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daemon@ATHENA.MIT.EDU (=?GB2312?B?39C5pvCp?=)
Wed Jul 1 20:46:36 2015

From: =?GB2312?B?39C5pvCp?= <lianzhong@py.bogartingerie.com>
To: "mail-lossage" <mail-lossage@charon.mit.edu>
Date: Thu, 2 Jul 2015 08:47:13 +0800

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企业内训：500多位独家讲师，可根据企业内部需求，上门专业培训
------------------------------------------------------------
销 售 主 管 2天强化训练营 ----- 主讲：何炜东
------------------------------------------------------------
你作为销售主管：
K.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？ K.作为销售主管，我当然应该有自己的销售任务吗？ K.如何与下属相处？
该严厉还是宽容？慈不掌兵还是爱兵如子？K.什么样的人才适合？应该如何挑选销售人员？K.试用期短，难以看到新人的业绩，试用期内如何评估
考察？ K.有人说“教会徒弟，饿死师傅”，怎么办？还要去辅导业务员吗？ K.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？
K.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？K.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？ K.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？

【课程特色】
K. 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。
K. 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。
K. 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。
K. 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。

 
【举办时间】2015年7月11-12深圳、7月18-19上海、7月25-26北京、8月8-9深圳、8月15-16上海、8月22-23北京
【授课方式】讲师讲授 + 视频演绎 + 案例研讨 +角色扮演 + 讲师点评 + 落地工具。
【参加对象】将被提升的销售精英、销售主任、销售经理、区域经理、业务经理、销售总监、总经理
【参加费用】原价3800，特价2980元/2天/1人（含资料费、午餐、茶点）
【垂询热线】上海：021-51099395     北京: 010-51293467        深圳：0755-61282420
 在线QQ咨询：18382/83848         业务手机：1338/1816262
 
【课程收益】
K.明确销售主管的工作定位，知道如何把握工作重点； K.帮助销售主管理清思路，正确处理销售中的常见问题； K.了解如何组建销售团队，
如何选人、育人、留人； K.明白销售过程管理的原理与方法； K.学会销售团队业绩考核指标设定的方法； K.了解销售业务人员奖惩的基本原理
       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。
  
 【讲师介绍】 何炜东
 实战型销售管理培训专家 
【背景介绍】
    北京大学、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；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；建立产品销售的新渠道模式；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；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
 上一年增长三倍的佳绩； 已出版书籍：《十项全能销售管理者》。

 
【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？
 ★案例分析：这个主管该如何做？ ★销售主管为什么这么忙？如何能不这么忙？ ★销售主管的工作重点在哪里？
 二、销售管理的几个注意点
 ★管理要注意度。案例分析：这个主管为什么会失败？ ★管理无大事，一切在细节（抓销量，也得从细节抓起）  
 三、销售主管角色定位
 ★与公司、上司、同事的关系定位； ★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
 ★ 选人比用人更重要，哪种销售人员适合你？什么性格好？ ★ 面试销售人员要注意的问题 ★试用期如何判断？ 
 二、销售人员的培育
 三、如何留住优秀销售人员？
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？
 ★ 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？ ★ 销售人员的3大分类 ★ 销售人员分类管理原则
 二、销售业绩如何抓？
 ★ 为什么抓业绩，总是不见效果？ ★ 抓业绩，要从三点入手
 三、销售人员日常工作管理
 ★ 销售人员出去干嘛了，你知道吗？如何管理？ ★ 销售人员日常工作管理三招。
 四、销售目标设定与分解
 ★ 销售目标的设定原则 ★ 销售人员的业绩指标分解方法
 五、销售业绩考核
 ★ 销售中的关键指标 ★ 关键业绩指标—KPI介绍 考核销售人员的几个关键业绩指标 ★ 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
 ★马斯洛需求层次理论 ★公平理论 -- 案例分析
二、激励方法
三、业绩竞赛与激励                                           
四、销售人员的惩罚
第五部分、销售主管的自我提升
  ★我们为什么会被提升？我们的能力是否能胜任现在的工作？ ★如何提升自己的管理技能？ ★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？
 

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--=_NextPart_2rfkindysadvnqw3nerasdf--

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