一、舍本逐末;光拜访无法赢得销售。赢得销售是推销的目的,拜访只是推销的手段。一些推销员却本末倒置:忙于拜访顾客而没有订立销售的目标,频频拜访顾客而未下定决心要求顾客订货,结果整日忙忙碌碌而业绩不佳。事实上,没有拿到订单的拜访是无效的,除非是增进感情的特别拜访。推销要围绕把产品卖出去而进行,任何一种推销方式都必须有利于扩大推销利润和销售量,因此推销员要制定明确的销售目标。销售目标的建立 First, shepherd the end; light visits can not win sales. Winning sales is the purpose of marketing, and visiting is only a means of marketing. Some salesmen are putting the cart before the horse. They are busy visiting customers and have not set sales targets. They frequently visit customers and are not determined to require customers to place orders. As a result, they are busy all day and have poor performance. In fact, a visit without an order is ineffective unless it is a special visit to promote feelings. Sales promotion must be carried out around the sale of products. Any sales promotion method must be conducive to the expansion of sales profit and sales volume. Therefore, salesmen must establish clear sales targets. Establishment of sales target