大客户销售策略与项目运作实务（上海，4月10-11日）

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电梯直达

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发表于 2009-3-19 13:25:00 |只看该作者 |倒序浏览

<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>大客户销售策略与项目运作实务（上海，4月10-11日） <?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【培训日期】2009年4月10-11日  <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【培训地点】上海        <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【培训对象】企业市场部经理、销售经理，大客户销售人员，产品经理。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【课程背景】 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>    本课程基于大客户销售与项目运作过程中常遇到的一下各类问题而设计： <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■大项目销售项目较之一般销售活动相比难度大、重要性大、复杂程度高； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■大客户销售过程中策略把握非常重要，如何知己知彼，策略在握，稳扎稳打； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何发现、识别、抓住项目机会以及项目运作过程中的各类机会？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何分析、判断、识别、利用客户内部的决策链？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目管理人员需要哪些综合素质和管理能力？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何识别、塑造、掌控项目运作的优势状态？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何从不利形势到有利形势，从有利形势转化为最终项目成功？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何运用决策态度影响模型DMI进行项目运作的分析？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>    本课程正是在以上这些问题的基础上，经过理论研究和知名企业的实践经验提取和升华，形成了这门实践性很强的课程，不仅学到的是大公司成功经验，更重要的是，实战验证的分析方法可以帮助很快运用到不同的行业和产品上，是走上成功销售的必备知识，也是最能快速产生经济效益的知识和方法。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【课程特色】<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■系统性：本课程系统介绍了大客户营销的理论体系和实务环节，可以形成对大客户销售运作的系统架构和分析模型；<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■严谨性：严谨的逻辑体系，帮助我们更加透彻地理解大客户销售各个实务环节之间的关系，提高分析判断项目运作中问题的水平； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■针对性：专门针对营销部经理、销售人员学习的需求和特点，针对他们在工作中遇到的实际问题，从理论高度、实务结合上给予剖析，真正从可操作性上给与帮助，解决实际难题； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■实践性：以讲师12年产品销售经验，成功销售近5个亿的销售额的业绩，在电信、银行、政府、终端零售行业等众多行业的成功运用，结合借鉴国际著名企业的成功经验，使得课程具备很强的实战性。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【课程目标】<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■学会寻找项目、把握项目信息的常见方法和技巧； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■学会清清楚楚准备项目信息，做到知己知彼； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■学会准备项目分析和竞争策划的四大基础信息，为科学有效制定具有竞争力的项目运作计划作准备； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■掌握评价客户态度的模型的运用技巧； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■掌握项目运作评价工具，及时了解项目运作实际状态； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■掌握竞争博弈对策模型的运用技巧； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■掌握决策链、影响力分析和客户态度的竞争分析（DMI）模型的运用； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■学会制定项目计划，并学会运用博弈模型来监控项目运作计划的实施； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■掌握态度到意向的转换，并会根据意向的不同模式来把控招标； <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■学会利用合作伙伴，在大项目中形成强大的力量支持。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【课程大纲】<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>一、大客户销售过程中的问题点 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  1）大客户销售过程中常遇的11个问题<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■找不到项目，项目信息模糊，不清楚项目的时间表，不清楚项目大小。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不知道如何接近客户，不知道如何保持和客户接触。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■客户的态度难以捉摸，导致意向信息判断失误，贻误战机或者造成利润损失，甚至丢单，浪费人力物力。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■判断不清竞争对手和我司关系水平，优劣势不清楚，迷茫中往往出错。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■客户决策链从组织结构看起来很简单，但真正决策关系判断错误导致丢单却是屡见不鲜。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目运作和管理能力不足，结果漏洞百出。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■什么时候自己是优势状态？如何识别有利态度并化为意向？否则优势逐渐变为劣势。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■缺乏系统方便有效的工具，帮助自己收集、分析、判断和博弈。导致竞争对策系统性、有效性差，力量往往没有用在刀刃上，在竞争中缺乏杀伤力。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不知道如何制定计划，对项目缺乏科学的监控方法，常常由于工作协同性不够，导致关键工作缺失，项目失败。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目中缺乏针对合作伙伴的战略战术，导致代理商力量不能融合到项目中去，还常常成为自己的竞争者，而这些代理商常常在客户关系上力量巨大。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■对项目中那些需要高层领导支持，并且需要推进客户关系深度的工作常常束手无策。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  2）11个问题的关系<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  3）相关案例分析<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>二、项目运作基础 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  1）客户态度评价模型，有效分析项目的基础<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：某公司产品的态度评价  <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■评价模型BATT的定义和使用 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何了解调查项目中的BATT值 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  2）项目运作评价，PSE（项目状态评估）表的使用<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例分析：这个项目运作得如何？是高手吗？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■了解项目运作概貌，学会PSE（项目状态评估）表的使用 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■分组讨论：尝试评价几个项目 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  3）项目运作成功关键要素<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■关系的性质 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■产品和服务的属性 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■商务 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■谋划 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例分析与练习 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  4）关系进程和DMI(decision maker influence)表的应用 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■建立支撑型的关系 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何成为顾问，同时又是朋友 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■信任关系的建立（能产生动力的关系）以及关系发展的四个阶段 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■DMI 表格使用 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：一个大项目的策划过程 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  5）明确产品属性、突出竞争优势、做好运作策划 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：如何表达某产品的一个功能卖点 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同角色的技术和产品准备要求 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■产品属性调查表的方法和使用 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：产品部精心准备之后，带来品牌宣传的好处和客户的好评。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  6）项目信息的挖掘<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：某公司行业研讨会的策划 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■品牌提升 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■代理商 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■技术交流会 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■主动拜访 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■关系介绍 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■行业主管文件，建设计划，上层关系 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  7）项目运作过程的五个阶段 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目运作的五个阶段 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同阶段的客户心理分析 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同阶段的判断和竞争机会分析 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同阶段的机会窗信号 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■保密工作和阶段控制 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：一个大项目的运作过程介绍<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  8）决策链、影响力分析和客户态度的竞争分析（DMI）<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■DMI（决策链影响模型）的分析方法 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：一个项目之问题分析 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■决策链影响力分析模型DMI <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■学以致用：使用DMI分析身边的项目 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>三、项目运作计划、跟踪和监控<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  1）项目筹划与运作、竞争策略的实施、项目跟踪表的运用<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：这些项目是如何失败的？ <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目筹划需要的准备和工具 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目跟踪计划表的使用 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■项目跟踪计划表管理的注意事项 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  2）技术引导策略<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：技术引导成功不仅在于时机还在于人物选择 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■技术引导、客户关系、商务的三角关系 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■确认影响客户态度的效果 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  3）品牌运作<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：某公司的项目运作的品牌提升方法 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■品牌的三种不同水平和对项目的影响 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同品牌水平下的博弈策略 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：品牌虽然不是最好，但是照样建立优势。 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  4）意向的评估和时机的把握 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■意向形成进程分析 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■意向的三种不同模式 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何判断客户意向进入形成期 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同意向模式下，客户心理分析 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何锁定意向，将项目成为囊中之物 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：对手没有将意向锁定，最终煮熟的鸭子飞了 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  5）竞争博弈对策表的使用和招标过程把握 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■不同意向形式形成的不同招标模式<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■利用竞争博弈对策表来分析各种变化 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■制定招标相应计划 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：一个成功的招标策划<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  6）学会利用合作伙伴，大型项目取得成功的基本功<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：某大型项目运作 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■合作伙伴类型 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何寻找有实力的合作伙伴 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■如何消除博弈屏障 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■指导合作伙伴项目运作 <o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>  ■案例：渠道政策的策划<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>【讲师介绍】<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>    蒋老师，复旦大学企业管理专业毕业，获经济学硕士、数学学士学位；曾经在国家权威刊物上发表管理与营销类多篇论文；在行业销售领域研究总结提出了行业代理理论；具备12年的产品销售与销售管理经验，其中大多为面向企业大客户的科技产品销售实战经验；可以算是既具实战经验又具一定理论专业水平的为数不多的营销类培训师。蒋老师成功销售近5个亿的业绩，组织策划近50个广告促销和宣传活动，亲自参与和指挥部门下属共计500个销售项目。对大项目、零售、渠道都有实际运作经验，在行业销售上提出的行业代理理论。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left>    蒋老师曾服务过的部分客户：华为科技、康佳电器、华帝燃具、比亚迪、锐捷网络、TCL、亚通AO史密斯、中国电信、中国石化、上海大众、迈瑞、方太、中集集团、康佳、国人通信、宇龙通信、朗科科技、南软、金发科技、许继电气、新烟集团等众多知名企业。<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 20pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-line-height-rule: exactly; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><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>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 2.25pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 130%; TEXT-ALIGN: left; mso-pagination: widow-orphan; tab-stops: 34.35pt; mso-layout-grid-align: none" align=left><o:p> </o:p>