销售与谈判技巧(英文版).docVIP

Bulk stock selling and negotiation skills Course outline Module 1 Key account management skills账户管理技巧 The workshop is preceded by a case study which allows participants to absorb the key account management concepts at their own speed: Know your client了解客户 ---The key account management账户管理的关键 80/20 principle80/20原则 The key account management model账户管理的关键模式 Identify the target client定位目标客户 Understand the client理解客户---the consultative selling顾问式销售 What is consultative selling什么是顾问式销售 Build your key account information system建立你的关键账户信息系统 Identify the key account定位关键账户---how to analyze the clients如何分析客户 Client analysis客户分析 Understand your client’s purchase procedure了解客户的采购程序 The buyer pressure analysis买家压力分析 Communication style analysis沟通方式分析 Client visit and close the deal客户拜访及结束交易 How to promote selling at different stages?如何在不同阶段促进销售 Positioning定位 Help client find the goal帮助客户找到目标 Bridge the divide(know their real needs)为隔阂简历桥梁（了解他们的真是需求） Presentation介绍 Close the deal结束交易 Be your client’s strategic partner成为你库户的找略伙伴 Module 2、Distributor management销售者管理 Key points of distributor management销售者管理的关键 What should you manage如何处理 Which is the most effective way?什么方式最有效 Build up the distributor evaluation system建立销售者评估体系 How to exert influence如何尽力发挥影响 How to set up the evaluation standards如何简历评估标准 Distributor target management销售者目标管理 Distributor incentives management销售者奖励管理 Case study案例分析  Module 3 Prepare for an effective visit为有效的来访做准备 Information collection信息收集 Market analysis市场分析 – product产品 /consumer消费者/trend Feedback collection信息回馈收集 – industry local markets产业及市场 / procurement采购/ policy regulation政策及规定 Client visit record客户来访记录 What you should do after the visit客户来访后怎么做 Module 4 Negotiation skills谈判技巧 In this module在这个模块中, we will provide all the skills sales people need to conduct profitable negotiations and maintain positive long-term business relationships.我们将提供销售人员所需要的所有的关于可有盈利谈判及维持积极的长期的商业关系技巧 Plan and Organize计划与组织 Identifying potential sticking poin