IBM-新员工培训提纲

©2010IBMCorporationGlobalSalesSchoolKickOffSlideNo.2©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffTOSlideNo.3©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffHRLearningTeamContactClassPA:CrystalMa,CrystalMa/China/Contr/IBM,021-60923653ClassManager:ZhangYanMing,YanMingZHANG/China/IBM,13801162234SlideNo.4©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOff4SlideNo.5©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffGlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaSlideNo.6©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffGlobalSalesSchoolGoal:BecomeaproductiveIBMsellerasquicklyaspossiblebylearningWhatMattersMost.•Prospectingandresearchingclientsandclientindustries•Confirmingtheclient'scompellingreasontoact•Designingsolutionsandpreparingproposals•Presentingsolutionsorproductdemonstrations•Confirmingclientbenefitsandvalueproposition•NegotiatingandclosingdealsFocusontheClient•IdentifyingLeads•Exploringandidentifyingopportunities•Creatingsalesstrategiesandplans•Creatingcallstrategiesandplans•Makingsalescalls•Developingtheclient'sperceptionofIBM'suniquevalue•Gainingsupportofthekeydecisionleader•ArticulatingIBMcapabilitiesDrivetheSale•IdentifyingIBMresources•Determiningpricing,termsandconditions•Creating,updating,andclosingopportunityrecords•Preparingforcadencecalls•ManaginginternalcommunicationsNavigateIBMSlideNo.7©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffNewLearningModels•Aconsistentstructureforlearningonthejob•Donebyanindividual,supportedbyManagerandExpertMentorActReflectReviewPrepareWorkBased:PARRPerformanceBased:Challenge•Performedinarealisticsalesenvironmentusingrealsalesresources•Culminateswithrealsalesdeliverables–salestoolsandcalls•CompletedinteamsandindividuallysupportedbyteamSlideNo.8©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOff8SlideNo.9©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOff-GSSStreamScheduleSlideNo.10©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffSalesCalls&Teame-deliverablesSavetheDealDevelopWinningProposalFeedthePipelineDevelopaWinningSolutionClosetheDealTotalSalesCalls402039Teame-deliverables0443011SlideNo.11©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffGCGGSSGraduationCriteriaPerformance•CompletionofallCorePARRsbeforedeadline（beforethe3rdLearningLab)•Completionofall9salescallsand11teame-deliverables•GA/CMassessmentParticipation•AttendanceatallFacilitatedmeetingsandclass•ActiveparticipationduringChallengesinteam•Facilitatormayadjustanindividual’sscoreonteamdeliverablesforlowparticipationNodropoutpermitted!Noexceptionapproved!SlideNo.12©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOff•RankingRankingPercentageRanking120%Ranking270%Ranking310%•RankingwillbebasedonOverallPerformance•ReportsSchoolHighlightReportEndofClassReport-Score-Ranking-GA/CMCommentsSlideNo.13©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffAwardsandReportsBestTeamAwardHonorStudentAwardRanking1PerformerAwardsTopPerformerineachEvaluatedEventsSlideNo.14©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffGlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaSlideNo.15©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffSayHello&SelfIntroductionName,Location,TitleSlideNo.16©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOff16SlideNo.17©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffGlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaSlideNo.18©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffw3SiteTour©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffHowtoaccessChallengeChineseVersion1.Clickchallenge2.SelectChinese,Click“GO”3.ClickchallengeName“Savethedeal”SlideNo.20©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffchallengeYoucanchangelanguagehereSlideNo.21©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffPARR1.ClickPARRsSlideNo.22©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffChallengeFlowSlideNo.23©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffGlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgenda©2010IBMCorporationSavetheDealKickOffSlideNo.25©2010IBMCorporationTemplaterelease:021203GlobalSalesSchoolKickOffSavetheDeal:DescriptionYouhavejuststartedworkasasellerinIBMAustralia.Youhavebeenassignedaterritorywiththreeexistingtelecommunicationsopportunities.Justasyouarefamiliarizingyourselfwithyournewportfolio,achangeinclientpersonnelputsthemostimportantopportunityatrisk.Yourchallengeistoactquicklyandsavethe