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1、1,Value Selling 价值销售 Sales Force Effectiveness & Efficiency 销售队伍的效果和效率,Danaher Business System China Feb. 2007, 2005 Danaher Corporation. All Rights Reserved,2,Event Agreements,So that we meet our overall objectives for the event, it is important to establish some ground rules: Participate, Particip
2、ate, Participate! Turn Cell Phones Off During VS Session PDAs & Blackberrys Off During Session Keep Breaks to Agreed Upon Time Frame Laptops for classroom exercise use only Have fun!,3,Ice Breaker/Introductions,4,Value Selling Expectations,Group Discussion What are your goals and expectations for Va
3、lue Selling? What do you believe will be different in your sales process when you leave?,5,价值销售将为你带来些什么？,价值销售将协助销售人员 销售得更多、 销售得更快、 争取更高的利润,6,价值销售培训的目的,经过本次培训后，你可以: 示范应用价值销售工具 学会销售产品的价值 将价值销售工具应用于你的工作中 制定一个计划，将价值销售推行于你的团队之中 按你业务的需要，修改充实此次培训中所提供的资料,7,Day 2 第二天(8:30 - 17:30) （续第一天） (8:30 12:00) 重要的客户受益
4、问题 SPIN 销售制胜点 (10:15-10:30 休息) 拒绝和应对拒绝 结单和成交 情景演练 (13:00-17:30) (15:00-15:15 休息) 制定行动计划,Day 1 第一天 (8:30 -17:30) 价值销售介绍 (8:30-9:30) 效率 - 漏斗管理 (9:30-12:00) 时间领域管理 (10:15-10:30 休息) 建立主漏斗 顶端的六个漏斗 管理漏斗 有效性 (13:00-17:30) 优质销售访谈 访谈前计划 特征-优点表 (15:00-15:15 休息) 货币化价值 投资回报分析 需求分析,价值销售课程安排,8,丹纳赫核心价值,9,C = Chine
5、se CZ = Czech DK = Danish DUT = Dutch F = French G = German IT = Italian JP = Japanese KOR = Korean M = Mandarin P = Portuguese SL = Slovakian SP = Spanish SW = Swedish,DBS Training Modules,February 21, 2005,Module posted on ,New Module, or Major re-write in 2004,Module to be Developed,TRANSLATIONS,
6、Strategic Planning,Policy Deployment,G, F,Kaizen Event Basics,G, C,Acquisition Integration,5,-,S Visual Mgmt.,G, SP, F, SW, IT, C, DK, CZ, SL,Standard Work,G, SP, SW,F, C, P, SL, DK, IT, CZ, SL,Model Cell,Set,-,up Reduction,(SMED),G, SP, F, SW, C, IT, DUT, CZ,Production Prep. Process,(3-P),G, C, I ,
7、 M,Total Productive MFG,(TPM),Value Stream Mapping,C, G, DK, SW, IT, CZ, SL, F,Transactional Proc. Impr.,(TPI),F, SP, G, SW, C, CZ,Introduction to DBS,G, SL, SP, C, DK, CZ, IT, F,Exec. Champ Orientation,(ECO) G,DBS Tool Certification,Exec. Leadership Training,(ELT),6 Sigma Leadership,DBSM Developmen
8、t,(DBS Boot Camp),Trg & Facilitation Techniques for Instructors,Business Process,Lean Tools,Variation Reduct Kaizen,(VRK),G, SP, F, IT, DK, P,Six Sigma Black Belt,Six Sigma Master Black Belt,Design for 6 Sigma,(DFSS),Measurement System,(MSA),Variation Reduction,Associate Dev.,Tools for Growth,Value
9、Selling,C。F, G, SP, KOR, JP, IT,VOC Capture,Ideation Process,Accelerated,Product Development,Brand Analysis/Tracking,Product Road Development,Project Mgmt.,Supply Chain Tools,Danaher Materials Process,(DMP) G, IT ,F,C, DK, CZ, SW,Commodity Management,DBS,Supplier Development,(CCIP),Market Segmentati
10、on/ Breakthrough Growth,DBS Leadership Orientation,FMEA,DK, F,F, SP, CZ, C,SP, C, G,Flow/5S/Standard Work,DBS Zealotry Boot Camp,Daily Management,Production Sales Inventory,Supply Base Management,C。IT,G,10,Applying the Power of DBS to the Top Line,Primary focus on: Quality Delivery Cost Secondary im
11、pact on top line growth (through QDC improvements),Primary focus on growth processes: Commercialization Product development Managing the customer Secondary impact on COGS and SG&A (through efficiency gains),DBS Lean Tools,DBS Growth Tools,11,Tools For Growth Overview,Product Development 产品开发,Commerc
12、ialization 商品化,Managing the Customer 客户管理,VOC,Product Road,APD,Value Selling,Channel Management,Ideation 构思,Brand Analysis/ Tracking,Growth Tools Focused on Fundamental Sales, Marketing and R&D Processes,Project Mgmt,Market/ Channel Planning,Customer Segmentation,Key Customer Selling,12,1 - Introduc
13、tion to Value Selling 1-价值销售入门,你花在销售上的时间有多少？ 价值销售培训的目标,13,什么是价值？,价值 价格 & 成本 & 效益 价格：购置费用 成本：拥有某物品後而必须支付的费用 效益：产品为购买者带来的即时利益和长期机会价值,14,“价值”销售,没有效益，就没有价值,失去了价值，就只有价格,15,价值销售成功案例,6 VS MBB to roll out VS in DTS distributors 25 Value Selling sessions and total over 600 distributors trained. Unified funne
14、l software installation in all distributors Funnel club for distributor motivation Success Story: Cheng Du Hua Ao (distributor) Sales revenue increases 62% in 2006 Employing VS time management tool in Sales call planning: 21 additional customer visiting days acquired in average per Sales. 1 Sales ca
15、ll increased per working day in average. Employing funnel in customer management: Potential customer No. increased 46%, KA Sales revenue increased 166%, Customer re-order rate 55% .,DTS,16,价值销售成功案例,Success stories: Air Jet Loom in BJ, Sales revenue $1M/year, Apr.,06 Cigarette Machine in Kuming, Sale
16、s revenue $500K/year, Aug.06 Wave making in SH, Dalian &TJ, Sales revenue $1M/year, Dec.,06 Sha Metro Screen Door , Sales revenue $500K/year , Feb.,07 ,Motion,Identifying customer needs and providing best matching integrated solution,17,价值销售成功案例,Successful stories: Wining total CODMax Sales revenue around $850K with Sale strategy guided by VS in a government pr
