On 17-18 April 2025, the Swedish Chamber of Commerce in China invite our members and friends for a two-day training in Shanghai about "Selling against Involution" （行业内卷下的赢单技巧）

Introduction/课程介绍

In the face of increasing industry competition, do you or your sales team also encounter the

following challenges?

• Relying on effort and luck, without knowing how to replicate success scientifically.

• Struggling to effectively analyze regional and industry customers.

• Low effectiveness in customer acquisition.

• Relying on intuition to identify opportunities, wasting time on unwinnable deals.

• Difficulty determining if you are the preferred supplier.

• As a backup supplier, unsure how to increase win rates beyond lowering prices.

• Ineffective responses to different customer roles in the procurement process.

This course is designed to address these issues, helping sales professionals master scientific sales

strategies and techniques to improve win rates.

在行业内卷日益严重的当下，您或您的销售团队是否也面临以下问题？

• 赢单靠努力靠运气，不知道如何靠科学的复制

• 不知道如何更有效的分析所在区域与行业客户

• 客户开发有效性低

• 鉴别商机靠感觉，在无法赢得的订单上花了大量时间

• 难以判别是否是首选供应商

• 作为备选供应商，除了靠低价，还能靠什么提高赢率

• 面对采购过程中的客户角色，无法有效应对

本课程针对解决以上问题设计，旨在帮助企业销售人员掌握科学的销售策略和技巧，提升企业的销售赢率。

Target Audience/目标学员

Front-line sales personnel and sales management personnel of enterprises.

企业一线销售人员和销售管理人员。

Teaching Method/授课形式

课堂讲授、实操演示、案例分析、分组讨论、互动练习

Objective/课程目标

Through this course, participants will be able to:

• Master scientific and replicable sales strategies and techniques.

• Use RAD to effectively analyze regional and industry customers.

• Use RAS to improve the effectiveness of customer acquisition.

• Micro-marketing: Ensure customers find you first when they have needs.

• Make reasonable requests and determine if you are the preferred supplier.

• Deeply understand customer needs, shift their perspective, and increase win rates.

• Analyze different roles in projects and develop response strategies.

通过本课程，学员将能够：

• 掌握科学的、可复制的销售策略及技巧

• 使用RAD有效分析所在区域与行业客户

• 使用RAS提高客户开发的有效性

• 微营销-让客户在有需求的时候第一时间找到自己

• 提出合理要求，判断是否是首选供应高

• 深入了解客户需求，改变客户的想法，赢率

• 分析项目中不同角色，制定应对方案

Outline/课程大纲

• Core Factors Affecting Sales Performance

o How customers make purchasing decisions.

o Aligning the sales process with customer buying behavior.

o Four core factors influencing sales performance.

o The sales efficiency equation.

o Scientific approaches to improving performance.

• Customer Acquisition Strategies

o Discovering opportunities through planning.

o Characteristics of ideal customers.

o Principles of customer acquisition.

o Customer portfolio development strategy - RAD.

o Developing regional customer coverage strategies.

o Tactics for industry/regional customer acquisition.

• Strategies and Techniques to Improve Win Rates

o Distinguishing between leads and opportunities.

o Four elements of a qualified opportunity.

o How to effectively assess your competitive position.

o Opportunity evaluation checklist.

o Strategies for managing active opportunities.

• Project Role Strategy Analysis and Methods

o Identifying and leveraging four key roles.

o Four feedback modes from customers on projects.

o Understanding the needs of different roles.

o Level of support from procurement influencers.

o How to effectively allocate limited resources.

o Developing action plans based on current situations.

课程大纲

• 影响销售业绩的核心因素

o 客户是如何购买的

o 销售过程与客户购买相一致

o 影响销售业绩的四大核心因素

o 销售效率方程式

o 提升业绩的科学途径

• 客户开发策略

o 通过计划发现机会

o 理想客户的特点

o 客户开发原则

o 客户组合开发策略-RAD

o 制定区域客户覆盖策略

o 行业/区域客户开发战术

• 提升商机赢率策略及技巧

o 线索与商机的区别

o 有效商机的四个要素

o 如何有效评估我方在竞争中的序位

o 商机评估清单

o 活跃商机的应对策略

• 项目角色策略分析及方法

o 四种关键角色识别与应用

o 客户针对项目四种反馈模式

o 了解不同角色的需求

o 采购影响者的支持程度

o 如何有效使用有限资源

o 针对当前形式制定行动方案

回顾与总结

Trainer 讲师

Jason Wang

Linke Consulting Co., Ltd.

Date 日期

17-18 April, 2025

（Thursday & Friday)

Time 时间

9:30 - 17:30, Beijing Time

Price 价格

Member (1 person, standard price): 4800 RMB

Non-Member (1 person, standard price): 6000 RMB

Early Bird for Members (1 person): 4399 RMB - expires on 2025-03-15 23:59 pm

Small (5 people) & large group (10 people) tickets are also available, please contact jonatan@swedcham.cn for more info about group ticket.

Language 培训语言

The workshop will be held in Chinese.

本次培训以中文进行

Venue 地点

上海市,具体地点待定

Kindly notice 温馨提示

This course will only be held if we have more than 10 guests joining in.

本次课程仅在有10 位以上学员报名的情况下才会开班

Cancellation Policy

If you cannot attend a training for which you have registered, please cancel your registration no later than seven business days prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for the training costs.

Fapiao (VAT Invoice)

Apply fapiao when purchasing a ticket, by inputting the Chinese entity name and tax ID (if the title is wrong, you will be unable to receive the Fapaio). Make sure your IT has whitelisted the domain "XX@hlzrkj.xyz​. E-Fapiao will be sent to your e-mail within 7 days after completed event (check spam folder). If the fapiao can not be received, please provide an alternative email or contact finance@swedcham.cn.