【正文】 (F/C 1)Remarks: Daily sales call is an activity for our daily job, sometimes need some experience to do it, one important thing is keep good relationship with our clients.提示：銷售拜訪是我們每天的基本工作，有時需要一些經驗，重要的是保持與客戶的良好關系。Let others to critic and then the trainer emphasis the key points of good preparation.讓其他的學員評估，訓導師對準備充分的銷售拜訪強調要點。Note: Good preparation half successful.強調： 良好的準備是成功的一半。: 我們從中能獲得什么？Gain self confidence mean half success.充分的自信是成功的一半。Selfintroduction and give a warm wele.自我介紹向學員表示歡迎。Standard： All sales associates will conduct planned sales calls daily covering key accounts, key prospects, other active accounts and new prospects.標準： 每個銷售員工在制訂銷售計時必須包括重要客戶，有潛在生意的 客戶，其他行為的客戶和新的客戶。Summarize the point of this session.總結此次課程要點。At the end of each roll play, the trainer should give a summary critique, and remand the strength and weakness of each one.在每一組練習結束后，訓導師應進行評估，指出練習中的優(yōu)點，同時指正需要改進方面。 The trainer presents a typical initial sales call，and then critique.訓導師展示一個典形的初次拜訪,并組織評估。 The purpose of learning this session is plan our sales activity, make it meaningful.學習本結課的目的在于使我們的銷售行為有計劃性，有意義。P 參照標準與程序 Resources培訓器材： Handout培訓資料, Flipchart白板,Method培訓方式Training Steps培訓步驟Time時間Introduction介紹Prepare on Flip Chart準備白板Contents課程Explain講解 Demonstration演式Roll Play角色扮演Critique評估Summary總結Show “.”(objective)表明從此課所能學到的內容(目標 The course should be divided into three parts: 課程可分為三部份：Determine the account.確認客戶。How to select the information for the initial sales call.如何為初次拜訪選擇信息。Question:What should we follow up after sales briefing?會議結束后我們需要跟進那些事情？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。P)逐條解釋標準和程序(參照標準 和程序)showing the sales call reports and petitor information form at same time同時展示銷售報告和競爭對手信息表格。Explain the Samp。This course should divided in two parts:課程將分為兩部分：What is we need prepared before sales briefing?銷售會議前需要準備什么？What should we follow up after sales briefing? 會議結束后我們需要跟進那些事情？All standard amp。 inquiry培訓器材： 白板，翻轉展示板，銷售報告表格, 競爭對手信息表，預定信息Method培訓方式Training Steps培訓步驟Time時間Ice break打破僵局Introduction介紹Raise interests提高興趣Lecture講解Explanation and demonstration解釋和展示Contents內容ExerciseRole play練習角色扮演Summary總結Music Loud and the trainer in uniform of sales manager standing straightly and smile.大聲音樂，訓導師著銷售經理服裝微笑著站在學員面前。 Beverage Department will be invited to participate.標準： 市場銷售總監(jiān)或其代理將主持每日銷售會議，會議將不會超過半小時 所有的銷售部員工必須參加此會議，房務部及餐飲部將派代參加。M 會議和展覽Catering and banquets 宴會 Thank you letter 致謝函Apologize letter道歉函Greeting letter問候函Invitation letter 邀請函Press Releases 出版商Media / Press 媒體廣告Suppliers供應商Etc等 Review key points and Test.回顧要點和測驗3 minutes10 minutes25 minutes10 minutes10 minutesTotal 58 minutesTask: Daily Sales Briefing任務： 每日銷售會議Code 序號： OHSMCSA007Objectives:At the end of this session, each trainee will be able to provide a highly Focused approach to the day to day selling and sales planning for each Individual sales associate.目標：課程結束后，每一個學員將能夠集中精力做每日的銷售工作和制訂 銷售計劃。Explain how to prepare and use standard letters解釋如何準備和使用標準信函？Ask trainees: 提問：What is standard letters? 什么是標準信函？All kind of standard letters will be written on the white board and showing to trainees. (White board 1)將所有的標準信函寫在白板上，然后選擇。Standard： See attachment標準： (附后)Resources： LCD / Standard Letters Example, Flipchart, Whiteboard.培訓器材： LCD / 標準信函的樣本，翻轉展示板，白板Method培訓方式Training Steps培訓步驟Time時間Ice break打破僵局Introduction介紹Prepared on Flipchart翻轉展示板準備ContentAnd explanation解釋內容LCDExercise練習Summary總結Program: let trainees write a letter to other person, use different style or different format, just use selffeeling to write.題目：讓學員每人寫一封信，用不同的風格和格式，(用 個人的感受去寫)After program, ask one question: 節(jié)目結束后，提問學員Why our letter has lots of style, can we use it on our business?為什么我們會有那么多的不同的風格，是否可以用在商務工作上？Show session objective:展示課程主題WIFM: use standard letter can help you present yourself more professional, get more information and business.通過學習我們將幫助你更專業(yè)，獲得更多的商務信息All standard amp。Summarize the point of this session.總結此次課程要點。 If have time, select some trainees to present the plan, and critique it.如有時間，選擇幾位學員將其計劃進行講解展示，并對此評估。Make the sales strategies.設定計劃。Show the steps of making the plan:促步講解如何制作銷售策略計劃：Identify the status of clients.明確客戶類別。 Explain what is Strategic Sales Plan, and how to use it into the sales activities. (refer to Samp。The advantage of making strategic sales plan for a sales person. 列舉出作銷售策略計劃對于銷售人員的優(yōu)勢。Standard標準: Refer to Samp。The important of Competitors Survey.競爭對手信息收集的重要性。Review Key Points重溫重點Ask for questions related to Competitors Survey.提問與競爭對手信息收集相關的問題。在每一步驟過程中詢問受訓者意見并提問。Record the discussion result on the Flip Chart. 將討論結果記錄在白板上。所以今天我們來學習：The course should be divided into three parts: 課程可分為三部份：How to determine the petitor如何確認競爭對手Select information信息收集record the information 信息記錄Divided trainees into groups to discuss which one is our petitor and what kind of information that we need, 0also the way we used to record.分組討論關于哪家酒店是我們的競爭對手以及什么樣的信息是我們需要了解的。P Resources培訓器材