孙子兵法之营销战略.pptxVIP

Sun Tzu and the Art of Sales Leadership孙子兵法 之 营销战略;Management by Objectives 目标性管理;The 3 Components of Winning Strategies 成功战略的3大组件;The Goal/ Objective 目标;The Resources Needed 所需资源;The Responses from Customers and Competitors 客户及竞争对手的反应;业绩… …企业之命脉，死生之地，存亡之道，不可不察也。;Formulating Your Strategy 拟定战略;改变中的环境 The Changing Environment;What Do Customers Expect from Sales People? 客户对销售员有什么期望？;Blue Ocean vs. Red Ocean Strategy 蓝海 vs. 红海战略;Price of Product vs. Cost of Purchase产品价格 vs. 购买成本;Price vs. Value价格 vs. 价值;What is the Value of Water?;What do Your Customers Value?你的客户会珍惜什么价值呢？;What Customers Want, Generally客户一般要的是什么？;How does Your Customer Perceive You? 你的客户对你抱持什么态度？;How do you measure Leadership Effectiveness?;How Good Leaders can Add Value 优秀领导者是如何增加价值的;Sun Tzus 5 Criteria for Leadership 孙子兵法将者5律;智 Intelligence and Wisdom;信 Trust and Respect;仁 Compassion;勇 Courage;严 Discipline and Control;Who is the Best Sales Person? 哪位是最优秀的业务员？;;;;What will be Your Advice to Salesman A, B and C? 你会给业务员A、B及C什么建议呢？;Who Are Some of The Leaders in You Admire 谁是你你最仰慕的领导们;Traits of Good Leaders 优质领导的特征;How do you measure Leadership Effectiveness?;How Good Leaders can Add Value 优秀领导者是如何增加价值的;Why Not Build a High-Performing Sales Team Instead? 为什么不组建一个优秀的销售团队取而代之 ？;Why Not Build a High-Performing Sales Team Instead? 为什么不组建一个优秀的销售团队取而代之 ？;Are Sales People Motivated by Money Only?销售人员是否只会被金钱所激励？;What Might Motivate Sales People? 什么能够激励业务员？;Brainstorming your motivation plan如何激励你的团队的脑力风暴;What REALLY Motivates People 什么真正能够激励他人;Types of Consequences 不同的后果;Re-Configuring Your Sales Incentives重新设计你的销售奖金制度;Case Study 1 案例1;Challenges in Sales Management 销售管理遇到的挑战;Challenges in Sales Management 销售管理遇到的挑战;Why Give Recognition? 为何要给于赞赏？;Definition of Culture文化的定义;创建你的领导文化 Creating Your Leadership Culture;创建你的领导文化 Creating Your Leadership Culture;Positive Feedback 正面反馈;Corrective Feedback 纠正反馈;Motivating Staff 激励员工;Case Study 2 案例2;“Doing the same thing over and over again and expecting di