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中國企業培訓講師
大客戶銷售:團隊業績超目標增長管理
 
講師:王(wang)浩 瀏覽(lan)次(ci)數(shu):2558

課程描述INTRODUCTION

團隊業績超目標增長管理公開課

· 大客戶經理

培訓講師:王浩    課程價格:¥元/人(ren)    培訓天數:2天   

日程安排SCHEDULE



課程大(da)綱Syllabus

團隊業績超目標增長管理公開課

課程背景:
我們堅持:只做擅長的事,只講擅長的課程,只接擅長的咨詢項目。所以,本課程只針對五類大客戶銷售業務:產品型、配套型、項目型、技術型、服務型。銷售目標的規劃與執行,是企業的頭等大事。本課程要解決的問題是:如何讓你的團隊實現銷售業績增長,而且超越既定的目標。本課程有兩大重點:
1、目標管理的專業化。這是保證目標執行的基礎,缺乏專業化手段,目標的落地就無從談起。就此,我們將問題聚焦為:如何將目標管理變得更為簡潔、實用。在企業管理中,所有繁瑣的管理手段,都將影響管理效能和工作效率。
2、銷(xiao)(xiao)售(shou)業績(ji)的(de)(de)(de)(de)超(chao)目標增長。影響團隊績(ji)效(xiao)的(de)(de)(de)(de)因素有三(san)個(ge):銷(xiao)(xiao)售(shou)工作效(xiao)率(lv)、銷(xiao)(xiao)售(shou)業績(ji)障(zhang)礙(ai)(訂單的(de)(de)(de)(de)成功率(lv)、老(lao)客戶資(zi)源的(de)(de)(de)(de)流失)、銷(xiao)(xiao)售(shou)管(guan)理效(xiao)能。本課程的(de)(de)(de)(de)核心訴求是:解決了這三(san)方面(mian)的(de)(de)(de)(de)問題(ti),充分引爆銷(xiao)(xiao)售(shou)團隊的(de)(de)(de)(de)潛(qian)能,驅動團隊業績(ji)的(de)(de)(de)(de)超(chao)目標增長。

針對行業:
1、工業品:原材料、元器件、零部件、儀器儀表、設備、工業自動化等    
2、IT:管理軟件、系統平臺、系統集成、大數據產品等
3、環保節能:配套設備、耗材、儀表、工程項目等
4、通訊:設備、材料、管理系統、項目等
5、電氣電力:元器件、設備、儀表、材料、管理系統、項目等
6、政府與校園項目:智慧城市、園林綠化、校園數字化、教學軟件、物業等
7、醫療和生物:器械、設備、耗材、醫療機器人、基因檢測、管理系統等
8、第三方服務:廣告公司、設計院、研究和咨詢機構、認證機構等
9、車輛:特種車輛、工程機械等
10、其他(ta):物(wu)流、集團禮品、對公印(yin)刷等各種B2B業務

課程對象:
銷售總監、大區銷售總監、各級經理主管
課程亮點:
1、針對5大關鍵環節,以量化方式,解決團隊業績的超目標增長問題
2、提供3個簡約的、經過36家企業驗證的工具,提高管理工作效率50%以上
 3、創(chuang)新1種團隊激(ji)勵模式,引爆大客戶銷售團隊的(de)“可燃冰”

課程大綱:
第一講  增長理論:精益營銷

案例分析……
1、銷售團隊業績的內因分析
銷售團隊的五類損耗
解決銷售團隊損耗的四個方向
銷售團隊業績的“算術”
銷售團隊業績增長突破的關鍵指標
銷售團隊業績增長的三大推動力
2、精益營銷增長論
精益營銷的“加減法”
精益營銷的業績增長原理
精益營銷的戰略和客戶思維
精益營銷的增長模型
精益營銷的五大增長引擎
案例分析……
針對的典型問題、培訓成果
針對的典型問題:
銷售團隊效率不理想、團隊銷售業績增長疲軟;同時,對這些問題的內在因素沒有系統性認知。
培訓成果:
樹立精益營銷思維,以正確的理論構建企業的營銷戰略,指導銷售團隊的管理。
明確(que)實現團隊(dui)業績(ji)突破的(de)五(wu)大(da)引(yin)擎。

第二講  增長引擎1:銷售團隊超目標管理
案例分析……
1、銷售目標管理反思
銷售目標管理六環
銷售目標管理需要反思的四個問題
現有銷售目標管理的六個弊端
2、超目標增長管理是什么
超目標增長管理的含義
超目標增長管理的五種思維
超目標增長性因素
3、超目標增長管理策略
超目標增長性KPI
超目標增長管理的滾動推進計劃
超目標增長管理的四個維度
超目標增長動員
案例分析……
針對的典型問題、培訓成果
針對的典型問題:
目標管理不能形成閉環。
目標管理難以做到事前管理、事中管理,無奈最終弱化為事后管理,使目標管理失去了過程驅動價值。
培訓成果:
樹立超目標增長管理理念,完善目標管理閉環,發揮其事前、事中管理作用,使目標管理體系真正支撐業績的超水平增長,同時保證營銷戰略的落地。
掌握超目標增長(chang)管(guan)理(li)的關鍵(jian)指標、集成化(hua)管(guan)理(li)工具和管(guan)理(li)溝通策略。

第三講  增長引擎2:客戶價值管理
案例分析……
1、客戶資源的損耗分析
客戶資源的四類損耗;銷售漏斗管理誤區
2、客戶資源管理
客戶資源管理五件事
客戶資源管理四個常見問題
3、客戶價值增長管理
客戶價值增長管理的四要素;客戶價值分類
客戶價值增長的營銷手段
客戶價值增長管理策略
案例分析……
針對的典型問題、培訓成果
針對的典型問題:
客戶戰略沒有深度。
對銷售團隊的客戶資源損耗認識不足。
受有些“磚家”的影響,對銷售漏斗管理存在誤區。
培訓成果:
系統認識客戶的價值管理,完善企業的客戶戰略;將客戶按價值進行分類,使銷售團隊集中力量,獲取高價值客戶群體。
掌握(wo)客戶價值管理(li)工具和方法。

第四講  增長引擎3:訂單成功率管理
案例分析……
1、訂單成功率分析
訂單成功率為什么偏低
訂單成功率偏低有哪些影響
如何提高訂單成功率
2、大客戶訂單的節點成果控制
大客戶訂單的“通關”原理
大客戶銷售路線圖
大客戶銷售的三種控制
大客戶銷售的*“進攻時機”
大客戶銷售成果屋
大客戶銷售節點成果的五個維度
案例分析……
針對的典型問題、培訓成果
針對的典型問題:
“商機”量不少,但訂單的成功率不高。
“銷售技巧”不缺,但真正能打仗、打勝仗的套路卻沒有。
培訓成果:
明確大客戶訂單的“通關”原理,引入以更為科學、更為高效的銷售流程。
掌握(wo)能打仗、打勝仗的銷售(shou)套路——銷售(shou)成(cheng)(cheng)果屋(工具),輔導銷售(shou)人員(yuan)在正確的時間,做(zuo)正確的事,并(bing)形成(cheng)(cheng)正確的成(cheng)(cheng)果,真正做(zuo)到(dao)銷售(shou)過(guo)程的關鍵節點控制(zhi),大大提(ti)高訂單的成(cheng)(cheng)功率。

第五講  增長引擎4:成果管理
案例分析……
1、大客戶業務管理現狀
大客戶業務管理的三大癥狀
業務層效能損耗的十二個環節
管理層效能損耗的十六個環節
2、大客戶業務如何有效管理
大客戶銷售的工作心理表現
大客戶業務有效管理的三大原則
大客戶業務管理策略
3、成果的增強管理
什么是成果的增強管理
銷售進程的成果管理(工具)
日常成果管理(工具)
每周、每月的成果管理(工具)
集成化目標管理(工具)
案例分析……
針對的典型問題、培訓成果
針對的典型問題:
只管理銷售行為,沒有管理銷售成果,從而浪費大量的管理精力和時間,成效不彰。
由于管理流于表面和形式主義,使管理者和下屬都痛苦不堪!
培訓成果:
明確銷售成果的含義,專注于成果管理,從而“牽引”銷售人員為成果而做事,而不是勞而無功。
掌握銷售成(cheng)果的日(ri)常管(guan)理(li)、周期性管(guan)理(li)工具,全方(fang)位提高銷售工作(zuo)的成(cheng)果量,從而提高團隊(dui)效率,實現整體業(ye)績的突破。

第六講  增長引擎5:團隊驅動力管理
案例分析……
1、驅動力管理思維
大客戶銷售團隊的三個通病;激勵的五大困境
驅動力心理的四個層面;驅動力管理思維
2、驅動力激勵策略
倒逼式激勵;競爭杠桿激勵;雁陣式激勵;
成果計分式激勵;拓展式激勵;增長值分紅激勵
案例分析……
針對的典型問題、培訓成果
針對的典型問題:
事后激勵、長周期激勵、單一的金錢激勵等方式,無法保證銷售人員高頻、均衡的激勵(興奮)狀態,使許多銷售人員在工作過程,積極性忽高忽低,產生大量的“低能”時間。
培訓成果:
掌握六種(zhong)驅動力(li)激勵手段(duan),保證銷(xiao)售(shou)團(tuan)隊在(zai)高頻激勵(興(xing)奮)狀態(tai)下工(gong)作(zuo),大幅(fu)度提(ti)升團(tuan)隊工(gong)作(zuo)能(neng)量。

王浩老師介紹
國內大客戶、項目銷售、談判專家
創立銷售成果屋、大客戶營銷權威理論
摩托羅拉政府項目銷售總監
智博科技集團執行總裁
著作:
1套理論:精益營銷理論(B2B方向)
2部專著:《大客戶銷售路線圖》《驅動力》(管理心理學方向)
授課亮點:
案例價值高:1800多個原創、實戰案例,涵蓋各種典型的操作現場
案例教學精彩紛呈:生動講解、分組討論、角色扮演、學員分享,激發參與熱情
案例(li)分析與(yu)總(zong)結:深度(du)剖析案例(li)的(de)關鍵環(huan)節,總(zong)結可(ke)操(cao)作的(de)技能(neng),學而即用

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通(tong)(tong)(tong)(tong)(tong)訊:華(hua)為、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)興通(tong)(tong)(tong)(tong)(tong)訊、北(bei)(bei)(bei)(bei)京(jing)(jing)瑞(rui)斯康達(da)、北(bei)(bei)(bei)(bei)京(jing)(jing)電(dian)(dian)(dian)(dian)(dian)(dian)信(xin)(xin)規(gui)劃(hua)設(she)計(ji)院(yuan)(yuan)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)通(tong)(tong)(tong)(tong)(tong)服咨詢(xun)設(she)計(ji)研究院(yuan)(yuan)、深(shen)圳華(hua)訊方(fang)舟(zhou)、武(wu)漢(han)烽火集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、廣(guang)州阿爾(er)創、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)移(yi)動(dong)(dong)、遼(liao)寧移(yi)動(dong)(dong)、廣(guang)西移(yi)動(dong)(dong)、鄭州移(yi)動(dong)(dong)、武(wu)漢(han)電(dian)(dian)(dian)(dian)(dian)(dian)信(xin)(xin)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)聯(lian)通(tong)(tong)(tong)(tong)(tong)北(bei)(bei)(bei)(bei)京(jing)(jing)公(gong)司(si)(si);高(gao)(gao)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji):中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)車(che)(che)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、北(bei)(bei)(bei)(bei)京(jing)(jing)交控(kong)(kong)、北(bei)(bei)(bei)(bei)京(jing)(jing)和利(li)時(shi)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)電(dian)(dian)(dian)(dian)(dian)(dian)子(zi)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、武(wu)漢(han)理工(gong)(gong)(gong)(gong)大學(xue)產(chan)業(ye)(ye)(ye)(ye)(ye)(ye)(ye)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、天(tian)(tian)誠(cheng)盛業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、上(shang)海(hai)(hai)(hai)力(li)(li)(li)信(xin)(xin)測量、世紀東(dong)(dong)(dong)方(fang)、武(wu)漢(han)高(gao)(gao)德、方(fang)物(wu)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)標(biao)方(fang)圓、新(xin)(xin)亞天(tian)(tian)影、龍(long)德時(shi)代、廣(guang)東(dong)(dong)(dong)科(ke)(ke)(ke)(ke)密集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)航華(hua)燕科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、星格測控(kong)(kong)技(ji)(ji)(ji)術(shu);環(huan)(huan)保(bao)、節能(neng)、新(xin)(xin)能(neng)源(yuan):中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)石油(you)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)海(hai)(hai)(hai)油(you)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)持股(gu)(gu)份(fen)(fen)(fen)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)節能(neng)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、菲達(da)環(huan)(huan)保(bao)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)科(ke)(ke)(ke)(ke)環(huan)(huan)能(neng)、碧水源(yuan)、通(tong)(tong)(tong)(tong)(tong)源(yuan)環(huan)(huan)境、路域生態、內蒙古環(huan)(huan)保(bao)投資集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、富(fu)通(tong)(tong)(tong)(tong)(tong)環(huan)(huan)境、愛(ai)土環(huan)(huan)境、現代環(huan)(huan)境、碩人(ren)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)科(ke)(ke)(ke)(ke)實(shi)業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、北(bei)(bei)(bei)(bei)京(jing)(jing)東(dong)(dong)(dong)潤(run)環(huan)(huan)能(neng)、高(gao)(gao)能(neng)時(shi)代、曉清(qing)(qing)環(huan)(huan)保(bao)、小黃狗(gou)環(huan)(huan)保(bao)、天(tian)(tian)合(he)光能(neng)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)廣(guang)核集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、浙(zhe)能(neng)電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)、清(qing)(qing)華(hua)太陽能(neng)、新(xin)(xin)奧燃氣;工(gong)(gong)(gong)(gong)業(ye)(ye)(ye)(ye)(ye)(ye)(ye)品:長(chang)城(cheng)潤(run)滑油(you)、東(dong)(dong)(dong)方(fang)電(dian)(dian)(dian)(dian)(dian)(dian)器(qi)(qi)(qi)(qi)、聯(lian)泓(hong)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、康得(de)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、動(dong)(dong)力(li)(li)(li)源(yuan)股(gu)(gu)份(fen)(fen)(fen)、南山(shan)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、慧谷化(hua)學(xue)、宇(yu)明(ming)(ming)閥門、東(dong)(dong)(dong)標(biao)電(dian)(dian)(dian)(dian)(dian)(dian)子(zi)、昆侖海(hai)(hai)(hai)岸、冠利(li)新(xin)(xin)材(cai)料(liao)(liao)、國(guo)(guo)(guo)瑞(rui)升(sheng)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、佳力(li)(li)(li)高(gao)(gao)纖、紅三葉集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、深(shen)圳振豪(hao)密封(feng)、圣萬(wan)提注(zhu)塑、天(tian)(tian)津瑞(rui)基化(hua)工(gong)(gong)(gong)(gong)、昆明(ming)(ming)鋼鐵(tie)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、豹馳集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、河(he)北(bei)(bei)(bei)(bei)海(hai)(hai)(hai)賀(he)勝利(li);IT、系統集(ji)(ji)(ji)(ji)成:用友(you)股(gu)(gu)份(fen)(fen)(fen)、東(dong)(dong)(dong)軟(ruan)股(gu)(gu)份(fen)(fen)(fen)、長(chang)城(cheng)信(xin)(xin)息、東(dong)(dong)(dong)方(fang)通(tong)(tong)(tong)(tong)(tong)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、天(tian)(tian)融信(xin)(xin)、萬(wan)里(li)紅科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、綠盟科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)(億塞通(tong)(tong)(tong)(tong)(tong))、華(hua)宇(yu)信(xin)(xin)息、北(bei)(bei)(bei)(bei)斗導航、四維圖(tu)新(xin)(xin)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)科(ke)(ke)(ke)(ke)宇(yu)圖(tu)、華(hua)夏科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)企動(dong)(dong)力(li)(li)(li)、龍(long)圖(tu)軟(ruan)件(jian)、北(bei)(bei)(bei)(bei)大軟(ruan)件(jian)工(gong)(gong)(gong)(gong)程、辰(chen)安偉業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、萬(wan)集(ji)(ji)(ji)(ji)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、勝利(li)油(you)田軟(ruan)件(jian)、華(hua)旭金卡(ka)、泰德匯智(zhi)、愛(ai)迪(di)科(ke)(ke)(ke)(ke)森、曙光股(gu)(gu)份(fen)(fen)(fen)、東(dong)(dong)(dong)方(fang)飛(fei)揚、北(bei)(bei)(bei)(bei)京(jing)(jing)冠金利(li)、北(bei)(bei)(bei)(bei)京(jing)(jing)互信(xin)(xin)互通(tong)(tong)(tong)(tong)(tong)、北(bei)(bei)(bei)(bei)控(kong)(kong)三興、易美(mei)軟(ruan)通(tong)(tong)(tong)(tong)(tong)、世紀東(dong)(dong)(dong)方(fang)國(guo)(guo)(guo)鐵(tie)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)地時(shi)空(kong)數碼;電(dian)(dian)(dian)(dian)(dian)(dian)氣、電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li):南瑞(rui)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、遠東(dong)(dong)(dong)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、長(chang)峰集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、普訊電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)電(dian)(dian)(dian)(dian)(dian)(dian)普華(hua)、天(tian)(tian)澤電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)、西班亞埃(ai)特羅斯、施耐德、歐姆龍(long)、湘能(neng)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、華(hua)呈基業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、特變電(dian)(dian)(dian)(dian)(dian)(dian)工(gong)(gong)(gong)(gong)、力(li)(li)(li)合(he)微電(dian)(dian)(dian)(dian)(dian)(dian)子(zi)、煜邦(bang)電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)、北(bei)(bei)(bei)(bei)京(jing)(jing)合(he)眾(zhong)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、許繼電(dian)(dian)(dian)(dian)(dian)(dian)器(qi)(qi)(qi)(qi)、上(shang)海(hai)(hai)(hai)吉(ji)泰電(dian)(dian)(dian)(dian)(dian)(dian)子(zi)、新(xin)(xin)創四方(fang)、秦驪成套電(dian)(dian)(dian)(dian)(dian)(dian)器(qi)(qi)(qi)(qi)、浙(zhe)能(neng)電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)有限公(gong)司(si)(si)、北(bei)(bei)(bei)(bei)京(jing)(jing)電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)、山(shan)西電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li)、神馬電(dian)(dian)(dian)(dian)(dian)(dian)力(li)(li)(li);互聯(lian)網:美(mei)團(tuan)(tuan)(tuan)、百度、百科(ke)(ke)(ke)(ke)互動(dong)(dong)、人(ren)人(ren)網、阿里(li)巴(ba)(ba)巴(ba)(ba)、必聯(lian)網、校易收、上(shang)海(hai)(hai)(hai)震(zhen)坤行(工(gong)(gong)(gong)(gong)業(ye)(ye)(ye)(ye)(ye)(ye)(ye)品互聯(lian)網)、京(jing)(jing)東(dong)(dong)(dong)商城(cheng)、車(che)(che)友(you)網;非家(jia)用車(che)(che)、汽(qi)車(che)(che)配件(jian):東(dong)(dong)(dong)風(feng)汽(qi)車(che)(che)設(she)備(bei)、東(dong)(dong)(dong)安發動(dong)(dong)機、徐工(gong)(gong)(gong)(gong)、宇(yu)通(tong)(tong)(tong)(tong)(tong)客車(che)(che)、西安康明(ming)(ming)斯、柳(liu)州五菱、江(jiang)鈴改(gai)裝(zhuang)車(che)(che)、聯(lian)重(zhong)科(ke)(ke)(ke)(ke)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)彰國(guo)(guo)(guo)際、卡(ka)特彼勒、江(jiang)蘇(su)(su)海(hai)(hai)(hai)沃(環(huan)(huan)保(bao)車(che)(che))、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)聯(lian)重(zhong)科(ke)(ke)(ke)(ke)、鵬翎(ling)膠管、龐(pang)大汽(qi)車(che)(che)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、新(xin)(xin)宏昌(chang)重(zhong)工(gong)(gong)(gong)(gong)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、奇瑞(rui)汽(qi)車(che)(che)、亞之杰汽(qi)貿、北(bei)(bei)(bei)(bei)京(jing)(jing)福(fu)田、上(shang)海(hai)(hai)(hai)雙林集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、意昂神州、斗山(shan)山(shan)貓(mao);軍工(gong)(gong)(gong)(gong)企業(ye)(ye)(ye)(ye)(ye)(ye)(ye):兵器(qi)(qi)(qi)(qi)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)43所、總(zong)參56所、南方(fang)航空(kong)發動(dong)(dong)機(已并入(ru)中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)航空(kong)發動(dong)(dong)機)、西安16所、213所、航天(tian)(tian)精(jing)工(gong)(gong)(gong)(gong)、新(xin)(xin)興東(dong)(dong)(dong)方(fang)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)電(dian)(dian)(dian)(dian)(dian)(dian)子(zi)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)36所;設(she)計(ji)院(yuan)(yuan)、第(di)三方(fang)機構(gou):中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)南設(she)計(ji)院(yuan)(yuan)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)聯(lian)合(he)工(gong)(gong)(gong)(gong)程公(gong)司(si)(si)、巔峰智(zhi)業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、安徽省交通(tong)(tong)(tong)(tong)(tong)規(gui)劃(hua)設(she)計(ji)院(yuan)(yuan)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)商業(ye)(ye)(ye)(ye)(ye)(ye)(ye)聯(lian)合(he)會、北(bei)(bei)(bei)(bei)京(jing)(jing)工(gong)(gong)(gong)(gong)程咨詢(xun)公(gong)司(si)(si)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)認倍佳(3C檢(jian)測)、江(jiang)蘇(su)(su)中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)民金服、北(bei)(bei)(bei)(bei)京(jing)(jing)電(dian)(dian)(dian)(dian)(dian)(dian)信(xin)(xin)規(gui)劃(hua)設(she)計(ji)院(yuan)(yuan)、北(bei)(bei)(bei)(bei)京(jing)(jing)華(hua)宇(yu)恒通(tong)(tong)(tong)(tong)(tong);建筑、建材(cai):中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)天(tian)(tian)建設(she)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)建七局、東(dong)(dong)(dong)方(fang)雨虹、蜀羊防(fang)水、北(bei)(bei)(bei)(bei)新(xin)(xin)建材(cai)、盛德寶羅;生物(wu)科(ke)(ke)(ke)(ke)技(ji)(ji)(ji)、醫(yi)(yi)療器(qi)(qi)(qi)(qi)械:中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)科(ke)(ke)(ke)(ke)學(xue)器(qi)(qi)(qi)(qi)材(cai)公(gong)司(si)(si)(中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)國(guo)(guo)(guo)醫(yi)(yi)藥集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan))、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)源(yuan)協和(和澤生物(wu)基因)、廣(guang)州金域檢(jian)驗、茂健聯(lian)星生物(wu)、勤邦(bang)生物(wu)、河(he)南牧翔動(dong)(dong)物(wu)藥業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、毅新(xin)(xin)興業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、上(shang)海(hai)(hai)(hai)威士(shi)達(da)、北(bei)(bei)(bei)(bei)京(jing)(jing)怡(yi)和嘉業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、北(bei)(bei)(bei)(bei)京(jing)(jing)天(tian)(tian)智(zhi)航、北(bei)(bei)(bei)(bei)京(jing)(jing)伏爾(er)特、廣(guang)州維力(li)(li)(li)醫(yi)(yi)療器(qi)(qi)(qi)(qi)械;其(qi)他:農家(jia)福(fu)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、大北(bei)(bei)(bei)(bei)農、正(zheng)正(zheng)飼(si)料(liao)(liao)、屯玉種業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、秋樂種業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、大連海(hai)(hai)(hai)晏堂、北(bei)(bei)(bei)(bei)京(jing)(jing)一輕集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、紹興會稽山(shan)酒業(ye)(ye)(ye)(ye)(ye)(ye)(ye)、蘇(su)(su)寧電(dian)(dian)(dian)(dian)(dian)(dian)器(qi)(qi)(qi)(qi)、羅馬世家(jia)、法派服裝(zhuang)、上(shang)海(hai)(hai)(hai)鉅勛、青竹美(mei)術(shu)顏料(liao)(liao)、幸福(fu)人(ren)壽、英大人(ren)壽、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)福(fu)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、中(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)鐵(tie)現代物(wu)流(liu)、天(tian)(tian)津卷煙廠、鹽(yan)業(ye)(ye)(ye)(ye)(ye)(ye)(ye)集(ji)(ji)(ji)(ji)團(tuan)(tuan)(tuan)、佛山(shan)地質(zhi)局、成都印鈔廠、智(zhi)美(mei)體育、宜春郵政局。

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