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1、每日销售拜访TRAINING ACTIVITY OUTLINE培训活动纲要Task： Daily Sales Calls任务：每日销售拜望Code 序号:0H-SM-CS-D002Objectives： At the end of this session, each trainee will be able to ensure market reach target are achieved目的：课程终止后，每一个学员将能够确保到达每个LI标市场。Standard： All sales associates will conduct planned sales calls daily cov
2、ering key accounts, key prospects, other active accounts and new prospects标准：每个销售职员在制订销售讣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, SPP or Star Choice Form 培训器材： 口板，翻转展现板，销售资料夹，礼品，SPG, SPP及Starchoice表Method 培训方式Training Steps培训步骤Time时刻IntroductionIc
3、e breakActive music and the trainer is in uniform of sales manager standing straightly and smile10 minutes介绍大声音乐，着销售经理降服站直，微笑。打破僵局Se1f-introduction and give a warm welcome 白我介绍向学员表示欢迎。Raise interestsQuestion to test the trainee* s level:提高爱好Does anyone know what the sales person do at hotel? 捉问学员：谁明
4、白销售部在酒店内是做什么的？every associate will be a sales person in the hotel. 强调：酒店内任何一名职员都将是销售人员。w. I.F.M:我们从中能获得什么？Gain self confidence mean half success.充分的自信是成功的一半。Lecture F/CDivided trainees into several group to discuss then10 minutesAndcritique after discussion.(What need we preparingBuzz groupbefore sa
5、les calls?) (F/C 1)讲解和集体讨论将学员分为几组讨论然后评估（销售拜望时我们需要预备什么？）> 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 标准的销售展现> SPG and Choice enrollment forms 仕达屋优先来宾打算申请表> Promotional material from
6、sister hotelswhen applicable必要时将携带其它饭店资料。Note: Good preparation half successfu1强调：良好的预备是成功的半。Role play20 minutes角色扮演Ask two pares of trainee to demonstrate sales cal 1 One pare is with good prepare the other pare is without prepare让两个学员衣演销售拜望：个是有充分预备，个则相反。 Let others to critic and then the trainer e
7、mphasis the key points of good preparationSummary总结让其他的学员评估，训导师对预备充分的销售拜望强调要点。10 minutesReview all key points which are listed on Flip Chart 回忆翻转展现板上的要点。(F/C 1)Remarks: Daily sales call is an activity for our daily job, sometimes need some experience to do it, one important thing is keep good relationship with our clients 提示：销售拜望是我们每天的差不多工作，有时需要些体会， 重要的是保持与客户的良好关系。Total 60 minutes