XXXX大酒店TRAININGACTIVITYOUTLINE培训活动纲要Task:DailySalesCalls任务：每日销售拜访Code序号:OH-SM-CS-D002Objectives：Attheendofthissession,eachtraineewillbeabletoensuremarketreachtargetareachieved.目的：课程结束后，每一个学员将能够确保到达每个目标市场。Standard：Allsalesassociateswillconductplannedsalescallsdailycoveringkeyaccounts,keyprospects,otheractiveaccountsandnewprospects.标准：每个销售员工在制订销售计时必须包括重要客户，有潜在生意的客户，其他行为的客户和新的客户。Resources：Whiteboard,FlipChart,SalesKit,Giveaway,SPG,SPPorStarChoiceForm培训器材：白板，翻转展示板，销售资料夹，礼品，SPG,SPP及Starchoice表MethodTrainingStepsTime培训方式培训步骤时间IntroductionIcebreak介绍打破僵局Raiseinterests提高兴趣LectureF/CAndBuzzgroup讲解和集体讨论Roleplay角色扮演Activemusicandthetrainerisinuniformofsalesmanagerstandingstraightlyandsmile.大声音乐，着销售经理制服站直，微笑。Self-introductionandgiveawarmwelcome.自我介绍向学员表示欢迎。Questiontotestthetrainee’slevel:Doesanyoneknowwhatthesalespersondoathotel?提问学员：谁知道销售部在酒店内是做什么的？everyassociatewillbeasalespersoninthehotel.强调：酒店内任何一名员工都将是销售人员。W.I.F.M:我们从中能获得什么？Gainselfconfidencemeanhalfsuccess.充分的自信是成功的一半。Dividedtraineesintoseveralgrouptodiscussthencritiqueafterdiscussion.(Whatneedwepreparingbeforesalescalls?)(F/C1)将学员分为几组讨论然后评估(销售拜访时我们需要准备什么？)Businesscard名片Collateralmaterial销售资料Notepadandpen便签及笔Promotionalmaterialwhenapplicable有用时将携带推广资料StandardSalesPresenter标准的销售展示SPGandChoiceenrollmentforms仕达屋优先宾客计划申请表Promotionalmaterialfromsisterhotelswhenapplicable必要时将携带其它饭店资料。Note:Goodpreparationhalfsuccessful.强调：良好的准备是成功的一半。Asktwoparesoftraineetodemonstratesalescall.Onepareiswithgoodpreparetheotherpareiswithoutprepare.让两个学员表演销售拜访：一个是有充分准备，一个则相反。Letotherstocriticandthenthetraineremphasisthe10minutes10minutes20minutesSummary总结keypointsofgoodpreparation.让其他的学员评估，训导师对准备充分的销售拜访强调要点。ReviewallkeypointswhicharelistedonFlipChart.回顾翻转展示板上的要点。(F/C1)Remarks:Dailysalescallisanactivityforourdailyjob,sometimesneedsomeexperiencetodoit,oneimportantthingiskeepgoodrelationshipwithourclients.提示：销售拜访是我们每天的基本工作，有时需要一些经验，重要的是保持与客户的良好关系。10minutesTotal60minutes
