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President class

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President class of China industrial products system marketing
To create professional and systematic high-end courses for industrial products in China
Sponsor: Industrial Products Marketing Research Institute
Consultation Training Software Information college

  The industrial products marketing research institute relies on 18 to conduct in-depth research on China's industrial industry. With the in-depth guidance of more than 300 industrial enterprises, closely following the pulse of the development of the times and complying with the personalized needs of the market development of industrial enterprises, in 2014, the company upgraded and built a high-end, professional and systematic "China industrial products system marketing practical combat president class" in 2014, and created a high-end course of industrial product system marketing for the owners of industrial products enterprises.
  Led by Ding Xingliang, President of Industrial Marketing Research Institute, founder of China's industrial products practical marketing and senior consulting expert of industrial product marketing, all the puzzles you once faced will be solved. Senior industrial product marketing experts will lead you to break through the traditional thinking pattern, from local thinking to enterprise strategic system, From enterprise strategic system to enterprise profit model innovation, we are committed to forging a group of excellent industrial products industry people who are proficient in marketing strategy and management and strategizing, and create an open learning and exchange platform for the high-level management of China's industrial products enterprises!
Marketing is the main artery of an enterprise. How can the boss control the enterprise's long-term prosperity and the lifeblood of its foundation? "The president class of China's industrial products system marketing" is a lesson that the boss of industrial products enterprises can't listen to!

Project background: focus on the confusion faced by the boss of industrial products enterprises
1. In the face of blind investment and disordered competition, how can industrial enterprises carry out strategic planning in the next 5-10 years?
2. Compared with FMCG, how to make more targeted brand marketing? How to learn from the brand building road of domestic and foreign big industrial giants?
3. How do industrial enterprises plan a reasonable marketing organization structure and build an effective organizational control system from the overall situation?
4. What kind of performance appraisal model can improve the enthusiasm of industrial products marketing team?
5. The relationship marketing of industrial enterprises is serious, the business is controlled by the key account manager, the sales process is difficult to control, and the management is usually very extensive?
6. How to establish a unique channel profit-making model for industrial products marketing? How to effectively develop and control distributors?
7. After sales service of industrial products marketing can not only add value to customers, but also retain old customers and create more value easily. How should the standardized management system of service process of industrial enterprises be constructed?
8. How to copy excellent industrial marketing talents in a short period of time? How to build a systematic and professional industrial product marketing team quickly?
Guest speaker: President of Industrial Products Marketing Research Institute
President of Industrial Products Marketing Research Institute
Chief consultant of Industrial Products Marketing Research Institute
Senior Consultant of industrial product marketing
Card is the pioneer of strategic marketing theory
China Europe International School of business administration EMBA
In 2003, he published the first domestic book, VIP sales and project management
In 2007, he was awarded the title of "gold medal author" by machinery industry publishing society, and was employed as an expert consultant
In 2009, CCTV's "inside and outside of wealth" column special interview
In 2009, his book "marketing breakthrough strategy" was listed in the list of outstanding Chinese marketing works in 2009
In 2012, he was awarded the Golden Classic Award, the most influential outstanding person in China's industrial product marketing consulting service



Syllabus


Marketing strategy system

· China's industrial enterprises generally face the hard injury
· Positioning after positioning, trout's confusion
· New blue ocean of industrial product marketing
· The position of card marketing is the highest in the occupation industry
· Six key points in making marketing strategy
· Twenty ways of strategic positioning
· The mental model of seizing the target customers
· How to tap the advantages of industrial enterprises
· Six steps of creating superiority strategy
· How to establish your advantage organization system
· The application of position strategy in modern commerce
· The card strategy of Zhenjiang Siemens
· Chint Group PK Schneider
· 13 years of Far East cable
· Unknown invisible crown Zhenhua Port Machinery Co., Ltd
· Sany group "quality changes the world" Empire

Brand strategy system

· Is it important for industrial products enterprises to make brands
· Analysis on the current situation of domestic industrial products brands
· How close is the marketing of industrial products to the brand
· How to stop price war and let brand add value for marketing
· What are the differences between industrial products and FMCG brands
· Misunderstanding of brand concept between industrial products and FMCG products
· Why do industrial enterprises want to do it but dare not to be a brand
· Shaping the perceptual value and rational value of industrial products
· The gap between the brand status of industrial enterprises and foreign countries
· Brand value ranking and the status quo of national brands
· What are the suitable ways for industrial brand promotion
· IBM's brand value building
· Schneider Electric brand positioning
· Brand reconstruction of Intel Corporation
· Brand building of ABB and Siemens
· Design the organizational framework of industrial product marketing team
· Five principles of marketing organization structure design
· Process steps of marketing organization system construction
· Realization and guarantee of marketing and management process
· How to build an effective organizational control system
· Industrial product organization design system
· Process design of organizational marketing
· The role division of organizational marketing
· Information control of organization marketing
· Personnel control of organizational marketing
· Regional division or industry division
· How to set up market and sales synergy
· Case study on organization design of industrial products enterprises
· Organization design of ABB industrial products
· CSG marketing organization design system

Marketing organization design system

· How to encourage and assess the marketing team of industrial products
· The difference between performance index system and traditional performance appraisal
· Establish the principle and procedure of performance index
· Common performance representation and performance management cycle chart
· The difference and connection between performance management and performance appraisal
· Five steps of performance appraisal process
· Comparison of advantages and disadvantages of various assessment methods
· Key steps of performance evaluation of industrial products marketing
· Assessment and incentive of personnel at different levels
· How to evaluate the design tools
· How to design key performance indicators
· Classification of key performance indicators
· Design key performance and performance indicators
· Four effective incentive and assessment methods
· How to promote the assessment and incentive work

Marketing performance compensation system

Marketing business control system

· Solve sales turnover and take away customer resources
· Customers only promise, how to follow up
· The loss of sales staff is frequent and the team is unstable
· Reasons for the gradual increase of marketing cost
·1、 Industrial products business management and control system
· A. six strategies and pre-sale control of the project
·2、 Industrial talent management and control system
· A huge "black hole" of human cost
· A good marketing Wizard
·3、 Industrial products operation control system
· A set project list B control project cost
· C sales diagnosis: the informant has finished, but the list has gone
· D predict whether the customer is wealth or risk, e guarantee return paragraph
·4、 Organization and control system of industrial products
· A creates effective marketing value, B determines the individual contribution of the project
· C. distribution of project benefits and implementation of marketing control

Channel management system

·Lesson 1: how to plan channels
· Channel mode of industrial products: length, width and breadth
· Advantages and disadvantages of different channels of industrial products
· Six factors influencing channel planning
·Lesson 2: selection of dealers for industrial products
· Four basic ideas of choosing dealers
· Six criteria for selecting dealers
· Several ways to find dealers
· Investigate the actual action of dealers
·Lecture 3: Dealer negotiation
· Preparation before investment negotiation: know yourself and know your enemy
· How to analyze the value of suppliers to dealers
· Skills of negotiation and contract signing with dealers
·Lesson 4: formulating dealer policy
·Lesson 5: seven ways to control dealers
·Lecture 6: solving channel conflicts
· After sales service is the key to promote sales
· Developing and maintaining customer loyalty is the future focus
· Customer loyalty measurement criteria are five key
· Service marketing strategy and skills
· Marketing system one: the tangible and skillful service
· Marketing system 2: service differentiation and relationship
· Marketing system 3: standardization and differentiation of service
· Marketing system 4: service adjustment and efficiency
· Improve satisfaction and develop loyalty
· Service value of customer concern
· Reasons for the loss of customers
· Wave response caused by customer churn
· How to establish brand loyalty in the heart of customers
· Five most important indicators and Strategies of customer loyalty
· Establish a competitive customer relationship management system
· Establish efficient after sales service team organization

Service marketing system

· Perplexity of industrial product marketing team construction
· Analysis on the shortage of marketing talents for industrial products
· The reasons for the difficulty in training industrial marketing talents
· Blind spots in the construction of industrial marketing talent team
· The impact of brain drain on Industrial Marketing
· Industrial product marketing talent system planning
· Marketing strategic target and talent matching degree
· Analysis on the demand and structure of industrial marketing talents
· The model of industrial product marketing talent echelon
· Elements of comprehensive ability of marketing talents
· How to copy marketing talents of industrial products in batch
· Talent ability model of marketing echelon
· Evaluation of marketing echelon talent ability
· Design training system according to ability model
· How to bind the core marketing talents of industrial products
· How to make the best way of equity incentive

Personnel training system

Curriculum module of President class of industrial product marketing



Course consultation

[suitable for enterprises]
Senior management, President and general manager of marketing in industrial electrical automation, engineering machinery, industrial equipment manufacturing, chemical and industrial raw materials, construction and installation engineering, automobile and bus industry, central air conditioning and HVAC equipment, information communication equipment, mining and metallurgy industry, environmental protection technology equipment and new energy industry
[tuition standard]
Tuition fee includes attendance fee, teaching materials, handouts, materials, form flow, tool kit, etc.; transportation, accommodation, catering and other expenses shall be borne by themselves.
[issue certificate]
At the end of the training course, the Industrial Products Marketing Research Institute issued the training certificate of "China industrial products practical marketing industry leader class".

  Please call us for details of the course 400-920-6062


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