王静《以客户为中心、端到端集成的企业销售流程体系》

王静老师介绍

老师介绍 : 和君咨询合伙人，人力资源专家

主讲课程 : 战略规划、组织变革、薪酬激励等，人才梯队建设，绩效管理

助理联系电话：13911448898 谷老师

王静《以客户为中心、端到端集成的企业销售流程体系》

课程背景：

销售关乎企业生死，可是很多企业的销售流程体系是散乱无序、效率低下，难以有效跟踪培育线索，难以快速响应客户需求，面向客户界面混乱，销售人员更多单兵作战，难以形成战斗力。直接导致的结果就是:市场中标概率小、中标了交付也存在各种各样风险与问题、回款缓慢甚至最后成为“烂尾工程”应收帐款巨大。这时候，就很有必要梳理并重造流程。华为的从线索到回款（LTC）值得各企业参考，其包含线索管理、机会点管理、合同执行和回款等众多的业务活动，这些业务活动涉及到营销、交付、财经、供应链、采购等多个业务部门。

课程收益：

1. 研讨学习业界标杆企业LTC管理流程的发展历程以及为企业创造的价值。

2. 学习分层分类客户关系经营的方法，让订单水到渠成按照定标比超的方法学习与继承标杆公司先进经验，打造市场体系能打硬仗的基作战团队。

3. 学习建立面向客户的“铁三角”作战单元的方法

4. 学习打通销售通道任督二脉的管理之道提升项目成功率，让更多的线索真正转化为现金

针对人群：企业CEO、营销体系高管、交付与服务体系高管、、大区经理、销售团队负责人、资深销售骨干、营销骨干、营销团队和产品经营团队等

课程时间：一天

课程导师：菲比老师

课程大纲

第一部分、LTC概述

1、什么是LTC？

n 华为在阿联酋的上甘岭战役

n 横向拉通，纵向集成

n 铁三角在LTC的作用和责权利

第二部分、LTC流程流程与体系

1、线索管理流程

n 线索与机会点的定义

n 线索管理四要素

n 客户痛苦链分析

n 线索的分类

2、机会点管理流程

n 引导客户

n 达成双赢的合同谈判

3、合同执行管理

n 合同交接

n 监控合同履行

n 管理合同变更

n 关闭并评价合同

第三部分、营销决策

1、销售决策关键点

n LTC流程中的评审点

n LTC流程中的决策点

2、工具与方法

n 销售工作周报

n 预测与承诺管理机制

n 机会点成熟评测卡

注：本站文章转载自网络，用于交流学习，如有侵权，请告知，我们将立刻删除。
Email：grlwwf@163.com

上一篇：王静《招之能用，用之能战的招聘机制》

下一篇：王静《以奋斗者为本的任职资格、职级体系建设》

咨询电话

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王静老师课程大纲

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王静老师介绍

王静《以客户为中心、端到端集成的企业销售流程体系》

王静老师课程大纲

王静教授观点

师资分类导航

相关老师

热门总裁班

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王静 老师介绍

王静《以客户为中心、端到端集成的企业销售流程体系》

王静老师课程大纲

王静教授观点

师资分类导航

相关老师

热门总裁班

王静老师介绍