危机下的出口营销策略与客户开发及跟进技巧（上海，12月19-20日）
|
危机下的出口营销策略与客户开发及跟进技巧（上海，12</SPAN>月19-20</SPAN>日）</SPAN></SPAN></SPAN> 【培训日期】</SPAN>2009</SPAN>年12</SPAN>月19-20</SPAN>日</SPAN></SPAN> 【培训地点</SPAN>】上海</SPAN></SPAN></SPAN></SPAN> 【培训对象】</SPAN>外贸企业老总，外贸经理，外贸业务人员，跟单员等等。</SPAN></SPAN> 【备注说明】</SPAN>本培训班全年循环开课，如有需求，欢迎来电咨询！</SPAN></SPAN> 【课程收益】</SPAN></SPAN> ■了解当前形式下的接单策略</SPAN></SPAN> ■掌握困境下防止客户逃离的方法</SPAN></SPAN> ■增强企业销售团队应对困境的能力</SPAN></SPAN> ■优秀企业走出困境的策略和方法分享</SPAN></SPAN> ■全面掌握国际市场推广的方法</SPAN></SPAN> ■掌握客户跟进的策略和方法</SPAN></SPAN> </SPAN> 【课程大纲】</SPAN></SPAN> 第一部分：出口困境下的出口营销策略 </SPAN>一、认识当前的困境 </SPAN></SPAN>■</SPAN>9</SPAN>大压力因素</SPAN></SPAN> </SPAN> ■</SPAN>9</SPAN>大压力因素</SPAN></SPAN> </SPAN> ■</SPAN>当前困境背后的真相 </SPAN></SPAN>■</SPAN>困境和机遇 </SPAN></SPAN>■</SPAN>企业家精神与困境 </SPAN></SPAN>■</SPAN>经济何时转晴</SPAN></SPAN> </SPAN>二、重新认识市场</SPAN> </SPAN>■</SPAN>欧美市场如何在变化 </SPAN></SPAN>■</SPAN>新兴市场的未来 </SPAN></SPAN>■</SPAN>消费者趋势 </SPAN></SPAN>■</SPAN>商业形态趋势 </SPAN></SPAN>■</SPAN>未来的优质客户在哪里</SPAN></SPAN> </SPAN>三、应对困境的接单策略 </SPAN></SPAN>■</SPAN>设定你的接单底线 </SPAN></SPAN>■</SPAN>建立动态报价工具 </SPAN></SPAN>■</SPAN>利润具体到单、产品和客户 </SPAN></SPAN>■</SPAN>追求利润和量的平衡 </SPAN></SPAN>■</SPAN>评估客户的“</SPAN>困境价值” </SPAN></SPAN>■</SPAN>6</SPAN>种成功提价的方法 </SPAN></SPAN>■</SPAN>淘汰“</SPAN>寄生虫”</SPAN>客户 </SPAN></SPAN>■</SPAN>改进产品，创造附加值利润</SPAN></SPAN> </SPAN>四、应对困境的市场策略 </SPAN></SPAN>■</SPAN>重新审视市场定位 </SPAN></SPAN>■</SPAN>调整营销策略应对困境 </SPAN></SPAN>■</SPAN>市场目标调整 </SPAN></SPAN>■</SPAN>价格策略调整 </SPAN></SPAN>■</SPAN>渠道策略调整 </SPAN></SPAN>■</SPAN>产品策略 </SPAN></SPAN>■</SPAN>提高市场费用效率 </SPAN></SPAN>■</SPAN>企业文化策略 </SPAN></SPAN>■</SPAN>市场总监的必补课 </SPAN></SPAN>■</SPAN>案例：他们如何走出企业的困境</SPAN></SPAN> </SPAN>五、应对市场的销售策略 </SPAN></SPAN>■</SPAN>客户再分析和选择 </SPAN></SPAN>■</SPAN>提高与客户谈判能力 </SPAN></SPAN>■</SPAN>5</SPAN>种方法防止客户逃离 </SPAN></SPAN>■</SPAN>获取优质新客户 </SPAN></SPAN>■</SPAN>强化客户管理 </SPAN></SPAN>■</SPAN>困境中练内功 </SPAN></SPAN>■</SPAN>风险意识教育</SPAN></SPAN> </SPAN>六、困境中的客户价值挖掘 </SPAN></SPAN>■</SPAN>客户是你最大的价值 </SPAN></SPAN>■</SPAN>倾听客户的想法 </SPAN></SPAN>■</SPAN>争取老客户的支持 </SPAN></SPAN>■</SPAN>创新客户合作方式</SPAN></SPAN> </SPAN>七、挖掘企业自身的资源 </SPAN></SPAN>■</SPAN>金矿在内部 </SPAN></SPAN>■</SPAN>挖掘成本潜力 </SPAN></SPAN>■</SPAN>消除无效的销售 </SPAN></SPAN>■</SPAN>信心和团结是资源</SPAN></SPAN> </SPAN>八、用创新应对出口困境 </SPAN></SPAN>■</SPAN>资金生命线创新 </SPAN></SPAN>■</SPAN>销售创新 </SPAN></SPAN>■</SPAN>附加值创新 </SPAN></SPAN>■</SPAN>产品创新 </SPAN></SPAN>■</SPAN>技术创新 </SPAN></SPAN>■</SPAN>理念创新</SPAN></SPAN> </SPAN>第二部分：客户开发与跟进技巧 </SPAN>一、有哪些常用海外时常推广方法 </SPAN></SPAN>■</SPAN>B2B</SPAN>网络推广； </SPAN></SPAN>■</SPAN>专业媒体广告； </SPAN></SPAN>■</SPAN>展览推广； </SPAN></SPAN>■</SPAN>数据库推广； </SPAN></SPAN>■</SPAN>搜索引擎推广； </SPAN></SPAN>■</SPAN>主动接洽目标客户； </SPAN></SPAN>■</SPAN>会议和论坛推广； |