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1、Method 培训方式Training Steps培训步骤Time时间著名国际五星级酒店集团培训教材大全目录Task: Account Files 任务: 客户档案3Task: Account Management任务: 客户管理5Task 任务：Suppliers File 供应商档案7Task: Brand Identity任务： 品牌一致10Task 任务：COMPETITORS SURVEY 竞争对手调查12Task 任务：Strategic Sales Plan 销售策略计划14Task: Standard Letters任务： 标准信函16Task: Daily Sales Bri
2、efing任务： 每日销售会议18Task 任务：Initial Sales Call 初次拜访20Task: Daily Sales Calls任务： 每日销售拜访22Task: Joint Sales Call 任务： 联合销售拜访24Task 任务：Communication 沟通与合作26Task 任务：FOLLOW UP ACTION 活动跟进28Task: Hotel Inspection 任务： 店内参观30Task 任务： PRODUCT KNOWLEDGE 产品知识32Task 任务：SPP 仕达屋优先计划者计划34Task: Leads Management任务: 信息资源
3、管理36Task 任务：Corporate Design Guideline 集团设计标准38Task 任务：Marketing Communications Monthly Presentation 公关部月度汇报展示40Task 任务：Database Management 数据库管理42Task 任务：Photo Library 图片库45Task 任务：Collateral library 宣传资料库48Task 任务：Inventory Check 库存检查50Task 任务： Office Equipment 公关部设备管理52Task 任务：Media Interview 会见媒
4、体55Task 任务：Media Call 拜访媒体人士57Task 任务：Site inspection 参观饭店59Task 任务： Monthly Press Luncheon 月度媒体人员午餐会61Task 任务：Press Conference 新闻发布会64Task 任务：Press Release 发布酒店新闻67Task 任务：Public inquiry 回复咨询69Task 任务：Press Clipping 剪报71Task 任务：Collateral Production 制作宣传品73Task： VIP Guest Handling任务: 贵宾接待75Task: St
5、andard Forms任务: 标准表格77Task : Sales Administration任务: 办公室行政管理79Task: Office Review任务: 办公室核查81Task: Action Plan任务： 活动计划83Task: Business Trip Standard任务： 商务旅行标准85Task: Sales & Marketing Meeting任务: 市场销售会议87Task ： Group Handling题目： 团队接待89Task: Government Guest Handling 任务: 政府客人接待91Task: Group Reservation
6、任务:团队预订93Task:End of Shift Procedures / Morning Shift Procedure 任务:下班程序 / 早班程序95Task: Working Area Maintaining任务:工作区域维护97Task:Booking Confirmation任务:确认信98Task:Reporting任务:打印报告100Task:Filing 任务:存档102Task:Processing Busy Line 任务:电话占线的处理程序104Task:Taking Message任务:电话留言106Task:Guest Name任务:客人名字108Task:Gu
7、est History Profiles任务:客人档案管理110Task:Answering the telephone-guest greetings/ SPG recognition任务:接听电话/仕达屋优先顾客计划会员识别标准112Task:Checking Availability 任务:查看可卖房114Task:Taking Reservation / Same day Reservations任务:作预订/ 当天预订116Task:Guaranteed Arrival 任务:担保预定118Task:No Show任务:预订未到120Task:Amendments and Cance
8、llations任务:更改和取消预订122Task:VIP Booking 任务:贵宾预订124Task:Airport Transfer & Limousine Booking任务:接送机和租用车服务126Task:Special Requests & Trace Function任务:特殊要求及跟踪服务128Task:Next Arrival Report Checking任务:检查第二天预抵客人报表130Task:Choice Program任务:选择计划132Task:Room Blocking任务:锁房134Task:Overbooking任务:超额预订136Task:Waiting
9、 List & Recommend other hotel任务:等候名单和推荐其他酒店138Task:CI & M Inquiry任务:会议及宴会预订需要140Task:Restaurant Booking任务:餐厅预订142Task:Handling Complaints 任务:处 理 客 人 投 诉144Task:Build Rapport with key booker任务:与订房人建立良好关系146Task:Check-In / Check Out Times, Early Arrival and Late Departure.任务:登记和结帐时间, 提前抵店和推迟离开。147Task
10、:Extra Persons任务:超额人员149Task:Closed out periods任务:预订截止日期151Task:Blacklist任务:黑名单153Task:Credit Procedures 任务:信用要求155Task:Product Knowledge任务:酒店设施157Task:Physically Challenged Facilities任务:残疾人设施159Task:Rate Structure 任务:价格构成160Task:Upselling任务:促销162Task:Oprea Knowledge任务:电脑知识164Task:Knowledge of Telep
11、hone Contact Number / Local Information任务:电话交流知识 / 当地旅游信息166Task:Toll Free Number & International equerries 任务:免费电话和国际长途电话168Task:SPG Program 任务:仕达屋优先顾客计划会员170Latest Updated: 07/12/2000PAGE: 49/171Task: Account Files 任务: 客户档案Code 序号: OH-SM-CS-A001Objectives: At the end of this session, each trainee
12、will be able to working data and Plans exist for all key accounts and key prospects.目的: 课程结束后每一个学员能够独立完成所有客户档案。 Standard: A separate file will be maintained for each key account and key prospect.标准： 每个重要 客户和有潜在生意的客户将建立不同的客户档案。Resources: LCD / Account file forms from Delphi.培训器材： LCD / Delphi 系统中的客户档
13、案表格Method培训方式Training Steps培训步骤Time时间Introduction介绍 Introduction介绍Lecture 教学式运用LCDExplanation and demonstration讲解与展示 Buzz Group列举不同的市场配合不同颜色Test andSummary总结Question to test the trainees 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Actio
14、n and Selection criteria / 计划和选择标准Running Call Report / 经营报告Inquiry & Booking 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
15、 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。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
16、 a selection criteria rating标准价格的选择也需要信息Information required to determine the customers 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Customer Profile
17、 forms can be developed for manual systems like Opera 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Opera或 Delphi 系统。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。Rate each account using
18、 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。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。If an organizati
19、on 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 trai
20、nees 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10 minutes10 minutes20 minutes15 minut
21、es10 minutesTotal 65 minutesTask: Account Management任务: 客户管理Code序号: OH-SM-CS-A002Objectives：At the end of this session, each trainee will be qualify his / her accounts In terms of account base.目的: 课程结束后每个学员都将能够独立管理自己的客户。 Standard: Ensure the most account and their importance to the overall profit ob
22、jectives is identified.标准: 确保明确了解更多数客户及其价值目的。Resources: LCD / Account file forms from Delphi White board, Marker.培训器材: LCD / 客户档案表格，白板，白板笔。Method培训方式Training Steps培训步骤Time时间Introduction介绍Lecture F / C 1教学式Exercise练习Lecture / OHP 1教学式Test测试Summary总结Demonstration with LCD 运用LCD展示Exercise 练习The course
23、should divided in two parts:课程将分为两部分：Account type 客户管理？Account manage 怎样管理客户W.F.I.M:我们将从中获得什么？Effective and affective. Easy to work高效快速，便于工作All account type be written in the flipchart (1) and showing to trainees ( refer to S&P)所有的客户类型事先写在白板上给学员展示所有的客户类型 (参照标准和程序)commercial account / Overseas & demo
24、stic（商务客户境外及本地）travel agency 旅行社government 政府SPG member 仕达屋优先宾客计划会员PICO / CIM /ICCA专业会议活动策划机构GP/SP account 全球及亚洲客户 Frequent walk in guest散客Question: 提问How can we separate the key account and potential account? 如何区分重要客户和有潜在生意的客户？Divided trainees into several group to do discussion then critique after
25、 discussion.分小组进行讨论然后进行评估。Answer: ( OHP 1) Key account - the accounts that provide 80% of this figure and / or meet the selection criteria rating .提供占销售总额80% 的客户或是以较好价格在酒店消费的客户称为重要客户Prospects - accounts that are currently not buying but meet the selection criteria rating .暂时在饭店没有消费，但有能力以较好价位在饭店消费的客户
26、称为潜在客户。Review all key points.回顾要点Break 5 minutesExplain how do account manage?解释如何进行客户管理？showing to trainees and sum up the key point from the S&P展示给学员所有的标准和程序并总结要点。Review the main points of Account Management复习客户管理的主要要点。5 minutes20 minutes15 minutes5 minutes10 minutes10 minutes5 minutesTotal 70 min
27、utesTask 任务：Suppliers File 供应商档案 Code 序号： OH-SM-CS-A003Objectives目的：At the end of this session, each trainee will be able to know how to set suppliers file and arrange it.在培训结束之后，每位受训者都应能够建立并管理供应商档案。Standard标准 : Refer to S&P standard Resources培训器材: Clip Chart, Overhead Projector, Hand Out. 白板，投影仪，培训
28、资料 Method培训方式Training Steps培训步骤Time时间Introduction介绍Discuss 讨论Prepare on the Clip Chart, show the topic of this session准备白板，写出本节内容Contents内容Lecture 讲解Group Discuss 分组讨论Lecture讲解Example举例Lecture讲解Overhead projector投影仪Lecture讲解5. Summary 总结Show “W.I.F.M.”(objective)表明从此课所能学到的内容(目标)Q1: Can the hotel off
29、er all the request of catering client about the facilities? 饭店是否能为客人提供他们所需要的所有设备设施？Q2: Is anyone have the experience that hotel cant offer the facility for the guest because hotel without哪位曾经有过饭店不能提供某项服务只因为饭店没有此样设备或设施？Q3: Normally what can you do when at this situation.通常情况下您是如何来解决这样的问题的。Q4: You fin
30、d what is the problem?您发现这样解决的问题在哪里？Q5: How can we do better?您是否曾经想过如何会做的更好？The course should be divided into four parts: 课程可分为四部份：1. The objection of making supplier file. 建立供应商档案的目的2. How to select the suppliers. 如何选择供应商。3. How to set up supplier file. 如何建立供应商档案4. How to arrange the supplier file.
31、 如何整理供应商档案1. The objection of making supplier file. 建立供应商档案的目的Perfect the sort of facility of hotel.完善饭店服务设备、设施。Effective suggestion for the client.有效的为客人提供信息。Content client the additional request.满足客人的额外要求。1: What is the problem when we use the supplier?当使用供应商时通常情况下会有 什么样问题？2: How will the client t
32、read the supplier as when we suggest a supplier to them.客人将如何看待我们为其找到的供应商？3: What kind of situation need us to use supplier?什么样情况下需要我们使用供应商？2. How to select the suppliers. 如何选择供应商。The facility what we have not or only have a little.饭店不具备或数量少的服务设施。The facility what guest usually used.客人经常使用的的设施。The s
33、ervice that can keep respondence of hotel. 能与饭店服务标准保持一致的。1. Give a list of what we have not or only a little facility. (Projector, Stage, etc.)例出饭店没有或数量较少的设备、设施。(如：投影、活动舞台等设备)2. Give a list of what kind of facility is the guest used usually?(Flip Chart, White Board, Microphone, etc.)例出客人经常使用设备、设施名单。
34、(如：活页夹、白板、麦克风等) 3. How to set up supplier file. 如何建立供应商档案Determine the quality suppliers.确认合格供应商。Valid contact with each suppliers, and collect the information.有效的与所选定的供应商进行联络，并为供应商案收集相关信息。Each suppliers file will contain the following:Business filed / Numbers of each objections / Quotation and nego
35、tiate / Employment record每个供应商案应包含以下内容经营范围/ 可提供产品数量/ 报价及合作价 联络人Show the example form for supplier file.展示供应商档案表格。4. How to arrange the supplier file. 如何整理供应商档案Make supplier record after each event, it will obtain the followingName of use company / The nature of the eventContact person / price and nu
36、mber / Client feedback应在每次使用供应商后进行记录，记录内容如下：使用公司 / 活动类别 / 公司联络人费及及使用数量 / 客人使用反馈According to the suppliers that can not use usually, make contact whiling arrange the supplier files.不经常使用的供应商应在整理档案时进行联络沟通。If the client can not keep the respondence of hotel or get complain form the client, will cancel
37、it from the suppliers file.不合乎饭店标准，或客人使用后不满意的供应商，应取消其档案。Take supplier used record, arrange supplier file once half a year, and report it to the DOSM.有关供应商使用情况，应在每半年整理档案时，向市场销售总监汇报。Review todays content.复习今日内容。Emphasis the key points.强调今日重点。Ask some question about each point. 应重点问题提问。15min 10min5min3
38、0min5min5min5min5min5min5min15minTotal: 60minTask: Brand Identity任务： 品牌一致Code序号: OH-SM-CS-S003Objectives：At the end of this session, each trainee will be able to ensure the protection and correct use of brand identity by sales associates. 目的： 课程结束后，每一个学员将能够确保保护和正确使用品牌。Standard：This policy will maint
39、ain the consistency and clarify of the St.Regis brand. It is the responsibility of the Director of Sales & Marketing to guard the correct use of brand identity that is a key component to the continued momentum of the brands success. The brand identity graphics standard is to be applied and used to e
40、nsure consistent application without compromise.标准： 这个政策将保持持续及使瑞吉品牌更清楚。 正确使用品牌是确保品牌成功的重要元素之一。 品牌鉴别标准是要保持品牌使用要前后一致。 Resources： Whiteboard, Flip Chart, Sales Kit, Giveaway, SPG, SPP or Star Choice Form培训器材： 白板， 翻转展示板，销售资料夹，礼品，SPG 表格Method培训方式Training Steps培训步骤Time时间IntroductionIce break介绍打破僵局 Raise interests提高兴趣Lecture F/CAnd Buzz group讲解和集体讨论提问Summary总结Classic music and the train
