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Bulk stock selling
and negotiation skills
Course outline
Module
1
Key
account
management
skills
账户管理技巧
The workshop is
preceded by
a
case study
which allows
participants to absorb the key
account
management concepts at their own
speed:
?
Know
your
client
了解客户
---The
key
account
management
账户管理
的关键
?
80/20
principle80/20
原则
?
The
key
account
management
model
账户管理的关键模式
?
Identify the
target
client
定位目标
客户
?
Understand the
client
理解客户
---the
consultative
selling
顾问式销售
?
What
is
consultative
s
elling
什么
是顾问式销售
?
Build
your
key
account
information
system
建立你的关键
账户信息系统
?
Identify the
key account
定位关键账
户
---how
to
analyze
the
clients
如何
分析客户
?
Client
analysis
客户分析
?
Understand
your
client’s
purchase
procedure
了解客户的采购程序
?
The
buyer
pressure
analysis
买家
压力分析
?
Communication
style
analysis
沟通
方式分析
?
Client visit and close the
deal
客户拜
访及结束交易
?
How to promote
selling at different
stages?
如何在不同阶段促进销售
?
Positioning
定位
?
Help client
find the
goal
帮助客户
找到目标
?
Bridge
the
divide(know
their
real
needs)
为隔阂简历桥梁
（了解他们
的真是需求
）
?
Presentation
介绍
?
Close the
deal
结束交易
?
Be your
client’s strategic
partner
成
为你库户的找略伙伴
Module
2
、
Distributor
management
销售
者管理
?
Key
points
of
distributor
management
销售者管理的关键
?
What
should
you <
/p>
manage
如何处
理
< br>
?
Which
is
the
most
effective
way?
什么方式最有效
Build
up
the
distributor
evaluation
system
建立销售者评估体系
?
How
to
exert
influenc
e
如何尽力
发挥影响
?
How
to
set
up
the
evaluation
standards
如何简历评估标准
Distributor
target
management
销售
者目标管理
Distributor
incentives
management
销售者奖励管理
Case study
案例分析
?
?
?
?
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