中國培訓(xùn)易(m.a10by9.cn)
市場營銷內(nèi)訓(xùn)課
中國培訓(xùn)易（m.a10by9.cn）
培訓(xùn)目標(biāo)
Salespeople spend significant amount of time negotiating – often without realizing it! How can your salespeople meet the challenge from the acute market competition and ensure that they not only retain valuable customers but also maintain profitability? Our comprehensive skill improvement package covers all the essential elements required to succeed at negotiation and secure a better deal.
The course will enable participants to:
Plan and prepare for negotiations of all types
Put into practice “rules of negotiation”
Recognize and avoid the tricks and traps set by professional buyers
Retain and develop highly profitable customer relationships
課程詳情
Morning 9：00－10：30
Mastering communication skills
- being an effective negotiator
＊Objective, methods and principles of communication
＊Understanding the obstacles in communication
10：45－12：00
＊ Active listening
＊ Effective questioning skill
＊ Appropriate expression
Afternoon 13：00－15：00
2. Why customers negotiate?
＊Duties of sales persons
＊Motivation and needs of customers
15：15－17：00
3. The power of influence
＊External influence
＊"lnner" power
4. Enhancing arguments, overcomeing obstacles
- being a convincing negotiator
＊Formulating arguments：F-A-B-E
＊Skills to reinforce arguments
The second day
Morning 9：00－10：30
5. 5 principles for business negotiations
- being a professional negotiator
10：45－12：00
Case study and practice
6. Identifying the traps of your adversary
- being an intelligent negotiator
＊Common traps used
＊Your solutions
Afternoon
13：00－15：00
7. Avoiding conflicts and consolidating relationships
- being a sales strategist
＊Avoiding conflicts
＊Consolidating the relationship
＊Criteria for a successful negotiation
15：15－17：00
Is price a problem?
Answer questions
Nego with KA
講師簡介
張嘯敏 老師
1984畢業(yè)于 上海大學(xué)理學(xué)院技術(shù)物理專業(yè),?
1987-2002期間 先后加入 上海玩具進(jìn)出口公司,丹麥寶隆洋行中國包裝設(shè)備貿(mào)易部, 美國PERKIN-ELMER分析儀器有限公司, 法國達(dá)能集團(tuán), 英國嘉實(shí)多潤滑油上海貿(mào)易公司,和航星機(jī)械集團(tuán)公司等國內(nèi)外知名跨國企業(yè),
擔(dān)任過理貨員、銷售代表、銷售主任，銷售經(jīng)理,全國銷售經(jīng)理，及營銷總監(jiān)等主要銷售職位,并在銷售經(jīng)理領(lǐng)導(dǎo)崗位超過10多年。?在選擇有潛力的產(chǎn)品及服務(wù)市場，選擇指定和管理各個(gè)城市的經(jīng)銷或批發(fā)商，招聘當(dāng)?shù)厥袌龅匿N售人員，建立區(qū)域辦事分支機(jī)構(gòu)等，計(jì)劃和執(zhí)行區(qū)域或全國銷售和促銷計(jì)劃以及廣告宣傳推廣活動(dòng)，計(jì)劃和執(zhí)行銷售人員管理系統(tǒng)和有關(guān)專業(yè)培訓(xùn)等,專業(yè)銷售領(lǐng)域內(nèi)具備極其豐富的理論和實(shí)踐的能力與經(jīng)驗(yàn).?
在此期間,在悉尼Macquarie大學(xué)接受MBA高級(jí)財(cái)務(wù)課程教育.
培訓(xùn)經(jīng)歷
從2002年起, 加入了 上海企開營銷咨詢有限公司
擔(dān)任高級(jí)營銷管理培訓(xùn)師, 并開始致力于企業(yè)營銷策略和現(xiàn)代銷售團(tuán)隊(duì)組織與管理的研究。同時(shí)將研究的結(jié)果，按國際專業(yè)培訓(xùn)方式開發(fā)出”實(shí)戰(zhàn)銷售技能及應(yīng)用”; “ 銷售團(tuán)隊(duì)的組織,領(lǐng)導(dǎo)與管理”; “現(xiàn)代經(jīng)銷渠道的組織與管理”等培訓(xùn)課程，并為很多外資企業(yè),合資企業(yè)、國有企業(yè)及民營企業(yè)提供內(nèi)訓(xùn)和咨詢，深受好評(píng)。
2004年起，擔(dān)任專職培訓(xùn)師.
講課風(fēng)格
由于在多家國際知名的工業(yè)品及材料設(shè)備生產(chǎn)企業(yè)的成功體檢及對(duì)市場信息的不斷深入了解,在課堂教學(xué)中會(huì)非常注重理論與實(shí)際相互配合,并以大量實(shí)戰(zhàn)及成敗案例來引導(dǎo)和強(qiáng)化學(xué)習(xí)內(nèi)容。
本人謙遜、隨和，具有較強(qiáng)的邏輯思維和歸納綜合能力,同時(shí)具備豐富的職業(yè)銷售經(jīng)理人的敏感和熱情。
課程對(duì)象
備 注
課程名稱：Negotiating to Defend and Protect Your Margins
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