上海五星瑞吉红塔酒店培训教材—TAO-OH-SM-CS-D001 Initial Sales Call

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

Task 务：Initial Sales Call 初次拜访

Code 序号： OHSMCSD001

Objectives目：At the end of this session each trainee will be able to
1 How to make initial sales call
作初次拜访
2 How to select the information for the initial sales call
初次拜访选择信息

Standard标准：Refer to S&P
参标准程序


Resources培训器材： Handout培训资料 Flipchart白板

Method
培训方式
Training Steps
培训步骤
Time
时间

Introduction
介绍

Prepare on Flip Chart
准备白板







Contents
课程
Explain
讲解






Demonstration
演式

Show WIFM(objective)
表明课学容(目标

The course should be divided into three parts
课程分三部份：
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
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
学结课目销售行计划性意义
Show the steps of doing the initial sales call and prepare each step on the flip chart
条讲解关节课话题步

10min











50min


20min












Roll Play
角色扮演




Critique
评估





Summary
总结

骤展现白板

The trainer presents a typical initial sales calland then critique
训导师展示典形初次拜访组织评估

Every two person as a group and suppose a situation to do a initial sales call practice After each roll play critique
两位学员分组选题目做关初次拜访练评估

At the end of each roll play the trainer should give a summary critique and remand the strength and weakness of each one
组练结束训导师应进行评估指出练中优点时指正需改进方面




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





























40min
















10min









Total 65min




















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