SHERATON SHENYANG LIDO HOTEL
沈阳丽喜登饭店
TRAINING ACTIVITY OUTLINE
培训活动纲
Task Joint Sales Call
务： 联合销售拜访
Code序号 OHSMRMD004
Objectives At the end of this session sales associates will approval direct selling skill
目： 课程结束学员够销售拜访技巧提高
Standard Each sales associate will make joint sales calls on their key accounts
Prospects with their direct superior and with the Director of Sales &
Marketing
标准： 销售部员工直接市场总监起重客户潜力
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
翻转展示板准备
Introduction with OHP
介绍
Lecture
And explanation
Selfintroduction 介绍
This session objectives 次课程题
WIFM 中获什？
Increase surface contact between Sheraton and its key accounts prospects Generate more potential business
增加重客户潜客户见面机会获更生意
Does any one know who can joint sales calls
谁知道谁做联合销售拜访？
Note 点
1 Joint Sales Calls with direct superior once a month
月加入联合销售拜访次
2 Joint Sales Calls with the Director of Sales &
Marketing once every three months
市场销售总监三月加入联合销售拜访次
3 The Director of Sales & Marketing will make joint sales
calls with the General Manager periodically and when
Necessary
必时市场总监总理起加入联合销售拜访
How to conduct a joint sales call and call evaluation？ (Flip chart 1 )
2 minutes
5 minutes
5 minutes
20minutes
讲解解释
Roleplay
角色扮演
Buzz Group
集体讨
Summary
总结
进行联合销售拜访活动 评估？
All the procedure will be written on flip chart show steps on prepare flipchart
程序写翻转展示板然逐条讲解
Answers
· Preparationcall objective customer profile update file review 准备工作— 拜 访 目客户档案更新
资料回顾
· Opening the call 第次 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 承 诺
· Securing business next call 获生意次拜 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评估
How to conduct a joint sales call
(use flip chart to list all items)
学员提出条讨联合销售拜访求？
(翻转展示板列出选择正确答案)
review ( correct if necessary)
讨结束总结(必时重点强调)
8 minutes
5 minutes
8 minutes
Total 53 minutes
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沈阳丽喜登饭店
TRAINING ACTIVITY OUTLINE
培训活动纲
Task Joint Sales Call
务： 联合销售拜访
Code序号 OHSMRMD004
Objectives At the end of this session sales associates will approval direct selling skill
目： 课程结束学员够销售拜访技巧提高
Standard Each sales associate will make joint sales calls on their key accounts
Prospects with their direct superior and with the Director of Sales &
Marketing
标准： 销售部员工直接市场总监起重客户潜力
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
翻转展示板准备
Introduction with OHP
介绍
Lecture
And explanation
Selfintroduction 介绍
This session objectives 次课程题
WIFM 中获什？
Increase surface contact between Sheraton and its key accounts prospects Generate more potential business
增加重客户潜客户见面机会获更生意
Does any one know who can joint sales calls
谁知道谁做联合销售拜访？
Note 点
1 Joint Sales Calls with direct superior once a month
月加入联合销售拜访次
2 Joint Sales Calls with the Director of Sales &
Marketing once every three months
市场销售总监三月加入联合销售拜访次
3 The Director of Sales & Marketing will make joint sales
calls with the General Manager periodically and when
Necessary
必时市场总监总理起加入联合销售拜访
How to conduct a joint sales call and call evaluation？ (Flip chart 1 )
2 minutes
5 minutes
5 minutes
20minutes
讲解解释
Roleplay
角色扮演
Buzz Group
集体讨
Summary
总结
进行联合销售拜访活动 评估？
All the procedure will be written on flip chart show steps on prepare flipchart
程序写翻转展示板然逐条讲解
Answers
· Preparationcall objective customer profile update file review 准备工作— 拜 访 目客户档案更新
资料回顾
· Opening the call 第次 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 承 诺
· Securing business next call 获生意次拜 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评估
How to conduct a joint sales call
(use flip chart to list all items)
学员提出条讨联合销售拜访求？
(翻转展示板列出选择正确答案)
review ( correct if necessary)
讨结束总结(必时重点强调)
8 minutes
5 minutes
8 minutes
Total 53 minutes
文档香网(httpswwwxiangdangnet)户传
《香当网》用户分享的内容，不代表《香当网》观点或立场，请自行判断内容的真实性和可靠性！
该内容是文档的文本内容，更好的格式请下载文档