竞争销售相关知识简介(ppt 54页)

竞争销售相关知识简介内容提要：
Objectives目标
To create awareness of the level of
 ‘competitiveness’ displayed by competitors.
    清醒地认识竞争对手所显示的竞争程度。
To provide first hand experience on ways to do competitor analysis.
提供分析竞争对手的亲身经验。
To provide insight on how to help build conviction and competitiveness in HR, in the shortest period of time.
在最短的时间内提供怎样帮助销售代表建立信心和竞争力的看法
To provide a platform to provide a more practical and meaningful training to HR.
提供一个对销售代表进行更加可行和有意义的培训的机会。
Benefits好处
Penetrate competitor market to increase market share.
进入竞争对手的市场，增加市场份额
Stop the decline in market share.
停止市场份额的下滑
竞争销售的特点：
集中表现为争夺医生处方
竞争的对抗性越来越激烈
竞争在产品方面的优势减少
竞争在售后服务方面要求在提高
对医药代表的要求愈来愈高
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