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    高效开发渠道商,扩大产品销售(2集)

    高效开发渠道商,扩大产品销售(2集)

    讲师名称:江猛

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    = 课件说明 =

    课程简介 :
    企业在选择渠道商的过程中,经常出现很多问题,例如渠道质量不高,选择比较困难,渠道商不愿配合企业的活动和政策等,企业如何才能选择合适的渠道商?本课程江猛老师通过对渠道开发流程的分析,为您分析渠道商的类型以及需求,挑选匹配企业发展需求的渠道商。
    课程大纲:

      一、渠道商的调查

      1、调查的方式

      2、了解经销商的基本情况

      3、帮助经销商进行管理

      二、锁定目标渠道商

      1、渠道商的经营理念和思路

      2、经销商的客户实力

      3、经销商的商业信誉

      4、经销商的销售实力

      5、经销商代理其他产品的现状

      三、考察目标渠道商

      1、运作方式

      2、观察经销商的实力

      3、管理能力

      4、经销商在客户中的口碑

      5、经销商的爱好

      6、经销商的需求

      四、渠道商开发操作要点与技巧

      五、开发中与客户的沟通

      1、案例说服

      2、为经销商分析赢利点

      3、ABCD介绍法

      4、演练和示范

      5、足够多的证明材料

      6、倾听

      7、懂得问问题

      六、渠道开发的谈判策略

      七、渠道的确定与收尾工作

    讲师简介:

      江猛

      中国培训网高级讲师、实战型企业培训师、优秀企业人精神倡导者、全方位整合营销开创者----彩色营销理论提出者,企业资深营销管理顾问,中国21世纪企业人精神的研究者和倡导者,中国民营企业研究会研究员。

      曾担任百度营销中心营销总监。曾担任博思人才网营销总监。从事多年的营销和管理工作,对目前的营销团队打造和员工的管理有自己的见地。 七年磨一剑,在七年的营销生涯中,体悟营销的变革和精髓,自己悟出一套最结合当下市场的营销核心套路。

      服务企业:中国移动山东分公司、百度、美的集团、飞雕电器集团、老板电器、三味草乙堂、红豆服饰、宝丰酒、水井坊、赖茅酒业、软银科技、金丰煤 业集团 、河南商报、博思人才网 、品正食品、商都网、润邦科技、东凯卫浴、华企企业、无域科技、河南电视台等。


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