培訓(xùn)大綱Traininerview第一天1.

Day第二天2.

Day第三天3.

Day上午Morning自我介紹Introduction破冰Tune

In歡迎及

eand

Kick-off明確學(xué)員對(duì)培訓(xùn)的期望Clarify

expectations研討會(huì)內(nèi)容介紹Content

of

seminar奧迪2020Audi

Strategy

2020奧迪

2020 Strategy

2020愉悅客戶的流程Process

to

delight

the

customer附件銷售顧問(wèn)的個(gè)性

ality

AccessoriesSales

AdvisorAGA

對(duì)經(jīng)銷商產(chǎn)值和客戶關(guān)系的影響Influence

of

AGA

to

dealerships

revenue

and

cus-tomer

connectivityAGA

定位Strategic

positioning

of

AGA按客戶特性分類確定AGA

客戶群Who

is

the

AGA

customer

according

theseg-ments

I,

II,

III回顧第一天內(nèi)容Previous

day

reflectionAGA

產(chǎn)品知識(shí)I

AGA

product

knowledge

I備件和附件的區(qū)別Differences

parts

and

accessoriesAGA

產(chǎn)品知識(shí)IIAGA

product

knowledge

II介紹基本市場(chǎng)信息Intro

Marketing

Basics運(yùn)動(dòng)及設(shè)計(jì)：透明玻璃燈Sport

and

Design:

clear

glass

light承載系統(tǒng)：Q3

車頂行李架Transport:

Q3

Carrier

unit通訊系統(tǒng)：藍(lán)牙耳機(jī)Communication:

bluetooth

headset居家設(shè)計(jì)：奧迪兒童座椅Family:

Audichildren’s

world舒適與安全：擋泥板和行李箱底墊Comfort

and

protection:

mud

flaps

and

boot

liner回顧第二天內(nèi)容Previous

day

reflectionAGA

產(chǎn)品展示AGA

product

presentation感知Perception不同方位展示Different

positions利益點(diǎn)的論據(jù)Benefit

argumentation利益點(diǎn)的論據(jù)Benefit

argumentation利益點(diǎn)的論據(jù)（團(tuán)隊(duì)演練）Teamwork

benefitargumentation情感決策對(duì)理性決策的影響Emotional

decisionjustified

rational介紹AGA

分類AGA

categories

overviewAGA

5

大分類5categoriesAGA

分類演練

Categorie

work溝通平臺(tái)Means

of

communication溝通資料Communicationmaterial溝通平臺(tái)Means

of

communication

onlineAGA管理AGA

Management經(jīng)銷商

接口

Interfaces

in

the

dealershipAGA

訂單流程分析AGA

ordering

process

ana-lyze訂單流程演練/案例分析Ordering

team-work/Case

study回顧全天培訓(xùn)內(nèi)容/反饋Flashlight

ofseminar

day/FeedbackAGA

產(chǎn)品知識(shí)III

和積極應(yīng)答AGA

productknowledge

III

and

active

handling運(yùn)動(dòng)及設(shè)計(jì)：Q5

越野裝備Sport

&

Design:

Q5

off

ro

ackage承載系統(tǒng)：Q3

車頂行李架及行李箱Q3Transport:

Q3

Carrier

unit

with

luggage

box通訊系統(tǒng)：移動(dòng)影音

設(shè)備

Communication:entertainment

mobile居家設(shè)計(jì)：奧迪兒童座椅Family:

Audichildseat舒適與安全：紡織腳墊Comfort

and

protec-tion:

textile

floor

matsAGA

產(chǎn)品知識(shí)III

和積極應(yīng)答演練AGA

product

knowledge

III

and

active

handlingteamworkAGA

銷售時(shí)機(jī)AGA

point

of

sale最佳銷售時(shí)機(jī)When

is

the

point

of

sale團(tuán)隊(duì)演練Team

work與顧客互動(dòng)Interaction

with

the

customer銷售溝通的階段Stages

sales

communication不同提問(wèn)類型Question

types問(wèn)題篩選器/

類Question

filter

/

Motive

clusters提問(wèn)情景演練Questions

in

cases回顧全天培訓(xùn)內(nèi)容/反饋Flashlight

of

seminarday/Feedback處理客戶異議（互動(dòng)式授課/團(tuán)隊(duì)演練）Dealingwith

customer

objections

(Interactive

lecture/teamwork)s異議處理Objection

handling價(jià)格異議Argumentationby

the

price處理客戶抱怨Dealing

with

customer

complaints團(tuán)隊(duì)演練及案例Teamwork

and

cases回顧全天培訓(xùn)內(nèi)容/反饋Flashlight

of

seminarday/Feedback第四天4.

Day第五天5.

Day上午Morning回顧第三天內(nèi)容Previous

day

reflectionAGA

展廳The

AGA

shop銷售形象Point

of

sale

appearance展廳布置Shop

placement產(chǎn)品展示Product

presentation團(tuán)隊(duì)演練TeamworkAGA

市場(chǎng)

及特別活動(dòng)AGA

Marketing

&

Specials展廳案例分析Case

study

shop案例分析Case

study案例評(píng)估Evaluation

of

thecases回顧第四天內(nèi)容Previous

day

reflection回顧和問(wèn)題答疑Reflection

and

answering

lastquestion介紹

頒發(fā)儀式

Introduction

of

certificationprocess介紹

頒發(fā)流程

Certification

process分組Dividing

of

thegroupA組：筆試Group

A:

written

testB

組：案例分析/角色演練Group

B:

case

study/role

play真實(shí)案例角色演練Role

plays

in

cases銷售溝通Sales

communication附件銷售顧問(wèn)形象Accessories

SA

appearance利益點(diǎn)的論據(jù)Benefit

argumentation異議處理Objection

handling價(jià)格異議論點(diǎn)Argumentation

by

the

price針對(duì)角色演練給予反饋Feedback

to

role

plays小組成員給予反饋Feedback

given

by

the

group針對(duì)附件銷售顧問(wèn)行為

分析給予反饋Feedback

out

of

the ysis

of

Accesso-ries

SA

behavior課程總結(jié)Rapid

up回顧當(dāng)天研討會(huì)內(nèi)容/反饋Flashlight

ofseminarday/FeedbackB

組：筆試Group

B:

written

testA

組：案例分析/角色演練Group

A:

casestudy/role

play筆試和角色演練評(píng)估Ev