酒店市场销售部培训--每日销售拜访..docVIP

酒店市场销售部培训--每日销售拜访 Task: Daily Sales Calls 任务： 每日销售拜访 Code序号: OH-SM-RM-D001 Objectives：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 calls daily covering key accounts, 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 Choice Form 培训器材： 白板， 翻转展示板，销售资料夹，礼品，SPG 表格 Method 培训方式 Training Steps 培训步骤 Time 时间 Introduction Ice break 介绍 打破僵局 Raise interests 提高兴趣 Lecture F/C And Buzz group 讲解和集体讨论 Role play 角色扮演 Summary 总结 Music Loud and the trainer is in uniform of sales manager standing 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？ every 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。 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。 Divided trainees into several group to discuss then critique after discussion.(What need we preparing before sales calls?) (F/C 1) 将学员分为几组讨论然后评估 ( 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 Promotional material from sister hotels when applicable 必要时将携带其它饭店资料。 Note: Good preparation half successful. 强调： 良好的准备是成功的一半。 Ask two pares of trainee to demonstrate sales call. One pare is with good prepare the other pare is without prepare. 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。 Review all k