放式与封闭式相结合n3个注意事项n3个掷地有声的推销点应在何处挖掘？Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation on
15、ly. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.安装、送货、维护、 保修、专业咨询FABE推销点应在何处挖掘？包装 质量 价格 款式、 品牌 色调、 设计风格功能 效用顾客对产 品需求的 三层次Evaluation only.Evaluation
16、 only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd.FABE销售模版卡操作实务n
