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    专业营销人员礼仪训练

    课程类别: 企业内训
    授课语言: 中文
    授课顾问: 朱纲
    审核时间: 我要报名2014-05-13 09:36:49
    注:参加该内训课程,可联系在线客服。

      

     

      课程背景

      在营销推广时,你和你的同事是否曾经经历以下问题?……

      无法接触到高阶层的客户,而且常常被门卫挡在外面!

      总要忍受客户冷漠排斥的眼光,无法迅速建立更高的可信度!

      还没有开始销售陈述,就发现客户已经开始拒绝!

      在电话中冷冰冰地对待一位重要客户,事后悔之晚矣!

      陪客户吃西餐时手忙脚乱!

      销售推介会搞得一团糟,结果客户和老板都不满意!

      ……

      社会心理学家认为:第一印象形成,仅需10到30秒!就在这短短的10到30秒内,客户已经对你的职业素养做出了判断——销售人员的形象,就是公司的形象,就是产品的形象!

      学习对象

      营销人员(包括销售主管、销售代表、优秀销售人员等)

      课程目标

      通过《专业营销人员礼仪训练》的培训,将帮助学员:

      1、塑造良好的个人职业形象和企业形象

      2、赢得客户好感,在竞争中从容胜出。

      3、提升个人整体素质

      4、给人留下深刻的专业形象,彰显职业风采。

      5、掌握现场拜访及电话拜访客户的必备礼节

      6、了解接待客户的礼仪细节从细微之处体现专业。

      7、掌握规范化、实务性的商务礼仪操作准则

      8、使您适应日常商务场合的礼仪要求。

      9、明确交际中的诸多忌讳,规避营销商务交往中的尴尬。

      10、掌握正确的营销交往礼仪方法

      11、打造个人交际魅力,推动营销事业成功。

      课程内容

      (一)礼仪与营销礼仪认知

      1、礼仪的历史渊源

      中国古代礼仪的渊源

      西方礼仪的渊源

      2、中国礼仪的发展阶段

      3、礼仪的涵义

      4、礼仪的特征

      规范性

      限定性

      可操作性

      传承性

      变动性

      5、营销礼仪的涵义

      6、营销礼仪的作用

      提高营销人员自身修养

      塑造良好营销形象

      塑造企业形象

      促进营销人员社会交往,改善人际关系

      国民素质体现和国家文明标志

      7、营销礼仪的准则

      认清主客立场

      遵守时间及珍惜生命

      自重与尊重他人

      多用商量语气

      避免惊吓他人

      尊重他人隐私

      案例分析

      小组讨论

      (二)建立专业营销人员形象

      导入案例:穿什么比较得体?

      1、个人形象魅力概述

      形象魅力的外在特征

      静态吸引力

      动态吸引力

      形象魅力的内在特征

      人格魅力

      形象的知性魅力

      幽默的魅力效应

      2、营销人员形象仪表设计

      通过包装实施印象管理

      仪表美三个层次

      着装设计

      着装原则

      整体性原则

      个性原则

      TPO原则

      Time时间原则

      P ace地点原则

      Occasio 仪式原则

      服装色彩的搭配

      同色的搭配

      相似色搭配

      主色调搭配

      营销男士着装礼仪

      西装礼仪

      西装的选择

      面料

      色彩

      图案

      款式

      尺寸

      做工

      中山装礼仪

      营销女士着装礼仪

      职业女装的基本类型

      套裙

      套裙的款式

      套裙的选择

      连衣裙

      旗袍

      女性体型与着装

      体型较好的人

      体型较胖的人

      肩窄臀宽的人

      腿较短的人

      腿较粗的人

      几种常用首饰的选择和佩戴

      实用礼仪操作绝招

      服装穿戴五法

      统一法

      呼应法

      点缀法

      对比法

      衔接法

      西装穿着的规范

      套装的着装规范

      鞋、袜、帽的穿戴礼仪

      3、营销人员仪容设计

      肌肤的基本护理

      营销女士化妆技法

      营销男士美容方法

      洁肤

      护肤

      剃须

      美牙

      美发

      4、营销人员仪态设计

      站姿

      坐姿

      坐姿的原则

      职业女士的其他几种坐姿

      自觉纠正不良的几种坐姿

      走姿

      鞠躬

      案例分析

      实战模拟

      (三)建立专业营销人员形象

      导入案例:为什么不买呢?

      1、营销人员商务交往礼仪

      营销交往原则

      互尊原则

      相容原则

      适度原则

      真诚原则

      信用原则

      2、营销人员面部表情礼仪

      礼仪原则

      眼睛与目光礼仪

      目光注视的区域

      目光注视的时间

      目光的不良表达方式

      微笑

      微笑的表现要领

      微笑的基本做法

      3、营销人员握手礼

      握手的涵义

      握手的场合

      握手的几种方式

      控制式握手

      谦恭式握手

      标准式握手

      握手的实战操作秘诀

      握手的先后顺序

      握手的时间把握

      握手的体态表现

      握手的注意事项

      4、营销人员致意礼

      致意礼节的涵义

      致意礼节的种类

      点头礼

      欠身礼

      鞠躬礼

      挥手礼

      4、营销人员介绍礼节

      介绍的涵义

      介绍的种类

      自我介绍

      应酬式

      工作式

      交流式

      礼仪式

      问答式

      为他人介绍

      介绍的顺序

      介绍的内容

      注意事项

      5、营销人员名片礼节

      名片的使用

      名片的用途

      名片礼的操作要领

      递交时的要领

      接受时的要领

      递名片的其他注意事项

      6、营销人员交谈礼节

      交谈的原则

      贴切语义

      避免歧义

      区别对待

      积极向上

      交谈的策略

      运用恭维

      多问少说

      对事不对人

      交谈的要领

      放松情绪

      内容丰富

      控制会谈

      避免自我

      交谈的语言

      文明用语

      基本用语

      常用语言

      7、营销交往中的位置礼仪

      位置礼仪的涵义

      会谈时位置的类型

      乘车时座位的尊卑

      轿车的驾驶者

      轿车的类型

      轿车上座位的安全系数

      轿车上嘉宾的本人意愿

      文明用语

      (四)专业营销人员办公礼仪

      1、营销人员拜访礼仪

      拜访前准备

      确定拜访时间

      检查携带的资料

      途中沟通

      提前到达

      进入前的整理

      拜访前注意事项

      接触阶段

      开场白

      交谈方式

      注意事项

      2、营销人员接待礼仪

      接待要领

      接待注意事项

      接待礼节

      引路

      开门次序

      搭乘电梯

      3、营销人员会见和会谈礼仪

      会见和会谈的涵义

      遵循的原则

      实战礼仪操作

      操作要领

      注意事项

      座次安排

      营销人员参与一般与会礼仪

      营销人员参加大、中型会议的礼仪

      4、营销人员电话礼仪

      营销人员打电话的技巧

      营销人员接电话的技巧

      重要的第一声

      要有喜悦的心情

      迅速接听电话

      认真清楚地记录

      挂电话的技巧

      电话应对

      接电话的应对

      电话的拨打

      5、营销人员传真及电子邮件礼仪

      传真注意事项

      撰写商务电子邮件注意事项

      (五)专业营销人员办公礼仪

      1、营销人员拜访礼仪

      拜访前准备

      师资力量

      朱 纲 先生

      中国培训网高级讲师

      07年-09年中国十大杰出培训师

      联合国人口基金驻京办 特邀高级讲师

      首席人力资源/沟通/管理/销售/团队品 牌讲师

      朱纲先生曾先后在DH 、HP、三星电子等多家财富世界五百强公司担任人力资源副总裁、销售培训总监、大区销售总监、培训总监和高级管理咨询顾问等要职。具有近20年的国内外销售管理、企业管理、人力资源咨询诊断、销售及市场开拓、团队潜能开发训练等经历,同时具备丰富的中外企业实战管理咨询经验和授课经验。经常赴美国、泰国和马来西亚参加相关培训和论坛,以不断充电。

      主讲课程:《双赢沟通与人际交往技巧》《优秀管理人员管理技巧》;《人力资源管理系列》;《卓越管理技巧系统课程》;《赢在时间》;《目标管理》;《培训培训师》;《演讲技巧》;《卓越管理人员的五把金钥匙》《专业销售技巧》;《专业销售谈判技巧》;《专业销售呈现技巧》、《专业商务演讲技巧》;《深度分销—基础拜访流程》、《商务礼仪训练》;《FABE训练》;《培训培训师的培训》;《沟通技巧与团队建设》;《柜台销售技巧》;《终端致胜――零售管理实践》、《销售人员的时间管理》、《大客户销售技巧》等。

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