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class="source"><a target="_blank" href="http://www.xianruitang.com/qiuzhizhinan/zhichangdongtai/" title="職場(chǎng)動(dòng)態(tài)">職場(chǎng)動(dòng)態(tài)</a></span> <span id="v3qhysz" class="source"><a target="_blank" href="http://www.xianruitang.com/usr/login.html" title="我要投稿">我要投稿</a></span> </div> <div id="a83wt3s" class="content"> <div id="k3fmdhd" class="excellent_articles_box"> <ul> <li id="mfeamop" class="excellent_articles_title">相關(guān)推薦</li> </ul> </div> <p>培訓價(jià)值需以績(jì)效改變?yōu)楦?/p> 日前，在由KBC國際機構舉辦的“2010銷(xiāo)售管理者高峰論壇（中國站。上海分場(chǎng)）”上，被譽(yù)為“現代銷(xiāo)售管理之父”的杰克。威爾納先生圍繞“銷(xiāo)售管理的7大秘訣”這一主題發(fā)表了精彩演講，為與會(huì )嘉賓帶來(lái)了一次不同凡響的培訓體驗，并在會(huì )后愉快地接受了《培訓》雜志的采訪(fǎng)�！　　杜嘤枴冯s志：威爾納先生您好！許多人對您的個(gè)人職業(yè)生涯的發(fā)展軌跡非常感興趣，能和我們簡(jiǎn)單地聊一聊您是如何從一個(gè)銷(xiāo)售員成長(cháng)為一名銷(xiāo)售培訓大師的呢？　　杰克·威爾納：我年輕時(shí)在美國海軍服役多年，退役后進(jìn)入美國最大的牛仔衣褲制造商朗格樂(lè )，一干就是30年。這30年期間，我從一個(gè)基層業(yè)務(wù)代表起步，最終成功這家公司的全國銷(xiāo)售總監。這對我今后成為職業(yè)的銷(xiāo)售顧問(wèn)和培訓師非常關(guān)鍵，尤其是從基層到高層的一步步跨越，讓我體會(huì )到銷(xiāo)售團隊中不同層級管理者各自的職責和挑戰�！　≡诶矢駱�(lè )工作期間，由于工作表現出色，我被公司推薦到芝加哥商學(xué)院讀了MBA.這是一個(gè)關(guān)鍵的轉折點(diǎn)。我在這所全球頂尖的商學(xué)院里將自己的銷(xiāo)售管理經(jīng)驗很好地進(jìn)行了梳理和總結，把很多經(jīng)驗層面的東西提升到方法和流程層面。所以我建議中國的銷(xiāo)售管理者，在自己的職業(yè)生涯發(fā)展過(guò)程中，接受提高型的再次教育，是非常有必要的�！　≡诶矢駱�(lè )工作的后期，我有更多的機會(huì )參與到各類(lèi)研討會(huì )、協(xié)會(huì )、論壇中，也接觸到各類(lèi)職業(yè)培訓師和咨詢(xún)師。在和他們接觸的過(guò)程中，我對他們的職業(yè)內容和工作方式產(chǎn)生了濃厚的興趣，而他們對我的積極評價(jià)和認可也給了我很大的信心�！　『髞�(lái)，我很榮幸地被ASTD及AMA邀請作為年會(huì )主講嘉賓，當我的演講獲得越來(lái)越多好評的時(shí)候，我也在規劃著(zhù)新的職業(yè)生涯。在我從朗格樂(lè )退休時(shí)，我已經(jīng)是各大論壇及演講協(xié)會(huì )的�？土�，并且已發(fā)表過(guò)很多銷(xiāo)售管理的文章，獲得了ASTD等協(xié)會(huì )的認可與肯定。從1998年起，我就被邀請到全球各地進(jìn)行演講和咨詢(xún)，而且這一工作一直持續到現在�！　　杜嘤枴冯s志：縱觀(guān)您的整個(gè)職業(yè)生涯，您前半段是在做銷(xiāo)售管理的工作，后半段則是在進(jìn)行銷(xiāo)售培訓，這兩種工作您覺(jué)得哪種更具挑戰、更有意義？為什么？　　杰克·威爾納：的確，我的職業(yè)生涯分成清晰的兩個(gè)部分，前30年是一名銷(xiāo)售管理者，后20年是一位銷(xiāo)售培訓顧問(wèn)。對我而言，兩個(gè)工作都非常有意思、有挑戰性，但給我的感受和體驗卻不盡相同�！　�30年銷(xiāo)售管理的職業(yè)生涯，讓我深切感受到團隊領(lǐng)袖的責任和銷(xiāo)售實(shí)戰的精彩。作為團隊的領(lǐng)導者，我為自己帶領(lǐng)團隊贏(yíng)得一個(gè)又一個(gè)客戶(hù)而感到高興，為自己能獲得一個(gè)又一個(gè)榮譽(yù)而感到自豪，特別是我們每年能完成年初設定的業(yè)績(jì)目標，這給了我們很大的信心。同時(shí)，銷(xiāo)售管理者所遇到的各類(lèi)實(shí)際問(wèn)題和壓力挑戰，我都有切身的感受。我由衷地認為，我很喜歡銷(xiāo)售管理這個(gè)工作�！　《蔀殇N(xiāo)售培訓師以后，我覺(jué)得自己進(jìn)入了一個(gè)新的天地。用旁觀(guān)者的角度去觀(guān)察不同的企業(yè)行業(yè)，我獲得了全新的認識。原來(lái)是在一個(gè)行業(yè)中越來(lái)越深入，現在是站在一個(gè)高度去看不同的行業(yè)，我覺(jué)得這樣的體會(huì )是完全不同的。銷(xiāo)售培訓師的工作給了我更多思考、分析、總結和提煉的時(shí)間，也大大增加了我在銷(xiāo)售管理方面的經(jīng)驗和體會(huì )�！　奈易约旱捏w會(huì 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