饭店联合销售拜访活动纲要.docx

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1、饭店联合销售拜访活动纲要Task:Joint Sales Call衽豕联合销售拜访Objectives: At the end of this session, sales associates will approval direct selling skill.目的： 课程结束后，每个学员将能够在销售拜访技巧上有所提高。Standard: Each sales associate will make joint sales calls on their key accounts/ Prospects with their direct superior and with the Direc

2、tor of Sales & Marketing.标准：每个销售部员工将与直接的主管和市场总监一起对重要客户及有潜力的客户进行联合销售拜访。Resources: OHP, White Board, and Flip Chart培训器材:幻灯机，白板，翻转展示板Method培训方式Training Steps 培训步骤Time 时间Prepare on flipchart 翻转展示板上准 备Introduction with OHP 介绍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 su

3、rface 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 o

4、f 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 salescalls with the General Manager periodically and when2 minutes5 minutes5 minutes20minutesLectureAnd explanation讲解和解释Role-play角色扮演Buzz Group集体讨论Summary总结Necessary.必要时市场总监和总经理将一起加

5、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准备工作一拜访目的， 客户档案更新，资料回顾 Open

6、ing 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)8 minutes5 minutes8 minutesTotal 53minutes