<p>&nbsp;</p> <div>、导言</div> <div><span>&nbsp;&nbsp;&nbsp; 1</span>、讲师的自我介绍</div> <div><span>&nbsp;&nbsp;&nbsp; 2</span>、介绍课程的目的</div> <div>&nbsp;</div> <div><span>&nbsp;&nbsp; &nbsp;</span>──讲师展示投影片<span>4.1</span></div> <div>&nbsp;</div> <div><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><b>&nbsp;</b><b>课程目的</b><b><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></b></div> <div>●掌握信函约访中信函的格式及要点</div> <div>●掌握电话约访的要领、方法及步骤<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●能灵活运用电话约访的应对话术和步骤<span><span>&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●节约时间成本、取得与客户见面的机会<span><span>&nbsp;&nbsp;&nbsp; </span></span></div> <div align="right">4.1</div> <div>&nbsp;</div> <div><span>&nbsp;&nbsp;&nbsp; 3</span>、介绍课程内容</div> <div><span>&nbsp;&nbsp;&nbsp; </span>──讲师展示投影片<span>4.2</span></div> <div>&nbsp;</div> <div align="center"><b>课程内容</b></div> <div>●信函约访<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●信函约访的实作<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●电话约访<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●电话约访的拒绝处理<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●电话约访演练<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div align="right">4.2</div> <div>&nbsp;</div> <div><span>&nbsp;&nbsp;&nbsp; 4</span>、约访的目的</div> <div><span>&nbsp;&nbsp;&nbsp; </span>──讲师展示投影片<span>4.3</span></div> <div>&nbsp;</div> <div align="center"><b>约访的目的</b></div> <div>●取得与客户见面的机会，取得拜访的理由<span>&nbsp;</span></div> <div>●避免因客户不在而浪费时间<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●避免与客户工作发生冲突<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●避免冒昧前往而让客户产生不快心理<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●给客户一个准备时间<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <div>●引起客户对我们的注意<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></div> <p>●提高签单的概率<span><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</span></span></p> <p>约访讲师手册14页.doc</p>