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1、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 +35分 违反课堂纪律 -35分 团队游戏 +1040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
2、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 in
3、dustrial 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？
4、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
5、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) Attit
6、ude 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 inform
7、ation 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 organization 程序和组织 Study 学
8、习 Research 研究 Physical care & appearance 外表和健康的维护,Personal Impact- Factors 个人影响因素,A. Personal 个人的 Initiation 启动力 Ability to learn 学习能力 Energy-action oriented行动力 Tolerance to stress承受压力 Tenacity 永不放弃 Adaptability 适应力,Range of interests 兴趣广泛 Appearance impact 外表 Honesty 诚实 Career ambition 职业雄心 Credibi
9、lity 可信 Urge to Win 想赢,Personal Impact 个人影响因素,B. Communication 沟通 Oral communication 口头沟通 Oral presentation 口头演示 Written communication 书面沟通 Non-verbal communication 非语言沟通 Good listener 好的听众,C. Motivation 动机 Sensitivity to others view 对别人看法的敏感性 Willingness to lead 领导的意愿 Team player 团队选手 Behavior flex
10、ibility 行为灵活 Negotiation “patience” 谈判耐心,Personal Impact - Factors 个人影响因素,D. Judgment 决断 Decisiveness 果断 Problem solving 解决问题 Risk taking 承担风险 Independence 独立自主 Insight 洞察力 Innovativeness 创造力,Analytical ability 分析能力 Professional knowledge 专业销售知识 Technical knowledge 技术知识,Attributes of a Sales Profess
11、ional 专业销售的特性,Self starter 自发 Self discipline 自律 Self motivated 自我激励 Self organized 自我组织 Self evaluate 自我评估 Self develop 自我发展,Sales Professional Attributes & Behavior 专业销售的特质和行为特征,Credibility 可信 Unforgettable 不健忘 Maturity 成熟 Confidence 自信 Enthusiasm 热情 Sociability 社会性 Ambition 野心 Observations 观察力 Respect 尊重 Organized 有组织的,Self Motivation 自我激励 Results oriented 结果导向 Energy 精力充沛 Hardworking 勤奋 Creative 创造力 Business knowledge 业务知识 Empathy 同感心 Flexible 灵活,What Do Customer Want From You? 客户对你的要求？,Consistency 一致性 Honesty 诚实 Flexibility 灵活性 Knowledge 专业知识 Someone they can count on 可以被指望（依赖）,
