销售渠道建设管理与大客户开发（上海，9月12-13日）

mand003 发表于 2009-8-18 11:28:00

销售渠道建设管理与大客户开发（上海，9月12-13日）<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>
【培训日期】2009年9月12-13日<o:p></o:p>
【培训地点】上海<o:p></o:p>
【培训对象】本课程适合于主要以最终客户为销售目标的客户销售代表(Account Sales);销售经理;以及与客户销售有关的人员。<o:p></o:p>
【课程背景】<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 27pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.16; tab-stops: 207.0pt; mso-layout-grid-align: none">当今的中国市场越来越成熟，竞争也越来越激烈，不仅对销售人员的素质、技能等方面的要求越来越高,更是对于我们的管理者能否建立一套适应企业发展的制度提出了挑战;每个市场当中都有优秀的企业存在, 他们是如何成就当今的领袖地位, 他们在成长的过程中是如何成功迈向卓越? 企业发展的环境各不相同, 管理的模式无法照搬复制, 但对于成功企业管理理念的探讨与学习, 对他们经历的前车之鉴的回顾与反思, 必将有助于我们对自身企业管理的完善与提高. <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 12.5pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.0; tab-stops: 207.0pt; mso-layout-grid-align: none">本课程以讲师自身服务的几家财富500强企业在华发展经历为基础,以培养优秀营销管理人员为目标，系统地分析销售及市场的各个环节的特点、策略、技巧，旨在提高销售人员在每一个销售环节分析问题和解决问题的能力，打开通往成功之门。<o:p></o:p>
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【课程收益】<o:p></o:p>
■按照专业销售的标准来思考和行事。了解销售全过程及各阶段销售工作要点，做到在正确的时间、对正确的人、做正确的事提高客户访谈的能力，准确确定访谈和销售对象。<o:p></o:p>
■学会运用沟通技巧接近客户、赢得客户的信任并建立关系。<o:p></o:p>
■掌握如何全、准、及时地收集客户购买信息。<o:p></o:p>
■学会挖掘客户的真实需求，提出有竞争力的解决方案。<o:p></o:p>
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【课程大纲】<o:p></o:p>
第一单元：市场策略的制定<o:p></o:p>
1、制定营销计划前的准备：<o:p></o:p>
■环境分析：发现和评价市场机会<o:p></o:p>
■细分市场——目标市场——市场定位<o:p></o:p>
■开发市场营销组合策略（本次培训重点）<o:p></o:p>
■执行和控制市场营销组合策略<o:p></o:p>
<o:p> </o:p>
2、营销计划的实施：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: .85; tab-stops: 207.0pt; mso-layout-grid-align: none">■营销第一步：了解企业所处的环境<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 28.4pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.27; tab-stops: 207.0pt; mso-layout-grid-align: none">宏观营销环境分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">营销环境分析  <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">竞争分析及竞争策略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">不同竞争者的竞争战略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">客户分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: .85; tab-stops: 207.0pt; mso-layout-grid-align: none">■营销第二步：确定目标市场<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">市场细分的标准和原则<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">目标市场的选择<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">评估细分市场<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">目标市场范围策略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">市场细分化策略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: .85; tab-stops: 207.0pt; mso-layout-grid-align: none">■营销第三步：制订营销组合策略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 23.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.85; tab-stops: 207.0pt; mso-layout-grid-align: none">产品策略：整体产品与生命周期<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 10.65pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: .85; tab-stops: 207.0pt; mso-layout-grid-align: none">价格策略：影响价格的主要因素及定价策略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 10.65pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: .85; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道策略：渠道的选择与整合<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 10.65pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: .85; tab-stops: 207.0pt; mso-layout-grid-align: none">促销策略：营销沟通的五个方面<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.92; tab-stops: 207.0pt; mso-layout-grid-align: none">案例分析与讨论：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.92; tab-stops: 207.0pt; mso-layout-grid-align: none">小结：营销成功的关键在于？<o:p></o:p>
<o:p> </o:p>
第二单元：迈向成功---经销商的开发与管理<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一．渠道设计的原则与要素        <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">外部环境：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 28.4pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.27; tab-stops: 207.0pt; mso-layout-grid-align: none">内部的优势与劣势<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道管理的四项原则<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道建设的6大目标<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二．经销商的选择：              <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">我们要经销商做什么？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">厂家对经销商的期望---<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">理想的经销商应该是---<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">选择经销商的标准是---        <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道建设中的几种思考：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售商、代理商数量越多越好？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">自建渠道网络比中间商好？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">网络覆盖越大越密越好？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">一定要选实力强的经销商？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">合作只是暂时的？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道政策是越优惠越好？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">… …<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">我们的结论是---            <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">经销商愿意经销的产品：   <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">经销商对厂家的期望：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">厂家应尽的义务<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">厂家可以提供的帮助<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">厂家额外提供的服务<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">我们的结论是--<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">对方的需求，正是你对其管理的切入点<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三．经销商的管理<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道营销管理四原则<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">如何制订分销政策                            <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">分销权及专营权政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">价格和返利政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">年终奖励政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">促销政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">客户服务政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">客户沟通和培训政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售业绩是唯一的评估内容吗？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 37.5pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.57; tab-stops: 207.0pt; mso-layout-grid-align: none">■确定业绩标准<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">定额<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">重要的可量化的信息补充<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">产品组合和市场渗透<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">评估年度业绩     <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">定额完成率<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售政策的认同和执行<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">客户满意度<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">市场增长率<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">市场份额<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">讨论：渠道管理中的几个难点<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">四、如何更好地与经销商打好交道？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">与潜在经销商的沟通技巧<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">表达诚意，了解对方<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 31.25pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.5; tab-stops: 207.0pt; mso-layout-grid-align: none">充分表达自我<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">有效沟通的方法<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">１.明确沟通的重点是什么<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">２.沟通的重要性<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">３.对于要沟通的事情的好坏分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">４.用何种手段和方法实行<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">两点注意：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">１.思想敏锐，能说会干的人不一定是沟通能力强的人<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">２.沟通时一定要留意对方的情绪<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">有效沟通的听、说、读、写<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">做一个“有心人”---<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■当客户犹豫时；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■当客户疑虑时；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■当客户的要求过于苛刻时；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■当客户的兴趣不大时；<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">五、渠道冲突的管理：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道之间有哪些冲突？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">市场范围的冲突；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">经营价格的冲突；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">经营品种的冲突；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">经营方式的冲突；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">经营素质的冲突；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道冲突的实质：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">利益的冲突是<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道冲突的应对：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">严格界定经营范围<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">界定价格体系<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">界定渠道的级别（从公司直接进货的不都是一级客户）<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">不同类型渠道不同政策<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">新经销的扶持与老经销管理上的人性化<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">对我们的业务员严格要求<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">六、销售队伍管理<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售队伍的管理：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售代表与经销商的不同作用<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售的基本素质及如何提高<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售人员的4项基本工作<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售拜访制度的建立<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■库存<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■销售完成<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■市场政策的执行<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■市场信息反馈<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 35.9pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 3.42; tab-stops: 207.0pt; mso-layout-grid-align: none">■财务<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">渠道管理中的观念转变                    <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">在得到实际回款之前的销售额并不是真正的销售。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">控制风险并不会损害销售。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">现金到手之前销售并没有完成。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">公司所挣的每一分钱都经由我们的双手而实现。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">货款的拖欠比坏帐更能侵蚀利益。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">那是我们的钱--客户不过是暂借而已。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">越及时提醒客户就越早地收到货款。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">客户从来都不会因被提醒付款而不满<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">七、客户信用管理与销售预警系统<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">销售量不正常波动<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">内外部过量库存<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">关键人员变动<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">新产品和新市场开发不利<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">帐龄急剧恶化<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">产品质量大幅下滑<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">八、课堂演练：<o:p></o:p>
<o:p> </o:p>
第三单元：迈向成功---大客户的开发与维护（第2天）<o:p></o:p>
<o:p> </o:p>
前言：大客户管理的概述和发展<o:p></o:p>
什么是重要客户<o:p></o:p>
为什么进行大客户管理<o:p></o:p>
什么是大客户管理<o:p></o:p>
大客户管理发展模型及阶段<o:p></o:p>
区域运作模型<o:p></o:p>
<o:p> </o:p>
第一章针对大客户的销售流程<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一．现代大客户采购流程分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.“谢绝推销”的启示<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.客户关心的是什么<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3.研究客户购买流程<o:p></o:p>
<o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二．客户满意式销售流程<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">案例分析：美国戴尔计算机公司的成功<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.建立客户满意式销售流程的思路<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.客户满意式销售流程分析<o:p></o:p>
<o:p> </o:p>
第二章针对大客户的销售模式<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一.调查结论：大客户销售人员的成绩是天份吗？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.成功销售人员的特点<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■销售是什么<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■我们在卖什么？<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■产品的差异性表现<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■你卖的是价值,而不是产品      <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■顾客为何不想买你的产品<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■销售代表的角色<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.成功销售人员的突出技能：四个善于<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3.性情论批判<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">4.销售技能的贡献<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■销售自己<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■适应新的环境<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■准确判断您的新同事<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■心存感激之情<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 44.95pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 4.28; tab-stops: 207.0pt; mso-layout-grid-align: none">■交往技能<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.影响大客户销售业绩的六大因素分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三. 建立高绩效的大客户销售模型<o:p></o:p>
<o:p> </o:p>
第三章针对大客户的SPIN顾问式销售方略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一. 传统销售线索和现代销售线索<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.什么是SPIN提问方式<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三.封闭式提问和开放式提问<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">四.如何起用SPIN提问<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">五.SPIN提问方式的注意点<o:p></o:p>
<o:p> </o:p>
第四章如何了解或挖掘大客户的需求<o:p></o:p>
  引言：赢得客户信任的第一步—客户拜访<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一.初次拜访的程序<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.初次拜访应注意的事项：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三.再次拜访的程序：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">四.如何应付消极反应者<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">五.要善于聆听客户说话<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.多听少说的好处<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.多说少听的危害：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3.如何善于聆听<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">六.了解或挖掘需求的具体方法<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.客户需求的层次<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.目标客户的综合拜访<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3.销售员和客户的四种信任关系<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">4.挖掘决策人员个人的特殊需求<o:p></o:p>
<o:p> </o:p>
第五章如何具体推荐产品<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一.使客户购买特性和产品特性相一致<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.处理好内部销售问题<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三. FAB方法的运用<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">四.推荐商品时的注意事项<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.不应把推销变成争论或战斗<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.保持洽谈的友好气氛<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3.讲求诚信，说到做到<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">4.控制洽谈方向<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">5.选择合适时机<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">6.要善于听买主说话<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">7.注重选择推荐商品的地点和环境<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none"><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">五.通过助销装备来推荐产品<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">六.巧用戏剧效果推荐产品<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">七.使用适于客户的语言交谈<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.多用简短的词语<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.使用买主易懂的语言<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3.与买主语言同步调<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">4.少用产品代号<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">5.用带有感情色彩的语言激发客户<o:p></o:p>
<o:p> </o:p>
第六章排除妨碍的有效法则<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一.对待障碍的态度<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.障碍的种类<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三.如何查明目标客户隐蔽的心理障碍<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">四.排除障碍的总策略<o:p></o:p>
<o:p> </o:p>
第七章如何做好大客户的优质服务<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一.优质服务的重要性<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.四种服务类型分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">三.如何处理客户的抱怨和投诉<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1.客户投诉的内容<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2.处理客户不满的原则和技巧<o:p></o:p>
<o:p> </o:p>
第八章大客户销售人员的自我管理和修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">一.时间分配管理<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 16pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 1.28; tab-stops: 207.0pt; mso-layout-grid-align: none">二.成功销售人士的六项自我修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">1．建立在原则基础上的自我审视的修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">2．自我领导的修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">3．自我管理的修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">4．双赢思维人际领导的修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">5．有效沟通的修炼<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 32.15pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.57; tab-stops: 207.0pt; mso-layout-grid-align: none">6．创造性合作的修炼<o:p></o:p>
<o:p> </o:p>
【讲师介绍】<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 25pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.0; tab-stops: 193.25pt; mso-layout-grid-align: none">PHILIPS老师，中国培训资讯网(www.e71edu.com)资深讲师。北京大学经济系研究生；美国南加州大学（USC）工商管理硕士；营销学、客户分析学、谈判技巧专家，资深营销管理培训师。<o:p></o:p>
  曾任荷兰飞利浦、德国西门子、法国施耐德等国际知名公司的经销商管理、大客户经理、销售经理、市场总监等职位。目前仍就职于财富500强企业，担任大中华区的营销管理工作。具有丰富的商业实战理论基础与实践经验，包括渠道管理、大客户管理、销售技巧、商务谈判、销售团队建设、等全方面流程培训，拥有丰富的针对中高层管理人员和一线销售人员进行培训和管理的经验。以独到的管理营销经验，讲解结合互动、情景式培训，基础知识与实际运用并重，注重受训人员的感悟及参与。培训方式灵活，语言幽默精辟，培训现场学员参与性强，气氛热烈，广受参训学员的强烈好评。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 31.25pt; LINE-HEIGHT: 20pt; mso-line-height-rule: exactly; mso-char-indent-count: 2.5; tab-stops: 207.0pt; mso-layout-grid-align: none">已开设的部分优势培训项目:《职业经理人资格认证》、《工业制品的销售与队伍建设》、《经销商管理》、《中层营销管理人员的管理技能》、《团队管理》、《双赢谈判技巧》、《大客户管理》、《激励技巧》、《目标管理》、《市场营销》、《销售技巧》、《绩效管理》、《情景管理的艺术》等；<o:p></o:p>
<o:p> </o:p>
【费用及报名】<o:p></o:p>
1、费用：培训费2800元（含培训费、讲义费）；如需食宿，会务组可统一安排,费用自理。<o:p></o:p>
2、报名咨询：010-63836477  63830994  13810210257  鲍老师  <o:p></o:p>
3、报名流程：电话登记-->填写报名表-->发出培训确认函<o:p></o:p>
4、备注：如课程已过期，请访问我们的网站，查询最新课程<o:p></o:p>
5、详细资料请访问中国培训资讯网：<A href="http://www.e71edu.com/">www.e71edu.com</A> (每月在全国开设四百多门公开课，欢迎报名学习)<o:p></o:p>
<o:p> </o:p>
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销售渠道建设管理与大客户开发（上海，9月12-13日）