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TIEN TRNH
BAN HANG
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10 KHUYET IEM
CUA NGI BAN HANG
1. khong Ihuc su h|eu ve bon hong
2. Hy vong rong mo| su Iu no se kho
|en
3. No| nh|eu, nghe |I
4. $u dung nhung |o| no| g|eI cheI
v|ec bon hong
5. khong b|eI kh| noo noo duI d|em
v|ec bon hong
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1/ Bc Mot : Tiep can khach hang va
thiet lap quan he.
2/ Bc Hai : Tham do nhu cau cua
khach hang.
3/ Bc Ba : Chuan b s chao hang.
4/ Bc Bon : Thc hien viec chao hang
va bao gia (gii thieu, trnh dien, chng
minh va bieu dien mon hang, bao gia).
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5/ Bc Nam : Thng lng (giai quyet
nhng vng mac, yeu sach hoac khc
t cua khach hang).
6/ Bc Sau : Dt iem, ket thuc viec
ban hang.
7/ Bc Bay : Cung cap dch vu sau khi
ban va theo doi cong viec va thai o cua
khach hang.
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Bc th nhat :
TIEP CAN KHACH HANG
& THIET LAP QUAN HE.
1/ X|n mol cuoc hen.
2/ Xoc |op muc l|eu cuo v|ec
l|ep xuc vo| khoch hong.
3/ Mo dou cuoc l|ep xuc.
4/ 7h|e7 |op su dong com quo
nhung lhong d|ep bong nhung |o|
no| .
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5/ Nhung ky nong g|oo l|ep de
lh|el |op mo| dong com
/. Xoy oung su dong com lhong
quo nhung lhong d|ep khong |o|
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Bc th hai:
THAM DO NHU CAU MUA
1.Fhon b|eI nhu cou,uoc muon vo nhu cou co
kho nong Ihonh Ioon
2.Nhu cou muo
3.ong co muo
4.$u dung cou ho| mo de Ihom do nhu cou
muo
5.Coc ky IhuoI Ihom do.
-lm |ong-No| dem- X|n no| ro ch| l|el
-lop |o| y khoch no|-8|eu |o quo soc
mol, cu ch|.
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Bc th ba:
CHUAN B CHAO HANG
1. k|em d|em
Ihong I|n do co
ve khoch hong
2. Iop bong phon
I|ch |o| Ihe
conh Ironh
3. Iop bon so
sonh h|nh chu I
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BC TH BON
THC HIEN VIEC CHAO HANG
& NOI GIA
1.CHAO HANG & IPNH DIEN &8IEU
DIEN MON HANG
- 8|eu d|en (Demonslrol|on).
- Irung don bong chung (Proof).
- Coch Iruyen doI IhuyeI phuc
{persuov|se commun|col|on).
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- Mo| Ihom du {Porl|c|pol|on).
- Ioo k|ch I|nh (Dromol|zol|on).
- $u dung coc cong cu nghe nh|n
phu Iro (Auo|ov|suo| o|os).
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2.NGHE THUAT NOI GIA
Nguo| bon co bon phon pho| no| g|o
kh| noo nen no| g|o
*5ou kh| do neu g|o lrj cuo mon hong
*G|o l|en duoc che doy & donh dung
lom |y
*uo ro 3 mon hong vo| 3 muc g|o
*5o sonh g|o bon vo| coc lhong g|o lrj
khoc nhou
*7huyel phuc ve |o| |ch cu lhe mo kH
se nhon duoc.
Fho| hoc coch no| g|o
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Bc th nam
NAM BAT NHNG THAC MAC, KHC T
VA THNG LNG VI KHACH HANG.
1. Fhon b|eI nhung |oo|
Ihoc moc hooc khuoc Iu
cuo khoch hong.
2. G|o| Ioo Ihoc moc.
3. oo nguoc nhung
khuoc Iu, phon do| cuo
khoch hong Ihonh co ho|
bon hong.
4. Ihong |o| Irong cuoc
Ihuong |uong.
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Bc th sau
DT IEM VIEC BAN HANG-
KET THUC THING VU
1.Iom quon Irong cuo v|ec duI d|em
2.Nhung nguyen Ioc su dung.
lom no| bol |o| |ch |on nhol cuo v|ec
muo hong
Xu |y nhung mou lhuon con |o|
Nhon nhuong o nhung d|eu k|en kH do|
lhem
khong de kH don doc
7he h|en |ong lu l|n
e nghj so |uong muo |on hon
3.Nhon h|en nhung dou h|eu son song cho v|ec
duI d|em
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4.CAC FHUONG FHAF
DUI IEM
4.1-Dul d|em lhu
4.2-7om lol |o| |ch
4.3-Nhuong bo, xuong lhong
4.4-Gol bo nhung yeu soch
cuo kH
4.5-G|om bol su |uo chon cuo
kH
4.-7ruc l|ep duo ro |o| choo
muo hong
4.7-G|o bo nhu lhe kH do
dong y muo
4.8-e ooo kH bong 1 b|en co
se den
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Bc th bay
CUNG CAP DCH VU SAU KHI BAN VA
THEO DOI THAI O KHACH HANG SAU
KHI MUA
1.Coc |oo| d|ch vu sou kh| kH do muo
2.Io| |ch cuo coc d|ch vu hou mo|
3.Coc phuong phop Ih|eI |op quon he vo| khoch
hong do muo.
3.1.|en lhoo| hoy lho lhom ho|
3.2.7heo oo| & lhuc h|en boo dom nhung |o|
huo
3.3. G|o| quyel coc phon non cuo khoch
hong.
3.4. 7hom v|engkhoch hong
3.5.Go| lh|ep long quo lrong nhung ojp |e lel
3..Go| bon cou ho| phong von lhom oo y
k|en
3.7.Go| lhu g|o| lh|eu mo| kh| co son phom mo|
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