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 Workshop Information
课程信息
| Date: |
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28 Mar 2019, Thursday
2019 3月28日 周四 |
| Time: |
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13:30 - 17:30 hrs |
| Venue: |
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Crowne Plaza Shanghai • No.400 Panyu Road (near Fahuazhen Road)
上海银星皇冠假日酒店 •番禺路 400 号（靠法华镇路） |
| Fee : |
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RMB 200 nett
人民币 200 元整 |
To register 报名：
e-mail: jane@directions-consulting.com or
Call : 021-6222 2500 |
ABOUT THE TRAINER
c.j. Ng 黄常捷
c.j. is the world-class sales, leadership and experiential learning consultant who have helped international companies achieve quantum improvements in sales profits in China and beyond. So far, c.j. Is the 1st and ONLY Asian sales, innovation and leadership expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention. c.j. has helped:
- Leading manufacturing companies such as TE, Alcoa and Schneider Electric to improve their sales performance through their people
- Leading chemical companies such as Evonik, DSM and Axalta to develop more new leads that lead to new customers
- Global companies such as InterContinental Hotels Group, Fredenberg, Epson, to improve their sales force effectiveness.
At the same time, c.j. is certified in TTI DISC (CPBA), TTI Motivator (CPMA) and TTI EQ (CPEQA)
c.j.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亚洲销售 与领导力咨询师。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：
- 世界领先的 制造业领头羊如 泰科医疗、美铝轮毂 及 施耐德 的销售人员何提升业绩。
- 化工行业佼 佼者如 赢创-德固赛、帝斯曼 及 艾仕德-杜邦 的 销售团队如何开拓更多的新客户
- 全球企业佼 佼者如 洲际酒店集团、科德宝、艾普森 的销售经理提升销售团队效 率
与此同时，c.j. 老师也是TTI 的 DISC (CPBA), 激励因子 (CPMA) 和 EQ (CPEQA) 受证顾问。
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How to Coach Your Sales Team to
Achieve Outstanding Results
如何教练你的销售团队以达至卓越业绩
4-Hour Workshop 4小时培训 |
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INTRODUCTION 简介
As the challenges faced by sales have drastically changed, in this VUCA (Volatile, Uncertain, Complex and Ambiguous) world, sales managers need to effectively coach their team to achieve better sales results.
在当今这个VUCA时代，销售 团队所面临的挑战已然发生了巨 大的变化。当今的销售管理者更 需要了解如何教练/辅助/引导 其销售团队以获得卓越业绩。
After all, .as much as 85% of top sales people failed when they become sales managers. Hence, new sales managers will need to be aware of the pitfalls, and adopt new skills and strategies to be highly effective sales team leaders.
毕竟，有高达85%的顶级销售 在成为下手经理之后将遇到失败 和挫折。因此新上任销售经理必 须学习全新的技能与策略，以提 升为高效销售团队领导
This workshop examines when and how to use coaching as a powerful management and leadership tool to engage sales people.
本培训旨在帮助销售管理者去了 解何时以及如何使用教练技术， 去激励销售团队超越既定目标， 并具体为销售管理者建立和实施 有效的教练提供了关键的技巧。
This workshop will also equip you with tools from TTI, namely TTI DISC (Sales), TTI Motivator (Sales) and TTI EQ to better facilitate your sales team coaching
此沙龙也将为您搭配TTI 的相关测评工具如 TTI DISC (销售版)、TTI 激励因子 (销售版本) 以及 TTI EQ
PROGRAM OUTLINE 课程大纲
Coaching for Sales Performance
销售教练技巧：
- What is Coaching
为很么是教练?
- When to coach and when not to coach?
什么时候该进行教练，什么时候 则不该？
- Evaluative vs. Developmental Feedback
考核式 及 发展式 的反馈
- GROW/ TOEAF coaching model
GROW/ TOEAF 教练辅导模式
- Questioning skills in coaching
简练的提问技巧
- Case Study: You have a sales team member who used to perform well and meet targets. 6 months ago, one of his key accounts restructured and had to stop buying from the sales person. As a result, your sales team member had struggled to meet targets since then. What would you do?
案例: 你有一个销售队员过去一直业绩优秀达标。6个月前，他一家大客户由于业务转型而停止购买。你这位销售队员就此在挣扎着，无法完成指标。你会怎么做？
Applying Assessment Tools in Sales Coaching
如何在销售教练中适当使用销售 测评工具
- Understanding the strengths and weaknesses of each sales person
如何分析每一位销售人员的优劣 势
- Understanding the motivatiors of each sales person
如何分析销售人员的激励因子
- Differentiating who are the hunters and who are the farmers
区分“猎人”和“农夫”
- Optimising the strengths of your sales team
将销售团队优势最大化
资源下 载
Resource Downloads
获 取更 多关于本公司 信息：
http://www.directions-consulting.com/Directions_Intro_EN.pdf
and here:
http://www.directions-consulting.com/Directions_Intro_CN.pdf
or videos 或视频:
Partner 冠名合作:
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