ningjin 发表于 2008-5-27 18:19:00

营销人员--培训手册典范

<FONT size=5>上传资料很辛苦了,希望大家 <FONT size=6><FONT color=blue><B>顶</B></FONT></FONT> 力支持哟!</FONT> 本帖最后由 it99master 于 2011-3-16 10:24 编辑 </I><BR><BR>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><FONT size=3>营销人员培训手册典范（一）</FONT></SPAN></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><FONT size=3>推销干部的训练手册</FONT></SPAN></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">□</SPAN><SPAN lang=EN-US><SPAN style="mso-spacerun: yes"><FONT face="Times New Roman">&nbsp; </FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">目的与使命感</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN lang=EN-US><FONT face="Times New Roman">1965</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">年</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">日本的家电行业被卷入了世界经济极度不景气之中。各厂商无法逃脱自有电器</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">业以来前所未有的大裁员命运。而日本最大的家电公司</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">(</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">松下幸之助</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">)</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">本着原任总裁早川德次</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">的</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">一韩一会</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"(</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">注</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">:</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">佛家用语</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">同船共渡</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">五百年修</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">之意</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">)</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">精神</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">毅然决定不裁员</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">而是将原来</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">任职干事</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">总务部、采购部等后勤人员充实到营业部</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">担负起拯救公司命运的重任</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">这种作法</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">的产物就是组成具有团队精神的</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">市场拓展突击队</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">。</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">但是</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">这种作法也是冒着风险的</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">试想</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">一伙对推销全然外行的人员组成的一支</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">混合队</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">伍</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">",</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">能否成功</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">重振公司雄风</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">这是谁都无法保证的。但这在当时</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">确是一个创举</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">也是一种观</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><FONT size=3>念上的突破。</FONT></SPAN></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">迄今为止</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">从他们所经历艰难路程和成长过程看</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">他们最大的成功因素在于他们自身不</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><FONT size=3>屈不挠的奋斗精神。也就是有一种使命感。</FONT></SPAN></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">因此</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">对任何一个企业都是有借鉴作用的</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">当时人们的任务是：</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN lang=EN-US><FONT face="Times New Roman">(</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">一</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">)</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">对公司的经销商附近的消费者</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">在家电制品的售后服务中进行调查</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">以发掘欲购买</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">的</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">"</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">准顾客</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">",</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">然后通过调查推销而达到开拓市场的目的。</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><FONT size=3><SPAN lang=EN-US><FONT face="Times New Roman">(</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">二</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">)</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">配合经销商共同拟订推广计划如印制传单、举办展销会等</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">,</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">进行各种与销售有关的</SPAN></FONT></P>
<P style="MARGIN: 0cm 0cm 0pt" class=MsoNormal><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><FONT size=3>活动。</FONT></SPAN></P> 本帖最后由 it99master 于 2011-3-16 10:31 编辑 <br /><br />

巴巴阿里 发表于 2008-5-28 10:39:00

回复：营销人员--培训手册典范

谢谢分享

jill 发表于 2009-4-19 21:26:00

回复：营销人员--培训手册典范

谢谢分享

w317910 发表于 2009-5-15 11:11:00

回复：营销人员--培训手册典范

谢谢分享

hawkyboss 发表于 2010-1-22 15:17:00

回复：营销人员--培训手册典范

:O :O :O :O :O :O :O

雨儿rain 发表于 2010-1-22 16:31:00

回复：营销人员--培训手册典范

:D hhh hhh

yzxcb 发表于 2010-1-22 16:46:00

回复: 营销人员--培训手册典范

非常感谢楼主的分享!!!<IMG border=0 alt="" src="http://bbs.chinahrd.net/editor/images/smilies/default/2.gif" smiliecode=":*"> <IMG border=0 alt="" src="http://bbs.chinahrd.net/editor/images/smilies/default/2.gif" smiliecode=":*"> <IMG border=0 alt="" src="http://bbs.chinahrd.net/editor/images/smilies/default/2.gif" smiliecode=":*">

fpg 发表于 2018-7-25 14:24:24

非常感谢楼主分享这样的好资料！
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