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

1. Joint Sales Calls with direct superior once a month.

    主管每月加入联合销售拜访一次。

2. 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。

3. The Director of Sales & Marketing will make  joint  sales

    calls with the General Manager periodically and  when

    Necessary.

   必要时市场总监和总经理将一起加入联合销售拜访。

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)

• Listening  聆 听 技 巧
• Presenting benefits not features  展示酒店优势
• Handling Objectives 解 决 问 题
• Commitment 提 供 更 多 的 承 诺
• Securing business / next call 获得生意/下次拜 访时 间

Ask one to perform a joint sales call and critic.

请两位学员展示联合销售拜访然后评估.

How to conduct a joint sales call?

(use flip chart to list all items)

所有学员每人提出一条讨论联合销售拜访的要求？

(用翻转展示板列出所有任何选择正确答案)

review ( correct if necessary)

讨论结束后总结(必要时再重点强调)