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打造高績效營銷團隊培訓

課程大綱：打造高績效的工業品營銷團隊
一、銷售經理的角色認知
銷售經理的6大職責？
1、企業文化傳播者、踐行者和督導者
視頻：《亮劍》--以弱勝強
2、市場信息的提供、分析和建議者
3、團隊技能的培養者
4、銷售業務的指導者、支持者和檢查者
5、銷售人員動力的激發者
案例：中國足球團隊的困惑
6、團隊機制的制定者和檢查者
團隊形成的四個階段
高效營銷團隊的9個特征
視頻：亮劍精神
團隊領導的3大要求
提升團隊凝聚力的13個方法
演練：現場利用所學方法打造團隊
團隊成員4類風格分析
案例：《西游記》團隊解析
部屬發展的4個階段
如何針對不同員工采取不同的管理模式
案例(li)：由(you)優秀的銷(xiao)售(shou)人員提(ti)升為(wei)團隊(dui)領(ling)導后的困惑？

二、如何提升銷售人員的動力（重點）
銷售人員動力的4大來源
銷售人員的4大阻力系統（惰性、不相信、恐懼、害怕失去）
提升團隊動力的13大工具和機制實操
銷售團隊文化落地操作4步曲
視頻：《軍隊如何做文化》
夢想導航工具
演練：如何制定員工職業生涯規劃
目標激勵考核機制
實操：如何制定年度底線目標和預期目標
案例：街頭呼救/目標分解
R3:過程檢查（越相信誰，越檢查誰/只相信數據和事實，不相信/處罰不能代替檢查）
案例：寶馬4S店檢查系統
R4:及時激勵
案例：為什么(me)明星銷(xiao)售(shou)員(yuan)的動力不斷下(xia)降

三、如何建立銷售團隊的4R執行力系統
市場開發計劃
客戶信息登記表
項目立項（大客戶）評估表
項目（大客戶開發）過程跟蹤檢查反饋表
員工績效考核表（月或季度）
YCYA---銷售團隊執行力工具
銷售(shou)計劃質詢會--執行(xing)力工具

四、激勵員工8大黃金法則
1、激勵因人而異因時而異
2、激勵別人前得做自我激勵
3、需求與痛點是激勵的源泉
4、激勵的方向與組織目標一致
5、激勵要及時
6、激勵的要公平 PK機制
演練：編制團隊PK競賽墻
對賭機制
演練：目標對賭實操
品牌積分榜
案例: **公司品牌積分榜
員工晉升機制
案例：如何建立員工晉升通道
分享工具
演練：如何編制分享項目案例
師徒機制
演練：師徒機制的建立與拜師
薪酬與考核工具
演練：如何做績效面談
標桿工具
A 榮譽墻
B 表揚與批評
視頻《鷹隼大隊》
培訓工具
案例：如何將明(ming)星銷(xiao)售(shou)員培養(yang)成(cheng)培訓師

五、如何提升銷售團隊的執行力（重點）
團隊績效密碼
領導力是執行力的前提
認同是執行的前提
案例：有計劃有檢查為何執行力
還是很差？
結果與任務
舉例：銷售人員的任務和結果
做結果的三大原則
案例：送百萬合同的故事
什么是4R執行力系統
R1：結果定義-心中有結果，執行有效果案例：小王買書
R2：一對一責任
7、激勵要持續
8、激勵兼顧物質和精(jing)神同時激勵

六、銷售團隊的日常管控
1、會議管理
演練：如何開項目案例研討會
高效會議的9大原則
開會的四大智慧
會前如何準備
會中如何控制
會后如何落實
計劃會議的要求
如何開案例分享會
銷售總結表彰會如何開
銷售(shou)培訓會如何(he)開

2、拜訪管理
拜訪記錄填報
拜訪檢查
員(yuan)工(gong)拜(bai)訪分析評估

3、出差管理
出差計劃與審批
出差報銷審核
出差推(tui)進(jin)節點(dian)評估

講師介紹：丁興良
工業品營銷創始人
卡位戰略營銷開創者
大客戶營銷培訓
項目型銷售管理開創者
中(zhong)歐國際(ji)工商學院EMBA

實戰經歷
凱泉泵業集團擔任資深銷售經理      全國水泵行業第一
世界500強企業Johnson任銷售經理      全球嬰兒護膚排名第一
世界500強英維思集團閥門控制事業部營銷副總      全球自動化閥門控制行業第一
15年專業研究工業品行業營銷
12年專注工業品營銷培訓咨詢
200+企業咨詢項目管理經驗
3000+企業營銷培訓實(shi)戰(zhan)經驗

長期擔任清華(hua)(hua)大(da)(da)(da)學(xue)(xue)、北京大(da)(da)(da)學(xue)(xue)、復旦大(da)(da)(da)學(xue)(xue)、上海交大(da)(da)(da)、南(nan)京大(da)(da)(da)學(xue)(xue)、中(zhong)(zhong)山大(da)(da)(da)學(xue)(xue)、四川大(da)(da)(da)學(xue)(xue)、武漢大(da)(da)(da)學(xue)(xue)、華(hua)(hua)中(zhong)(zhong)科技(ji)大(da)(da)(da)學(xue)(xue)、浙江(jiang)大(da)(da)(da)學(xue)(xue)等EMBA、MBA、總裁班特(te)聘教(jiao)授；中(zhong)(zhong)國(guo)繼電保護協會、中(zhong)(zhong)國(guo)電力(li)行(xing)(xing)業(ye)協會、中(zhong)(zhong)國(guo)制造行(xing)(xing)業(ye)協會、廣東制造協會、中(zhong)(zhong)國(guo)建筑(zhu)電氣行(xing)(xing)業(ye)論(lun)壇、空壓機行(xing)(xing)業(ye)論(lun)壇，中(zhong)(zhong)國(guo)五金(jin)行(xing)(xing)業(ye)論(lun)壇、中(zhong)(zhong)國(guo)公共安全雜志(zhi)社等年度大(da)(da)(da)型(xing)論(lun)壇特(te)邀主(zhu)講嘉賓。

教學風格
幽默(mo)風趣、一(yi)針(zhen)見(jian)血、內容(rong)實(shi)(shi)用有(you)效、能真正達到(dao)學以致用的(de)(de)目的(de)(de)。教學中脈(mo)絡(luo)清晰的(de)(de)案(an)例分(fen)析，豐富經驗總結的(de)(de)傳(chuan)授能讓身在硝煙戰場(chang)的(de)(de)營(ying)銷學員(yuan)感同深受。注重實(shi)(shi)務性、突出(chu)實(shi)(shi)戰性、理順思維(wei)并系統化、傳(chuan)授*、*并且行之有(you)效的(de)(de)營(ying)銷戰略及(ji)經驗。以案(an)例分(fen)析、模擬實(shi)(shi)驗、小組(zu)討論及(ji)練(lian)習(xi)等方式啟發思維(wei)、愉快(kuai)的(de)(de)課堂氣(qi)氛，所到(dao)之處學員(yuan)受益非淺。

主講課程
大客戶系列：《大客戶戰略營銷》《大客戶服務營銷》《大客戶組織管理》《大客戶銷售策略》
項目性系列：《業務流程與標準化管理》《組織營銷與團隊管控》《營銷管控四大系統》
渠道系列：《工業品渠道開發與管理》《服務代理商創造高利潤》《渠道變革》
工(gong)業(ye)品(pin)(pin)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)系列：《卡(ka)位(wei)戰略營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)》《差異化營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)與(yu)品(pin)(pin)牌管(guan)理(li)》《工(gong)業(ye)品(pin)(pin)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)新(xin)模(mo)式—4E模(mo)型(xing)》《突破工(gong)業(ye)品(pin)(pin)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)瓶(ping)頸》《區域市場(chang)規劃(hua)與(yu)經銷(xiao)(xiao)(xiao)(xiao)商管(guan)理(li)》《打(da)造(zao)高(gao)績效的(de)銷(xiao)(xiao)(xiao)(xiao)售團隊(dui)》《客戶關系管(guan)理(li)》《*-顧問式銷(xiao)(xiao)(xiao)(xiao)售》《卓越銷(xiao)(xiao)(xiao)(xiao)售的(de)七(qi)個(ge)秘訣》《市場(chang)策劃(hua)的(de)七(qi)步(bu)法》《工(gong)業(ye)企業(ye)品(pin)(pin)牌塑(su)造(zao)》《服(fu)(fu)務營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)》《優質服(fu)(fu)務鏈打(da)造(zao)客戶忠誠度》............

出版書籍70+
工業品營銷系列叢書：《突破工業品營銷瓶頸》《營銷突圍策略》《工業品營銷七重攻略》《卓越銷售7個秘訣》《工業品營銷學》《4E營銷.工業品戰略營銷新模型》
大客戶營銷系列叢書：《大客戶戰略營銷》《大客戶戰略銷售》《大客戶戰略管理》《大客戶戰略服務》《大客戶營銷四大寶典》 《大客戶銷售策略與項目管理》
項(xiang)目(mu)型(xing)營銷系(xi)列叢書(shu)：《項(xiang)目(mu)型(xing)銷售與標準化管(guan)理》《項(xiang)目(mu)型(xing)銷售經典案例剖析》

培訓客戶3000+
ABB、西(xi)門子(zi)、丹佛斯(si)(si)、巴(ba)魯(lu)夫、德力(li)西(xi)、天(tian)正機(ji)(ji)電(dian)(dian)(dian)(dian)(dian)(dian)、環宇集(ji)團(tuan)、正泰集(ji)團(tuan)、國家電(dian)(dian)(dian)(dian)(dian)(dian)網、南(nan)(nan)(nan)瑞繼保(bao)、上(shang)海(hai)(hai)電(dian)(dian)(dian)(dian)(dian)(dian)氣(qi)、深圳(zhen)萬(wan)訊自控(kong)、特變(bian)電(dian)(dian)(dian)(dian)(dian)(dian)工(gong)(gong)(gong)(gong)(gong)(gong)、西(xi)門子(zi)母線、許繼集(ji)團(tuan)、金智科(ke)(ke)(ke)技(ji)、南(nan)(nan)(nan)京朗能(neng)機(ji)(ji)電(dian)(dian)(dian)(dian)(dian)(dian)、中(zhong)電(dian)(dian)(dian)(dian)(dian)(dian)電(dian)(dian)(dian)(dian)(dian)(dian)氣(qi)、廈門科(ke)(ke)(ke)華(hua)(hua)(hua)、科(ke)(ke)(ke)遠(yuan)(yuan)自動化、大全集(ji)團(tuan)、浙(zhe)江(jiang)中(zhong)控(kong)、浙(zhe)江(jiang)萬(wan)控(kong)、遠(yuan)(yuan)東控(kong)股、萬(wan)馬電(dian)(dian)(dian)(dian)(dian)(dian)纜、中(zhong)達(da)電(dian)(dian)(dian)(dian)(dian)(dian)通(tong)(tong)、上(shang)上(shang)電(dian)(dian)(dian)(dian)(dian)(dian)纜、威勝集(ji)團(tuan)、思源電(dian)(dian)(dian)(dian)(dian)(dian)氣(qi)、浙(zhe)江(jiang)威星(xing)智能(neng)儀(yi)表(biao)(biao)、山(shan)(shan)東海(hai)(hai)潤德儀(yi)器(qi)儀(yi)表(biao)(biao)、高(gao)橋電(dian)(dian)(dian)(dian)(dian)(dian)纜、人民(min)電(dian)(dian)(dian)(dian)(dian)(dian)器(qi)、泰豪(hao)科(ke)(ke)(ke)技(ji)、南(nan)(nan)(nan)通(tong)(tong)曉星(xing)、三變(bian)科(ke)(ke)(ke)技(ji)、中(zhong)科(ke)(ke)(ke)英(ying)華(hua)(hua)(hua)、東方電(dian)(dian)(dian)(dian)(dian)(dian)纜、加(jia)鋁電(dian)(dian)(dian)(dian)(dian)(dian)纜、中(zhong)超電(dian)(dian)(dian)(dian)(dian)(dian)纜、海(hai)(hai)得控(kong)制(zhi)、納宇電(dian)(dian)(dian)(dian)(dian)(dian)氣(qi)、三一(yi)重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、中(zhong)聯重(zhong)(zhong)(zhong)(zhong)科(ke)(ke)(ke)、徐工(gong)(gong)(gong)(gong)(gong)(gong)集(ji)團(tuan)、龍工(gong)(gong)(gong)(gong)(gong)(gong)集(ji)團(tuan)、斗山(shan)(shan)集(ji)團(tuan)、山(shan)(shan)東重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、華(hua)(hua)(hua)力(li)重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、日(ri)立建機(ji)(ji)、上(shang)海(hai)(hai)工(gong)(gong)(gong)(gong)(gong)(gong)程(cheng)機(ji)(ji)械(xie)、鄭(zheng)州(zhou)宇通(tong)(tong)重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、海(hai)(hai)天(tian)塑機(ji)(ji)、上(shang)海(hai)(hai)隧道工(gong)(gong)(gong)(gong)(gong)(gong)程(cheng)、湖北建設(she)機(ji)(ji)械(xie)、廣州(zhou)正力(li)精密機(ji)(ji)械(xie)、震德塑料機(ji)(ji)械(xie)、山(shan)(shan)河智能(neng)、柳(liu)州(zhou)重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、大連重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、普茨邁(mai)斯(si)(si)特、天(tian)地科(ke)(ke)(ke)技(ji)、福田重(zhong)(zhong)(zhong)(zhong)工(gong)(gong)(gong)(gong)(gong)(gong)、山(shan)(shan)工(gong)(gong)(gong)(gong)(gong)(gong)機(ji)(ji)械(xie)、海(hai)(hai)斯(si)(si)特、新松(song)機(ji)(ji)器(qi)人、南(nan)(nan)(nan)玻集(ji)團(tuan)、金晶玻璃、信(xin)(xin)義玻璃、浙(zhe)東建材、中(zhong)聯水泥、臺(tai)玻集(ji)團(tuan)、浙(zhe)江(jiang)寶納鋼(gang)管(guan)、精工(gong)(gong)(gong)(gong)(gong)(gong)鋼(gang)構、久諾集(ji)團(tuan)、寧波方太(tai)、老板電(dian)(dian)(dian)(dian)(dian)(dian)器(qi)、南(nan)(nan)(nan)通(tong)(tong)速奧(ao)電(dian)(dian)(dian)(dian)(dian)(dian)梯(ti)、重(zhong)(zhong)(zhong)(zhong)慶明(ming)珠(zhu)機(ji)(ji)電(dian)(dian)(dian)(dian)(dian)(dian)、江(jiang)蘇瑞馳(chi)泵業、黃山(shan)(shan)工(gong)(gong)(gong)(gong)(gong)(gong)業泵制(zhi)造(zao)、北京誠(cheng)棟(dong)房屋制(zhi)造(zao)、阿姆斯(si)(si)壯(zhuang)、湖北宜化集(ji)團(tuan)、南(nan)(nan)(nan)京威爾(er)化工(gong)(gong)(gong)(gong)(gong)(gong)、上(shang)海(hai)(hai)泰特實業、浙(zhe)江(jiang)俊爾(er)新材料、湖南(nan)(nan)(nan)松(song)井、濟南(nan)(nan)(nan)圣泉集(ji)團(tuan)、瑞孚(fu)化工(gong)(gong)(gong)(gong)(gong)(gong)、上(shang)海(hai)(hai)沃克、珠(zhu)海(hai)(hai)順(shun)(shun)益(yi)、萬(wan)華(hua)(hua)(hua)集(ji)團(tuan)、賀利(li)氏、震坤(kun)行(xing)、道達(da)爾(er)、珠(zhu)海(hai)(hai)順(shun)(shun)益(yi)、安(an)美、瑞孚(fu)化工(gong)(gong)(gong)(gong)(gong)(gong)、山(shan)(shan)東海(hai)(hai)科(ke)(ke)(ke)、富(fu)海(hai)(hai)集(ji)團(tuan)、匯豐石化、廈門金龍、蘇州(zhou)金龍、鄭(zheng)州(zhou)宇通(tong)(tong)、江(jiang)淮客(ke)車(che)、長安(an)客(ke)車(che)、齊魯(lu)客(ke)車(che)、人本集(ji)團(tuan)、武(wu)鋼(gang)集(ji)團(tuan)、華(hua)(hua)(hua)菱衡(heng)鋼(gang)、鞍鋼(gang)集(ji)團(tuan)、寶鋼(gang)集(ji)團(tuan)、大唐電(dian)(dian)(dian)(dian)(dian)(dian)信(xin)(xin)、上(shang)海(hai)(hai)電(dian)(dian)(dian)(dian)(dian)(dian)信(xin)(xin)、臺(tai)州(zhou)印山(shan)(shan)制(zhi)刷、蕪湖安(an)得物流(liu)、天(tian)津創業環保(bao)、藍星(xing)東.....

打造高績效營銷團隊培訓