In order to further improve the comprehensive management ability of sales management personnel and integrate the B-corner training plan, a new sales management skills upgrading training program was launched in North China. This new project is facing the popular sales supervisor and sales supervisor B. The first phase of the course includes sales process management, financial statement analysis and performance appraisal management, and the second phase will include sales management system management, excellent sales executives' experience sharing and elite team management.

Sales process management

Sales process management is managed by Professor Chen Jian, Senior Sales Director of Regional Promotion Department. The teaching content is based on the sales steps of automobile manufacturing industry, and it is improved by integrating well-known brand regulations and sales management regulations. The content of the course should be based on the technical standards and objectives matched at all stages of sales, and the basic regulations and postures of sales process management should be correctly guided and summarized by the position of sales supervisor in an exploratory way. It is expected to lead the students to focus on the steps, treat each step with management vision and aspect ratio, introduce the management standard posture of sales management positions, and deal with substantive problems with solid basic management.

Financial statement analysis

First, I looked back at the three tables and analyzed the key points and cases; In view of the cost control, the working groups first discussed the current standard practices, and Mr. Zhou put forward opinions and suggestions, and interpreted the requirements and steps of sales, after-sales service and expenses in daily work; Finally, the working group also * * appreciated the logic and feelings of the store sales turnover forecast analysis.

Performance evaluation, incentive and performance evaluation

The course content of performance appraisal encouragement and performance appraisal begins with the story of "hunting dogs". The teaching content is developed from four aspects: the definition of performance appraisal incentive and performance appraisal, the design scheme of performance appraisal incentive index value, the analysis of current standard performance appraisal incentive and the common problems in the whole process of performance appraisal. Finally, it is suggested to pay attention to the whole process of performance appraisal management: realize the efficacy of performance appraisal management as a reasonable special management tool; Pay attention to the network monitoring of the whole process of management and improve the index value of weak points in performance appraisal; Feedback the acceptability of performance appraisal indicators and evaluate the effectiveness of performance appraisal.

As the person in charge of the sales line of the regional promotion department, I summarized the training after the course content: I got not only professional knowledge from the training, but also the upgrade of core concepts and the expansion of logical thinking. After-class exercises can further digest and absorb what I get from classroom teaching, actively change my understanding and personal behavior in specific work, and reasonably improve my management ability.

Experience sharing of trainees' training

After three days of training, I have a systematic software and unforgettable understanding of sales management, and I have expressed my ideas competitively.

"I used to think that as a person who has been in the automobile manufacturing industry for ten years, I should be very familiar with the sales steps, but the questions before training made me aware of the problems that still exist; The content of the sales process management course makes me more deeply understand that as a person in a sales management position, he should know what management is. All transaction management, all management, must shape a norm. In this way, people can really ensure that they are problem-oriented in management. The content of performance appraisal encouragement and performance appraisal course requires me to deeply understand that as a sales management position, effective performance appraisal can guide profit orientation and reduce the outflow of outstanding talents. How to do performance appraisal needs to be done according to the situation of the store. How to attract people, how to achieve stronger operational economic benefits, and also care about the whole process of performance appraisal. " Show * * * and easy management play a great role in enterprise management, you can go and have a look.

"Before the training, I had a shallow understanding of management and felt a little sound. I implemented it according to my own ideas or the past practices of the company. After the training, I learned that, firstly, we should find and solve the difficulties from a higher perspective, from the perspective of management, that is, effectiveness and efficiency; Second, management must be all-round, and we should grasp the logic of accounting and the orientation of regional performance appraisal, and construct the logic and conception of detailed and systematic software; Thirdly, it is very important to formulate an effective performance appraisal, which is not easy to adjust and make it reasonable in the whole process of formulation and implementation. According to this training, I learned that I must study and train a lot, communicate with others and learn from the West. "