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Being an outstanding sales person and managing a sales team requires different sets of skills and attitudes altogether. Yet, many sales managers are not equipped with right tools to get better results from an otherwise talented sales team.
成为一名优秀的销售人员和管理一个优秀的销售团队所需是不同的技巧和态度,可许多销售经理却往往缺乏合适的技巧和工具来带领一支优秀的团队取得更好的业绩。

Hence, even when the Sales Manager puts in a lot of effort, the sales team’s results can still be dismal. While being a sales manager will require some level of leadership and management skills, the leadership and management skills needed by sales managers will be drastically different from other managers.

相信您已经发现目前有很多营销、销售经理花了很多时间及精力投入工作,但他们所带领的营销团队却不是很理想。销售经理这一岗位与其他领导岗位一样需要一定水平的领导及管理技巧,然而这些技巧却与其他领导岗位所需的大大不同。

As a Sales Manager, you are responsible to get your team produce top notch sales results for you, and you will almost be totally appraised by the performance of your team.

身为营销经理,您就必须为您的营销团队的业绩负责。

In fact, based on a 14-year worldwide research:
事实上,一项在全球范围进行了14年之久的调查研究显示:
  • Less than 15% of superstar/ top salespeople succeed in managing others
  • 一流销售人员中,不到15%可以胜任管理者的职责
  • Only 19% of effective new business developers are effective at maintaining long-term customers
  • 高效业务拓展人员中,只有19%在维护长期客户方面同样有效
  • Less than 15% of key account managers are comfortable developing new businesses 大客户经理中,不到15%能够游刃有余得发展新的客户
  • Nearly 65% of salespeople who fail could have succeeded in the right type of sales position for their skills
  • 失败的销售人员中,将近65%在适合的销售岗位上运用自身能力本可以获得成功
  • 60% of sales position failures are related to individuals with the wrong skills for the position
  • 失败的销售案例中,60%是由销售人员所具备的技能不合适该职位所造成的

Session Outline

The Job of a Sales Leader 销售经理的职责 

What will be the ideal sales person for you; 你理想中的销售人员需要具备哪些特质

Experience vs. Skills vs. Attitude; 经验 vs. 技能 vs. 态度

How to motivate your sales team 如何激励你的销售团队
  • Why money and rewards alone will NOT motivate your sales team 为什么单靠金钱和奖励无法激励你的销售团队
  • How to motivate your sales team besides money and promotions 除了使用金钱和升职提拔,还有哪些方式能够激励你的销售团队
 
Analysing the sales person’s performance 分析销售人员的绩效
  • Understanding the strengths and weaknesses of each sales person based on their sales pipeline data 通过销售管道数据分析销售人员的优劣势
  • Effective account and pipeline management 有效的客户和管道数据管理
  • Differentiating who are the hunters and who are the farmers  区分“猎人”和“农夫”
  • Optimising the strengths of your sales team 将销售团队优势最大化
 
Coaching your sales team 如何针对销售人员进行教练辅导
  • When to coach, and when NOT to coach 什么时候该进行辅导,什么时候则不应该
  • Developmental vs Evaluative Coaching 发展式 vs 评估式 辅导
  • Using questions effectively in sales team coaching   如何在销售辅导上有效使用提问
Who should attend?
销售经理、业务主管、客户服务主管、资深销售人员以及想成为卓越销售团队领袖的人士等等。
 
This course is designed especially for Sales and General Managers who are keen to achieve better effectiveness in leading, motivating and managing a sales team.  
Methodology
课程以实际行销经历为根据,通过轻松、实际、有效的研讨方式,利用角色扮演、案例分析和孙子的智慧,让您能够把所学到的知识立刻运用在工作上。课程结束后,我们会将丰富的教学资源给到每一名学员,使其在学员今后的工作中不断发挥作用。另外,课程中也会有充足的小组讨论时间。
 
This programme consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations.  Learning will be facilitated through role-plays, case studies and Sun Tzu's observations.  Ample seminar materials will be given to participants so that these will be a constant source of reference to them.  Ample time will be allotted for group discussion. 

Agenda

9:00 AM - 9:15 AM
Registration & Networking
9:15 AM - 11:30 AM
Session
11:30 AM - 11:45 AM
Coffee Break
11:45 AM - 1:00 PM
Session

Speakers

  • CN

    C.J. Ng

    Trainer

    c.j.是美国培训与发展协会(ASTD)2009年国际大会的特邀演讲嘉宾,也是ASTD国际大会有史以来唯一受邀演讲的亚洲销售与领导力咨询师。他是一位值得您信赖的销售领域的咨询顾问,曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。 迄今为止,c.j.已帮助:
     国际酒店连锁企业如 索菲特、洲际酒店集团 及 雅诗阁集团 的新任销售主管成功地从销售人员转型为优秀的销售团队领导者
     世界领先的制药公司如 施贵宝、罗氏 及 辉瑞 的高层管理如何与他们的团队引起共鸣、激励队员以提升绩效
     全球企业佼佼者如 联合利华、普华永道、IBM 的经理提升领导力及各项沟通技能,以提高团队的作战能力
    在这之前,c.j.是一家500强物流公司的亚洲区市场经理,及瑞士最大的媒体集团的大中华培训总监。他尤其为后者搭建了一套提高员工素质的培训体系,从而打造一个着重以科学方式达到高绩效的企业文化。
    与此同时,许多知名跨国公司如:IBM、爱普森、戴尔、德州仪器、贺利士、泛达网络、中国电信、西杰、西门子、宝钢、施贵宝、罗氏制药、强生医疗 、飞利浦医疗、中外运、杰尼亚、欧莱雅、马来西亚航空、百胜餐饮、洲际酒店集团、平安保险、安盛人寿、 宁波国际银行 等也颇受益于 c.j.的经验和知识。
    c.j.是Marcus Evans、新加坡展览服务、新加坡管理学院的常邀演讲嘉宾,他是一位精通英中文的双语培训师,以中文为新加坡、马来西亚、和中国的众多听众进行了诸多培训。他同时也是国际讲师协会中国分会的创会会员。
    c.j.曾在新加坡管理学院、新加坡市场学院的会员杂志、以及《海峡时报》的刊物上发表了系列文章。c.j.拥有英国伦敦大学管理荣誉学位和De Montfort大学的计算机研究生学位证书。与此同时,他也是 Leadership IQ 在亚洲的首席培训师。

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Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付,若您希望在活动现场支付门票,请选择“现场票价”。
Member Ticket
Member Price RMB 360
Member Price (Pay at the door) RMB 360
Member Company Employee Ticket
Standard Price RMB 650
Door Price RMB 650

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.
*What is Training Credit?
As an extra offer to all AmCham Shanghai members, each member will be granted with ONE Training Credit with their valid membership term. Members are able to use the Training Credit to register for the training session they are interested in, free of charge. The Training Credit can only be used by the member him/herself. The Training Credit is not transferrable or refundable for cash.