成功销售管理的七大秘诀

　　7 Secrets to Successful Sales Management

　　销售队伍和销售区域的复杂性，以及销售目标的现实性，使得销售管理工作异常艰难。杰克·威尔纳先生曾在全美要求最苛刻的公司担任执行官，积累了30多年的实战经验，他所写的《成功销售管理的七大秘诀》一书，因其实践操作性之强而广受欢迎，至今已再版4次,几成各大企业销售经理随身携带的销售管理宝典。

▲讲师介绍：杰克·威尔纳－－威尔纳联合公司总裁

▲参加对象（Target Audience）：
　　CEO、营销总监、区域经理、销售经理、销售主管
　　CEO/Marketing Director/Regional Manager/Sales Manager/Sales Supervisor

　　成功销售管理的七大秘密对于一个公司的CEO到它的每一个销售人员而言，都是一个非常优异突出课程。我们都意识到如今达成那些公司的重要目标，并不仅仅是靠一个销售人员或者一个员工，而是一个销售团队的通力合作。是的，目标设定是一大秘诀，许多销售人员都迫切需要提高他们目标设定的技能。此课程不仅仅教授7种方法，并且在第二部分，他将教授大家如何把方法付诸实施。

▲课程大纲/Programme Outline
第一部分（Part I）：七大秘诀（THE SEVEN SECRETS）
·第一个秘诀――远见（VISION）
·第二个秘诀――领导能力（LEADERSHIP）
·第三个秘诀――您必须拥有的：目标（GOALS-YOU MUST HAVE THEM）
·第四个秘诀――招募、甄选和聘用优胜者（RECRUITING, SELECTING, and HIRING WINNERS）
·第五个秘诀――培训优胜者（TRAINING THE WINNERS）
·第六个秘诀――培训您的团队（COACHING YOUR TEAM）
·第七个秘诀――激励：达到完美的关键（MOTIVATION-KEY TO EXCELLENCE）

第二部分（Part II）：活用这七大秘诀（LIVING THE SEVEN SECRETS）
·如何卖牛排的嘶嘶声－－ELMER WHEELER的故事（SIZZLEMANSHIP-THE ELMER WHEELER STORY）
·时间管理（TIME MANAGEMENT）
·绩效管理（PERFORMANCE MANAGEMENT）
·管理销售会议（MANAGING SALES MEETINGS）
·电子办公室（THE ELECTRONIC OFFICE）
·销售和管理中的幽默和讲故事（HUMOR AND STORYTELLING IN SELLING AND MANAGING）
·战略的联合——使团队合作（STRATEGIC ALLIANCES--MAKING THE TEAM WORK）
·海外销售——出口的影响（SELLING OVERSEAS--THE IMPACT OF EXPORT）
·环境、伦理和品质（ENVIRONMENT, ETHICS, AND QUALITY）
第三部分：课程实例

▲时间安排/Details
　上海 2002年4月17-19日 Shanghai Apr. 17—19,2002
　深圳 2002年4月22-24日 Shenzhen Apr. 22—24,2002

▲课程收获/Benefits
·知道获得销售管理成功的重要准则
·便于建设高业绩的销售部门
·采用现代化的方法进行计划、控制和风险管理
·学习世界一流的销售技能并且能够熟练应用
·掌握一名世界级销售经理应掌握的现代销售管理方法
·建立完整的销售系统与流程，从而为他的销售团队建立一种系统架构
·掌握基本培训技能，将自己的销售技能传授给后继者

——To obtain world-class selling techniques and be able to implement within.
——To be able to learn the modern management methods of a world-class sales force.
——To learn to implement an integral selling system and process to provide a systematic structure for its sales force.
——To obtain some basic trainer skills to pass on the selling techniques to their sub-ordinates.
——To identify key success criteria in the Successful sale management.
——To identify appropriate organizational arrangements for sales management.
——To development a high performance sales team.
——To handle modern management methods for planning, controlling, assuring and risk managing

　This programme is suitable for a wide variety of managers and staff groups who are directly involved in sales. It is of value to senior managers who manage sales team, existing sales managers who wish to extend knowledge and skills, and new sales managers wishing to gain an overall understanding of their roles.

▲Programme feedbacks
　"7 Secrets to Successful Sales Management is an easy approach to managing people. It is also a valuable programme on leadership, training and motivation that no sales manager should be without."
　　　　　　　　——George L. Morrissey, author of Morrissey on Planning

　"7 Secrets to Successful Sales Management shows what must be done within our sales forces, given the uncertain environment that we face. It gives specific suggestions for improvement so that sales managers can succeed at work through their sales force and other partners. Highly recommend this Programme."
　　　　　　　　　　　　　　　　　　　　　　　　——Teri Marks, New York

　"A clear and concise course geared to excellence and success. Vignettes, quotes and mnemonic devices make this programme an interesting experience. A must learning for every sales force"
　　　　　　　　　　　　　　　　——Linda S. Pevar, Florida

　"7 Secrets to Successful Sales Management is an outstanding programme for everyone from the CEO of a company as well as everyone on his sales team. Notice that today it is not just a sales force or staff, it is the sales team working together to achieve those important goals of the company. Yes, goal setting is one of the secrets and many salespeople need to improve their skill of setting goals and objectives. This programme not only sets out the 7 key secrets, but it also puts these principles into action in part 2."

发表时间：2002-05-15，更新时间：20060330163645