What should be included in the curriculum design of sales staff training? (1) 201111:23 This topic was collected by myself in April 2006 at the request of my friend. Now I will extract it and share it with friends in need. What should be included in the curriculum design of sales staff training? What should be included in the training course design for new business personnel? Now, according to the author's 10 years of sales and sales management experience, I will talk about my views and share them with you in the form of an outline. Tell a story first. 1972 Nixon's visit to China across the Pacific Ocean broke the ice that has been frozen between China and the United States for more than 20 years. At the reception around Nixon, our Party Central Committee is studying a question: How can we show the level of collective leadership of our founding fathers? People always think that they are in the United States and that China's * * * production party is an eight-way street. We should speak English, show them some words and see our international standards. People think it is very important to learn two sentences to express it, so as to use them at reception: hello! Hello! The chairman repeated the compliment and kept it in mind. Nixon held a pair of warm big hands and heard the chairman say the first sentence: "Who are you?" Nixon was surprised. Then he heard "What are you doing?" Stranger still. Then, the Prime Minister said, "You cross the Pacific Ocean, reach out to China and shake my hand. This is of great significance. " Hello! Who are you? Hello! What are you doing? This story may be fabricated, but it expresses the sincerity of international communication and good greetings. Think in secret and find out who you are. Who are you? What are you doing? What are you doing? Especially important. The first part of training course design should be how to know yourself. It should include enterprise introduction, self-introduction, product introduction, marketing, and knowing ourselves and ourselves. Enterprise introduction should grasp the main points, be easy to understand and concise. Seeing how a business person introduces his company can best show his business quality. Generally speaking, the enterprise introduction should include the general situation, main points and characteristics of the enterprise. The contents of the overview should include its history, purpose, registered capital, shareholder status, business scope, business performance, qualification and honor, customer status, etc. The main points of enterprise introduction should generally highlight the positioning of products and customer groups. The characteristic part should highlight the difference between this enterprise and its peers and competitors. Training should be carried out in a planned, step-by-step and targeted manner. There are many people who can't accurately introduce the company even if the original business personnel have worked for a long time. The goal of training is to enable their business people to introduce their enterprises clearly and accurately in 1 minute, 3 minutes and 5 minutes according to different customers and occasions. Introduce yourself. Self-introduction should include your position and responsibilities. Product introduction A product introduction generally includes the functions, features, prices, applicable target customer types, etc. The second part is the characteristics of successful business people. The design of this part of the course mainly includes the factors that affect the success of business people and the characteristics of successful business people, thus establishing a goal and direction for the work and study of salespeople. Factors affecting the success of business people The first English letters of the four factors affecting the success of business people are combined into KASH (knowledge), attitude (skill) and habit (habit). Consider the characteristics of successful business people. One is to choose the sales staff, and the other is to point out the direction for the sales staff. It mainly includes the following points: positive attitude, self-confidence, perseverance and perseverance, diligence, punctuality, trustworthiness, enthusiasm and enthusiasm, helpful work, planning, summarizing, understanding and meeting customer needs, listening to questions, Praise and Understanding Gratitude Part III Product Sales Process ■ Investigation and Service ■ Concern ■ Interest ■ Stimulation Desire ■ Handling Customer Objections ■ Sales Promotion ■ Service and Demand Introduction Part IV Factors Affecting Customer's Buying Behavior Analysis of Customer's Demand The factors influencing customer's buying behavior mainly include product quality, popularity, function, characteristics, cost performance, service quality, promotion plan, and Part V Sales Precautions. Sales precautions vary according to the actual situation of each enterprise, especially at the technical level. The common points in business communication are: don't criticize competitors; Don't promise at will, don't exaggerate the product function at will; Ask more questions, talk less and say more positive words; Do not argue with customers; No politics. The sixth part is to fill in the work diary with a clear direction and correct attitude, and to control the process well will have good results. The filling of work diary generally includes how to make work plan, work diary, weekly summary, monthly summary and so on. The main functions of filling in the work log on time are as follows: it can enhance the planning of work and have a clear sense of direction; Conducive to the formation of good work habits; The workload plan is divided into weekly level and daily level, which ensures the workload and is conducive to the promotion of sales performance; It is beneficial to customer tracking and timely and accurately record the customer's situation; The collation and summary of work log data is beneficial to the statistical analysis of customer data and the summary of work experience. The focus and indicators of the work plan should be practical; Combined with their actual situation, it should be realized through hard work; Plan indicators should be appropriately improved according to the mastery of business skills and customer resources; Indicators should be broken down layer by layer, from year to month to week; The decomposition of the work plan should take into account the connection between the previous and subsequent work events. Plan indicators Plan indicators mainly include performance indicators and workload indicators. The former is the main index of assessment, and the latter is a good tool for process control. Key points to fill in the work diary: customer-level classification standard, weekly work report, monthly report, part 7, the order of time management and the importance of event handling time management. The classification of important events, urgent important events, non-urgent unimportant events and the handling order of non-urgent events are the basic training that enterprises should provide for new business personnel as long as conditions permit. With the deepening of business, we should also conduct special training for the specific problems existing in the sales team (such as business etiquette, consulting marketing, telemarketing, service marketing, listening skills, the art of praise, etc.). ) and further training for sales staff. I will write their training programs for these topics one after another in the future.