CAJ | 학술논문

在不断发展的通信运营体系中，通信运营商的客户已经从根据网络、品牌选择运营商转向根据终端选择运营商。获取客户的方式已经从传统的卡号销售变为终端销售。从销售卡号业务服务变为销售终端产品，传统的服务技术已经无法满足卖场需要，与零售业更为接近的沟通技巧对销售提升作用已经越发显著。针对运营商定制终端销售调查，本文提出了一系列销售策略、流程及沟通技巧，用于辅助运营商卖场终端销售人员销售技能提升。
재불단발전적통신운영체계중，통신운영상적객호이경종근거망락、품패선택운영상전향근거종단선택운영상。획취객호적방식이경종전통적잡호소수변위종단소수。종소수잡호업무복무변위소수종단산품，전통적복무기술이경무법만족매장수요，여령수업경위접근적구통기교대소수제승작용이경월발현저。침대운영상정제종단소수조사，본문제출료일계렬소수책략、류정급구통기교，용우보조운영상매장종단소수인원소수기능제승。
With the development of communication operation system, the aims of customers have been changed from choosing net-work, brand operators to choosing the terminal operator. The way of customer acquisition also changed from traditional card number sales to the terminal sales. From saling card business service to saling terminal products, traditional service skills have been unable to meet the needs of the stores. The communication skills close to retail trade have more significant effect on sales promotion. Based on the terminal marketing research of communication operators, this paper put forward a series of marketing strategy, process and communication skills. This method will assist operators in training their staffs.