每日銷(xiāo)售拜訪

1、XXXX大酒店TRAINING ACTIVITY OUTLINE培訓(xùn)活動(dòng)綱要Task: Daily Sales Calls任務(wù)：每日銷(xiāo)售拜訪Code序號(hào): OH-SM-CS-D002Objectives：At the end of this session, each trainee will be able to ensure market reach target are achieved.目的：課程結(jié)束后，每一個(gè)學(xué)員將能夠確保到達(dá)每個(gè)目標(biāo)市場(chǎng)。Standard：All sales associates will conduct planned sales calls daily cove

2、ring key accounts, key prospects, other active accounts and new prospects.標(biāo)準(zhǔn)：每個(gè)銷(xiāo)售員工在制訂銷(xiāo)售計(jì)時(shí)必須包括重要客戶，有潛在生意的客戶，其他行為的客戶和新的客戶。Resources：Whiteboard, Flip Chart, Sales Kit, Giveaway, SPG, SPP or Star Choice Form培訓(xùn)器材：白板，翻轉(zhuǎn)展示板，銷(xiāo)售資料夾，禮品，SPG, SPP及Starchoice表Method培訓(xùn)方式Training Steps培訓(xùn)步驟Time時(shí)間IntroductionIce bre

3、ak介紹打破僵局Raise interests提高興趣Lecture F/CAnd Buzz group講解和集體討論Role play角色扮演Summary總結(jié)Active music and the trainer is in uniform of sales manager standing straightly and smile.大聲音樂(lè)，著銷(xiāo)售經(jīng)理制服站直，微笑。Self-introduction and give a warm welcome.自我介紹向?qū)W員表示歡迎。Question to test the trainees level:Does anyone know what

4、 the sales person do at hotel?提問(wèn)學(xué)員：誰(shuí)知道銷(xiāo)售部在酒店內(nèi)是做什么的？every associate will be a sales person in the hotel.強(qiáng)調(diào)：酒店內(nèi)任何一名員工都將是銷(xiāo)售人員。W.I.F.M: 我們從中能獲得什么？Gain self confidence mean half success.充分的自信是成功的一半。Divided trainees into several group to discuss then critique after discussion.(What need we preparing befor

5、e sales calls?) (F/C 1)將學(xué)員分為幾組討論然后評(píng)估( 銷(xiāo)售拜訪時(shí)我們需要準(zhǔn)備什么？) Business card 名片 Collateral material 銷(xiāo)售資料 Note pad and pen 便簽及筆 Promotional material when applicable有用時(shí)將攜帶推廣資料 Standard Sales Presenter 標(biāo)準(zhǔn)的銷(xiāo)售展示 SPG and Choice enrollment forms仕達(dá)屋優(yōu)先賓客計(jì)劃申請(qǐng)表Promotional material from sister hotels when applicable必要時(shí)將

6、攜帶其它飯店資料。Note: Good preparation half successful.強(qiáng)調(diào)：良好的準(zhǔn)備是成功的一半。Ask two pares of trainee to demonstrate sales call. One pare is with good prepare the other pare is without prepare.讓兩個(gè)學(xué)員表演銷(xiāo)售拜訪：一個(gè)是有充分準(zhǔn)備，一個(gè)則相反。Let others to critic and then the trainer emphasis the key points of good preparation.讓其他的學(xué)員評(píng)估，訓(xùn)導(dǎo)師對(duì)準(zhǔn)備充分的銷(xiāo)售拜訪強(qiáng)調(diào)要點(diǎn)。Review all key points which are listed on Flip Chart .回顧翻轉(zhuǎn)展示板上的要點(diǎn)。(F/C 1)Remarks: Daily sales call is an activity for our daily job, sometimes need some experience to do it, one important thing is keep good relationship with our