谁来参加？                                        

  *新上任的销售管理人员                                                  

  *储备销售管理人员                                                  

课程时长                                                     

  *2天（14小时）                                                      

有何收获？                                        

  *帮助学员理解与学会应对新上任的挑战，学习与应用必备的销售业务管理技能        

  *知晓销售管理者所应承担的职责，学习和应用完成这些工作的方法                          

  *理解销售管理者如何正己、带人、理事，为企业打造一支高凝聚力的销售铁军        

先决条件？                                        

  *之前有带领销售团队为共同目标负责的经历                                                      

  *之前对管理工作有基本认知：知晓管理是通过促成他人目标的达成而达成共同目标的工作                                                      

  *对促进他人发展有热情                                                  

课程大纲                                           

第一天                                        

第一模块：当销售精英成为管理者--重新定义自己                                               

  *销售能手转化为管理人员的背景。                                                      

  *销售能手与管理人员的特质区别。                                                      

  *管理人员的工作和角色。                                                      

  *销售管理者的主要工作任务及目标                                                      

第二模块：从销售精英到管理的角色转换                                           

  *自我管理--团队管理                                                      

    >心态的转变                                                 

  *事物管理--人员管理                                                      

    >做事方法的转变                                                 

  *销售能力--管理能力                                                      

    >做事风格的转变                                                 

  *以客户为中心--以销售人员为中心                                                      

    >工作对象的转变                                                 

  *从事销售--从事经营                                                      

    >工作绩效的转变                                                 

  *销售人员与销售管理的工作流程解析                                                  

第三模块：管理高手要养成一些好习惯                                         

  *习惯的培养。                                                  

  *习惯与原则。                                                  

  *专注成果                                                  

第四模块：销售人员需要什么样的管理者                                           

  *销售人员不喜欢的管理者                                                      

  *销售人员理想的管理者                                                  

第二天                                        

管理高手需具备的业务以外的技能，正面思维的习惯、时间管理的能力、分析提炼能力、平衡各种关系的能力                                                       

第五模块：专注目标和发展优势                                           

  *管理者忙碌而成效的原因。                                                  

  *管理者如何紧扣要事。                                                  

  *何谓优势                                                  

  *发展团队优势对我们的要求                                                  

第六模块：集思广益和创造信任                                           

  *怎样才能使团队绩效最大化。                                                      

  *团队合作的五种方式。                                                  

  *珍惜"差异"的层次。                                                       

  *集思广益的方式。                                                  

  *不信任和怀疑是真正的管理成本之源。                                                      

  *信任的基础                                                      

第七模块：计划与决策                                           

  *计划的种类、特点和三要素                                                  

  *好目标的四个原则                                                  

  *目标分解的方法                                                      

  *现状分析的几种工具                                                      

  *决策的过程                                                      

第八模块：领导与激励                                           

  *领导的权威力                                                  

  *领导的基础                                                      

  *如何发展领导者的个人魅力                                                  

  *情境领导                                                  

第九模块：控制与授权                                           

  *何谓控制                                                  

  *工作追踪的步骤                                                      

  *有效控制的法则                                                      

  *什么是授权                                                      

  *工作授权的原则和步骤                                                  

  *工作授权中的潜在问题                                                  

培训期间结合多次自测题和案例分析和分享                                                    

相关课程                                           

  *作为销售管理人员，你可能还会对《销售渠道建设与管理》《大客户关系管理》感兴趣

*想要在管理能力上更进一步，你可能需要学习《360度管理沟通》《影响力与双赢领导力》

讲师简介     俞知明 先生                                                    

  *背景经历                                                                                        

  *上海复旦大学工商管理硕士                                                  

  *现任某欧洲制造业公司销售总经理                                                      

  *上海大学硕士生实践导师                                                      

  *无锡江南大学硕士生考核导师                                                      

  *国际IPMA认证培训师                                                   

  *曾将一支年轻的销售队伍锻炼成行业中的精锐部队，销售额也从十年前的150万欧元增长到现在的5000万欧元                                                       

  *擅长领域                                       

  *《卓越的销售管理》                                                      

  *《大客户关系管理》                                                      

  *服务客户                                       

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