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1、天馬行空官方博客： ://t.qq /tmxk_docin；QQ:1318241189；QQ群：175569632 A HOTEL XXX大酒店 TRAINING ACTIVITY OUTLINE 培訓(xùn)活動(dòng)綱要 Task:Daily Sales Briefing 任務(wù)：每日銷售會(huì)議 Code 序號(hào)： OH-SM-RM-D002 Objectives: At the end of this session, each trainee will be able to provide a highly Focused approach to the day to

2、day selling and sales planning for each Individual sales associate. 目標(biāo)：課程結(jié)束后，每一個(gè)學(xué)員將能夠集中精力做每日的銷售工作和制訂 銷售計(jì)劃。 Standard：The DOSM or deputy will conduct daily sales briefing every working day. The daily sales briefing will last no more than half an hou

3、r. All sales associates will attend the briefing and a representative from Rooms Division and Food & Beverage Department will be invited to participate. 標(biāo)準(zhǔn)：市場(chǎng)銷售總監(jiān)或其代理將主持每日銷售會(huì)議，會(huì)議將不會(huì)超過(guò)半小時(shí) 所有的銷售部員工必須參加此會(huì)議，房務(wù)部及餐飲部將派代參加。 Resources： Whiteboard, Flip C

4、hart, Sales call reports form, competitor information form 培訓(xùn)器材：白板，翻轉(zhuǎn)展示板，銷售報(bào)告表格, 競(jìng)爭(zhēng)對(duì)手信息表 Method 培訓(xùn)方式 Training Steps 培訓(xùn)步驟 Time 時(shí)間 Ice break 打破僵局 Introduction 介紹 Raise interests 提高興趣 Lecture 講解 Explanation and demonstration 解釋

5、和展示 Contents 內(nèi)容 Exercise Role play 練習(xí)角色扮演 Summary 總結(jié) Music Loud and the trainer in uniform of sales manager standing straightly and smile. 大聲音樂(lè)，訓(xùn)導(dǎo)師著銷售經(jīng)理服裝微笑著站在學(xué)員面前。 Self-introduction and give a warm welcome. 自我介紹并向?qū)W員表示歡迎 Question to test the trainee’s le

6、vel: 提問(wèn)學(xué)員測(cè)試水準(zhǔn) Does anyone attend the sales briefing? 誰(shuí)參加過(guò)銷售會(huì)議？ W.I.F.M: 我將從中學(xué)到什么？ we know our competitor and us each other, we will lead that market, we will win in every target. 知己知彼，百戰(zhàn)百勝。 This course should divided in two parts:

7、課程將分為兩部分： What is we need prepared before sales briefing? 銷售會(huì)議前需要準(zhǔn)備什么？ What should we follow up after sales briefing? 會(huì)議結(jié)束后我們需要跟進(jìn)那些事情？ All standard & procedure be written in the flipchart and showing to trainees: 所有的標(biāo)準(zhǔn)和程序?qū)懺诎装迳喜⒄故窘o學(xué)員。 Explain the S&P item by item (refer to S&P) 逐條解釋標(biāo)準(zhǔn)和程序

8、(參照標(biāo)準(zhǔn) 和程序) showing the sales call reports and competitor information form at same time 同時(shí)展示銷售報(bào)告和競(jìng)爭(zhēng)對(duì)手信息表格。. Divided trainees into two groups to do daily sales briefing and other group will critique after role-play. 分兩組做每日銷售會(huì)議練習(xí)，然后評(píng)估。 Question: What should we follow up after sales briefing?

9、 會(huì)議結(jié)束后我們需要跟進(jìn)那些事情？ all answers will be written in the white board and then explain item by item. 所有的答案將寫在白板上，然后逐條解釋。 Review all key points which are listed on Flip Chart 回顧所有翻轉(zhuǎn)展示板上的要點(diǎn) 5 minutes 10 minutes 10 minutes 30 minutes 15 minutes 10 minutes Total 80 minutes