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529832打e造世c界v级b销t售团r队

                     打造一支世界级销售团队40个怎么做
【培训时间】2012年9月12-13日上海、9月19-20日深圳
【培训对象】总经理、销售总监、区域经理、销售经理、业务代表销售培训专员
【培训费用】4800元/两天,买一送一,不再打折,单独一人收费3600元。
            (包括资料费、午餐及上下午茶点等)
主办单位:高 森 培 训 网
【垂询热线】  400-683-9885(免长途话费)  q--q:976681581
【深圳/市场部】0755-61289558    业务信箱:vipppt@sina.com
【直面挑战】
不论美国有多么强大的空中武力,在战场上,它仍然需要地面部队在狂轰滥炸之后从地面挺进
;销售团队,就是企业的地面部队。不论您的品牌多强,不论您的产品质量多好,您仍然需要
一支优秀的销售团队,才能将企业面对市场竞争的优势最大化! 
您能回答下列课程大纲里的每一个问题吗?
如果不能,您又如何有效的经营管理贵公司的销售团队?
【导师简介】[杨 台 轩]
●因为他来自世界500强的企业,所以他才能告诉我们世界级的销售团队"怎么做"管理;谈
动作!谈方法!谈技巧!而不是泛泛而谈的空洞观念!!他告诉您他的作战经验,而不是背书
,讲理论给您听!!
●不论学历的高低,因为他曾经从销售工作的最基层做起,所以他能够理解销售团队在实战工
作当中每一个环节的弊病!!
教育背景:
●英国 Exeter 大学企业管理硕士
●台湾辅仁大学企业管理学系毕业
工作资历:
●英商台湾德记洋行Tait Marketing & Distribution业务员,产品经理,事业部门主管
●全球第二大乳制品公司 法国Sodima 乳业公司销售及行销经理
●世界50强 美国强生Johnson & Johnson公司中国区销售总监
【课程大纲】
◎招兵买马:企业在找千里马?那,伯乐在哪里?
1)销售团队的规划-应该要多大?
●什么叫Call Frequency
●一个人能带几个人?
●组织层级
●销售部门应该包含哪些功能?
●要不要招聘销售内勤?助理?
2)人员招聘
●谁去参加人才招聘会?
●您有没有感觉看郭晶晶跳水怎么跳都好看?-- 他曾经在大公司待过,会带来好的观念?
●何谓"策略性人力资源管理"?
●管理层人员招聘-谁应该参加?
●性向测验
3)人才的发掘:朋友介绍"人才",怎么办?
4)怎么会买到酸橘子?--企业怎么会招聘了不合格的员工?
◎人才养成与培训
5)新近人员的培训
●什么是最重要的新人培训?
●谁应该为新人培训?
●洗脑?为什么?
●企业最容易忽略哪些培训?
●谁需要什么培训?
●不要迷信培训,明白吗?
●什么是企业对员工最有意义的培训?
●打造一支解决问题的销售团队
6)公司的栋梁-- 超级销售员,有他就搞定?
7)人才的养成-- 怎么提拔下属才能使大家都服气?
8)百年企业,如何培训员工?-- 培训一定要花很多钱吗?
◎"专业"的销售团队
9)销售团队的四大工作领域
10)口才的培训:究竟销售人员需要什么口才?
11)关键销售技巧
●找到需求
●先把自己卖掉―问题是,怎么卖?
●算出来客户可以得到的利益
●谈判?谈不可能的
12)"如何有效维护客户关系"的工具― 假如老王的销售技巧很厉害,小林都快被淘汰了;
不同的销售人员能力落差很大,您怎么办?
13)管理的五大要素和数字管理
●严格的时间管理对一支销售团队的意义
●用数字说话
●把数字背下来
14)销售人员彼此的合作与沟通
15)销售团队沟通的死角在哪里?
16)赢在加值销售
●直接销售人员与间接销售人员
●直接销售动作与间接销售动作
●直接客户与间接客户
17)顾客满意度
18)计划力:销售人员管理能力最弱的一环
19)销售团队费用管控机制的设计
◎管理制度与文化:这是销售团队执行力的根本
20)销售团队的执行力,怎么来?
21)目标管理的问题出在哪里?
●领导自己订的目标?
●讨价还价,变成数字游戏
●目标没有细化到每一个员工
●没有具体的赏罚行动,包括薪资,奖金,与职位升迁;也就是未与人力资源策略紧密挂钩
●不明白过程与结果的关系
●SMART原则
●做销售,要有长远的眼光;那长期和短期目标哪个重要?
22)目标管理与绩效评估
●末位淘汰制,好不好?
23)企业什么时候给员工调整工资?
24)道路图
25)人员晋升的迷思:谁最优秀?
26)差旅管理:70%的出差时间可能被浪费掉了?
27)一次有效率的销售会议怎么开?
28)讯息报告系统
●表格的设计必须具备哪些功能?
●大家都不喜欢写报表,为什么?怎么办?
29)教大家都必须这么说话
●Get things done.―外交官与销售人员的工作人格训练
●金字塔写作法―如何让销售人员讲话不会避重就轻,绕圈圈,没重点?
◎销售团队的灵魂:领导能力
30)贵公司的销售副总,经理有没有"改变"的能力?
31)责任?-- 如何让大家都为自己的工作负责任?
32)领导和下属一起吃饭谁付钱?-- 您的公司真的这么做吗?
33)领导者要有亲和力,还要有威严?如何把握?
34)EQ:阳光心态?态度决定一切?
35)销售团队领导的自我成长―到底有多么重要?还是达成指标就好,别的不要管?
◎如何有效的激励销售人员的士气?
36)销售人员薪资制度的设计:没有基本工资最好,因为压力最大?所有的销售人员为了赚钱
只好拼命向前?
37)激励方式有几种?
38)销售人员最喜欢的激励方式是什么?
39)士为知己者死-- 假如他愿意为您卖命干活儿,问题是,您是他的"知己"吗?
40)什么是对销售人员最"有效"-- 成本最低,时间持续最长,效果又棒的激励方法?

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