1、 Corporate Management Training CurriculumNo.Training Course培培训训课课程程Course Outline课课程程摘摘要要Applied Level适适用用级级别别Staff员员工工Supervisor主主管管Manager经经理理Sr. Exe高高级级经经理理1Orientation 到职培训* Culture and Policy 公司文化及历史 * Credo Introduction 信条简介 * Department Introduction 部门介绍XXX2Process Excellence流程优化* OA overview
2、 PE概论* Use OA to identify defects and weakness inexisting business process使用OA找到现有流程中的缺陷* Use OAas a tool for improvement.使用OA成为提高工作的工具 * OA Assessment OA评估 XXX3Communication Skills沟通技巧* The Importance of communication沟通的重要性 *Identify the obstacles of communication andthe way to peers指出沟通中的障碍及解决方法XX
3、X4Presentation Skills演讲技巧* Preparation for a presentation. 准备演讲* Tactics of presentation 演讲技巧 * Follow-up of a presentation 演讲后的跟进XXX5SevenHabits&OutwardBound高效能人士的七个习惯和外部拓展* Be proactive 积极主动 * Begin with the end in mind以终为始 * Put first things first要事第一 * Think win-win双赢思维 * Seek first to understan
4、d, then to be understood知彼解己* Synergize统合综效* Sharpen the saw不断更新XXX6Creative Thinking创造性思维* Parallel thinking 平行的思维方式* tools: Six thinks hats 工具：六顶思考帽* Application of the tools应用的工具XXX7InteractionManagement互动管理* The Challenge of Leadership领导力所面临的挑战* Improve Employee Performance提高员工的绩效* Improve Work
5、Habit 改善工作习惯* Use effective follow-up action使用有效的跟进行动* Coach for Success 成功的辅导 XX8TargetedSelection目标选才* The Selection System 目标选才系统* Managing the Interview 面试控制* Targeted Simulations面试模拟* Making Hiring Decision做出面试决策 XXNo.Training Course培培训训课课程程Course Outline课课程程摘摘要要Applied Level适适用用级级别别Staff员员工工Su
6、pervisor主主管管Manager经经理理Sr. Exe高高级级经经理理9PerformanceManagement绩效管理* Understanding the process 了解整个流程 * Goal setting目标设定* Coaching & Feedback skills 辅导和反馈的技巧* Conducting performance appraisal 绩效评估的执行 * Dealing with challenging issues处理挑战性的问题 XX10Finance for Non-FinancialManagers非财务经理的财务管理课程* Financial
7、statements & ratios财务申报和比价 * Capital budgeting/return on investment资金预算投资回报 * Time value of money 钱的时间价值 * Cash vs. profit 资金和利润* Budgeting & variance analysis预算和差异分析X11Win- Win NegotiationSkills 双赢的谈判技巧* Successful negotiation structure 成功的谈判组织结构 * How to prepare for a negotiation. 如何准备一场谈判 * Tacti
8、cs and skills for negotiation. 谈判的策略和技巧 * Personal Action Plan.个人行动计划X12Train The Trainer培训培训师* The role and responsibilities of a trainer. 培训师的角色和职责* Adult learning Principle 成人认知原理 * Training needs analysis培训需求分析 * Program design. 课程设计 * Delivery skills 授课技巧 * Training evaluation 培训评估X13Management
9、Fundamental I管理基本原则* Self Management Fundamentals 自我管理的基本原则 * People Management Fundamentals (TalentManagement/Coaching)人员管理的基本原则（人才的管理辅导）* Organizational Management Fundamentals(Leadership/Teamwork)公司管理的基本原则（领导力团队）X14ManagementFundamental II管理基本原则 * Managerial versatility,efficiency and effectivene
10、ss管理的多样化、效率和有效性* Interpersonal communications and trustbetween managers and their direct reports.人与人之间的沟通以及经理和其下属之间的信任关系X15Transition Forum工作转换论坛会* Help new leaders significantly acceleratetheir transitions 帮助新的领导人促进他们的工作转换* Provide an integrated and systematicapproach to transition leadership 为领导能力
11、的转换提供一个综合、系统的方法XNo.Training Course培培训训课课程程Course Outline课课程程摘摘要要Applied Level适适用用级级别别Staff员员工工Supervisor主主管管Manager经经理理Sr. Exe高高级级经经理理16Leaders DevelopingLeaders作为领导如何培养发展领导 Six Passages: 六条通道： -Major career transition主要的职业发展轨迹的转换 -Manage Self管理自己 -Manage Others管理别人 -Manage Managers管理经理 -Functional
12、Manager部门经理 -Business Manager业务经理 -Group Manager分组经理 -Enterprise Manager企业经理 X17Executive Orientation主管的到职培训* Understanding business segmentation andstructure理解公司的业务分割和架构 * Credo and SOL orientation信条和领导力标准的培训 * Understand corporate framework了解公司的架构X18ExecutiveManagement Program高级经理管理项目* Language of
13、 Business 业务语言* Quantitative Analysis质量分析 * Business Communication 业务沟通* Written Analysis of Cases 写案例分析X19EMBAProgramEMBA项目 * Basic Framework基本的架构 * Functional foundations基础功能 * Environmental Analysis环境的分析XRx Sales Training CurriculumNo.Training Course培培训训课课程程 Course Outline课课程程梗梗概概Applied Level适适用
14、用级级别别Staff员员工工Supervisor主主管管Manager经经理理1Orientation上岗培训* Culture and Policy 公司文化* Credo Introduction 信条介绍* Department Introduction 部门介绍* Product Knowledge 产品知识* Presentation Skills 演讲技巧* HR & Fincial Policy 人事、财务相关政策X2Professional Selling Skills专业销售技巧培训* MR Job Description 医药代表的职责* Company Introduct
15、ion 公司介绍* Product Knowledge 产品知识 * Doctors Expectations 医生对销售代表的期望 * Set Call Objective 设立拜访目标* Building Credibility 建立信誉* Probing & Listening Skill 探寻与聆听* Benefit Selling 利益销售* Objection Handling 处理异议* Close Skill 主动成交 * Presentation Skills 演讲技巧 * Pharmacy Communication 与药剂科沟通X3Micro-marketing Acti
16、onPlan微观市场行动计划* Situation Ananlysis 情况分析 * SWOT Analysis SWOT 分析* Opportunity Definition 确定机会 * Target Setting 设定目标 * Resource Listing 确定资源 * Resource Selection 资源选择* Competitive Selling 竞争销售 * Social Style 人际风格* Action Plan 行动计划X4Positive Attitude积极主动的态度* Be proactive 积极主动 * Begin with the end in m
17、ind 以终为始* Put first things first 要事第一 * Think win-win 双赢思维* Seek first to understand, then to be understood 设身处地地沟通 * Synergize 综合效应 * Out-warding Developing Training 外部拓展培训XX5Marketing ABC市场营销 ABC* fundamental marketing concepts and successful factorsintroduction 介绍市场营销基本概念和成功因素* how to build up ma
18、rket orient and customer focusconception 树立以市场和客户为中心的营销理念* useful tools of market information collection and analysisv市场信息收集和分析工具* how to design product promotion strategy and action plan如何合理地制定产品营销策略和行动计划* how to design sale-suited marketing plan 如何制定与自己工作相匹配的市场营销方案XXXNo.Training Course培培训训课课程程 Cou
19、rse Outline课课程程梗梗概概Applied Level适适用用级级别别Staff员员工工Supervisor主主管管Manager经经理理6HS Orientation新主管上岗培训* Job Description, 主管的角色与职责* Concept of Sales Management 销售管理概念* Goals Setting/Planning 确立目标制订计划 * Expense Management 销售费用管理* Coaching 辅导* Counselling 咨询* Recruitment 招聘优秀代表* Role Play 角色演练* SOL 领导力标准X7Re
20、gional SalesManagement区域销售管理* Regional goal setting 区域管理目标设定* Design regional action plan 制定区域工作计划* Implement feedback plan 区域计划的跟踪反馈* Conduct successful work session 如何开好工作管理会议* data managementv Communication Management 数据管理* DSM Decision Making 地区经理的决策X8Targeted Selection目标选才* The Selection System
21、 目标选才系统 * Managing the Interview 面试控制 * Targeted Simulations 面试模拟 * Making Hiring Decision 做出面试决策 XX9Train The Trainer培训培训师* The role and responsibilities of a trainer. 培训师的角色与职责 * Adult learning Principle 成人认知原理* Training needs analysis 培训需求分析 * Program design. 课程设计* Delivery skills 授课技巧* Training
22、evaluation 培训评估XXOTC Sales TrainingNo.Training Course课课程程名名称称Course Guideline课课程程概概况况Applied level 适适用用级级别别Staff员员工工Supervisor主主管管Manager经经理理1Pre-100New EmployeeOrientation新员工上岗培训*Management Expectation 管理层的期望*Credo culture/ history 强生信条和杨森文化*Hr/Fin policy 人事、财务政策 *Promotion policy 促销规范 *Roles & Res
23、ponsibilities 销售代表的职责*Regional operation 区域运作实务 *Medical & pharmic knowledge 医学/药学基础知识*Product knowledge 产品知识*Presentation skill 演讲技巧 On-board2w上岗2周内参加2OM/P100Professional SellingSkill专业销售技巧*Product strategy & test 产品策略和知识考试*Presentation skill simulation 演讲技巧测试*Integrity selling skill 诚信销售技巧 -Pre-ca
24、ll planning 访前/后计划 -Openning 建立信誉-Listening & Probing 探询和聆听-Handling objection 处理异议 -FAB 利益销售 -Conclusion 主动成交-Pretecting proprert right 打假AfterProbation3月试用期后参加3OM/P200Territory Management& Advanced SellingSkill区域管理和高级销售技巧*Territory Management 区域管理 -Colecting information 信息收集 -SWOT 市场分析 -POA 行动计划 -
25、Resource management 资源管理 *Interpersonal selling 人际销售 *Competitive selling 竞争销售2nd Year入职第2年参加OM/P300Creative Thinking Negotiation创新思维商务谈判*Creative thinking 创新思维 -Parallel thinking theory 水平思维理论 -Creative tool 创新工具-Creative practice 创新实战 -Six thinking hats 六帽思维工具 *Negotiation 商务谈判 -Successful negotia
26、tion structure 成功谈判结构 -How to prepare for a negotiation 准备谈判 -Tactics and skills for negotiation 策略和技巧 -Personal Action Plan 个人行动计划3th Year入职第3年参加4OM/P400Exceed Your Limit超越自我*Exceed Your Limit 超越自我 -Be proactive 积极主动 -Begin with the end in mind 以终为始 -Put the first thing first 要事第一-Thinking win-win
27、双赢思维 -Seek first understand then to be understood 设身处地- Synergize 集思广益 - Sharpen the saw 不断更新*Out-word bound 拓展培训4th Year入职第4年参加X5OM/P500Peer Coach &Collaboration伙伴辅导和协作*Peer coach 伙伴辅导*Collaboration 团队协作5th Year入职第5年参加XXOTC Managemnet TrainingNo.Training Course课课程程名名称称Course Outline课课程程概概况况Applied
28、Level适适用用级级别别Staff员员工工Sup./Mgr.主主管管/ /经经理理1Pre-D100New SupervisorOrientation新主管上岗培训*Management Transition 管理过渡 *Management Expectation 管理层的期望 *Credo culture/history 强生信条和杨森文化 *HR/Fin/Midecal policy 人事/财务/医学政策 *Promotion policy 促销R规范*Law & code 相关法律法规 *Roles & Responsibilities 主管的职责*District operatio
29、n 地区管理 *Building high performance team 建设高绩效团队*Coaching/Joint-call 辅导和实地协访 *Recruiting/training/development 代表的招聘/培训/发展 *SFE (for PC)*SOL PE On-board上岗参加1OD100FoundationalManagement基础管理课程*Effective communication 有效沟通 *Coaching for high performance 高绩效辅导*Motivation 激励*PM 绩效管理1st Year第1年主管/DSM2OD200Ta
30、rgect Selection District Management目标选才和地区管理*Targeted selection 目标选才 -Effective selection systom 有效选才系统-Dimension 工作能力 -Data & STARs 信息资料和行为事例-Interview techniques 面试技巧 -Data integration 资料整合 -Decision 雇佣决定*District Managemen 地区管理 -Data analysis 数据分析 -Strategy 地区策略 -POA 2nd Year第2年主管/DSM3OD300Situational Leadership Finance for Non-financial Manager情境领导力 非财务经理的财务培训*Situational leadership 情境领导力-Diagnosis 诊断-Flexible 弹性 -Partnership 建立伙伴关系 -Development level 员工发展阶段-Match 配合 *FNF 非财务人员的财务培训 3th Year第3年主管/DSM4OD400Business Simulation计算机模拟市场营销*Core concept of EMBA EMBA核心概念Sr. DSM/RSM高级经理
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