1、XXX 大酒店TRAINING ACTIVITY OUTLINE培訓(xùn)活動(dòng)綱要Task 任務(wù)： Strategic Sales Plan銷售策略計(jì)劃Code序號(hào)： OH-SM-CS-A005Objectives 目的： At the end of this session, each trainee will be able to make strategicsales plan, and act it reality.培訓(xùn)結(jié)束后，每位受訓(xùn)者應(yīng)了解如何作銷售策略計(jì)劃，并實(shí)施。Standard 標(biāo)準(zhǔn) :Refer to S&P參照標(biāo)準(zhǔn)與程序Resources 培訓(xùn)器材：Clip Chart

2、, Hotel Brochure, Overhead Projector,Computer ,Hand Out.白板 /酒店宣傳品 /投影儀 /電腦 /培訓(xùn)資料MethodTraining StepsTime培訓(xùn)方式培訓(xùn)步驟時(shí)間IntroductionShow “表明從此課所能學(xué)到的內(nèi)容(目標(biāo) )10min介紹Discussion1.Over view of this session. Free talk aboutthe under-standing of sales plan.討論介紹本節(jié)內(nèi)容，并由學(xué)員自由討論關(guān)于銷售計(jì)劃的理解。2.The advantage of making stra

3、tegic salesplan for a sales person.列舉出作銷售策略計(jì)劃對(duì)于銷售人員的優(yōu)勢(shì)。PrepareonFlipChartThe course should be divided into two parts:準(zhǔn)備白板課程可分為三部份：1. How to make a strategic sales plan.如何制作銷售計(jì)劃2. How to select information and analysis.如何收集并分析信息。40minContents課程Explain講解Explain what is Strategic Sales Plan, and howto

4、use it into the sales activities. (refer toS&P).講解什么是溝通與協(xié)調(diào)的項(xiàng)目 )。(根據(jù)標(biāo)準(zhǔn)與程序上所提到Show the steps of making the plan:促步講解如何制作銷售策略計(jì)劃：1. Identify the status of clients.明確客戶類別。2. Select the proper sales activity for the clients.選擇適當(dāng)?shù)匿N售行為。3. Make the sales strategies.Practice設(shè)定計(jì)劃。練習(xí)Each trainee according to the supposes to make a Strategic Sales Plan.ownwork,Critique每位學(xué)員根據(jù)自己工作，制作自己工作崗位的銷售策略計(jì)劃。評(píng)估If have time, select some trainees to presentthe plan, and critique it.Summary如有時(shí)間，選擇幾位學(xué)員將其計(jì)劃進(jìn)行講解展示，并對(duì)此評(píng)估。10min總結(jié)1.Ask questionand have participantexplai