醫(yī)藥專業(yè)銷售隊伍培訓課程指南

1、 Corporate Management Training Curriculum ,No. ,Training Course 培訓課程,Course Outline 課程摘要,Applied Level適用級別,Staff 員工,Supervisor 主管,Manager 經(jīng)理,Sr. Exe 高級經(jīng)理1,Orientation 到職培訓,* Culture and Policy 公司文化及歷史 * Credo Introduction 信條簡介 * Department Introduction 部門介紹,X,X,X,2,Process Excellence 流程優(yōu)化,* OA overv

2、iew PE概論 * Use OA to identify defects and weakness in existing business process 使用OA找到現(xiàn)有流程中的缺陷 * Use OAas a tool for improvement. 使用OA成為提高工作的工具 * OA Assessment OA評估 ,X,X,X,3,Communication Skills 溝通技巧,* The Importance of communication 溝通的重要性 *Identify the obstacles of communication and the way to pee

3、rs 指出溝通中的障礙及解決方法,X,X,X,4,Presentation Skills 演講技巧,* Preparation for a presentation. 準備演講 * Tactics of presentation 演講技巧 * Follow-up of a presentation 演講后的跟進,X,X,X,5,Seven Habits&OutwardBound 高效能人士的七個習慣和外部拓展,* Be proactive 積極主動 * Begin with the end in mind以終為始 * Put first things first要事第一 * Think win

4、-win雙贏思維 * Seek first to understand, then to be understood知彼解己 * Synergize統(tǒng)合綜效 * Sharpen the saw不斷更新 ,X,X,X,6,Creative Thinking 創(chuàng)造性思維,* Parallel thinking 平行的思維方式 * tools: Six thinks hats 工具：六頂思考帽 * Application of the tools應用的工具,X,X,X,7,Interaction Management 互動管理,* The Challenge of Leadership 領導力所面臨

5、的挑戰(zhàn)* Improve Employee Performance 提高員工的績效* Improve Work Habit 改善工作習慣* Use effective follow-up action 使用有效的跟進行動* Coach for Success 成功的輔導, ,X,X,8,Targeted Selection目標選才,* The Selection System 目標選才系統(tǒng) * Managing the Interview 面試控制 * Targeted Simulations面試模擬 * Making Hiring Decision做出面試決策 , ,X,X,9,Perfor

6、mance Management 績效管理,* Understanding the process 了解整個流程 * Goal setting 目標設定 * Coaching & Feedback skills 輔導和反饋的技巧 * Conducting performance appraisal 績效評估的執(zhí)行 * Dealing with challenging issues處理挑戰(zhàn)性的問題, ,X,X,10,Finance for Non-Financial Managers非財務經(jīng)理的財務管理課程,* Financial statements & ratios 財務申報和比價 * Ca

7、pital budgeting/return on investment 資金預算投資回報 * Time value of money 錢的時間價值 * Cash vs. profit 資金和利潤 * Budgeting & variance analysis預算和差異分析,X,11,Win- Win Negotiation Skills 雙贏的談判技巧,* Successful negotiation structure 成功的談判組織結(jié)構(gòu) * How to prepare for a negotiation. 如何準備一場談判 * Tactics and skills for negoti

8、ation. 談判的策略和技巧 * Personal Action Plan.個人行動計劃,X,12,Train The Trainer 培訓培訓師,* The role and responsibilities of a trainer. 培訓師的角色和職責 * Adult learning Principle 成人認知原理 * Training needs analysis培訓需求分析 * Program design. 課程設計 * Delivery skills 授課技巧 * Training evaluation 培訓評估,X,13,Management Fundamental I

9、管理基本原則,* Self Management Fundamentals 自我管理的基本原則 * People Management Fundamentals (Talent Management/Coaching) 人員管理的基本原則（人才的管理輔導） * Organizational Management Fundamentals (Leadership/Teamwork) 公司管理的基本原則（領導力團隊）,X,14,Management Fundamental II 管理基本原則 ,* Managerial versatility, efficiency and effectivene

10、ss管理的多樣化、效率和有效性* Interpersonal communications and trust between managers and their direct reports.人與人之間的溝通以及經(jīng)理和其下屬之間的信任關系,X,15,Transition Forum 工作轉(zhuǎn)換論壇會,* Help new leaders significantly accelerate their transitions 幫助新的領導人促進他們的工作轉(zhuǎn)換* Provide an integrated and systematic approach to transition leadersh

11、ip 為領導能力的轉(zhuǎn)換提供一個綜合、系統(tǒng)的方法,X16,Leaders Developing Leaders 作為領導如何培養(yǎng)發(fā)展領導, Six Passages: 六條通道： -Major career transition 主要的職業(yè)發(fā)展軌跡的轉(zhuǎn)換 -Manage Self管理自己 -Manage Others管理別人 -Manage Managers管理經(jīng)理 -Functional Manager部門經(jīng)理 -Business Manager業(yè)務經(jīng)理 -Group Manager分組經(jīng)理 -Enterprise Manager企業(yè)經(jīng)理 ,X17,Executive Orientation主管的到職培訓,* Understanding business segmentation and structure 理解公司的業(yè)務分割和架構(gòu) * Credo and SOL orientation 信條和領導力標準的培訓 * Understand corporate framework 了解公司的架構(gòu),X18,Executive Management Program 高級經(jīng)理管理項目,* Language of Business 業(yè)務語言 * Quantitative