销售,市场营销和广告Sales , Marketing & Communication 商务经理(系列课程)Commercial Administrator (Long cycle)Duration 10 天2006 年培训课:Shanghai: January 09-25 I July 03-14Beijing: April 10-26 I October 16-28价格 PRICE: 16550 RMBVN01目标Objectives培训对象:学会一切现代理念和工具，商业策略走向成功Acquisition of concepts and the modern tools 贸易主管,销售主管,销售网络依赖有效管理。发展有效沟通加强领导，拓展to carry out your Marketing strategy to the 主管,地区主管,地区,国内及国日常工作中的法律财务常识，以退为进取得整success by an operational Management; develop 际销售团队负责人体认识。an effective communication to reinforce your Leadership; widen your legal and financial culture Training profiles: 课程内to impact every day; take retreat in order to better Sales managers, sales manager, position to have a global vision of the function. directors of network, directors 模式1：战略方面.of zone, persons in charge for Programregional, national, international 建立战略teams of sale> 分析市场：Modulate 1: Strategic dimension > 建立SWOT矩阵=(优势 劣势 机遇 威胁)辨清可> Establishment of your strategy选战略：> A nalysis of the market: • 控制Establishment of matrix SWOT • 区别Clarification of the possible choices of strategies: • 集中• Domination> 选择合适的商业战略:• Differentiation• 实地销售,大客户,热线• Concentration 战略实施：> Choosing the good strategy of marketing: > 实用定位矩阵• Field sales, VIP Client, Hotline> 怎样介绍营销战略以取得总经理和团队的支持Implementation of your strategy: > 制定控制工具> Use the matrices of positioning模式2：管理方面> H ow to communicate your marketing strategy > 分析销售队伍的结构to make adhere the Directorate-General and the > 判断销售能力teams> 制定商业行动计划(CAP)> Work out the tools for control> 确定销售人员类型Modulate 2: Dimension managériale > 12条规则改善销售队伍> A nalyse the structure of the sales force> 组织销售队伍> M ake the diagnosis of productivity of your sales > 估算达到目标所需要的人数force领导和激励团队: > Establish the Commercial Action plan (CAP)> 了解并发掘您的领导潜质:> Define the typology of the salesmen• 给予信任> Identify the 12 rules of the powerful sales forces• 寻找动力> Organise the sales force• 发展团队精神> C alculate manpower necessary to achieve its > 掌握激励手段:goals• 评估和教诲lead and animate your teams: • 控制与授权> I nclude/understand and exploit your potential > 采纳:of leader: • 预测需求,辨认优点,吸引有价值的候选人, • Give confidence成功融入团队• Locate the motivations• Develop the team spirit > Control the tools of the motivation: • Evaluate and coach• Control and delegate > Recruit: • A nticipate the needs, identify the good profiles, attract the candidates of value, make a success of the process of integration上海 Shanghai 电话 Tel: +86-021- 65569524,65562793 传真 Fax: +86-021- 3503031862北京 Beijing 电话 Tel: +86-010-67081635 / 36 传真 Fax: +86-010- 67085156
销售,市场营销和广告Sales , Marketing & Communication 商务经理(系列课程)Commercial Manager (Long cycle)模式3:营销方面.Modulate 3: Dimension Marketing > 定义营销步骤和阶段> Define the step Marketing and its stages> 模拟市场:> Visualise the market: • 分析工具(测试,表格,民意调查)• Tools for analysis (tests, panels, surveys) > 制定您的实用销售计划> Establish your Operational Marketing plan> 销售助手:> Assistance with the sale:• 介绍与展示产品的平台• Support of presentation and demonstration• 使用程序手册• Handbook of the procedures and the methods 从营销分析到实际行动:From the Marketing Analysis to action ground: > 制表和跟进工具> Prepare a dashboard and tools of follow-up> 更好地管理地区业务,优化客户目录管理> B etter manage the sectors of your area, to optimise the management > 商业结果预测系统of the wallet customer> The System of Anticipation of the Commercial Results 模块4:沟通方面.> 掌握交流Modulate 4: Dimension communication > 分析独断专行的后果> Control your communication> 发展个性化的领导> Analyse the consequences as regards Assertivité> 通过行为艺术来影响> Develop your personal Leadership> 理解团队及其反应> Impact by the control of the behavioural techniques> 掌握团队沟通> Include/understand the group and its reactions> 接受统一观点> Control your communication with your teams> Cause adhesion around a common vision成功领导:> 怎样有效组织商业会议Make a success of your interventions: > 懂得控制讨论范围:> How to organise effective commercial meetings•> Know how to fix the target 防止离题• 获得尊敬• Manage the drifts•• To be made respect 在复杂的会谈中肯定自己• 活跃日常交谈• Affirm itself in the difficult talks • Animate daily briefings模式5:法律与财务方面.> 选择合适的劳动合同Modulate 5: Legal and financial dimension > 销售人员的不同性质> Choose the contract of adapted employment> 替补人员,培养合同:> Various statutes for the sales force•> The recourse to the interim, the contract of qualification: 替补情况和限制> 薪资激励系统(固定工资,提成,奖金,各种杂费,间接薪资)• Case of recourse and limits > J ustifying systems of remuneration (fixes, commissions, premiums, 衡量销售队伍的成本:expenses)> 估算达到目标所需要的人数> 控制成本的裁员Measure the cost : > 衡量销售、回扣、付款期变化时的财务参数> Calculate the manpower of the sales team to achieve the goals> Dismissed for costs control> M easure the financial incidences of a variation of the sales, handing-over, terms of
