Suitable Participants 适合报名对象

Sales, Sales Manager, Sales Engineer

直接与客户接触的一线销售、销售主管、售前工程师等

Training Objective 培训目标

Found the Base of Advanced Industrial Selling Culture

为建立先进的行业营销文化打基础

Shape an Impactful Industrial Selling Image

助力形成有影响力的行业营销形象

Improve Sales Competencies of Total Solution Selling

提升整体解决方案销售的业务能力

Empower Sales to Build High Efficient Customer Relationship

赋能销售建立高效的大客户关系

Explore the Sales Strategy after Coronavirus Pandemic

探索后疫情时代的营销策略

Participants Takeaways 学员收获

Clarify Sales Responsibilities and Development Directions

明确销售职责和能力提升方向

Build proper and positive sales mindset

树立正确和积极的销售心态

Grasp Practical Key Account Selling Skills

掌握实用的大客户销售技巧

Reorganize and Setup Sales Knowledge System

系统梳理现有的销售知识体系

Make Enough Preparation for the Sales Campaign after Coronavirus Pandemic

为后疫情时代销售战役做好充分的准备

Workshop Delivery 课程形式

2-day Workshop

2天工作坊

Blended training with facilitation, consulting and team coaching

采用"培训+引导+顾问+教练"的混合面授形式

Interactive delivery with logical deductions, case studies, group discussions, tool practices, brainstorming and real problem solving

互动式分享，结合逻辑演绎、分组讨论、工具分析、案例分析、场景演练、头脑风暴和实战咨询

Help the participants to clarify development goals, find gaps, form own knowledge system, take actions and make positive changes

帮助学员清晰目标，找到差距，通过创新型学习去提升自己的改变意愿，积极付诸行动

Workshop Outlines 课程大纲

Day One

第一天

Course Introduction

课程简介

Unit 1 – Goal Setting of Professional Sales

第一单元：大客户销售的目标定位

Development Directions

Enterprise Selling Culture

Sales Responsibilities

Evolution of Selling Model

Market Changes after Coronavirus Pandemic

Sales Success Factors

Sales Development Dimensions

提升方向

先进的企业营销文化

大客户销售的责任

销售模式的演进

后疫情时代的市场变化

大客户销售的成功要素

大客户销售能力提升维度

Unit 2 – Self Perception of Professional Sales

第二单元：大客户销售的自我认知

Strengths and Challenges

Common Goals

Strengths and Challenges after Coronavirus Pandemic

Solution for Key Challenges

优势和挑战

大客户销售的共同目标

后疫情时代的优势和挑战

面对首要挑战的解决方案

Unit 3 – Basic Skills of Professional Sales

第三单元：大客户销售的入门技能

Basic Skills

Professional Sales Mentality

Understand Customer Individuals

Professional Sales Communication Skill

Explore Customer Needs

Present Tailored Solutions

Customer Communication Scenario Practice

入门技能

树立专业的销售心态

了解客户对象

大客户销售沟通技巧

探究客户需求

定制和介绍解决方案

客户沟通实战模拟

Scenario Practice

Scenario Preparation

Group Practice

Comments and Analysis

实战模拟

场景准备

分组演练

点评分析

Key Words Summary

关键词小结

Day Two

第二天

Replay

复盘

Energy Circle

开场能量圈

Unit 4 – Advanced Skills of Professional Sales

第四单元：大客户销售的进阶技能

Morning

Advanced Skills

Build Personal Influence Power

Influence Customer Group

Customer Key Stakeholder Analysis

进阶技能

建立个人影响力

对客户团队施加影响

大客户决策链分析

Unit 5 – Practicing Skills of Professional Sales

第五单元：大客户销售的实战技能

Practicing Skills

Key Account Business Value Chain

Key Account Planning

Key Account Execution

Key Account Follow-up

实战技能

大客户销售业务价值链

大客户销售的规划能力

大客户销售的执行能力

大客户销售的跟单技巧

Scenario Practice

Scenario Preparation

Group Practice

Comments and Analysis

实战模拟

场景准备

分组演练

点评分析

Unit 6 – Action Learning of Professional Sales

第六单元：大客户销售的行动实践

Real Case Problem Solving Meeting

Choose Real Case

Explore Bull-eye Problem

Analyze Key Factors

Co-create Solutions

Extract Mindsets

实战课题咨询会

实战课题选择

核心问题探究

关键因素解析

解决方案精思

思维心得萃取

Wrap-up

总结

Learnings & Takeaways Sharing

学员分享收获与感受