Model essay on sales department training plan (1) I. In-store understanding
1, familiar with the contents of the hotel staff manual, and understand the hotel culture and appearance.
2. Understand the product knowledge of the hotel, including visiting guest rooms, restaurants and related facilities.
3, understand the rules and regulations of the sales department, and as a discipline in daily work.
4. Understand the organizational structure of the sales department and the management knowledge of the office.
5. Understand the price system, especially the room price and conference room rent.
6. Be familiar with the configuration and layout of various rooms in the hotel.
7. How to cooperate with colleagues and communicate with other departments?
8. Understand the main tasks and sales concepts of the sales department and how to communicate with customers (including telephone language).
9, understand the relevant computer knowledge, use the terminal in order to better grasp the guests, guests' birthdays, VIP customers, etc.
10, master the format of making company contracts, meeting written quotations, etc.
1 1. Customer's file management, how to fill in the daily work report and weekly work summary, and how to make a visit plan for next week.
12, understand the purpose of visiting customers when doing sales and how to make an appointment with customers in advance to introduce yourself and the hotel.
13, familiar with daily room report and daily company sales analysis report.
14. Be familiar with and formulate commercial contracts with different price systems and various long-term residence contracts (in Chinese and English).
15, master the communication ability to negotiate business with customers.
16. Learn the sales awareness of salespeople. If you manage existing customers and develop new customers,
17, understand the necessary conditions and operating procedures and steps of meeting.
18, customer output management
19. How to maximize the income when the house is full?
Second, the banquet sales
1. Be familiar with banquet menus at different price points.
2. Be familiar with the arrangement of various meetings.
3. Be familiar with the changes of dishes and promotional activities in different periods of catering.
4. Be familiar with the market changes in different periods and the banquet information of competitors' hotels.
5. Communicate with customers in time and save relevant feedback information.
6. How to develop and follow up potential customers?
7. How to send out EO notification?
8. How to make an appointment and make a phone call?
9. How to communicate and coordinate with other departments?
Third, visit local customers.
1. How to make an appointment by phone and introduce yourself?
2. How to make a good visit plan
3. Know your work tasks and goals. If you maintain a good working condition and self-image during working hours,
4. Visit customers with senior salesmen, during which you can learn some sales languages and skills.
5. Learn how to manage existing customers and develop new customers.
6. Understand the necessary conditions for hosting the meeting and the operating procedures and steps of the meeting.
7. How to summarize the work of the day?
Fourth, visit customers in different places.
1. How to make an appointment by phone and introduce yourself?
2. How to make plans for visiting customers and traveling expenses in different places?
3. How to make the first visit with customers in different places?
4. How to keep long-term and stable contact with customers in different places?
Model essay on training plan of sales department (II) Within one week of joining the company, the core work of enterprise management is to train new sales staff.
The first step is to understand all aspects of the company. As a newcomer, you must first understand the company's history and business objectives, corporate culture and company system; Organizational structure and power; The main responsible personnel, the company's financial situation, as well as the main models and sales. You can also give special examples to illustrate the performance of sales elites.
The second step, the enterprise's product situation (detailed evaluation) training, especially the details of the products sold. This can be said to be the most basic training of sales skills, and it is also a very core point. Therefore, homework should be put forward before training, and training should be assessed. After the whole training process is completed, comprehensive assessment can be conducted again. Among them, this is the focus of the models on sale.
The third step is to understand the types of customers. According to the training of products, the types of customers are derived. We need to know all kinds of customers, their characteristics and relevant countermeasures. In addition, we should understand their buying motives and habits.
The fourth step is to understand the products and customer types of competitors, and then train competitors. As the saying goes, "Know yourself and know yourself, and you will win every battle." We should not only know ourselves, but also the advantages and disadvantages of competitors' products, as well as their strategies and policies.
The fifth step is the training of sales process. Sales process is also the focus of training, which belongs to the general workflow of sales skills.
It takes a week for newcomers to understand the models, or to classify which models are the main ones, mainly depending on parameters and configuration. Then check on Sunday.
The second week is divided into models, prices and different configurations of different models. Use Sunday assessment.
In the third week, learn reception and speech skills from the master. When the master receives customers, let the newcomers watch, learn and understand the basic process of reception, as well as the way to talk and ask customers. Drill around the car for the first time on Sunday
The fourth week, practice around the car every day, really pick up a customer, and let the newcomers exercise if there is an auto show, which is a good way to grow up.
In the second month, check the basic information of the vehicle. Pick up customers at least four times in the first two weeks, sum up your shortcomings and defects after picking up, and then learn. In the third week, customer after customer, try to keep customers in the store. In the last week, I followed my old customers and learned about the delivery of new cars such as car listing and transfer insurance.
Of course, in the time of picking up customers every day, insist on paying a return visit and strive for customers to come to the store twice or more. Can help the old sales consultant to make a good reputation.
As a salesman of a company, it is impossible to be healthy. Everyone knows that "health is the capital of revolution". Sales work is very challenging, and I often travel to the north on business. In addition, the long-term life is irregular, so the physical quality of salespeople is very important. I remember a company recruited a salesman with very rich sales experience. Because I was away for a long time before, I didn't pay attention to personal hygiene and got hepatitis. When the company was about to establish a national sales channel, the sales department was paralyzed because hepatitis infected several colleagues, and even customers avoided everyone in the company for fear of getting sick. It can be seen that training the health of salespeople is an important event that enterprises can't ignore.
First, product knowledge training
Salespeople first know the knowledge of the products they sell, of course, the more they know, the better, taste, packaging, price, function and so on. However, it doesn't mean that the more product knowledge training, the better, because sales staff receive too much product knowledge training, and competition, customer knowledge and sales skills may be ignored. The main tasks of sales staff are: sales. When dealing with dealers, dealers often have more experience and product knowledge than salespeople, who are professionals in the industry. Through product knowledge training, salespeople can be taught what they need when signing contracts or agreements, and ask customers profound product knowledge questions. Salespeople can consult internal experts and go to marketing management websites. Many enterprises put sales staff in customers to learn direct experience, which is the frontline battlefield of sales, so that they can learn how to meet the needs of customers and consumers, how to solve problems and deal with emergencies in sales. Exercise for a period of time, depending on the enterprise.
Second, sales skills training courses.
There are many ways for salespeople to learn sales skills: lectures by lecturers, related books and complete textbooks for enterprises. Such as skills of finding customers, skills of tapping potential customers, skills of product introduction, skills of dealing with rejection and transaction, skills of withdrawing funds, etc. Without training, sales people often think that only by product characteristics, how much profit can they bring to customers, they can achieve * * * knowledge. In the modern market economy, a good customer dealer does not blindly pursue profit maximization, but hopes to get better and better service, learn advanced management experience and perfect system by distributing the products of enterprises, which are all needed by dealers. The most important course in sales skills is to overcome rejection. The first lesson in sales begins with being rejected. A common method is that in the sales training class, the trainer refuses every salesperson by any means for various reasons, and finally decides to become a meaningful memory and generate many new ideas by rejecting this class. Everyone has inspiration, all kinds of customers, all kinds of problems, so that sales staff can get exercise and progress.
Third, study the opponent information category.
Through information collection in all aspects, we can understand the cost, function, delivery date, promotion means, market price and consumer opinions of similar products, and find out their advantages and disadvantages in tabular form. Combine the characteristics of the products sold, foster strengths and avoid weaknesses, give play to the unique advantages of the products, know yourself and know yourself, and win every battle.
Fourth, managers set an example.
On-site training is the most intuitive, the market is the best classroom, the regional manager is on a business trip and works with the sales staff. Observe the performance of salespeople in dealing with customers on the spot, and evaluate their product knowledge, sales skills and competitive skills. Sales performance is the best answer. On-site teaching is the most important duty of the regional sales manager, because the achievement of sales performance is the result of the efforts of every salesperson. The district manager doesn't just look at his talent, but whether he has a group of excellent teams. The regional manager works with the sales staff for 3-5 days at least once a month. Because on-site teaching is to promote sales training, motivate sales staff, find out the good and bad aspects of sales staff, and strengthen the skills and knowledge learned before. Only in this way can we form real training.
5. Party and dinner at the end of the year
It is very important to get together with the sales staff at the end of the year. It is difficult for them to meet because they are all over the country. They need to help each other, learn from each other, exchange work experience and communicate with each other, and hold games at the same time, so that every salesperson can be integrated into it, become a member of the big family and increase the cohesion of the enterprise. At the beginning of the party, the boss will of course summarize the sales situation of the past year and the sales plan for next year, and let each salesperson tell the most wonderful, unforgettable, difficult or successful sales story of the year. The best thing is that enterprises send exquisite gifts, or reward bonuses, and aggressive sales staff work hard! Most companies have dinner at the end of the year, which also shows that companies care about the hard work of sales staff in the past year.
In this way, every salesperson attending the party will definitely want to attend the party again next year and will definitely work harder!
Model essay on training plan of sales department (IV) I. Introduction of project market
1, the commercial prospect of the company's products
2. Adaptation field and current sales scope
3. Price and sales situation
4, promotion and sales means and other related information.
Second, product expertise.
1, product advantage introduction (description)
2. Hardware and network environment required for product use (explanation)
3. The functions of the product are mainly divided into (explanation)
4. The price of products and similar products and the comparison of similar online marketing methods.
Supplement:
Demo CD-ROM use training, you can also use demo CD-ROM to explain teaching.
Third, sales personnel interpersonal communication, sales psychology, basic skills training.
Basic qualities of salespeople
1, first of all, master professional knowledge (know how to install and know the functions and characteristics of the company's software products in detail)
2. Pay attention to personal image and company image.
3, temperament: respectful and solemn, deep and generous, neither humble nor humble.
4. Personality: Don't think too badly of others, as long as you trust him.
5, professional, challenge the limit, create the limit
7. Personnel requirements: copper head, iron mouth, rubber belly and scud.
8. The concept of lifelong learning: (learning methods and mentality)
Learn the ability to master knowledge, how to learn, the mentality of learning, and admit that there are shortcomings.
9. Eight-character policy: enthusiasm, self-confidence, courage and persistence.
Fourth, sales staff and market.
1. Salesperson: Comprehensive qualities include thinking, speaking, appearance and mental state.
Words should be inflammatory, satisfy each other's subconscious desires, and be full of confidence.
2. Market: Ideas are the product of the primary market. Market planning products appear under the condition of imperfect market. The market behavior of multi-step planning is changeable and dynamic.
Verb (abbreviation for verb) Basic training for employees.
1, induction training for new workers
In 20xx, we will continue to strengthen the company's corporate culture training, and train new employees in laws and regulations, labor discipline, business skills, team spirit and quality awareness. Each training year shall not be less than 8 hours; Through the mentoring system and professional skills training for new employees, the signing rate of new employees must reach 100%. The probation period is based on performance appraisal. Those who fail the examination shall be dismissed, and those who pass the examination shall be commended and rewarded.
2. Pay special attention to the training of sales staff.
(1) The basic concept of sales.
Sales staff code of conduct introduces sales model.
(2) Personal development of salespeople The ability and quality of salespeople Psychological quality of salespeople Etiquette and appearance of salespeople
(3) Introduce the company's policies and business principles