推销员在拜访顾客之前,都要制定一个会谈计划,以便设计一个进行推销面谈的最佳方式。英国著名推销专家M·麦克唐纳指出:“推销员所选择的谈判方式以及开场白对会晤的成功将起到关键性的作用,因此,推销员在与顾客见面之前制定一个会谈计划是绝对必要的。”推销员与顾客面谈的初始阶段至关重要,不可听其自然,因此,所有成功的推销员都会花大量的时间与想象 Before the salesman visits the customer, he must formulate a plan for the meeting in order to design a best way to carry out the marketing interview. The famous British marketing expert M. Macdonald pointed out: "The negotiation method chosen by the salesman and the opening speech will play a key role in the success of the meeting. Therefore, it is absolutely necessary for the salesperson to formulate a meeting plan before meeting with the customer. The initial stage of the salesperson’s interview with the customer is crucial and not natural, so all successful salesmen spend a lot of time and imagination.