为了有效提高家具行业从业人员的整体业务水准，编者以其在家具行业十多年的经验，总结了最近10年营销行业发展的研究成果和经验，系统地论述了家具行业导购人员应具备的服务理念、职业素质素养、销售技能和技巧。本书主要介绍了家具王牌销售的三个阶段；着重探讨了五步沟通法，如何有效运用销售十计；怎么把握家具销售的六个关键时刻；面对"问题顾客"，怎样分析其心理变化并解决问题等。 在总结数十位家具导购人员经验，调查数百位消费者心理状况的基础上，作者从不同地域，不同人群，不同消费习惯入手，精辟地分析了消费者的心理动向以及导购与其沟通方式。(In order to effectively improve the overall business quality of sales personnel in furniture industry, the editors summarized research achievements and experience on development of marketing in recent 10 years in accordance with the editors' over 10 years' experience in the industry. They systematically analyzed the service concepts, professional qualities and sales skills and techniques that shopping guides should have.It mainly introduces 3 stages of top furniture salesperson; emphasizes the analysis of 5-step communication method and the ways to effectively use 10 sales techniques; discusses how to seize the 6 critical moments of furniture sales and how to analyze the psychological change of "problem customers" and come up with solutions. Based on a summary of experience of tens of furniture shopping guides and a survey on the psychological status of hundreds of customers, the authors incisively analyzed customers' psychological tendency and the methods with which shopping guides communicate with them according to different regions, groups of people and spending habits.)