(Selling Training)
做销售的实训报告范文英语(3篇精选)
做销售的实训报告范文英语(3篇精选)做销售的实训报告范文英语(篇1)I. IntroductionThe objective of my sales internship was to gainpractical experience in the field of sales and marketing, understand the intricacies of client relationships, and hone my communication and negotiation skills. During this internship, I had the opportunity to work closely with experienced sales professionals and learn from their strategies and techniques.II. Understanding the RoleDuring my internship, I realized that sales is not just about closing deals but also about building trust, understanding customer needs, and providing solutions. I observed that successful sales professionals were not just good talkers but also good listeners. They were able to build rapport with customers and convert leads into loyal, long-term relationships.III. Challenges and SolutionsOne of the major challenges I faced during my internship was dealing with rejection. Initially, it was difficult for me to handle rejection, but with time and experience, I learned to handle it professionally. I also faced challengesin understanding customer needs and providing tailored solutions. To overcome these challenges, I started preparing for sales calls by researching potential customers and their industries. Additionally, I sought feedback from my mentors and colleagues to improve my sales pitch.IV. Learning and AchievementsThroughout my internship, I learned the importance of being patient and persistent in sales. I also learned how to handle objections and negotiate effectively. One of my biggest achievements was closing my first deal, which gave me immense confidence and motivation. Additionally, I was able to establish strong relationships with customers and understand their business needs, which will be beneficial in my future career.V. Suggestions for ImprovementOne area where I believe I could have improved during my internship was in time management. Sometimes, I found myself overwhelmed with tasks and was not able to prioritize effectively. To improve in this area, I plan to use time management tools and techniques to organize my workload better. Additionally, I would like to focus on enhancing my product knowledge and industry insights to provide more value to customers.VI. Personal ReflectionOverall, my sales internship was a valuable experience that helped me gain practical knowledge and skills in the field of sales and marketing. I am grateful for the opportunity to work with such experienced professionals and learn from their strategies and techniques. The challenges I faced during my internship helped me grow as a professional and taught me resilience and adaptability. Looking ahead, I am excited to apply the skills and knowledge I gained during my internship in my future career and contribute to the success of any organization I join.VII. ConclusionIn conclusion, my sales internship provided me with invaluable practical experience and insights into the field of sales and marketing. I am confident that the skills and knowledge I gained during this internship will help me excel in my future career. I would like to thank my mentors and colleagues for their support and guidance during my internship and look forward to applying what I learned in my future endeavors.做销售的实训报告范文英语(篇2)I. IntroductionEmbarking on a sales internship was a pivotal step in my professional journey, aimed at bridging the gap betweenacademic theory and practical application. This reportoutlines my experiences, observations, challenges, and learnings during this internship.II. Internship ObjectivesMy primary objective was to gain practical experience in sales operations, understand customer needs, and develop effective sales strategies. Additionally, I aimed to enhance my communication skills, negotiate effectively, and learn about the dynamics of the sales industry.III. Understanding the RoleAs a sales intern, I understood that the role was not merely about closing deals but also about building relationships, understanding customer pain points, and providing solutions. The role required a blend of hard skills, such as market analysis and product knowledge, and softskills, like empathy and adaptability.IV. Challenges and SolutionsDuring my internship, I encountered various challenges. One significant hurdle was managing rejection and dealingwith customers who were uninterested or difficult to engage. To overcome this, I learned to stay positive, adapt my approach, and continuously improve my pitch. Additionally, I faced issues with time management, as balancing multipletasks and customer inquiries was challenging. To address this, I implemented a structured schedule and prioritization system.V. Learnings and AchievementsThe internship was an immense learning experience. I gained valuable insights into sales techniques, customer service, and negotiation strategies. Furthermore, I honed my communication skills, learned to handle pressure effectively, and developed a deeper understanding of customer psychology. My achievements included successfully closing several deals, building strong customer relationships, and receivingpositive feedback from mentors and colleagues.VI. Reflection on ImprovementsDespite my achievements, there were areas where I believe I could have improved. Firstly, I recognized the need tofurther enhance my product knowledge and industry insights to provide more value to customers. Secondly, I plan to improve my time management skills to handle multiple tasks more efficiently. Lastly, I aim to strengthen my ability to handle rejection and negative feedback more gracefully.VII. ConclusionOverall, my sales internship was a transformative experience that provided me with invaluable practical knowledge and skills. It gave me a deeper understanding ofthe sales industry, helped me refine my communication andnegotiation techniques, and boosted my confidence. Looking ahead, I am excited to apply what I learned during my internship in my future career and contribute to the success of any organization I join.做销售的实训报告范文英语(篇3)I. IntroductionAs part of my professional development, I embarked on a sales internship to gain practical experience in the field. This report outlines my internship experience, the challenges I faced, the solutions I implemented, and the overall learnings and achievements.II. Internship Objectives and UnderstandingThe primary objective of my internship was to gain hands-on experience in sales operations, understand customer needs, and develop effective sales strategies. I also aimed to enhance my communication, negotiation, and problem-solving skills.During my internship, I realized that sales is not just about closing deals but also about building long-term relationships with customers. It requires a deep understanding of customer needs, the ability to present solutions effectively, and the resilience to handle rejection and failure.III. Challenges and SolutionsOne of the main challenges I faced was handling customer objections and negative feedback. Initially, I found it difficult to maintain my composure and respond appropriately. To overcome this, I practiced scenario-based role-plays with my mentors and colleagues, which helped me develop a more confident and professional response.Another challenge was managing my time effectively. With multiple tasks and deadlines, I often felt overwhelmed. To improve this, I prioritized tasks based on their importance and urgency and created a daily to-do list to stay organized.IV. Internship Summary and AchievementsOverall, my internship was a rewarding experience. I successfully closed several deals, built strong relationships with customers, and received positive feedback from my mentors. I also honed my communication skills, learned to negotiate effectively, and developed a deeper understanding of customer psychology.V. Reflections and SuggestionsWhile I achieved a lot during my internship, there were areas where I believe I could have improved. Firstly, I recognize the need to further enhance my product knowledge to provide more value to customers. Secondly, I plan to improvemy time management skills to handle multiple tasks more efficiently.For future interns, I suggest actively seeking feedback from mentors and colleagues to identify areas for improvement. Additionally, I recommend taking advantage of on-the-job training opportunities and networking events to expand your knowledge and professional network.VI. Personal Experience and LearningsMy internship provided me with a unique opportunity to apply theoretical knowledge to practical situations. Ilearned that sales is not just about selling products butalso about understanding customer needs and providing solutions. The experience also taught me the importance of resilience and perseverance in the face of failure and rejection.Overall, my internship was a transformative experiencethat not only enhanced my professional skills but also provided valuable insights into the sales industry. I am grateful for the opportunity and look forward to applyingwhat I learned in my future career.。
BMW-宝马汽车销售流程培训0211-72
BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 1BMW Selling Process Training BMW 销售流程培训Creating Good First Impression 创建良好的第一印象 -Establish Needs and Buying Motives 分析购买需求和动机Field Force Team C Ruud Rabenberg – 罗润可 Laura Wang – 王洪Yiwu XinbaohangSheer Driving PleasureBMW Selling Process Training1/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 2Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Training Agenda 议程安排 17:50 – 18:50 Review of the whole BMW Selling Process and discussion on Establish Needs and Buying Motives including some activities. 回顾BMW的完整销售流程, 着重培训流程中分析购买需求和动机 环节包括小组讨论. 18:50 - 19:20 Listening Audit for Needs Analysis. 需求分析中的倾听技巧. 19:20 – 19:40 Movie Watching. 案例短片观看. 19:40 – 20:00 Roll Play and Finish of the Training. 角色扮演, 结束培训.2/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 3任务12，再次购买 1，系统的潜在客 户开发11，保证持续的客 户关怀2，欢迎/建立联系/ 关系要求关怀和准备 询问和分析10，新车交付维户 客 护 度忠诚创建 良 一 好 印 的 象 第3，建立购买需求 和动机获得 购 买原则承 诺产 生买 购愿望4，演示/介绍产品9，达成销售坚持和销售 演示和咨询5，推销产品卖点 8，销售谈判7，清除客户异议6，进行试驾3/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 4Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Training Targets 培训目标.What do you expect to know/learn from the training ? 你对此次培训的期望是什么 ?4/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 5Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Group Activity 分组讨论: -Please divide by 2 groups. 分成两组讨论. - 10 minutes discussion 时间要求:10分钟 - Each group think about minimum 5 questions, which you frequently ask during your conversation to customers, and why you ask these questions? 每个小组 讨论在你与客户进行需求分析交谈中至少5个会经常问到的 问题,以及你为什么会对这些信息感兴趣? - On person to present on behalf of the group. 请小组代 表发言.5/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 6Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机6/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 7Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Small check if you really do as you present in your work ☺. 检测一下, 你们在实际工作中的表现吧!☺Showroom Prospects Pictures.展厅潜在客户照. Pictures were taken on 7th June .7/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 8Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机SC 销售顾问: ??? How much do you know about this prospect? 你对 这位潜在客户了解多少?8/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 9Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机SC 销售顾问: ??? How much do you know about this prospect? 你对 这位潜在客户了解多少?9/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 10Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机SC 销售顾问: ??? How much do you know about this prospect? 你对这位潜在客户了解 多少?10/447th June,2007Page 11Establish Needs and Buying Motives分析购买需求和动机Objective and Purpose For Needs Analysis需求分析的目的.•Determining customer needs.认知客户的需求.•Creation of a trusting customer relationship.建立信任关系.•Collection of information to create an tailored offer to thecustomer.收集信息进行针对性的有效销售.7th June,2007Page 12 Useful Information For Needs Analysis 需求分析中的重要信息Purchase Budget 购买预算Usage of the Vehicle (Business/Private)车子用途(商用/个人)Current Vehicle 先有车型Number of Kilometers 行驶里程数Personal preferences (Luxury/Comfort/Sporty)个人偏好(豪华/舒适/运动性能)Number of Families 家庭成员Interested Model 感兴趣车型Etc………等等……Establish Needs and Buying Motives分析购买需求和动机As open questions to get the information.提问开放性问题Why 为什么……? How 如何……?What 什么……? Who 谁……?When 何时……?7th June,2007Page 13Establish Needs and Buying Motives分析购买需求和动机Questionnaire about Listening Audit 倾听方法调查问卷-Everyone will get a questionnaire about listening audit. 每位销售顾问都会拿到一份问卷.-You will have 10 minutes to answer all the questions.请在十分钟内回答所有的问题.-The purpose of this test is to help yourself to clearly seehow do you normally make listening audit during yourcommunication with your customers. 此问卷的目的是要真实反映你与客户交谈中通常所采取的倾听方法.7th June,2007Page 161.I make it a point to address each customer by name.我觉得称呼客人姓名很重要(Always 一贯如此)Establish Needs and Buying Motives分析购买需求和动机If you do this always, or at least frequently, then good for you! It means thatyou’re making an effort to focus your attention on your customers and let themknow you’re interested in them.如果你一贯如此,或者至少经常这么做,恭喜你,这表明你在努力集中精力与客人的谈话,并且让客人知道你对他们很感兴趣.2.I finish sentences for customers in an effort to helpthem express themselves more clearly.(Never –从不)为了帮助客人表达自己更清晰,我会结束他们的谈话Although you might think you’re helping your customers, finishing sentences for them is apt to do more harm than good. As a salesperson, you’ve learned to be comfortable talking to people and expressing yourself verbally. Most people have a harder timewith that. While it may take them a bit longer to express themselves, you’ll build better rapport and gather more accurate information by letting them have their say .虽然你可能认为结束客人的谈话,是好意在帮助他们.但是打断客户的谈话弊大于利.千万不要因为客人表达能力差,销售员打断并帮他说出他自己的需求,其实没有任何人知道客人的需求,除了他自己.所以给客人时间, 让他说出它真正的需求7th June,2007Page 17 3.When listening to a customer, I mentally take note of keypoints. (Always –一贯如此)当我倾听客人讲话时, 我会记录下客人所说的要点在头脑中Establish Needs and Buying Motives分析购买需求和动机If you’re a salesperson, you’re probably a “people”person and you undoubtedly have some very good instincts, but you can never know exactly what customers need without asking them and taking the time to listen to their answers如果你是一个专业的销售顾问,你肯定有一些直觉, 但是不通过提问和倾听客人的反馈,你就不可能确切的知道客人真正的需求是什么.4.I am so attuned to my customers that I find I can anticipatetheir needs without much preliminary discussion. 我非常熟悉我的客户,以至于我发现不用太多地与客户周旋(需求分析)我就能够预料到他们的需求(Never –从不)This is a good way to keep your attention focused on the conversation, and it’sabsolutely necessary if you want to recommend the right vehicle for yourcustomer.这是一个帮助你集中注意力在与客人的谈话上的好方法, 并且如果你想为客人介绍他真正需求的车型这是完全必需的.7th June,2007Page 18 5.When appropriate, I paraphrase the customer’s significantstatements (Always –一贯如此)适当的时候, 我会释义客人的重点表述Establish Needs and Buying Motives分析购买需求和动机Paraphrasing accomplishes two things:it lets the customer know you were paying attention, and it helps you check your understanding of the conversation for accuracy.释义帮助我们完成两件事:让客人知道你在注意他的谈话,同时可以帮助你检查对谈话理解的准确性6.While listening to customers I pay attention only to what’sbeing said. I try not to be influenced by facial expression,body language, etc.我主要精力用在倾听客人正在说的,试着不被客人的面部表情和肢体语言所影响(Never –从不)While words are important, body language, facial expression, tone of voice, etc.contribute to our overall understanding of what’s being said and are critical toaccurate interpretation of the customer’s needs .当然客户所说的话是重要的,但是客户的肢体语言,面部表情,语调对我们正确理解客户的谈话是同样不容忽视的,并且对我们精确对客户需求的理解也是至关重要的.7th June,2007Page 197.During the conversation, I ask questions to make sure Iclearly understand what the customer has said. 交谈中,我用问题确认我是否清楚客人所说的内容(Always –一贯如此)Establish Needs and Buying Motives分析购买需求和动机Questions are the best way to gather information and clarify any points aboutwhich there might be some confusion. Questions are an important part of thelistening process..提问是获取客户信息和澄清任何迷惑的最好的途径. 提问是倾听过程中重要的一部分.8.While listening to customers I work on my sales strategy,carefully planning what I’ll say next. (Never –从不)当我听客人讲话时, 我运用销售策略仔细的计划下一步要说的话If you’re planning what you’re going to say, your mind has wandered away from the conversation and you are no longer listening. Focusing means paying attention to what’s being said now, not what you’re going to say.在与客户交谈时,如果你总是计划下一步要说什么,那么你的注意力也就不在谈话上了,你也就不再听客人说什么了.集中注意力指的是注意客人正在说的而不是你接下来要说什么.7th June,2007Page 209.At the end of my initial conversation with a customer, Isummarize aloud what I’ve learned about his/her needsand concerns. (Always –一贯如此)每次与客户谈话即将结束时，我都会总结并与客户确认我所听到的客人的需求信息.Establish Needs and Buying Motives分析购买需求和动机A summary tells the customer what you’ve learned about his/her needs from the conversation and gives him/her a chance to correct any understanding.总结可以告诉客户从你们的交谈中你得到的信息的准确性, 并且给他们机会去更正其中的误解.10.Before suggesting a vehicle, I ask if the customer has anyother requirements. (Always –一贯如此)在为客人介绍一款车型之前,我会询问客人是否还有其他需求Give the customer the opportunity to tell you anything else that is pertinent to his/her vehicle selection in case something important was forgotten.为了防止重要的信息被漏掉, 给客人机会,引导他,让他告诉你一切与他选择车型有关的事情.BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 21Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Final Score 最后得分 0 —10:_________ 10—20:_________ 20—30:_________ 30—40:_________If you scored between 30 – 40 points, congratulation! You have already practicing active listening skills. 如果你的分数在30-40之间, 恭喜!说明你每天 都在积极的运用倾听技巧. If you score less than 30 points, don’t feel bad ! Most of us would have to admit that there’s plenty of room for improvement where our listening skills are concerned. 如果你的分数在30分以下, 也并不是很糟糕, 多数人在倾听技巧上都需要很大的提高.21/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 22Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Thanks for your attention ! 谢谢关注!Next: Movie Watching (Case Studies) – 20 Minutes 下面请观看案例短片Standard Sellingskills 3rd movie time : 340 : 109122/44BMW China Automotive Trading Ltd. Field Force Team C 7th June, 2007 Page 23Create Good First Impression创建良好的第一印象 Establish Needs and Buying Motives分析购买需求和动机Roll Play of Establishing Needs and Buying Motives 角色扮演 1. One SC, One Customer & One Observer 销售顾问, 客户, 观察员. 2. Situation 情景如下: • The Prospect and the Observer will get an explanation script about the prospect, please take 5 minutes to remember the information. 扮演客户和观察员的销售顾问会得到一份已设定好的关于客户的档案, 请用5 分钟记住信息. SC and Prospect start roll play.销售顾问接待客户并开始谈话。
销售培训 英文课程 sales training
Foreword: Effective listening is actively absorbing the information given to you by a speaker, showing that you are listening and interested and providing feedback to the speaker so that he or she knows the message was received. This fun and interactive Active Listening Skills Training Program will provide practical skills and knowledge that you will transform your personal and professional interactions and lead to more rewarding and meaningful communication.
"Sales are contingent upon the attitude of the salesman - not the attitude of the prospect."
Sales Training Courses
Professional Development Training has a specialised division of Sales Training experts that will tailor the delivery of any of the courses to be specific to your situation and learning needs
BEC 单词词组
◆ 1. business: n. 工商企业；商行；商业◆ 2. selling technique: n. 销售技巧◆ 3. cross-cultural: adj. 跨文化的◆ 4. presentation: n. 口头报告；陈述；叙述◆ 5. intensive course: 强化课程◆ 6. team building: 团队建设◆7. public speaking: 演说，演讲◆8. consultant: n. 顾问◆9. consultancy: n. 咨询公司◆10. run (courses/workshops): vt. 开办（课程/讲习班）e.g. We have run a course for the local teachers.我们已为当地教师办了一个进修班。
This is a well-run/badly-run company.这家公司经营良好/不好。
◆11. one-to-one: 一对一的◆12. professional: adj. 专业的，职业的◆13. personal and professional development: 个人和职业发展◆14. accredited: adj. 公认的◆15. motivational: adj. 激发积极性的◆motivate: vt.◆ e.g. We’ve got to motivate our salesmen. 我们必须调动推销员的积极性。
◆16. client: n. 客户◆17. entertaining: adj. 有趣的；使人愉快的◆ e.g. This is an entertaining and instructive book.◆这是一本生动有趣，且富有教育意义的书。
◆Professor Smith delivered an entertaining lecture on the economic impact of theWorld Cup.◆史密斯教授关于世界杯对经济的影响的讲座引人入胜。
Sales-Training销售培训中英文PPT课件
知识方面
A.关于领域中各项知识 B.关于信息领域中各项
知识 C.销售各项知识 D.市场了解程度 E.客户需求 F.双语能力 G.企业管理知识 H.产业知识与经验 I.产品知识与运用
销售环境的改变
更短的产品/服务生命周期
在21世纪,成功的服务与产品,将会很快就被模仿或改进,因此成功的保持优势的公司 必须缩短客户由“寻找”到“购买”之间的时间与步骤,如此方能成为市场上最大的赢家.
--------------你代表的是公司的质量,价格与价值-----------------
杰出的你应该具备
技巧方面
A.倾听 B.书面及与语言沟通能力 C.销售能力 D.说服力 E.计算机技能 F.规划,分析,决策能力 G.解决问题能力 H.创意与策略 I.学习与用心 J.简报技巧 K.谈判与议价 L.时间管理 M.技术面能力
SELLING Training
Sales Characteristics
你适合业务工作吗?
Iceberg Model
通常2个小时的面试 不适用性高达75%.
人资 策略
透过教育训练 累积企业资产
外显的部分
内隐的部分
透过系统召募 精确找寻人才
知识 技能 自我概念 特质 动机
(Spenscer & Spenscer, 1993)
自我概念 不服输,有智慧
成为明星 喜欢成功感觉 人缘好,受尊重 自信(我是最好的) 自我激励的
特质 响应速度快,有热忱 整齐干净,讨人喜欢 笑容满面,充满自信 细心,诚恳,有毅力 不油腔滑调 敏感,察言观色 不能太强势 嘴巴甜,懂赞美 圆融,懂尊重他人 幽默风趣,反应灵敏 外向,乐于助人 用心,肯学习,求进步 不怕被拒绝,坚持力 喜欢挑战 诚实,说到做到
销售管理英文
名词解释1.Absorption trainingA method of sales training that involves furnishing trainees or sales-people with materials that they peruse without opportunity for immediate feedback and questioning.2.Achieving congruenceThe process of matching the capabilities of a sales recruit with the needs of the organization3.Achieving realismThe process of giving a sales recruit an accurate portrayal of the sales job.4.Buying centerThe many individuals from a firm who participate in the purchasing processmission baseCommission pay based on sales volume or some measure of profitabilitypetitive knowledgeKnowledge of a competitive product’s strengths and weaknesses in the market7.Continued affirmationAn example of stimulus response selling in which a series of questions or statements furnished by the salesperson is designed to condition the prospective buyer to answering “yes”time after time, until, it is hoped, he or she will be inclined to say”yes” to the entire sales proposition.8.Customer knowledgeInformation relating to customers’ needs, buying motives, buying procedures, and personalities9.Customer relationship managementA business strategy to select and manage the most valuable customer relationships. It requires a customer-centric business philosophy and culture to support effective marketing, sales, and service processes.10.Employee referral programsInter-organizational programs in which existing employees are used as sources for recruiting new salespeople because they have a good understandingof the type of person sought for a sales position.11.Integrated marketing communicationThe strategic integration of multiple marketing communication tools in the most effective and efficient manner12.Job descriptionA written summary of the job13.Marketing mixA marketing offer designed to appeal to a defined target market14.Marketing strategyAn organizational strategy level that includes the selection of target market segments and the development of a marketing mix to serve each target market.15.Mental states sellingAn approach to personal selling that assumes that the buying process for most buyers is essentially identical and that buyers can be led through certain mental states, or steps, in the buying process; also called the formula approach16.MotivationA measurement of an individual’s intensity, persistence, and direction.17.Personal sellingPersonal communication with an audience through paid personnel of an organization or its gents in such a way that the audience perceives the communicator’s organization as being the source of the message.18.Sales-force socializationThe process by which salespeople acquire the knowledge, skills, and values essential to perform their jobs.19.Sales-force auditA systematic, diagnostic, prescriptive tool that can be employed on a periodic basis to identify and address sales department problems and to prevent or reduce the impact or future problems20.Sales-force deploymentImportant sales management decisions involved in allocating selling effort, determining sales-force size, and designing territories21.Span of controlThe number of individuals who report to each sales manager22.SpecializationA concept in which certain individuals in an organization concentrate on performing some of the required activities to the exclusion of other tasks23.Strategic business unitA single product or brand, a line of products, or a mix of related products that meets a common market need or a group of related needs, and the unit’s management is responsible for all (or most) of the basic business functions.24.TerritoryA designated area that consists of whatever specific accounts are assigned to a specific salesperson.简答题1.Briefly describe the six components of the sales leadership modelA: Power-- of the salesperson, salespeople, or other party with whom the sales manager is interactingPower-- of the sales managerSituation-- including time constrains, nature of the task, organizational history, and group norms.Needs-- of the salesperson, salespeople, or other people with whom the sales manager is interactingGoals and objectives-- of the individuals and the organizationLeadership skills-- anticipation, diagnostic, selection and matching, and communications.2.Describe five influence strategies, including the power bases related toeach strategy.A: Influence strategies used by sales managers could be based on threats, promises, persuasion, relationships, or manipulation, Unlike the other four strategies, manipulation does not involve face-to-face interactions with the targetof influence. Threats use coercive power, whereas promises stem from the reward power base. Persuasion sues expert and referent power. Legitimate and referent power are used when influence strategy is based on interpersonal relationships.3.Describe five types of power that affect leadership. What are the problemsassociated with over reliance on reward and coercive power?A：Five power bases are coercive, reward, legitimate, referent, and expert. Coercive power is associated with punishment and is the opposite of reward power. Legitimate power stems from the individual’s position in the organizational hierarchy. Referent power is held by one person when another person wants to maintain a relationship with that person. Expert power is attributed to the possession of information. A sales manager and those with whom he or she interacts may use one or more power bases in a given situation.4.Discuss four methods for delivering sales training.A: classroom/conference training, on-the-job training, behavioral simulations, and absorption training.5.Discuss how the type of buying situation affects the buying center, buyingprocess, and buying needs.A:①New task buying situation: the organization is purchasing a procduct for the first time, poses the most problems for buyer. It will use a lengthy process to collect and evaluate purchase information. The decision-making process in this type of situation is often called extensive problem solving.②Modified rebuy buying situation: exists when the account ha previously purchased and used the product. It will usually want to collect additional information and may make a change when purchasing a replacement product.③Straight rebuy buying situation: the account has considerable experience in using the product and is satisfied with the current purchase arrangements. The decision-making process routinized response behavior.6.Discuss the situational factors that suggest the need for specialization andcentralization. Provide a specific example of each factor discussed.Specialization: for example, when a firm has a simple product offering but customers have different needs, a market-specialized sale force is recommended. Centralization: for example, decentralized organization structure with few management levels, large spans of control, and the use of staff position may be consistent with a specialized sales force in some selling situation but not in others.7.How is the process of setting objectives for sales training beneficial tosales managers?A: By setting objectives, the sales manager can prioritize training, allocate resources consistent with priorities, communicate the purpose of the training to interested parties, and perhaps gain top management support for sales training.1. Increase sales or profits,2. Create positive attitudes and improve sales force morale.3. Reduce role conflict and ambiguity.4. Introduce new product market, and promotional programs.5. Develop sales people for future management positions.6. Ensure awareness of ethical and legal responsibilities7. Teach administrative procedures.8. Ensure competence in the use of scales and sales support tools.9. Minimize sales force turnover rate.10. Improve teamwork and cooperative efforts.8.Identify five different sales organization productivity ratios that you would recommend. Describe how each would be calculated and what information each would provide. (P266)9.What are four categories of skills that could be useful in leadership?A:①Anticipation and seeking feedback: proper anticipation may provide further customer relationship. One way leaders will try to extend their vision into the future is to seek feedback from customers, sales people and other important sources regularly.②Diagnostic skills: effective leaders must be able to determine the specific nature of the problem or opportunity to be addressed.③Selection and matching: the importance of selecting appropriate leadership response to match the situation is highlighted in the research dealing with sales people’s concerns as they move through career stage.④Communication: effective leaders deliver near, timely information through appropriate media or interpersonal communications.10.What are six methods of assessing sales training needs? Can each ofthese methods be used in either a proactive or reactive approach to determining training needs?A: Sales managers may assess needs through a sales-force audit, performance testing, observation, a sales-force survey, a customer survey, or a job analysis. Itis recommended that sales-force training needs to be assessed in a proactive fashion; that is, needs should be assessed before performance problems occur rather than after problems occur. Typical sales training needs include product, customer, and competitive knowledge;sales techniques; and time and territory management11.What are the important relationships between span of control, managementlevels, line positions staff positions, specialization, and centralization?A:Any sales organization structure can be evaluated in terms of the types of the types and degrees of specialization and centralization afforded by the structure , sales management organization design also requires decisions concerning the number of management levels, spans of control, and line versus staff positions. In general, more management levels result in smaller spans of control and more staff positions result in more sales management specialization.12.What are the nonfinancial compensation rewards discussed in this module?What suggestions can you make for administrating recognition rewards?A:No financial compensation include opportunity for promotion, sense of accomplishment, opportunity for personal growth , recognition and job security. Informal recognition is easy to administer, cost nothing or practically nothing and can reinforce desirable behavior immediately after it occurs. Formal recognition programs are typically based on group competition or individual accomplishments representing improved performance. As a company, in order to administrate recognition rewards that the balance and selection between formal and informal way is very important. 13.When the sales manager is evaluating sales training alternatives, what fourareas should he or she consider?A: Evaluation of alternatives is a search for an optimal balance between cost and effectiveness. One key issue is the selection of trainers, whether from outside the company (external) or inside the company (internal). Another is the potential location or locations for training. Still another important factor is the method or methods to use for various topics. Sales training methods include classroom/conference training, on-the-job training, behavioral simulations, and absorption training. The sales manager must also consider whether to use various sales training media, such as printed material, audio-and videotape and CDs, and computer-assisted instruction. 14.Why is personal selling typically emphasized in business markets andadvertising emphasized in consumermarkets?A:Personal selling is normally emphasized in business markets where thereare relatively few layers, usually in concentrated locations, who make important purchase of complex products and require a great deal of information and service.Firms often use advertising to generate company and brand awareness and to identify potential customers, so advertising emphasized in consumer market.。
组织行为学中英文词汇对照
组织行为学中英文词汇对照Aability[ə'bɪləti］能力achievement ［ə'tʃivmənt］成就动机achievement need 成就需要affiliation need [ə,fɪlɪ'eʃən]归属需要arbitrator ［'ɑːbɪtreɪtə］仲裁人assessment centers［ə'sɛsmənt]［’sɛntɚz]评价中心attitude ［’ætɪtʊd]态度attribution归因attribution theory归因理论attribution theory of leadership领导的归因理论Bbehavioral theories of leadership 领导的行为理论behaviorism theories 行为主义理论Big Five personality traits "大五"人格特质body language身体语言bounded rationally有限理性brainstorming脑力激荡法bureaucracy 官僚结构Ccareer 职业centralization集权化chain of command命令链charismatic leadership 领袖魅力的领导charismatic leadership theories魅力领导理论classical conditioning 经典条件反射cliques 小集团cognitive component of an attitude 态度的认知成分cognitive learning 认知学习cognitive theories 认知理论cohesiveness凝聚力collaborating协作command group命令型群体communication沟通communication apprehension沟通焦虑communication networks 沟通网络communication process沟通过程competence 能力competing 竞争compromising 折中conciliator 和解人conflict冲突conflict management冲突管理conflict process 冲突过程conformity 从众问题conscientiousness 责任心consideration 关怀维度consistency 一贯contingency approaches to management 管理的权变途径contingency leadership theory领导权变理论continuous reinforcement 连续强化contrast effects对比效应control theory控制理论controlling 控制core values核心价值观creativity创造力cross-functional teams多功能型团队cultural differences 文化差异Ddecision making决策decision rationality 决策理性decision role决策角色decision—making style 决策风格decisions 决策decoding 解码delegating style 授权风格Delphi technique 德尔菲技术Departmentalization部门化dispositional attributions 个性归因distributive bargaining分配谈判distributive justice 分配公平diversity 多元化dominant culture 主导文化downward communication下行沟通Dynamics of Synergy 协力优势dysfunctional conflict 功能失调的冲突Eeconomic rationality model 经济理性模型emotion 情绪emotional intelligence情绪智力emotional stability 情绪稳定性mployee involvement 员工参与employee-oriented leader 员工导向的领导者empowerment授权encoding 编码encounter stage 碰撞阶段engagement 卷入environment 环境equity theory公平理论equity theory of work motivation 工作动机的公平理论ERG theory ERG理论exchange leadership theories 领导的交换理论expectancy theory期望理论export power专家性权力external validity 外部效度externals 外控者extraversion 外向性extrinsic motive 外源性动机extrinsic rewards 外部报酬Ffeedback 反馈Fiedler contingency model 费德勒的权变模型filtering 过滤Five-Factor Model（FFM）五因素模型flexible benefits灵活福利formal group 正式群体formal networks 正式沟通网络formal organization正式组织function conflict 功能正常的冲突functional analysis 功能性分析fundamental attribution error 基本归因偏差Ggeneral mental ability（GMA）一般心理能力goal conflict目标冲突goal setting 目标设定goal sharing 目标共享goal-setting theory目标设置理论group 群体group decision making群体决策group leadership theories领导的群体理论group stressors群体压力源group shift群体转移groupthink群体思维Hhalo effect晕轮效应Hawthorne effect霍桑效应Herzberg's Two—Factor Theory of Motivation赫茨伯格的动机双因素理论horizontal organization扁平化组织human capital人力资本human relations views of conflict 冲突的人际关系观点hygiene factors 保健因素Iincentives 诱因informal groups非正式群体informal network 非正式沟通网络information richness 信息丰富性initiating structure 结构维度instrumental values 工具价值观integrative bargaining 综合谈判intergroup dynamics 组间动力integrity 正直intellectual ability心理能力intelligence activity 智力活动interacting groups 互动群体interactional view of conflict 冲突的相互作用观点interest group 利益型群体internal validity 内部效度internals 内控者interpersonal communication人际沟通interpersonal roles人际角色intrinsic motive 内源性动机intrinsic rewards 内部报酬intuition 直觉Jjob design工作设计job enlargement工作扩大化job enrichment工作丰富化job involvement 工作参与job rotation工作轮换job satisfaction工作满意度job specification 工作规范Kknowledge management知识管理Lleader role 领导角色leader—member exchange （LMX) theory 领导者-成员交换理论leader—member relations 领导者-成员关系leadership 领导eadership skill 领导技能learned helplessness习得性无助learning 学习learning organization学习型组织least preferred coworker （LPC) questionnaire 最难共事者问卷life-cycle approach生命周期理论lower-order needs 较低层次的需要loyalty 忠诚Mmanagement by objectives (MBO) 目标管理Management Information System(MIS) 管理信息系统managerial communication model 管理沟通模型managerial grid管理方格论managerial grid style 管理方格风格managers管理者Maslow's hierarchy of needs 马斯洛的需要层次理论means—ends chain途径-目标链monitor 监控者mood 心情motivation 激励multicultural organization 多元文化型组织Nneed 需要negative reinforcement负性强化neglect 忽略negotiation谈判negotiation skills 谈判技巧nominal group technique名义群体技术nonverbal communication非语言沟通normative commitment 规范承诺norms 规范Ooperant conditioning 操作条件反射organization 组织organizational behavior（OB）组织行为学Organizational Citizenship Behaviors（OCBs) 组织的公民行为organizational commitment组织承诺organizational culture组织文化organizational development组织发展Organizational Hierarchies 组织层级organizational structure组织结构Pparticipating style 参与风格participative management参与式管理path—goal leadership theory路径—目标领导理论pay for performance绩效奖金perception 知觉perceptual context 知觉背景personality 人格personality traits 人格特质Porter Lawler motivation model波特—劳勒动机模型position power职位权力positive reinforcement正性强化power权力power motive权力动机power need 权力需要problem-solving teams问题解决型团队production—oriented leader 生产导向的领导者productivity 生产率profit sharing 利润共享projection投射psychological contract心理契约Qquality of life 生活质量quality of work life(QWL) 工作生活质量Rrationality 理性recognition 认可reengineering再造工程reinforcement theory强化理论reinforcers 强化物risky shift phenomenon 风险偏移现象role 角色role ambiguity角色模糊role conflict角色冲突role expectations角色期待role identity 角色同一性role perception角色知觉Ssecurity motive 安全动机selective perception选择性知觉self—actualization 自我实现self—esteem 自尊self—managed teams自我管理团队selling style 推销风格sensitivity training敏感性训练similarity 相似性Simmon's Bounded Rationality Model西蒙的有限理性模型situational attributions 情景归因situational leadership情境领导理论small groups 小群体social cognition theory 社会认知理论social learning 社会学习social loafing社会惰化social perception社会知觉social recognition 社会认可socialization process 社会化过程social-learning theory社会学习理论status 地位status motive 地位动机stereotyping刻板印象storming 震荡stress 压力strong culture 强文化subculture亚文化synergy 协同效应Ttask group任务型群体task structure 任务结构team团队team building团队建设team structure 团队结构terminal values 终极价值观Thematic Apperception Test（TAT）主题统觉测验theory X X理论theory Y Y理论traditional view of conflict冲突的传统观点trait theories of leadership领导的特质理论transactional leadership交易型领导者transformational leadership变革型领导者trust 信任turnover 流动type A personality A型人格Uupward communication上行沟通Vvalues 价值观virtual organization虚拟组织virtual teams虚拟团队Wwork group工作群体work specialization工作专门化专业词汇（葡语）1. desejos 愿望2. valores opostos,相反的价值观3. Diferentes sistemas de valores不同的价值体系4. negativamente afetado 负面影响5. tem que ser percebido 被感知6. forma de oposição 反对的形式7. solução ganho-ganho 双赢的方案8. interesses利益.a expensas dos interesses próprios。
Upselling Skills
// 销售步骤 // 服务员 // 销售方式 // 选择销售目标 // 提高平均单的三个步骤 // 如何提高营业额 // 项目回顾 // 销售内容 // 奖赏 // 培训内容 // 介绍销售目标 // 餐饮部经理检查表 // 餐厅经理检查表 // 目标内容设定 // 各种目标设定
Step of Selling
选定销售目标
High impact (High profit) //高影响因素（高利润） a. Low Lost percentage // 低成本率 b. High contribution // 高贡献 (High selling price) // 高售价 c. Additional Items // 附加项目 Easy to buy // 容易购买 a. Easy to price // 容易定价 b. Easy to presentation // 容易介绍 c. Easy to speciality / unusual // 容易成为特产/与众不同 d. Familiar // 容易的 e. Time // 定时的 t. Easy to eat // 容易吃的 Easy to sell // 容易卖 a. Easy to prepare // 容易准备 b. Easy to serve // 容易服务 c. Easy to say (Explain) // 容易形容 d. Easy to speciality // 容易变特别的 e. Easy to Volume // 容易有一定量的
3 steps to increase average check
提高平均单的三个步骤
Average Check //平均单 Category Goals (Area Opportunity) //目标的种类 (机遇范围) Target Items // 目标内容
销售培训英文作文
销售培训英文作文英文：Sales training is crucial for any business, as it helps the sales team to improve their skills and knowledge, and ultimately increase sales performance. In my experience, I have found that sales training has been extremelybeneficial in helping me to understand customer needs and preferences, and in turn, to close more deals.One of the key benefits of sales training is that it helps sales professionals to better understand the products or services they are selling. For example, in my previous role, I received training on a new product line, which helped me to understand the features and benefits of the products in detail. This allowed me to confidently communicate with customers and address their concerns, resulting in increased sales.Another advantage of sales training is that it equipssalespeople with effective selling techniques. Through training, I learned how to build rapport with customers, ask probing questions to uncover their needs, and overcome objections. These techniques have been invaluable in my sales interactions, as they have helped me to build trust with customers and close more deals.In addition, sales training often includes role-playing exercises, which simulate real-life sales scenarios. These exercises have been particularly useful for me, as they have allowed me to practice and refine my sales skills in a safe environment. For instance, I remember a role-playing session where I had to handle a difficult customer who was hesitant to make a purchase. Through this exercise, I learned how to effectively address customer concerns and ultimately secure the sale.Overall, sales training has had a significant impact on my sales performance and has helped me to achieve mytargets consistently. I believe that ongoing training is essential for sales professionals to stay competitive in the dynamic business environment.中文：销售培训对于任何企业来说都至关重要，因为它帮助销售团队提高他们的技能和知识，最终提高销售业绩。
Sales Training销售培训中英文
圆融,懂尊重他人
幽默风趣,反应灵敏 外向,乐于助人 用心,肯学习,求进步
解决问题能力
简报技巧 谈判与议价 时间管理
不怕被拒绝,坚持力
喜欢挑战 诚实,说到做到
客户喜欢什么样的业务?
业务应有的自我检视与提升:“所有努力都为了客户对你的信赖” 行为态度面 响应速度、热忱、整齐干净、笑容、讨人喜欢、细心、诚恳、不油腔滑 调、察言观色、不能太强势、会赞美、圆融、尊重 技能面 了解需求、组织能力、专业、能做决定(保证承诺/决策能力)、诚信、 自信、交朋友为出发点、帮助我买东西、售后服务、对我有帮助的、健 谈、沟通能力、清晰口条 知识面 知识广泛博学,让客户感到收获大. --------------你代表的是公司的质量,价格与价值-----------------
用”心”销售-沟通
法则四：给予对方足够的信息，提供解决办法 「假如你了解自己的产品，顾客便不会只把你看作买卖的商人，而是这份产品最好的咨商人员」 信息入口：杂志、书籍、公司同事、过去客户、工厂前线、自己成为user 1)足够的信息：(一)你的产品跟用途、(二)为什么你的产品比竞争者优秀、(三)竞争者有什么样的产品、( 四)你所服务的公司，包括历史、财务、成员、声誉、经营策略 2)简洁、有力、清晰：清楚告诉对方我们产品可以为客户做到什么，并提供一个简单的证据 3)站在客户的立场来介绍产品：急着介绍公司跟产品，却忘了提到产品能位顾客带来什么好处 4)具体化你所提供的信息：搜集客户证词、媒体报导(视觉、听觉、触觉导向) 5)让你的产品信息变的生动 6)以专业的方式提供信息 法则五：澄清疑问，化解反对意见 1)客户真的有困难 2)客户对你说的话感到疑惑：沟通的目的不是促进了解，而是避免误解 3)客户的反对意见只是借口：用正确的方法处理错误的问题，比用错误的方法处理正确的问题来的糟糕by 彼得杜拉克 4)客户习惯提出反对意见 化解法： 1)处理情绪：「赢得争论，失去交易」，缓冲句「谢谢你提出来这个问题，让我有机会回答」「我很了解 你的感觉，这的确是个很重要的问题」 2)找出真正的反对意见 3)找出双方交集点 4)注意客户反应
Training培训_[全文]
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Training培训内容培训甚么是培训?成年人学习原理培训循环有效的学习活动两人一组，用画图的方式向大家介绍对方的特徵。
例：最爱穿的服饰最喜爱的食物最大的优点与缺点等等1></a>....TRAINING is :The process of teaching and improvingone’s Knowledge, Skills and Attitudeby different methods in a systematic way,with the purpose ofEnhancing his/her Work Performance成年人学习模式第一步行动取得经验第四步第二步实践思考筹计下一步总结经验第三步理论从经验中引出结论成年人学习的特徵与规律成年人必须自己渴望学习成年人只会学习他们感觉应该掌握的知识成年人通过实践来学习成年人围绕实际出现的问题进行学习经验对成年人的学习有影响在教授成年人时，应使用多种不同的教学方法成年人需要的是反馈信息和指导而不是学分学习的基本方法？学习的基本方法我听，我忘记我看，我记得我做，我明白培训的基本方法口述：100% 是演讲者想说的80% 是说了出来60% 被听到40% 三个小时后还被记住20% 三天后还被记住0-5% 三个月后还被记住培训的基本方法口述+ 视觉60-70% 三天后还被记住50-60% 三个月后还被记住培训的基本方法口述+ 视觉+ 做70-80% 三天后还被记住60-70% 三个月后还被记住何谓培训循环？培训循环第一步分析业绩问题了解培训需求第四步第二步评估培训开发及设计项目的果效有效的培训第三步实施培训Use ofClass Exercises学习活动大脑风暴角色扮演模拟/个案分析实地操练小组讨论培训游戏个别性之操作指导等等...有效的小组学习活动大脑风暴(Brainstorming)交代主题规则：不要批评鼓励创造追求数量寻求改进记录员控制时间回顾与评估有效的小组学习活动角色扮演(Role Play)定调导演：辅导角色辅导观察员角色扮演结束回顾与讨论结束有效的小组学习活动模拟(Stimulation)/个案分析(Case Study)/小组讨论(Group Discussion)形成小组交代过程辅导控制时间总结与评估有效的小组学习活动实地操练(On The Job Practice)形成小组交代目的与过程分发有关资料和物品时间限定汇报总结个别性之操作指导(Individual Coaching)准备，包括：时间/所需材料等简介，说明目标/标准/所需材料/过程等导师示范学员实践总结及反馈为何采用培训活动破冰激励学员投入学习提高学习气氛加强学习重点代替讲演专换学习之速度为何采用培训活动令学员更主动建立团队精神提高小组学习的积极性获得更好培训后果加强学员之间的交流能令每位学员均参与学习成年人学习模式第一步行动取得经验第四步第二步实践思考筹计下一步总结经验第三步理论从经验中引出结论进行培训活动之步骤进行活动后让学员返回现实世界让学员整理对课题之思绪请学员给予意见表扬参与之学员总结重点午饭(12:00 - 1:00)破冰练习/ 学员互相介绍过程：派发白纸于学员请学员用五分钟时间，按灯片上之内容写下其个人资料收集学员已写妥之白纸由导师随意抽出其中一张请学员竞猜所抽出之资料所属何人(如是其本人者不得参予) 猜中者得奖品一份解释:何谓破冰(ICE-BREAKING)破冰练习的作用与重要性应用:请学员举例曾经验过之破冰练习，以收集思广益之效果学员之期望请学员发表意见每人最少一项将学员之意见写在白报纸上导师对学员之意见作出简单回应(澄清/ 管理学员之期望)将白报纸贴在墙上，作课程结束时总结之用学员之期望请学员发表意见每人最少一项将学员之意见写在白报纸上导师对学员之意见作出简单回应(澄清/ 管理学员之期望)将白报纸贴在墙上，作课程结束时总结之用成人学习原理成年人学习之模式一般会经过四个阶段(5 mins)例如：主妇弄新款菜式时经过试验阶段(不同材料之配搭，味道之变化) 按交通规则过马路：安全/生命与时间之取舍活动：请学员念出上列句语总结：成年人是不能强迫其学习的多元化之学习模式能照顾不同人士之需要提问：学习的基本方法是什麽？引导学员回答透过五觉来学习，即：视觉听觉嗅觉味觉触觉培训之基本方法有三：口述视觉做请学员猜猜各种方式之成效(5 mins)请学员翻开学员手册请学员猜猜各种方式之成效(5 mins)接上页接上页何谓培训循环？以提问方式向学员发问解释各步骤之重点：了解培训需求：有何途径了解员工有培训之需要？(请同事发表意见并作补充) 第二步在现阶段学员会较少涉及，故留待有机会再与大家分享强调是次课程之侧重点为第三步，实施培训之技巧简单解释评估培训果效之重要性与方法：反应/ 知识/ 应用/ 价值大脑风暴(或称脑力激荡BRAINSTORMING)简介：重点活动：大脑风暴练习请一位学员按上列原则带领一次大脑风暴练习(限时十分钟)题目：假如你有一百万圆，你会投资在那一项必定赚钱的生意？(可请学员协助记录在白报纸上)总结：按学员之表现，重申带领大脑风暴活动时之重点大脑风暴(或称脑力激荡BRAINSTORMING)简介：重点活动：大脑风暴练习请一位学员按上列原则带领一次大脑风暴练习(限时十分钟)题目：假如你有一百万圆，你会投资在那一项必定赚钱的生意？(可请学员协助记录在白报纸上)总结：按学员之表现，重申带领大脑风暴活动时之重点角色扮演(ROLE PLAYING)提问及解释：曾否采用角色扮演之活动？角色扮演时应注意的事项是什麽？角色扮演适用於那些培训环境？(如：Selling Skills Training, Negotiation Training)模拟提问及解释：曾否采用过模拟活动？模拟应注意的事项是什麽？模拟适用於那些培训环境？(如：Production Training, Computer Training, Car Operation Training)实地操练提问及解释：曾否采用过实地操练活动？实地操练应注意的事项是什麽？实地操练适用於那些培训环境？(如：Production Training, Sales Training)个别性之操作指导说明：进行个别性操作指导应注意事项及步骤示范：摺纸杯过程：目的：当没有水杯时，仍能有工具以便喝水，说明接下去之过程与步骤材料：A4纸一张标准：1。
组织行为学中英文词汇对照
组织行为学中英文词汇对照以下是为大家整理的组织行为学中英文词汇对照的相关范文，本文关键词为组织,行为学,中英文,词汇,对照,组织,行为学,中英文,词汇，您可以从右上方搜索框检索更多相关文章，如果您觉得有用，请继续关注我们并推荐给您的好友，您可以在英语学习中查看更多范文。
组织行为学中英文词汇对照Aability[?\'b?l?ti]能力achievement[?\'t?ivm?nt]成就动机achievementneed成就需要affiliationneed[?,f?l?\'e??n]归属需要arbitrator[\'ɑ?b?tre?t?]仲裁人assessmentcenters[?\'s?sm?nt][\'s?nt?z]评价中心attitude[\'?t?t?d]态度attribution归因attributiontheory归因理论attributiontheoryofleadership领导的归因理论bbehavioraltheoriesofleadership领导的行为理论behaviorismtheories行为主义理论bigFivepersonalitytraits大五人格特质bodylanguage身体语言boundedrationally有限理性brainstorming 脑力激荡法bureaucracy官僚结构ccareer职业centralization集权化chainofcommand命令链charismaticleadership领袖魅力的领导charismaticleadershiptheories魅力领导理论classicalconditioning经典条件反射cliques小集团cognitivecomponentofanattitude态度的认知成分cognitivelearning 认知学习cognitivetheories认知理论cohesiveness凝聚力collaborating 协作commandgroup命令型群体communication沟通communicationapprehension沟通焦虑communicationnetworks沟通网络communicationprocess沟通过程competence能力competing 竞争compromising折中conciliator和解人conflict冲突conflictmanagement冲突管理conflictprocess冲突过程conformity 从众问题conscientiousness责任心consideration关怀维度consistency一贯contingencyapproachestomanagement管理的权变途径contingencyleadershiptheory领导权变理论continuousreinforcement连续强化contrasteffects对比效应controltheory控制理论controlling控制corevalues核心价值观creativity创造力cross-functionalteams多功能型团队culturaldifferences文化差异D decisionmaking决策decisionrationality决策理性decisionrole决策角色decision-makingstyle决策风格decisions决策decoding解码delegatingstyle授权风格Delphitechnique德尔菲技术Departmentalization部门化dispositionalattributions个性归因distributivebargaining分配谈判distributivejustice分配公平diversity多元化dominantculture主导文化downwardcommunication下行沟通Dynamicsofsynergy协力优势dysfunctionalconflict功能失调的冲突eeconomicrationalitymodel经济理性模型emotion情绪emotionalintelligence情绪智力emotionalstability情绪稳定性mployeeinvolvement员工参与employee-orientedleader员工导向的领导者empowerment授权encoding编码encounterstage碰撞阶段engagement卷入environment环境equitytheory公平理论equitytheoryofworkmotivation工作动机的公平理论eRgtheoryeRg 理论exchangeleadershiptheories领导的交换理论expectancytheory期望理论exportpower专家性权力externalvalidity外部效度externals外控者extraversion外向性extrinsicmotive外源性动机extrinsicrewards外部报酬Ffeedback反馈Fiedlercontingencymodel费德勒的权变模型filtering过滤Five-Factormodel(FFm)五因素模型flexiblebenefits灵活福利formalgroup正式群体formalnetworks正式沟通网络formalorganization正式组织functionconflict功能正常的冲突functionalanalysis功能性分析fundamentalattributionerror基本归因偏差ggeneralmentalability(gmA)一般心理能力goalconflict目标冲突goalsetting目标设定goalsharing目标共享goal-settingtheory目标设置理论group群体groupdecisionmaking群体决策groupleadershiptheories领导的群体理论groupstressors群体压力源groupshift群体转移groupthink群体思维hhaloeffect晕轮效应hawthorneeffect霍桑效应herzberg\'sTwo-FactorTheoryofmotivation赫茨伯格的动机双因素理论horizontalorganization扁平化组织humancapital人力资本humanrelationsviewsofconflict冲突的人际关系观点hygienefactors 保健因素Iincentives诱因informalgroups非正式群体informalnetwork非正式沟通网络informationrichness信息丰富性initiatingstructure结构维度instrumentalvalues工具价值观integrativebargaining综合谈判intergroupdynamics组间动力integrity正直intellectualability心理能力intelligenceactivity智力活动interactinggroups互动群体interactionalviewofconflict冲突的相互作用观点interestgroup利益型群体internalvalidity内部效度internals内控者interpersonalcommunication人际沟通interpersonalroles人际角色intrinsicmotive内源性动机intrinsicrewards内部报酬intuition直觉J jobdesign工作设计jobenlargement工作扩大化jobenrichment工作丰富化jobinvolvement工作参与jobrotation工作轮换jobsatisfaction 工作满意度jobspecification工作规范Kknowledgemanagement知识管理Lleaderrole领导角色leader-memberexchange(Lmx)theory领导者—成员交换理论leader-memberrelations领导者—成员关系leadership领导eadershipskill领导技能learnedhelplessness习得性无助learning学习learningorganization学习型组织leastpreferredcoworker(Lpc)questionnaire最难共事者问卷life-cycleapproach生命周期理论lower-orderneeds较低层次的需要loyalty忠诚m以下是为大家整理的组织行为学中英文词汇对照(2)的相关范文，本文关键词为组织,行为学,中英文,词汇,对照,组织,行为学,中英文,词汇，您可以从右上方搜索框检索更多相关文章，如果您觉得有用，请继续关注我们并推荐给您的好友，您可以在英语学习中查看更多范文。
对商务英语非谓语动词的全面总结
对商务英语非谓语动词的全面总结商务英语非谓语动词分为三类：动词不定式、动名词和分词。
这些动词的构成方式是不同的。
动词不定式动词不定式可用作宾语、主语、表语或定语。
商务英语中常用的动词不定式有：- to advise：建议- to agree：同意- to decide：决定- to offer：提供- to refuse：拒绝- to suggest：建议例句：- I advise you to invest in the stock market.- He agreed to sign the contract.- We have decided to expand our business.- She refused to negotiate with the union.- They suggested changing the marketing strategy.动名词动名词可用作主语、宾语、表语或定语。
商务英语中常用的动名词有：- advertising：广告- negotiating：谈判- planning：计划- researching：研究- selling：销售- training：培训例句：- Advertising on social media is effective for reaching new customers.- Negotiating with suppliers can result in cost savings.- Planning is essential for successful project management.- Researching the market before launching a new product is crucial.- Selling is a high-pressure job.- Training employees regularly can improve productivity.分词分词可用作定语、表语或状语。
辉瑞销售生意计划培训
辉瑞销售生意计划培训1. IntroductionPfizer is a global pharmaceutical company that is engaged in the research, development, manufacturing, and selling of pharmaceutical products. As a sales representative for Pfizer, it is crucial to have a well-thought-out business plan to ensure business success. This training program is designed to provide sales representatives with the necessary knowledge and skills to develop and implement effective sales business plans.2. Understanding the Pharmaceutical IndustryBefore developing a business plan, it is important for sales representatives to have a thorough understanding of the pharmaceutical industry. This includes understanding the market, competitors, regulations, and customer needs. Through training sessions and workshops, sales representatives will gain a comprehensive understanding of the pharmaceutical industry and its dynamics.3. Identifying Market OpportunitiesThe first step in developing a business plan is to identify market opportunities. This involves analyzing market trends, customer needs, and potential areas for growth. Sales representatives will be trained on techniques such as market research, customer surveys, and competitor analysis to identify and assess market opportunities.4. Setting SMART GoalsOnce market opportunities have been identified, sales representatives will be trained on setting Specific, Measurable, Achievable, Relevant, and Time-bound (SMART) goals. Thiswill involve setting sales targets, customer acquisition goals, and market share objectives. Through practical exercises and case studies, sales representatives will learn how to set SMART goals for their business plans.5. Developing Sales StrategiesWith SMART goals in place, the next step is to develop sales strategies to achieve these goals. Training sessions will focus on various sales strategies such as product positioning, pricing strategies, sales channel management, and promotional activities. Sales representatives will learn how to align their strategies with market opportunities and customer needs.6. Building Customer RelationshipsA key aspect of a successful business plan is building and maintaining strong customer relationships. Sales representatives will be trained on customer relationship management techniques, effective communication skills, and customer engagement strategies. This will enable sales representatives to develop long-term relationships with their customers, leading to repeat business and referrals.7. Sales Forecasting and BudgetingTo ensure that the business plan is financially viable, sales representatives will be trained on sales forecasting and budgeting. This will involve understanding sales trends, estimating revenue and expenses, and setting a budget for sales activities. Practical exercises and financial modeling will be used to help sales representatives develop accurate sales forecasts and budgets.8. Monitoring and EvaluationOnce the business plan is implemented, it is important to monitor and evaluate its performance. Sales representatives will be trained on key performance indicators, sales metrics, and performance tracking tools. This will enable them to assess the effectiveness of their business plan and make necessary adjustments to achieve their goals.9. Compliance and EthicsAs representatives of Pfizer, it is crucial for sales representatives to comply with all regulatory requirements and ethical standards. Training sessions will focus on compliance with pharmaceutical regulations, code of conduct, and ethical selling practices. Sales representatives will understand the importance of maintaining high ethical standards in their sales activities.10. Implementation and Action PlanningAt the end of the training program, sales representatives will develop their individual business plans and action plans. This will involve applying the knowledge and skills gained from the training to create a comprehensive business plan for their specific territories. Sales representatives will be guided by trainers and mentors to ensure that their business plans are practical and achievable.11. Ongoing Support and CoachingAfter the training program, sales representatives will receive ongoing support and coaching to help them implement their business plans. This will involve regular follow-up sessions, performance reviews, and coaching to address any challenges or obstacles. Sales representatives will have access to resources and support from Pfizer to help them succeed in their sales activities.12. ConclusionThe Pfizer Sales Business Plan Training program will provide sales representatives with the necessary knowledge and skills to develop and implement effective business plans. By understanding the pharmaceutical industry, identifying market opportunities, setting SMART goals, and implementing sales strategies, sales representatives will be able to achieve their sales targets and contribute to the success of Pfizer. With ongoing support andcoaching, sales representatives will have the resources they need to excel in their roles and drive business growth for Pfizer.。
英文直播带货培训计划
英文直播带货培训计划IntroductionLive streaming sales, also known as live stream shopping or live commerce, has become a popular way for businesses to reach their audience and sell products in real-time. This emerging trend provides a unique opportunity for businesses to engage with their customers, showcase products, and increase sales. In order to maximize the potential of live stream sales, it is essential for businesses to train their staff in the art of live streaming and selling.This training plan aims to equip sales teams with the necessary skills and knowledge to effectively conduct live stream sales. The plan will cover a range of topics including live streaming best practices, product presentation, customer engagement, and sales techniques. By the end of the training, participants should have a thorough understanding of how to leverage live stream sales to drive business growth.Training ObjectivesThe primary objectives of the live stream sales training plan are as follows:1. To understand the basics of live streaming and the principles of live stream sales.2. To develop the skills necessary to effectively present products in a live stream environment.3. To learn how to engage with customers and build rapport during live stream sales.4. To master sales techniques that are effective in a live streaming context.5. To familiarize participants with the tools and technology used for live stream sales. Training ScheduleThe training will be divided into several modules, each focusing on a specific aspect of live stream sales. The schedule is as follows:Module 1: Introduction to Live Stream Sales (Day 1)- Understanding the concept of live stream sales- The benefits and potential of live stream sales- The role of live stream sales in the retail industry- Case studies of successful live stream salesModule 2: Live Streaming Best Practices (Day 2)- Choosing the right platform for live stream sales- Equipment and setup for live streaming- Lighting, sound, and visual presentation tips- Understanding the live stream audienceModule 3: Product Presentation (Day 3)- Showcasing products effectively in a live stream- Using visual aids and demonstrations- Highlighting product features and benefits- Overcoming challenges of presenting products in a live stream Module 4: Customer Engagement (Day 4)- Building rapport with the live stream audience- Responding to customer inquiries and comments- Creating a sense of urgency and excitement- Encouraging customer participation and interactionModule 5: Sales Techniques for Live Stream (Day 5)- Understanding the sales process in a live stream context- Closing sales and overcoming objections- Upselling and cross-selling during live stream sales- Building trust and credibility with customersModule 6: Tools and Technology for Live Stream Sales (Day 6) - Familiarizing participants with live stream platforms- Using analytics and data to improve live stream sales- Integrating live stream sales with other sales channels- Troubleshooting technical issues during live stream sales Training MethodsThe training will be conducted using a combination of lectures, demonstrations, role-playing exercises, and hands-on practice. Participants will have the opportunity to observe live stream sales in action, as well as practice their own live stream presentations. Feedback and coaching will be provided to help participants improve their skills and confidence in conducting live stream sales.Assessment and EvaluationAt the end of the training, participants will be assessed on their understanding and practical application of live stream sales techniques. This may include written tests, live stream presentations, and role-playing scenarios. Feedback will be provided to each participant to help them understand their strengths and areas for improvement.ConclusionLive stream sales present an exciting opportunity for businesses to engage with their customers and increase sales. By providing comprehensive training in live stream sales techniques, businesses can empower their staff to take full advantage of this emerging trend. With the right skills and knowledge, businesses can harness the power of live stream sales to drive growth and success in the retail industry.。
英语培训销售计划方案范文
英语培训销售计划方案范文1. IntroductionThe English training industry is a rapidly growing market, with an increasing demand for high-quality English language education. As a result, there is a great opportunity for sales professionals to capitalize on this demand by promoting and selling English training programs. This sales plan will outline the strategies and tactics to effectively promote and sell English training programs to potential students and corporate clients.2. ObjectivesThe primary objective of this sales plan is to increase the sales of English training programs by 20% within the next 12 months. This will be achieved through the following specific goals:- Increase the number of students enrolled in English training programs by 15%.- Increase the number of corporate clients using our English training services by 25%.- Introduce and promote new English training programs to the market.- Increase brand awareness and recognition in the English training industry.3. Target MarketThe target market for our English training programs includes:- Individual students who want to improve their English language skills for personal or professional development.- Corporate clients who require English language training for their employees.- Schools and educational institutions looking for English training services for their students.4. Sales StrategiesTo achieve our sales objectives, the following strategies will be implemented:a. Identifying and Segmenting the Market: Understanding the needs and preferences of our target market segments will enable us to tailor our sales approach and offerings to meet their specific requirements.b. Building Strong Relationships: Developing and maintaining strong relationships with potential clients through networking, meetings, and follow-ups will help to build trust and credibility.c. Offering Customized Solutions: Providing tailored English training programs and services that address the unique requirements of each client will set us apart from competitors.d. Promoting Benefits and Value: Highlighting the benefits and value of our English training programs, such as improved communication skills, career advancement opportunities, and enhanced international business prospects, will help to convince potential clients.e. Utilizing Multiple Sales Channels: Utilizing a variety of sales channels, including direct sales, online marketing, and partnerships with educational institutions and corporate organizations, will expand our reach and visibility in the market.f. Continuous Improvement: Continuously evaluating and improving our sales strategies based on feedback and market trends will ensure long-term success and growth.5. Sales TacticsThe following tactics will be employed to support the sales strategies and achieve our sales objectives:a. Direct Sales: Engaging in direct sales activities such as cold calling, emailing, and face-to-face meetings to promote and sell English training programs to individual students and corporate clients.b. Online Marketing: Leveraging digital marketing channels, including social media, search engine optimization, and online advertising, to raise awareness of our English training programs and attract potential clients.c. Networking Events: Participating in industry events, trade shows, and networking gatherings to connect with potential clients, partners, and industry professionals.d. Referral Programs: Implementing a referral program to encourage satisfied clients to refer new students and corporate clients to our English training programs.e. Educational Partnerships: Establishing partnerships with schools, colleges, and educational institutions to offer English training programs to their students, as well as customized solutions for their faculty and staff.f. Corporate Presentations: Conducting presentations and workshops for corporate clients to showcase the benefits and value of our English training programs for their employees.g. Customer Relationship Management: Implementing a customer relationship management (CRM) system to manage client interactions, track sales activities, and identify opportunities for cross-selling and upselling.6. Sales SupportTo support the sales team in achieving their sales goals, the following resources and support will be provided:a. Sales Training: Providing ongoing training and skill development programs to enhance the sales team's product knowledge, sales techniques, and customer relationship management skills.b. Marketing Collateral: Creating and distributing high-quality marketing materials, brochures, and presentations to support the sales team in their sales efforts.c. Sales Tools: Equipping the sales team with the necessary tools and resources, such as sales scripts, sales playbooks, and sales support software, to streamline their sales process and improve productivity.d. Sales Incentives: Implementing a sales incentive program to motivate and reward the sales team for achieving their sales targets and securing new clients.e. Sales Analytics: Providing access to sales performance data and analytics to track progress, identify areas for improvement, and optimize sales strategies and tactics.7. Sales ForecastBased on the implemented sales strategies and tactics, the following sales forecast is projected for the next 12 months:- Student Enrollment: Increase from 500 to 575 students.- Corporate Clients: Increase from 20 to 25 corporate clients.- Revenue Growth: Increase in sales revenue by 20%.8. ConclusionIn conclusion, this sales plan outlines the strategies, tactics, and resources necessary to achieve our sales objectives in promoting and selling English training programs. By implementing these strategies and supporting the sales team effectively, we are confident in our ability to increase sales, expand our client base, and establish ourselves as a leading provider of English training services in the market. With a focused and proactive approach, we aim to capitalize on the growing demand for English language education and achieve sustainable growth in the English training industry.。
（基础模块第3册）Unit5《W...
（基础模块第3册）Unit5《W...Unit5 We are going to work as packagers on the assembly line 教学⽬标语⾔知识⽬标能识别packager,workshop,success,wrap的意思能⽤social practice, hold, assembly line,wrap, dress, first.then, after that, the last来描述⽣产线上的⼯作过程语法能区分直接引语和间接引语能使⽤say,tell, ask等词把直接引语变成间接引语能注意到间接引语中⼈称、时态的变化，宾语从句的陈述语序等语⾔技能⽬标能识别流⽔线上的⼯作流程和具体⼯作内容能⽤first, then, after that, at last描述⼯作流程能读懂有关社会实践的⽂章并提取相关信息能根据提⽰完成⼀份简单的实习报告课时３课时第⼀课时１.对话及课⽂回顾２.重点词汇和语句We are to start working right now. 我们马上就要开始⼯作了。
be to“根据计划将要做某事”According to the timetable, we are to visit this farm this afternoon.根据时间表，我们今天下午要参观这间农场。
start doing sth “开始做某事”还可以⽤start to do sth,⼆者的主要区别如下：〈１〉start ⽤进⾏时态是，后⾯⽤不定式to do.I were starting to write my homework when my mother came home.我妈妈回来时，我正打算写作业。
〈2〉谈及⼀项长期活动或开始⼀种习惯时，使⽤doing.How old were you when you first started playing the piano?你⼏岁时开始弹钢琴？〈3〉当start后接表⽰⼼理活动的动词，如understand, realize等，后接to do sth.I start to understand the truth.我开始明⽩真相．We are going to work as packagers on the assembly line.我们要到流⽔线上去做包装⼯⼈．work as 当…作为…He worked as a doctor in a famous hospital.他在⼀间著名的医院当医⽣．This mobile phone can work as a mini camera.这个⼿机可以作为⼀个迷你相机．First, some of us should get the doll from the line and dress it up.⾸先，我们中的⼀些⼈要从流⽔线上把玩具娃娃拿下来，然后给他们穿上⾐服．dress …up 给…穿上⾐服Sound easy “听起来不难”sound 作为系动词，意为：听起来，听上去(给⼈以某种印象)，常接形容词作表语，还可接名词，代词，介词短语或从句．This piece of music sounds beautiful.这⾳乐听起来很美．It sounds a good idea.听起来是⼀个好主意．During the program students took part in activities such as sales training, video and poster production, and selling environmentally-friendly bags.项⽬中，学⽣们参加了很多活动，如销售培训,⾳像和⼴告制作，销售环保袋等．take part in 参加，参与She took part in the Ninth School Sports Meeting.她参加了第九届校运会．…，were divided into three teams to sell the bags.被分为三组来销售袋⼦．divide into把…分成We should divide the class into two groups.我们应该把学⽣分成两组．Your task is to deliver all these bags.你们的任务是把所有的袋⼦送出去．Who is in charge of the work?谁负责这个⼯作？Where should we start? 我们从什么地⽅开始？第２课时语法：直接引语和间接引语⼀、间接引语的概念和变化规律1、间接引语是⽤⾃⼰的话去转述别⼈的话。
惠普前台湾销售总经理在方正的培训教材通用模板.pptx
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Workshop 5 :「赢」与「成果」
Step 1
共同性的成果
经济掌控者
「赢」与「成果」检验表
客户
成果
赢
技术导向者
使用单位
Step 2 ~3
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Workshop 5 :「赢」与「成果」
「关键影响人员」表
经济掌控关键
Mr. Wang
EK -2
关键使用单位 Ms. Chang G +2
技术导向关键 Mr. Li
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Workshop 2 : 关键影响 人员
1. 制作「关键影响人员」表 2. 检验所有「关键影响人员」 3. 测试现今「销售位置」
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Workshop 2 : 关键影响 人员
「关键影响人员」表
经济掌控关键 Mr. Wang
关键使用单位 Ms. Chang
Economic
User
Step 1 ~2
Workshop 1 : 销售位置
Step 1 Step 3
客户(个案) 名称：
状况改变 : 1. 2. 3.
销售目标 :
评估改变 (+) (-)
Step 4
测试现今销售位置 :
我觉得
，有关于
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Step 2
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Workshop 1 : 销售位置
Step 5
改进销售位置
1.
2.
3.
4.
5.
策略
ANAANA
Analytical
AMIANA
ANAAMI
Amiable
AMIAMI
DD
Driver
ED
DE
Expressive
培训经历英文作文
培训经历英文作文I have had various training experiences throughout my life. The first one that comes to mind is when I attended a leadership training program during my college years. It was an intense and immersive experience where we were pushed to our limits and encouraged to think outside the box. The trainers were experts in their fields and challenged us to step out of our comfort zones. It was a transformative experience that taught me the importance of teamwork and effective communication.Another memorable training experience was when I participated in a sales training workshop. This training focused on honing our selling skills and techniques. We learned about different sales strategies and how to effectively pitch our products to potential customers. The trainers were experienced sales professionals who shared their real-life experiences and provided valuable insights. Through this training, I gained confidence in my ability to persuade and negotiate, which has been beneficial not onlyin my professional life but also in personal interactions.One training experience that stands out is a time management workshop that I attended last year. Thistraining aimed to help participants improve their productivity and prioritize tasks effectively. We learned about various time management techniques and strategies, such as creating to-do lists, setting goals, and avoiding procrastination. The trainer shared practical tips and encouraged us to implement what we learned immediately. This training had a significant impact on my daily life, as I became more organized and focused on achieving my goals.I also had the opportunity to attend a cultural sensitivity training program. This training aimed to promote understanding and respect for different cultures and perspectives. We engaged in interactive activities and discussions that challenged our assumptions and biases. The trainers provided us with tools and strategies to navigate cultural differences in a respectful and inclusive manner. This training broadened my worldview and enhanced myability to work effectively in diverse teams.Lastly, I participated in a customer service training program during my previous job. This training focused on providing exceptional customer experiences and resolving customer complaints effectively. We learned about active listening, empathy, and problem-solving techniques. The trainers simulated various customer scenarios, allowing us to practice our skills in a realistic setting. This training improved my ability to handle difficult customers and provided me with valuable skills that are transferable to any customer-facing role.Overall, these training experiences have played a significant role in my personal and professional development. They have equipped me with valuable skills, expanded my knowledge, and broadened my perspective. I am grateful for the opportunities to learn and grow through these training programs.。
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(请务必知道客户的名字 !!!) Swire Beverages
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人的因素 – 两方关系
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我做什么会激怒他? 我做什么会让他对我有正面的感受? 有没有沟通的特别注意点? (不同文化／背景 的沟通方式) 预防胜于治疗 - 建立长期良好关系
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谈判技巧 资料预备
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讨价还价
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不要娶你的第一个情人 保持“站起来就走”的气势 让对方出价 用客观条件来讨论, 别个人化或利用 压力 对问题强硬, 对人温和 (对事不对人) 别感到难过或尴尬, 这是他们的工作
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谈判语言 Do’s & Don’ts N o!? No!?
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环境 - 能带来的优势
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坐的地方 – 权力位置! 背后较光亮 (窗户) 记得带齐工具 – 笔记本, 计算机
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达成协议技巧
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共同负担风险和分享利润
• 把问题合起来谈 • 把问题分开来谈 • 提出说服性的证据 (事实及数据)
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怎样提供最大的价值给客户? 找出客户眼中的价值/利益
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客户眼中的价值 – 各有不同 � 不同渠道 � 性格 � 个人目标 问自己:“如果我是这客户,我想要什么?” 问自己:“客户有什么选择?” 量化, 让他看到是多少钱 ! 往前看，不要往后看。并且看远一点 列出价值/利益的清单 很多情况, 最强大的利益是人的基本需求(成功感,工作安全,面子 …) 告诉对方我们认同他的利益是问题的一部分
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卖價值 Value 还是 卖特点 Feature
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價值 Value : � “客户”的利益 Benefits � 量化, 让他看到是多少钱! “请放个冰柜” – 卖特点 Feature “此冰柜会吸引更多消费者购买.跟据我们的市 场调查, 此能将你的销量提升百分之四十,即为 一年五万元! – 卖價值Value
销售技巧
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课程目标
认识销售价值/利益的概念 掌握销售及谈判之技巧
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銷售主管级跟销售员的工作 有什麼分別?
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領導及管理 教练 - 協助及培训销售员解問題 管理,负责市场生动化及执行 建議如何增長業務,做好分銷及生動化
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“超級銷售人員”!!
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找出谁是真正的买手
(决策者/影响者)
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现代渠道 : 多于一个决策者及影响者(或部门) 食杂店 : 是老公还是老婆? “最后审判长”： � 采购部门主管 (现代渠道) 或 老板 (食杂店) � “在这项目,我们能得到多少回报?” “运作买手” : � 买手及店长 (现代渠道) 或 老板 (食杂店) � “这怎样能为我的业务工作带来得着?” “你的教练”: � 客户或我司的同事/长辈 � “我们怎样可推动这项目”
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谁是真正的买手
(决策者/影响者)
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在“最后审判长”批前, 一定要先搞定“运作买手” 帮助他来帮助你 – 协助“运作买手” 卖给“最后 审判长”: � 组织“卖点”,“利润故事”, 支持文件,数据及分 析 � 多个“方案” � ”建议方案“ (你和“运作买手”的)
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别懒惰 – 每次谈判也必须预备好 找出谁是真正的买手及他们的动机 找出所有有关的事实及数据 找出对方能有其他方案
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专注聆听
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大部分人听得不好 :
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38%的了解来自于听觉 7%来自于书面 55%来自于身体语言
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集中 – 别发梦 别假设别人的答案, 请专注聆听! 别打断对方 提问来确认是否正确了解 提问的艺术:
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谈判技巧
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谈判的成功之路
1. 2. 3.
找出“要谈判的问题” 找出多个“两方均能接受及有利的方案” 找出“两方的人的因素” 小心 : “集中在价值/利益, 不是立场” 小心 : “用客观条件,事实及数据来谈判”
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我們賣什麼?
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可口可樂? 汽水? 品牌? 利潤? 服務?
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價值/利益Value & Benefits !!!
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客戶眼中的價值 Value 是什麼?
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最低價格 最高毛利 售后服务 準時送貨 頻密送貨 無斷貨 促銷活動 全面品種 暢銷品牌 促销活动 – 增加顾客人流量,增加顾客购买次,增加交 易金额 您跟客户的关系 – 长期投资!
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怎样作出让步
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先谈判所有问题,才开始讨论让步 别太早让步 别先作让步 每让一步就呼天喊地的叫苦 要有条件 如没条件,给个理由 让步的内容可以不是“钱”, 是价值/利益 (促销员,店外路 演) 请在最后才考虑在价格上让步 ($$$)!!! 别“让我们对分差价” 别说“这是我们最后可给的方案” (如果不是最后那怎办?)
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你比你想象中有力量得多!
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电话谈判
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时间 - 能带来的优势
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有时间压力的人先输(与公司谈判时间?) 如果真有时间压力,别让对方知道! 增加对方的时间压力, 如: 设定限期, 或拖 延回复 (但对方可能不跟你玩!)
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我们提供的全套优质服务，不只是一瓶饮料 客户得到的多方面利益，不光是价格
销售服务 领导品牌 各类包装 客户 消费者 可靠的品质 利润
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器材／技术 可靠的分销
全面品種
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客戶眼中最讨厌的销售员
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是提供最高价格的销售员? 是:
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不!
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讲就「天下无敌」,做就「无能为力」 缺乏稳定服务,特别是下定单后 …
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不容易,发展可行方案困难的原因： � 太武断，太早做决定 � 只找一个答案 � 假设饼的大小是固定的 � 认为 ：“解决他们的问题是他们的事 ”
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怎样发展可行方案? � 问 : “何时,何地,怎样,什么,为什么” (What, When, Where, How, Why) � 让专家看看你发明的方案 � 发明不同强度的方案 � 发明几个强度相同的方案让对方选择 � 把发明和做决定的动作分开 Swire Beverages
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开放式问题,别只让人答“是”,“不是” 有效利用问题及 “沉默“ 别相信假设,测试一下
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非语言沟通 - 身体语言
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你的身体语言 : � 要跟你想转达的信息一致 � 表现出对他的谈话很有意思 � 站近些 � 表达友善动作 – 适度的身体接触, 一根烟, 一杯茶 � 尝试跟对方的姿势相近 (不包括负面动作) � 可用身体语言来表达停止,或不同意 (别“说不”!) 他的身体语言: � 他的身体语言 = 他的对你的态度,心理状况 � 留意身体语言突然变化
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人的因素 – 了解他!
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对方的个人目标 – 工作或工作以外 (希望成功? 行动型? 用最少 时间完成工作,早点下班?) 对方的处事方式 - 关注人/关系? 事实? 过程? 数据? 对方的个性 – “面子”, 随和, 爱辩论, 合作? 对方的兴趣 – 嗜好, 运动, 家庭? 「买手」的「个人表现评估指价」及格薪金计算,花红,月底,年底 ? 怎样找出: � 问“我怎样可以协助你(达到你公司对你的要求)?”
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买手的技俩
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别热情地跑去见销售员 对第一个方案表达强烈不满 从不接受第一个方案 提出不可能的要求 从不达成协议, 除非对方让步, 或提供其他方面的价 值/利益 随时预备站起来就走 一个装好人, 一个坏 装笨 80/20 - 80%的让步是在最后的阶段 - 将难题放在达 成协议前一刻,以使对方容易作让步