联合销售拜访培训纲要.doc

此文档收集于网络，如有侵权，请联系网站删除天马行空官方博客：/tmxk_docin ；QQ:1318241189；QQ群：175569632 TRAINING ACTIVITY OUTLINE培训活动纲要Task: Joint Sales Call任务： 联合销售拜访Code序号: OH-SM-CS-D003Objectives: At the end of this session, sales associates will approval direct selling skill. 目的： 课程结束后，每个学员将能够在销售拜访技巧上有所提高。 Standard: Each sales associate will make joint sales calls on their key accounts/ Prospects with their direct superior and with the Director of Sales & Marketing. 标准： 每个销售部员工将与直接的主管和市场总监一起对重要客户及有潜力的 客户进行联合销售拜访。Resources: OHP, White Board, and Flip Chart培训器材：幻灯机，白板，翻转展示板Method培训方式Training Steps培训步骤Time时间Prepare on flipchart翻转展示板上准备Introduction with OHP介绍LectureAnd explanation讲解和解释Role-play角色扮演Buzz Group集体讨论Summary总结Self-introduction 自我介绍This session objectives 本次课程的主题W.I.F.M 我们将从中获得什么？Increase surface contact between Sheraton and its key accounts / prospects. Generate more potential business.增加与重要客户和潜在客户的见面机会,获得更多的生意Does any one know who can joint sales calls?谁知道谁可以做联合销售拜访？Note: 要点1. Joint Sales Calls with direct superior once a month. 主管每月加入联合销售拜访一次。2. Joint Sales Calls with the Director of Sales & Marketing once every three months. 市场销售总监每三个月加入联合销售拜访一次。3. The Director of Sales & Marketing will make joint sales calls with other Dept. head and General Manager periodically and when Necessary. 必要时市场总监，其他相关主管部门高级员工和总经理将一起加入联合销售拜访。How to conduct a joint sales call and call evaluation？ (Flip chart 1 )如何进行联合销售拜访活动 及评估？All the procedure will be written on flip chart, show steps on prepare flipchart.所有的程序将写在翻转展示板上，然后逐条讲解Answers: Preparation-call objective, customer profile update, file review 准备工作 拜 访 目的，客户档案更新， 资料回顾 Opening the call 第一次 拜访 时 间 Use of questioning techniques to identify opportunities 提 问 技 巧，增 加 机 会 Sales and promotion of product lines (special events, TEAM HOT) 销售和推广产品线 (特殊活动，集团销售) Listening 聆 听 技 巧 Presenting benefits not features 展示酒店优势 Handling Objectives 解 决 问 题 Commitment 提 供 更 多 的 承 诺 Securing business / next call 获得生意/下次拜 访时 间Ask one to perform a joint sales call and critic.请两位学员展示联合销售拜访然后评估.How to conduct a joint sales call?(use flip chart to list all items)所有学员每人提出一条讨论联合销售拜访的要求？(用翻转展示板列出所有任何选择正确答案)review ( correct if nec