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第 3 门课程(共 5 门)
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中级
完成时间大约为22 小时
英语(English)
可分享的证书
完成后获得证书
100% 在线
立即开始,按照自己的计划学习。
第 3 门课程(共 5 门)
可灵活调整截止日期
根据您的日程表重置截止日期。
中级
完成时间大约为22 小时
英语(English)

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教学大纲 - 您将从这门课程中学到什么

1

1

完成时间为 7 小时

Module 1 - Sales Management

完成时间为 7 小时
10 个视频 (总计 67 分钟), 14 个阅读材料, 7 个测验
10 个视频
Video 1 - Planning your sales: Operational variables4分钟
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17分钟
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24分钟
Video 1 - The Leadership Role in Sales6分钟
Video 1 - The Strategizer: Episode 108分钟
Video 1 - Resource Allocation7分钟
Video 1 - Performance Management7分钟
Video 1 - Post-sales Framework7分钟
Video 2 - Closing Module 1: Sales Management3分钟
14 个阅读材料
Planning your sales: Operational variables10分钟
How to Succeed at Key Account Management10分钟
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10分钟
The Flaw in Customer Lifetime Value10分钟
Key Account Management10分钟
The 7 Attributes of the Most Effective Sales Leaders10分钟
Looking beyond technology to drive sales operations10分钟
Getting more from your training programs10分钟
BCG Classics Revisited: The Growth Share Matrix10分钟
Selling Power Magazine - 500 Largest Sales Forces in 2016.10分钟
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10分钟
Infographic: Customer acquisition vs. retention costs10分钟
Relationship Selling May Feel Good But It Doesn’t Really Work10分钟
Selling is not about relationships10分钟
7 个练习
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts30分钟
Practice quiz: Key Account Management30分钟
Practice quiz: Leadership in sales30分钟
Practice quiz: Sales training30分钟
Practice quiz: Resource allocation in sales30分钟
Practice quiz: Performance management30分钟
Graded quiz: Sales Management45分钟
2

2

完成时间为 6 小时

Module 2 - Selling Models and Frameworks

完成时间为 6 小时
11 个视频 (总计 60 分钟), 12 个阅读材料, 6 个测验
11 个视频
Video 1 - Customer Centric Model4分钟
Video 1 - PSS Model (Professional Selling Skills)6分钟
Video 2: PSS – Presentation & Objections handling5分钟
Video 3 - PSS - Closing3分钟
Video 1 - Relationship Selling Model4分钟
Video 1 - SPIN Selling P13分钟
Video 2 - SPIN Selling P25分钟
Video 1 -The three stages of a Sales call10分钟
Video 1 - Conceptual Selling - Miller-Heiman Model6分钟
Video 2 - Closing Module 2: Selling Models and Frameworks4分钟
12 个阅读材料
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10分钟
Customer-Centric Model10分钟
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10分钟
Who Duplicates Success Better Than Xerox?10分钟
5 Amazing Ways to Build Rapport During B2B Sales Calls10分钟
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10分钟
Spin Selling - A Summary. Selling & Persuasion Techniques.10分钟
If you are not SPIN selling is time to start.10分钟
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10分钟
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10分钟
7 Popular Sales Methodologies Summarized10分钟
Reviewing Basics of Conceptual Selling10分钟
6 个练习
Practice quiz: Consultative Selling Model30分钟
Practice quiz: Professional Selling Model - PSS30分钟
Practice quiz: Relationship Selling Model30分钟
Practice quiz: SPIN Selling30分钟
Practice quiz: The 3 Stages of a Sales Call30分钟
Assignment quiz: Selling Models and Frameworks30分钟
3

3

完成时间为 5 小时

module 3 - Soft Skills

完成时间为 5 小时
10 个视频 (总计 59 分钟), 10 个阅读材料, 5 个测验
10 个视频
Video 2 - Influence and Sales4分钟
Video 3 - Body Language5分钟
Video 4 - NLP Topics5分钟
Video 1 - Physiological variables and how thay affect Sales7分钟
Video 2 - Psychological variables and how they affect Sales6分钟
Video 1 - Customer Engagement4分钟
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6分钟
Video 1 - Sales Closing7分钟
Video 2 - Closing Module 3: Soft Skills5分钟
10 个阅读材料
Cognitive Bias and communication10分钟
Influence and Sales10分钟
Body Language10分钟
NLP Topics10分钟
Physiological variables and how they affect Sales10分钟
Psychological variables and how they affect Sales10分钟
B2Bs' Customer Base at Risk10分钟
Top five sales negotiations mistakes10分钟
Close the Sale: Techniques10分钟
Why sales reps talk too much10分钟
5 个练习
Practice quiz: Communications30分钟
Practice quiz: Physiological & Psychological Aspects30分钟
Practice quiz: Customer Engagement30分钟
Practice quiz: Negotitation30分钟
Graded quiz: Soft Skills35分钟
4

4

完成时间为 3 小时

Module 4 - Strategic Sales Management In Action – the journey goes on

完成时间为 3 小时
2 个视频 (总计 16 分钟)
2 个视频
Video 2 - Course 3: Assignment developing process7分钟

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