酒店《销售策略计划》培训活动纲要

1、XXX 大酒店TRAINING ACTIVITY OUTLINE培训活动纲要Task 任务： Strategic Sales Plan销售策略计划Code序号： OH-SM-CS-A005Objectives 目的： At the end of this session, each trainee will be able to make strategicsales plan, and act it reality.培训结束后，每位受训者应了解如何作销售策略计划，并实施。Standard 标准 :Refer to S&P参照标准与程序Resources 培训器材：Clip Chart

2、, Hotel Brochure, Overhead Projector,Computer ,Hand Out.白板 /酒店宣传品 /投影仪 /电脑 /培训资料MethodTraining StepsTime培训方式培训步骤时间IntroductionShow “表明从此课所能学到的内容(目标 )10min介绍Discussion1.Over view of this session. Free talk aboutthe under-standing of sales plan.讨论介绍本节内容，并由学员自由讨论关于销售计划的理解。2.The advantage of making stra

3、tegic salesplan for a sales person.列举出作销售策略计划对于销售人员的优势。PrepareonFlipChartThe course should be divided into two parts:准备白板课程可分为三部份：1. How to make a strategic sales plan.如何制作销售计划2. How to select information and analysis.如何收集并分析信息。40minContents课程Explain讲解Explain what is Strategic Sales Plan, and howto

4、use it into the sales activities. (refer toS&P).讲解什么是沟通与协调的项目 )。(根据标准与程序上所提到Show the steps of making the plan:促步讲解如何制作销售策略计划：1. Identify the status of clients.明确客户类别。2. Select the proper sales activity for the clients.选择适当的销售行为。3. Make the sales strategies.Practice设定计划。练习Each trainee according to the supposes to make a Strategic Sales Plan.ownwork,Critique每位学员根据自己工作，制作自己工作岗位的销售策略计划。评估If have time, select some trainees to presentthe plan, and critique it.Summary如有时间，选择几位学员将其计划进行讲解展示，并对此评估。10min总结1.Ask questionand have participantexplai