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所在平台: Udemy |
课程主页: https://www.udemy.com/course/the-recipe-for-success-in-b2b-sales/
课程评论：没有评论
**课程名称：** B2B销售成功秘诀 **课程概述：** 本课程是一门面向入门级学习者的B2B（企业对企业）销售课程，旨在帮助销售人员提升技能，开启成功职业生涯。B2B销售指的是企业将其产品或服务销售给其他企业，而非个人消费者。尽管电子商务和在线营销备受关注，企业的销售人员仍然是至关重要的资产，不应被忽视。本课程为企业培训师提供了一个优化销售团队培训的解决方案。 课程将涵盖B2B销售的各个方面，从理解B2B销售的特点、与B2C销售的区别，到B2B销售代表的角色及其影响力，再到客户发掘流程、两个过滤环节、销售前准备以及信息识别。课程还将深入探讨B2B客户购买决策中的四大关键利益相关者、三种组织需求及应对策略，四种有效的“守门人”沟通策略，以及不同类型的利益分析和竞争性分析。最后，课程将教授实用的谈判技巧和谈判方案的制定。 通过实用工具和真实案例，本课程帮助学习者将理论知识应用于实践，从而取得更佳的销售业绩。无论您是对销售充满热情并将其视为职业发展方向，都能在本课程中获得启发并学到新知。 **核心内容包括：** * B2B销售的特点及与B2C销售的区别 * B2B销售代表的角色及其重要性 * 客户发掘过程与两大过滤方法 * 销售前准备阶段需要识别的信息 * B2B客户购买决策中的四大主要利益相关者 * 三种组织需求类型及相应的回应策略 * 与“守门人”沟通的四种有效策略 * 不同类型的利益和竞争力分析 * 谈判技巧与谈判选项的开发
B2B sales refer to business-to-business sales, selling one company's products and services to other businesses rather than individual consumers.Among everything that could potentially influence sales outcome, the competency of sales representatives is definitely among the most critical factors. Therefore, our course is designed to help sales representatives polish their skills and advance their careers. Please note that is an entry-level course. We promise that anyone passionate about sales and considers it their career will find the course helpful and discover something new along their learning process.With so much focus on e-commerce and online marketing, corporate trainers may sometimes overlook one of their most important assets: their salespeople. can also be an optimized solution for corporate trainers seeking to create coursework for their sales employees.This course concisely covers everything you need to know to ace the sales process: from understanding B2B sales and the role of B2B sales representatives to successfully nailing a sales negotiation. We provide practical tools and real-life examples to help students apply knowledge and theoretical solutions to deliver better sales results.The course overview includes:· The characteristics of B2B sales and the differences between B2B and B2C sales· The role of B2B sales representatives and their impact· The customer discovery procedure and two filtering processes· Pre-sales and information that needs to be identified during the pre-sales process· The four types of stakeholders that are involved in B2B customers' purchasing decisions· Three types of organizational needs and the relevant responses· Four effective strategies for approaching gatekeepers· Different types of benefits and competitiveness analysis· Negotiation tactics and development of negotiation options
