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轉型升級之路 ——公司組織開展大客戶銷售策略培訓

  • 時間:2019-01-31   閱讀次數:668次   來自:楊冬梅    部門:企業市場本部
  • 書簽和分享
  • “快速變革,轉換觀念,站穩腳跟,擁抱新時代”的年終總結表彰大會召開后,企業市場本部緊跟公司步伐,籌辦了一場“大客戶銷售策略與管理藝術”的課程,志在打造一支公司轉型升級的先鋒者。

     2018年作為安徽航信轉型升級的重要一年,一支轉型升級的銷售先鋒隊已組建成立,并初見成效;一個完全依附“業務拓展”并在企業市場業務大比武中脫穎而出的全省銷售精英們齊聚在“大客戶銷售策略與管理藝術”的培訓現場,他們將會展現出什么不一樣的風采呢?

    下面小編,將為大家呈現課程的部分精彩花絮……

    整場培訓從老師到課程內容的選擇,都進行多輪的篩選和比較,最終選定中國最佳營銷管理培訓講師進行授課。

    培訓形式上,采用了8人一組的島嶼式分組模式,讓小組內學員充分的討論,還能體現各組之間競爭關系。培訓期間,結合回答問題加分及抽撲克牌(回答問題可得到相應的抽牌次數,但是抽牌的數字決定大客戶銷售的成敗,抽到幾加幾分,抽到“王炸”所有得分清零,意味著大客戶銷售中經常會出現意想不到得情況)相結合得方式展開各組間得角逐。

    課程內容上,培訓講師從大客戶營銷中常犯的錯誤說起,列舉大客戶實際銷售中客戶經常就產品質量、價格等討價還價的話術與培訓學員產生共鳴。再此基礎上帶領著學員們總結大客戶的特點,鎖定目標大客戶群體,深挖大客戶的真正需求,從信念、“情緣”、商務禮儀及職業化、專業化等方面,幫助我們梳理、提升大客戶管理水平,加強客戶忠誠度,促進企業大客戶業務的可持續性發展。

     

    (小組內激烈的討論著現階段大客戶銷售的短板)

     

    (得分為零的兩組銷售隊長在爭奪最后的大客戶資源)

     

    (分公司業務體系建設的討論)

    在培訓結束后,公司副總經理包萬芝帶領大家結合所學內容,圍繞“2019年快速變革的業務體系建設”這個主題展開了激烈的討論。

    “大客戶”一個任何時代都不會消失的群體,一個掌握行業命脈的領航者,一個為企業創造長期、持續盈利的關鍵客戶群體;在2019年變革的新時代中,我們一定將好好把握這一資源,站穩腳跟,實現安徽航信的長期戰略目標!

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