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VIP客戶關系營銷和服務培訓課程大綱

2020-01-13 更新 247次瀏覽

  • 所屬領域
    客戶服務 > 客戶關系管理
  • 適合行業
    銀行證券行業 電力能源行業 生產制造行業 醫療衛生行業 教育培訓行業
  • 課程背景
    企業的生存靠營銷,企業的發展壯大靠服務。營銷是開拓市場的尖刀,服務是守住陣地的堡壘。沒有服務的營銷、企業品牌只會是曇花一現,沒有營銷的服務、企業品牌終將會被動挨打。服務本身就是營銷,營銷本身就是一種服務。服務和營銷是建設企業品牌基業長青的兩把利劍,劍已在手唯有不斷的創新、持續才能保證手中的劍鋒利無比、無堅不摧。
  • 課程目標
    ?幫助企業和學員開啟業績倍增的關鍵按鈕。 ?幫助學員掌握獲得優勢的商談技術與方法。 ?學習大客戶開發業務流程,掌握每一個流程中的技巧和實際操作方法。 ?通過對每個流程的講解、操作訓練,提高營銷人員的大客戶銷售能力。
  • 課程時長
    兩天
  • 適合對象
    大客戶專員、大客戶經理、營銷總監、團購專業等銷售人員
  • 課程大綱

    diyizhang:yingxiaoguanxiyudingwei

    diyijiang:wentiyinfasikao?!

    womenzainali?womendedirenzainali?womendeyoulinzainali?

    shuishinidekehu?

    ninengweikehutigongshenmeyangdechanpinhefuwu?

    AG捕鱼nidekehuzhanlveshifouhenidezhiyeshengyapeihedehenhao?

    AG捕鱼dierjiang:yingxiao/xiaoshougainian

    vip(da)kehudingyi

    a、gongxianjiazhiqufenb、caigoumoshiqufen

    yingxiaohetuixiaozhijiandeguanjianqubieshinaxie?

    dakehuhexiaokehuzhijiandechayi?

    dakehutezhengfenxi

    yingxiaofangshidejibenrenzhi

    chuantongyingxiaohexiandaiyingxiaodequbie

    xiandaixiaoshoudetezheng(shidaitezheng、quyutezheng)

    dierzhang:dakehuzhuanyuanyingjubeisuzhiyaoqiu:

    disanjiang:zhiyedakehuzhuanyuanyingjubeidesuzhiyaoqiu

    reai、zixin、leguanqiangliedeqituxin

    yongyutiaozhan

    AG捕鱼zhiyedakehuzhuanyuandesanzhongjiaose

    tongmengzhe

    zixunguwen

    celveshangdexiediaozhe

    AG捕鱼4、zhiyedakehuzhuanyuanchengchangdewugejieduan

    disanzhang:vipkehudekaifaheweihu

    AG捕鱼disijiang:vipkehudekaifa

    AG捕鱼xunzhaochuangzao80%jixiaode(kehu)gongxianzhe

    AG捕鱼zhaochu80%jixiaogongxianzhedetezheng(jutiziliaobaokuo:nianling、aihao、congyejingli、biyexuexiao、shenghuoxiguan、gerenxinyang、qianzaixuqiudeng)

    jianliteseyingxiaoliuchenghetiexinfuwubuzou:

    teseyingxiaojibenliucheng:

    jianligoutongqudao——jianlixinren——wajuexuqiu——manzuxuqiu——jianlitiexinfuwutixi。

    tiexinfuwubuzou:

    kehumanyizhihouchengjiao、kehugandongcaihuizhongcheng。

    AG捕鱼diwujiang:ruhejianlidakehu——xinrentixi

    meiyouxinren,jiumeiyoudingdan

    AG捕鱼chengxinchanshengxinren,xijietixianpinzhi

    AG捕鱼zanmei、weixiao、xinshangshiyingrensanbao。(yingdekehuxinren)

    2、xinrenqidongdesidabuzou

    chubuqiatan

    4pxiaoshoudiaocha

    AG捕鱼xianshishili(shuangxiyandelishijiwenhuagushi)

    huoquchengnuo

    3、jianlixinrendewugecengmian

    AG捕鱼4、yingdekehuxinrendewudajishi

    AG捕鱼disizhang:dakehucuchengjiqiao

    diliujiang:dakehuzhuanyecuchengfanglve

    cuchengxinfa:

    shiduantuijin

    zhongwangsuogui

    chuandixinxin

    bizuiqiandan

    2、cuchengdeliudabuzou(qingjingmoni)

    hanxuan、wenhao

    yaoqiu:muguang、rechen、weixiao

    mude:yingzaofenwei

    tanxunxuqiu(ruguoyijingmingle,jiujinruxiayigejieduan)

    yaoqiu:jiandan、qingchu(kaifangxingwenti)

    mude:lejiexuqiu(xuqiu=shangji)、goumaichanpindedongjijiyongtu

    zaiciqueren(wajuetongku、zhanwangweilai)

    yaoqiu:(zhengdeduifangdehuiying)

    mude:querenxuqiu、jiashenkehuduixuqiupoqiejiejuedekewang

    tanxunkehuguoqujiejuewentidefangan

    yaoqiu:zhencheng、guanhuai、wajueshencengcidexuqiu(tiejinkehu)

    mude:lejiekehuchuliwentidesiweifangshi(weishenmehuiyongmoumoupinpai?)

    AG捕鱼yiqianchulifangshi,geikehudailaidekunhuo。

    geichujianyi

    AG捕鱼yaoqiu:geichu2——3taojiejuefangan(erxuanyifaze)

    mude:rangkehuzijizuojueding(kehushuidouhuihuaiyi,danyigerenkehuyongyuanbu

    huihuaiyi,neijiushitaziji。)

    chengjiao

    yaoqiu:kuaisu(dongzuo)、bizui、(jianlikehudangan)

    AG捕鱼mude:chengjiaozhishiwomenfuwukehudekaishi

    diqijiang:genjubutongxinggecaiqudegongguancelve(qingjingmoni)

    AG捕鱼shibaizheshiyongyizhongfangfa,quchuliqianbaigewenti。

    chenggongzheshiyongqianbaizhongfangfa,quchuliqianbaigewenti。

    huopoxing(biaoxianxing)

    waixiang、zhilvyouhao、qingxubodongda

    wanmeixing(fenxixing)

    yansurenzhen、yuyanzhunque、zhuyixijie

    liliangxing(zhipeixing)

    guoduan、duli、younengli、jingliwangsheng

    hepingxing(qinqiexing)

    hezuo、youhao、zantong、naixin、qingsong

    4、yingxiaozhongdecuchengjiqiao

    cuchengfangfa:

    zhijiechengjiao

    yuxiankuangshi

    zhongxinkuangshi

    li:taiguile/budangjia

    jiechukuangshi

    AG捕鱼chenmoxingkangju(yingduicelvefenxi)

    jiekouxingkangju(yingduicelvefenxi)

    wentixingkangju(yingduicelvefenxi)

    AG捕鱼huaiyixingkangju(yingduicelvefenxi)

    AG捕鱼yitangchaozhidekecheng,yitangrangnishouyizhongshengdekecheng,yitangrangnideyejikuaisuzengchang30%dekecheng,yitangrangniyongyouyizhizhuanyehuaxunlianyousudeyingxiaotuandui,yitangniyishengbunengcuoguodeyitangkecheng。tajiangchengweiniyishengyongzhibujin、quzhibujiedebaoguicaifu。

    kechengbiaoqian:kehufuwu、kehuguanxiguanli

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