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《渠道運營能力提升》&初階版

《渠道運營能力提升》&初階版
分享到:

【訓練營時間】

2天培訓

【培訓對象】

渠道經理

【課程特色】

&  體驗式互動教學的方式,現場實操訓練為主,以細節提醒、圖片分享、案例分析、精彩點評、情景演練等為輔,使每位參訓人員有高度積極的參與感,讓學員將知識轉化為行為并最終形成習慣,課程高效落地;

&  培育一批能將新知識、談判等能力運用于具體操作的實用型人才;

&  匹配專業高滿意度反饋的講師,老師在客服中心多期培訓平均滿意度高達98.10分(百分制) 學員高度評價,反饋非常好:認為培訓的課程通俗易懂,實用,生動!


【課程大綱】

課程設計思路,是圍繞著渠道經理的能力模型設計的:

 渠道經理能力模型.jpg


渠道管控篇

一、新零售時代運營下的渠道競爭態勢

l 三大運營商渠道營運和管理現狀

l 新形勢下移動渠道經理的使命及能力要求

l 渠道代理商的經營趨勢分析

二、區域商圈的類別及精準分析

l 劃分區域商圈對拓點和幫扶代理店的意義

l 不同區域商圈屬性的類別、分析以及渠道匹配

l 案例分享:競爭對手某地市渠道網點布局分析

l 討論和總結:針對案例我們的解決方案是什么?

三、對代理商管控的利劍:賣場精英寶典

l 管控代理商的秘籍:五必懂得的秘訣

l 訓練演練:結合《賣場經營之道工具寶典》進行動作模擬訓練

l 實戰勘察:“火眼金睛”練習——找出問題

l 討論與呈現:每組呈現實戰勘察的店面問題和解決方案

四、提升與代理商的談判和溝通技巧

l 摸準代理商的性格—Lifo性格測試

l 四種性格的人員的不同行為方式和溝通風格

l 如何收集信息并進行分析,創造談判條件

l 談判開局:建立融洽的談判氣氛

l 談判過程中的讓步藝術與說服藝術

l 談判的讓渡價值:動之以情,曉之以理,誘之以利

門店運營及賦能篇

五、渠道經理工作模式之巡店觀察法

1、商圈屬性

2、門店環境

3、體驗營銷

1)   營銷暖場

2)   體驗及算賬

3)   促成及異議處理

4、人員氛圍

1)  團隊氛圍

2)  配合程度

3)  服務態度

六、渠道經理工作模式之“觸點”輔導

1、功能區の門迎觸點輔導技巧

1)門迎站姿與用戶感知分析

2)迎接禮儀及口徑輔導

教練輔導訓練:門迎分流服務的“做”與“教”

2、功能區の臺席觸點輔導技巧

1)臺席受理流程

2)拉進關系化解客戶等待尷尬禮儀

3)四種模式下的寬帶引導受理術輔導

4)受理動作技巧輔導

教練輔導訓練:臺席服務營銷的“做”與“教”

4、功能區の柜臺觸點輔導技巧

1)引導客戶停留的技巧輔導

2)拉進客戶關系技巧輔導

3)體驗技巧輔導

4)比算訓練輔導

5)送客技巧輔導

教練輔導訓練:柜臺營銷的“做”與“教”

5、  其它區域觸點服務與營銷

1)  問好、查詢辦理事項

2)  附加價值等

七、城市門店促銷策劃組織及實施技巧

l  商圈勘察與促銷模式的選擇

人流量大的商圈采用通用促銷模式

人流量少的商圈采用異業合作的促銷模式

l  通用版促銷模式及流程

1、促銷實施六步曲

2、做好數據統計

3、復盤總結

促銷方案設計工具(可想助理索取)

?   異業合作的促銷模式

1、  尋找異業合作業態

2、  談判(合作模式)

3、  準備

4、  現場實施(模擬)

八、農村門店促銷策劃組織及實施技巧~“根據地”式銷售模式賦能

備注說明:目前電信多數都通過農村會銷形式組織銷售,由于開展時間較長,效果已經逐漸減弱。

“根據地”式銷售的必備條件

1、必備條件——滿足條件即適用“根基地”式銷售模式

2、次要條件——促進銷售模式落地

3、營銷準備條件——保障銷售工作落地

4、農村渠道營銷法則

1)     現場營銷

  資源緊張式成交

2)     服務保障

  業務提醒

  使用提醒

  裝機保障

  信息歸集

5、波次銷化


項目要求:本課堂采取模擬現場的教學方式,需要配備營業廳的部分設備、促銷的全套物料(帳篷除外),在課程實施前以清淡的形式提供給京華電信。

TAG: 現代渠道管理售后服務方案

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