[10941] in Discussion of MIT-community interests
=?GB2312?B?NjIzNTc3z/phytu+rXHA7XS6y3PQxLy8esTczOF4yf0=?=
daemon@ATHENA.MIT.EDU (=?GB2312?B?1PjQocjd?=)
Sun Jul 8 14:20:04 2012
From: =?GB2312?B?1PjQocjd?= <yybini@hrbguolu.com>
To: "mit-talk-mtg" <mit-talk-mtg@charon.mit.edu>
Reply-To: fanlaji02@163.com
Date: Mon, 9 Jul 2012 02:19:52 +0800
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<html>
<head>
<title>销售经理</title>
<meta name="GENERATOR" content="Microsoft FrontPage 3.0">
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<body>
<div align="left">
<table border="1" width="728" height="465">
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<td height="25" class="xl66" style="height:18.75pt"></td>
<td class="xl56">
销售经理、市场经理核心技能实战研修班</td>
<td class="xl63"></td>
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<tr height="32" style="mso-height-source:userset;height:24.0pt">
<td height="32" class="xl66" style="height:24.0pt"></td>
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</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl60" style="height:14.25pt"></td>
<td class="xl58">【报名详情】</td>
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<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl54">【培训时间】2012年7月21-22日北京、8月04-05日深圳、8月18-19日上海</td>
<td class="xl62"></td>
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<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl54" colspan="2" style="mso-ignore:colspan;border-right:1.0pt solid #333399">【培训对象】总经理、营销副总、区域经理、渠道经理、市场经理、培训经理以及有潜质销售员</td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl54"
x:str="【培训费用】3800元/两天（含两天中餐、指定教材、茶点） ">【培训费用】3800元/两天（含两天中餐、指定教材、茶点）<span
style="mso-spacerun:yes"> </span></td>
<td class="xl62"></td>
</tr>
<tr height="20" style="mso-height-source:userset;height:15.0pt">
<td height="20" class="xl78" style="height:15.0pt"></td>
<td class="xl77">主办单位：高森培训网(www.gaosenpx.com)</td>
<td class="xl76"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl78" style="height:14.25pt"></td>
<td class="xl79">【垂询热线】<span style="mso-spacerun:yes"> </span>４００-６８３-９８８５(免长途话费)<span
style="mso-spacerun:yes"> </span>q--q:９７６６８１５８１</td>
<td class="xl76"></td>
</tr>
<tr height="20" style="height:15.0pt">
<td height="20" class="xl75" style="height:15.0pt"></td>
<td class="xl73">【深圳/市场部】０７５５-６１２８９５５８<span
style="mso-spacerun:yes"> </span>业务信箱：vipppt@sina.com</td>
<td class="xl74"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl60" style="height:14.25pt"></td>
<td class="xl58">【课程背景】</td>
<td class="xl59"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">“企业发展，营销是龙头；营销发展，团队是关键”，这是很多企业的共识，但是在今年尤</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">其具有重要的意义，能否在严峻的</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">市场困境下突围，急需一批具有明锐思维的营销带头人以及一支骁勇善战的销售精英队伍。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">正如一句广泛流传的话：成功的企</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"
x:str="业，一般都有高效的团队；失败的企业，一定能在销售团队中找到根源。 ">业，一般都有高效的团队；失败的企业，一定能在销售团队中找到根源。 <span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>如何提高自身的领导技能，如何打造一支卓越的销售团体？这是令大多数管理者向往却</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">又头痛的事情。以往的培训更多地</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">停留在激励团队士气，加强凝聚力，宣扬团队文化等层面，显然已不能满足严峻经济形势下</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">的挑战。 </td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">本课程以讲师自身服务的几家财富500强企业在华发展经历为基础,以培养优秀营销管理人员</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">为目标，系统地分析销售及市场的</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">各个环节的特点、策略、技巧，旨在提高销售人员在每一个销售环节分析问题和解决问题的</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">能力，打开通往成功之门。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">新的销售环境，市场竞争更为激烈</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">现在，我们遇到了更多的竞争对手，他们：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1、不断威胁我们的市场</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2、不断抢夺我们的客户</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">现在，我们面对忠诚度不断降低的客户，他们：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1、掌握着大量的市场信息</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2、拥有广泛的选择范围</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3、缺乏耐心，随时可能转向</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4、“永不满足”</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">首先，思考一些最基本的问题</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 我们卖的是什么? --行业的对手众多纷纭，我们靠什么取胜</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 卖给谁?---
客户的选择日益增多，但我们的客户在哪里</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 他们有什么特点?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 他们大都在什么地方卖?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 我们产品要如何卖?—渠道主导市场还是品牌引导消费</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 他们为什么会卖我们的产品?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 他们为什么会卖别人的产品?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl60" style="height:14.25pt"></td>
<td class="xl58">【课程收益】 </td>
<td class="xl59"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">按照专业销售的标准来思考和行事。了解销售全过程及各阶段销售工作要点，做到在正确的</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">时间、对正确的人、做</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">正确的事提高客户访谈的能力，准确确定访谈和销售对象。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">学会运用沟通技巧接近客户、赢得客户的信任并建立关系。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">掌握如何全、准、及时地收集客户购买信息。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">学会挖掘客户的真实需求，提出有竞争力的解决方案。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl60" style="height:14.25pt"></td>
<td class="xl58">【导师简介】[鲍英凯PHILIPS]</td>
<td class="xl59"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">北京大学经济系研究生；美国南加州大学（USC）工商管理硕士；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">营销学、客户分析学、谈判技巧专家，资深营销管理培训师。曾任荷兰飞利浦、德国西门子</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">,法国施耐德等国际知名公司的经销商管理、大客户经</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">理、销售经理、市场总监等职位。目前仍就职于财富500强企业，担任大中华区的营销管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">工作。具有丰富的商业实战理论基础与实践经验，包括</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">渠道管理、大客户管理、销售技巧、商务谈判、销售团队建设、等全方面流程培训，拥有丰</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">富的针对中高层管理人员和一线销售人员进行培训和管</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">理的经验。以独到的管理营销经验，讲解结合互动、情景式培训，基础知识与实际运用并重</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">，注重受训人员的感悟及参与。培训方式灵活，语言幽</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">默精辟，</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">培训现场学员参与性强，气氛热烈，广受参训学员的强烈好评。</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">已开设的部分优势培训项目:《职业经理人资格认证》、《工业制品的销售与队伍建设》、</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">《经销商管理》、《中层营销管理人员的管理技能》、</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">《团队管理》、《双赢谈判技巧》、《大客户管理》、《激励技巧》、《目标管理》、《市</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">场营销》、《销售技巧》、《绩效管理》、《情景管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="'的艺术》等；">的艺术》等；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="曾培训或咨询过的企业有： ">曾培训或咨询过的企业有：<span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"
x:str="'IBM中国有限公司、ABB集团、华为、中兴通讯、海格、青岛中化实业、奥林巴斯、联邦快递">IBM中国有限公司、ABB集团、华为、中兴通讯、海格、青岛中化实业、奥林巴斯、联邦快递</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">、汇丰银行、长城集团、万丰奥特控股集团、西安德宝、</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl60" style="height:14.25pt"></td>
<td class="xl58">【课程大纲】</td>
<td class="xl59"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第1天：区域营销经理的营销策略与团队建设</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第一章：区域营销策略的制定</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一、前言</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1、营销工作的核心是什么</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二、区域市场的调查与分析</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1、市场潜力评估</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">① 消费者状况分析</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">② 竞争状况分析</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">③ 行业分析</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">④ 企业自身资源分析</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2、区域市场作战全景图</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="① 分析现状 ">① 分析现状<span style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">② 设定目标</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="③ 制作销售地图 ">③ 制作销售地图<span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">④ 市场细分化</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="⑤ 采取“推进战略”或“蚕食战略” ">⑤
采取“推进战略”或“蚕食战略”<span style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">⑤ 对付竞争者</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">三、区域市场扩张与保持</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1、快速进入区域市场</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="① “造势”进入 ">① “造势”进入<span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="② “攻势”进入 ">② “攻势”进入<span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">③ “顺势”进入</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">④ “逆势”进入</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">⑤ 区域市场核心攻略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2、区域市场扩张策略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">①以价格为主导的挤占策略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">②以广告为主导的挤占策略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">③以渠道为主导的挤占策略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">④以服务为主导的挤占策略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第二章：区域营销经理的团队建设</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">销售主管的心态分析</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 我们在为谁工作?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 我如何才能取得突破?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 我想---你的态度</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 我要---你的方法</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 我能---你的信心</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">销售主管角色的认知</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 测试：你是卓越的领导吗？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 下属的角色---我是经理的好下属</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 领导的角色---我是下属的好领导</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 同事的角色---我是员工的好同事</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 如何完成由参与者向领导者角色的转换?</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四项基本功之一---目标管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 测试：你善于制订目标并且管理你的目标吗？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 目标管理的定义几应如何设定目标</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 目标应如何分解与落实</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 如何统一个人,部门及公司之间的目标</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 如何协调不同个人部门之间的目标</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 目标管理在实施的过程中应注意的问题</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四项基本功之二---团队建设</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 测试：你会怎样组建团队与分派工作</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="'? 团队建设的特点及对组织的贡献">?
团队建设的特点及对组织的贡献</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 团队的自主性---意识, 习惯与授权</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 团队的思考性---能力与氛围的培养</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="'? 团队的协作性---目标,精神与特长的组合">?
团队的协作性---目标,精神与特长的组合</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 团队建设常见的误区</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 如何分配团队成员的工作</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四项基本功之三---沟通技巧</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 测试：你会问问题吗？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 你的沟通目的是什么</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 你的沟通对象有何特点</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="'? 面对不同下属,你应当如何选择适当方法">?
面对不同下属,你应当如何选择适当方法</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 如何选择沟通的时机</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 如何营造有利的氛围</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="'四项基本功之四---有效激励">四项基本功之四---有效激励</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 测试：你会激励你的下属吗</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 激励常见的几种误区</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 马斯洛的”需求论”与激励要素</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 不同员工所适用的不同激励方法</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 激励制度的确立与完善</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 激励的两个层面</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 激励的十大技巧</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 激励的四项基本原则</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">? 激励过程中应注意的几项问题</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第三章：渠道的建设与经销商管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一．渠道设计的原则与要素</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 外部环境</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 内部的优势与劣势</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 渠道管理的四项原则</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 渠道建设的6大目标</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二．经销商的选择：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 我们要经销商做什么？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 厂家对经销商的期望---</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 理想的经销商应该是---</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 选择经销商的标准是---</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 渠道建设中的几种思考：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 销售商、代理商数量越多越好？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 自建渠道网络比中间商好？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 网络覆盖越大越密越好？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 一定要选实力强的经销商？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 合作只是暂时的？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 渠道政策是越优惠越好？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">… …</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="★ 我们的结论是--- ">★ 我们的结论是---<span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="→ 经销商愿意经销的产品： ">→
经销商愿意经销的产品：<span style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 经销商对厂家的期望：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 厂家应尽的义务</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 厂家可以提供的帮助</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 厂家额外提供的服务</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 我们的结论是--</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>→
对方的需求，正是你对其管理的切入点</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">三．经销商的管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 渠道营销管理四原则</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="→ 如何制订分销政策 ">→
如何制订分销政策<span style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 分销权及专营权政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 价格和返利政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 年终奖励政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 促销政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 客户服务政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 客户沟通和培训政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 销售业绩是唯一的评估内容吗？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 确定业绩标准</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 定额</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 重要的可量化的信息补充</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 产品组合和市场渗透</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="* 评估年度业绩 ">*<span style="mso-spacerun:yes">
</span>评估年度业绩<span style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 定额完成率</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 销售政策的认同和执行</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 客户满意度</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 市场增长率</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 市场份额</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 讨论：渠道管理中的几个难点</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四．渠道冲突的管理：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 渠道之间有哪些冲突？</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 市场范围的冲突；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 经营价格的冲突；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 经营品种的冲突；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 经营方式的冲突；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 经营素质的冲突；</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 渠道冲突的实质：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 利益的冲突是：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">★ 渠道冲突的应对：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 严格界定经营范围</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 界定价格体系</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→
界定渠道的级别（从公司直接进货的不都是一级客户）</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 不同类型渠道不同政策</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 新经销的扶持与老经销管理上的人性化</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 对我们的业务员严格要求</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">课堂演练：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第四章：大客户的开发与维护</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第2天：区域营销经理的渠道建设与大客户开发</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">前言：大客户管理的概述和发展</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 什么是大客户</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 大客户是如何形成的</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 为什么要对大客户进行管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 大客户管理发展模型及阶段</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">→ 区域运作模型</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第一章 客户开发与销售谋略：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一．知己知彼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 我们销售的是什么</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 我们的优势是什么</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3．我们的不足是什么</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4．谁是竞争对手</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">5. 客户是谁</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">6. 客户为何会选择我们</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二．不战而胜</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 三种不同层次的竞争</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 三种不同方式的竞争</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57" x:str="3. 整合资源，确立优势 ">3. 整合资源，确立优势<span
style="mso-spacerun:yes"> </span></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4. 锁定目标，不战而胜</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第二章 针对不同客户的销售模式</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一. 营销模式决定企业成败</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 创新思维的建立</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 侧重成本控制的销售模式</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3. 注重双赢的营销模式</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4. 看重长期合作的营销模式</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">5. 突出客户感受的营销模式</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二. 有效的客户需求分析与销售模式建立</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 客户的潜在需求规模</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 客户的采购成本</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3. 客户的决策者</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4. 客户的采购时期</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">5. 我们的竞争对手</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">6. 客户的特点及习惯</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">7. 客户的真实需求</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">8. 我们如何满足客户</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第三章 针对大客户的SPIN顾问式销售方略</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一. 传统销售线索和现代销售线索</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二. 什么是SPIN提问方式</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">三. 封闭式提问和开放式提问</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四. 如何起用SPIN提问</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">五. SPIN提问方式的注意点</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第四章 如何了解或挖掘大客户的需求</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">引言：赢得客户信任的第一步—客户拜访</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一. 初次拜访的程序</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二. 初次拜访应注意的事项：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">三. 再次拜访的程序：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四. 如何应付消极反应者</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">五. 要善于聆听客户说话</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 多听少说的好处</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 多说少听的危害：</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3. 如何善于聆听</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">六. 了解或挖掘需求的具体方法</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 客户需求的层次</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 目标客户的综合拜访</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3. 销售员和客户的四种信任关系</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4. 挖掘决策人员个人的特殊需求</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第五章 如何具体推荐产品</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一. 使客户购买特性和产品特性相一致</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二. 处理好内部销售问题</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">三. FAB方法的运用</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">四. 推荐商品时的注意事项</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 不应把推销变成争论或战斗</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 保持洽谈的友好气氛</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3. 讲求诚信，说到做到</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4. 控制洽谈方向</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">5. 选择合适时机</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">6. 要善于听买主说话</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">7. 注重选择推荐商品的地点和环境</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">五. 通过助销装备来推荐产品</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">六. 巧用戏剧效果推荐产品</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">七. 使用适于客户的语言交谈</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1. 多用简短的词语</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2. 使用买主易懂的语言</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3. 与买主语言同步调</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4. 少用产品代号</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">5. 用带有情感色彩的语言激发客户</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">第六章 大客户销售人员的自我管理和修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">一. 时间分配管理</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">二. 成功销售人士的六项自我修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">1．建立在原则基础上的自我审视的修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">2．自我领导的修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">3．自我管理的修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">4．双赢思维人际领导的修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">5．有效沟通的修炼</td>
<td class="xl61"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl64" style="height:14.25pt"></td>
<td class="xl57">6．创造性合作的修炼</td>
<td class="xl61"></td>
</tr>
<tr height="20" style="height:15.0pt">
<td height="20" class="xl69" style="height:15.0pt"></td>
<td class="xl68"></td>
<td class="xl67"></td>
</tr>
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