上海五星瑞吉红塔酒店培训教材—TAO-OH-SM-CS-A005 Strategic Sales Plan

THE STREGIS SHANGHAI
海瑞吉红塔酒店
TRAINING ACTIVITY OUTLINE
培训活动纲

Task 务：Strategic Sales Plan 销售策略计划

Code 序号： OHSMCSA005

Objectives目：At the end of this session each trainee will be able to make strategic
sales plan and act it reality
培训结束位受训者应解作销售策略计划实施

Standard标准 Refer to S&P
参标准程序

Resources培训器材：Clip Chart Hotel Brochure Overhead Projector Computer
Hand Out
白板 酒店宣传品 投影仪 电脑 培训资料

Method
培训方式
Training Steps
培训步骤
Time
时间

Introduction
介绍

Discussion
讨






Prepare on Flip Chart
准备白板




Contents
课程
Explain
讲解





Show WIFM(objective)
表明课学容(目标)

1 Over view of this session Free talk about the understanding of sales plan
介绍节容学员讨关销售
计划理解
2 The advantage of making strategic sales plan for a sales person
列举出作销售策略计划销售员优势

The course should be divided into two parts
课程分三部份：
1 How to make a strategic sales plan
制作销售计划
2 How to select information and analysis
收集分析信息


Explain what is Strategic Sales Plan and how to use it into the sales activities (refer to S&P)
讲解什沟通协调(根标准程序提项目)


10min
















40min

















Practice
练



Critique
评估



Summary
总结

Show the steps of making the plan
促步讲解制作销售策略计划：
1 Identify the status of clients
明确客户类
2 Select the proper sales activity for the clients
选择适销售行
3 Make the sales strategies
设定计划

Each trainee according to the own work supposes to make a Strategic Sales Plan
位学员根工作制作工作岗位销售策略计划

If have time select some trainees to present the plan and critique it
时间选择位学员计划进行讲解展示评估

1 Ask question and have participant explain
提问请回答者解讲容
2 Summarize the point of this session
总结次课程点













































10min
















Total 60min










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