Training Steps

培训步骤

Show “W.I.F.M.”(objective)

表明从此课所能学到的内容(目标

The course should be divided into three parts:  

课程可分为三部份：

1. Determine the account.

确认客户。

2. Select the concern information.

选择获取相关信息

3. How to make a appointment

如何预约

4. Make valid initial sales call.

拜访客户。

The purpose of learning this session is plan our sales activity, make it meaningful.

学习本结课的目的在于使我们的销售行为有计划性，有意义。

Show the steps of doing the initial sales call, and prepare each step on the flip chart.

 依条讲解有关此节课的每个话题，并将每一步

骤展现有白板上。

The trainer presents a typical initial sales call，and then critique.

训导师展示一个典形的初次拜访,并组织评估。

Every two person as a group, and suppose a situation to do a initial sales call practice. After each roll play, critique.

每两位学员分为一组，自选题目做一个有关于初次拜访的练习，并评估。

At the end of each roll play, the trainer should give a summary critique, and remand the strength and weakness of each one.

在每一组练习结束后，训导师应进行评估，指出练习中的优点，同时指正需要改进方面。

1. Ask question and have participant explain.

提问，并请回答者解讲其内容。

2. Summarize the point of this session.

总结此次课程要点。