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[preview of open class] training system for elite talents of industrial product marketing in 2020

Click times: 1803 release time: 2020-6-2 16:18:20

To build a scientific and systematic chemical industry marketing process, analyze business milestone task list and guidance landing tool method, and rapidly create outstanding industrial product talents in batch.


1、 (1) eight puzzles of marketing personnel training in industrial products enterprises
1. The number of new employees who are unable to meet the requirements of the market will not be able to meet the requirements of the market;
2. The newcomers can't afford to pay their own bills, which leads to low enthusiasm, lack of passion and insufficient training. Their mentality has been greatly hit, resulting in brain drain and high cost;
3. The elderly basically lack of effective management experience, business background and strong sales ability, but they are unable to lead new people, or it is more troublesome to lead new people. It is better to do their own work than to let them train, and they are not competent for the requirements of management posts;
4. At present, there is no mature experience or system to effectively copy or train new people, which leads to the inability to refine experience, and there is no corresponding sales manual or classic case to train others;
5. At present, the company's training system is not perfect, which basically relies on external training. Internal training can be more economical from the perspective of experience and cultural heritage. Therefore, it is very important to set up a team of internal trainers;
6. The personnel management of the sales system is all pressed on the line manager, and the absence of human resource management results in the failure to give full play to its functions;
7. The lack of human resources planning in the sales system, the demand and supply of personnel depend on the sense, and the lack of a sense of integrity leads to uncoordinated and random recruitment;
8. The company's personnel training is lack or the training system is not perfect, lack of training needs analysis and training summary, the implementation of training is simple, and the staff development stamina is insufficient.

1、 (2) definition of molding training system for industrial marketing talents
In view of the above problems and current situation of China's industrial products enterprises, the "industrial products marketing research institute" has set up a competency oriented "industrial product marketing talent training system" focusing on the necessary abilities of industrial product marketing talents. It is based on the consulting experience of more than 300 industrial product enterprises and the profound marketing training experience of more than 3000 industrial enterprises in the past 18 years. It is mainly for the batch replication of industrial product marketing talents, so that the ability of new employees in the marketing team of industrial enterprises can be improved faster, and the ability training of old sales personnel is more systematic and standardized, so that the company's marketing is more practical and effective A written, procedural and systematic training system enables the inheritance of marketing knowledge and skills, and evaluates and certifies them after training, and formally takes up the post after passing the examination.

2、 Training module of industrial marketing talents
- professional practical, targeted and systematic curriculum design
Stage Course series Schedule Opening time

 

Step 1

Business process management of industrial products and seven step analysis method

1 day

 

Step 2

Versatile informant / Analysis strategy of competitor informants

1 day

Step 3

4P Demand guidance and value marketing

1 day

Step 4

Public relations of decision makers and iron triangle of price negotiation

1 day

Step 5

Credit management and accounts receivable

1 day

Step 6

Attack and defense strategy of large project operation

1 day







Test the effectiveness of standardized process system

Before training: With actual industrial products Marketing problems and difficult cases To learn, set this time five At the end of the system learning, we hope to improve the goal;

Training

one Scientific classroom teaching Standard industrial products business process system

two Senior industrial product marketing lecturer Business process of Ba Tian Long Department Tool analysis for each step

three According to the business process steps, provide a large number of landing and practical application Marketing strategy, methods and tools

four , classic Analysis of industrial product marketing cases Group practice Methodology of providing difficult cases , so that the actual use of sales rules to follow.

After training: complete System chemical product marketing process, complete the learning task list, pass later Wechat group Continue to provide free marketing knowledge of various industrial products Free consultation with tutors And sustainable Online industrial product marketing learning

Implementation on the ground

If necessary, you can guide the industrial enterprises to compile Standardized sales manual for industrial marketing elites


[training method of molding for industrial product marketing talents]

difference Routine training Molding training for talents


Regular lecturer vs. talent molding trainer
 
Focus on me Student centered
Focus on your own content Pay attention to students' acceptance
Speech based Training oriented
Common training methods Requirements of talent die
 
Training course design 80% simple teaching + 20% case sharing Teaching 30% + Case Sharing 20% + scenario simulation 20% + auxiliary tools 10% + action plan 20%
 
Results after training After the training, fill in the teaching satisfaction A complete set of management and control tools Result 2 - form and establish a set of practical sales manual Achievement 3: form a capability model within the company Outcome 4 - Qualification Certificate Achievement 5 - training and certification of 2-3 internal lecturers
 
Employees' willingness to learn Employees passively accept the company's arrangement Ability model oriented, active learning
Planning of training system It is scattered and not systematic enough The planning is hierarchical and systematic
Sources of demand generation Design according to requirements of demand department The company as a whole takes the post as the starting point
Planning of knowledge management There is no precipitation Form their own set of knowledge system, there is precipitation
Requirements of experience summary In the hands of business elites Form a set of experience system of the company
Test of training effect It's basically impossible to measure Can form a sharp contrast, can test the effect

Current situation of marketing business management of conventional industrial products:

Standardized industrial products business process control system:

3、 Syllabus
Topic 1:
Standard business process of Tianpin


Topic 2:

Seven step analysis method for each milestone of industrial product marketing


Topic 3-4:

Deep contact and development informant in industrial product marketing


Topic 5 and 6:

Practical application of - 4P guiding technology and value marketing in business process of industrial products


Topics 7 and 8:

Practical application of business process of industrial products high level public relations and price negotiation


Topic 9:
Government credit management and accounts receivable

Topic 10: Attack and defense strategy of large project operation

[cooperative customers]
More than 3000 customer training:
Electrical automation
Abb, Siemens, Danfoss, baruf, Nanhai electric, China Southern Power Grid, Huanyu Group, Nari Jibao electric, Shanghai Electric, Shenzhen Wanxun automatic control, TBEA, Siemens bus, Chint instruments, Xuji group
Jiangsu Jinzhi Technology Co., Ltd., Nanjing lanneng electromechanical Co., Ltd., Xi'an Runhui Instrument Technology Co., Ltd., Nanjing Zhongdian Electric Co., Ltd., Nanjing yapai Technology Co., Ltd., Yinshan intelligent Co., Ltd., Henan Sida Electric Communication Co., Ltd., Shanghai Electric, Nanhai electric, China Southern Power Grid, Jiulong Electric, Asia Pacific Electric, Zhejiang Feima group, Xiamen Kehua Co., Ltd., Emerson Electric, Keyuan automation group, Daquan electric, Nari Jibao Zhejiang zhongkong, Zhejiang Wankong group, Zhengtai Electric, far east holding group, Zhejiang Wanma cable, TBEA, Xuji group, Philips  
construction machinery
Sany Heavy Industry, Zoomlion, Xugong Group, Longgong group, Huali heavy industry, Shanghai construction machinery, Zhengzhou Yutong Heavy Industry Co., Ltd., Haitian plastic machinery, Shanghai Tunnel Engineering, Hubei construction machinery, Guangzhou Zhengli precision machinery, Zhende plastic machinery, Shanhe intelligent engineering machinery, Hangzhou Boiler Plant, Shenyang Blower Factory, Ningbo Xinda group, COFCO packaging and Printing Machinery Co., Ltd Sany crane, Dalian CNC machine tool equipment, Liuzhou heavy industry, Dalian heavy industry, Putzmeister  
architectural engineering
Nanbo group, Jinjing glass, Xinyi Glass, Guangdong Qibin, Zhejiang East building materials, Zoomlion cement, Sichuan kaineng construction, Taibo Changjiang glass, Nanchang Anju technology, Zhejiang Baona steel pipe, Ningbo Fangtai kitchenware Nantong Suao elevator, Chongqing Mingzhu electromechanical Co., Ltd., Jiangsu Ruichi Pump Co., Ltd., Nanchang Anju Technology Co., Ltd., Huangshan Industrial Pump Manufacturing Co., Ltd., Shenzhen Chaobao Industry Co., Ltd., Beijing Chengdong Housing Manufacturing Co., Ltd., Tianjin lanchao special hoisting project, Beijing yadeya steel trade Co., Ltd., construction technology development in Hebei Southern Hebei Province, Armstrong world industry
Industrial raw materials
Hubei Yihua group, Nanjing Weier chemical industry, Shanghai Taite industry, Zhejiang Juner new materials, Hunan Songjing chemical technology, Jinan Shengquan Group Co., Ltd., Ruifu chemical (Shanghai), Ruiji scroll (Changzhou), Shanghai Jinfa Technology Development Co., Ltd., Shanghai Walker General Equipment Co., Ltd., Dongguan Huimei starch Technology Co., Ltd., Shunyi Development Co., Ltd. of Zhuhai Special Economic Zone, Shanghai Holly Industrial Technology Materials Co., Ltd
Bus, truck and automobile manufacturing
Xiamen Jinlong, Suzhou Jinlong, Zhengzhou Yutong, Jianghuai bus, Chang'an bus, Qilu bus, Hunan Sanxiang bus, Shanghai bus manufacturing, Sany bus, Midea bus, SAIC Group, Yaxing Benz, Audi automobile, Dongfeng Yulong, Volkswagen, Ruifeng automobile, Yanfeng accessories, renben group, Qianjiang Motorcycle, Benzhou motorcycle, Heping automobile, Dongchang automobile, Shandong time Wind group
HVAC and central air conditioning equipment
Carrier air conditioning (China) Co., Ltd., Shanghai YILENG Carrier Air Conditioning Co., Ltd., Jiangsu Shuangliang group, Haoshen Kaili, overseas and domestic marketing business department of Midea Group air conditioning, Shanghai Haoman refrigeration equipment Co., Ltd., Aucma freezer, Shanghai yateng refrigeration equipment Co., Ltd., Yantai Renyuan air conditioner, Shanghai Taijia power automation, Qingdao Hisense Group, Yuanda power automation, and Han Yi air conditioning and refrigeration equipment Co., Ltd., TCL power automation, Yingfeng group, Changzhou lancoxi valve, heating and refrigeration magazine, floor heating Engineering Industry Association  
Other industries
WISCO group, valingheng steel, Angang Group, Datang Telecom, China Mobile, Shanghai Telecom, Lucent technology, China Mobile, Tiandi technology, Taizhou Yinshan brush, Wuhu ande logistics, Tianjin venture environmental protection, Bluestar Dongli film technology, Sichuan Zhengsheng environmental protection technology, Shanghai third line purification project, Zibo lvao environmental protection technology, Zhejiang Hengcheng cemented carbide, Zhejiang Weixing intelligent Instruments, Shandong hairunde instruments and meters
More than 300 consulting clients:
Nanbo group, Jinjing group, Baosteel Group, Sany Heavy Industry, Zhenjiang Siemens bus, WISCO, Hangcha group, Shenyang Haocheng electric appliance, Qingshan group, Shenzhen Wanxun instrument, Sichuan Zhengsheng environmental protection, Sichuan kaineng construction, TBEA, Weidmuller, Jiangsu Shangshang cable, Danfoss, Xugong Group, Shenzhen juntengfa, Midea, Dunan environment Xinxin Air Conditioning Co., Ltd., Nanjing Honglian Air Conditioning Co., Ltd., Guangzhou Shanghai, Shanghai, China Electronics Group, Shanghai Electric Co., Ltd Huangshan water pump, Shanghai Sanxian, Guangzhou Yuemei machinery, Anhui Xinyi cable, North Tower software, Shanghai Huili coatings, Shanghai Changqing electrician, Shanghai renben group, Shanghai Huaming power, Zhejiang lino, Harbin Dongfang alarm, Xiamen Jinlu, Dingli new materials, Suzhou Aode, Nanjing Hanrui, Nanjing Kangni Electromechanical, Chongqing Tianjian, Shanghai Nayu, Guizhou steel rope, Zhejiang Jinjin Laile, Shenzhen Tuobang, Shenzhen hongfucheng, NARI Group, Weisheng group, Suzhou World Expo, Shanghai walker, Huayi Electric

4、 Review of previous open classes



5、 Lecturer teachers








2020 - Industrial Products Marketing Research Institute - open class schedule
Fit level Subdivision module Subject of open class Days cost May June July August September October November December
Sales at middle and basic level Under the post epidemic situation, key account system course Who are our key account / key account classification criteria 2 days 5000 yuan / person June 20-june
Key account organization structure / procurement process / decision chain analysis - "find the right person"
Lubricant for the development of big customer relationship September 25-26
Demand guidance / purchase motivation mining of key customers - "doing the right thing"
Competitive negotiation of key customers November 20-21
Let service achieve loyalty of big customers
Sales at middle and basic level
Under the post epidemic situation, talent molding part - business process series courses



Business process management of industrial products and seven step analysis method 1 day 2500 yuan / person July 10-12 August 21-23 October 23-25
Analysis strategy of generalist informant / competitor informant 1 day 2500 yuan / person
4P demand guidance and value marketing 1 day 2500 yuan / person
Public relations of decision makers and iron triangle of price negotiation 1 day 2500 yuan / person
September 18-20 December 4-6
Credit management and accounts receivable 1 day 2500 yuan / person
Attack and defense strategy of large project operation 1 day 2500 yuan / person
Middle and senior management Under the post epidemic situation, create a landing execution system - marketing control series of courses Sales target and plan management 2 days 19800 yuan
(1 + 3 persons)
May 30-31 July 31 - August 1 December 18-19
Customer classification management strategy
Talent recruitment and film pressing training system
Personnel management and incentive system
Business development and process management
Operation management and funnel analysis
2020_ Industrial Products Marketing Research Institute - open class member discount price
Enjoy members Total days Total original price Current membership price 6W Enjoy rights and interests
Total 24 days Total price of 24-day courses: 104400 yuan / person
3 persons total price: 313200 / 3 persons
1. Lecturer / 3 times
2. Matching online learning course - E-learning / 10 students / half a year
3. Enjoy all courses live online / 2020
Notes for registration

[participants]
It is suitable for industrial electrical automation, engineering machinery manufacturing, construction and installation engineering, chemical and industrial raw materials, automobiles and buses, central air conditioning and HVAC equipment, industrial equipment manufacturing, mining and metallurgical energy, information and communication equipment, environmental protection technology equipment and other industrial products enterprise marketing line primary, intermediate and senior sales and sales managers.
Class time: 2020
Location: Shanghai
[tuition standard]
Single course fee: 2500 yuan / 1 day / 1 person (20% discount for more than 3 applicants from one enterprise)
(including lecturer's teaching, teaching materials, materials, certificates, sales kits, guidance fees;
(meals, transportation and hotel should be responsible for themselves, and they can help to book preferential Hotels with negotiated price)

Tel: 021-68885005
                  400 920 6062
Registration method:

Please follow below After filling in the relevant information in the form of "application receipt form", it will be sent to the person in charge of docking industrial products marketing research institute.


Application form for open class

company

 

Telephone / fax

 

contacts

 

Department / position

 

Participants

department

post

Telephone

Hand machine

E-mail

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Total participants:

 

Total amount:

 

Title invoice information:

Contact person of the Research Institute:

contact number:

 

Tuition payment account number:

Account Name: Shanghai Lingxi Culture Communication Co., Ltd

Bank of deposit: Industrial and Commercial Bank of China Limited Shanghai Pudong Development Zone sub branch

Bank account number: one hundred thousand one hundred and twenty-eight trillion and one hundred and twenty-one billion nine hundred million six hundred and sixty-seven thousand two hundred and thirty-three



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