基于NLP的团队建设培训方案设计与研究

学号：HEBEIUNITEDUNIVERSITY毕业设计说明书GRADUATEDESIGN设计题目：基于NLP的团队建设培训方案设计和研究学生姓名：专业班级：河北联合大学学院：机械工程学院指导教师：陈琳讲师2013年6月6日摘要I摘要随着我国经济的不断发展，市场不断扩大，加之技术的不断进步，产品生产周期的不断缩短，市场逐渐转变为买方市场，那种以生产为导向的经营模式已经一去不复返了，为了在激烈的竞争中生存下去，企业开始逐渐重视以营销为导向的经营模式。为了将自己的产品销售出去，企业就需要一个高效率的销售团队，而一个高效的团队必然需要一批优秀的个体成员。然而，现实中个体成员却面临着许多问题，尤其是许多个体成员内心存有许多消极信念。为了解决这一问题，我们引进NLP的理论与方法，通过对人体情绪控制系统的深入研究，探索意识潜意识与行为的关系，建立培训体系，并最终对个体成员内心存在的消极信念进行修正，强化团队中个体成员的内心，从而最终构建一个完整而高效的团队。关键词：NLP信念培训AbstractIIAbstractAsChina'seconomycontinuestodevelop,themarketcontinuestoexpand,coupledwithtechnologicaladvances,productcyclescontinuetoshorten,themarketgraduallytransformedintoabuyer'smarket,thekindofproduction-orientedbusinessmodelisgone,inordertointhefiercecompetitiontosurvive,companiesbegantopayattentiontomarketing-orientedbusinessmodel.Inordertosellouttheirproducts,companiesneedanefficientsalesteam,andanefficientteamnecessarilyrequiresanumberofexcellentsalesstaff.However,inreality,salespeoplearefacingmanyproblems,especiallyintheheartofmanysalespeopletherearemanynegativebeliefs.Tosolvethisproblem,weintroducethetheoryandmethodsofNLP,throughthehumanemotionalcontrolsystemin-depthstudytoexploretherelationshipbetweenconsciousnessandbehaviorofthesubconscious,theestablishmentoftrainingsystemand,ultimately,theheartofthesalesstaffpersonnelexisttocorrectthenegativebeliefs,therebyenhancingthesalesstaff'sabilitytosell.Keywords:NLPSalesTraining目录III目录摘要................................................................................................................................IAbstract.........................................................................................................................II第1章绪论.................................................................................................................11.1课题来源...........................................................................................................11.2NLP概述..........................................................................................................11.3NLP的现状与前景..........................................................................................31.4NLP的起源......................................................................................................41.5NLP与团队建设..............................................................................................4第2章团队概念与组织行为.....................................................................................52.1团队概念...........................................................................................................52.2组织行为与个体行为.......................................................................................52.3企业战略分析...................................................................................................62.4潜意识意识与行为...........................................................................................7第3章问题分析.......................................................................................................113.1准备工作.........................................................................................................113.2问题调查.........................................................................................................123.3结果统计.........................................................................................................123.4对结果进行分析.............................................................................................13第4章制定相关培训方法.......................................................................................164.1对于销售岗位的工作分析.............................................................................164.1.1市场环境分析.......................................................................................164.1.2销售岗位整体分析...............................................................................164.1.3销售工作价值分析...............................................................................184.2培训流程.........................................................................................................204.3培训体系.........................................................................................................214.3.1培训游戏...............................................................................................214.3.2培训案例...............................................................................................274.3.3真人互动...............................................................................................304.4强化训练.........................................................................................................304.5反馈和跟踪调查.............................................................................................31第5章总结...............................................................................................................33参考文献.....................................................................................................................34谢辞...................................................................................................