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[review of open class] the first stage of 44th open course of molding system for industrial marketing elites was successfully held on March 15-17

Click times: 3841 release time: 10:35:44, June 4, 2019


In view of the problems and current situation of China's industrial products enterprises, Industrial Products Marketing Research Institute Focusing on the necessary ability of industrial product marketing talents, this year's special open Two rounds (the first round: March 15-17, may 11-12, the second round: September 27-29, November 16-17) based on the ability of the "industrial product marketing talent training system". It is mainly for the batch replication of industrial product marketing talents, so that the ability of new industrial enterprise marketing team can be improved faster, the ability training of old sales personnel is more systematic and standardized, so that the company's marketing is more effective, and can be written, process oriented, systematic training system, so that marketing knowledge and skills can be inherited.
Molding of industrial marketing elites system Open class (phase 1 of the first round On March 15-17 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 Deep contact, get the informant Consultant 4P demand guidance and value marketing Course theme. Ding Xingliang and Wang Kui Two teacher As the trainer of this course More than 50 front-line sales and sales managers from industrial products enterprises across the country participated in the training.


"Teacher Wang Kui and students

[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.

"Students pay attention to the class

[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
Deep contact, get the informant
        1. War is coming, intelligence first
        2. Three golden keys sold by key customers
        3. Eighteen Ways to collect information
        4. The layout of informants for key customers

5 4P value guidance and marketing demand
        1. The thinking of consultant sales
        2. Demand identification and value presentation
        3. Spin script of consultant sales
        4. Identification and resolution of dissent
        5. Skills and methods of transaction

"Mr. Ding's teaching scene


[wonderful review]

         The training lasted three days.
On the first day, Ding Xingliang first taught the students the management system of industrial product marketing. Starting from the five basic characteristics of industrial product marketing, Mr. Ding analyzed the eight puzzles faced by the enterprise management of industrial products, gradually and deeply. Let the students have a comprehensive and systematic understanding of the business management system and be familiar with the practical application methods. With popular language, novel perspective, rich information and detailed cases, Mr. Ding explained the doubts and doubts of the sales personnel, exchanged feelings, taught the way to get along with customers, helped the sales personnel to go out of the misunderstanding, and could more appropriately cater to customers, promote the unity of the two goals and promote the smooth cooperation.
In the second day, he explored the key points of his own sales information, developed his own sales information and developed his own strategies. Tracing the source, let students understand the essence of marketing is to create value for customers and meet their needs, so as to find the demand → guide the demand → meet the demand → distinguish the demand.

This time
Training course design method: Teaching 30% + Case Sharing 20% + scenario simulation 20% + auxiliary tools 10% + action plan 20%.

"Mr. Wang presented awards to the winning group


[summary]
The biggest enemy of sales is not competitors, not too high prices, not to refuse your customers, not the company system, not the product is not bad, the biggest enemy of sales is: your complaints! Your excuse
Sales work is not difficult, the premise must be to maintain enough confidence in themselves, and the confidence comes from their confidence and strength. Through this training, the trainees have a further understanding and understanding of business management and sales skills, stimulate their enthusiasm for work, apply the learned knowledge to practical work, find and correct their own problems and errors, and are full of confidence in the marketing work in 2019.
Finally, I would like to thank the major enterprises for their support and enthusiasm for this open class. From March 30 to 31, the industrial products marketing research institute will hold the next open class with the theme of The 45th session of the president class of China's industrial products practical counseling , welcome enterprises and individuals to consult, early registration more preferential Oh!

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