酒店《合銷售拜訪》培訓(xùn)活動綱要

1、A HOTELXXX大酒店TRAINING ACTIVITY OUTLINE培訓(xùn)活動綱要Task:Joint Sales Call任務(wù)：聯(lián)合銷售拜訪Code序號：OH-SM-RM-D004Objectives:At the end of this session, sales associates will approval direct sellingskill.目的：課程結(jié)束后，每個學(xué)員將能夠在銷售拜訪技巧上有所提高。Standard:Each sales associate will make joint sales calls on their key acco unts/ Prosp

2、ects with their direct superior and with the Director ofSales &Marketi ng.標(biāo)準(zhǔn)：每個銷售部員工將與直接的主管和市場總監(jiān)一起對重要客戶及有潛力的客戶進行聯(lián)合銷售拜訪。Resources:培訓(xùn)器材：OHP, White Board, and Flip Chart 幻燈機，白板，翻轉(zhuǎn)展示板Method培訓(xùn)方式Training Steps培訓(xùn)步驟Time時間Prepare on flipchart 翻轉(zhuǎn)展示板上準(zhǔn)備In troduct ion withOHP介紹LectureAnd expla nati on 講解和解釋

3、Self-i ntroduction 自我介紹This session objectives 本次課程的主題W.I.F.M我們將從中獲得什么？In crease surface con tact betwee n Sherat on and its key acco unts / prospects. Gen erate more pote ntial bus in ess. 增加與重要客戶和潛在客戶的見面機會，獲得更多的生意Does any one know who can joint sales calls?誰知道誰可以做聯(lián)合銷售拜訪？Note:要點1. Joint Sales Calls

4、 with direct superior once a mon th.主管每月加入聯(lián)合銷售拜訪一次。2. Joi nt Sales Calls with the Director of Sales &Marketi ng once every three mon ths.市場銷售總監(jiān)每三個月加入聯(lián)合銷售拜訪一次。3. The Director of Sales & Marketing will make joint salescalls with the General Manager periodically and whe nNecessary.必要時市場總監(jiān)和總經(jīng)理將一

5、起加入聯(lián)合銷售拜訪。How to con duct a joint sales call and call evaluati on ？ (Flip chart 1 )如何進行聯(lián)合銷售拜訪活動及評估？All the procedure will be written on flip chart, show steps on prepare flipchart.所有的程序?qū)懺诜D(zhuǎn)展示板上，然后逐條講解Answers:* Preparati on-call objective, customer profile update,file review準(zhǔn)備工作一拜訪 目的，客戶檔案更 新，資料回顧*

6、Opening the call第一次 拜訪 時間* Use of questi oning tech niq ues to ide ntify opport un ities提問技巧，增加機會2 mi nutes5 mi nutes5 mi nutes20min utesRole-play角色扮演Buzz Group集體討論Summary總結(jié)* Sales and promotio n of product lines (special even ts, TEAM HOT)銷售和推廣產(chǎn)品線(特殊活動，集團銷 售)* Listening 聆聽技巧* Prese nting ben efits not features 展示酒店優(yōu)勢* Handling Objectives 解決問題* Commitment提供更多的承諾* Securing business / next call 獲得生意 /下次拜 訪 時間Ask one to perform a joint sales call and critic.請兩位學(xué)員展示聯(lián)合銷售拜訪然后評估How to con duct a joint sales call?(use flip chart to list all items)所有學(xué)員每人提出一條討論聯(lián)合銷售拜訪的要求？(用翻轉(zhuǎn)展示板