[11753] in Discussion of MIT-community interests
=?GB2312?B?OTk3MDA0tPJl1OzKwGO953a8tmLP+nTK283FcrbT?=
daemon@ATHENA.MIT.EDU (=?GB2312?B?wsC0uruq?=)
Mon Aug 20 16:34:51 2012
From: =?GB2312?B?wsC0uruq?= <hscuance@cuaje.com>
To: "mit-talk-mtg" <mit-talk-mtg@charon.mit.edu>
Reply-To: fanlaji02@163.com
Date: Tue, 21 Aug 2012 04:34:37 +0800
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<title>打造一支世界级销售团队40个怎么做</title>
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打造一支世界级销售团队40个怎么做</td>
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<td class="xl68" width="672">【培训时间】2012年9月12-13日上海、9月19-20日深圳</td>
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<td class="xl68" width="672">【培训对象】总经理、销售总监、区域经理、销售经理、业务代表销售培训专员</td>
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<td class="xl68" width="672">【培训费用】4800元/两天，买一送一，不再打折，单独一人收费3600元。</td>
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<td class="xl68" width="672"><span style="mso-spacerun:yes">
</span>（包括资料费、午餐及上下午茶点等）</td>
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<td class="xl90" width="672">主办单位：高 森 培 训 网</td>
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<td class="xl91" width="672">【垂询热线】<span style="mso-spacerun:yes"> </span>４００-６８３-９８８５(免长途话费)<span
style="mso-spacerun:yes"> </span>q--q:９７６６８１５８１</td>
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<td class="xl92" width="672">【深圳/市场部】０７５５-６１２８９５５８<span
style="mso-spacerun:yes"> </span>业务信箱：vipppt@sina.com</td>
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<td class="xl72" width="672">【直面挑战】</td>
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<td class="xl71" width="672">不论美国有多么强大的空中武力，在战场上，它仍然需要地面部队在狂轰滥炸之后从地面挺进</td>
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<td class="xl71" width="672">；销售团队，就是企业的地面部队。不论您的品牌多强，不论您的产品质量多好，您仍然需要</td>
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<td class="xl71"
x:str="一支优秀的销售团队，才能将企业面对市场竞争的优势最大化！ "
width="672">一支优秀的销售团队，才能将企业面对市场竞争的优势最大化！<span
style="mso-spacerun:yes"> </span></td>
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<td class="xl71" width="672"><font color="#FF0000">您能回答下列课程大纲里的每一个问题吗？</font></td>
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<td class="xl71" width="672"><font color="#FF0000">如果不能，您又如何有效的经营管理贵公司的销售团队？</font></td>
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<td class="xl72" width="672">【导师简介】[杨 台 轩]</td>
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<td class="xl71" width="672">●因为他来自世界500强的企业，所以他才能告诉我们世界级的销售团队“怎么做”管理；谈</td>
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<td class="xl71" width="672">动作！谈方法！谈技巧！而不是泛泛而谈的空洞观念！！他告诉您他的作战经验，而不是背书</td>
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<td class="xl71" width="672">，讲理论给您听！！</td>
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<td class="xl71" width="672">●不论学历的高低，因为他曾经从销售工作的最基层做起，所以他能够理解销售团队在实战工</td>
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<td class="xl71" width="672">作当中每一个环节的弊病！！</td>
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<td class="xl71" width="672">教育背景：</td>
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<td class="xl71" width="672">●英国 Exeter 大学企业管理硕士</td>
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<td class="xl71" width="672">●台湾辅仁大学企业管理学系毕业</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672"></td>
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<td class="xl71" width="672">工作资历：</td>
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<td class="xl71" width="672">●英商台湾德记洋行Tait Marketing & Distribution业务员，产品经理，事业部门主管</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●全球第二大乳制品公司 法国Sodima
乳业公司销售及行销经理</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●世界50强 美国强生Johnson & Johnson公司中国区销售总监</td>
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<td height="19" class="xl80" style="height:14.25pt" width="22"></td>
<td class="xl72" width="672"></td>
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<td class="xl72" width="672">【课程大纲】</td>
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<td class="xl71" width="672">◎招兵买马：企业在找千里马？那，伯乐在哪里？</td>
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<td class="xl71" width="672">1）销售团队的规划-应该要多大？</td>
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<td class="xl71" width="672">●什么叫Call Frequency</td>
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<td class="xl71" width="672">●一个人能带几个人？</td>
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<td class="xl71" width="672">●组织层级</td>
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<td class="xl71" width="672">●销售部门应该包含哪些功能？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●要不要招聘销售内勤？助理？</td>
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<td class="xl71" width="672">2）人员招聘</td>
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<td class="xl71" width="672">●谁去参加人才招聘会？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●您有没有感觉看郭晶晶跳水怎么跳都好看？--
他曾经在大公司待过，会带来好的观念？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●何谓“策略性人力资源管理”？</td>
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<td class="xl71" width="672">●管理层人员招聘-谁应该参加？</td>
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<td class="xl71" width="672">●性向测验</td>
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<td class="xl71" width="672">3）人才的发掘：朋友介绍“人才”，怎么办？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">4）怎么会买到酸橘子？--企业怎么会招聘了不合格的员工？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672"></td>
<td class="xl74" width="16"></td>
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<td class="xl71" width="672">◎人才养成与培训</td>
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<td class="xl71" width="672">5）新近人员的培训</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●什么是最重要的新人培训？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●谁应该为新人培训？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●洗脑？为什么？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●企业最容易忽略哪些培训？</td>
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<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●谁需要什么培训？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●不要迷信培训，明白吗？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●什么是企业对员工最有意义的培训？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●打造一支解决问题的销售团队</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">6）公司的栋梁-- 超级销售员，有他就搞定？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">7）人才的养成--
怎么提拔下属才能使大家都服气？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">8）百年企业，如何培训员工？--
培训一定要花很多钱吗？</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672"></td>
<td class="xl74" width="16"></td>
</tr>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">◎“专业”的销售团队</td>
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</tr>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">9）销售团队的四大工作领域</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">10）口才的培训：究竟销售人员需要什么口才？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">11）关键销售技巧</td>
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</tr>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●找到需求</td>
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</tr>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●先把自己卖掉—问题是，怎么卖？</td>
<td class="xl74" width="16"></td>
</tr>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●算出来客户可以得到的利益</td>
<td class="xl74" width="16"></td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●谈判？谈不可能的</td>
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<td class="xl71" width="672">12）“如何有效维护客户关系”的工具—
假如老王的销售技巧很厉害，小林都快被淘汰了；</td>
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<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">不同的销售人员能力落差很大，您怎么办？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">13）管理的五大要素和数字管理</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●严格的时间管理对一支销售团队的意义</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●用数字说话</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●把数字背下来</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">14）销售人员彼此的合作与沟通</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">15）销售团队沟通的死角在哪里？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">16）赢在加值销售</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●直接销售人员与间接销售人员</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●直接销售动作与间接销售动作</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●直接客户与间接客户</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">17）顾客满意度</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">18）计划力：销售人员管理能力最弱的一环</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">19）销售团队费用管控机制的设计</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672"></td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">◎管理制度与文化：这是销售团队执行力的根本</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">20）销售团队的执行力，怎么来？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">21）目标管理的问题出在哪里？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●领导自己订的目标?</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●讨价还价,变成数字游戏</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●目标没有细化到每一个员工</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●没有具体的赏罚行动,包括薪资,奖金,与职位升迁;也就是未与人力资源策略紧密挂钩</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●不明白过程与结果的关系</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●SMART原则</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●做销售，要有长远的眼光；那长期和短期目标哪个重要？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">22）目标管理与绩效评估</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●末位淘汰制，好不好？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">23）企业什么时候给员工调整工资？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">24）道路图</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">25）人员晋升的迷思：谁最优秀？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">26）差旅管理：70%的出差时间可能被浪费掉了？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">27）一次有效率的销售会议怎么开？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" x:str="'28）讯息报告系统" width="672">28）讯息报告系统</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●表格的设计必须具备哪些功能？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●大家都不喜欢写报表，为什么？怎么办？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" x:str="'29）教大家都必须这么说话" width="672">29）教大家都必须这么说话</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●Get things done.—外交官与销售人员的工作人格训练</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">●金字塔写作法—如何让销售人员讲话不会避重就轻，绕圈圈，没重点？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672"></td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" x:str="'◎销售团队的灵魂：领导能力" width="672">◎销售团队的灵魂：领导能力</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">30）贵公司的销售副总，经理有没有“改变”的能力？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">31）责任？--
如何让大家都为自己的工作负责任？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">32）领导和下属一起吃饭谁付钱？--
您的公司真的这么做吗？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">33）领导者要有亲和力，还要有威严？如何把握？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" x:str="'34）EQ：阳光心态？态度决定一切？" width="672">34）EQ：阳光心态？态度决定一切？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">35）销售团队领导的自我成长—到底有多么重要？还是达成指标就好，别的不要管？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672"></td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" x:str="'◎如何有效的激励销售人员的士气?" width="672">◎如何有效的激励销售人员的士气?</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">36）销售人员薪资制度的设计：没有基本工资最好，因为压力最大？所有的销售人员为了赚钱</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">只好拼命向前？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" x:str="'37）激励方式有几种？" width="672">37）激励方式有几种？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">38）销售人员最喜欢的激励方式是什么？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71" width="672">39）士为知己者死--
假如他愿意为您卖命干活儿，问题是，您是他的“知己”吗？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt" width="22"></td>
<td class="xl71"
x:str="'40）什么是对销售人员最“有效”-- 成本最低，时间持续最长，效果又棒的激励方法？"
width="672">40）什么是对销售人员最“有效”--
成本最低，时间持续最长，效果又棒的激励方法？</td>
<td class="xl74" width="16"></td>
</tr>
<tr height="20" style="height:15.0pt">
<td height="20" class="xl86" style="height:15.0pt" width="22"></td>
<td class="xl85" width="672"></td>
<td class="xl84" width="16"></td>
</tr>
</table>
</td>
</tr>
</table>
</div>
</body>
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