Training Steps

培训步骤

Music Loud and the trainer is in uniform of sales manager standing straightly and smile.

大声音乐，训导师着销售经理制服站直，微笑。

Self-introduction and give a warm welcome.

自我介绍向学员表示欢迎。

Question to test the trainee’s level:

Does anyone know what the sales person do at hotel?

提问学员：

谁知道销售部在酒店内是做什么的？

every associate will be a sales person in the hotel.

强调： 酒店内任何一名员工都将是销售人员。

W.I.F.M: 我们从中能获得什么？

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 before sales calls?) (F/C 1)

将学员分为几组讨论然后评估

( 销售拜访时我们需要准备什么？)

• Business card 名片
• Collateral material 销售资料
• Note pad and pen 便签及笔
• Promotional material when applicable 有用时将携带推广资料
• Standard Sales Presenter 标准的销售展示
• SPG and Choice enrollment forms 仕达屋优先宾客计划申请表

• Promotional material from sister hotels when applicable

必要时将携带其它饭店资料。

Note: Good preparation half successful.

强调： 良好的准备是成功的一半。

Ask two pares of trainee to demonstrate sales call. One pare is with good prepare the other pare is without prepare.

让两个学员表演销售拜访：一个是有充分准备，一个则相反。

Let others to critic and then the trainer emphasis the key points of good preparation.

让其他的学员评估，训导师对准备充分的销售拜访强调要点。

Review all key points which are listed on Flip Chart .

回顾翻转展示板上的要点。(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 clients.

提示：销售拜访是我们每天的基本工作，有时需要一些经验，重要的是保持与客户的良好关系。