明源软件销售顾问培训体系学习手册(I)目录第一部分、培训体系构建..............................................................................................4一、培训体系构建方法..............................................................................................5（一）培训体系构建基本原理...............................................................................5（二）五种培训学习方式.......................................................................................8二、培训体系总图...................................................................................................12（一）培训体系总图............................................................................................12（二）培训体系总体训练单位.............................................................................13（三）销售顾问的阶段训练单位..........................................................................14（四）高级、资深顾问的阶段训练单位...............................................................15第二部分、培训管理应用............................................................................................17一、销售顾问的能力素质模型.................................................................................18二、可通过训练有效提升的三种能力（需审议）....................................................18（一）冲击与影响力............................................................................................18（二）人际交往能力............................................................................................19（三）项目策划能力............................................................................................20二、培训体系应用...................................................................................................21（一）人力资源管理应用.....................................................................................21（二）培训管理应用............................................................................................22（三）直线管理人员（教练）应用......................................................................23（四）销售顾问应用............................................................................................24第三部分、高级销售顾问............................................................................................25一、高级销售顾问培训（HST:High-rankSalesTraining）.....................................26（一）高级销售顾问培训体系路径图......................................................................26（二）高级销售顾问培训体系说明图......................................................................27二、高级销售顾问培训项目（HSTP:High-rankSalesTrainingProject）...............28（一）课堂培训（CT:ClassroomTraining）.........................................................281、基于SPIN的顾问式销售................................................................................282、高级产品知识.................................................................................................293、辅导与教练.....................................................................................................314、竞争策略........................................................................................................32（二）在岗训练/在岗练习（OJT:OnJobTraining）...............
