THE ST.REGIS SHANGHAI
上海瑞吉红塔大酒店
TRAINING ACTIVITY OUTLINE
培训活动纲要
Task 任务：Initial Sales Call 初次拜访
Code 序号： OH-SM-CS-D001
Objectives目的：At the end of this session, each trainee will be able to
How to make initial sales call.
如何作初次拜访。
How to select the information for the initial sales call.
如何为初次拜访选择信息。
Standard标准：Refer to S&P
参照标准与程序
Resources培训器材： Handout培训欧亿·体育（中国）有限公司, Flipchart白板,
Method
培训方式
Training Steps
培训步骤
Time
时间
Introduction
介绍
Prepare on Flip Chart
准备白板
Contents
课程
Explain
讲解
Demonstration
演式
Roll Play
角色扮演
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
The course should be divided into three parts:
课程可分为三部份：
Determine the account.
确认客户。
Select the concern information.
选择获取相关信息
How to make a appointment
如何预约
Make valid initial sales call.
拜访客户。
The purpose of learning this session is plan our sales activity, make it meaningful.
学习本结课的目的在于使我们的销售行为有计划性，有意义。
Show the steps of doing the initial sales call, and prepare each step on the flip chart.
依条讲解有关此节课的每个话题，并将每一步
骤展现有白板上。
The trainer presents a typical initial sales call，and then critique.
训导师展示一个典形的初次拜访,并组织评估。
Every two person as a group, and suppose a situation to do a initial sales call practice. After each roll play, critique.
每两位学员分为一组，自选题目做一个有关于初次拜访的练习，并评估。
At the end of each roll play, the trainer should give a summary critique, and remand the strength and weakness of each one.
在每一组练习结束后，训导师应进行评估，指出练习中的优点，同时指正需要改进方面。
Ask question and have participant explain.
提问，并请回答者解讲其内容。
Summarize the point of this session.
总结此次课程要点。
10min
50min
20min
40min
10min
Total: 65