1、XXXX大酒店TRAINING ACTIVITY OUTLINE培訓活動綱要Task: Daily Sales Calls任務：每日銷售拜訪Code序號: OH-SM-CS-D002Objectives：At the end of this session, each trainee will be able to ensure market reach target are achieved.目的：課程結束后，每一個學員將能夠確保到達每個目標市場。Standard：All sales associates will conduct planned sales calls daily cove

2、ring key accounts, key prospects, other active accounts and new prospects.標準：每個銷售員工在制訂銷售計時必須包括重要客戶，有潛在生意的客戶，其他行為的客戶和新的客戶。Resources：Whiteboard, Flip Chart, Sales Kit, Giveaway, SPG, SPP or Star Choice Form培訓器材：白板，翻轉展示板，銷售資料夾，禮品，SPG, SPP及Starchoice表Method培訓方式Training Steps培訓步驟Time時間IntroductionIce bre

3、ak介紹打破僵局Raise interests提高興趣Lecture F/CAnd Buzz group講解和集體討論Role play角色扮演Summary總結Active music and the trainer is in uniform of sales manager standing straightly and smile.大聲音樂，著銷售經理制服站直，微笑。Self-introduction and give a warm welcome.自我介紹向學員表示歡迎。Question to test the trainees level:Does anyone know what

4、 the sales person do at hotel?提問學員：誰知道銷售部在酒店內是做什么的？every associate will be a sales person in the hotel.強調：酒店內任何一名員工都將是銷售人員。W.I.F.M: 我們從中能獲得什么？Gain self confidence mean half success.充分的自信是成功的一半。Divided trainees into several group to discuss then critique after discussion.(What need we preparing befor

5、e sales calls?) (F/C 1)將學員分為幾組討論然后評估( 銷售拜訪時我們需要準備什么？) Business card 名片 Collateral material 銷售資料 Note pad and pen 便簽及筆 Promotional material when applicable有用時將攜帶推廣資料 Standard Sales Presenter 標準的銷售展示 SPG and Choice enrollment forms仕達屋優先賓客計劃申請表Promotional material from sister hotels when applicable必要時將

6、攜帶其它飯店資料。Note: Good preparation half successful.強調：良好的準備是成功的一半。Ask two pares of trainee to demonstrate sales call. One pare is with good prepare the other pare is without prepare.讓兩個學員表演銷售拜訪：一個是有充分準備，一個則相反。Let others to critic and then the trainer emphasis the key points of good preparation.讓其他的學員評估，訓導師對準備充分的銷售拜訪強調要點。Review all key points which are listed on Flip Chart .回顧翻轉展示板上的要點。(F/C 1)Remarks: Daily sales call is an activity for our daily job, sometimes need some experience to do it, one important thing is keep good relationship with our