会籍顾问岗前培训.ppt

会籍顾问岗前培训Sales Executive Training ;目录 Contents;必须了解的基本概念 Understanding Basic Concepts;约见（Appt） 实赴约见（Appt Show） 约见实赴率（Appt Show Ratio） 约见管理一览（MAB） 走入（WI） 移交（TO） 来自走入的营业额/来自约见的营业额 成交率（Closing Ratio）/约见成交率( Appt Closing Ratio)/走入成交率( WI Closing Ratio) 免费票/免费周卡客人（Guest Pass） 欠款回收（BD） ;Non-Member WI 非会员来访 New Target Customer 新目标客户 TI 电话咨询 TI success rate 成功率 Average consumption amount 平均消费金额 Important Clients 重点客户 Group Clients 团体客户 Membership extension rate 续卡率 Sales Executive high quality work handbook 会籍顾问高效工作手册 Unite Vendor 联合商家 Exhibition 作展 Color Label 颜色标注;; 会籍顾问的个人任务及其分解 Sales Executive individual tasks and details; Process daily work schedule. 进行每日工作安排： 1）Calculate the numbers of members for each day. 计算每日需要发展的会员人数 个人业绩指标÷平均消费金额÷30天 2）Calculate the numbers of WI and APPT. 计算每日需要来自于约见和走入的业绩各是多少 （默认值，参考插图） 每日新会员总数×30% = 需要由走入产生的新会员数 每日新会员总数×70% = 需要由约见产生的新会员数 ; Process daily work schedule. 进行每日工作安排： 3）Calculate the numbers of WI and Appt Show. 计算每日需要多少个走入和多少个实赴约见 需由走入产生新会员数÷走入成交率 = 日走入需量 需由约见产生新会员数÷约见成交率 = 日实付约见需量 4）Calculate Appt Ratio of each day. 计算每日约见需要量 日实赴约见÷约见实付率 = 每日约见需要量 ;;续卡对业绩任务的影响Effect of membership extension;续卡对业绩任务的影响Effect of membership extension;; 会籍顾问高效工作手册基本内容 Sales Executive high quality work handbook; 会籍顾问高效工作手册基本内容 Sales Executive high quality work handbook;每日工作中的其他事项Other important tasks of daily work;每日工作中的其他事项Other important tasks of daily work;;电话咨询的应答Answering of TI;电话咨询的应答Answering of TI;电话咨询处理模版 Format for TI;电话咨询处理模版 Format for TI;Follow the goal what you have tell me, few of our establishment and program like ____ it is good for you and can help you achieve your goal. What about let me make a reservation for you. And I can arrange one of our trainers to explain to you how to help you achieve your plan after you visit our gym. And we will give you the details about introduction. What is your thinking? 根据