酒店市场销售部培训--活动计划.doc

酒店市场销售部培训--活动计划 Task: Action Plan 任务： 活动计划 Code序号： OH-SM-RM-A201 Objectives： At the end of this session every trainee will be able to ensure sales Efforts are planned and directed against each key account and key prospect. 目的： 课程结束后每个学员能够独立完成对重要客户和有潜在生意客户的 活动计划。 Standard: Follow up SP 标准： 参照标准和程序 Resources: OHP, Flip Chart and White Board, Marker. Action Plan Form 培训用具： 翻转展示板，白板，白板笔, 活动计划表格 Method 培训方式 Training Steps 培训步骤 Time 时间 Introduction 介绍 Lecture 教学式 Lecture 教学式 Contents F/C 1 内容 Explanation and demonstration 讲解与展示 Exercise F/C 练习 Summary 总结 Handouts 学习资料 The course should divided in two parts: What is the action plan? How to do action plan? 课程将分为两部分：什么是活动计划？ 如何制订活动计划？ Answers: Action plan is guide line for our daily job？ 活动计划是我们日常工作的指导纲要。 How to do action plan will talk later. 如何制订活动计划稍后再谈。 W.I.F.M 我能从中学到什么？ The correct use of action plan will result in high efficiency and convenient for sales activity. 使每个学员能充分使用活动计划高效方便的运用到销售活动中。 All standard Procedure be written in the flipchart 1 and showing to trainees: 在翻转展示板 1上给学员展示服务标准与程序 Action Plans will require a minimum of two Valid Call Objectives in the next six months. 活动计划要求在6个月内保证两个有效的拜访目标 Valid Call Objectives will be maintained on a running basis. 有效的拜访目标将建立在经营的基础上。 Only the following are valid call objectives : 将包含如下内容； Confirming Business/Securing proposals 确认生意 / 获得计划 b. Gathering or disseminating new data due to change 集中或发布新的信息 c. Strengthening the relationship 巩固关系 Increasing contact surface 增加联络次数 Review of production vs. plan 回顾产品计划 f. Solving problems 解决问题 Explain the SP item by item LCD 逐条讲解标准服务程序 refer to S P Who can tell what are valid call objectives used in action plan? use F/C 2 to list all answers and correct 提问：谁能告诉大家什么是活动计划中的有效目标拜访？ Based on the action criteria rating, identify the areas where sales action is required. 根据标准价格，鉴别那一个区域要求有活动计划。 Prioritize the sales actions required and enter as Valid Call Objectives. 将销售活动要求和有效目标拜访按先后顺序区分。 Enter the time-bound call ob