工业品销售培训.pptxVIP

工业品销售培训;Industrial Professional  Excellent Selling Workshop;分组;计分规则;Why we need training？ 为什么需要培训？;Attitude to Training 对待培训的态度;Objectives 目标;What Makes For A Successful Industrial Sales Professional…… 是什么造就了一个成功的工业品专业销售人员;The Industrial Sales Professional 关于工业品专业销售;A Industrial Sales professional Defined…… 对工业品专业销售的要求;Self Development Responsibilities……自我培养的责任……;Self development Responsibilities……自我培养责任……;Self development Responsibilities……自我培养的责任……;Self development Responsibilities……自我培养的责任……;Personal Impact--- Factors 个人影响因素;Personal Impact 个人影响因素;Personal Impact --- Factors 个人影响因素;Attributes of a Sales Professional专业销售的特性;Sales Professional Attributes Behavior专业销售的特质和行为特征;What Do Customer Want From You?客户对你的要求？;Conclusion- a good sales…总结- 好的销售是…;Main Elements 主要要素 （一）;Main Elements 主要要素 （二）;The Selling Process销售过程;The Selling Process销售过程;Main Elements 主要要素 （一）;Customer Economic Intelligence……客户情报;Product elements of Intelligence……产品基本情报;Product elements of Intelligence……产品基本情报;Intelligence on Competition……竞争对手的情报;Intelligence on Competition……竞争对手的情报;How to gather intelligence怎样获取情报;Customer facts!! 关于客户的事实;Main Elements 主要要素 （一）;Pre-call Sales Planning拜访前的计划;Tips for call 拜访的心理准备;Main Elements 主要要素 （一）;Role play-company presentation 角色扮演-公司简介;Fundamental Selling Skill销售技巧基础;Sales presentation - Visual aid销售演示-视觉辅助工具;Sales presentation - Visual aid销售演示-视觉辅助工具;Suggestion 建议;Fundamental Selling Skill基本销售技巧;Fundamental Selling Skill基本销售技巧;High Performance Sales Professionals 优秀专业销售;Selecting Rating Key Accounts挑选评估重点客户;Key accounts relationship model 大客户关系模型;Preparing An Action Plan准备行动计划;Buying Influence – The User购买影响力---使用者;Buying Influence – The Gatekeeper购买影响力---守门员;The Economic Decision Maker经济决策者;The Processor 执行者;Buying Influence – The Coach购买影响力---教练;Buying Influence - The Dominant Influencer购买影响力---强势影响者;案例;……behind the Selling Concept……销售概念的背后（心经）;Customer Focus 聚焦客户;Earn the right to advan