酒店《销售策略计划》培训活动纲要

1、a hotelxxx大酒店training activity outline培训活动纲要task 任务：strategic sales plan 销售策略计划code 序号： oh-sm-cs-a005objectives目的：at the end of this session, each trainee will be able to make strategic sales plan, and act it reality. 培训结束后，每位受训者应了解如何作销售策略计划，并实施。standard标准: refer to s&p 参照标准与程序resources培训器材：clip

2、 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 讨论prepare on flip chart准备白板contents课程explain讲解practice练习 critique 评估 summary总结show “w.i.f.m.”(objective)表明从此课所能学到的内容(目标)1. over view of this session. free

3、 talk about the under-standing of sales plan. 介绍本节内容，并由学员自由讨论关于销售 计划的理解。2. the advantage of making strategic sales plan for a sales person. 列举出作销售策略计划对于销售人员的优势。 the course should be divided into two parts: 课程可分为三部份：1. how to make a strategic sales plan.如何制作销售计划2. how to select information and analys

4、is. 如何收集并分析信息。 explain what is strategic sales plan, and how to use it into the sales activities. (refer to s&p). 讲解什么是沟通与协调(根据标准与程序上所提到的项目)。show the steps of making the plan:促步讲解如何制作销售策略计划：1. identify the status of clients.明确客户类别。2. select the proper sales activity for the clients.选择适当的销售行为。3.

5、make the sales strategies.设定计划。each trainee according to the own work, supposes to make a strategic sales plan. 每位学员根据自己工作，制作自己工作岗位的销售策略计划 。 if have time, select some trainees to present the plan, and critique it.如有时间，选择几位学员将其计划进行讲解展示，并对此评估。 1. ask question and have participant explain.提问，并请回答者解讲其内容