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Industrial products enterprise marketing industrial products sales personnel
Series training courses of die pressing

Based on the ability model of marketing manager in industrial products enterprises Systematic training camp
with Talent molding To promote the standardization of sales management
Industrial Products Marketing Research Institute 18 years Marketing consulting experience building

Molding talents
       Talent molding refers to the rapid batch replication of excellent industrial marketing talents according to the industrial product marketing business process and around the necessary ability of industrial product marketing talents.

Definition of talent die

Mass copy of industrial product marketing talents, so that the ability of new industrial enterprise marketing team to improve faster, the ability of old sales personnel training more systematic and standardized, so that the company's marketing more practical and effective, and can be written, process oriented, systematic training system, so that marketing knowledge and skills can be inherited, and after the training, evaluation, certification, assessment After passing the examination, he formally took up his post.

Background of talent molding

Nowadays, most of the training is general training. For industrial products enterprises, due to the fact that there are not many lecturers who really understand the marketing of industrial products, there is a lack of professionalism and pertinence in enterprise internal training or open class training. After training, there are few that can really help the marketing team and really improve the business ability of marketing personnel

Because of the particularity of industrial product sales, the project transaction cycle is long, the project sales amount is too large, customers attach great importance to the after-sales service, people and products are indispensable, and even people are more important than the products. Many industrial products enterprises face many difficulties in building sales teams: it is difficult to select talents; it is difficult to cultivate - the growth rate is too slow; the lack of professional training makes it difficult to select courses targeted and practical It is difficult to systematize the training knowledge; it is difficult to transfer the training knowledge; it is difficult to pass on the knowledge and skills

The significance of talent molding

More and more enterprises pay more and more attention to the scientific and systematic management of capabilities, and pay attention to the development of "salesperson capability database". How to accurately find the ability of sales personnel, maximize the development and utilization of the ability of sales personnel, and arouse their subjective consciousness, improve the work efficiency of employees in marketing organizations, improve the competitiveness of marketing organizations, and enhance the satisfaction of employees are important problems faced by managers, which has become an urgent problem to be solved.

Talent molding can solve the problem that managers, sales and human resources department managers often encounter the 8 Big puzzle:

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

Four systems of talent die

       L. establish a set of standardized process system

       L. use a set of standardized process system

       Check the effectiveness of standardized process system

       L) ensure the implementation of standardized process system

Training module of talent die

1、 Industrial products business process control system- Tianlong Babu

Information collection - deep contact - party design - technical exchange - scheme confirmation - Senior Public Relations - business negotiation - contract signing

2、 Seven step analysis of industrial products

       L. clear and standardized business process system

       L. define the milestones of business process system

       L. list of work tasks with clear milestones

       L. daily activities to complete the task list

       Every daily activity must achieve its goal

       L. specific strategies and methods to achieve the goal

       L. completion strategies, methods, and common scripts needed

3、 Eighteen Ways to collect industrial product information

       Basic definition of information collection

       L. success criteria for information collection

       L. project schedule of information collection

       List of tasks for information collection

       L. common activities of information collection

       L. common methods, strategies and techniques of information collection

       L. common tools and forms for information collection

       L. professional competence requirements of information collection for sales personnel

4、 Thirteen knives for deep contact of industrial products

       The basic definition of contact depth

       L. success criteria for deep contact

       L. project schedule of deep contact

       List of work tasks for deep contact

       L. common activities of deep contact

       L. common methods, strategies and techniques of deep contact

       L. common tools and forms for deep contact

       L. professional ability requirements of deep contact for sales personnel

5、 Industrial 4P Advisory guidance technology

       The process of consulting sales

       Successful demand analysis of SPI

       L. introduce the competitive advantages of the product

       Four steps of 4P guidance strategy:

       How can P1 situational problems be more targeted

       How to mine P2 problem

       How to deepen the problem of P3 internalization

       L. how to develop P4 need return problem

6、 High level public relations of industrial products

       L. basic definition of senior public relations

       L. success criteria for senior public relations

       PR project schedule

       List of tasks for senior public relations

       L. common activities of senior public relations

       L. common methods, strategies and techniques of senior public relations

       L. common tools and forms for senior public relations

       L. professional competence requirements of senior public relations for sales personnel

       L. finish the high-level seven swords and go down to Tianshan Mountain

7、 Bidding and payment collection skills of industrial products

       L. five steps in bidding

       L. collection and credit management

       L. establishment of credit management department and analysis of organizational structure

       L. credit cost - debt holding cost


8、 Industrial relationship products and customer service

       L. customer relationship strategy

       What is customer relationship management

       Understanding customers is the beginning of customer relationship management

       Analysis of practical problems in customer relationship management

       Improve the ability of customer relationship management

       Good communication is the rock of relationship maintenance

       l   The secret of customer relationship maintenance



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