Key Account Selling for Industrial Solutions

Workshop: Key Account Selling for Industrial Solutions (Bilingual session)
半天培训:《工业行业的大客户销售与谈判》(中英文)

 

with Directions Consulting, Jun 29 2017 from 14:00 hrs - 17:00 hrs.

Highlights:

If you ever are involved in the more complex parts of key account management and selling, you might hear the following complaints from customers rather often:
当您处在现实复杂的大客户管理环境中，您可能经常会听到客户发出以下的抱怨：
  • You just don't understand our business
    你并不了解我们的商务情况
  • You don't substantiate what value we can get from this
    你不能保证我购买的产品的价值
  • You are just pushing your products and services, but what we need is something that works for us
    当我们只需要一个有效的方法的时候，你却只在推销你的产品和服务
  • You never give us innovative ways to solve our problems
    你从不给我们创新的方案来解决问题
  • and so forth. 以及其他种种抱怨。。
This workshop is designed for to equip sales people manage and optimise performance with their Key Accounts.
本课程是为销售人员提高他们对大客户的管理能力，并优化大客户给于的产量。
 

Key Takeaways:

  • Profiling Your Key Accounts
    了解你的大客户
    • Are they a Bargainer, Friend, Dictator, or Strategic Partner?
      他们是否属于 讨价还价、朋友、独裁者 或 战略伙伴 等类别
    • Does it mean that all good key accounts have to be Strategic Partner?
      是否所有优质的大客户都必须是战略伙伴?
    • How to deal with each type of Key Account?
      如何应对不同类型的大客户？ 
     
  • Qualifying the Right Key Accounts 
    筛选合适的大客户  
    • Who should, and who shouldn't be your Key Accounts
      谁该，及谁不该，成为你的大客户
    • What kind of Key Accounts should have a higher priority?
      哪些大客户应该优先对待？
    • Managing an optimal number of Key Accounts
      限定大客户的数量
     
  • Negotiating with Key Accounts 
    如何与大客户进行谈判  
    • Key Account negotiation case study
      大客户谈判案例
    • Advanced questioning techniques - 5 key questioning techniques to find out hidden needs 
      高级提问技巧 - 5种提问方式以了解客户的隐藏需求
    • How to deal with over-aggressive behaviour in Key Account negotiations
      如何应对大客户的过度强硬的谈判行为

    For whom?

    • Sales people and key account managers   销售人员与大客户经理

    • Regional sales managers and directors  销售大区经理与总监

    • Senior Managers 企业高管

    Fee:

    ONLY RMB 200/= per person
    每人仅人民币200元 

    Date:  Jun 29th 2017 from 14:00 - 17:00 hrs    2017年6月29日14:00-17:00 hrs

    Venue: Kulzer Dental Training Centre • Level 1 • 1585 Gumei Road (by Tianzhou Road)  
    地点：  古莎齿科培训中心 • 一楼 • 古美路1585号，靠田州路    .

    About the Facilitator  讲师介绍:

    c.j. Ng is the Master Trainer for LeadershipIQ in Asia who have helped international companies achieve quantum improvements in business performances in China and beyond.

    c.j. is the 1st and only China-based leadership, sales & experiential learning facilitator invited to speak at the American Society for Training & Development (ASTD) International Convention.   He is also an Accredited Belbin Team Role Facilitator.

    He has so far consulted for and trained the staff and managers of well-known companies such as Evonik, Delphi, Fiat-Chrysler, Google and InterContinental Hotels Group, just to name a few ...    .

    黄常捷 (c.j. Ng) 是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的结合销售、领导力及体验式培训于一身的 亚洲咨询师。他是一位值得您信 赖的销售领域的咨询顾 问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面 的显著突破。

    迄今为止，c.j.已帮助：国际知名企业如 赢 创、德尔福、菲 亚特克莱斯勒、华 晨宝马、洲际酒 店集团 等，提升他们的绩效和业绩。c.j.是 Leadership IQ 在亚洲的首席培训师，也是一名贝尔宾团队角色顾 问。

    Get more information on the full suite of our services here: 
    您也可以在此下载我们公司简 介：

    Register 报名:

    To make this a more conducive discussion, we are expecting a small group of about 15 people only

    e-mail: jane@directions-consulting.com
    Tel: 021-6222 2500

    If you need us to customise inhouse programmes for you, please contact (86) 21-6222 2500 to arrange for an appointment to discuss further.

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