Palestra de vendas. Palestrante Portare em Manaus e Belém 2012 - Gerando Demanda
Palestra vendas strong
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Como Vender + em Tempos De Crise
Professor PHD Eduardo Maróstica
Cursos, Workshops e Palestras
Osasco, 29/06/2016
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• Graduado em Administração de Empresas com ênfase em Comércio Exterior, Pós-Graduado em Gestão Estratégica de Organizações, MBA em Negociação, Mestrado em Administração e Negócios; Doutor em Administração, Comunicação e Educação e PHD em Business Administration na FCU/USA.
• Em meu histórico profissional, conto com passagens na área estratégica empresarial em diversas organizações nacionais e internacionais. Atualmente é Sócio-Diretor em uma empresa de consultoria e treinamento empresarial. Atuo como consultor, autor, colunista e palestrante em empresas no Brasil e no Exterior.
• Na área acadêmica lecionando para alunos de MBA, Pós-MBA e Mestrado, eleito o melhor professor do Brasil nos cursos de MBA da FGV entre 2010 e 2015.
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11 982490054
EDU_MAROSTICA
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Agenda Crise?
Cenários e Tendências;
Mercado;
Consumidor;
Concorrência;
Vendas e Pós-Vendas;
Modelos em Vendas.
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“Estamos viajando por um território desconhecido, onde os
velhos mapas e bússolas são inadequados e
possivelmente perigosos” Peter Drucker
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Crise, Vendas e a Oportunidade!
Enquanto uns choram…
… outros vendem lenços!
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"Olhar é uma coisa,
ver o que se olha é outra,
entender o que se vê é uma outra,
aprender o que você entende é uma coisa a mais,
mas agir sobre o que você aprende,
é tudo que realmente importa." (Winston Churchill)
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MERCADO FICOU MAIS VELOZ
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Em 50 Anos - Das 500 maiores e melhores empresas,
apenas 20% estão lá. 50% dos produtos ou serviços
lançados nos últimos 50 anos não existem mais.
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“Antes de iniciares a tarefa de mudar o mundo, dá
três voltas na tua própria casa.” (Provérbio Chinês)
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© 2015 Professor PHD Eduardo Maróstica
Tendências de Mercado
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Não há saída!
É preciso fazer diferente e com mais
intensidade do que ontem.
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Mulheres vão mandar em tudo!
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Satisfação x Expectativa
© 2015 Professor PHD Eduardo Maróstica
15,00
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18% do tempo esperando ou viajando
25% do tempo no telefone
31% do tempo Venda Pessoal
Desafios
46,9 horas
semanais
11% do tempo Visitando
15% do tempo em tarefas administrativas
Como melhorar a performance de vendas?
Estratégia em Vendas: Tempo Investido
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30/06/2016 48
CONSTRUTOR
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É o fim das vendas como nós conhecemos?
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Cliente é tudo! Cliente é Deus?
© 2015 Professor PHD Eduardo Maróstica
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SEU CLIENTE VOCÊ SEU CONCORRENTE
SEU PROBLEMA
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Inteligência de Mercado Segundo Marostica (2014), a Inteligência de Mercado é um conjunto de inteligências
equivalentes, cujo qual a soma das partes é que trará a visão do todo. Ainda de acordo o
autor, as oito inteligências são:
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Tem que fazer de tudo isso?
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98
30 12
Com a idade, desaprendemos a ser criativos
%
Idade
% d
e P
ess
oas
M
uit
o C
riat
ivas
5 anos
10 anos
15 anos
+ 25 anos
2
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Mandamentos para 2016
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Mandamentos para 2016
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“Onde outros vêem CRISE,
PROBLEMAS,
CAOS, CONFUSÃO...
Enxergamos
OPORTUNIDADES!”
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“Mesmo que você esteja no caminho certo, você será ultrapassado se ficar sentado. Para o infinito e além!" Buzz Lightyear
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