跟销售老鸟学营销管理


企业内训课程 www.ieasytraining.com

课程介绍:
<p style="text-align:center;line-height:150%"><span style="font-size:29px;line-height:150%;font-family:&#39;微软雅黑&#39;,&#39;sans-serif&#39;">跟销售老鸟学营销管理</span></p><p style="line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">主讲人<span>/</span>盛斌子</span></p><p style="text-align:center;line-height:150%"><strong><span style="font-size:19px;line-height:150%;font-family:宋体">第一讲<span>&nbsp;&nbsp;&nbsp; </span>跟销售老鸟学目标与计划管理</span></strong></p><p style="line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">一、目标管理的真谛</span></strong></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">是企业目标还是个人目标?</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">光有目标是不够的</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">目标管理不是写出来而是做出来的</span></p><p style="line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">二、目标管理的三大误区</span></strong></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">拍脑袋定目标</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">目标管理变成“数字游戏”</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">只重结果不看过程</span></p><p class="MsoListParagraph" style="margin-left:34px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">三、</span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">目标与计划管理流程</span></strong></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">工作的基本程序</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">设定总体目标</span></p><p style="text-indent:24px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>1</span>)总体目标的来源</span></p><p style="text-indent:24px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>2</span>)设定总体目标时需要考虑的重要因素――“承载力”</span></p><p style="text-indent:24px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>3</span>)目标设定的<span>SMART</span>原则</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">目标分解与计划</span></p><p style="text-indent:16px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>1</span>)目标分解的两种常用工具</span></p><p style="text-indent:16px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>2</span>)用<span>5W1H</span>来描述你的执行计划</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">计划过程的把控</span></p><p style="text-indent:16px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>1</span>)设定时间进度管理表</span></p><p style="text-indent:16px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>2</span>)明确考核点</span></p><p style="text-indent:16px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">(<span>3</span>)目标管理和绩效考核相结合</span></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">5.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">执行结果的检查和经验反馈</span></p><p style="line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">四、目标管理与销售任务的分解</span></strong></p><p style="text-indent:24px;line-height:150%"><span style="font-size:16px;line-height:150%">1.&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="font-size:16px;line-height:150%;font-family:宋体">目标与任务分解的流程</span></p><p style="text-indent:24px;line-height:150%"><span style="font-size:16px;line-height:150%">2.&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="font-size:16px;line-height:150%;font-family:宋体">目标与任务分解的方法</span></p><p style="text-indent:40px;line-height:150%"><span style="font-size:16px;line-height:150%">1) </span><span style="font-size:16px;line-height:150%;font-family:宋体">自身诊断</span><span style="font-size:16px;line-height:150%"> </span></p><p style="text-indent:56px;line-height:150%"><span style="font-size:16px;line-height:150%">A</span><span style="font-size:16px;line-height:150%;font-family:宋体">、营销现状:</span></p><p style="text-indent:56px;line-height:150%"><span style="font-size:16px;line-height:150%">B</span><span style="font-size:16px;line-height:150%;font-family:宋体">、区域市场状况:</span><span style="font-size:16px;line-height:150%"> </span></p><p style="text-indent:56px;line-height:150%"><span style="font-size:16px;line-height:150%">C</span><span style="font-size:16px;line-height:150%;font-family:宋体">、竞争者分析:</span></p><p style="text-indent:40px;line-height:150%"><span style="font-size:16px;line-height:150%">2</span><span style="font-size:16px;line-height:150%;font-family:宋体">)自身目标设立</span></p><p style="text-indent:48px;line-height:150%"><span style="font-size:16px;line-height:150%">3</span><span style="font-size:16px;line-height:150%;font-family:宋体">)目标分解</span><span style="font-size:16px;line-height:150%"> </span></p><p style="line-height:150%"><span style="font-size: 16px;line-height:150%">&amp;#61550;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="font-size:16px;line-height:150%;font-family:宋体">区域</span></p><p style="line-height:150%"><span style="font-size: 16px;line-height:150%">&amp;#61550;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="font-size:16px;line-height:150%;font-family:宋体">渠道</span></p><p style="line-height:150%"><span style="font-size: 16px;line-height:150%">&amp;#61550;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="font-size:16px;line-height:150%;font-family:宋体">产品</span></p><p style="line-height:150%"><span style="font-size: 16px;line-height:150%">&amp;#61550;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="font-size:16px;line-height:150%;font-family:宋体">时间段</span><span style="font-size:16px;line-height:150%"> </span></p><p style="text-align:center;line-height:150%"><strong><span style="font-size:19px;line-height:150%;font-family:宋体">第二讲<span>&nbsp;&nbsp;&nbsp; </span>跟销售老鸟学预算管理</span></strong></p><p class="MsoListParagraph" style="margin-left:28px;line-height:200%"><span style="font-size:16px;line-height:200%;font-family:宋体">一、<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:200%;font-family:宋体">预算组织与体系</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:200%"><span style="font-size:16px;line-height:200%;font-family:宋体">二、<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:200%;font-family:宋体">预算管理原则和程序</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:200%"><span style="font-size:16px;line-height:200%;font-family:宋体">三、<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:200%;font-family:宋体">预算编制</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:200%"><span style="font-size:16px;line-height:200%;font-family:宋体">四、<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:200%;font-family:宋体">预算调整和追加</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:200%"><span style="font-size:16px;line-height:200%;font-family:宋体">五、<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:200%;font-family:宋体">预算控制</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:200%"><span style="font-size:16px;line-height:200%;font-family:宋体">六、<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:200%;font-family:宋体">预算考核</span></p><p class="MsoListParagraph" style="margin-left:60px;text-align: center;text-indent:0;line-height:150%"><strong><span style="font-size:19px;line-height:150%;font-family:宋体">第三讲<span>&nbsp;&nbsp;&nbsp; </span>跟销售老鸟学绩效考核</span></strong></p><p class="MsoListParagraph" style="margin-left:28px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">一、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">绩效管理基础知识</span></strong><strong> </strong><strong></strong></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">绩效考核测评模式</span> </p><p class="MsoListParagraph" style="margin-left:47px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family: 宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">1</span><span style="font-size:16px;line-height:150%;font-family:宋体">:目标管理法</span><span style="font-size: 16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">2</span><span style="font-size:16px;line-height:150%;font-family:宋体">:</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">360</span><span style="font-size:16px;line-height:150%;font-family:宋体">度考核法</span><span style="font-size: 16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">3</span><span style="font-size:16px;line-height:150%;font-family:宋体">:平衡计分卡</span><span style="font-size: 16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">4</span><span style="font-size:16px;line-height:150%;font-family:宋体">:评价中心法</span> </p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">绩效管理激励模式</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">二、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">销售部部门绩效考核</span></strong><strong> </strong><strong></strong></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">销售部门绩效考核指标</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">1</span><span style="font-size:16px;line-height:150%;font-family:宋体">:市场指标设计</span><span style="font-size: 16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">2</span><span style="font-size:16px;line-height:150%;font-family:宋体">:销售指标设计</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <span><br/> </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">3</span><span style="font-size:16px;line-height:150%;font-family:宋体">:促销指标设计</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <span><br/> </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">4</span><span style="font-size:16px;line-height:150%;font-family:宋体">:网络销售指标设计</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">5</span><span style="font-size:16px;line-height:150%;font-family:宋体">:区域销售指标设计</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">6</span><span style="font-size:16px;line-height:150%;font-family:宋体">:分公司销售指标设计</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">要点</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">7</span><span style="font-size:16px;line-height:150%;font-family:宋体">:办事处销售指标设计</span> </p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><strong><span style="font-size:16px;line-height: 150%;font-family:宋体">销售部门绩效考核制度</span></strong><strong> </strong><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"><br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">1</span><span style="font-size:16px;line-height:150%;font-family:宋体">:市场部绩效考核制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">2</span><span style="font-size:16px;line-height:150%;font-family:宋体">:销售部考核管理制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">3</span><span style="font-size:16px;line-height:150%;font-family:宋体">:大客户部考核管理制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"><br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">5</span><span style="font-size:16px;line-height:150%;font-family:宋体">:促销部绩效考核制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">9</span><span style="font-size:16px;line-height:150%;font-family:宋体">:区域销售部考核制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">制度</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">10</span><span style="font-size:16px;line-height:150%;font-family:宋体">:销售分公司绩效考核管理制度</span> </p><p class="MsoListParagraph" style="margin-left:28px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">三、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">销售部人员绩效考核</span></strong><strong> </strong><strong></strong></p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><strong><span style="font-size:16px;line-height: 150%;font-family:宋体">总监级人员绩效考核</span></strong><strong><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span></strong><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">1</span><span style="font-size:16px;line-height:150%;font-family:宋体">:营销总监目标责任书</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">2</span><span style="font-size:16px;line-height:150%;font-family:宋体">:销售总监目标责任书</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">3</span><span style="font-size:16px;line-height:150%;font-family:宋体">:区域总监目标责任书</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">4</span><span style="font-size:16px;line-height:150%;font-family:宋体">:大客户总监目标责任书</span> </p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><strong><span style="font-size:16px;line-height: 150%;font-family:宋体">经理级人员绩效考核</span></strong><strong><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span></strong><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">1</span><span style="font-size:16px;line-height:150%;font-family:宋体">:市场经理目标责任书</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">2</span><span style="font-size:16px;line-height:150%;font-family:宋体">:销售经理目标责任书</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">3</span><span style="font-size:16px;line-height:150%;font-family:宋体">:大客户经理目标责任书</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <br/> </span><span style="font-size:16px;line-height:150%;font-family:宋体">范本</span><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">4</span><span style="font-size:16px;line-height:150%;font-family:宋体">:直销经理目标责任书</span> </p><p class="MsoListParagraph" style="margin-left:47px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">主管级人员绩效考核</span></strong><strong><span style="font-size:16px;line-height:150%;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;"> <span><br/> <br/> </span></span></strong><strong></strong></p><p class="MsoListParagraph" style="margin-left:47px;text-align: center;text-indent:0;line-height:150%"><strong><span style="font-size:19px;line-height:150%;font-family:宋体">第四讲<span>&nbsp;&nbsp; </span>跟销售老鸟学激励管理</span></strong></p><p class="MsoListParagraph" style="margin-left:32px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">一、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family: 宋体">微电影:南极大冒险,狼图腾</span></strong></p><p class="MsoListParagraph" style="margin-left:66px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">互动讨论:什么是团队?如何带好团队做好激励?</span></p><p class="MsoListParagraph" style="margin-left:66px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">结论(原创):执行力的四个标准</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">文化面</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">制度面</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">行为面</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">心态面</span></p><p class="MsoListParagraph" style="margin-left:32px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">二、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family: 宋体">团队激励体系设计:</span></strong></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">五星激励的定义与价值</span></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">薪酬体系及激励系统与体系设计</span></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">PK</span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">体系的设计</span></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">行动承诺卡的实施</span></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">5.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">情绪激励实施</span></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">6.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">抽奖激励实施</span></p><p class="MsoListParagraph" style="margin-left:79px;line-height:150%"><span style="font-size: 16px;line-height: 150%;font-family: 宋体">7.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span><span style="font-size: 16px;line-height: 150%;font-family: 宋体">其他激励实施</span></p><p class="MsoListParagraph" style="margin-left:32px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">三、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family: 宋体">团队管理与激励精髓(原创独家观点)</span></strong></p><p class="MsoListParagraph" style="margin-left:66px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">精神激励:中国式管理的<span>6</span>个标准</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">一个梦想</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">仪式化管理</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">多层次激励</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">4)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">样板人物</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">5)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">自我突围</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">6)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">阴阳互补</span></p><p class="MsoListParagraph" style="margin-left:66px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">物质激励万能式:底薪<span>+</span>考核工资<span>+</span>提成<span>+PK</span>奖励<span>+</span>分红<span>+</span>股权激励</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">案例:</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">河北赵总水电光集成模式的启示与操作</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">苏州李姐的生日<span>PATY</span>模式</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">福州马可波罗张姐的员工福利机制</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">上海某国际品牌卫浴段总的分红模式</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">济南温州老板的年终奖及双份工资模式</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">广东顺德林生的对赌机制</span></p><p class="MsoListParagraph" style="margin-left:60px;text-indent:0;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:楷体">……</span></p><p class="MsoListParagraph" style="margin-left:66px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family: 宋体">案例互动:节假日销或年终冲刺,如何激励团队?</span></strong></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">薪酬</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">会议</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">福利</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">4)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">竞赛</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">5)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">信息</span></p><p class="MsoListParagraph" style="margin-left:75px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">6)<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">活动</span></p><p><span style="font-size:16px;font-family:&#39;Verdana&#39;,&#39;sans-serif&#39;">&nbsp;</span></p><p class="MsoListParagraph" style="margin-left:47px;text-align: center;text-indent:0;line-height:150%"><strong><span style="font-size:19px;line-height:150%;font-family:宋体">第五讲<span>&nbsp;&nbsp; </span>跟销售老鸟学<span>SOP</span>管理</span></strong></p><p class="MsoListParagraph" style="margin-left:28px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">一、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family: 宋体">误区<span>-</span>没有标准的下场</span></strong></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">师傅带徒弟,好师傅不一定能带出好徒弟;</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">产品知识和销售技能的混淆,产品知识替代不了销售技巧;</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">天天强调好心态,没有好技术很难有好心态;</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">过渡追求成功学;</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">5.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">过渡强调实战,没有完整的理论框架很难提高;</span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:宋体">二、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family: 宋体">红宝书是关键<span>-</span>标准化的业务操作手册</span></strong></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">标准化业务操作手册是如何影响人员培养的?</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">为什么没有标准化业务操作手册</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">标准化业务操作手册的标准确认</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">标准化业务操作手册的编制流程</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">5.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family: 宋体">标准化业务操作手册的案例展示</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%;font-family:宋体">6.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">标准化业务操作手册的应用</span></p><p><span style="font-size:16px">&nbsp;</span></p><p style="text-align:center;line-height:150%"><strong><span style="font-size:19px;line-height:150%;font-family:宋体">第六讲<span>&nbsp;&nbsp; </span>跟销售老鸟学过程管理</span></strong></p><p class="MsoListParagraph" style="margin-left:32px;line-height:150%"><strong><span style="font-size:16px;line-height:150%">一、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">常态化的例会制度</span></strong><strong></strong></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">晨会</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">例会</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">周会</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">半年</span><span style="font-size:16px;line-height:150%">/</span><span style="font-size:16px;line-height:150%;font-family:宋体">年大会</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">5.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">培训大会</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">6.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">感恩会</span></p><p class="MsoListParagraph" style="margin-left:32px;line-height:150%"><strong><span style="font-size:16px;line-height:150%">二、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">报表管理制度</span></strong><strong></strong></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">销售绩效反馈表</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><span style="font-size:16px;line-height:150%">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">销售工作日志</span></p><p class="MsoListParagraph" style="margin-left:60px;line-height:150%"><strong><span style="font-size:16px;line-height:150%">3.<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">移动互联端的销售定位系统</span></strong><strong></strong></p><p class="MsoListParagraph" style="margin: 7px 0 7px 28px;line-height: 150%"><span><strong><span style="font-size:16px;line-height:150%;font-family:宋体">三、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong></span><span><strong><span style="font-size:16px;line-height:150%;font-family:宋体">销售目标执行过程中的跟踪检查</span></strong></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">1</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、跟踪检查的目的是什么?</span></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">2</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、<span>.</span>跟踪检查要遵循哪些方法?</span></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">3</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、<span>.</span>建立跟踪检查制度要注意哪些要点?<span>&nbsp;</span></span></span></p><p class="MsoListParagraph" style="margin: 7px 0 7px 28px;line-height: 150%"><span><strong><span style="font-size:16px;line-height:150%;font-family:宋体">四、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong></span><span><strong><span style="font-size:16px;line-height:150%;font-family:宋体">跟踪检查的具体方法</span></strong></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">1</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、收集信息</span></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">2</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、给予评价</span></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">3</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、及时反馈</span></span></p><p class="MsoListParagraph" style="margin: 7px 0 7px 28px;line-height: 150%"><span><strong><span style="font-size:16px;line-height:150%;font-family:宋体">五、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp; </span></span></strong></span><span><strong><span style="font-size:16px;line-height:150%;font-family:宋体">销售目标的修正<span>&nbsp;</span></span></strong></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">1</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、<span>.</span>销售目标为何一般不要修正?</span></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">2</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、有哪些原因需要修正销售目标?</span></span></p><p style="margin: 7px 0 7px 28px;line-height: 150%"><span><span style="font-size:16px;line-height:150%;font-family:宋体">3</span></span><span><span style="font-size:16px;line-height:150%;font-family:宋体">、如何修正销售目标?<span>&nbsp;</span></span></span></p><p style="margin: 7px 0;line-height: 150%"><span><strong><em><span style="text-decoration:underline;"><span style="font-size:16px;line-height:150%;font-family:宋体">案例:商都集团销售目标管理及跟踪管控分析</span></span></em></strong></span></p><p class="MsoListParagraph" style="margin-left:28px;line-height:150%"><strong><span style="font-size:16px;line-height:150%">六、<span style="font-variant-numeric: normal;font-weight: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></strong><strong><span style="font-size:16px;line-height:150%;font-family:宋体">过程控制——对于过程控制主要从以下几个方面进行:</span></strong><strong><span style="font-size:16px;line-height: 150%"> </span></strong></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%">1.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">落实责任人</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%">2.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%">&nbsp;</span><span style="font-size:16px;line-height:150%;font-family:宋体">制定各阶段操作方案</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%">3.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">执行中的调整</span></p><p class="MsoListParagraph" style="margin-left:56px;line-height:150%"><span style="font-size:16px;line-height:150%">4.<span style="font-variant-numeric: normal;font-stretch: normal;font-size: 9px;line-height: normal;font-family: &#39;Times New Roman&#39;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="font-size:16px;line-height:150%;font-family:宋体">总结和评估</span><span style="font-size: 16px;line-height:150%"> </span></p><p style="text-indent:71px;line-height:150%"><strong><span style="font-size:16px;line-height:150%;font-family:楷体">实战案例:某企业<span>2014</span>年考核任务分配原则</span></strong></p><p style="line-height:150%"><span style="font-size: 16px;line-height:150%">&nbsp;</span></p><p style="text-align:center;line-height:150%"><strong><span style="font-size:19px;line-height: 150%;font-family:宋体;color:#984806">——结束——</span></strong><strong></strong></p><p><br/></p>
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