关于销售sales

第一篇：关于销售sales

我理解的组件销售#1，贸易的本质是交换，满足彼此需求。组件贸易即交易组件满足包括分销商,开发商/EPC/业主等各级客户不同需求.价格只是一项需求，而非唯一决定因素。价格水平的高低反映了满足客户需求水平的高低。因此，“用多低的价格一定能拿下多大的订单”对组件销售来说是个悖论。

#我理解的组件销售#2，组件归根结底是工业品，即使在普及家用的德国，组件也不算是即买即用的消费品。因此组件销售须考虑工业品销售和消费品销售的区别。葡萄只是为了让消费者食用，因此葡萄商贩可以用“尝一尝，不甜不要钱”或者降价促销等销售技巧促成交易，而工业品等大订单销售则大相径庭。

##3，组件销售需满足的需求是一个大包裹，包括银行投资风险需求，业主投资回报需求，工程建设中要求，分销商利润差价需求，电网安全性要求甚至各级客户对品牌认同的心理需求等。这时，单销售技巧不再行之有效，而必须分析客户需求，满足客户需求，即现代销售中的需求满足式销售。#我理解的组件销售#4，而满足工业品销售中需求包裹的能力，正是公司和个人之间的区别。公司作为社会中的有效组织，通过管理的力量将人和资源能力结合在一起，达成单个人无法完成的目标。因此，在组件销售中，最优秀的销售人员也应该具备强大的内部销售能力，即最大化集合公司资源满足客户需求。

#我理解的组件销售#5，组件的销售，更应该是人员销售和品牌营销双向作用的结果。销售人员可以搞定采购经理，采购总监，但却无力搞定各级客户老板，银行风险控制部门，项目投资人，电网。。这是人员销售的局限性。而企业品牌的营销则可以在外部更大范围地营造氛围，起到内外夹击，影响客户的目的。

#我理解的组件销售#6，营销本质上是企业和目标客户群的有效交流，世界杯或PHOTON广告只是方式之一,非全部。德国市场多厂房屋顶，是否可在企业主客户群体做文章？东南亚客户群体多电力公司或者基建承包商，案头常读的杂志不一定是PHOTON;除了展会和机场广告，是否可有效利用TWITTER/FACEBOOK/LINKEDIN等社交媒体？总之，要“有效”，而非为了营销而营销。

#我理解的组件销售#7，除方式外，营销更要有指向性明确的内容，即看见此品牌客户会马上想到什么？京瓷的形象广告是一个历经风雨的老房子，口号是KYOCERA SINCE 1984，强调RELIABILITY;TRINA招牌是存钱罐，在强调更多回报和性价比；SUNTECH手举组件跳楼状凸显其行业领导者的形象；英利“生产老百姓用得起的绿色电力”更是明确指向其成本领普及大众。

#我理解的组件销售#8，人员销售本身也是品牌营销的重要组成部分。订单之前客户拜访中，销售人员更多做的是价值传递，通过约谈聊天等方式，将公司和品牌的价值点在多方面转换成一个个具象化的故事，这些故事通过销售人员本身交流的技巧传达给客户，和外在的品牌营销一起影响甚至塑造客户的选择。

#我理解的组件销售#9，销售本质上也是一种管理，更是一种实践，不在于知而在于行.

第二篇：销售代理协议 Sales Agency Agreement

合同号：

no：

日期：

date：

为在平等互利的基础上发展贸易，有关方按下列条件签订本协议：

this agreement is entered into between the parties concerned on the basis of equality and mutual benefit to develop business on terms and conditions mutually agreed upon as follows:

1.订约人

contracting parties

供货人（以下称甲方）：

销售代理人（以下称乙方）：

甲方委托乙方为销售代理人，推销下列商品。

supplier:（hereinafter called “party a”）

agent:（hereinafter called “party b”）

party a hereby appoint party b to act as his selling agent to sell the commodity mentioned below.2.商品名称及数量或金额

commodity and quantity or amount

双方约定，乙方在协议有效期内，销售不少于**的商品。

it is mutually agreed that party b shall undertake to sell not less than...of the aforesaid commodity in the duration of this agreement。

3.经销地区

territory

只限在.....。

in...only.4.订单的确认

confirmation of orders

本协议所规定商品的数量、价格及装运条件等，应在每笔交易中确认，其细目应在双方签订的销售协议书中作出规定。

the quantities, prices and shipments of the commodities stated in this agreement shall be confirmed in each transaction, the particulars of which are to be specified in the sales confirmation signed by the two parties hereto.5.付款

payment

订单确认之后，乙方须按照有关确认书所规定的时间开立以甲方为受益人的保兑的、不可撤销的即期信用证。乙方开出信用证后，应立即通知甲方，以便甲方准备交货。

after confirmation of the order, party b shall arrange to open a confirmed, irrevocable l/c available by draft at sight in favor of party a within the time stipulated in the relevant s/c.party b shall also notify party a immediately after l/c is opened so that party a can get prepared for delivery.6.佣金

commission

在本协议期满时，若乙方完成了第二款所规定的数额，甲方应按装运货物所收到的发票累计总金额付给乙方*%的佣金。

upon the expiration of the agreement and party b's fulfillment of the total turnover mentioned in article 2, party a shall pay to party b...% commission on the basis of the aggregate amount of the invoice value against the shipments effected.7.市场情况报告

reports on market conditions

乙方每3个月向甲方提供一次有关当时市场情况和用户意见的详细报告。同时，乙方应随时向甲方提供其他供应商的类似商品样品及其价格、销售情况和广告资料。

party b shall forward once every three months to party a detailed reports on current market conditions and of consumers' comments.meanwhile, party b shall, from time to time, send to party a samples of similar commodities offered by other suppliers, together with their prices, sales information and advertising materials.8.宣传广告费用

advertising & publicity expenses

在本协议有效期内，乙方在上述经销地区所作广告宣传的一切费用，由乙方自理。乙方须事先向甲方提供宣传广告的图案及文字说明，由甲方审阅同意。

party b shall bear all expenses for advertising and publicity within the aforementioned territory in the duration of this agreement and submit to party a all patterns and/or drawings and description for prior approval.9.协议有效期

validity of agreement

本协议经双方签字后生效，有效期为**天，自**至**。若一方希望延长本协议，则须在本协议期满前1个月书面通知另一方，经双方协商决定。

若协议一方未履行协议条款，另一方有权终止协议。

this agreement, after its being signed by the parties concerned, shall remain in force for...days from...to...if either party wishes to extend this agreement, he shall notice, in writing, the other party one month prior to its expiration.the matter shall be decided by the agreement and by consent of the parties hereto.should either party fail to implement the terms and conditions herein, the other party is entitled to terminate this agreement.10.仲裁

arbitration

在履行协议过程中，如产生争议，双方应友好协商解决。若通过友好协商达不成协议，则提交中国国际贸易促进委员会对外贸易仲裁委员会，根据该会仲裁程序暂行规定进行仲裁。该委员会的决定是终局的，对双方均具有约束力。仲裁费用，除另有规定外，由败诉一方负担。

all disputes arising from the execution of this agreement shall be settled through friendly consultations.in case no settlement can be reached, the case in dispute shall then be submitted to the foreign trade arbitration commission of the china council for the promotion of international trade for arbitration in accordance with its provisional rules of procedure.the decision made by this commission shall be regarded as final and binding upon both parties.arbitration fees shall be borne by the losing party ,unless otherwise awarded.11.其他条款

other terms & conditions

(1)甲方不得向经销地区其他买主供应本协议所规定的商品。如有询价，当转达给乙方洽办。若有买主希望从甲方直接订购，甲方可以供货，但甲方须将有关销售确认书副本寄给乙方，并按所达成交易的发票金额给予乙方*%的佣金。

party a shall not supply the contracted commodity to any other buyer(s)in the above mentioned territory.direct enquiries, if any, will be referred to party b.however, should any other buyers wish to deal with party a directly, party a may do so.but party a shall send to party b a copy of sales confirmation and give party b...% commission on the basis of the net invoice value of the transaction(s)concluded.(2)若乙方在*月内未能向甲方提供至少**订货，甲方不承担本协议的义务。

should party b fail to pass on his orders to party a in a period of...months for a minimum of..., party a shall not bind himself to this agreement.(3)对双方政府间的贸易，甲方有权按其政府的授权进行有关的直接贸易，而不受本协议约束。乙方不得干涉此种直接贸易，也无权向甲方提出任何补偿或佣金要求。

for any business transacted between governments of both parties, party a may handle such direct dealings as authorized by party a's government without binding himself to this agreement.party b shall not interfere in such direct dealings nor shall party b bring forward any demand for compensation therefrom.(4)本协议受签约双方所签订的销售确认条款的制约。

this agreement shall be subject to the terms and conditions in the sales confirmation signed by both parties hereto.本协议于**年*月*日在**签订，正本两份，甲乙双方各执一份。

this agreement is signed on...at...and is in two originals, each party holds one.甲方： 乙方：

（签字）（签字）

party a: party b:

(signature)(signature)

第三篇：General Manager Sales Resume销售英文简历

General Manager Sales Resume

Objective

A challenging and rewarding position as a sales account manager with a growth oriented firm that offers diverse job responsibilities and the opportunity for advancement.Summary

Experienced in technical sales.Abilityto gain account loyalty, with proven long-time partnerships with topcompanies.Ability to unify diverse groups of people behind a commongoal.Achievements

Generated over $4 million dollars in new business in less than one year.Salesman of the Year, 1999

Employment History

Hawbaker & Company, Columbus, OH

Account Executive, 19981997

Provided sales management for local corporate offices.Responsible forover $60M in annual sales.Provided sales Managed sales operations,accounts payable and receivable, employee training and recruiting, andbudget planning.Education

M.B.A., Finance, 1991

Houston University, Houston, TX

B.A.Marketing & Finance, 1988

Pennsylvania State University, State College, PA

Notable Achievements: Dean's Scholar;President of Forensics Society

第四篇：一流销售人员优秀 sales的基本原则

一个优秀 sales的基本原则

很多东西里学校没有教也不会教。很多东西书本绝对不会有，实践是检验真理的唯一标准，理论来源于实践又能够指导实践。很多先进的理论更是经验和教训。所以，对于理论我的一般做法是：如果觉得某理论挺适合实践或经过自己的补充、发展、改造适合实践的，那么我将成为第一个实验品，合适者，推广，否则over。以下是本人实践之一。

一个优秀 sales的基本原则。（P.S.是基本的。）

1、sales精神状态是第一位的 没有人喜欢和一个灰头土脸委靡不振的人谈生意，生意成不成是一回事，倒是怕被传染了不良因素。优秀的精神面貌来自于服装、发型、整洁、面部表情、肢体语言、感染力、自信等等（在此不展开，见以后文章）

面部表情，言语肢体动作的感染力，自信。

2、品质很重要

第一次买东西你可能会选择外观精致的东西，因为你并不了解本质。只能从表象来了解。然而第二次呢？你绝对不会仅仅因此来选择了。因为品质更重要。诚信是卓越品质中最根本的一条。也是目前中国商业环境中最需要补的一课。

3、做到专业

如果你做的不专业，你的客户会轻看你，领导会怀疑你，员工会不服你。因此，你做事务必专业，而且专业会让你更加自信，赢得更多的信任，从而确立权威。

4、学习力

学习力是指把学习作为一种习惯，成为一种冲动，并时刻能够将所学的东西转化为生产力。没有人能靠着已有的那一瓶水使用一生。所以必须经常充电，才能长久。毛爷爷说：好好学习，天天向上。人们很多的时候将它看成一句口号而没有去仔细品味。这句话翻译成现代的术语就是时刻充电，每天进步一点点，谁做得到，谁绝对NO.1。

5、梦想 你的梦想有多大，你就能够飞多高。你的胸怀有多宽广，你的市场也就有多大。如果你相信自己能挣1000，你就只能挣1000，如果你相信自己能挣100万，你就能争100万。不信你试试？

6、能让别人幸福的人才是真正的幸福。

时刻记住，我们自己幸福不叫幸福，能让更多的人幸福才是你的幸福。包括你的家人朋友下属以及所有你能够帮助的人。

7、如何乐观的并且随时保持乐观的心态是永恒的主题。

工作如果不快乐，那不如回家休息。而且对健康也不好。何必呢？何苦呢？

第五篇：Sales agreement销售合同中英文对照版

Sales agreement 销售合同

Agreement, made this＿＿＿＿ day of ＿＿＿＿, 2000, between seller company(hereinafter called “seller”), and having an office at ＿＿＿＿ and ＿＿＿＿ buyer of ＿＿＿＿(hereinafter called “buyer”).___ 公司（以下简称买方）和_____（以下简称买方）于 __年__月__日订立本合同。

1.MATERIAL商品名称

Seller agrees to sell to buyer, and buyer agrees to purchase from seller, during delivery period hereinafter provided, upon the terms and conditions hereinafter stated, the following material or materials:

双方同意在本合同规定的交货期限内按本合同的条款规定，由买方向卖方提供下列商品：（略）

2.DURATION期限

The delivery period shall commence on ＿＿＿＿ and shall continue until terminated on ＿＿＿＿, or on any anniversary thereof, by either party upon at least thirty days’ prior written notice to the other party.As used in this Agreement, “contract year” shall mean a twelve-month period ending on ＿＿＿ or on any anniversary thereof.交货日期从____ 起至 ____ 止；或每满一年后由有一方当事人至少提前三十（30）天书面通知另一方当事人所确定的日期为止。

本合同中的“合同年”指到___ 为止或到每年的此时为止的十二个月。

3.SPECIFICATION商品规格

Seller’s standard specification for the material or materials in effect at the time of shipment.卖方商品装运时的规格标准。

4.QUANTITY商品数量

5.PRICE价格

Subject to increase as provided in paragraph 7 on the reverse side hereof.可按照本合同背面第七条规定上浮。

6.ADDITIONAL TERMS AND CONDITIONS附加条款规定

The additional terms and conditions on the reverse side hereof are part of this agreement as effectively as though they preceded the signatures of the parties.合同背面的附加条款规定视为本合同不可分割的部分，效率等同当事人签名前所列条款。

(Reverse side)

ADDITIONAL TERMS AND CONDITIONS附加条件规定

7.PRICE INCREASE价格浮动

Seller may increase any price hereunder on the first day of any calendar quarter-yearly period by delivering or mailing written notice to Buyer at least 15 days prior to such day.Buyer, however,shall have the right to cancel the undelivered portion of the material to which such increase in price applies by delivering or mailing written notice to Seller prior to the date when such increase is to become effective.卖方提价可以在每个季度的第一天进行，但至少应提前十五（15）天向买方提交或邮寄有关的书面通知。买方则有权在涨价生效日之前向卖方提交或邮寄书面通知，取消涨价部分的订货。

8.TAX税收

In addition to the purchase price, Buyer shall pay Seller the amount of all governmental taxes, exercise and/or other charges(except taxes on or measured by net income)that Seller may be required to pay with respect to the production, sale or transportation of any material delivered hereunder, except where the law otherwise provided.除买价外，买方还应该支付卖方因生产，销售或运输本合同有关商品而规定缴纳的所有政府税收，营业税和/或其他一切收费（纯收入所得税除外），法律另有规定除外。

9.LOWER COMPETITIVE PRICE较低的竞争价格

If Buyer furnishes proof to Seller that Buyer can purchase from a manufacturer in any contract year any of the aforesaid materials produced within the United States, of the same quality, upon similar terms and conditions, in approximately the same quantity as the then undelivered quantity hereunder during such contract year, and at a lower price than is then in effect under this Agreement, then if Seller shall not reduce the price hereunder to such a lower price for the aforesaid quantity, Buyer may purchase such quantity from the other manufacturer, whereupon Buyer’s commitment under this Agreement shall be reduced by the quantity so purchased.如买方向卖方证实，买方可在任何一个合同内从任何一个制造商处按类似条件规定购得在美国生产的上述商品，且质量一样，数量等同本合同尚未交货数量，但价格低于本合同之定价，如卖方拒绝就上述数量商品按此价格进行降价，买方可向其他制造商购买该数量商品，并按购买数量减少该合同所承担的购货义务。

10.SHIPMENT装运

Unless otherwise provided for herein, Buyer shall place order for, and shall be made in, approximately equal monthly quantities, or if any material is insufficient in quantity to permit monthly shipment, then in quantities approximately evenly spaced throughout each contract year.If Buyer fails to so order any quantity provided for under this Agreement, Seller shall not be obliged subsequently to deliver such unordered quantity.如无另行规定，买方每月定货量及每月装船发货量应大致相同，如果因缺货而影响每月装运，则应依量大致按合同年平均进行装运。如买方不按合同之规定订货，卖方将无义务提供未订购货物。

11.PAYMENT支付

Payment shall be made on demand, without discount.Seller reserves the right, among other remedies, either to terminate this Agreement or to suspend further deliveries upon failure of Buyer to make any payment as herein provided.支付以取货即付的方式，不得折扣。如卖方不按本合同之规定支付货款，除其他补救之外，卖方有权中止合同或停止发货。

12.CLAIMS索赔

Buyer’s receipt of any material delivered hereunder shall be an unqualified acceptance of, and a waiver by Buyer of any and all claims with respect to, such material unless Buyer gives Seller notice of claim within fifteen(15)days after such receipt.Buyer assumes all risk and liability for the

results obtained by the use of any material delivered hereunder in manufacturing processes of Buyer or in combination with other substances.No claim of any kind, whether or not based on negligence, shall be greater in amount than the purchase price of the material in respect of which such claim is made.In no event shall either party be liable for special, indirect or consequential damages, whether or not caused or resulting from the negligence of such party.买方收到按本合同所发商品后十五（15）天内不向卖方提交索赔通知，则视为无保留接受该商品，且放弃一切有关权利要求。买方承担在生产过程中使用按本合同所提供之商品或将其与其他商品混合生产而产生的一切风险和责任。任何索赔，无论是就所提供之商品或就不提供商品，因过失或不因过失，数额均不得超过索赔标的物的买价。任何一方均不对特殊、间接或继后的损害负责，不论其是否是因一方当事人过失而引起或产生。

13.FORCE MAJEURE不可抗力

Neither party shall be liable for its failure to perform hereunder due to any contingency beyond its reasonable control, including acts of God, fires, floods, wars, sabotage, accidents, labor disputes or shortages, governmental laws, ordinances, rules and regulations, whether valid or invalid(including, but not limited to, priorities, requisitions, allocations, and price adjustment restrictions), inability to obtain material, equipment or transportation, and any other similar or different contingency.The party whose performance is prevented by any such contingency shall have the right to omit during the period of such contingency all or any portion of the quantity deliverable during such period, whetherupon the total quantity deliverable under this Agreement shall be reduced by the quantity so omitted.If, due to any such occurrence, Seller is unable to supply the total demands for any material specified in this Agreement, Seller shall have the right to allocate its available supply among its customers and its departments and divisions in a fair and equitable manner.In no event shall Seller be obliged to purchase material from others in order to enable to deliver material to Buyer hereunder.因不可抗力事故（包括天灾、火灾、洪水、战争、破坏、意外事件、劳资纠纷或劳力缺乏）、政府法律、法律、规则和条例[不论是否合法，包括（但不排除其他）优先权、征用、分配及价格调整限制等]、物质设备及运输短缺、以及其他类似的或不同的意外事故，双方当事人均可免去违约责任。遇刺事故的当事人有权免去全部或部分在该事故期内本应收、发的货物，免去之数额应从合同总额中扣除。由于上述事故使得卖方无法提供本合同规定数额之某种商品，卖方有权公平合理的在其顾客、部门和分公司之间就可能提供之商品进行分配。在任何情况下均不得迫使卖方为满足买方的供货而向他人购买商品。

14.MISCELLANEOUS其他规定

The validity, interpretation and performance of this Agreement with respect to any material delivered hereunder shall be governed by the law of the State in which such material was manufactured.This Agreement contains all of the representations and agreements between the parties hereto.Seller warrants that material delivered hereunder meets Seller’s standard specification for the material or such other specifications as have been expressly made a part of this Agreement and that such material is adequately contained, packaged and labeled and conforms to the promises and affirmations of fact made on the container and label.THE FOREGOING WARRANTS ARE EXCLUSIVE, AND ARE IN LIEU OF ALL OTHER WARRANTIES(WHETHER WRITTEN, ORAL OR IMPLIED)INCLUDING WARRANTY OF MERCHANTABILITY IN OTHER RESPECTS THAN EXPRESSLY SET FORTH ABOVE AND WARRANTY OF FITNESS FOR A PARTICULAR PURPOSE.This

Agreement shall be binding upon and ensure to the benefit of the respective successors and assignees of each of the parties hereto, but any assignment thereof by either party without the prior written consent of the other party shall be void.No modification of this Agreement or waiver of the terms or conditions thereof shall be binding upon Seller unless approved in writing by an authorized representative, or shall be effected by the acknowledgement or acceptance of purchase order form containing other or different terms or conditions whether or not signed by authorized representative of Seller.本合同的效力，解释和履行以及有关产品的提供等均应遵守产品生产地州的法律规定。本合同经双方充分讨论同意地界。卖方保证所提供之商品符合商品规定标准及本合同中有关规定的其他明文规定，保证合理包装及标记商品，并与集装箱与商品标签上的内容一致。以上保证具有排他性，将替代其他一切保证（不论是书面、口头或默示），包括以上明文规定之外的购销保证及特殊供应保证。本合同对双方当事人的继承人和受让人均有效力，并保证其各自的利益，但预先未征得对方当事人书面同意的转让无效。未经卖方委托人的书面认可，任何合同的修改或其条款规定的解除都将无效，此种修改或解除也不得因卖方任何或接收含有其他条款规定的购货单而生效，不论此购货单是否经卖方委托人签字。