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Industrial Products Marketing Research Institute and Sany Heavy Equipment established a long-term training cooperation relationship

Click times: 2938 release time: 9:43:06, November 5, 2019
        [training content]
        "Breaking through the bottleneck of industrial product marketing", "secrets of high-level public relations of major political and commercial customers", "training of comprehensive ability improvement of industrial product marketing personnel", "business management system and practical skills", "building high-performance elite sales team".

        [training time]
        2017-2019

[customer profile]
       
        Established in January 2004, the company is engaged in manufacturing and selling complete sets of heavy equipment. The fully mechanized mining area is more than 5000 square meters, with a total area of more than 850000 square meters. It has been recognized as a national enterprise technology center and a national high-tech enterprise. It has won the National May 1st Labor award in 2011. It has a national post doctoral research station, the first academician workstation in the industry, a provincial engineering center, a provincial engineering laboratory, and a provincial key laboratory. It is a demonstration unit of developing and strengthening enterprises through intellectual property rights in Liaoning Province. It has passed the national ISO9000 quality system certification, ISO14001 environmental management system certification, OHSAS18001 occupational health and safety system certification and German TUV certification.
On November 25, 2009, Sany Heavy was successfully listed in Hong Kong (Stock Code: 00631. HK).
The company's products are mainly divided into fully mechanized excavation and fully mechanized mining.
        Among them: roadheader has formed a full range of products with cutting power ranging from 55-418kw; the ebh418 horizontal axis roadheader exhibited at the 14th International Coal Machinery Exhibition on October 28, 2011 is the rock roadway roadheader with the largest cutting power in the world; the world's first rock roadway large slope roadheader ebz260d can realize the normal work of the roadheader in the range of - 25 ° to + 15 ° slope, far exceeding the industry standard.
        In the field of fully mechanized coal mining, the company successfully launched the first set of fully automatic combined coal mining unit based on integrated design and manufacturing, leading the industry to the direction of complete set and automation; the first set of automatic coal plough unit suitable for mining 0.8-1.6 m thin coal seam broke the monopoly situation of foreign manufacturers in this field, filled in the domestic blank, and was listed in 201 by the Ministry of science and technology of the people's Republic of China 2 years 863 science and technology plan support scope. The mining efficiency of plough is three times of that of traditional shearer, which is of great significance to improve the utilization rate of coal resources in China.

"Teacher Ding training site"

      [course background]
Five characteristics of construction machinery sales:
First project The cycle is long The problem can only be solved through multiple communication;
Second, the project sales amount is too large, the customer chooses the supplier Very careful
Third, attach great importance to it After sale service Business At the same time, it is listed as the factors of project evaluation;
Fourth, customers are very careful in purchasing goods Project evaluation team Decision making;
Fifth, people and products are indispensable People compare products Come more important;
At present, in the sales process of construction machinery, because of the long project cycle, obvious relationship marketing, basic sales personnel master a large number of customer information, resulting in relatively opaque sales process. Therefore, the relative sales process is relatively extensive, and it is not easy to grasp the sales process in the actual sales process. Therefore, the training of marketing talents in industrial products enterprises has produced a series of puzzles.
      Starting from the unique characteristics of industrial products sales, this series analyzes the five characteristics and eight puzzles of construction machinery sales, clarifies the arrangement logic of 10 different levels in the process of business process, and helps sales personnel understand the content and meaning of each key node and clearly divide the stage of the project by explaining the core knowledge points and tool methods, combining with cases and simulation exercises, And has the ability to use refined management ideas to sort out business processes.

"Training site"

[course content]
        1、 The elementary foundation of industrial product marketing
        1. Marketing system of industrial products
        2. Professionalism and business etiquette
        3. Customer's psychological analysis
        4. Effective communication skills in sales
        5. Efficient time and target management
        6. Emotion management of sales staff

        2、 Intermediate promotion of industrial product marketing -- establishing a set of standardized business development system of construction machinery industry
        1. Business process management system
        2. Seven step analysis method in actual combat
        3. Information collection and project evaluation
        4. Contact depth
        5. 4P consultant guidance technology
        6. High level public relations strategy of key customers
        7. Bidding strategy and tender making for key customers
        8. Tactics and skills of business negotiation
        9. Key customer service and relationship management

        3、 Advanced strengthening of industrial product marketing
        1. Key account operation
        2. Accounts receivable and risk prevention
        3. Contract law and legal knowledge
        4. District Marketing Planning
        5. Build a high performance marketing team

        4、 What is a high performance sales team

        5、 Construction of high performance team and improvement of executive power

        6、 Business management system and practical skills
        1. Eight challenges of construction machinery sales
        2. Ten levels of business management system
        3. Combination of classic cases and business management system
        4. Four results of business promotion process
        5. Seven step analysis: a necessary tool in actual combat

[achievement display]
The courses of industrial products marketing research institute are targeted, the training system is systematic, and the senior skills and professional degree of lecturers are fully recognized.

This series of training will further strengthen the comprehensive strength and competitiveness of marketing and service personnel, improve the implementation efficiency, and strengthen team building, From the team to the individual, from theory to practice, let the training personnel in the marketing, management, channel, team and other aspects of the system to improve. It has laid a good foundation for the development and sustainable development of the company.

In the era of industry 4.0, the manufacturing industry needs to take the brand line, change the world with quality, create value with core technology and service ability, and we need to inherit the spirit of enterprise and set up the flag of national heavy equipment.
In order to better improve the overall marketing level of the enterprise and meet the strategic needs of the enterprise, Sany people need to continue to strengthen their own requirements, from qualified to excellent, from excellent to better; to make Sany products become a world-famous brand and stand steadily on the top of the world.

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