Training Steps

培训步骤

The course should divided in two parts:

What is the action plan?

How to do action plan?

课程将分为两部分：什么是活动计划？

                                    如何制订活动计划？

Answers:

Action plan is guide line for our daily job？

活动计划是我们日常工作的指导纲要。

How to do action plan will talk later.

如何制订活动计划稍后再谈。

W.I.F.M    我能从中学到什么？

The correct use of action plan will result in high efficiency and convenient for sales activity.

使每个学员能充分使用活动计划高效方便的运用到销售活动中。

All standard & Procedure be written in the flipchart 1 and showing to trainees:

在翻转展示板 1上给学员展示服务标准与程序

1. Action Plans will require a minimum of two Valid Call Objectives in the next six months.

活动计划要求在6个月内保证两个有效的拜访目标

2. Valid Call Objectives will be maintained on a running basis.

有效的拜访目标将建立在经营的基础上。

3. Only the following are valid call objectives :

将包含如下内容；

1. Confirming Business/Securing proposals

确认生意 / 获得计划

                     b.  Gathering or disseminating new data due

                             to change

集中或发布新的信息

                     c.   Strengthening the relationship

巩固关系

4. Increasing contact surface

增加联络次数

5. Review of production vs. plan

回顾产品计划

                     f.    Solving problems

解决问题

Explain the S&P item by item ( LCD)

逐条讲解标准服务程序

(refer to S &P)

Who can tell what are valid call objectives used in action plan?

(use F/C 2  to list all answers and correct)

提问：谁能告诉大家什么是活动计划中的有效目标拜访？

1. Based on the action criteria rating, identify the areas where sales action is required.

根据标准价格，鉴别那一个区域要求有活动计划。

2. Prioritize the sales actions required and enter as Valid Call Objectives.

将销售活动要求和有效目标拜访按先后顺序区分。

3. Enter the time-bound call objectives such as securing annual meeting, calling on birthdays, anniversaries, etc.

进行目标时间段的拜访，象年会，生日及纪念日等。

4. Action plans may also be used for Other Active Files.

活动计划也可以用于其他的行为。

Review all key points

回顾所有的要点

Give an example to show what a good action plan is.

给学员展示一个好的活动计划书。(例子样本)