专业销售战术与技能------赵新玉

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电梯直达

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发表于 2010-1-21 09:34:00 |只看该作者 |倒序浏览

<DIV align=left><SPAN style="FONT-SIZE: 10.5pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">课程大纲</DIV>
<DIV align=left><SPAN style="FONT-SIZE: 10.5pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"> </DIV><SPAN style="FONT-SIZE: 10.5pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">
第一部分  透彻了解客户的需求<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>
◆收集客户资料并做组织分析 ◆理清客户的决策流程，掌握技术方案在决策的影响 ◆客户技术层性格特点及接触方式<o:p></o:p>
◆个人需求与机构需求 ◆潜在需求与明确需求 ◆如何了解客户的目标和愿望、问题和挑战 ◆如何探询客户的解决方案、采购指标 ◆洞察客户需求的问题<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.55pt; TEXT-INDENT: 0.05pt; tab-stops: 229.2pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.48gd" align=left><o:p> </o:p>
第二部分  呈现价值 ◆卖点分析与提炼，合理介绍产品的特点和益处  ◆针对客户的不同层面宣传卖点<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆如何帮助客户分析和诊断问题 ◆通过异议化解客户问题 ◆技术牵引与方案展示，关注客户技术层<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆建立样板点，确立客户信心<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆实时应用拓展手段：交流研讨会、广告展览、高层论坛<o:p></o:p>
<o:p> </o:p>
第三部分   项目运作与谈判 ◆项目运作成功与失败的要素分析<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆制定项目目标与策略，并分解为可执行的计划<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆销售项目的特点：竞争性、变化性、协同性、影响性<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆项目分析的方法<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆项目计划与有效实施<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆项目分析会<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆投标前的充分准备<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆标书制作技巧<o:p></o:p>
<P style="MARGIN: 0cm 0cm 0pt 15.45pt; TEXT-INDENT: 0.1pt; mso-para-margin-top: 0cm; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.47gd; mso-char-indent-count: .01" align=left>◆评标阶段的关键工作<o:p></o:p>
<DIV align=left><SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">◆项目谈判技巧</DIV>
<DIV align=left><SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"> </DIV>
<DIV align=left><SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"> </DIV>
<DIV align=left><SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><SPAN style="FONT-SIZE: 10.5pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">讲师介绍</DIV>
<DIV align=left><SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><SPAN style="FONT-SIZE: 10.5pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 12.65pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -12.65pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 12.65pt; mso-char-indent-count: -1.2">赵新玉先生  <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 21.35pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.0gd; mso-char-indent-count: -1.2">l   技术营销专家<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 21.35pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.0gd; mso-char-indent-count: -1.2">l   华为公司原营销副总裁<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 21.35pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.0gd; mso-char-indent-count: -1.2">l   清华大学特聘教授<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 21.35pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 1.0gd; mso-char-indent-count: -1.2">l   德为管理咨询有限公司首席顾问<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 24.5pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -24.5pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 24.5pt; mso-char-indent-count: -2.71">职业经验：   历任华为副总裁、服务产品线总裁，华为营销全球区域负责人。11年华为公司高级管理经验，华为服务营销创始人。四年中领导华为服务营销业务从零发展到20多个亿，组建了华为服务营销的销售管理、商务管理、市场管理和服务产品行销和开发管理的组织和队伍建设。曾为同洲电子、国人通信、中达等企业提供过培训或咨询服务。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 24.4pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -24.4pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 24.4pt; mso-char-indent-count: -2.71">     是华为SPMT委员会、营销商务授权管理团队、产品定价专家团等重大决策团队的的核心成员。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.85pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.85pt; mso-char-indent-count: -1.2">营销项目：主持并参与的重大营销项目：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        1、1.2亿元中国电信维保项目（中国第一单服务项目）<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        2、8200万元泰国AIS项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        3、4000万元香港和记专项服务项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.85pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.85pt; mso-char-indent-count: -1.2">管理项目：主持并参与的重大管理项目：<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        1、IBM客户关系管理项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        2、 IBM市场管理（MM）项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        3、 IBM工程交付端到端管理项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        4、HP华为服务体系变革项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        5、HP华为服务业务设计及运营项目<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.8pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.8pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.8pt; mso-char-indent-count: -1.2">        6、HP华为服务营销体系设计项目<o:p></o:p>
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<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.85pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.85pt; mso-char-indent-count: -1.2">擅长课程：《行业市场拓展》《集成项目管理与质量管控》《技术服务营销》《服务业务设计与运营》《专业销售战术与技能》《技术服务质量管理》《成为优秀的售前工程师》等（以上课程均成功举办过公开课、内训）
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.85pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.85pt; mso-char-indent-count: -1.2"> 
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<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.85pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -10.85pt; mso-para-margin-top: 0cm; mso-para-margin-right: .5gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 10.85pt; mso-char-indent-count: -1.2">邮箱：<A href="mailto:zhongyanxia@dwtmm.com">zhongyanxia@dwtmm.com</A></DIV>