企业内训《销售会管理》课程.docVIP

《销售机会管理》课程概述 课程关注点： (?????? 赢率较低 (????????? 通过以下方式增加赢率: (????????? 从关键客户获得支持 (????????? 纵览客户的政治/权力全貌 (????????? 跨越关键点 (????????? 有效分配资源 (????????? 确保聚焦于关键任务 (????????? 增加团队沟通与合作 (?????? 竞争成本增加 (????????? 通过以下方式降低竞争成本: (????????? 评估销售机会是否合乎展业标准 (????????? 有效分配资源 (????????? 有效沟通/团队协作 概要： (?????? 基于一个正在进行的销售机会的战略研讨会 (?????? 关于以下方面的重要调查: (????????? 销售机会 (????????? 组织导航 (????????? 权力和政治 (????????? 竞争能力 (????????? 绘制成功路线图 (?????? 制定一份资源计划 (?????? 为销售机会制定并检验一份赢单计划 (?????? 为整个销售团队而制定 目标： (?????? 完成本研讨会后，参训者将能够： (????????? 增加赢得关键销售机会的概率 (????????? 加快结案的速度 (????????? 增加对重要资源的管理，减少竞争成本 (?????? 参训者将学习如何： (????????? 评估销售机会，作出是否跟进的决策 (????????? 识别谁是最重要的接触对象以及他们将如何作决定 (????????? 确定政治因素及其影响 (????????? 制定一份赢单覆盖战略 (????????? 选择有效的竞争战略和战术 (????????? 通过控制销售过程中的基本要素而提前确定获胜地位 (????????? 引导客户做出双赢的购买决定 (?????? 参训者将制作一个完整的销售机会计划，可以用来： (????????? 执行赢单的战略和战术 (????????? 计量向赢单迈进的具体阶段 (????????? 与团队和管理层有效沟通 学员对象： (?????? 销售团队和销售经理： (????????? 面向较大、较复杂、较昂贵的销售项目 (????????? 按照团队或虚拟团队的方式工作 (????????? 拥有的销售机会较少但是很大 在高度竞争的市场环境中销售 电话咨询热线：020邮箱：381957065@ 销售机会管理网址：/brand/xiaoshoujihuiguanli/.html leading cadres to everyday things busy as an excuse, urged not do or knock on the ring look, lack of work enthusiasm and forward-looking. The difficulties and problems of individual cadres indifferent masses as the buck passing, long, make some simple complex problems. Some cadres general talk about pay, do not take leading cadres to everyday things busy as an excuse, urged not do or knock on the ring look, lack of work enthusiasm and forward-looking. The difficulties and problems of individual cadres indifferent masses as the buck passing, long, make some simple complex problems. Some cadres general talk about pay, do not take leading cadres to everyday things busy as an excuse, urged not do or knock on the ring look, lack of work enthusiasm and forward-looking. The difficulties and problems of individual cadres indifferent masses as the buck passing, long, make some simple