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    大客户拓展策略

     文章来源:石顿企管 时间:2020-03-05 15:22
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    大客户拓展策略
    以真实案例为基础,研讨大客户销售策略

    课程时间:2020年2月20-21日/苏州     3月17-18日/上海   6月9-10日/上海
    8月13-14日/上海   11月10-11日/上海
    课程费用:4980元(含教材,午餐及茶点等)
                                                                                                                                                     
    谁来参加?                                                                                                                                  
    * 中高级销售经理                                                                                                                         
    * 客户经理                                                                                                                                    
    * 区域经理                                                                                                                                    
    * 储备销售管理人员                                                                                                                        
                                                                                                                                                     
    有何收获?                                                                                                                                  
    * 知晓如何摸清组织内部错综复杂的关系                                                                                            
    * 理解与应用找到与决策关键人的方法                                                                                              
    * 知晓如何与陌生客户建立关系与信任                                                                                              
    * 理解与应用大客户进行谈判的方法及关系的维护                                                                              
                                                                                                                                                     
    课程时长                                                                                                                                     
    2天(14小时)                                                                                                                            
                                                                                                                                                     
    先决条件?                                                                                                                                  
    * 服务客户以大客户居多的一线销售或销售管理人员                                                                             
    * 之前参加过B2B销售技能如顾问式销售等培训                                                                                 
                                                                                                                                                     
    为何参加?                                                                                                                                  
    都知道搞定大客户要找关键决策人,怎么搞?都知道大客户的开发策略有所不同,                                     
    到底怎么个不同?本课程以学员实际销售工作的真实案例为基础,使学员在课堂上                                     
    就可以总结出一套搞定大客户、赢取大订单的实战技巧,避免销售拜访“即兴表                                       
    演”,而是有谋略的赢取定单,帮助企业提升业绩。                                                                             
                                                                                                                                                     
    课程大纲                                                                                                                                     
    序:变则通,不变则亡                                                                                                                    
    * 改变到底有多难                                                                                                                         
    * 改变与组织及个人职业发展的必然关联                                                                                            
    *“赢”的背后是什么                                                                                                                      
    第一??椋夯镜母拍詈投ㄒ?nbsp;                                                                                                           
    * 完整销售流程的8个步骤                                                                                                             
    * 大客户销售的特征与种类                                                                                                             
    * 80/20 原则和客户的分级                                                                                                             
    * 大客户销售模型及作用                                                                                                                 
    * 销售影响因素模型分析                                                                                                                 
    第二??椋嚎突Э⑶捌?nbsp;                                                                                                                
    * 客户关系准确定义                                                                                                                        
    * 与客户建立关系的5大步骤                                                                                                          
    * 客户关系的4种类型和对策                                                                                                          
    第三??椋合壑葱薪锥?nbsp;                                                                                                                
    * 沟通垫定关系基础                                                                                                                        
    * 提问控制销售进程                                                                                                                        
    * 倾听了解客户心声                                                                                                                        
    * 反馈触动成交机率                                                                                                                        
    * 肢体强化自我信心                                                                                                                        
    * 销售“雷区”分析,做到有效回避                                                                                                 
    * “成交卡片”的制作技巧                                                                                                             
    第四??椋合鄄呗?步法则                                                                                                           
    * 了解行业发展趋势                                                                                                                        
    * 竞争对手的定位                                                                                                                         
    * 客户个性化需求分析                                                                                                                    
    * 度身定做解决方案                                                                                                                        
    * 对客户承诺的尺度把握                                                                                                                 
    * 控制进展,实现客户价值最大化                                                                                                     
    第五??椋褐氐憧突У娜粘9芾碛胛?nbsp;                                                                                               
    * 4种不同阶段分析                                                                                                                       
    - 萌芽开发阶段                                                                                                                             
    - 初级合作阶段                                                                                                                             
    - 稳定合作阶段                                                                                                                             
    - 战略合作阶段                                                                                                                             
    * 10大销售交心术                                                                                                                         
                                                                                                                                                     
    相关课程                                                                                                                                     
    * 作为资深销售人员,你可能还会对《销售渠道建设与管理》感兴趣                                                      
    * 想要在销售管理能力提升上更进一步,你可能需要学习《卓越的销售管理》                                          
                                                                                                                                                     
    讲师简介                                                                                                                                     
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    * 背景经历                                                                                                                                                                                                                        
    * 上海复旦大学工商管理硕士                                                                                                          
    * 现任某欧洲制造业公司销售总经理                                                                                                 
    * 上海大学硕士生实践导师                                                                                                             
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    * 国际IPMA认证培训师                                                                                                                 
    * 曾将一支年轻的销售队伍锻炼成行业中的精锐部队,销售额也从十年前的150万                                   
      欧元增长到现在的5000万欧元                                                                                                      
                                                                                                                                                     
    *  擅长领域                                                                                                                                   
    *《卓越的销售管理》                                                                                                                      
    *《大客户关系管理》                                                                                                                      
                                                                                                                                                     
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