negotiating to defend and protect your margins | 博锐培训课程 wap.boraid.cn-j9九游

salespeople spend significant amount of time negotiating – often without realizing it! how can your salespeople meet the challenge from the acute market competition and ensure that they not only retain valuable customers but also maintain profitability? our comprehensive skill improvement package covers all the essential elements required to succeed at negotiation and secure a better deal.
the course will enable participants to:
 plan and prepare for negotiations of all types
 put into practice “rules of negotiation”
 recognize and avoid the tricks and traps set by professional buyers
 retain and develop highly profitable customer relationships

the first day
morning 9：00－10：30
mastering communication skills
- being an effective negotiator
＊objective, methods and principles of communication
＊understanding the obstacles in communication
10：45－12：00
＊ active listening
＊ effective questioning skill
＊ appropriate expression
afternoon 13：00－15：00
2. why customers negotiate?
＊duties of sales persons
＊motivation and needs of customers
15：15－17：00
3. the power of influence
＊external influence
＊"lnner" power
4. enhancing arguments, overcomeing obstacles
- being a convincing negotiator
＊formulating arguments：f-a-b-e
＊skills to reinforce arguments

the second day
morning 9：00－10：30
5. 5 principles for business negotiations
- being a professional negotiator
10：45－12：00
case study and practice
6. identifying the traps of your adversary
　- being an intelligent negotiator
＊common traps used
＊your solutions
afternoon
13：00－15：00
7. avoiding conflicts and consolidating relationships
　- being a sales strategist
＊avoiding conflicts
＊consolidating the relationship
＊criteria for a successful negotiation
15：15－17：00
is price a problem?
answer questions
nego with ka

张啸敏

 职业背景
 1984毕业于 上海大学理学院技术物理专业,
 1987-2002期间 先后加入 上海玩具进出口公司,丹麦宝隆洋行中国包装设备贸易部, 美国perkin-elmer分析仪器有限公司, 法国达能集团, 英国嘉实多润滑油上海贸易公司,和航星机械集团公司等国内外知名跨国企业,
 担任过理货员、销售代表、销售主任，销售经理,全国销售经理，及营销总监等主要销售职位,并在销售经理领导岗位超过10多年。在选择有潜力的产品及服务市场，选择指定和管理各个城市的经销或批发商，招聘当地市场的销售人员，建立区域办事分支机构等，计划和执行区域或全国销售和促销计划以及广告宣传推广活动，计划和执行销售人员管理系统和有关专业培训等,专业销售领域内具备极其丰富的理论和实践的能力与经验.
 在此期间,在悉尼macquarie大学接受mba高级财务课程教育.

 培训经历
 从2002年起, 加入了 上海企开营销咨询有限公司
 担任高级营销管理培训师, 并开始致力于企业营销策略和现代销售团队组织与管理的研究。同时将研究的结果，按国际专业培训方式开发出”实战销售技能及应用”; “ 销售团队的组织,领导与管理”; “现代经销渠道的组织与管理”等培训课程，并为很多外资企业,合资企业、国有企业及民营企业提供内训和咨询，深受好评。
 2004年起，担任专职培训师.

 讲课风格
由于在多家国际知名的工业品及材料设备生产企业的成功体检及对市场信息的不断深入了解,在课堂教学中会非常注重理论与实际相互配合,并以大量实战及成败案例来引导和强化学习内容。
本人谦逊、随和，具有较强的逻辑思维和归纳综合能力,同时具备丰富的职业销售经理人的敏感和热情。