酒店市场销售部培训--联合销售拜访..docVIP

酒店市场销售部培训--联合销售拜访 Task: Joint Sales Call 任务： 联合销售拜访 Code序号: OH-SM-RM-D004 Objectives: At the end of this session, sales associates will approval direct selling skill. 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/ Prospects with their direct superior and with the Director of Sales Marketing. 标准： 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潜力的 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 Method 培训方式 Training Steps 培训步骤 Time 时间 Prepare on flipchart 翻转展示板上准备 Introduction with OHP 介绍 Lecture And explanation 讲解和解释 Role-play 角色扮演 Buzz Group 集体讨论 Summary 总结 Self-introduction 自我介绍 This session objectives 本次课程的主题 W.I.F.M 我们将从中获得什么？ Increase surface contact between Sheraton and its key accounts / 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 Does any one know who can joint sales calls? 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 month. 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 sales calls with the General Manager periodically and when Necessary. 必要时市场总监和总经理将一起加入联合销售拜访。 How to conduct a joint sales call and call evaluation？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 拜访 时 间 Use of questioning techniques to identify opportunities 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 Presenting benefits not features 展示酒店优势 Handling Objectives 解 决 问 题 Commitment 提 供 更 多 的 承 诺 Securing business / next call 获得生意/下次拜 访时 间 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. How to conduct a joint sales