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[review of open class] the 43rd open course of die pressing system for industrial marketing elites was successfully held on November 22-25

Click times: 3866 release time: June 4, 2019 10:32:49

November 22-25, Molding of industrial marketing elites system Open class as scheduled Held in Pudong, Shanghai Sponsored by industrial products marketing research institute, This course mainly shared The road to refinement of business management system Standardization process and project management of business management system Seven step analysis tool: practical application of business management system Information collection and management Course theme. Ding Xingliang Teacher's whole journey As the trainer of this course

"A group photo of Mr. Ding Xingliang and the students

There are about Nearly 100 sales elites from 40 Industrial Enterprises Participating enterprises include China Shipbuilding Heavy Industry lingjiu electronics, Yinghua testing, kehongjian, Zhongding generator, Kunshan weishengda environmental protection, Guangdong jusen hardware, Baolan environmental protection, Wuhan Yushun, Shanghai Yuanba industry, Zhuhai Pinot technology, and Shanghai Walker general equipment Etc.

"The classroom atmosphere is active


[course background]
           There are eight puzzles in the training of marketing talents in industrial products enterprises
1. The number of new employees grows very fast. Without systematic training, they directly go to the market, resulting in being unable to meet the requirements of the post, offending customers, difficult maintenance and affecting sales;
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.


[course content]
        1 The road to refinement of business management system
The relationship marketing of industrial products enterprises is very popular, so in the process of marketing, it is basically relying on the front-line personnel to do battle. In fact, the sales process is relatively extensive. In this industry, it is often said that it is difficult to cultivate sales elites. It is very difficult to recruit a sales elite who can achieve 20% or 30% of the company's performance, and such sales elites are highly valued by us. However, we usually find that it is difficult to cultivate such talents. Even if they are cultivated, they are not necessarily closely attached to the company. So this leads to the marketing team and the company facing very embarrassing problems. Therefore, the industrial products marketing research institute has launched this system to solve the difficulties of industrial product enterprises. This system is based on the marketing consultation of more than 300 industrial product enterprises in the past 18 years, including the training of nearly 3000 enterprises.

2 Standardization process and project management of business management system
      Starting from the unique characteristics of industrial product sales, this course analyzes the five characteristics and eight puzzles of industrial product marketing, clarifies the 14 different levels of arrangement logic in the process of business process, and helps sales personnel understand the content and meaning of each key node, clearly divide the stages of the project, and explain the core knowledge points and tools, combined with cases and simulation exercises Have the ability to use refined management ideas to sort out business processes. In marketing and service management, effective quality control is carried out for each node, and refined management is carried out through each process detail, so as to achieve comprehensive marketing quality management.

3. Seven step analysis tool: practical application of business management system
        The so-called seven step analysis method is a set of standardized process system. In this system, it is divided into seven steps to analyze:
        1. Clear and standardized business process system
        2. Define the milestone of business process system
        3. List of work tasks with clear milestones
        4. Complete the daily activities of the task list
        5. Every daily activity must achieve the goal
        6. Specific strategies and methods to achieve the goal
        7. Completion strategies, methods and common scripts needed

4
Information collection and management
        1. Deep contact - work content
        2. Try to contact -- informant's request
        3. Try to get in touch with informants
        4. Relationship maintenance: five horizontal and five vertical


"Group competition

[wonderful review]
         The training lasted for four days. Ding Xingliang, the first person in the practical marketing training of China's industrial products, made an in-depth interpretation of the molding course of industrial product marketing elites by means of concentrated lectures, experience introduction, case teaching, actual combat exercises, exchange and discussion, Through in-depth analysis, the students experienced a nutritious meal combining ideas, skills, processes, cases and systems, which benefited a lot.
        
Training course design method: Teaching 30% + Case Sharing 20% + scenario simulation 20% + auxiliary tools 10% + action plan 20%


"Teaching site

[summary]
Through this training, we have trained the marketing personnel to meet the marketing challenges with a positive and active attitude, master the methods and skills of visiting customers, communicating with different types of customers efficiently, and demand mining, which has played a positive role in promoting the use of different marketing skills to improve the success rate of marketing and realize the benign cooperation and common development with customers.
For each trainee, this is not only a training, but also a self review and baptism!
It makes us believe that on the road to the success of sales work, there is no longer road than foot, there is no higher mountain than people!
It is hoped that the trainees and enterprises will continuously improve the marketing knowledge system, lay a solid foundation, and help achieve performance Speed up the realization of personal and enterprise growth dream!

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