中国电信渠道经理技能五级认证认证教材——能力篇（V1.0）前言目录第一章渠道经理的工作职责和工作规范要求...........................................................................5第一节渠道经理工作职责...................................................................................................5一、渠道经理团队角色定位.......................................................................................5二、渠道经理角色定位...............................................................................................5第二节渠道经理基本工作要求...........................................................................................5一、普通社会渠道经理工作指引...............................................................................6二、卖场驻店渠道经理工作指引...............................................................................8三、渠道经理的能力要求.........................................................................................10第二章渠道经理六项能力.........................................................................................................11第一节社会渠道.................................................................................................................11一、社会渠道的特点.................................................................................................11二、电信与代理商的期望值差距.............................................................................12第二节调研分析能力.........................................................................................................12一、调研分析能力总概述.........................................................................................12二、调研内容.............................................................................................................12三、调研方法.............................................................................................................13四、四流三率.............................................................................................................15五、调研分析.............................................................................................................16第三节谈判激励能力.........................................................................................................17一、谈判能力概述.....................................................................................................17二、沟通标准.............................................................................................................19三、与代理商的沟通原则.........................................................................................21四、与代理商的谈判进程.........................................................................................21五、谈判激励.............................................................................................................22第四节进店培训能力.........................................................................................................23一、零售的特点.........................................................................................................23二、培训对象的特点.................................................................................................24三、渠道经理进店培训的要求...........................................
