south hodo - jiaotong university overseas mini marketing management of mba talent training program
from july 13 to 14, south hodo jiaotong university overseas mini mba talent training project continued~
current course: marketing management
main contents:
the difference between sales and marketing management;
individual sales excellence;
harvard negotiation system;
marketing trend under new retail thinking;
lecturer: guo haichen
guest lecturer at kedge marseille business school and aetna school of economics and management of shanghai jiaotong university. 27 years of practical experience in management, consulting, marketing and sales, logistics and information technology, cross-cultural project management.
throughout the course, mr. guo did not advocate the marketing theory and thought. he has been explaining the marketing encouragement management with a large number of cases. he also shared with the students such as "sales funnel management", "negotiation opening preparation list" and other very practical tools.
mr. guo teaches in the style of "both color and art", so that the students can understand the meaning of "potential strategy is invisible, and always wins without dispute and cost", and explain the academic theories related to marketing with simple events and character prototypes, such as "power map", "power map", "communication skills house", "harvard negotiation system" and "three major decisions: curiosity, change and choice", make the whole learning atmosphere relaxed and pleasant. at the same time, mr. guo interacted with students for many times to improve the centralized participation of all students. his teaching content is practical and his teaching method has been widely praised.
teacher guo said:
"all the students have global consciousness, are holy and self-evident, are virtuous, are open-minded and penetrating, and are like a mirror. they take the foreign king's world as their own responsibility, adapt to the environment, browse dense and massive information, travel through numerous and complex rational and perceptual models and data, grasp the method and art of the unity of tao and apparatus in vertical, horizontal and reverse thinking, sweep away the obstacles and clouds, and the heart and moon are lonely, round and bright in the middle heaven, leading the heaven and earth."
participants' course sharing:
a few years ago, i read several books and periodicals on success, because i yearned for success very much. i found that the vast majority of books talked about "dreams, desires, goals, passion, focus and persistence", which made me firmly believe that a successful person must be a good salesperson. and these two days of study, let me subvert a lot of usual ideas: to achieve sales, it is not enough to rely on passion alone. it is not enough to focus only on the conscious level of customers' rationality, and the probability of success is not enough. we should make more articles in the subconscious area, that is, we should use more strong motivation and make more use of fear and guilt in class. for example, in our energy sector, we should make more use of peer pressure in marketing.
well-known saying:
peer pressure: "peer" refers to peers who are similar to themselves in age, status, interests and so on. it comes from zuo zhuan · the 23rd year of xi gong. "peer pressure" refers to the influence between friends, which comes from the bible.
hidden strategy is invisible, which is always better than no struggle and no cost
no fame without simplicity, no reputation without dexterity
harvard negotiation system -- distinguish between people and things. be friendly and principled
the effect of strong motivation (fear and guilt) is better than that of weak motivation