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\u-27068?\u21152?\u20215?\u20540?\u-27392?\u21806?\u30340?\u21407?\u21017?1:\u20215?\u26684?\u27704?\u-28708?\u19981?\u26159?\u23396?\u31435?\u23384?\u22312?\u30340?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u-27068?\u21152?\u20215?\u20540?\u-27392?\u21806?\u30340?\u21407?\u21017?2:\u20215?\u20540?\u30001?\u23458?\u25143?\u30340?\u20215?\u20540?\u-30270?\u20915?\u23450?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * \u24110?\u21161?\u20320?\u20851?\u27880?\u20110?\u20215?\u20540?\u-244?\u24182?\u24378?\u21270?\u-29688?\u21028?\u22320?\u20301?\u30340?5\u20010?\u23450?\u20215?\u25216?\u24039?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 Outline:\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 1. Structuring the consultative process\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * The changing business environment\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Understanding the customer\u8217?s point of view\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * How to guide your customers to better understand their own situation\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * How to guide them to look for a prompt solution\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 2. Developing consultative skills and effective sales strategies\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * From product selling to solution selling\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Business needs and value mapping\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Leading the customer with focused questions\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * The core competence of the sales consultant: objection handling and deal closing\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Deal analysis and funnel management\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Targeting, time and territory management\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 3. Managing the customer relationship to increase repeated business\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Packaging your solutions in a way that invites the customer to do additional business with you\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Multi-level selling: to develop personal network in the customer\u8217?s company\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * How to sell to other decision makers through the contact person\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Increasing rebuying and customer loyalty through up sell and cross sell\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Practical aspects of account management\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 4. Competing on value\u8213?selling value instead of selling product\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * The No. 1 rule of value-added selling and its practical consequences: price must never be stand alone\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * The No. 2 rule of value-added selling: it is the customer\u8217?s value perception which counts\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Five pricing techniques that will help you to focus on value, and strengthen your negotiation position\par\pard\plain\s0\fi0\li0\ri0\sb60\sa60\sl300\plain\f0\fs24\b \u24352?\u-32767?\u24072?\u20171?\u32461?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u-25896?\u32423?\u22521?\u-29779?\u24072?\u12289?\u20225?\u19994?\u25945?\u32451?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 13\u24180?\u30340?\u20840?\u29699?500\u24378?\u20225?\u19994?\u24037?\u20316?\u21644?\u31649?\u29702?\u23454?\u25112?\u32463?\u-25972? \u-244?\u26366?\u23601?\u-32692?\u20110?\u26391?\u-29777?\u31185?\u25216?\u12289?\u24605?\u31185?\u31995?\u32479?\u12289?\u25705?\u25176?\u32599?\u25289?\u12289?\u19975?\u23453?\u30427?\u21326?\u20844?\u21496?\u31561?\u12290?\u20174?\u25216?\u26415?\u25903?\u25345?\u24037?\u31243?\u24072?\u24320?\u22987?\u20316?\u-29321?\u-244?\u21382?\u20219?\u-27392?\u21806?\u32463?\u29702?\u12289?\u22823?\u23458?\u25143?\u-27392?\u21806?\u32463?\u29702?\u12289?\u22823?\u23458?\u25143?\u19994?\u21153?\u24635?\u30417?,\u20174?\u20013?\u31215?\u32047?\u20102?\u20016?\u23500?\u30340?\u-27392?\u21806?\u23454?\u22312?\u32463?\u-25972?\u21644?\u22242?\u-27105?\u31649?\u29702?\u32463?\u-25972?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u24352?\u-32767?\u24072?\u30340?\u22521?\u-29779?\u-29698?\u31243?\u30528?\u30524?\u20110?\u24110?\u21161?\u20225?\u19994?\u-30237?\u20915?\u22797?\u26434?\u24066?\u22330?\u26465?\u20214?\u19979?\u30340?\u-31707?\u-27392?\u21046?\u-32548?\u-27154?\u-26472?\u-244?\u22914?\u20309?\u26377?\u25928?\u8220?\u25552?\u-25896?\u20851?\u-27346?\u23458?\u25143?\u30340?\u-27392?\u21806?\u-29342?\u29575?\u-244?\u-27059?\u20302?\u25972?\u20307?\u-27392?\u21806?\u25104?\u26412?\u-244?\u32553?\u30701?\u-27392?\u21806?\u21608?\u26399?\u8221?\u-244?\u25552?\u-25896?\u-27392?\u21806?\u22242?\u-27105?\u19982?\u-26786?\u-27392?\u21806?\u22242?\u-27105?\u20043?\u-27148?\u30340?\u27807?\u-28646?\u-28339?\u21512?\u-244?\u25171?\u-28640?\u20855?\u26377?\u25112?\u30053?\u25191?\u-30644?\u21147?\u30340?\u-25896?\u32489?\u25928?\u22242?\u-27105?\u12290?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u20027?\u-30335?\u26381?\u21153?\u-28729?\u30340?\u23458?\u25143?\u21253?\u25324?\u-25896?\u-28646?\u12289?\u19977?\u26143?\u12289? IBM, Sony, Volvo, Cisco, \u21345?\u29305?\u27604?\u21202?\u12289?\u19977?\u19968?\u-28211?\u24037?\u12289?\u32654?\u30340?\u30005?\u22120?\u31561? \u12290?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u24352?\u-32767?\u24072?\u27605?\u19994?\u20110?\u-30337?\u23433?\u20132?\u-28646?\u22823?\u23398?\u-32278?\u21160?\u25511?\u21046?\u19987?\u19994?\u-244?\u21518?\u21448?\u-31817?\u24471?\u20013?\u22269?\u31185?\u23398?\u-27038?\u29702?\u23398?\u30805?\u22763?\u21644?\u28165?\u21326?\u22823?\u23398?MBA\u-244? \u24182?\u25317?\u26377?GCDF\u12289?CIC\u12289?CCIE\u31561?\u22269?\u-27067?\u-29788?\u-29759?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u-28712?\u25285?\u20219?\u28165?\u21326?\u22823?\u23398?\u12289?\u21271?\u20140?\u22823?\u23398?\u12289?\u21271?\u-32214?\u12289?\u21271?\u24037?\u22823?\u30340?MBA\u29305?\u32422?\u-29774?\u24072?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u-32692?\u22330?\u-32564?\u26223?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u26391?\u-29777?\u31185?\u25216?\u-248?Lucent\u-247? \u-25896?\u32423?\u31995?\u32479?\u24037?\u31243?\u24072?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u24605?\u31185?\u31995?\u32479? (Cisco ) \u22823?\u23458?\u25143?\u32463?\u29702?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u25705?\u25176?\u32599?\u25289? (Motorola) \u-27392?\u21806?\u24635?\u30417?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u19975?\u23453?\u30427?\u21326? (Manpower) \u19994?\u21153?\u21457?\u23637?\u24635?\u30417?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u25945?\u-32590?\u-32564?\u26223?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u28165?\u21326?\u22823?\u23398? MBA\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u20013?\u22269?\u31185?\u23398?\u-27038? \u29702?\u23398?\u30805?\u22763?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u-30337?\u23433?\u20132?\u-28646?\u22823?\u23398? \u-32278?\u21160?\u25511?\u21046? \u24037?\u23398?\u23398?\u22763?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u19987?\u19994?\u-29788?\u-29759?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 CTC \u20013?\u22269?\u25104?\u20154?\u25945?\u-32590?\u21327?\u20250?\u-29788?\u-29759?\u-25896?\u32423?\u22521?\u-29779?\u24072?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 GLI \u22269?\u-27067?\u-29788?\u-29759?\u20225?\u19994?\u25945?\u32451?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 GCDF\u22269?\u-27067?\u-29788?\u-29759?\u20840?\u29699?\u-32692?\u19994?\u-30268?\u21010?\u24072?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 CCIE \u22269?\u-27067?\u-29788?\u-29759?\u32593?\u32476?\u19987?\u23478?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u20027?\u-29774?\u-29698?\u31243?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u-26498?\u-27154?\u24335?\u-27392?\u21806?\u25216?\u24039?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u22823?\u23458?\u25143?\u24320?\u21457?\u19982?\u31649?\u29702?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u-27392?\u21806?\u27807?\u-28646?\u19982?\u21576?\u29616?\u25216?\u24039?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u25112?\u30053?\u22823?\u23458?\u25143?\u-27392?\u21806?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u23458?\u25143?\u20851?\u31995?\u19982?\u31649?\u29702?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u-27392?\u21806?\u22242?\u-27105?\u30340?\u24314?\u-29762?\u19982?\u31649?\u29702?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u12298?\u25171?\u-28640?\u-25896?\u32489?\u25928?\u22242?\u-27105?\u12299?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u25480?\u-29698?\u-26418?\u26684?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u20851?\u27880?\u29702?\u24565?\u24515?\u24577? + \u-28646?\u-28729?\u20307?\u-25972?\u20135?\u29983?\u20114?\u21160? + \u23454?\u25112?\u26696?\u20363?\u20998?\u26512? + \u-29715?\u-30208?\u29983?\u21160?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u-29774?\u-29698?\u20869?\u23481?\u27880?\u-28211?\u29702?\u24565?\u24341?\u23548?\u21644?\u23398?\u21592?\u24515?\u24577?\u30340?\u25913?\u21464?\u-244?\u28145?\u20837?\u27973?\u20986?\u-229?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u32508?\u21512?\u-28720?\u29992?\u21508?\u31181?\u22521?\u-29779?\u25216?\u26415?\u-24813?\u21169?\u23398?\u21592?\u21442?\u19982?\u20114?\u21160?\u-244?\u21253?\u25324?\u25945?\u32451?\u25216?\u26415?\u12289?\u29616?\u22330?\u20307?\u-25972?\u12289?\u24341?\u23548?\u25216?\u26415?\u-229?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u27719?\u-26938?\u22810?\u24180?\u20146?\u-29013?\u32463?\u21382?\u30340?\u23454?\u25112?\u32463?\u-25972?\u-244?\u26696?\u20363?\u20016?\u23500?, \u23500?\u26377?\u21551?\u21457?\u24615?\u-229?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u-29715?\u-30208?\u23500?\u26377?\u24863?\u26579?\u21147?\u12289?\u24189?\u-24872?\u29983?\u21160?\u12290?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u26381?\u21153?\u30340?\u20225?\u19994?\u23458?\u25143?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u24352?\u-32767?\u24072?\u24050?\u32463?\u20026?60\u22810?\u23478?\u20225?\u19994?\u12289?\u26426?\u26500?\u32452?\u32455?\u-244?\u-29307?\u-28729?200\u22330?\u22521?\u-29779?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 MOTOROLA\u12289?MANPOWER\u12289?\u20013?\u22269?\u30005?\u20449?\u12289?\u24605?\u31185?\u20844?\u21496?\u12289?\u-29301?\u21183?\u31185?\u25216?\u12289?\u19977?\u26143?\u25163?\u26426?\u12289?\u19968?\u27773?\u22823?\u20247?\u12289?SONY\u12289?IBM\u12289?EMAG\u12289?\u-32386?\u-29777?\u31185?\u25216?\u20844?\u21496?\u12289?\u21331?\u26395?\u31185?\u25216?\u12289?\u26045?\u-32752?\u24503?\u30005?\u27668?\u12289?\u27779?\u23572?\u27779? \u21345?\u-28826?\u12289?\u31185?\u-27376?\u22269?\u-27067?\u29454?\u22836?\u20844?\u21496?\u12289?\u30424?\u21476?\u25628?\u32034?\u12289?\u27468?\u21326?\u-26938?\u22242?\u12289?\u22823?\u22320?\u20256?\u23186?\u12289?\u20809?\u32447?\u20256?\u23186?\u12289?\u-28646?\u21644?\u30005?\u23376?\u12289?\u24609?\u21270?\u30005?\u-32495?\u12289?\u19977?\u19968?\u-28211?\u24037?\u12289?\u26007?\u23665?\u24037?\u31243?\u26426?\u26800?\u12289?\u22825?\u27941?\u30005?\u32593?\u12289?\u21326?\u22799?\u24184?\u31119?\u22522?\u19994?\u12289?\u19968?\u27773?\u22823?\u20247?\u12289?\u19978?\u28023?\u22823?\u20247?\u12289?\u32599?\u26684?\u26391?\u12289?\u20013?\u22269?\u-24892?\u-28207?\u-26938?\u22242?\u12289?\u27665?\u29983?\u20154?\u23551?\u12289?\u20449?\u-29734?\u20154?\u23551?\u12289?\u20013?\u22269?\u-28498?\u25919?\u24555?\u-28654?\u20844?\u21496?\par\pard\plain\s0\fi400\li0\ri0\sb40\sa40\sl300\plain\f0\fs22\b \u23398?\u21592?\u-29756?\u20215?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u26377?\u22362?\u23454?\u30340?\u29702?\u-29766?\u22522?\u30784?\u21644?\u-28797?\u20016?\u23500?\u30340?\u31649?\u29702?\u32463?\u-25972?\u-244?\u23545?\u25945?\u23398?\u20869?\u23481?\u26377?\u28145?\u21051?\u30340?\u29702?\u-30237?\u-229?\u20146?\u21644?\u21147?\u24456?\u24378?\u-244?\u27969?\u31243?\u-26502?\u30021?\u12289?\u29616?\u22330?\u28789?\u27963?\u-29693?\u25972?\u-244?\u27880?\u24847?\u19982?\u23398?\u21592?\u30340?\u27807?\u-28646?\u-244?\u28145?\u21463?\u23398?\u21592?\u27426?\u-28722?\u12290?\u8212?\u8212? \u20449?\u-29734?\u20154?\u23551?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u25112?\u30053?\u22411?\u23458?\u25143?\u-27392?\u21806?\u25216?\u-32515?\u-29774?\u-29698?\u26696?\u20363?\u29983?\u21160?\u12289?\u20869?\u23481?\u20805?\u23454?\u-244?\u20351?\u23398?\u21592?\u-32515?\u21147?\u24471?\u21040?\u24456?\u22823?\u21551?\u21457?\u-244?\u23398?\u21592?\u21453?\u26144?\u-26786?\u24120?\u20855?\u26377?\u23454?\u29992?\u20215?\u20540?\u-244?\u20027?\u-30335?\u-30616?\u29616?\u22312?\u26696?\u20363?\u25928?\u26524?\u12289?\u25480?\u-29698?\u24418?\u24335?\u21450?\u25945?\u23398?\u20114?\u21160?\u31561?\u26041?\u-26782?\u28145?\u21463?\u23398?\u21592?\u22909?\u-29756?\u12290?\u8212?\u8212?IBM\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u31649?\u29702?\u32463?\u-25972?\u20016?\u23500?\u-244?\u26696?\u20363?\u24212?\u29992?\u26032?\u-26474?\u-244?\u-29715?\u-30208?\u-30616?\u-28738?\u-29365?\u26377?\u-32134?\u26415?\u24863?\u26579?\u21147?\u-244?\u25480?\u-29698?\u-30268?\u-31997?\u12289?\u31995?\u32479?\u24615?\u21450?\u25511?\u21046?\u-32515?\u21147?\u24378?\u-244?\u26080?\u20026?\u-32756?\u27835?\u30340?\u21253?\u23481?\u-244?\u27880?\u-28211?\u19982?\u23398?\u21592?\u20114?\u21160?\u20132?\u27969?\u-244?\u-26418?\u26684?\u24189?\u-24872?\u30591?\u26234?\u-244?\u26159?\u19968?\u20010?\u-26786?\u24120?\u-32692?\u19994?\u21270?\u30340?\u20248?\u31168?\u-29774?\u24072?\u12290?\u8212?\u8212?VOLVO\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 \u-29698?\u31243?\u32467?\u26500?\u21644?\u27969?\u31243?\u-28419?\u24456?\u28165?\u26224?\u-244?\u-29698?\u22530?\u-28211?\u-30266?\u20114?\u21160?\u21644?\u20998?\u20139?\u-244?\u23588?\u20854?\u26159?\u29616?\u22330?\u30340?\u31034?\u-31997?\u21644?\u28857?\u-29756?\u20196?\u20154?\u21360?\u-29599?\u28145?\u21051?\u12290?\u8212?\u8212?CISCO\par\pard\plain\s0\fi0\li0\ri0\sb60\sa60\sl300\plain\f0\fs24\b \u25105?\u-30335?\u25253?\u21517?\b0\par\pard\plain\s0\fi400\li0\ri0\plain\f0\fs22 \u21672?\u-29726?\u30005?\u-29731?\u-230?027-5111 9925 , 027-5111 9926\par\pard\plain\s0\fi400\li0\ri0\plain\f0\fs22 \u20540?\u29677?\u25163?\u26426?\u-230?18971071887    \u-28498?\u31665?\u-230?Service@mingketang.com\par}