Chinese 中文

 Sales, Sales Manager, Sales Engineer staff

 直接与客户接触的一线销售、销售主管、售前工程师等

• Blended training with facilitation, consulting and team coaching
• Interactive delivery with logical deductions, case studies, group discussions, tool practices, brainstorming and real problem solving
• Help the participants to clarify development goals, find gaps, form own knowledge system, take actions and make positive changes
• 采用"培训+引导+顾问+教练"的混合面授形式
• 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
• 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

Day 1

Unit 1 – Goal Setting of SAC

Development Directions：

·     Build Industrial Selling Culture

·     Evolution of Selling Model

·     Sales Success Factors

·     Sales Development Dimensions

SAC Theory Description：

·     SAC Core Competencies

·     SAC Basic Principles

·     SAC Concrete Standards

Unit 2 – Basic Skills of SAC

Basic Skills：

·     SAC Mentality

·     Understand Customer Individuals

·     SAC Communication Skill

·     Explore Customer Needs

·     Present Tailored Solutions

Case Practice：

·     Case Selection

·     Group Practice

·     Comments and Analysis

Key Words Summary

第一天

第一单元：教练型销售的目标定位

提升方向：

·     打造行业营销文化

·     销售模式的演进

·     教练型销售的成功要素

·     教练型销售能力提升维度

教练型销售方法论：

·     SAC核心能力

·     SAC基本原则

·     SAC具体标准

第二单元：教练型销售的入门技能

入门技能：

·     教练型销售心态

·     了解客户对象

·     教练型销售沟通技巧

·     探究客户需求

·     定制和介绍解决方案

·     客户沟通实战模拟

案例练习：

·     案例选择

·     分组练习

·     点评分析

关键词小结

Day2

Replay：Energy Circle

Unit 3 – Advanced Skills of SAC

Advanced Skills:

·     Build Personal Influence Power

·     Influence Customer Decision

·     Customer Key Stakeholder Analysis

Unit 4 – Practicing Skills of SAC

Practicing Skills:

·     SAC Business Value Chain

·     SAC Planning Skills

·     SAC Execution Skills

·     SAC Account Follow-up Skills

Scenario Practice:

·     Scenario Preparation

·     Group Practice

·     Comments and Analysis

Real Case Problem Solving Meeting:

·     Choose Real Case

·     Explore Bull-eye Problem

·     Analyze Key Factors

·     Co-create Solutions

·     Extract Mindsets

Wrap-up: Learnings & Takeaways Sharing

第二天

复盘：开场能量圈

第三单元：教练型销售的进阶技能

进阶技能：

·     建立个人影响力

·     对客户决策施加影响

·     客户关键利益相关者分析

第四单元：教练型销售的实战技能

实战技能：

·     教练型销售业务价值链

·     教练型销售的规划能力

·     教练型销售的执行能力

·     教练型销售的跟单技巧

实战模拟：

·     场景准备

·     分组演练

·     点评分析

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



总结：学员分享收获与感受

Alex Liao

20-year sales experience, with proven records in business development, channel management and large account sales, as well as strong technical backgrounds. Software Engineer in Wang Laboratory, Sales Manager in Microsoft and Cisco

15-year people management experiences, successfully leading Sales, Pre-sales, Product, Project Management and Customer Service Teams: GM of RSA Security Shanghai Office, East China Sales GM of Nortel Networks and Brocade, China Sales Director of AltiGen Communications, Vice President of XiaoI Robot

Many years of career in Software, Network, Call Center, Artificial Intelligence

Familiar with Intelligent Customer Service, BPO, Cloud Computing, Data Center and Network Security

Solid solution-based experiences in Manufacture, Finance, Internet & High-Tech, Telecommunications, Medical & Biology, Consumer Goods and Real Estate, etc.

Ms. Xueting Wang 王雪婷

Business Development Manager

Tel.:+86 21 6248 8029 - 706

Email: xueting.wang@chinavdma.org​​​

German Mechanical Engineering Service (BJ) Co., Ltd. Shanghai Branch (GMECS)