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            打造巔峰營銷團隊

            廣州    2019年8月23日開課    費用:3800元/人
            課程介紹

            【課程背景】

            有人說,營銷人才是企業的"金山",有人用"三分天下有其二"來形容營銷隊伍的重要性。無一不說明營銷隊伍是公司獲取利潤的直接工作者。然而,這支隊伍流動性大,如何使自己的狼性營銷團隊擁有旺盛的戰斗力,是企業一直想解決的問題。

            本課程理論詳盡,內容豐富,并引用諸多著名理論結合實際,采用游戲及模擬訓練等方式寓教于樂,打造一支有血性、有頭腦、有毅力的狼性銷售團隊。

             

            【課程目的】

            本課程通過體驗設計和理念引導,激發學員內在驅動力,讓銷售隊伍變成群狼,成為能打大仗、能打硬仗、能打惡戰,打得了持久戰、經得起心理戰的打不死、拖不爛的有血性、有頭腦、有毅力的銷售團隊。

            1、為團隊注入靈魂,為團隊塑造精氣神,幫助企業迅速提高團隊凝聚力與向心力。

            2、強化危機意識,激發個人潛能、克服惰性、強化人格、培養狼性意志;

            3、提升員工對企業的忠誠度與歸屬感,強化員工與企業共贏的概念——《這是你的船》;

            4、團隊信條:以團隊榮譽為高目標!為了團隊的榮譽和地位,沒有戰勝不了的自我,向“不可能”挑戰!

            5、培養銷售人員建立永不放棄、持之以恒的信念和決心。


            【課程大綱】

            第一講、營銷團隊為什么需要狼性

            一、 一切從認識狼開始

            1. 《亮劍》給我們的啟示

            2. 狼的十大處世哲學

            3. 狼性團隊精神分析

            二、 銷售團隊常見六大癥狀

            三、狼性營銷團隊的八大特征

            案例分享:認識華為的狼性團隊

            四、狼性團隊打造的三個階段

             

            第二講、塑造狼王領導精神

            一、討論:who是頭狼?

            二、狼性領導者的十大特征

            三、狼性領導者的三大自我突破

            1、自我心智突破

            2、自我角色突破

            3、自我思維突破

            四、頭狼的自我管理:先自立,后立人

            故事:鷹的重生

            五、頭狼自我修煉:領隊、管家、教練

            案例分享:一個營銷老總的蛻變之路

             

            第三講、打造巔峰營銷團隊文化

            一、樹立黑白分明的狼性文化

            二、頭狼首先要“燃燒”自己,才能燃燒員工

            三、打造狼性道場機制

            四、構建狼性精神契約

            案例分享:軍隊“政委”的啟示

            五、用機制而不是金錢激發下屬狼性

            1、不經歷風雨,怎能見彩虹

            2、是狼就是要挑戰目標

            3、領導就是迫使團隊凈化

            思考題:如何理解“業務工作”經理與“思想工作”經理

             

            第四講、找到狼性銷售人才

            一、狼性銷售人員素質模型

            二、狼性基因銷售人員的特質

            1、強烈的成功欲望

            2、超強的抗壓能力

            3、強大的執行力

            三、火眼睛睛識“狼”術

            四、狼性銷售人才甄選的4個關鍵步驟

            第五講、訓練與激勵---把下屬打造成狼

            一、狼性銷售團隊成長模型

            二、狼性銷售訓練的三個階段

            1、銷售新人狼性訓練三大機制

            2、隨崗輔導三級臺階

            3、專題訓練六大工具

            三、狼性銷售的“三洗五會”訓練法

            四、建立小狼成長通道:前有標兵,后有追兵

            案例分析:華為團隊淘汰的5%

            五、活用“四維驅動法”與“五子登科法”激發狼性

            故事分享:解放軍的分配激勵制度

            六、80后、90后銷售人員的激勵策略

            故事分享:董建華的逆向激勵策略

             

            第六講、打造營銷團隊執行力

            一、鐵軍的執行力是如何煉成的

            二、為什么不能有100%執行力

            三、管出100%的狼性執行力

            1、銷售目標科學設定

            2、過程執行檢查管理

            3、日常工作述職管理

            案例分享:解放軍的執行力如何煉成的

            四、提升銷售團隊執行力的六項措施

            小組研討:結合自己公司的實際情況

             

            第七講、營銷團隊績效考核

            一、狼性銷售團隊管理鐵律

            1、一追到底原則:追不到結果決不停止

            2、絕不妥協原則:必須與應該的區別

            3、管理無情,人有情:強迫下屬自強

            二、如何因地制宜設定考核指標

            1、通用指標有哪些

            2、一人一策考核指標

            某著名企業考核指標制定案例演示

            三、在KPI設計上保障“狼性”的高效落地

            案例分享:“寺廟”菩薩團隊的組成

            四、勇于亮劍——敢于強化考核

            五、狼性考核機制才能讓狼斗志昂揚

            1、怎么樣考核?——績效考核對象、內容及頻次

            2、考核的周期怎么樣制定

            3、如何創新考核——采用短周期考核

            六、鼓勵競爭,但是不要鼓勵“你死我活”的競爭

            七、狼性動力源泉挖掘,打造你的超級無敵團隊


            【講師團介紹】

            講師  陳明

            新聞學碩士,管理科學與工程博士。華南理工大學工商管理學院市場營銷系主任、教授、碩士生導師,清華大學、西安交通大學、英國威爾士大學EMBA、美國普林斯頓大學MBA項目的特聘教授。研究領域為競爭戰略、營銷規劃、創業教育、電子商務與網絡營銷、商業模式創新。社會兼職有:中華人民共和國工業和信息化部品牌培育專家、廣東營銷學會副會長、中國品牌戰略研究中心主任。

            ----------------------------------------------------------------------------------------------

            講師  黎一郴

            IPCA導師、QCD管理專家

            曾任職于世界500強企業(日資、美資)

            IPCA指定導師, AMBA歐洲管理協會認證專家,多家國內知名企業全年指定顧問

            中國培訓界最受推崇的實戰派培訓師、咨詢師

            2002年首屆中國十大杰出培訓師

            ----------------------------------------------------------------------------------------------

            講師  王鑒

            曾任原世界500強美國輝瑞公司中國區市場經理,在工作中積累了豐富的銷售實戰經驗。

            他精于顧問式銷售技術與大客戶銷售策略領域的培訓與咨詢,已成功開展數千人次的銷售技巧與客戶管理培訓與咨詢,傳授領先的顧問式銷售技術與大客戶銷售策略,

            致力于提升參訓學員實戰技能,幫助他們在工作中提升銷售業績。

            ----------------------------------------------------------------------------------------------

            講師  季鍇源

            應用管理心理學專家

             北京師范大學珠海分校 心理學教授

             北京師范大學(珠海)心理學研發中心主任

             中國人民大學繼續教育學院特聘教授

             浙江大學管理心理學總裁班特邀教授

             廣西大學商學院特約教授

             《信息方略CIO》特邀管理心理學專欄專家

             《培訓》雜志特邀管理心理學專家



            培訓對象及參考條件
            職場精英
            開課信息
            舉辦時間:2019年8月23日 培訓費用:3800元/人 舉辦地點:廣州 - 廣州市天河區
            報名咨詢
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            上一篇:大客戶成交 | 下一篇:CTPS問題分析與解決 【類別:市場營銷 標簽:打造巔峰營銷團隊 營銷團隊】 【課程評價 317次瀏覽】
            免費在線咨詢 課程編號:159556

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