酒店《日销售拜访》培训活动纲要

1、A HOTEL XXX 大酒店TRAINING ACTIVITY OUTLINE培训活动纲要Task:Daily Sales Calls任务：每日销售拜访Code 序号 :OH-SM-RM-D001Objectives ： At the end of this session, each trainee will be able to ensure market reach target are achieved.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 ： All sales associates will conduct planned sales call

2、s daily covering keyaccounts, key prospects, other active accounts and new prospects.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, Flip Chart, Sales Kit, Giveaway, SPG or Star ChoiceFormSPG 表格培训器材：白板， 翻转展示板，销售资料夹，礼品，MethodTraining StepsTime培训方式培训步骤时间IntroductionIce break介绍打破僵

3、局Raise interests提高兴趣MusicLoudand the trainer is in uniformof sales manager10 minutesstanding straightly and smile.大声音乐，训导师着销售经理制服站直，微笑。Self-introduction and give a warm welcome.自我介绍向学员表示欢迎。Question to test the trainee s level:Does anyone know what the sales person do at hotel 提问学员：谁知道销售部在酒店内是做什么的eve

4、ry associate will be a sales person in the hotel.强调：酒店内任何一名员工都将是销售人员。我们从中能获得什么Gain self confidencemean half success.充分的自信是成功的一半。Lecture F/CAndBuzz group讲解和集体讨论Dividedtrainees into several group to discuss then critiqueafter10 minutesdiscussion.(What need we preparing before sales calls)(F/C 1)将学员分为几

5、组讨论然后评估( 销售拜访时我们需要准备什么)Business card 名片Collateral material销售资料Note pad and pen 便签及笔Promotional material when applicable有用时将携带推广资料Standard Sales Presenter 标准的销售展示SPG and Choice enrollment forms仕达屋优先宾客计划申请表Promotionalmaterial from sister hotels when applicable必要时将携带其它饭店资料。Note: Good preparation half s

6、uccessful.强调：良好的准备是成功的一半。Ask two pares of trainee to demonstrate sales call. One pare is20 minutesRole playwith good prepare the other pare is without prepare.角色扮演让两个学员表演销售拜访：一个是有充分准备，一个则相反。Let others to critic and then the trainer emphasis the key points of good preparation.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。10 minutesSummaryReview all key points which are listed on Flip Chart .总结回顾翻转展示板上的要点。(F/C 1)Remarks: Daily sales call is an activity for our daily job, sometimes need some experience to do it, one important th