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如何提高销售技巧

来源:英语翻译器 作者:翻译网 时间:2016-08-09 阅读:

如何提高销售技巧-分析顾客的消费心理
How to improve sales skills - Analysis of customer's consumer psychology
消费是指为满足人们物质文化需要而消耗物质资料的行为,是人们生存和发展的必要条件。需求是指人们对特定事物需求的欲望或要求。
Consumption is a necessary condition for the survival and development of people, which is the act of consuming material information to meet the needs of people's material and cultural needs. Demand is the desire or demand of the people for a particular thing.
人们对服装的消费需求分为生理和心理需求两大方面。生理需求也称本能需求或天然需求,是人自身发展过程中,为了维持生命、保持人体的生理平衡而形成的需求。如穿服装为了保暖或保护身体。而心理需求是为了提高物质和精神生活水平而产生的高级需求,它受历史条件、社会制度、民族和风俗习惯等的制约,反映了人的社会性,是随着人类社会发展的结果。
People's clothing consumption demand is divided into two aspects of physical and psychological needs. Physiological demand, also known as the instinctive demand or natural demand, is the human development process, in order to maintain life, to maintain the body's physiological balance and the formation of the demand. Such as wearing clothing in order to keep warm or to protect the body. And psychological needs in order to improve the material and spiritual life of the high-level requirements. It is affected by the restriction of the historical conditions and social system, national customs and, reflecting the social nature of man, as a result of the development of human society.
1.消费需求有哪些特点
1 what are the characteristics of consumer demand
消费有很多特点,了解这些特点有利于了解消费需求,才有可能促成购买。需求是随着服装的流行趋势、社会进步、经济繁荣等因素而不断变化的,消费需求虽然受多种因素的影响,但它具有一定的规律性和特点。
Consumption has a lot of characteristics, understanding these characteristics is conducive to understanding the consumer demand, it is possible to facilitate the purchase. Demand is the trend of clothing, social progress, economic prosperity and other factors, and constantly changing, although the consumer demand affected by a variety of factors, but it has a certain regularity and characteristics.
(1)驱动性 当某种需要萌生后,便产生一种心理紧张感和不适感,这种紧张感便成为一种内驱力,驱动人们寻求满足新需求的目标和对策,迫使人们去从事各种购买活动,以满足这种需求。这一特点在冲动型消费者中表现得最为突出。
(1) driving when a need after initiation, a psychological tension and discomfort, this tension will become a driving force, driving people seeking to meet the goals and Countermeasures of the new demand, forcing people to engage in a variety of activities to buy, to meet this demand. This feature is most prominent in impulsive consumers.
(2)多样性 由于消费者存在着生理、心理、经济、文化、民族、风俗习惯等方面的差异。因此消费需求也存在着千差万别,即使是同一款服装,不同的消费者对其规格、花色、质量等方面有不同的需求。随着人们生活水平的不断提高,消费者的审美观念逐渐向个性化发展,更要求服装市场的多样性。靠单一款式造成火爆消费的时代一去不复返了。
(2) diversity due to the differences in the physical, psychological, economic, cultural, ethnic, customs, and other aspects of the consumer. Therefore, consumer demand is also different, even if it is the same clothing, different consumers have different requirements on their specifications, colors, quality and so on. With the continuous improvement of people's living standards, the aesthetic concept of consumers gradually to the personalized development, more requirements of the diversity of clothing market. The era of popular consumption by a single style is gone forever.
(3)选择性 人们的需求是多种多样的,已经形成的需求经验使消费者对需求的内容能够进行选择。消费者将根据自身的消费经验、个人爱好、文化修养、经济收入等情况,重新选择自己的消费需求。服装商品可选择性的提高也对服装店员的专业素质提出了更高的要求。
(3) selective people's needs are diverse, and the need for experience has been formed to enable consumers to choose the content of demand. Consumers will be based on their own consumer experience, personal hobbies, cultural training, economic income, etc., to re choose their own consumer demand. The selective enhancement of clothing merchandise also puts forward higher requirements for the professional quality of the garment shop assistant.
(4)时尚性随着社会的不断发展,物质文明的高度进步,使得消费者的消费需求也在不断地变化和更新。服装是时尚的商品,它随着流行而变化。消费者购买服装时,首先会考虑它的时尚性。当基本的功能性完全被满足后,款式的时尚与否将成为购买的主要因素。
(4) fashion with the continuous development of society, the height of material civilization progress, so that consumer demand is constantly changing and updating. Clothing is a fashion commodity, it changes with the prevalence of. Consumers to buy clothing, first of all will consider its fashion. When the basic functionality is fully satisfied, the style of fashion or not will become the main factor in the purchase.
(5)连续性消费需求的连续性也称为周期性、无限性等,是指消费需求不断地“出现一满足一再出现一再满足”周而复始地循环状态。人们的需求永无止境,是由于人们生存的需要永远不会完全被满足,因而就促使人们不断地进行活动以满足它。一旦旧的需求得到满足,就会产生更新的更高级的需求,达到目标的消费者会为自己确定更高的目标。店员通过观察顾客身上的着装品质,就会考虑是否要提出让顾客更换新装的建议。
(5) continuous consumption demand of continuity, also known as periodic, infinity, and so on, is refers to the consumer demand will continue to "meet a repeated again and again to meet" the cycle to cycle state. People's needs are endless, because the needs of people's lives will never be completely satisfied, and thus to promote people to continue to carry out activities to meet it. Once the old needs are met, it will produce a more advanced demand, reaching the goal of the consumer will be to determine their own higher goals. The clerk observed by customers who dress quality, will consider whether to let the customer to change the new proposals put forward.
(6)满足性消费需求的满足是相对的,而永不满足才是绝对的。需求的满足性是指需求在某一具体阶段中所达到的满足标准。消费需求的相对满足程度,取决于消费者的消费水平。人们的消费需求是伴随着社会的发展、经济状况的改变、审美观念的提高等因素而得到相对满足的。这种相对的满足阻碍了新的消费,服装店的各种促销活动就是希望通过刺激欲望而不断拉。
(6) the satisfaction of satisfying consumer demand is relative, and never satisfied is absolute. The satisfaction of demand is to meet the requirements of the requirements in a specific stage. The relative satisfaction of consumer demand depends on the level of consumer spending. People's consumption demand is accompanied by the development of society, the change of the economic situation, the improvement of the aesthetic idea and so on. This relative satisfaction has hindered the new consumer, clothing store all kinds of promotional activities is to hope that through the desire to stimulate and constantly pull.
(7)发展性消费需求的形成与发展是与社会生产力的高低密切相关的。需求的变化是随着社会生产力的提高和进步而改变的,需求由低级到高级,由物质到精神,由简单到复杂不断发展变化。消费的个性化,也是消费需求发展的必然倾向,消费内容越丰富,消费需求的层次性变化越大,需求的层次越高,消费选择性越强,就越能促进消费生活的个性化。需求是永无止境的,是无限发展的。发展也使商业竞争不断升级。
(7) the formation and development of the development of consumer demand is closely related to the level of social productivity. The change of demand is changed with the improvement of social productivity and progress, the demand from lower level to higher level, from the material to the spirit, from simple to complex and constantly changing. Personalized consumption and consumption the inevitable tendency of the development needs, consumer content more rich, greater levels of change in the consumer demand, the higher level of demand, the stronger selective consumption, the more promote the individualization of consumer life. Demand is endless, unlimited development. Development also enables commercial competition to continue to upgrade.
(8)目标性人们的需求总是包括一定的内容或某种具体的事物,离开了具体事物和具体内容,就不会产生需求。但对于特定需求来说,又有着十分明确的对象目标。消费者的需求都具有一定的对象目标,不会凭空臆想出需求对象。服装店为了满足消费需要,会想方设法地帮助顾客寻找所需求的对象。
(8) the target people's needs always include a certain content or some specific things, left the specific things and specific content, will not produce the demand. But for the specific needs, and has a very clear target. Consumer demand has a certain object, not imagined the demand object. Clothing store in order to meet the needs of the consumer, will try to help customers find the object of demand.
(9)竞争性在某一时期,消费者会存在多种需求,但只有最强烈、最迫切的需求才能转化为动机,成为行动的主要支配力量。因此,消费者的各种需求之间,存在一种竞争,竞争也会要求获得满足。例如,在经济条件有限的情况下,一个家庭购置衣物时,对老人、儿童、妻子、丈夫会产生一定的需求竞争,竞争的结果就是一种
(9) competition in a certain period, there will be a variety of consumer demand, but only the most strong, the most urgent needs to be converted into motivation to become the main force of action. Therefore, there is a kind of competition between the various demands of the consumer, and the competition will be satisfied. For example, in the case of limited economic conditions, the purchase of clothing for a family, the elderly, children, wives, husbands will have a certain demand for competition, the result of competition is a kind of

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