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English
中文
Dear DUSA Members and Friends,
Please be noted that this training will be changed to hybrid event due to the epidemic prevention and control. You are able to choose to participate in this training online or offline.
The venue of the training is changed to Courtyard by Marriott Suzhou at Xinghai Street in SIP.
With customers demanding sales people to give more technical insights rather than simply be a "talking brochure", many companies are converting their technical staff into sales people. | 随着客户需要销售人员需要提供更多的技术性见解和服务而不仅仅是一个"会说话的宣传册",许多企业也随之将一些技术员工转化成销售人员。
While there has been a greater emphasis for technical staff to engage with customers and stakeholders, most technical staff are not well equipped with the know-how to engage and connect with these customers and stakeholders effectively. | 尽管只要行业越来越依赖技术员工与客户进行密切沟通，但许多技术员工却欠缺主动与人（尤其陌生人）沟通或相处的技能
Having these concerns in mind, the "Mastering Sales for Technical People" programme is created to enable them meet these new competencies. | "技术人员的卓越销售技巧 就是针对上述挑战而开发的课程，以提升技术员工的销售能力。
This training will integrate the Sales Map assessment, which will assess the specific skills that each participant need to develop throughout the sales cycle. | 此培训将结合Sales Map 测评，并将诊断每一位出席者在的整个销售周期所需要提升的重点。
Training Outline | 培训大纲
What kinds of jobs do customers want to get done | 客户想要完成什么任务：
- How technical sales people needs to shift from focusing on the technical details, to the "jobs that customers want to get done"; | 技术人员该如何将重点从技术细节转移到"客户索要完成的任务"；
- The Jobs-to-be-Done (JTBD) model for technical sales people; | 技术销售的JTBD模式；
- Case study: Applying JTBD in sales; | 案例: 如何在销售中使用JBTD 模式；
Connecting with customers | 如何与客户沟通：
- How to sell to customers when there's no obvious need? | 如何在客户没有明显需求的时候做销售点？
- How to draw out the obvious and hidden needs, wants and concerns from customers？ | 如何问出客户的难言之隐？
- Objections handling. | 如何处理反对意见。
Who should attend? | 培训对象
- Current technical sales and sales support engineers; | 当下的技术销售及销售支持工程师；
- Future technical sales and sales support engineers; | 日后的技术销售及销售支持工程师；
- Sales Training managers. | 销售培训经理。
Registration and payment
Please register for this training as early as possible as there are limited seats. | 该培训仅有有限席位，请尽早注册。
The online broadcast will be held on Tencent Meeting. The meeting link and code will be sent to all registrants who registered for the online training and paid successfully by email one day before the training. | 此次培训将同时通过腾讯会议进行直播。 会议链接和会议号会在培训开始前一天通过邮件发送给所有成功注册在线活动并已经支付费用的参训人员。
The e-invoice will be sent to you one week after the event. | 电子发票将在培训结束后一周内发送给您。
Language
Bilingual | 中英双语
活动日程
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Connecting with Customers | 如何与客户沟通
Mr. c.j. Ng下午
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下午
5
00
What Kinds of Jobs do Customers Want to Get Done | 客户想要完成什么任务
演讲嘉宾
Mr. c.j. Ng
c.j. is the world-class sales, leadership and experiential learning coach and facilitator who have helped international companies achieve quantum improvements in sales profits in China and beyond. So far, c.j. Is the 1st and ONLY Asian sales, cross-culture and leadership expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention. c.j. has helped:
1. International industrial companies such as Vollmer, Trumpf and Rehau to develop winning sales leadership teams
2. Leading chemical companies such as Evonik, DSM and Axalta to generate more sales throughout the Asia-Pacific region
3. Global IT companies such as Google, Cisco and HP to improve their strategic selling and negotiations abilities globally.
Prior to being a consultant in China, c.j. was Asia Marketing Manager for a Fortune 500 logistics company, as well as Corporate Training Director for Switzerland's largest media group. His diverse experience in different functional roles from sales and marketing to human resources to senior management, as well in different corporate cultures allows him to provide otherwise hidden insights to his clients.
In the meantime, many other prominent companies have also engaged c.j. for help, including Volvo, Caterpillar, Graco, Johnson Controls, Carrier, Ingersoll Rand, WD-40, Wacker, Sabic, Air Liquide, Philips Lighting, Saint Gobain, Bao Steel, Lenze, Vale, TNT, Texas Instruments, Citrix, Epson, China Telecom, L’Oreal, Zegna, Swarovski, Yum!, Automation Anywhere, Draeger, Heraeus, Boston Scientific, American Express, Kantar Group, InterContinental Hotels Group, Starwood, and many more.
c.j. is a bilingual business advisor in English and Mandarin, and has conducted Mandarin training, coaching and consulting projects for audiences in China and South East Asia. He is a knowledge partner, moderator and host for the HRD Summit organised by Messe Frankfurt since 2016.
c.j. has a 2nd Upper Honours in Management from the University of London, and a Post Graduate Diploma in Computing from De Montfort University. He is a certified coach and a certified scrum master, and is accredited in various assessment tools such as the Cultural Navigator, TTI DISC, OD-Tools Motivation Questionnaire, Belbin Team Roles etc..
c.j. Ng （黄常捷）
c.j.是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的亚洲销售、领导力及跨文化培训教练与咨询师。他是一位值得您信赖的销售领域的咨询顾问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。 迄今为止，c.j.已帮助：
国际知名工业企业 如 孚尔默、通快 及 瑞好 如何提升销售团队的总体绩效
世界领先的化工企业如 赢创、帝斯曼 及 艾仕得涂料 的亚太区销售团队在项目销售上去的更佳业绩。
全球实业佼佼者如 霍尼韦尔、保时捷 及 华晨宝马 通过发展各层领导的能力以推动变革
在这之前，c.j.是一家500强物流公司的亚洲区市场经理，及瑞士最大的媒体集团的大中华培训总监。他尤其为后者搭建了一套提高员工素质的培训体系，从而打造一个着重以科学方式达到高绩效的企业文化。
与此同时，许多知名跨国公司如：沃尔沃、凯特比勒、Graco、WD-40、宝钢、爱普森、Citrix、德州仪器、贺利氏、AMD、泛达网络、中国电信、西杰、西门子、萨比克、瓦克化工、液体化工、德尔格、开利空调、英格索兰、飞利浦照明、中外运、杰尼亚、欧莱雅、 波斯顿科学、洲际酒店集团、喜达屋 等也颇受益于 c.j.的经验和知识。
c.j.是一位精通英中文的双语培训师，以中文为新加坡、马来西亚、和中国的众多听众进行了诸多培训。他自2016年受邀法兰克福会展公司成为其 HRD 峰会的知识伙伴会论坛评审及大会主持。
c.j.曾在新加坡管理学院、新加坡市场学院的会员杂志、以及《海峡时报》的刊物上发表了系列文章。c.j.拥有英国伦敦大学管理荣誉学位和De Montfort大学的计算机研究生学位证书。与此同时，他是一名认证教练，一名认证Scrum Master，同时还是一些测评工具的认证顾问，如：TTI DISC、OD-Tools 激励因素、Cultural Navigator、贝尔宾团队角色 等。
Connecting with Customers | 如何与客户沟通
演讲嘉宾
Mr. c.j. Ng
c.j. is the world-class sales, leadership and experiential learning coach and facilitator who have helped international companies achieve quantum improvements in sales profits in China and beyond. So far, c.j. Is the 1st and ONLY Asian sales, cross-culture and leadership expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention. c.j. has helped:
1. International industrial companies such as Vollmer, Trumpf and Rehau to develop winning sales leadership teams
2. Leading chemical companies such as Evonik, DSM and Axalta to generate more sales throughout the Asia-Pacific region
3. Global IT companies such as Google, Cisco and HP to improve their strategic selling and negotiations abilities globally.
Prior to being a consultant in China, c.j. was Asia Marketing Manager for a Fortune 500 logistics company, as well as Corporate Training Director for Switzerland's largest media group. His diverse experience in different functional roles from sales and marketing to human resources to senior management, as well in different corporate cultures allows him to provide otherwise hidden insights to his clients.
In the meantime, many other prominent companies have also engaged c.j. for help, including Volvo, Caterpillar, Graco, Johnson Controls, Carrier, Ingersoll Rand, WD-40, Wacker, Sabic, Air Liquide, Philips Lighting, Saint Gobain, Bao Steel, Lenze, Vale, TNT, Texas Instruments, Citrix, Epson, China Telecom, L’Oreal, Zegna, Swarovski, Yum!, Automation Anywhere, Draeger, Heraeus, Boston Scientific, American Express, Kantar Group, InterContinental Hotels Group, Starwood, and many more.
c.j. is a bilingual business advisor in English and Mandarin, and has conducted Mandarin training, coaching and consulting projects for audiences in China and South East Asia. He is a knowledge partner, moderator and host for the HRD Summit organised by Messe Frankfurt since 2016.
c.j. has a 2nd Upper Honours in Management from the University of London, and a Post Graduate Diploma in Computing from De Montfort University. He is a certified coach and a certified scrum master, and is accredited in various assessment tools such as the Cultural Navigator, TTI DISC, OD-Tools Motivation Questionnaire, Belbin Team Roles etc..
c.j. Ng （黄常捷）
c.j.是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的亚洲销售、领导力及跨文化培训教练与咨询师。他是一位值得您信赖的销售领域的咨询顾问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。 迄今为止，c.j.已帮助：
国际知名工业企业 如 孚尔默、通快 及 瑞好 如何提升销售团队的总体绩效
世界领先的化工企业如 赢创、帝斯曼 及 艾仕得涂料 的亚太区销售团队在项目销售上去的更佳业绩。
全球实业佼佼者如 霍尼韦尔、保时捷 及 华晨宝马 通过发展各层领导的能力以推动变革
在这之前，c.j.是一家500强物流公司的亚洲区市场经理，及瑞士最大的媒体集团的大中华培训总监。他尤其为后者搭建了一套提高员工素质的培训体系，从而打造一个着重以科学方式达到高绩效的企业文化。
与此同时，许多知名跨国公司如：沃尔沃、凯特比勒、Graco、WD-40、宝钢、爱普森、Citrix、德州仪器、贺利氏、AMD、泛达网络、中国电信、西杰、西门子、萨比克、瓦克化工、液体化工、德尔格、开利空调、英格索兰、飞利浦照明、中外运、杰尼亚、欧莱雅、 波斯顿科学、洲际酒店集团、喜达屋 等也颇受益于 c.j.的经验和知识。
c.j.是一位精通英中文的双语培训师，以中文为新加坡、马来西亚、和中国的众多听众进行了诸多培训。他自2016年受邀法兰克福会展公司成为其 HRD 峰会的知识伙伴会论坛评审及大会主持。
c.j.曾在新加坡管理学院、新加坡市场学院的会员杂志、以及《海峡时报》的刊物上发表了系列文章。c.j.拥有英国伦敦大学管理荣誉学位和De Montfort大学的计算机研究生学位证书。与此同时，他是一名认证教练，一名认证Scrum Master，同时还是一些测评工具的认证顾问，如：TTI DISC、OD-Tools 激励因素、Cultural Navigator、贝尔宾团队角色 等。
演讲嘉宾
Mr. c.j. Ng
c.j. is the world-class sales, leadership and experiential learning coach and facilitator who have helped international companies achieve quantum improvements in sales profits in China and beyond. So far, c.j. Is the 1st and ONLY Asian sales, cross-culture and leadership expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention. c.j. has helped:
1. International industrial companies such as Vollmer, Trumpf and Rehau to develop winning sales leadership teams
2. Leading chemical companies such as Evonik, DSM and Axalta to generate more sales throughout the Asia-Pacific region
3. Global IT companies such as Google, Cisco and HP to improve their strategic selling and negotiations abilities globally.
Prior to being a consultant in China, c.j. was Asia Marketing Manager for a Fortune 500 logistics company, as well as Corporate Training Director for Switzerland's largest media group. His diverse experience in different functional roles from sales and marketing to human resources to senior management, as well in different corporate cultures allows him to provide otherwise hidden insights to his clients.
In the meantime, many other prominent companies have also engaged c.j. for help, including Volvo, Caterpillar, Graco, Johnson Controls, Carrier, Ingersoll Rand, WD-40, Wacker, Sabic, Air Liquide, Philips Lighting, Saint Gobain, Bao Steel, Lenze, Vale, TNT, Texas Instruments, Citrix, Epson, China Telecom, L’Oreal, Zegna, Swarovski, Yum!, Automation Anywhere, Draeger, Heraeus, Boston Scientific, American Express, Kantar Group, InterContinental Hotels Group, Starwood, and many more.
c.j. is a bilingual business advisor in English and Mandarin, and has conducted Mandarin training, coaching and consulting projects for audiences in China and South East Asia. He is a knowledge partner, moderator and host for the HRD Summit organised by Messe Frankfurt since 2016.
c.j. has a 2nd Upper Honours in Management from the University of London, and a Post Graduate Diploma in Computing from De Montfort University. He is a certified coach and a certified scrum master, and is accredited in various assessment tools such as the Cultural Navigator, TTI DISC, OD-Tools Motivation Questionnaire, Belbin Team Roles etc..
c.j. Ng （黄常捷）
c.j.是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的亚洲销售、领导力及跨文化培训教练与咨询师。他是一位值得您信赖的销售领域的咨询顾问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。 迄今为止，c.j.已帮助：
国际知名工业企业 如 孚尔默、通快 及 瑞好 如何提升销售团队的总体绩效
世界领先的化工企业如 赢创、帝斯曼 及 艾仕得涂料 的亚太区销售团队在项目销售上去的更佳业绩。
全球实业佼佼者如 霍尼韦尔、保时捷 及 华晨宝马 通过发展各层领导的能力以推动变革
在这之前，c.j.是一家500强物流公司的亚洲区市场经理，及瑞士最大的媒体集团的大中华培训总监。他尤其为后者搭建了一套提高员工素质的培训体系，从而打造一个着重以科学方式达到高绩效的企业文化。
与此同时，许多知名跨国公司如：沃尔沃、凯特比勒、Graco、WD-40、宝钢、爱普森、Citrix、德州仪器、贺利氏、AMD、泛达网络、中国电信、西杰、西门子、萨比克、瓦克化工、液体化工、德尔格、开利空调、英格索兰、飞利浦照明、中外运、杰尼亚、欧莱雅、 波斯顿科学、洲际酒店集团、喜达屋 等也颇受益于 c.j.的经验和知识。
c.j.是一位精通英中文的双语培训师，以中文为新加坡、马来西亚、和中国的众多听众进行了诸多培训。他自2016年受邀法兰克福会展公司成为其 HRD 峰会的知识伙伴会论坛评审及大会主持。
c.j.曾在新加坡管理学院、新加坡市场学院的会员杂志、以及《海峡时报》的刊物上发表了系列文章。c.j.拥有英国伦敦大学管理荣誉学位和De Montfort大学的计算机研究生学位证书。与此同时，他是一名认证教练，一名认证Scrum Master，同时还是一些测评工具的认证顾问，如：TTI DISC、OD-Tools 激励因素、Cultural Navigator、贝尔宾团队角色 等。
Cancellation Policy
If you register for an event but can't attend, please do let us know in advance. If you cancel 1 day before the event, there will be NO cancellation fee. DUSA will charge 100% of the registration fee for cancellation within 24 hours.
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