Quality Authors Course Background: The advent of a new business era with the background of the information society has profoundly affected the entire business society in China and the world. As a sales executive, are you facing the following questions?
The sales process for the salesman is in a state of "out of control", and there seems to be nothing to restrain them except for the final order.
Salesmen always come and go, and the sales force is always not big, unfamiliar, and can't teach. -- Personnel training.
The old salesman is reluctant to "teach the apprentice to starve the master", and the big customers are always in their hands. -- Experience precipitation.
There is no system, complete process and tools to coach, monitor, and evaluate sales operations and personnel. - Management tools.
This course builds on the most important practical work of sales management, mainly around the daily work of sales process supervision.
Control, sales personnel training, experience precipitation, market planning, performance appraisal and management tools and other core key contents of sales management. The teaching of this course should not only pay attention to the theory of sales management, but also highlight its application and practicality, which can make the sales supervisor plug and play, quickly improve the combat effectiveness of the sales team, and improve the management ability of the sales supervisor.
Course Benefits:
Help sales executives to fully and systematically grasp the regional market situation.
Help sales leaders quickly build a fighting sales team.
Help sales executives to improve the combat effectiveness of regional sales independently.
Help sales executives conduct full-process analysis of large projects.
Help sales leaders conduct effective sales meetings.
Help sales and sales managers clearly formulate sales plans for large projects.
Help sales leaders unify the sales language.
Course Duration:2 days, 6 hours a day.
Course Audience:Sales Manager, Sales Executive, Regional Sales Director, Pre-Sales Technical Director, Product Director.
Course Method:Course teaching + simulation drill + case analysis + use of supporting tools.
Course Highlights:Relying on the classic sales theory, through scenario-based practical exercises, group discussions, etc., the core of the training is to be meticulously crafted and subdivided to ensure that the training effect is maximized.
Course outline
Discuss import:Sales is promoted to sales executive, the organization has entrusted you with important responsibilities, how will you carry out your work.
Case Study:A day in the life of a sales executive.
Situational Thinking and Discussion:What must be done by sales managers in regional market development.
Lecture 1: How to have a good sales weekly meeting
First, the significance of the weekly sales meeting
Second, the six principles of the sales weekly meeting
1.More commonality, less individuality.
2.Praise is the main thing, and criticism is secondary.
3.No individual tutoring, no project analysis.
4.Encourage speaking up and focus on consensus-building.
5.Preparation before the meeting and consensus after the meeting.
6.The requirements are clear and discipline is valued.
3. The basic process and content of the weekly sales meeting
1.Regular meeting basics.
2.Regular meetings are optional.
Discuss and formulate:It is applicable to the content of the company's regular sales meeting.
Fourth, six thinking hats for meeting organization
Lecture 2: Dialogue with sales and methods of project inventory
1. The objectives of the business dialogue
2. Two major categories of business dialogue
1.Fixed weekly business conversations.
2.Dialogue on business progress.
Case Study:Business conversation analysis for a sales executive.
3. Six steps to a business conversation
1.Preparation before the conversation.
2.Sales Digital Conversations.
3.Listed customer conversations.
4.Last week's summary and this week's plans.
5.Consensus work.
6.Feedback and conclusions.
Simulation exercises:Business conversation exercises.
Fourth, the three major opportunities for project inventory
1.Business conversations.
2.When selling**.
3.When the project information is summarized.
Fifth, the goal of the project inventory
1.Consolidate the data, remove the false and retain the true.
2.Check the quality and coach the subordinates.
3.Accurate**, profit is king.
Tools for Project Inventory:
1) 1+2 Commitment** Table.
2) In-funnel opportunity inventory table.
3) Off-funnel opportunity inventory table.
Sixth, the process of project inventory
Simulation Walkthrough:Sales business dialogue and project stock-take-up.
Lecture 3: Joint visits
1. The purpose of the joint visit
1.Coach subordinates.
2.Verify and collect information.
3.Big project push.
2. Four opportunities for joint visits
1.Critical projects and key customer assessments.
2.In the early stage of new market development.
3.Diagnosing data when selling unhealthy.
4.When a joint visit is made to improve the skills of subordinates.
3. There are three types of joint visits
1.Led joint visits.
2.Complementary joint visits.
3.Observational joint visits.
Case Discussion:Selection of call types for different situations.
Fourth, the three steps of the joint visit
1.Prepare before your visit.
2.In-visit control.
3.Post-visit reviews.
Simulation Walkthrough:Joint visits.
Lecture 4: The process and attention to detail of the case seminar
1. The significance of the case seminar
1.Understand the whole process of project ordering and improve project control skills.
2.Master the level of understanding and control of the project process by subordinates.
3.Share experiences, successes can be replicated, and failures can be learned.
4.Strengthen the company's sales tools and sales methods.
2. The case seminar is carried out in six steps
1.Select a case.
2.Adapted cases.
3.Distribute cases.
4.Expert opinion.
5.Organizational learning.
6.Value delivery.
Simulation exercises:Adaptation of the case.
3. Four key points that need to be paid attention to in the case seminar
1.A pause at a critical moment in a complex case.
2.Don't discourage opinions that you disagree with.
3.Case materials should be kept confidential.
4.The participants reached a consensus.
Lecture 5: Scenario-based simulation exercises
First, the significance of the simulation exercise
1.Practice mastery skills repeatedly.
2.Discover the problems of subordinates and the bottlenecks of skills.
3.Develop good visiting habits.
4.Standardize project play and routines.
5.Proficient in products and solutions.
2. Three requirements for conducting simulation exercises
1.Skills are not mastered.
2.The project is not clear.
3.After the new product scheme is released.
3. Simulation drill trilogy
1.Prepare beforehand.
2.On-site control.
3.Post-mortem comments.
Simulation Drill Case:Design analysis - 40 million informatization project of a university.
Practice:Design of simulated walkthroughs.
Lecture 6: Project Analysis Meeting
1. The significance of the project analysis meeting
Case Study:A late project analysis meeting.
2. Six opportunities to start the project analysis meeting
1.Get clues to major projects.
2.Key milestones in the progress of the project.
3.There was no progress on the project for non-objective reasons.
4.The competitive landscape has changed significantly.
5.On the eve of the tender.
3. The four principles of the project analysis meeting
1.Be prepared and seek truth from facts.
2.Comprehensive analysis and focus.
3.Stimulate thinking and brainstorming.
4.Actions are concrete and put in place.
Case Study:A project analysis process for new sales.
Fourth, the project analysis will be six steps
1.Preparation and organization of project analysis meetings.
2.Summarize and confirm the basic information of the project.
3.Conduct an opportunity analysis.
4.Assess the competitive landscape.
5.Determine the sales strategy and various tactics.
6.Create an action plan.
Case Study:Analysis of the national vertical network project of a ministry and commission.
Lecture 7: Sales Recruitment and Performance Evaluation
First, the five qualities of successful sales
1.Put yourself in your shoes.
2.Convince the desire.
3.Service minded.
4.Automaticity.
5.Fight against the blow.
Case:Analysis of sales recruitment conditions for high-tech companies.
2. How to recruit for successful sales
1.How to find this kind of person?
2.Found it, how to dig it?
Discuss:How to successfully attract the right sales.
3. Seven major processes of sales interviews
1.Interview preparation.
2.Interview room preparation.
3.What to do before the interview begins.
4.Structured interviews.
5.Tips for asking questions.
6.End the interview.
7.Follow-up.
Simulation Walkthrough:Frequently Asked Questions for Sales Recruitment.
Fourth, the performance evaluation of sales
1.The purpose of the performance appraisal.
2.Quarterly performance appraisal process.
3.Performance appraisal results.
4.Application of performance appraisal results.
5.Pay attention to the problem.