孙子兵法之如何领导销售团队.ppt

《孙子兵法之如何领导销售团队》.ppt1Sun Tzu and the Art of Sun Tzu and the Art of Sales LeadershipSales Leadership孙孙子兵法子兵法之之如何领导销售团如何领导销售团队,创造非凡业绩队,创造非凡业绩2Top Sales People Don’t Necessary e Good Sales Managers. Why? 卓越销售员不一定就是优秀的销售经理。为什么?3Elements of Effective Sales Leadership销售领导力的主要因素?Duties and Responsibilities of a Sales Manager销售经理的职责?Formulating Sales Strategies拟定销售战略?Leadership Styles领导风格?Motivation团队激励?Coaching for Peak Performance获得高绩效的教练技巧4Duties and Responsibilities of a Sales Manager销售经理的职责?Elements of Effective Sales Leadership销售领导力的主要因素5Exactly What Does a Sales Manager Need to Do?销售经理究竟需要做些什么?6Duties and Responsibilities of a Sales Manager 销售经理的义务和责任?Directs and controls others in a business unit在商务单位指导并支配他人?Practical intelligence学以致用的能力?Analytic ability分析能力?Training/ coaching in a structured setting有系统地给下属培训或辅导?Makes joint calls一起去拜访客户?Makes formal presentations做正式的陈述?Takes initiative in a business unit主动性强?Profit consciousness in a management role从管理角度具有盈利意识?Focused on quantitative results关注于可量化的成效7How would you rate yourself as a Sales Leader?如何评估你的销售领导能力??Rank the above factors from most to least important to your job按照你的工作性质,给以上论点按照重要性顺序排列?From a scale of 0-10, how do you rate yourself? 如果以1-10分的标准,1分为最差,10分为最好,您会为自己打几分??What are some of the challenges to be a better leader? 成为一名优秀领导者的挑战有哪些??How can you e these challenges? 你应该如何应对这些挑战?8Elements of Effective Sales Leadership销售领导力的主要因素?Duties and Responsibilities of a Sales Manager销售经理的职责?Formulating Sales Strategies拟定销售战略9Management by Objectives目标性管理What is Strategy?什么是战略?10The ponents of Winning Strategies成功战略的3大组件?The Goal/ Objective目标?The Resources Needed所需资源?The Responses from Customers petitors客户及竞争对手的反应