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  全文 经销商管理动作分解营销培训教材(八) 热 (魏庆,中国营销传播网,2005-09-30)
上篇主要内容回顾 : 上节我们学习了销售人员在面对经销商进行合作前谈判、鼓励其合作意愿时的基本技巧。要点如下:  1. 心中有数 2. 营造环境 3. 厚而不憨 4. 善动者动于九天之上  5. 双向沟通 本节将进一步学习,与经销商沟通、制定新市场开发计划 ... ... (阅读: 26579,评分: 8.91分/10人,行业: 其它)

  全文 《新品上市完全手册》第七章:新产品上市促销执行及控制要点(下) 热 (魏庆顾凡贺亮,中国营销传播网,2004-03-12)
新产品上市,需要消费者尽快认知、了解、产生兴趣,产生试用性购买、回购,到最后认可并忠诚使用。消费者促销是加快和实现这个过程的手段。 (阅读: 40117,评分: 8.75分/15人,行业: 其它)

  全文 《新品上市完全手册》第七章:新产品上市促销执行及控制要点(上) 热 (魏庆顾凡贺亮,中国营销传播网,2004-03-04)
促销,顾名思义,促进销售的方法。 在市场竞争日益惨烈的今天,促销已经偏离了“给消费者购买本品一个额外的理由”之本意,成了打击竞品或抢占市场份额的常规手段。尤其是新产品上市,几乎所有的工作环节都牵涉促销。 做促销不是拍广告片,各企业促销手法雷?... ... (阅读: 62854,评分: 8.08分/12人,行业: 其它)

  全文 《新品上市完全手册》第六章:新品上市执行&监控(上) 热 (魏庆顾凡贺亮,中国营销传播网,2004-03-01)
首先,让我们来回顾一下前五章的历程。从发掘市场机会→根据市场机会“订做”产品概念→到评估这个“概念”对本企业是否可行→把概念变成实物样品→计划好如何销售新品的每一步行动并做好相应准备工作。 现在“万事具备,只欠东风”,到了落实上市计划“临门 ... ... (阅读: 29937,评分: 7.14分/16人,行业: 其它)

  全文 《新品上市完全手册》第五章:新品上市的计划与安排 热 (魏庆顾凡贺亮,中国营销传播网,2004-02-26)
新品开发及准备工作完成,意味着产品已经定型,接下来要做的就是对该产品如何上市销售的策划和准备过程。 第一节  新品上市计划 真正的销售是靠销售人员来落实的,新品上市计划要给销售人员的上市给出指引和说明,其主要作用如下: 1、向销售人员介绍清楚?... ... (阅读: 38775,评分: 8.44分/18人,行业: 其它)

  全文 《新品上市完全手册》第一章:发现市场机会 热 (魏庆顾凡贺亮,中国营销传播网,2004-02-23)
除了因为产品生命周期,而“必须”进行的产品改进外,发现市场机会是未来新品开发、上市动作的基础。对市场机会的判断主要来源于三个方面: 1、把握市场大势: 寻找正在上升和即将上升的市场机会,锁定新品立项于哪一个领域。 2、对消费者的研究: 初步确 ... ... (阅读: 33579,评分: 9.17分/6人,行业: 其它)

  全文 《新品上市完全手册》前言&综述 热 (魏庆顾凡贺亮,中国营销传播网,2004-02-20)
前言:学习外企理性严谨的产品上市运作方法 外企职业经理人进入内企后往往会惊呼——这个企业怎么这么乱?市场决策怎么这么草率,这么混乱的企业怎么还能存活(早就该倒闭了)。 而事实上,国内就是有很多企业在这么“混乱”的管理状态和“草率”的市场决策?... ... (阅读: 39751,评分: 6.47分/15人,行业: 其它)

  全文 《经销商完全手册》第六章:人员管理(上) 热 (魏庆,中国营销传播网,2003-11-14)
话题一:经销商的业务人员管理问题表现 经销商当年白手起家,单抢匹马在市场上纵横驰骋,所向披靡,虽然累,但总是意气风发,精力充沛。 终于有一天从单兵作战变成了企业主,手下有十几个甚至上百个员工替自己做事,原以为这下可以轻松一点,却发现: ·似?... ... (阅读: 27165,评分: 8.28分/31人,行业: 其它)

  全文 《经销商完全手册》第三章:经销商如何在自己的大本营做好终端市场(上) 热 (魏庆,中国营销传播网,2003-10-24)
终端市场,就是销售渠道的最末端,是消费者和产品直接会合的主战场,是商品、顾客、金钱三项要素的联结点,是厂家销售的最终目的地,是“卖的终结”的场所。终端市场担负着承上启下的角色。现代企业销售的一个基本法则就是:谁掌握了销售终端,谁就是市场赢家。 (阅读: 23094,评分: 8.47分/31人,行业: 其它)

  全文 销售主管的管理问题 热 (魏庆,《销售与市场》2000年第八期,2000-08-23)
做业代的时候一直是佼佼者,总奇怪为什么主管不做具体工作还忙的一塌糊涂?为什么那么多人讲管理是一门大学问?终于有一天业代做了主管,突然感到自已不再游刃有余,甚至有点手忙脚乱。几年辛苦,几年学习、摸索、体验,才开始了解其中的奥妙,才知道管理真的?... ... (阅读: 72530,评分: 8.39分/161人,行业: 营销服务/咨询顾问)

  全文 《终端销售葵花宝典》目录 (魏庆,中国营销传播网,2012-08-07)
前 言 本书写给谁看? 为什么写这本书? 这本书的特色以及我的“野心” 第一章 终端业代“一招制敌”的推销模型 第一节 铺货率“她妈”名叫“拜访率” 话题一:中小终端的好处,谁用谁知道! 话题二:问候铺货率“他妈” 第二节 我不是来卖货的,我是来打酱油( ... ... (阅读: 8588,评分: 9.50分/2人,行业: 其它)

  全文 《终端销售葵花宝典》前言 (魏庆,中国营销传播网,2012-08-06)
魏庆新书《终端销售葵花宝典》已经定稿!预计国庆前后上市,具体时间敬请留意本站或 魏庆新浪微博:@魏庆老师。届时购书可留意各大购书网站,要预购请@魏庆老师微博留言。在此开始连载其中内容,多谢各位看官关注! (阅读: 8572,行业: 其它)

  全文 不要一次挫折就失败:终端推销的加速杠杆(下) (魏庆,中国营销传播网,2011-09-22)
上篇主要内容回顾小结: 到目前为止,我们学习了中小终端推销的各种推销模型和组合拳阵法。提出“不要一次挫折就失败”的观点,学习了17个中小终端推销的“加速杠杆”。本篇将学习新的终端铺货加速杠杆,结束这个章节。  中小终端销售加速杠杆:不要一次挫折 ... ... (阅读: 9020,评分: 10.00分/1人,行业: 其它)

  全文 《经销商管理动作分解培训升级版》再版序 (魏庆,中国营销传播网,2011-09-19)
我也“已经老了” “我已经老了”,说这话的是杜拉斯。够狠!区区五个字,无限沧桑尽现其中。 嘿嘿,现在竟然轮到我也说一回了。 上大学的时候,要勤工俭学讨生活赚饭钱,下午放学沿街卖快餐、春节放假钻地下道里卖灯笼、同学们在宿舍喝酒打牌看录像,我却?... ... (阅读: 9699,评分: 10.00分/1人,行业: 其它)

  全文 不要一次挫折就失败:终端推销的加速杠杆(中) (魏庆,中国营销传播网,2011-06-17)
上篇主要内容回顾小结: 截止目前我们已经学习了一线中小终端推销的“破冰模型”“产品结构分析”“多角度讲好利润故事”“让客户感到不会赔钱的安全感”“突破钉子店”五个技能模型,又学习了“终端推销组合拳的五个阵法”。上一篇我们又学习了7个终端推销的 ... ... (阅读: 10488,评分: 10.00分/1人,行业: 其它)

  全文 不要一次挫折就失败:终端推销的加速杠杆(上) (魏庆,中国营销传播网,2011-05-26)
上篇主要内容回顾小结: 截止目前我们已经学习了一线中小终端推销的五个技能模型: 模型一:陌生客户初次见面,业务人员用服务破冰,进而建立信任和客情,促成销售的8个套路。 模型二:分析店内的产品结构,告诉店主:“我要卖给您的恰恰是你店里缺的产品” ... ... (阅读: 10217,行业: 其它)

  全文 临门一脚,组合拳促成终端订单交易(下) (魏庆,中国营销传播网,2011-04-15)
上篇主要内容回顾小结: 截止目前我们已经学习了一线中小终端推销的五个技能模型: 模型一:陌生客户初次见面,业务人员用服务破冰,进而建立信任和客情,促成销售的8个套路。 模型二:分析店内的产品结构,告诉店主:“我要卖给您的恰恰是你店里缺的产品” ... ... (阅读: 10589,行业: 其它)

  全文 临门一脚,组合拳促成终端订单交易(上) (魏庆,中国营销传播网,2011-04-08)
上篇主要内容回顾小结: 截止目前我们已经学习了一线中小终端推销的五个技能模型: 模型一:陌生客户初次见面,业务人员用服务破冰,进而建立信任和客情,促成销售的8个套路。 模型二:分析店内的产品结构,告诉店主:“我要卖给您的恰恰是你店里缺的产品” ... ... (阅读: 11108,行业: 其它)

  全文 被大家遗忘的“拜访率” (魏庆,中国营销传播网,2011-03-29)
消费品行业言必称“铺货率”。其实铺货率的前提是“拜访率”,拜访率是因,铺货率是果,离开拜访率去谈铺货率就是“倒果为因”,拜访率这个关键指标被遗忘,是营销From EMKT.com.cn界普遍存在的一个常识性错误。 什么叫做拜访率? 若干年前,可口可乐曾经在?... ... (阅读: 11035,评分: 4.50分/2人,行业: 其它)

  全文 中小终端销售人员工作技能模型五:“又笨又有效”的终端推销方法 (魏庆,中国营销传播网,2011-03-03)
上篇主要内容回顾小结: 截止目前我们已经学习了一线中小终端推销的四个技能模型: 模型一:陌生客户初次见面,业务人员用服务破冰,进而建立信任和客情,促成销售的8个套路。 模型二:分析店内的产品结构,告诉店主:“我要卖给您的恰恰是你店里缺的产品” ... ... (阅读: 12079,评分: 8.50分/4人,行业: 其它)



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  魏庆,“理念到动作”营销培训创始人:   培训主张:“理念到动作” 营销培训创始人。主张“培训要把理念宣到落实到动作分解,让学员上午听完下午就能拿到市场上运用   实践经验:从基层业代做起,十二年销售实战经验,历任可口可乐公司、顶新国际集团、知名内资企业销售经理、品牌经理、销售总监等职。   专业资质:2002年进入营销培训咨询行业,先后为可口可乐公司、台湾统一企业、嘉里粮油、美的集团、TCL集团、九阳家电、康佳集团、恒安集团、联想集团、中国石油、大自然木地板、圣象地板等国内外五百余家企业提供营销培训&辅导。众多大型国际企业连续几十次邀请魏庆老师做系列营销培训和常年辅导。   理论成果:国内多家营销专业媒体特约撰稿、出版四套营销专著、 十余套培训光碟,在国内50余家电视台热播。   更多资讯:请登陆魏庆官方网站http://www.head-to-hand.com了解详细了解魏庆老师和丰富的培训咨询成功案例、客户口碑,免费下载70余万字的培训教材  欢迎来电探讨营销问题 13922272410/13822102913/020-61908101/020-84566562或email: head-to-hand@head-to-hand.com

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