天马行空官方博客：http:/t.qq.com/tmxk_docin ；QQ:1318241189；QQ 群：175569632A HOTELXXX 大酒店大酒店TRAINING ACTIVITY OUTLINE培训活动纲要培训活动纲要Task 任务：任务：Strategic Sales Plan 销售策略计划销售策略计划Code 序号：序号： OH-SM-CS-A005Objectives 目的：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 标准标准: Refer to S&P参照标准与程序Resources 培训器材：培训器材：Clip 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培训方式培训方式Training Steps培训步骤培训步骤Time时间时间Introduction 介绍介绍Discussion 讨论Show “W.I.F.M.”(objective) 表明从此课所能学到的内容表明从此课所能学到的内容(目标目标)1.Over view of this session. Free 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10minPrepare on Flip Chart 准备白板Contents 课程课程 Explain 讲解Practice 练习Critique 评估Summary 总结总结势。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 analysis. 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.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。 2.Summarize the point of this session. 总结此次课程要点。40min10minTotal: 60min