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[review of open class] the open course of industrial product marketing "making big order - relying on team and system" was successfully held on May 25-26

Click times: 3760 release time: 10:37:24, June 4, 2019

May 25-26, Marketing of industrial products Making big orders - relying on team and system Open class Held in Pudong, Shanghai Sponsored by industrial products marketing research institute, This course mainly shared Analysis and Breakthrough Strategy of C139 order control in large projects Key account sales strategy and management Two Course theme. The trainers for this course are Wang Kui Teachers and Ding Xingliang teacher.

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


[course background]
        Key customers are recognized by suppliers as having strategic significance in the market. Their number only accounts for 20% of the number of customers, while the profits and sales revenue created for suppliers can account for 80%.   
        In the industrial products sales industry, there are two typical key account sales models. One is the supporting key account sales model represented by the basic chemical raw materials, auto parts, electronic components, photovoltaic wafers and other industries; the other is the project cooperation or annual framework agreement sales model represented by high and low voltage electrical equipment, building materials, communication equipment and other industries pattern. No matter what kind of big account sales model, sales personnel will face the following general confusion:
        1. There are obvious differences between the products I promote and FMCG. What is the key to improve sales performance?
        2. 20% of big customers always put forward various requirements, but the company's support is insufficient, I feel powerless;
        three When big customers keep asking for price reduction, I am always very passive and lack effective methods and strategies to deal with it;
        4. In the middle of the bidding project, I always can't figure out who is the decision-maker. I feel like I'm on an island;
        5. However, the relationship between the customer and the customer is different;
        6. Big projects move forward step by step. When should I order from customers? How to define the progress of big customers.  
        This course is a practical sales course specially designed for key account sales and based on "key account sales strategy". It aims to rapidly improve sales managers' key account development and customer relationship management skills, help them establish a systematic thinking of key account development and customer relationship maintenance, comprehensively solve the problems and puzzles that perplex key account sales managers, and finally improve them Overall performance of key account sales team.

[course content]
one Analysis and Breakthrough Strategy of large project C139
1、 Three golden keys for large sales
2、 Single control method of C139 project
3、 Bureau awareness - intelligence collection and analysis should not be used
4、 Establish advantages of single control bureau
5、 Break the game -- change the position of decision makers

   
      "Three steps to promote the big customer situation
2 Key account sales strategy and management
1. Trust marketing of big customers
2. Analyze the five processes of internal purchasing
3. Five levels of establishing customer relationship
4. 4P script of demand mining
5. Five levels of key customer service

       Five core points of key customer value promotion

[wonderful review]

The first three steps of the training were given by Wang Kui, the teacher of marketing and so on. In the process of training, Mr. Wang combined theory with practice. While explaining the professional knowledge of marketing, he also divided the participants into groups and asked them to complete practical work and actual combat in groups. At the end of the training, Mr. Wang invited some students to talk about their own marketing experience, and commented on them, and analyzed the reasons for their success or failure, which had a great inspiration for the students.

Wonderful moment of Teacher Wang's teaching

The training course is designed as follows: 30% teaching + 20% case sharing + 20% scenario simulation + 10% auxiliary tools + 20% action plan. It is centered on the trainees and pays attention to their own acceptance, with strong hierarchy and systematic planning. Make students more willing to learn actively.

Students answer questions

The reappearance of many industry cases not only enlivens the classroom, but also enables the students to think actively, analyze carefully, learn to disassemble problems and propose solutions. After the drill, the lecturer's comments can make the students aware of the points ignored or not thoughtful in their thinking, so as to get promoted.

Wonderful moment of teaching by Mr. Ding


[summary]

With a high-quality, high-level, excellent sales team, the enterprise can make itself in a positive, active, offensive and strong position in the competition, so as to be invincible! Marketing work is the foundation of enterprise survival, and the cultivation of marketing personnel is our top priority. Through a series of practical marketing training, not only can the theoretical literacy of marketing personnel be improved, but also the practical combat ability of marketing personnel can be enhanced, laying a solid foundation for future marketing work.
The two-day training course of "making big order relying on team and system" has been successfully completed, which is of great significance. Through the in-depth analysis of two senior teachers, the direction of "key customer sales" for enterprises and individuals has been clarified, and the methodology has been provided. It is worth learning and deeply understanding the important contents of the training for all participants. It is hoped that the participating enterprises and individuals can formulate strategies and management methods suitable for their own development in the sales process of key customers in the future, so as to promote the further development of enterprises and improve their competitiveness.
Finally, thanks to the support and enthusiasm of major enterprises for this open course, the industrial products marketing research institute is committed to bringing the best and most scientific industrial product marketing strategies and methods to enterprises. After the end of this course, from June 15 to 16, the industrial products marketing research institute will hold the next open class with the theme of Project based sales and standardized management lecturer certificate class , welcome enterprises and individuals to consult, early registration more preferential Oh!

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