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客户喜欢竞争,客户愿意看到竞争的出现,哪怕再硬的关系也需要一个貌似竞争的过程——这是销售顾问应该具备的最重要的一种意识。张川是约克空调成都地区的大客户销售顾问,销售的产品是大型制冷设备。随着政府西部开发战略逐渐落实,成都地区的高档酒店建设日新月异,新建酒店陆续开工,所有这些高档酒店都需要大型制冷设备。
Customers like to compete, customers are willing to see the emergence of competition, and even harder relationships require a seemingly competitive process - this is the most important kind of awareness that sales consultants should have. Zhang Chuan is a sales consultant for major customers in the York area of York Air Conditioning Co., Ltd. The products sold are large-scale refrigeration equipment. With the gradual implementation of the government’s western development strategy, the construction of high-end hotels in the Chengdu area is changing with each passing day, and new hotels have started one after another. All these high-end hotels require large-scale refrigeration equipment.