[51217] in Zephyr_Bugs
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daemon@ATHENA.MIT.EDU (=?GB2312?B?zfXPyMn6?=)
Fri Jun 2 04:44:11 2006
Message-Id: <200606020843.k528hs5K028052@fort-point-station.mit.edu>
From: =?GB2312?B?zfXPyMn6?= <greenfour0608@126.com>
To: zephyr-bugs@mit.edu
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Reply-To: training@greenfour.com
Date: Fri, 2 Jun 2006 16:44:17 +0800
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<span class="b101" style="letter-spacing: 0pt">【</span>购买者分析</font><span class="b101" style="letter-spacing: 0pt; text-decoration: none"><font face="黑体" size="6">】高级研修班</font></span></font></b></p>
<p style="line-height: 150%; margin-top: 0px; margin-bottom: 0px" align="center">
<b><font color="#0000FF">深圳 2006年6月10日</font></b></p>
<p style="line-height: 150%; margin-top: 5px; margin-bottom: 0px" align="center">
<span style="font-family: 宋体; color: #000080; font-weight: 700">
主讲人：卞维林（原西门子利多富华南区总经理，中国区方案经理）</span></td>
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<tr>
<td vAlign="top" width="721" bgColor="#e8e8e8" height="2011">
<blockquote>
<font class="f14" id="zoom40"><hr noShade SIZE="1">
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px"> </p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px">
<font color="#FF0000" size="4">
<span style="font-family: 宋体; font-style: italic; font-weight: 700">
赢销从定位开始！</span></font><font size="2"><span style="font-family: 宋体; color: #000080">根据市场特点，寻找属于自己的市场空间，打造自己的蓝海！</span></font></p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px"> </p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px">
<span style="font-family: 宋体; color: #000080"><font size="2">
客户是如何进行购买决策的？如何运用客户决策的一般规律，通过影响客户的采购标准而引导客户的购买，甚至无中生有地激发客户的潜在购买需求，创造出商机？</font></span></p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px"> </p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px">
<span style="font-family: 宋体; color: #000080"><font size="2">
是什么在影响客户的决策？不同的客户群在购买决策时受到不同因素的影响，公司营销管理层如何根据目标客户群的内在需求给自己的产品和服务准确定位，赢得市场主动？</font></span></p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px"> </p>
<p class="MsoNormal" align="left" style="line-height: 150%; margin-top: 2px; margin-bottom: 0px">
<span style="font-family: 宋体; color: #000080"><font size="2">
销售人员应该如何洞察客户的购买动机，调整销售推进方向？如何结合购买者的决策特点有选择地突出产品的特定卖点，销售产品但超越产品本身，从购买者的内心打动对方，从而在竞争市场中占据先机，将好产品卖出好价格？</font></span></p>
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usemap="#MicrosoftOfficeMap0" alt="赢销从定位开始……" v:shapes="_x0000_s1025"></span><![endif]><span style="font-family: 宋体; color: #333399; font-weight: 700"><font size="2">企业就是要发展一批狼，狼有三大特性：</font></span></p>
<p class="MsoNormal" style="line-height: 150%; margin-left: 33.2pt; margin-top: 0; margin-bottom: 0">
<span style="font-family: 宋体; color: #333399; font-weight: 700">
<font size="2">一是敏锐的嗅觉； </font></span></p>
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<span style="font-family: 宋体; color: #333399; font-weight: 700">
<font size="2">二是不屈不挠，奋不顾身的进攻精神；</font><span lang="EN-US"><font size="2">
</font></span></span></p>
<p class="MsoNormal" style="line-height: 150%; margin-left: 33.2pt; margin-top: 0; margin-bottom: 0">
<span style="font-family: 宋体; color: #333399; font-weight: 700">
<font size="2">三是群体奋斗。</font></span></p>
<p align="center"><span style="font-family: 宋体"><font size="2">——摘自
任正非《华为的红旗到底能打多久》</font></span></p>
<p style="line-height: 150%; margin-top: 0px; margin-bottom: 0px">
<font class="f14" id="zoom57"> </p>
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<blockquote>
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</font>
<tr vAlign="center" bgColor="#ffffff">
<td class="font9" align="left" width="642" bgColor="#e8e8e8" height="1">
<font class="f14" id="zoom55" face="宋体" size="2" color="#000080">
<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px">
<b>讲师介绍 卞维林</b></font></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体"><font size="2">他曾任Wincor
Nixdorf（原西门子利多富）华南区总经理、中国区方案营销经理</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体"><font size="2">
他有十三年的一线销售经验，八年销售团队管理经理</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体"><font size="2">
他将“狼”的精神全面引入营销实战</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体">
<font size="2" color="#0000FF">他的课程中国电信在2005年连续订了42场</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体">
<font size="2" color="#0000FF">他的课程中国银行在2005年连续订了48场</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体">
<font size="2" color="#FF0000">深圳已有730多家企业领导听过他的公开课</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体"><font size="2">曾服务过中国银行 中国电信
中兴通讯 银河科技 建设银行 美的电器 浦发银行 农业银行 </font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体"><font size="2">达实智能 广发证券
世纪人通讯卧龙股份 泰豪科技 金蝶软件 宏达化学 ……</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px"> </p>
<font class="f14" id="zoom59"><font class="f14" id="zoom60">
<hr noShade SIZE="1"></font></font>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px"> </p>
<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px">
<font face="宋体" size="2" color="#000080" id="zoom55" class="f14">
<b>培训目的</b></font></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<font size="2">
<span lang="EN-US" style="font-family: Wingdings">u<span style="font-weight: normal; font-style: normal; font-family: Times New Roman; font-variant: normal">
</span></span></font><span style="font-family: 宋体">
<font size="2">如何全方位了解客户的购买行为？</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<font size="2">
<span lang="EN-US" style="font-family: Wingdings">u<span style="font-weight: normal; font-style: normal; font-family: Times New Roman; font-variant: normal">
</span></span></font><span style="font-family: 宋体">
<font size="2">如何运用创造标准影响客户购买？</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<font size="2">
<span lang="EN-US" style="font-family: Wingdings">u<span style="font-weight: normal; font-style: normal; font-family: Times New Roman; font-variant: normal">
</span></span></font><span style="font-family: 宋体">
<font size="2">如何做到无中生有，激发客户潜在购买？</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<font size="2">
<span lang="EN-US" style="font-family: Wingdings">u<span style="font-weight: normal; font-style: normal; font-family: Times New Roman; font-variant: normal">
</span></span></font><span style="font-family: 宋体">
<font size="2">如何做好“关系”营销？如何影响决策链？</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<font size="2">
<span lang="EN-US" style="font-family: Wingdings">u<span style="font-weight: normal; font-style: normal; font-family: Times New Roman; font-variant: normal">
</span></span></font><span style="font-family: 宋体">
<font size="2">如何与不同人格类型的客户打交道？</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<font size="2">
<span lang="EN-US" style="font-family: Wingdings">u<span style="font-weight: normal; font-style: normal; font-family: Times New Roman; font-variant: normal">
</span></span></font><span style="font-family: 宋体">
<font size="2">如何根据你的产品特点，进行目标客户定位、产品价值定位和行销策略定位？</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px"> </p>
<font class="f14" id="zoom61"><font class="f14" id="zoom62">
<hr noShade SIZE="1"></font></font>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px"> </p>
<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px">
<font face="宋体" size="2" class="f14" id="zoom55" color="#000080">
<b>适合对象</b></font></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px">
<span style="font-family: 宋体"><font size="2">
公司总经理，分管销售的副总经理、销售部经理、销售主管、营销精英</font></span></p>
<p class="MsoNormal" style="text-indent: -21pt; line-height: 150%; margin-left: 57pt; margin-top: 0px; margin-bottom: 0px"> </p>
<font class="f14" id="zoom63"><font class="f14" id="zoom64">
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<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px">
<font color="#000080"><font id="zoom55"><font class="f14">
<font face="宋体" size="2"><b>课程大纲</b></font></font></font></font></p>
<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px">
</td>
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<td class="font9" align="left" width="642" bgColor="#e8e8e8" height="1">
<div align="center">
<table style="width: 440.8pt; border-collapse: collapse; border: medium none" cellSpacing="0" cellPadding="0" width="588" border="1" id="table3">
<tr style="height: 20.1pt">
<td style="width: 283px; height: 20.1pt; border: 0.5pt solid windowtext; padding-left: 5.4pt; padding-right: 5.4pt; padding-top: 0cm; padding-bottom: 0cm" vAlign="top" bgColor="#000080">
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<font color="#ffffff" size="2">
<span lang="EN-US" style="font-family: 宋体">
<O:P>
</O:P></span></font></td>
<td style="width: 274px; height: 20.1pt; border-left: medium none; border-right: 0.5pt solid windowtext; border-top: 0.5pt solid windowtext; border-bottom: 0.5pt solid windowtext; padding-left: 5.4pt; padding-right: 5.4pt; padding-top: 0cm; padding-bottom: 0cm" vAlign="top" bgColor="#000080">
<p class="MsoNormal" style="line-height: 150%; text-align: center" align="center">
<font color="#ffffff" size="2">
<span lang="EN-US" style="font-family: 宋体"><O:P>
</O:P></span></font></td>
</tr>
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<td style="width: 283px; height: 128.45pt; border-left: 0.5pt solid windowtext; border-right: 0.5pt solid windowtext; border-top: medium none; border-bottom: 0.5pt solid windowtext; padding-left: 5.4pt; padding-right: 5.4pt; padding-top: 0cm; padding-bottom: 0cm" vAlign="top">
<p class="MsoNormal" style="text-indent: -21.0pt; line-height: 150%; margin-left: 21.0pt; margin-right: 0cm; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
一、<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
从产品为本走向客户为本</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
1.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
产品本位营销思想的局限性分析</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
2.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
为什么需要客户本位？</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
3.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
从<span lang="EN-US">4P</span>走向<span lang="EN-US">4C</span></span></p>
<p class="MsoNormal" style="text-indent: -21.0pt; line-height: 150%; margin-left: 21.0pt; margin-right: 0cm; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
二、<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
购买者决策模型</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
1.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
购买者决策模型</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
2.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
购买者采购过程分析</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何通过制造标准引导客户购买？</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何无中生有地激发客户潜在购买？</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
3.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
购买者决策链分析</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
决策链关键人物分析</span></p>
<p class="MsoNormal" style="text-indent: -21.0pt; line-height: 150%; margin-left: 21.0pt; margin-right: 0cm; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
三、<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
影响购买者决策的五大需求</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
1.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
工作需求</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何将产品特点与客户需求“对接”</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何卖出“价值”，好产品卖出好价格</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
2.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
功能需求</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何用有吸引力的方式介绍产品功能</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何根据产品特点引导客户购买倾向</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
3.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
社会需求</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何建立“灯塔工程”影响客户决策</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何为采购者本人输送“价值”</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
4.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
心理需求</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何让客户买得“安心”？</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman"> </span></span><span style="font-size: 9.0pt; font-family: 宋体">如何发现客户的“痛处”激发购买冲动</span></td>
<td style="width: 274px; height: 128.45pt; border-left: medium none; border-right: 0.5pt solid windowtext; border-top: medium none; border-bottom: 0.5pt solid windowtext; padding-left: 5.4pt; padding-right: 5.4pt; padding-top: 0cm; padding-bottom: 0cm" vAlign="top">
<p class="MsoNormal" style="text-indent: -17.85pt; line-height: 150%; margin-left: 39.4pt; margin-right: 0cm; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
5.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
知识需求</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何通过传播知识建立客户影响力</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何在广泛客户中培养“内部专家”</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
6.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
组织购买者与个人购买者的需求比较</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
7.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
从优秀广告设计中分析购买需求</span></p>
<p class="MsoNormal" style="text-indent: -21.0pt; line-height: 150%; margin-left: 21.0pt; margin-right: 0cm; margin-top: 0; margin-bottom: 0">
<span style="font-family: 宋体; font-size: 9pt" lang="en-us">
四</span><span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">、<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
赢在定位—让你的产品一分钟打动客户</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
1.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
目标客户群定位</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何确定最佳目标客户群</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
2.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
产品价值定位</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何根据目标客户群设计产品<span lang="EN-US">USP</span></span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何设计产品的客户购买价值</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
3.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
销售方式定位</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何选择适合的销售传播方式</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
4.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
促销策略定位</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何确定你的广告策略、资料设计方案</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 57.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: Wingdings">
l<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何制订适合的促销方法</span></p>
<p class="MsoNormal" style="text-indent: -21.0pt; line-height: 150%; margin-left: 21.0pt; margin-right: 0cm; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
五、<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
适应不同人格类型的客户</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
1.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
人格类型识别</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
2.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
不同人类型客户的需求分析</span></p>
<p class="MsoNormal" style="text-indent: -18.0pt; line-height: 150%; margin-left: 39.6pt; margin-top: 0; margin-bottom: 0">
<span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">
3.<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
如何适应不同人格类型的客户</span></p>
<p style="line-height: 150%; margin-top: 0; margin-bottom: 0">
<span style="font-size: 9.0pt; font-family: 宋体">
六</span><span lang="EN-US" style="font-size: 9.0pt; font-family: 宋体">、<span style="font-style: normal; font-variant: normal; font-weight: normal; font-size: 7.0pt; font-family: Times New Roman">
</span></span>
<span style="font-size: 9.0pt; font-family: 宋体">
销售对策</span></p>
<p class="MsoNormal" style="text-indent: -18pt; line-height: 150%; text-align: left; margin-left: 21.6pt; margin-top: 0; margin-bottom: 0" align="left">
<font size="2">
<span lang="EN-US" style="color: #221e1f; font-family: 宋体"><O:P>
</O:P></span></font></td>
</tr>
</table>
</div>
<font class="f14" id="zoom30">
<p class="MsoNormal" style="text-indent: -18pt; line-height: 150%; margin-left: 21.6pt; margin-top: 0px; margin-bottom: 0px" align="left">
</p>
</font><font class="f14" id="zoom51"><hr noShade SIZE="1">
</font>
<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px"> </p>
<p class="MsoNormal" style="text-indent: 21pt; line-height: 150%; margin-top: 0px; margin-bottom: 0px">
<b>
<font class="f14" id="zoom0" face="宋体" color="#000080" size="2">
课程安排</font></b></p>
<div align="center">
<center>
<table width="99%" border="0" id="table4">
<tr>
<td align="middle" width="100%">
<p class="font9" style="line-height: 150%; margin-top: 0px; margin-bottom: 0px" align="left">
<font face="宋体" size="2">
<font class="f14" id="zoom53" color="#000000">
<b>培训时间</b>：2006年6月10日（</font><font class="f14" id="zoom24" color="#000000">9:00-18：00</font><font class="f14" id="zoom3" color="#000000">）<br>
</font>
<font class="f14" id="zoom7" color="#000000"><b>
培训费用</b>：</font><font class="f14" id="zoom22"><span style="font-weight: 700"><font color="#0000ff">RMB
980元/人</font></span></font></font><b><span lang="EN-US" style="font-size: 10.5pt; color: blue; font-family: 宋体">。</span></b><font face="宋体" size="2"><font class="f14" id="zoom43" color="#000000"><br>
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<b>培训地点</b>：</font><font class="f14" id="zoom23" color="#000000">深圳东华假日酒店</font></font></p>
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<b>联系我们：<font color="#0000ff"><a href="http://www.greenfour.com/">深圳市格林管理咨询有限公司</a></font></b>（<a href="http://www.greenfour.com/">http://www.greenfour.com</a>）</font><font face="宋体" size="2"><font class="f14" id="zoom45"><span class="a14"><b><font class="f14" id="zoom3" color="#000000"><br>
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咨询热线</font></b><font class="f14" id="zoom46" color="#000000">：</font><font class="f14" id="zoom3" color="#000000">0755-83745789 </font><font class="f14" id="zoom47" color="#000000">
</font>83104059<font class="f14" id="zoom3" color="#000000"> </font></span></font></p>
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<b>报名参加流程</b>：<br>
1. 电话登记；</font></p>
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2. </font>
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下载报名表填写好后传真至：0755-83745786 </font>
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<a href="http://www.wl263.com/com/greenfour/down/1131260853.doc">
<b>下载 >></b></a></font><font class="f14" id="zoom33" color="#000000">
或E-mail： <a href="mailto:training@greenfour.com">
training@greenfour.com</a><br>
3. </font><span style="color: black">
培训课程名额有限，会场限制人数40人，额满即止，请提前报名或预定；</span></font></p>
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<span style="color: black"> 4</span><font class="f14" id="zoom36" color="#000000">.
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请将报名回执填写正确完整回传我司，我司会有专人与您取得联系；</span></font></p>
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5. </font><span style="color: black">
如希望就以上课程进行内训，请及时咨询我司培训部安排内训事宜；</span></font></p>
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6. </font><span style="color: black">
为了您的报名正确无误，回传报名回执后请再次电话确认。</span></font></td>
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<b>
<span style="font-size: 10.5pt; font-family: 宋体; color: red">
期待与您的经验交流！</span></b></p>
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