<p> <table cellspacing="0" cellpadding="0" border="1"> <tbody> <tr> <td valign="top" width="489"> <div>一、让学员学会从保险需求诊断的角度开始保险销售。</div> <div>二、让学员熟练掌握并运用保险需求诊断话术。</div> <div>三、让学员将保险需求诊断话术较好地融进专业化推销流程中去。</div> </td> </tr> <tr> <td valign="top" width="489"> <div>&nbsp;</div> <div align="left"><b>一</b><b>、</b>角色扮演<span>(一)</span></div> <div><span>&nbsp;&nbsp; (</span>一<span>)、第一组:电话约访</span></div> <div>&nbsp;（二）、第二组<span>:第一次面谈<span>&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>&nbsp;（三）、第三组<span>:收集客户资料</span></div> <div>&nbsp;（四）、第四组<span>:促成</span></div> <div>&nbsp;</div> <div>二、角色扮演<span>(二) </span></div> <div>&nbsp;</div> <div>&nbsp;</div> <div>&nbsp;</div> <div>&nbsp;</div> </td> </tr> <tr> <td valign="top" width="489"> <div>欧阳先生、欧阳太太与保险业务员小张的案例</div> <div>&nbsp;</div> <div>&nbsp;</div> </td> </tr> <tr> <td valign="top" width="489"> <div>学员手册<span>;</span></div> <div>随堂讲义<span>;</span></div> <div>讲师手册<span>;</span></div> <div>投影片<span>.</span></div> <div>&nbsp;</div> </td> </tr> </tbody> </table> </p> <p>话术讲师手册17页.doc</p> <p>&nbsp;</p>