　　大客户会比小客户带来的收益更多吗？
　　当与老外的谈判陷入僵局，你该怎么做？
　　仅仅依据销量开除销售代表是否真的妥当？
　　这些是销售人员每天都会遇到的问题，但大部分培训师不会给出明确的解答，而只会慷慨激昂地给你灌输励志故事。本书作者曾在多个知名跨国公司担任管理者，既能告诉你“双赢”谈判技巧在不同情景下的运用法则，也能从客户的角度教你如何避开与老外合作的“雷区”。
　　本书还将帮你建立多维度绩效考核模型，让销售谈判从一个人的努力进化为一个团队的“战斗”。无论你是销售代表还是部门经理，这本书都将带给你惊喜。

第一部分从辨识客户到最终成交
为谈判做好准备
谁是你的潜在客户
让潜在客户接受你的会面请求
8条守则打造完美第一印象
3个步骤用闲聊开启正式谈判
把握谈判核心阶段，助力最终成交
最好的成交方式
成交后还有哪些事情需要做
阿道的独家谈判策略
第二部分打造一支优秀的销售团队
如何挑选最适合的销售代表
留住人才的7种方式
Part 1 From Probing the Prospect to Closing the Deal
Preparing for a negotiation
Identifying the right customer
Securing a sales meeting with the prospect
The 8 rules of a great first impression
Transitioning from the informal to formal talk in three stages
Mastering the different negotiation phases to facilitate closing the deal
Closing the deal
Follow-up
Abdel's ultimate negotiation tactics
Part 2 Building an Outstanding Sales Team
Hiring the right people
Retaining the right people
使用正确的方法考核员工
通过内部培训让销售代表适应外部变化
成为一个称职的销售经理
合理使用客户维护经费
第三部分老外眼中的中国销售
与中国销售打交道时常遇到的14个问题
你有时并不了解外国客户的规矩
Assessing sales representatives
Employee training
Duties of a sales manager
Sales department expenses
Part 3 Chinese Salespeople Through a Foreigner’s Eyes
Challenges I encountered when dealing with Chinese salespeople
You actually do not know about the rules how to treat your foreign clients

精彩书摘

　　【文摘】你有时并不了解外国客户的规矩
　　对中国企业来说，要想与国外企业建立成功的商业关系，知道如何与外国客户以及外国潜在客户沟通至关重要，这也正是本书第一部分的主题。同时，在与外国客户进行远程交涉，或当有外国客户来华拜访你时，明白要如何表现也很重要。对方在见到你的第一时间就会形成对你的印象。因此在最开始的时候通过正确的做事方式给对方留下一个好印象非常重要，这也是第三部分的主题所在。请记住，学习如何对待外国与你职位相当的客户并不是你单方面的付出。明智的外国人也会在来中国之前搜集一些有关这个国家及现有环境的信息，并试着理解当地商业的基本运作方式。他们甚至还会参加研讨班学习如何在中国或者与中国商人做生意。如果他们没有这么做，我们可以帮助他们。为你的外国客人提供一本有关“中国文化”或“中国商业”的书便是一个能够帮助他们了解中国的不错方式。话虽这么说，但当你在世界各地旅行时你会发现在所有的文化里，基本的礼仪几乎都是相同的。比如保持清洁、不说谎、说话平缓、学会倾听、感恩、为别人留门、坐姿端正、合适的眼神交流以及积极向上的态度等。现在就来看看一些中国商人对待外国访客时应注意的地方吧。你是否真正了解在中国接待外国客户的基本礼仪？
　　You actually do not know about the rules how to treat your foreign clients
　　It is important for Chinese businesses to know how to communicate with foreign clients and foreign potential clients in order to make for a successful business relationship. This was the topic of the first part. It is equally important to know how to act when dealing with foreign clients remotely or foreign clients visiting you inChina. People form their opinion of you from the very first moment they engage in an exchange with you. It is of the utmost importance to leave a very good impression from the very beginning by doing things the right way. This is the topic of this part.
　　Keep in mind that learning how to deal with a foreign counterparts not a one-way effort. Wise foreigners coming toChinaalso gather knowledge about the country and the environment prior to their arrival and try to gain a basic understanding of how things run in this side of the world. They even attend seminars on how to do business in and withChina. If they don't, we can help them. Offering your foreign guest a book about "Chinese culture" or "Business inChina" is a nice gesture that could help in that education process.
　　That being said, when traveling around the globe, you will realize that the basics of civility are almost the same in every culture. It is always good practice to encourage cleanliness, not lie, speak slowly and learn how to listen, be grateful, hold the door for others, sit straight and maintain reasonable eye contact, be positive, and so forth and so on.
　　Let's take a quick look at some of the areas we can start being mindful of when welcoming our foreign guests inChina.
　　Do you actually know the basic etiquette of receiving a foreign customer inChina?
　　……

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