Training Steps

培训步骤

This session should be divided two parts:

课程将分为两部分

What is leads management? 什么是信息资源管理？

How do we handle it? 如何去做？

Explain the standard of  leads management

(All the S&P will be written on the Flipchart 1)

逐条解释信息资源管理的标准？

( 所有的标准将事先写在翻转展示板上)

Showing starwood Global Distribution System and Central Reservation Office reservation system.

展示仕达屋集团全球销售网络系统和全球预订中心的预订系统。

Answer:    Team Hot  / GSO  

W.I.F.M

Increase hotel revenue and business, also can make more incentive for every sales associate.

增加酒店收入和生意，并且每个销售部员工可以从中获得更多的奖励。

Second Part:

Leads Management handling:操作订房线索管理

Out-bound leads: 向外发预定线索

Pay attention for incoming leads

Incoming leads: 收到的预定线索

• How to handing incoming leads and procedure of it?

如何操作收到的会议及宴会线索，程序是什么？

• How many days should we use to determine a account’s type? 应该多少天来确定客户类型？
• How can we inform the action taken and the result through Team Hot electronically?

如何通过集团Team Hot系统来采取行动并获得结果？

• All in-coming leads will be reviewed on a monthly basis.

所有的预定线索将每月回顾一次。

• How should we report business materialized from in-coming leads back through Team Hot?

我们如何向集团预定系统、GSO回复生意情况？

• Why we should maintain frequent communication and rapport with respective GP, SP, APP Director ,GSO and other associates of Starwood ?

为什么我们应该经常与全球销售中心，地区销售中心及其他的仕达屋酒店集团的销售代表联络？

Remand: as a sales associate, must be always ask one more question for all sister hotel--team hot.

提醒：作为一名销售部员工，必须在销售行为过程中，保持一直多向客人多提问一个问题，帮助集团其他酒店做销售。

Use the Team Hot form exercise :

When you do sales call, you know HP company will have a conference meeting in Suzhou they don’t make decision yet, their budget is US$180per person per day, including room accommodation, meeting, and breakfast, total 30 pax will attend this meeting , also have a cocktail in the first night, but the budget don’t know yet, you want to send this information to Suzhou Sheraton hotel sales department , telephone number and contact person you can use our hotel number and your associate’s name.

当你在做销售时了解到惠普公司将有一个会议在杭州，他们还没有决定用哪一家酒店。他们的预算是每人每天包括房间，会议和早餐的标准是美金180，并准备在第一天

有一个酒会，预算暂时不详，你想发订房线索给苏州喜来登销售部，电话和联系人你可以用酒店的电话和同事的名字。

After exercise, all trainee will correct Team Hot Form.

练习结束后每个学员将非常清楚订房线索的填写标准。

Review Key Point.

回顾要点