本案例向我们展示了一个应用SPIN 的精彩的销售拜访过程,既引导了客户需求,有针对性地突出了公司以及产品的优势,了解了柯达采购的决策过程、时间表,明确了下一步的沟通计划,又为可能的价格以及交货时间的异议做出了适当的铺垫。我们可以透过这个过程,反思 Spin 精髓,做到像张丽华那样销售,需要销售人员具备怎样的素质和技巧。首先,销售人员必须具备对客户、竞争对手、本公司关键影响因素的分 This case shows us an exciting sales call process using SPIN, which not only guides the customer needs, and highlights the advantages of the company and the products in a targeted manner. It also understands the decision-making process and schedule of Kodak's procurement and clarifies the next step Communication plans, but also for the possible price and delivery time objections made the appropriate ground. Through this process, we can reflect on the essence of Spin, so as to sell like Zhang Lihua, what kind of quality and skill are required for salespeople. First, the sales force must have the customer, competitors, the company's key influence factors