Training Steps

培训步骤

Question to test the trainee’s level:

提问学员：

What are Account Files?

什么是客户档案？

• Customer interview / 客户访问
• Customer profile / 客户描述
• Action Plan / 活动计划
• Action and Selection criteria / 计划和选择标准
• Running Call Report / 经营报告
• Booking Entry Forms (on group business) / 预订单

Note: the key account and key prospect files must be updated every three months.

提示：重要客户和有潜在生意的客户档案必须每三个月更新一

             次。

The course should divided in two parts:

What is Account Files?

What is function of Account Files?

课程将分为两部分: 什么是客户档案？

                                  客户档案的作用是什么？

W.F.I.M

我们将从中学到什么？

Notify not doing like this will result in duplicate work and even worse.

你将减少重复的工作。

1. Customer interviews are in-depth reports covering :

       同客人的联络包含在销售报告中。

• Information required to complete the Customer Profile

完成客户档案需要信息

• Information required to do a selection criteria rating

标准价格的选择也需要信息

• Information required to determine the customer’s habits,  relationships, expectations, needs, desires and solution of problems

客人的喜欢，关系，期待，需要，要求和要解决的问题

• The above is obtained through the questioning technique and recorded free form

通过问卷和平时的有技巧的询问获得信息

2. Customer Profile forms can be developed for manual systems like Kardex or they can be provided by a computerized system like Delphi.

       客人档案表格来自与不同的电脑处理系统，象Kardex或

      Delphi 系统。

3. Rate each account using the Action Criteria developed. This will

       establish future call objectives.

       建立将来拜访目标，每一个客户价格将使用活动标 准。

4. Rate each account using the Selection Criteria developed for that segment.

       每一个客户的价格标准将依据它的区域划分。

5. Color coding files by Key Accounts, Key Prospects and Other Active Files will prove useful.

        将按颜色来鉴别重要客户，潜在生意客户和其他行为档 案

6. Files will be kept alphabetically, within geographic areas if necessary.

        如果有必要客户档案将按字母或地理区域划分。

7. If an organization has more than one defined meeting/program, it is possible to have a file on each meeting/program, especially if the contact surface is different.

       如果一个公司组织两个或以上的活动，特别是联络人不同，

       一定要分开客户档案

8. All other correspondence on/with the account will also be placed

       in this file.

       所有与该客户有关的资料都要放置在同一个档案中。     

Divided trainees into several groups to do discussion then critique after discussion.

将学员分成组讨论然后进行评估。

Ask question:

提问：

What is the good account file?(give a example)

好的客户档案是什么样的？(看样本)

(Emphasis the account files must be updated every month)

重点强调客户档案必须每月更新一次。

Review key points

回顾要点