Training Steps

培训步骤

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 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。

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。