80% of the car sales managers in China are from the backbone of front-line car sales. China automobile sales manager is facing the process of changing from sales skill type to sales management type. China enterprises have always advocated the promotion of outstanding sales personnel, but they often ignore the difference between sales and sales management. A top car salesman is not necessarily an excellent sales manager. Just as a world-class player may not become a world-class football coach, enterprises in China are currently training and bringing up a large number of excellent car salesmen every year. However, an excellent coach-a first-class car sales manager is not enough. At present, the most important lesson for automobile sales managers in China is "sales management". Learn ways to solve sales management. The goal of the course is to design salary and reward methods that are beneficial to sales growth, master the best method to evaluate sales performance in order to achieve the goal, skillfully use diversified sales incentive skills, and learn the skills of selecting sales personnel. Developing "performance-oriented" training methods Course features This course is the crystallization of wisdom of automobile sales managers and human resources experts * * * What they have learned, their professional opinions and improvement plans. Applicable objects: general manager, vice president of sales, marketing director, sales director, sales manager, regional sales manager, marketing manager, vice president of human resources, human resources director, human resources manager and automobile dealer supervisor (***2 days). The first part is how to choose the course content. Lecture 1: What are the core characteristics of excellent sales? 1. What is the level of your sales staff? 2. The most needed salespeople; 3. The difference between automobile sales and sales in other industries; 4. The qualities that a car salesman should have; 5. Find a combination of characteristics that suits you; Lecture 2: 1. The misunderstanding of recruiting "automobile sales consultant"; 2. Ruthless sales cycle; 3. Types and channels of sales interviews; 4. Find the "wolf" of sales-interview dimension and question preparation; 5. Personality test and psychological evaluation; 6. The misunderstanding of automobile sales interview; 7. The key to seeing people; The second part: How to train the "Wolf of Automobile Sales"? Lecture 3: Give people fish 1. Change the personality of sales staff; 2. What kind of training do salespeople like? 3.3 What are the characteristics? COAHR automobile sales training? 4. How to develop the automobile sales training course? 5. How to become a "coach" in automobile sales? 6. How to conduct training evaluation? 7. avoid the eight sequelae of training. lecture 4: automobile sales training 1 Why do you need effective communication? 2. Feedback frequency 3. Give positive feedback. Will you criticize? 5. Listen to the voice of the "wolf" Part III: Let the wolf fly high Part V: Development and backup 1. Help Wolf plan his career. 2. Plan the echelon of sales talents. 3. What should I pay attention to when laying off employees? 4. How much power do you give the wolf? 5. The process of authorization. Discussion on the principle and degree of sales authorization: how to put an end to "sheep in wolf skin" Lecture 6: Improving the skills of automobile salesmen 1. Become a professional car salesman II. Essential skills of automobile sales personnel III. How to make them master these skills Discussion: Do salesmen need to punch in? Lecture 7: automobile sales performance management 1. Factors affecting automobile sales performance. How to set automobile sales performance targets? 3. Automobile sales performance monitoring and assessment? Discussion: How to assess the "head wolf"? Part IV: Keep the Wolf Lecture VIII: Pay attention to the elite 1. What are the sales incentives? 2. How to establish an efficient salary structure? 3. The combination of motivation theory and salesperson motivation. How to face the low morale of sales staff? 5. An effective way to retain sales staff: How to prevent customer churn? The fifth part; Discussion on "Wolves" Lecture 9: Questions and Answers