酒店《初次拜访》培训活动纲要

1、a hotelxxx大酒店training activity outline培训活动纲要task 任务：initial sales call 初次拜访code 序号： oh-sm-cs-d001objectives目的：at the end of this session, each trainee will be able to1. how to make initial sales call.如何作初次拜访。2. how to select the information for the initial sales call.如何为初次拜访选择信息。standard标准：refer to

2、s&p 参照标准与程序 resources培训器材： handout培训资料, flipchart白板,method培训方式training steps培训步骤time时间introduction介绍prepare on flip chart准备白板contents课程explain讲解 demonstration演式roll play角色扮演critique评估summary总结show “w.i.f.m.”(objective)表明从此课所能学到的内容(目标 the course should be divided into three parts: 课程可分为三部份：1. det

3、ermine the account.确认客户。2. select the concern information.选择获取相关信息3. how to make a appointment如何预约4. make valid initial sales call. 拜访客户。 the purpose of learning this session is plan our sales activity, make it meaningful.学习本结课的目的在于使我们的销售行为有计划性，有意义。show the steps of doing the initial sales call, and

4、 prepare each step on the flip chart. 依条讲解有关此节课的每个话题，并将每一步骤展现有白板上。 the trainer presents a typical initial sales call，and then critique.训导师展示一个典形的初次拜访,并组织评估。every two person as a group, and suppose a situation to do a initial sales call practice. after each roll play, critique.每两位学员分为一组，自选题目做一个有关于初次拜访的练习，并评估。at the end of each roll play, the trainer should give a summary critique, and remand the strength and weakness of each one.在每一组练习结束后，训导师应进行评估，指出练习中的优点，同时指正需要改进方面。1. ask question and have participant explain.提问，并请回答者解讲其内容。2. summariz