酒店《合銷售拜訪》培訓(xùn)活動(dòng)綱要

1、A HOTELXXX大酒店TRAINING ACTIVITY OUTLINE培訓(xùn)活動(dòng)綱要Task:Joint Sales Call任務(wù)：聯(lián)合銷售拜訪Code序號(hào)：OH-SM-RM-D004Objectives:At the end of this session, sales associates will approval direct sellingskill.目的：課程結(jié)束后，每個(gè)學(xué)員將能夠在銷售拜訪技巧上有所提高。Standard:Each sales associate will make joint sales calls on their key acco unts/ Prosp

2、ects with their direct superior and with the Director ofSales &Marketi ng.標(biāo)準(zhǔn)：每個(gè)銷售部員工將與直接的主管和市場(chǎng)總監(jiān)一起對(duì)重要客戶及有潛力的客戶進(jìn)行聯(lián)合銷售拜訪。Resources:培訓(xùn)器材：OHP, White Board, and Flip Chart 幻燈機(jī)，白板，翻轉(zhuǎn)展示板Method培訓(xùn)方式Training Steps培訓(xùn)步驟Time時(shí)間Prepare on flipchart 翻轉(zhuǎn)展示板上準(zhǔn)備In troduct ion withOHP介紹LectureAnd expla nati on 講解和解釋

3、Self-i ntroduction 自我介紹This session objectives 本次課程的主題W.I.F.M我們將從中獲得什么？In crease surface con tact betwee n Sherat on and its key acco unts / prospects. Gen erate more pote ntial bus in ess. 增加與重要客戶和潛在客戶的見(jiàn)面機(jī)會(huì)，獲得更多的生意Does any one know who can joint sales calls?誰(shuí)知道誰(shuí)可以做聯(lián)合銷售拜訪？Note:要點(diǎn)1. Joint Sales Calls

4、 with direct superior once a mon th.主管每月加入聯(lián)合銷售拜訪一次。2. Joi nt Sales Calls with the Director of Sales &Marketi ng once every three mon ths.市場(chǎng)銷售總監(jiān)每三個(gè)月加入聯(lián)合銷售拜訪一次。3. The Director of Sales & Marketing will make joint salescalls with the General Manager periodically and whe nNecessary.必要時(shí)市場(chǎng)總監(jiān)和總經(jīng)理將一

5、起加入聯(lián)合銷售拜訪。How to con duct a joint sales call and call evaluati on ？ (Flip chart 1 )如何進(jìn)行聯(lián)合銷售拜訪活動(dòng)及評(píng)估？All the procedure will be written on flip chart, show steps on prepare flipchart.所有的程序?qū)?xiě)在翻轉(zhuǎn)展示板上，然后逐條講解Answers:* Preparati on-call objective, customer profile update,file review準(zhǔn)備工作一拜訪 目的，客戶檔案更 新，資料回顧*

6、Opening the call第一次 拜訪 時(shí)間* Use of questi oning tech niq ues to ide ntify opport un ities提問(wèn)技巧，增加機(jī)會(huì)2 mi nutes5 mi nutes5 mi nutes20min utesRole-play角色扮演Buzz Group集體討論Summary總結(jié)* Sales and promotio n of product lines (special even ts, TEAM HOT)銷售和推廣產(chǎn)品線(特殊活動(dòng)，集團(tuán)銷 售)* Listening 聆聽(tīng)技巧* Prese nting ben efits not features 展示酒店優(yōu)勢(shì)* Handling Objectives 解決問(wèn)題* Commitment提供更多的承諾* Securing business / next call 獲得生意 /下次拜 訪 時(shí)間Ask one to perform a joint sales call and critic.請(qǐng)兩位學(xué)員展示聯(lián)合銷售拜訪然后評(píng)估How to con duct a joint sales call?(use flip chart to list all items)所有學(xué)員每人提出一條討論聯(lián)合銷售拜訪的要求？(用翻轉(zhuǎn)展示板