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1、 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 Chart, Hotel Br
2、ochure, 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 talk about the
3、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 analysis. 如何收集并分析信息。 E
4、xplain 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 strat
5、egies.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。10min 40min 10minTotal: 60min
