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**²¿·Ö ´Ó±æʶ¿Í»§µ½*Öճɽ» Ϊ̸ÅÐ×öºÃ×¼±¸………………………………… ʶ±ðÄãµÄDZÔÚ¿Í»§……………………………… ÈÃDZÔÚ¿Í»§½ÓÊÜÄãµÄ»áÃæÇëÇó………………… 8 ÌõÊØÔò´òÔìÍêÃÀ**Ó¡Ïó…………………… 3 ¸ö²½ÖèÓÃÏÐÁÄ¿ªÆôÕýʽ̸ÅÐ………………… °ÑÎÕ̸ÅкËÐĽ׶Σ¬ÖúÁ¦*Öճɽ»…………… ³É½»……………………………………………… ³É½»ºó»¹ÓÐÄÄЩÊÂÇéÐèÒª×ö…………………… °¢µÀµÄ¶À¼Ò̸ÅвßÂÔ…………………………… µÚ¶þ²¿·Ö ´òÔìÒ»Ö§ÓÅÐãµÄÏúÊÛÍÅ¶Ó ÈçºÎÌôÑ¡*ÊʺϵÄÏúÊÛ´ú±í…………………… ÁôסÈ˲ŵÄ7 ÖÖ·½Ê½………………………… ʹÓÃÕýÈ·µÄ·½·¨¿¼ºËÔ±¹¤……………………… ͨ¹ýÄÚ²¿ÅàѵÈÃÏúÊÛ´ú±íÊÊÓ¦Íⲿ±ä»¯……… ³ÉΪһ¸ö³ÆÖ°µÄÏúÊÛ¾­Àí……………………… ºÏÀíʹÓÿͻ§Î¬»¤¾­·Ñ………………………… µÚÈý²¿·Ö ÀÏÍâÑÛÖеÄÖйúÏúÊÛ ÓëÖйúÏúÊÛ´ò½»µÀʱ³£Óöµ½µÄ14 ¸öÎÊÌâ…… ÄãÓÐʱ²¢²»Á˽âÍâ¹ú¿Í»§µÄ¹æ¾Ø……………… 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…………………………… 004 ÓÅÊƳɽ»£º WE HAVE A DEAL ÀÏÍâÕâÑù×öÏúÊÛ£¨µÚ¶þ°æ£© Assessing sales representatives… ………………… Employee training… ………………………………… Duties of a sales manager…………………………… Sales department expenses… ……………………… Part 3 Chinese Salespeople Through a Foreigner’s Eyes The 14 Challenges I encountered when dealing with Chinese salespeople… …………………………………… You actually do not know about the rules how to treat your foreign clients… ……………………………