Let the participants understood what is sales and promotion skill

1. 基本零售及推廣技巧
Basic Sales & Promotion Skill
Duration : 1 Hour
Prepared By : Mr. LEE, Kent
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2. 溫馨提示 Warm Reminder
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3. 課程目標 Course Objective
 了解基本銷售定義
Understood the definition of Sales
 學習基本推廣技巧
Learnt the promotion skill
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4. 課程內容
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Course Content

5. 課程內容 Course Content
 銷售定義 Definition of Sales
 利益銷售 Feature Advantage Benefit
 銷售發問技巧 Sales Questioning Skill
 重點回顧 Recap
 問答環節 Q&A Session
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6. 銷售定義
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Definition of
Sales

7. 銷售定義 Definition of Sales
甚麼是「銷售」？
What is “Sales”?
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8. 銷售定義 Definition of Sales
銷售︰
提供產品或服務的關鍵資料
Sales :
Provide the key products or services factors
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9. 利益銷售
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Feature
Advantage
Benefit

10. 利益銷售 Feature Advantage Benefit
利益銷售︰
在銷售過程中，向顧客分析產品或服務的好處；
針對客戶的需求意向，進行有選擇及有目的的遊
說工作。
Feature Advantage Benefit (F.A.B.) :
Base on the customers need, provide the products’
feature, advantage & benefit and persuade them to
buy and enjoy it.
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11. 利益銷售 Feature Advantage Benefit
利益銷售 Feature Advantage Benefit
1. 特徵 Feature
2. 好處 Advantage
3. 利益 Benefit
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12. 產品或服務內容，包括︰
Product or Service information, includes:
– 特性 Character
– 功能 Function
– 價錢 Price
特徵 Feature
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協助客人計劃購買產品或服務
Assist customers to planning how to
buy products or services

13. 好處 Advantages
公司產品或服務優勝之處︰
Advantage of company’s products or services:
– 獨家產品或服務 Exclusive products or services
– 對比相同產品或服務 Compare similar products or
services
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提供此產品或服務覆蓋層面
Provide the coverage of company’s
product or services

14. 利益 Benefit
為客人帶來益處︰
Benefit to customers:
– 時間 Times
– 金錢 Money
– 質量 Quantity
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讓客人使用產品或服務後有無比快感
Ensure customers feel fly high after
enjoy the products and services

15. 利益銷售 Feature Advantage Benefit
計劃
Planning
特徵
Feature
覆蓋範圍
Coverage
好處
Advantage
快感
Fly High
利益
Benefit
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16. 利益銷售 Feature Advantage Benefit
你了解公司的服務嗎？
Are you understand our
company services?
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17. 銷售
發問技巧
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Sales
Questioning
Skill

18. 銷售發問技巧 Sales Questioning Skill
兩種不同的銷售技巧:
Two methods of Sales Technique:
– 引導式銷售技巧 Leadership Selling
– 顧問式銷售技巧 Consultative Selling
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19. 引導式銷售技巧 Leadership Selling
 主動銷售 Proactive Selling
 教導客人 Teaching Customer
 先入為主 Preconceptions
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特徵
Feature
好處
Advantage
利益
Benefit
利益銷售 Feature Advantage Benefit

20. 引導式銷售技巧 Leadership Selling
例子 Sample:
 我們公司正在做推廣優惠，有沒有興趣嘗試我們的
XX服務？
Have any interest of XX service, as we have a promotion
discount?
 有沒有聽過XX服務？
Did you know XX service?
 不如我介紹另一種相關服務給你？
Let me introduce another service with you
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21. 引導式銷售技巧 Leadership Selling
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事前準備 Preparation
召呼客人 Greeting
主動推廣 Proactive
介紹服務 Introduce
了解客戶 Understood
客戶回應 Reply
進行服務 Services收費 Payment
是 If Yes 否 If No

22. 顧問式銷售技巧 Consultative Selling
 被動銷售 Passive Selling
 客人顧問 Customer Consultant
 以退為進 Retreat
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利益
Benefit
特徵
Feature
好處
Advantage
利益銷售 Feature Advantage Benefit

23. 顧問式銷售技巧 Consultative Selling
例子 Sample:
 請問我有甚麼可以幫你？
May I help you?
 可以介紹 XX 服務給你嗎？
May I introduce XX service to you?
 我們有相近服務，要不要嘗試一下？
We have similar service, should you want to try?
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24. 顧問式銷售技巧 Consultative Selling
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事前準備 Preparation
召呼客人 Greeting
被動推廣 Passive
介紹服務 Introduce 了解客戶 Understood
客戶回應 Reply
進行服務 Services 收費 Payment
是 If Yes
否 If No

25. 重點回顧
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Recap

26. 重點回顧 Recap
銷售定義
Definition of Sales
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提供產品或服務的關
鍵資料
Provide the key
products or services
factors

27. 重點回顧 Recap
利益銷售
Feature Advantage
Benefit
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向顧客分析產品或服務的
好處；針對客戶的需求意
向，進行有選擇及有目的
的遊說工作。
Base on the customers
need, provide the products’
feature, advantage &
benefit and persuade them
to buy and enjoy it.

28. 重點回顧 Recap
銷售發問技巧
Sales Questioning Skill
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 領導式銷售技巧
Leadership Selling
 顧問式銷售技巧
Consultative Selling

29. 問答環節 Q&A Session
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