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近期，东风进出口公司中重型商用车海外事业部在墨西哥举办商用车营销与经营能力提升培训。培训为期五天，当地合作伙伴一线业务人员参训。
墨西哥是连接北美制造、跨境物流与区域配送的重要市场。面对不同客户的运营场景，一线业务人员不仅要把车辆价值介绍清楚，更需要以用户为中心，围绕实际运营场景整合产品、金融、售后与配件资源。基于当地市场特点和一线业务场景，培训系统设置车辆价值讲解、全生命周期成本（TCO）测算、模拟谈判等课程，帮助学员在“学方法”的同时，“拿工具、练动作、促落地”。
培训中，学员通过情景模拟演练客户拜访与订单推进，识别客户运输线路、载重、运营里程和更新计划等信息，组合车型、融资与服务方案，并按“线索真实、账算得通、试运营验证”的标准跟进客户机会；在TCO课程中，学员们开展车辆全生命周期成本测算演练，围绕购车后的长期使用成本，结合实际数据和服务方案，向客户清晰说明车辆综合价值；在团队建设环节，学员还学习STAR+R结构化面试方法，同时结合当地运输场景演练产品价值表达，研讨与线索、方案、交付等挂钩的运营思路。
随着墨西哥市场持续拓展，终端能力建设不仅关系品牌信息能否准确传递，也关系客户能否获得覆盖车辆购置、实际运营与后市场保障的一体化支持。东风进出口公司将持续贴近属地需求开展营销赋能培训，为墨西哥合作伙伴提供扎实的能力支持，也为当地运输客户提供更值得信赖的服务体验。
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Recently, DFMIEC's Medium and Heavy Commercial Vehicle Overseas Business Division held a training program on commercial vehicle marketing and operational capability improvement in Mexico. The five-day training was attended by frontline business staff from local partners.
Mexico is an important market connecting North American manufacturing, cross-border logistics and regional distribution. In response to different customer operating scenarios, frontline business staff need not only to clearly explain vehicle value, but also to adopt a user-centric approach and integrate product, finance, after-sales and parts resources around actual operating scenarios. Based on local market characteristics and frontline business scenarios, the training systematically offered courses including vehicle value presentation, total cost of ownership (TCO) calculation and simulated negotiations, helping trainees not only learn methods but also acquire tools, practice actions and drive implementation.
During the training, trainees practiced customer visits and order advancement through scenario simulations, identifying information such as customer transport routes, load capacity, operating mileage and renewal plans, and combining vehicle models, financing and service solutions. They also followed up on customer opportunities according to the standards of "authentic leads, viable economics and trial operation validation." In the TCO course, trainees carried out vehicle total cost of ownership calculation exercises under unified operating conditions and calculation basis, and around long-term usage costs after vehicle purchase, combined actual data and service solutions to clearly explain the comprehensive value of vehicles to customers. In the team-building session, trainees also learned the STAR+R structured interview method, while practicing product value expression based on local transport scenarios and discussing operational approaches linked to leads, solutions and delivery.
As the Mexican market continues to expand, terminal capability building is not only related to whether brand information can be accurately conveyed, but also to whether customers can obtain integrated support covering vehicle purchase, actual operation and aftermarket support. DFMIEC will continue to carry out marketing empowerment closely aligned with local needs, provide solid capability support to Mexican partners, and provide local transport customers with a more trustworthy service experience.
供稿：申楚源
编辑：李昀冉
编审：刘颖
扬帆高加索！东风进出口首批45台公交客车交付亚美尼亚
