酒店《合销售拜访》培训活动纲要

1、A HOTEL XXX 大酒店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-RM-D004Objectives:At the end of this session, sales associates will approval direct sellingskill.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/ Pr

2、ospects with their direct superior and with the Director of Sales&Marketing.标准：潜力的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MethodTraining StepsTime培训方式培训步骤时间Self-introduction自我介绍2 minutesPrepare on flipchartThis session objectives本次课程的主题翻转展示板

3、上准备5 minutes我们将从中获得什么Increase surface contact between Sheraton and its keyaccounts / 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Introduction with5 minutesOHPDoes any one know who can joint sales calls介绍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 mo

4、nth.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 salescalls with the General Manager periodically and whenNecessary.LectureAnd explanation讲解和解释必要时市场总监和总经理将一起加入联合销售拜20minutes

5、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 stepson 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

6、拜访 时 间Use of questioning techniques to identifyopportunities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Role-playHandling Objectives 解 决 问 题角色扮演Commitment 提 供 更 多 的 承 诺Securing business / next call 获得生意 /下次拜 访时Buzz Group间集体讨论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.SummaryHow to conduct a joint sales call总结(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