认识与处理顾客异议的辨证法  

The Dialectics of Understanding and Dealing with Customers Objection

作　　者：庞如春[1] 岳元峰 曲海昕 

机构地区：[1]吉林省经济管理干部学院,吉林长春130012 [2]吉林省技术监督局,吉林长春130051

出　　处：《吉林省经济管理干部学院学报》2008年第5期84-86,共3页Journal of Jilin Province Economic Management Cadre College

摘　　要：顾客在购买商品的过程中会提出各种各样的购买异议,这是销售活动中的一种正常现象。它是销售成功的机遇,也是必须跨越的障碍,是对推销员驾驭推销态势的考验。推销员要正视顾客异议,以冷静、豁达的态度和辩证的方法分析、处理顾客异议,这是推销员必须具备的基本素质。Customers will propose a variety of purchase objections in the interview process, which is a normal phenomenon in sales . It is the success opportunifie of sales, but also the obstacles to be overcome. It is the test of salesman＇s controlling sales. Salesmen should address customer objections calmly, handle customer objections with expansive attitude and dialectical analysis. This is the basic quality of a salesman.

关 键 词：顾客异议 辩证法 

分 类 号：F713.3[经济管理—产业经济]