销售管理实务-----豆世红

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电梯直达

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发表于 2010-1-6 16:39:00 |只看该作者 |倒序浏览

<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">课程背景
<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"><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">不依赖销售英雄、打造高绩效的销售体系是优秀企业市场成功的法宝。    
<P class=MsoNormal style="MARGIN: 0cm 14.15pt 0pt 21pt; TEXT-INDENT: -21pt; mso-para-margin-top: 0cm; mso-para-margin-right: 1.35gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 21.0pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt">管理部门如何有效管理销售队伍，提升销售队伍的市场竞争力？<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>
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<SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"> 
<SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: Arial; 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">课程收获<SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: Arial; 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 14.15pt 0pt 2.1pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 16pt; mso-para-margin-top: 0cm; mso-para-margin-right: 1.35gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: .2gd; mso-line-height-rule: exactly; mso-char-indent-count: .99">1、通过培训，掌握如何设计销售运作过程和流程，建立监控点，确保销售活动高质量有序开展<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 14.15pt 0pt 2.1pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 16pt; mso-para-margin-top: 0cm; mso-para-margin-right: 1.35gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: .2gd; mso-line-height-rule: exactly; mso-char-indent-count: .99">2、通过培训，掌握产品价格管理、授权和商务管理的方法、制度<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 14.15pt 0pt 2.1pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 16pt; mso-para-margin-top: 0cm; mso-para-margin-right: 1.35gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: .2gd; mso-line-height-rule: exactly; mso-char-indent-count: .99">3、通过培训，掌握销售信息库的建设、信息传递、分析的工具、流程、方法、制度<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 14.15pt 0pt 2.1pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 16pt; mso-para-margin-top: 0cm; mso-para-margin-right: 1.35gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: .2gd; mso-line-height-rule: exactly; mso-char-indent-count: .99">4、通过培训，获得一整套销售体系体系建立的思路和实操的方法、工具<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 14.15pt 0pt 2.1pt; TEXT-INDENT: 8.9pt; LINE-HEIGHT: 16pt; mso-para-margin-top: 0cm; mso-para-margin-right: 1.35gd; mso-para-margin-bottom: .0001pt; mso-para-margin-left: .2gd; mso-line-height-rule: exactly; mso-char-indent-count: .99">5、通过培训，提高企业销售管理人员的职业化素质。<o:p></o:p>
授课方式：采用案例分析、情景演练、与嘉宾对话、小组讨论互动式教学
 
 
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<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"> 
<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<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">
一、销售运作过程设计与管控<o:p></o:p>
1、销售过程控制的常见问题<o:p></o:p>
n          控制管理滞后<o:p></o:p>
n          控制点不合理<o:p></o:p>
n          控制方式不全面<o:p></o:p>
n          控制分寸把握不当<o:p></o:p>
2、细化销售运作过程，建立控制点<o:p></o:p>
n          推广管理<o:p></o:p>
n          机会管理<o:p></o:p>
n          项目管理<o:p></o:p>
3、销售日常活动的控制工具<o:p></o:p>
n          月度工作计划、周工作计划<o:p></o:p>
n          工作日志<o:p></o:p>
n          销售述职<o:p></o:p>
n          销售随访<o:p></o:p>
4、实施销售例会制度<o:p></o:p>
n          销售例会的种类<o:p></o:p>
n          销售例会目标<o:p></o:p>
n          销售例会管理<o:p></o:p>
<o:p> </o:p>
二、销售价格与商务管理<o:p></o:p>
1、产品定价管理<o:p></o:p>
n          成本分析<o:p></o:p>
n          竞争产品调查　<o:p></o:p>
n          价格变动影响<o:p></o:p>
n          产品定价管理制度与流程<o:p></o:p>
2、产品价格管理<o:p></o:p>
n          产品价格授权体系<o:p></o:p>
n          产品价格管理流程　<o:p></o:p>
2、合同管理<o:p></o:p>
n          客户资信管理<o:p></o:p>
n          确定信用政策<o:p></o:p>
n          应收账款管理<o:p></o:p>
n          订单处理订货、发货与退货管理<o:p></o:p>
<o:p> </o:p>
三、销售信息体系设计与分析<o:p></o:p>
1、销售信息管理的常见问题<o:p></o:p>
n          信息不规范、模板不统3<o:p></o:p>
n          相关部门缺乏统一管理<o:p></o:p>
n          对信息分析加工不足<o:p></o:p>
2、建立分类信息库<o:p></o:p>
n          总体市场信息<o:p></o:p>
n          竞争对手信息<o:p></o:p>
n          业务计划信息<o:p></o:p>
n          客户信息<o:p></o:p>
n          销售管理信息<o:p></o:p>
3、信息管理的重要环节<o:p></o:p>
n          信息编码<o:p></o:p>
n          信息收集<o:p></o:p>
n          信息整理<o:p></o:p>
n          信息传递<o:p></o:p>
n          信息分析<o:p></o:p>
<o:p> </o:p>
四、销售人员的目标考核与激励机制<o:p></o:p>
1、销售计划与目标<o:p></o:p>
n          选择销售计划的方法<o:p></o:p>
n          如何进行销售指标的分配<o:p></o:p>
n          如何具体实施销售计划<o:p></o:p>
n          某公司年度销售计划<o:p></o:p>
2、销售目标分解
 
 
<o:p></o:p> 
 
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<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"> <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">
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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-list: l0 level1 lfo1; tab-stops: list -18.0pt; mso-char-indent-count: -1.2">l   德为管理咨询有限公司  总经理<o:p></o:p>
<P class=MsoNormal style="MARGIN: 0cm 5.25pt 0pt 10.85pt; 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">职业经验：曾在华为、联想等国内著名高科技企业任职，担任过总裁助理、任职资格管理部部长等职务。具有十多年的大型产品管理、人力资源管理经验。在华为公司工作5年期间，长期与IBM、HAY、TOWER、英国职业资格委员会等国内外著名咨询机构合作。<o:p></o:p>
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擅长课程：<SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-bidi-font-weight: bold; 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">《基于流程的职位设计与绩效管理》《任职资格管理与员加工加速成长》《管理人员任职资格标准与测评》《研发人员任职资格标准与测评》《销售管理实务》《员工职业发展通道设计与全面报酬策略》<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">（注：以上课程均成功举办过公开课、内训）
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