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一線銷售團(tuán)隊(duì)的管理者

課程收益：

銷售工作有其獨(dú)特之處，擔(dān)任銷售管理者的人往往都是業(yè)務(wù)上的能手，但作為管理者的作用很容易被他自身忽略。怎樣招聘到好的銷售人員？怎樣把銷售任務(wù)的完成控制在過程中？怎樣幫助銷售人員提升操作能力？怎樣幫助銷售人員持續(xù)工作激情？怎樣形成團(tuán)隊(duì)的凝聚力，來共同抵抗來自于市場(chǎng)的壓力？本課程將圍繞這些問題，與參加者展開互動(dòng)與討論。

課程大綱：

1.新經(jīng)濟(jì)環(huán)境下的銷售經(jīng)理

* 我們處在一個(gè)變革的時(shí)代

* 銷售經(jīng)理的壓力管理

* 銷售經(jīng)理的職能與角色

2.招聘合適的銷售人員

* 招聘合適的還是最好的員工

* 招聘前的準(zhǔn)備

* 招聘中的面談

* 評(píng)估與挑選

3.銷售人員的管理與評(píng)估

* 有效制定銷售目標(biāo)

* 銷售業(yè)務(wù)的量化分析

* 從工作中評(píng)定銷售員

* 客戶是對(duì)銷售人員的最好評(píng)價(jià)

* 有效的客戶關(guān)系管理

4.銷售人員的輔導(dǎo)與改進(jìn)

* 銷售的內(nèi)涵

* 銷售過程的重點(diǎn)把握

* 隨訪

* 有效的談話與指導(dǎo)

* 銷售人員的表格管理

5.銷售隊(duì)伍的領(lǐng)導(dǎo)與激勵(lì)

* 銷售經(jīng)理的管理與領(lǐng)導(dǎo)

* 關(guān)注影響領(lǐng)導(dǎo)方式的因素

* 領(lǐng)導(dǎo)方式選擇

* 有效授權(quán)

* 理解動(dòng)機(jī)與有效激勵(lì)

* 如何消除銷售人員的消極情緒

* 有效提升銷售人員的積極性

6.銷售隊(duì)伍的團(tuán)隊(duì)建設(shè)

* 團(tuán)隊(duì)的基本要素

* 團(tuán)隊(duì)發(fā)展的不同階段

* 高效團(tuán)隊(duì)的特征

Outline:

1. The sales manager in new economical environment

* We are in a changing era

* Stress management of sales managers

* The roles and responsibility of sales managers

2. Recruiting the right sales people

* Recruiting the suitable ones or the best ones

* Preparation before recruiting

* Interview of recruiting

* Evaluation and selection

3. Management and evaluation of sales person

* Setting sales objectives

* The quantitative analysis of sales staff’s performance

* Evaluating the sales staff through their work

* Evaluating the sales staff through customers

* Effective CRM

4. Coaching and improvement of sales person

* Meaning of sale activity

* How to handle selling process

* Visiting customers with sales representatives

* Effectively discussing and coaching

* Table management of sales person

5. Leading and motivating your sales team

* Management and leadership of the sales manager

* Elements influencing leadership styles

* Choice of leadership styles

* Effective delegation

* Understanding the incentive of sales people and motivating them effectively

* How to eliminate the negative emotions of sales staff

* Effectively motivating sales person

6. Sales team building

* Basic elements of a team

* Different stages of team development

* Characteristics of a high performance team

楊老師

由知名專家講授，運(yùn)用眾多實(shí)戰(zhàn)案例，深入淺出剖析難點(diǎn)問題，欲了解老師更多詳情，敬請(qǐng)致電咨詢。

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