TAO-OH-SM-CS-D003 Joint Sales Call分析和总结分析和总结.docxVIP

THE ST.REGIS SHANGHAI 上海瑞吉红塔大酒店 TRAINING ACTIVITY OUTLINE 培训活动纲要 Task: Joint Sales Call 任务： 联合销售拜访 Code 序号: OH-SM-CS-D003 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 Prepare on flipchart 翻转展示板上准备 Introduction with OHP 介绍 Lecture And explanation Training Steps 培训步骤 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 Joint Sales Calls with direct superior once a month. 主管每月加入联合销售拜访一次。 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。 The Director of Sales Marketing will make joint sales calls with other Dept. head and General Manager periodically and when Necessary. 必要时市场总监，其他相关主管部门高级员工和总经 理将一起加入联合销售拜访。 Time 时间 2 minutes 5 minutes 5 minutes 20minutes Printed Dated: 09/19/2000 Page 1 of 3 Method培训方式Training Steps培训步骤 Method 培训方式 Training Steps 培训步骤 Time 时间 Printed Printed Date: 02/04/2015 Page PAGE 2 of 3 讲解和解释 Role-play 角色扮演 Buzz Group 集体讨论 Summary 总结  How to conduct a joint sales call and call evaluation？ (Flip chart 1 ) 如何进行联合销售拜访活动 及评估？ All the procedure will be written on flip chart, show steps on prepare flipchart. 所有的程序将写在翻转展示板上，然后逐条讲解 Answers: 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) Listenin