1、从销售骨干走向管理高手快速蜕变特训营（From the sales backbone to management experts, rapid change training camp）From the sales backbone to management experts, rapid change training campOn July 2012 28-29, August 2012 04-05, Shenzhen Shanghai | | August 2012 11-12, Beijingfor the object or the incoming sales manager, R
2、egional Manager / area manager, channel manager, reservation manager, sales director and sales backbone and to further enhance the management skills of the various levels of sales executives.participation fee 2990 yuan / person (including training, training materials, two days lunch, afternoon tea a
3、nd so on)organizer Tao Tao trainingcurriculum consultant (O2O) 34O7125O, 34O71978 (advance registration may enjoy more concessions, welcome to inquire)Lessons - Cheng - back - jing:Some CEOs have often heard such complaints: “I have a sales elite, his very capable, every time to complete the task ov
4、er, when I took him to the sales manager, see he is working overtime every day, busy, but the sales performance was in decline!“The following is the new sales manager in the management process faced with some of the following long-term confusion:Why do I often men Fudge: they do all kinds of stateme
5、nts is very exciting, but to go home to sleep; all kinds of data continues to grow, but in reality the problem constantly, contradictions, complaints, how to do?Why do my people flow so often? Recently, these have also stepped up resignation, Mister asked me what to do? I dont know what to doWhy is
6、the whole department 80% performance all by me “prop up“ come out, what are they doing?Why do I get more complaints and accusations when I give my work instructions and mission objectives? What should I do?Why are they so weak in single attack? Unable to complete the sales task, every time I have to
7、 act undisguisedly, how to do? Why do they work so hard and lack of enthusiasm every day? What should I do?The China sales management personnel of enterprises, the majority is left. The original is the backbone of sales, then the creator is pushed to the “sales management“ in this position, from a b
8、usiness to the nexus, the players, led the team to improve the overall performance, to stall things, this role is not easy.Business elite and excellent managersAs a sales manager, you should spend more time on developing the independent working ability of employees! You have an excellent sales staff
9、 that forget as soon as possible, and to realize the sales work is completed by hand down; from “Im a top salesman“ to “I am a coach, my success depends on the psychological changes of the sales staff to achieve success“.Salesman = customerIn fact, management is another kind of sales. The difference
10、 between a sales manager and a salesperson is that the salesperson sells the products or services of the company. The sales manager sells the sales performance of the salesman. One is the internal sale, the other is an external sale. The sales representative seems to be working for the manager, but
11、to some extent, the managers are actually serving their sales representatives.Accept “sales = customer“ this mode of thinking of the managers can often achieve better performance, because the management will treat subordinates like to treat customers, listen to their voices, to meet their needs, and
12、 urged them to team established plan.But from now on, “you should be * * * *, you have to miss“; instead we should miss, we want to miss“This course is designed for special sales elite “from sales to management“ tailored, can help you solve the sales management of the new confusion, grasp the necess
13、ary sales management skills, should undertake to understand sales management responsibilities, and master the method to complete the work. It emphasizes how the sales manager is himself, how to bring people and the director, and how to become the “backbone“ supervisor from the “middle“ supervisor,Fo
14、r your company to build a high cohesion iron sales!Lecture forms: teaching interaction, training stories, video viewing, role playing, group discussion, case sharing, and class exercises.Lessons - lessons - gains - gains:1. recognize the importance of the role of the sales manager, understand the di
15、fferences between the sales elite and the manager, and change their mindset and role;2. skilled in business recruitment, training, motivation, assessment and other professional skills;3., improve professional sales counseling skills and persuasion skills, and quickly improve individual combat capabi
16、lity;4. master the basic principles and skills of performance management;5 Learn the daily management application of sales team;6. improve sales manager management literacy;7., grasp the basic skills of sales managers, set up an efficient team, to achieve maximum organizational efficiency;8. experie
17、nce and understand the link between training content and management practices;9., on the basis of experience and cognition, the management task is changed into the conscious behavior of managers and the habit of examining their work.Lessons - Cheng - Da - class:Unit 1: from the sales backbone to the
18、 management expert: professional quality and functional requirementsThis exercise: test your management skills- two common problems from executives to managers- from the business master to become managers, common two major issues- charisma of leadership- the 4 discipline of the manager- the leaders
19、personal role orientation- function of Marketing Manager- embody the marketing managers performanceUnit second: from the sales backbone to the management expert: my head, my regiment1, how to recruit your successful partner?After the test: do you know only eye master?(a) alert the four types of peop
20、le enrolledB) 5 vitamins for selling talent“- building strange relationships- discovering and meeting customer needs- exert influence on others- continuous cheerful service- consistent self enforcementThis case: I entered the worlds top 500 interview experience2, how to change a sheet of white paper
21、 into a gorgeous picture?This video: how to teach the eagle fly?A) 4 elements for effective training(b) five basic training for sales staffC) four steps in sales trainingInduction intensive trainingSales trainingFollow the gang guidanceTraining - trainingD) introduction and application of various tr
22、aining methods(E) training implementation process and effectiveness evaluationThis case: twenty-first Century real estate sales personnel training systemThird unit: from sales backbone to management expert: professional sales coaching skills1. significance of training + coachingThis exercise: please
23、 give the answer quickly2. tutorial: how to accomplish special tasksWhat is the result of goal + anticipation? How do you do it?3. excellent direction:- clear goals + expectations, excellent performance + support skills learning + giving action4., professional counseling and collaborative visits, co
24、unseling 3 steps5. professional coaching skills:Set coaching objectives / topicsWhat are the previous jobs?- before talking to the audienceThree kinds of tutorship form of cooperative visit- observational coaching points- the essentials of support coaching- exemplary coaching pointsObserving behavio
25、r and result- cognition, behavior and order of behaviorThis practice: describe your employees are 1 of the most urgent need to improve the behavior, and you think three specific behaviors need to improve his behavior- how does behavioral observation work?Counseling dialogue and its process- intervie
26、w content 5 points6. principles of action - SMART principlesThis role play: under what exactly is the problem?Fourth unit: from sales backbone to management expert: communication skills in counseling and dialogue1. contact, encouragement, inquiry, confirmation, feedback2. inquiry, inquiry, tactical
27、application7 characteristics of effective inquiry3. listening is more important than expression- 7 listening skills in coachingThis practice: “the companys sales seem to have a problem“,How do you respond?4. feedback proposal tactical application- how effective feedback?5. dialogue deadlock handling
28、This role play: lack of self-confidenceFifth unit: from sales backbone to management expert: sales staff performance management1. performance planning: scientific management by objectivesTarget design of sales team- the process of setting performance indicators- determine customer growth targets- ma
29、nagement action indicatorsGood target communicationEffective work plan formulation;7 elements of the work planStrengthen the process management of the target2. performance promotion5 points of performance observationPerformance record 4 pointsPerformance discussion, BEST principle- describing behavi
30、or- expressing feelings- ask for advice, make choices- get the affirmative conclusion3. notice of performance review / audit6 steps of performance auditPerformance review, SOLID principle- structuring interviews- a comprehensive assessment- inform- development / development4. monitor performance thr
31、ough sales funnel5, to become a master of authoritySixth unit: from sales backbone to management expert: daily management of sales team1. management forms- control class- business class- informationTask class2. sales meeting* types of meetings and key objectives;3. follow up observation4. talk about
32、 positions5. review monthly plan, weekly plan and work log- the internal relation of the three reportsSeventh unit: from the sales backbone to the management expert: how to ensure your team sustainable development?1. how to effectively motivate the marketing team members2., the basic principles of m
33、otivation3. sales team incentive menuThis case: Hunter and dog lie4., the scientific salary model design5. reasonable bonus mode design6., the choice of marketing compensation modelThis case: Coca-Cola industry generation bonus assessment rulesConclusion: what should a marketing manager do in a day?
34、The _ class _ designed _ grant home _ real war _ Shaoxing mediated _ _ type _ pin _ _ tube _ _ designed and sold the home _ _ _ strong _ Chinaoccupational qualification- former world 500, Japan heavy machinery (JUKI) Regional Sales Manager- former regional manager of the worlds top 500 Holland PHILP
35、S (PHILIPS), senior lecturer- successively senior posts in China Life Insurance Company and Ampang insurance company- American International Vocational intermediate trainer (ICQAC)- International Vocational intermediate trainer (IPTS)- national career high enterprise trainercombat experienceVarious
36、teachers have successively held senior posts in China Life Insurance Company and Ampang insurance company. They have profound experience in sales team management, new sales coaching and encouragement, and many individuals and their management team have won the sales champion many times!As the worlds
37、 top 500 enterprises in Japan heavy machine (JUKI) during the regional sales manager, had a record annual sales of 32 million RMB, ranked second in Greater China JUKI, Chinese first district; the largest single order volume is 8 million 700 thousand RMB. Deep research into key account sales.As the w
38、orlds top 500 enterprises in Holland PHILPS (PHILIPS) senior lecturer, head of PHILPS China District internal staff training and counseling, has tremendous stimulative effect to enhance the competitiveness of enterprises and employee performance.teaching styleZhu Qiang Hua lecturer copy against fore
39、ign advanced management experience, teachers learn from foreign excellent management and training experience, and then “local culture“, after thoroughly tempered, designed with the characteristics of the market Chinese marketing course. Good at problem oriented, take training games, case sharing, gr
40、oup discussion, role playing, video teaching, experience teaching methods, teaching tools and methods to solve the problem of students or shorten the performance gap, the characteristics of “2+1“ training mode, students and enterprises like.service clientJapanese brothers (brother), NOKIA (Nokia), G
41、M (GMAC SAIC) financial, GlaxoSmithKline (GSK), Johnson pharmaceuticals (SJJP), Lectra (Lectra) CAD, Sunstar (SunStar), Germany Du Kepu (Durkopp Adler machine) equipment, Standard Chartered Bank (Standard Chartered), Hang Seng Bank (Hang Seng), OCBC Bank (Ask Ocbc), Wenzhou bank, Lucheng rural coope
42、rative bank, Ping An insurance, Chinese life insurance, Xinhua life insurance, Zhejiang Yangtze River Energy Developments Ltd, Zhejiang Jubang electrical, Wenzhou daily, Wenzhou influence management consulting, human resources network, Wenzhou Wenzhou Gas Pipeline Co., Wenzhou high packing machinery
43、, Wenzhou childrens Hospital, brothers (brother) Wenzhou office, Wenzhou TOYOTA 4S shop, Wenzhou Volkswagen 4S shop, Wenzhou innotran abroad, twenty-first Century real estate, real estate, the sunrise day Hao home, Ann underwear, Hongchang cloth curtaincustomer testimonialsInspiring your mind, flyin
44、g your dreams, your peak status, your team spirit, your potential is incredible.South Koreas Sunstar (SunStar) machinery - division general manager Huan ZongBrilliant, practical, case rich, can really help my business solve the problem, many long-term puzzled my business doubts will understand.Yangt
45、ze energy - human resources, Li MengThe original theory has profound practical significance for everyone. The invention of the law of wealth is a new milestone in economics.General Motors Finance (GMAC SAIC) - Deputy General Manager Wang QifaWhat a pity！ Now I understand the SPIN sales model. If I h
46、ad heard this speech ten years ago, my companys performance is incredible today. That is, learning to use, practical strong, the original SPIN sales model is so simple!Wenzhou Commercial Daily - advertising management center, Cai HuiThe thought is deep, the view is thrilling, the style is humorous, interesting, entertaining, listening to the speeches of the teachers, I have benefited a lot!Lectra (France) CAD - Marketing Center ManagerNote: This course can also according to the customer demand to provide door-to-door service enterprise training
