2023年12月29日发(作者：毛燧传)
FABE的具体含义：
F—特征：产品的特征、特性等最基本的功能；
A—优点：即(F)所列的商品特性究竟发挥了什么功能？是要向客户证明购买的理由；同类产品相比较，列出比较优势；
B—利益:即(A)商品的优势带给客户的好处。利益推销已成为推销的主流理念，一切以客户利益为中心，通过强调客户得到的利益、好处激发客户的购买欲望；
E—证据： 包括荣誉证书、技术报告、顾客名单、报刊文章、照片、示范等。证据具有足够的客观性、权威性、可靠性和可见证性。
第一步找出影响FABE的因素
1.产品外在：外观、大小、颜色、款式、流行性
2.产品内在：使用、功能、感受、好处、销售业绩、使用者感受评价
3.公司本身：形象、知名度、信誉、规模、广告
4.销售条件：促销、推销、活动、礼品
5.销售人员：态度、语气、形象、谈吐
6.销售环境：卖场规定、货源、销售限制等
第二步找出产品本身的基本特性、好处
1.外表性：产品的外观能给客户带来什么感受？包括颜色、款式等等
2.效能特性：简单讲就是吸引客户的地方；专业讲就是让客户感觉到对他有利益或者有好处的体验感受，从而产生一定的效果，达成购买欲望。
FABE公式：
因为……（特性），它可以..（功效）， 对你而言……（利益）。
Because the finish of vanity is glossy paint. It looks modern, It is 100% water proof. and for you,
no need to worry that it will become deformed after absorption.
例如：因为浴室柜柜体采用高光烤漆，它的镜面外观
不仅看起来漂亮，而且防潮防水效果特别好。
浴室柜类型：
1.经济型浴室柜(Bathroom Cabinet 或 Vanity): 玻璃浴室柜(Tempered Glass)、MFC
(Melamine Faced Chipboard)浴室柜(也可以称为防潮板浴室柜 Moisture-Proof)、PVC防水板浴室柜(PVC Waterproof Board)
2. 中档浴室柜: MDF( Medium Density Fibreboard ) 喷漆浴室柜 (MDF Painting), MDF木皮浴室柜(MDF Veneer), MDF吸塑浴室柜(MDF Thermo foil)
3. 高档浴室柜: 多层板浴室柜 (Plywood), 不锈钢浴室柜(Stainless Steel),实木浴室柜(Solid
Wood,一般为Oak或Maple)
玻璃浴室柜(Tempered Glass)
A．玻璃浴室柜(Tempered Glass)
1. Lowest price (低价)
The price of tempered glass vanity has lowest price among all the vanity. It can meet the budget of
the economic project. for you, It helps you save cost
2. Sense of Space (空间感)
The tempered glass vanity is made of tempered glass, so it is simple and modern. For you, it will
bring you the sense of space.
3. Easy to clean (易清洁)
When it is dirty, It is very easy to clean by newspaper. (现场演示). It brings more convenient for
ordinary people in daily life.
4. Shot lead time （交期快）
It has very short lead time. Normally, 15-25days. It can satisfy the demand of project that have
tension delivery requirement. Or it can satisfy the demand of distributor who request quick turn
over.
5. Color optional (颜色可选)
B。 防潮板浴室柜 (MFC - Melamine Faced Chipboard )
1. Imitation wood finish (仿木纹表面)
The MFC finish can be made like different wood finish.
2. Good Nail-holding Ability (握钉力)
It has good Nail-holding Ability, Easy to Install, Also, It is enable to reassemble. we can make
double sink vanity by this material.
3. Cheap price (价格)
The price of MFC is very cheap. For you, you can use less budget to make the vanity as the wood
finish.
4. Shot lead time （交期快）
It has very short lead time. Normally, 15-20days. It can satisfy the demand of project that have
tension delivery requirement. Or it can satisfy the demand of distributor who request quick turn
over.
C．PVC防水板浴室柜 (PVC Waterproof Board)
1. Color optional (颜色多样)
The PVC can be made as different color. Simple and modern.
2. 100% Anti water (100% 防水)
It is 100 water proof, for you, no need worry the vanity will bending or informed by moisture.
3. Shot lead time （交期快）
It has very short lead time. Normally, 15-20days. It can satisfy the demand of project that have
tension delivery requirement. Or it can satisfy the demand of distributor who request quick
turn over.
-crosive (耐酸碱)
It is anti corrosive, for you, it is OK to put cosmetic or shampoo above the vanity.
D．防潮板(中纤板)浴室柜 (MDF - Medium Density Fibreboard ) MDF Painting
1. 100% water proof (防水)
It has 6 layer painting on the surface, Painting thickness is 0.6mm. 100% water proof.
g and Modern （亮光现代感强）
MDF Thermo foil
ion wood finish (仿木纹表面)
The MDF finish can be made as different wood finish, satisfy people who like wood. Just imaging
you have guest, when they see this vanity, they will admire your test Square is available
MDF Veneer
1. Imitation wood finish (仿木纹表面)
The MDF finish can be made as different wood finish, satisfy people who like wood. Just imaging
when you have guest, when they see this vanity, they will admire your test……..
2. Solid Wood Finish (Four side are covered with venner) only Panel door
E．多层板浴室柜 (Plywood Vanity )
No deformed No bending (强度高，不变形)
It is very strong and no deformed no bending. So, we can also use this material to make round
vanity.
2. Nature wood finish (真实木头纹理，手感接近)
It has the same wood texture like solid wood, when you touch it, you will know it is real wood,
and It is the closest product to the solid wood.
3. Good Nail-holding Ability （握钉力）
It has good Nail-holding Ability, Easy to Install, Also, It is enable to reassemble. we can make
double sink vanity by this material.
F．不锈钢浴室柜 (Stainless Steel Vanity )
1 Easy to clean (易清洁)
When it is dirty, It is very easy to clean. (现场演示). It brings more convenient for ordinary
people in daily life.
2. High strength (高强度)
It is very strong material, even most of the operating table is made of stainless steel, for you, it is
durable, and It can be able to maintain the initial feeling, even if you own it for a long time.
3. Anti-corrosive （耐酸碱）
It is anti corrosive, for you, it is OK to put cosmetic or shampoo above the vanity.
G．实木浴室柜(Solid Wood Vanity)
1 Easy to clean (易清洁)
When it is dirty, It is very easy to clean. (现场演示). It brings more convenient for ordinary
people in daily life.
2. High strength (高强度)
It is very strong material, even most of the operating table is made of stainless steel, for you, it is
durable, and It can be able to maintain the initial feeling, even if you own it for a long time.
3. Anti-corrosive （耐酸碱）
It is anti corrosive, for you, it is OK to put cosmetic or shampoo above the vanity
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