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销售主管2天强化训练营 ----储先生

销售主管2天强化训练营——课程简介
【时间地点】 2017年03月04-05上海 03月11-12北京 05月13-14深圳 05月20-21上海
07月15-16深圳
【参加对象】 被提升的销售精英、销售主任、销售经理、区域经理、业务经理、销售总监、总经理
【授课方式】 讲师讲授 + 视频演绎 + 案例研讨 +角色扮演 + 讲师点评
【学习费用】 4200元2天/1人(含资料费、午餐、茶点、发票等)

【电子邮箱】 207818408@qq.com张彬 971700732@qq.com 颜珊珊
【值班手机】18123907369(张彬) 13544013315(颜珊珊)

课程背景

大部分销售主管都是从销售第一线被提拔上来,个人的销售能力都很强。但成为一个销售团队的主管后,经常出现的一个问题是管理能力与经验不足。销售管理工作千头万绪,销售主管每天都在忙碌、焦虑中度过,很少有时间去提升自己的管理技能。《销售主管2天强化训练营》,让销售主管在2天内进行强化训练,学习必备的管理知识,理清基本的管理思路,解决管理中常见的问题。
1. 作为销售主管,以前没学习过管理知识,不知道如何管人,怎么办?
2. 销售主管当然应该有自己的销售任务吗?
3. 如何与下属相处?该严厉还是宽容?慈不掌兵还是爱兵如子?
4. 什么样的人才适合?应该如何挑选销售人员?
5. 试用期短,难以看到新人的业绩,试用期内如何评估考察?
6. 有人说"教会徒弟,饿死师傅",怎么办?还要去辅导业务员吗?
7. 销售业绩该如何抓? 销售主管做些什么工作才能真正提升业绩?
8. 销售人员每天出去后,是去拜访客户,还是逛街、去网吧玩游戏?不好管理,怎么办?
9. 有没有一种方法,不需增加投入,而又能马上帮助业务员提升业绩?
10. 业绩竞赛对销售人员似乎没什么效果,怎么办?如何去激励销售人员?
以上疑虑,在《销售主管2天强化训练营》将得到解答!

课程收益

1. 明确销售主管的工作定位,知道如何把握工作重点;
2. 帮助销售主管理清思路,正确处理销售中的常见问题;
3. 了解如何组建销售团队,如何选人、育人、留人;
4. 明白销售过程管理的原理与方法;
5. 学会销售团队业绩考核指标设定的方法;
6.了解销售业务人员奖惩的基本原理;
7.学完《销售主管2天强化训练营》并掌握所学技巧方法,能有效提升销售团队业绩。

课程特色

1. 得到市场验证的课程才是好课程!
-- 何炜东老师的销售主管强化训练营已经连续4年每月在北京、上海、深圳轮流主办公开课。
2. 得到学员认可的课程才是好课程!
-- 本课程已经得到数千名来自全国各行各业的销售主管好评见证。
3. 自主研发的课程才是好课程!
-- 本课程由何炜东老师自主研发,结合了何老师多年销售管理实战经验。
4. 原版的课程才是好课程!
-- 市面上已经出现抄袭课程,这样的课程你敢上吗?请认准何炜东老师的原创经典课程。
5. 能解答学员实际问题的老师才是好老师!
-- 何老师具有丰富的实际经验与理论基础,可在课程现场即时解答学员提出的实际工作中遇到的问题。

销售主管2天强化训练营——课程大纲

第一部分、销售主管的工作与角色定位

一、销售主管该做什么?
1. 案例分析:这个主管该如何做?
2. 销售主管为什么这么忙?如何能不这么忙?
3. 销售主管的工作重点在哪里?
二、销售管理的几个注意点
1. 管理要注意度。案例分析:这个主管为什么会失败? (管理方法不是一成不变的)
2. 管理无大事,一切在细节(抓销量,也得从细节抓起)
3. 防火重于救火(预防更重要)
三、销售主管角色定位
1. 与公司、上司、同事的关系定位
2. 与下属的关系定位
  -- 主管与下属能否成为真正的朋友?
-- 对下属该严厉还是宽容?


第二部分、销售团队的组建

一、销售人员的挑选
1. 选人比用人更重要,哪种销售人员适合你?什么性格好?
2. 面试销售人员要注意的问题
3. 试用期如何判断? 试用期要考察销售人员的2大点
二、销售人员的培育
1. 销售主管的主要职责:教师还是教练?
2. 培训成本太高?
3. 为什么培训效果不理想?
4. 指导下属时要注意的几个问题
  -- 你说了他一定懂吗?
  -- 他懂了一定做吗?
5. 辅导销售人员的5种主要方法
三、如何留住优秀销售人员?
1. 为什么优秀销售人员要走?
2. 如何留住优秀人才?


第三部分、销售人员管理与销售业绩管理

一、我们的工作重点应放在哪些人身上?
1. 销售经理的时间与精力不能平均分配,如何避免会哭的孩子有奶吃现象?
2. 销售人员的3大分类
3. 销售人员分类管理原则
二、销售业绩如何抓?
1. 为什么抓业绩,总是不见效果?
2. 抓业绩,要从三点入手
三、销售人员日常工作管理
1. 销售人员出去干嘛了,你知道吗?如何管理?
2. 销售人员日常工作管理三招。
-- 不用增加投入,让团队销售业绩提升的方法
四、销售目标设定与分解
1. 销售目标的设定原则
2. 销售人员的业绩指标分解方法
五、销售业绩考核
1、销售中的关键指标
  -- 如何考核下属?先进的销售管理,必须做到量化
2. 关键业绩指标—KPI介绍
  -- 考核销售人员的几个关键业绩指标
3. 运用关键业绩指标的几个注意点


第四部分,销售人员的激励与惩罚

一、必须了解的几个激励原理
1. 马斯洛需求层次理论
2. 公平理论 -- 案例分析
二、激励方法
1. 我两手空空,拿什么激励下属?
  -- 几个低成本的激励方法
2. 提拔下属与激励
  -- 业绩好就应该提拔?哪类人能提拔?扶上马,还得送一程
三、业绩竞赛与激励
1. 业绩竞赛一定合适吗? 业绩竞赛的利与弊
2. 如何避免业绩竞赛的弊端?
四、销售人员的惩罚
1. 有了胡萝卜,还需要大棒吗?单靠激励行吗?
2. 如何批评下属?批评下属的标准动作


第五部分、销售主管的自我提升

1. 我们为什么会被提升?我们的能力是否能胜任现在的工作?
2. 如何提升自己的管理技能?
  -- 提高管理技能的3个途径
  -- 管理者的学习,我们是否真的意识到学习的重要性?
  -- 管理者如何学习?没有时间学习怎么办?
3. 销售主管要当心的陷阱
-- 案例分析:身经百战的她为什么失败?
-- 如何破解陷阱?


销售主管2天强化训练营——讲师介绍

何炜东 老师

实战型销售管理培训专家






实战经验

- 可口可乐公司销售经理,曾主管三个营业所及两个销售部门,带领团队从无到有创立直销系统;
- 通用电气(GE)华南大区销售经理,建立产品销售新渠道模式;
- 和记黄埔集团之屈臣氏蒸馏水(Watsons Water)销售经理-南中国,建立健全产品分销体系;
- 亦曾服务于民营企业,担任过培训中心、制造企业、科技公司培训总监、人力资源总监、销售总监等职;
- 曾带领数百人的销售团队及主管华南四省销售业务,创造销量比上一年增长3倍的佳绩;
- 从基层销售做起,经历从业务员到销售总监的过程,对各级销售主管所遇管理问题都有所了解;
- 多年的销售管理经验积累,帮助学员了解知名外企在销售管理中的先进方法;
- 经过正规的营销理论体系训练,海外知名商学院QUT工商管理硕士(MBA);
- 北京大学、北京交通大学、上海交通大学、北京理工大学、西北工业大学深圳研究院特聘讲师;
- 已出版书籍:《十项全能销售管理者》 。
- 为上千家企业提供销售培训与咨询,并被多家知名企业聘为销售团队辅导顾问。
- 培训以互动、启发、情景式培训见长,将先进的管理理念结合讲师多年实战管理经验,注重受训人员的感悟及参与,培训风格深入浅出、条理清晰,课堂气氛轻松、活跃、实战性强,通过各种实际案例及游戏等方式充分调动参训人员的培训热情。

学员评价

1. 启发式培训,较好地引导学员自己思考,让我们更容易理解与认识培训内容。何老师幽默风趣,课堂气氛很轻松。
—— 普利司通合成橡胶有限公司 销售课 苏经理

2. 课程很实用,内容都是针对销售管理日常工作中常见的问题。在关键知识点,何老师总是能收放自如地插入案例或者小游戏,令课程生动与容易理解。
—— 上海飞点网络科技有限公司 营运部 付经理

3. 用实际案例做分析,容易理解,课程内容通俗易懂。
—— 深圳联通达塑料有限公司 销售部 黄经理

4. 帮助我理清了思路,解决了以前工作中遇到过的很多困惑。实用性强。
—— 深圳格林升科技有限公司 外贸部 梁经理

-----2018-2-1719:08:36

venerdì 16 febbraio 2018

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Dear sara938.bellissima, my name is Alexandra and i'm from Russia. Five years ago I moved to the USA and I love it here. Came across your photos on Badoo and remembered you because you seem a type of guy I want :-) You are hot, smart and sexy :-) If you would like to know me more, this is my email nikolaandreau2g@rambler.ru write to me and I will send some of my photos. xXx, Alexandra

hi

Dear sara938.bellissima, my name is Julia and i'm from Russia. Five years ago I moved to the USA and I love it here. Came across your photos on Badoo and remembered you because you seem a type of guy I want :-) You are hot, smart and sexy :-) If you would like to know me more, this is my email eva16wke@rambler.ru write to me and I will send some of my photos. xXx, Julia

hi

Dear sara938.bellissima, my name is Victoria and i'm from Russia. Five years ago I moved to the USA and I love it here. Came across your photos on Badoo and remembered you because you seem a type of guy I want :-) You are hot, smart and sexy :-) If you would like to know me more, this is my email dilse6qer@rambler.ru write to me and I will send some of my photos. xXx, Victoria

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Dear sara938.bellissima, my name is Svetlana and i'm from Russia. Five years ago I moved to the USA and I love it here. Came across your photos on Badoo and remembered you because you seem a type of guy I want :-) You are hot, smart and sexy :-) If you would like to know me more, this is my email zuzana0gch@rambler.ru write to me and I will send some of my photos. xXx, Svetlana