FABE model was summarized by Guo Kunmo, Ph.D. in Business Administration of Oklahoma University and Dean of Business School of Zhongxing University in Taiwan Province. FABE promotion method is a very typical interest promotion method, and it is also a very specific and operational interest promotion method. Through four key links, we can skillfully handle the problems that customers care about, so as to successfully realize the sales of products.
1, f stands for characteristics: the characteristics of the product, the most basic functions such as characteristics; And how it can be used to meet our various needs.
2.a stands for the advantages arising from this feature: that is, (f) what role the listed commodity features play, that is, to prove to customers the "reasons for buying": compare similar commodities and list their comparative advantages; Or list the uniqueness of this product.
3.b stands for the benefits that this advantage can bring to customers: that is, (a) the benefits that the advantages of goods bring to customers. Benefit promotion has become the mainstream concept of promotion. Everything takes the interests of customers as the center, and stimulates customers' desire to buy by emphasizing the benefits and benefits obtained.
4. Evidence of E includes technical reports, letters from customers, newspaper articles, photos, demonstrations, etc. A series of introductions just now were confirmed by live demonstrations, relevant supporting documents and brand effects. All materials as "evidence" should have sufficient objectivity, authority, reliability and witness.
Extended data
Financial management of sales link
First, the business is operated independently, and relevant sales financial systems are established and improved.
With the development of the market, sales finance contains more and more business contents, and the internal division of labor is becoming more and more detailed. Moreover, it is different from the daily receipt and payment and month-end accounting of financial departments such as production and supply, and it is a relatively independent product sales payment.
Therefore, an enterprise should set up a sales financial institution or a full-time sales accountant separately to uniformly manage the accounting business of users' credit rating, advance payment, product use, balance settlement, accounts receivable checking, sales expenses, clearing arrears, etc., coordinate the relationship with sales personnel, jointly study and develop the market, and establish a long-term partnership of mutual trust and understanding with users.
Second, the provisions of the financial accounting business control procedures
To stipulate the financial accounting business control procedures, mainly income control procedures, which are the basic control procedures to prevent internal fraud. General situation of revenue control procedures in manufacturing enterprises: three lines and two points. The so-called "three lines" refer to invoice delivery line, currency delivery line and product delivery line. "Two points" refer to invoice and currency checkpoints and product and invoice checkpoints.
The main spirit of "three lines and two points" is to divide bills, money and goods into three independent business lines for delivery, and set up two checkpoints at the terminals of the three delivery lines to connect the three lines for control.
Three, first audit, after accounting, strictly control the sales expenses.
According to the workflow of sales finance, that is, looking at the contract, collecting the advance payment, completing the execution, collecting all the payment, filling in accounting vouchers, invoicing, auditing, giving the invoice to the user for delivery or notifying the railway for delivery, the auditing post is the "gatekeeper" post in sales finance, which is related to whether the payment is received correctly and whether the accounting subjects meet the requirements.
Refer to Baidu Encyclopedia -FABE sales method.