企业营销策划与执行营销777lm.pptxVIP

企业营销策划与执行营销;庄志敏简介;课程目录;营销思维：把复杂的理论简单化;营销的专家定义;营销、推销、销售的关系;企业与顾客的实力消长;营销新思维：全面营销观念;营销与企业文化的趋同性;营销的本质：让顾客认同;;中国各行业市场演进路线图;为顾客问题提供解决方案;客户关系：打造持续的客户资源;客户购买行为;顾客价值：购买行为的核心;顾客收益分析;市场营销理论沿革;①客户资源：持续的购买;②客户忠诚度;客户关系管理;打造客户资源型企业;③品牌美誉度;;终端实战：销售现场的客户沟通;无意识状态下的购买动机;购买决策的基本模式;让顾客在兴趣中产生购买兴趣;产品终端“135”销售法;机构营销：关键客户的沟通技巧;客户需要什么？;机构与消费品营销的差异性;机构营销的五大主体;采购与营销流程对接;①确定客户：决策导向与动机;②接触客户：1分钟打造亲和力;③需求判断：关键人确定;④交易谈判：信息 力量 时间;与客户沟通的六大法则;1、Genius only means hard-working all ones life. (Mendeleyer, Russian Chemist)? 天才只意味着终身不懈的努力。20.8.58.5.202011:0311:03:10Aug-2011:03 2、Our destiny offers not only the cup of despair, but the chalice of opportunity. (Richard Nixon, American President )命运给予我们的不是失望之酒，而是机会之杯。二〇二〇年八月五日2020年8月5日星期三 3、Patience is bitter, but its fruit is sweet. (Jean Jacques Rousseau , French thinker)忍耐是痛苦的，但它的果实是甜蜜的。11:038.5.202011:038.5.202011:0311:03:108.5.202011:038.5.2020 4、All that you do, do with your might; things done by halves are never done right. ----R.H. Stoddard, American poet做一切事都应尽力而为，半途而废永远不行8.5.20208.5.202011:0311:0311:03:1011:03:10 5、You have to believe in yourself. Thats the secret of success. ----Charles Chaplin人必须相信自己，这是成功的秘诀。-Wednesday, August 5, 2020August 20Wednesday, August 5, 20208/5/2020 6、Almost any situation---good or bad---is affected by the attitude we bring to. ----Lucius Annaus Seneca差不多任何一种处境---无论是好是坏---都受到我们对待处境态度的影响。11时3分11时3分5-Aug-208.5.2020 7、Although the world is full of suffering, it is full also of the overcoming of it.----Hellen Keller, American writer虽然世界多苦难，但是苦难总是能战胜的。20.8.520.8.520.8.5。2020年8月5日星期三二〇二〇年八月五日 8、For man is man and master of his fate.----Tennyson人就是人，是自己命运的主人11:0311:03:108.5.2020Wednesday, August 5, 2020 9、When success comes in the door, it seems, love often goes out the window.-----Joyce Brothers成功来到门前时，爱情往往就走出了窗外。11:038.5.202011:038.5.202011:0311:03:108.5.202011:038.5.2020 10、Life is measured by thought and action, not by time. ——Lubbock 衡量生命的尺度是思想和行为，而不是时间。8.5.20208.5.202011:0311:0311:03:1011:03:10 11、To make a lasting