工业品销售培训.pptx

工业品销售培训Industrial Professional Excellent Selling Workshop工业品专业销售精英训练营分组选队长定队名（如雄鹰队，猛虎队…)定口号（如“只当第一，不做第二”）团队展示： 我们是**队，我们的口号是******计分规则积极提问及回答问题 +3—5分违反课堂纪律 -3—5分团队游戏 +10—40分Why we need training？ 为什么需要培训？Get knowledge experience获取全面的知识与经验，省去摸索的时间和少走弯路Systematic thinking ability系统性的思考能力，避免遗漏重要事项Team use same language, better communication团队使用同样的语言，更好的沟通Competitor is doing it你可以不学习，但你的竞争对手不会Attitude to Training 对待培训的态度Empty Cup空杯心态Believe it相信（少林拳谱）Practice make perfect熟能生巧（平时多流汗，战时少流血）Objectives 目标To train sales professional with the emphasis on basic practical skill of industrial products selling通过强调工业品销售的基本实战技巧来培训出专业的工业品销售人员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Training培训Practice练习Preparation准备The Industrial Sales Professional 关于工业品专业销售How is the objective achieved?目标是怎么达成的？What is the knowledge required?需要哪些知识？What are the skill required?需要哪些技巧？A Industrial Sales professional Defined…… 对工业品专业销售的要求Four elements of orientation四大要素要求Product Application knowledge产品和应用知识Customer market knowledge客户和市场知识Dynamic selling skill强有力的销售技巧Personal characteristic个人特质Self Development Responsibilities……自我培养的责任……Knowledge知识Know your position了解你的职责Know your company了解你的公司Know your industry了解你的行业Know your market了解你的市场Know the benefits了解你的优势Know your products and application了解产品和应用Know the selling process了解销售过程Know your goals and target了解你的目标Self development Responsibilities……自我培养责任……B) Attitude态度Desire to learn学习的欲望Confidence to educate对教育的信心Dedication投入地工作Power to motivate自我激励能力Ability to persuade others说服别人的能力Drive to achieve your goals努力达成目的Self development Responsibilities……自我培养的责任……C) Skill技巧To prospect了解潜在客户To develop personal relationship建立个人关系To analyze information信息分析To give sales presentation销售演示To entertain effectively有效应酬To prepare timely reports及时写报告To follow procedures跟进流程To organize组织销售过程To anticipate situations预见状况To think creatively创造性思维Self development Responsibilities……自我培养的责任……D) Habit习惯Procedure and organizati