医药专业销售队伍培训课程指南.xls
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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
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