The days pass by silently in the blink of an eye, and we will usher in new work and new challenges. At this moment, we need to start making a plan. Don’t have a clue when it comes to making plans? Below are 5 training plans that I have compiled for you. You are welcome to read them. I hope you will like them. Training plan plan 1
Day 1: Understanding the company and products
The foreign trade salesman has just arrived. First, give him a brief introduction to the work environment, and then give him a company catalog. and product brochures, and then open the company's website, asking him to learn about the company and products on the first day.
The second day: the situation of competitors
Let’s first understand the situation on the first day, give some answers to the questions raised, and summarize it briefly. After finishing, briefly introduce how important it is to do business to understand the situation of competitors, and then take out a printed form with two main products marked on it, and ask them to use one day to complete each product. Find 10 different factories, record the company name, contact information, etc. on the table, and then ask him to get quotes for several product models or quotations for all models through any method.
The third day: in-depth understanding of the product, engineering department training
With the training on the first and second days, I have a relative understanding of the product, and the engineering department will Some main product features, specifications, production processes, etc. are explained. The time is about 1 hour. After the training, a set of test questions will be given and completed on the same day.
Day 4: Use of B2B websites.
Make a small summary of the first three days of training, collect the forms for the second and third days, and explain the relevant matters in the forms. Briefly introduce the structure of the BTOB website, search methods, information and product release related matters, and give some explanations about its importance. Then a form is given, asking to find 20 different BTOB websites, register with the company's EMAIL, and publish a TRADELEAD and a PRODUCT. Fill in the table with the website name, country of the website, registered name, information and product title.
Day 5: Use of search engines
Continue to summarize the training on the fourth day. Then explain some techniques for using search engines to find customers, and send out a form asking for 20 different search engines to be listed, and the website name of the search engine, the region it belongs to, and the number of search results using the same keyword. How much it is and what the first result is are all recorded on the table one by one. In addition, if you look in these search results for products that are the same as our company, open the website, find CONTACTINFORMATION, and record the details in a customer tracking form.
The sixth day, improvement of English speaking ability
As a foreign trade business person, English speaking ability is essential. New employees should be encouraged to take advantage of every opportunity to practice speaking more. There are also some websites on the Internet, such as the Meet to Speak English website, which provide one-on-one English speaking training services.
On the seventh day, some tips and summary for using telephone, fax and email.
EMAIL: It is required to prepare 3-4 completely different letters, which can be sent to customers in each paragraph. He also requested that the first letter be sent to me and the old salesman for review, to find out the shortcomings and to correct them.
Telephone and fax: Salespersons are required to use telephone and fax as much as possible, so that they can get specific information and replies from customers better and faster.
Ask the salesperson to make some summaries of the week's training, exchange experiences with the veteran salesmen, and answer some questions. If all goes well, ask him to familiarize himself with the training for another week. We can start doing business at the beginning of next week.
Foreign trade salesman training program, the one-week business training time is actually very short, but it is still very necessary for new foreign trade salesmen, especially those who are just getting started.
Of course, when doing business specifically, each salesperson has a different method, so it depends on the salesperson's specific grasp. The following foreign trade salesman training program is for more systematic training.
Contents of the foreign trade salesperson training program:
1. Foreign trade and foreign trade jobs
2. Foreign trade export process
3. Enterprise Three stages of growth with foreign trade talents
4. How to create and start an export business
5. Incoterms
6. International transportation and international freight insurance
7. Export commodity inspection and export declaration
8. Export verification and tax refund
9. International payment methods
10. Foreign trade export documents
11. Container and bulk cargo export operations
12. Letter of credit review and document preparation
13. Foreign trade business work scenario simulation and Operation
14. How to find overseas potential customers
15. International business negotiation
16. Foreign trade English correspondence
17. Foreign trade Business Speaking Training Plan Part 2
1. Concentrated training time: February 26 - March 23, 20xx
***Total: 24 days (four weeks)
1. Daily training schedule: 8:30-11:30 in the morning
13:00-17:00 in the afternoon
2. The time schedule is as follows There are six working days per week, 7 hours a day. Before each day's training, the students will review the learning status of the previous day. At the end of the training, the real estate consultant's learning status will be comprehensively assessed, and the assessment results will be included in the final real estate consultant score.
2. Stage assessment;
3. Training completion assessment;
4. Required cooperation departments: office (company rules and regulations, relevant video materials, etc.)
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Overview phase schedule:
The first phase is the preliminary understanding phase
The time schedule is 2 days (time is February 26-February 27)
Training prerequisites:
This stage is mainly about self-introduction among colleagues and understanding the basic situation, characteristics, specialties, etc. of real estate consultants. Training content:
1. Company profile;
2. Company system;
3. Related video learning;
4. Department Structure and responsibilities;
5. Positioning of real estate consultants.
Purpose of training:
To cultivate the basic professional knowledge and quality of real estate consultants, and to enable students to understand the basic situation of the company, form a sense of belonging to the company, and initially establish team awareness and spirit.
The second stage is the basic knowledge training stage of real estate
The time schedule is 5 days (from February 28th to March 5th)
Training Prerequisite:
This stage is the basic stage of training.
Training content:
1. Commonly used terminology in the real estate profession;
2. Marketing-related content;
3. Customer characteristics and Its purchasing psychology;
4. Knowledge of real estate transactions and taxes.
Training purpose:
The main purpose of the training is to enable students to master the relevant basic knowledge of the real estate industry, form a preliminary understanding of the real estate industry, and master the basic situation. Lay the foundation for the professionalism of later on-site reception.
The third stage is the macro market and regional real estate market conditions training stage
The time schedule is 5 days (time is March 6-March 10)
Training prerequisites:
The training content at this stage is derivative training, focusing on examining the trainees’ work autonomy.
Training content:
1. Macroeconomic situation;
2. Real estate macro situation;
3. Development history, current situation, Regional real estate development status;
4. Market research;
5 Research report writing.
Purpose of training:
Through market research on the macro real estate market and other projects in the region, we will understand the basic overview of the market and grasp the dynamics of competitors. Combined with the comprehensive situation of the first and second phases, according to respective market survey reports and market survey explanations.
The fourth phase is the training phase of the project itself
The time schedule is 5 days (from March 11th to March 15th)
Training Prerequisite:
The training at this stage is mainly to enhance the understanding of the project itself, to explain the selling points of my project combined with the understanding of the market, to build the students' confidence in the project, and to learn the preliminary real estate sales. Skill. Mainly around the content of my project.
Training content:
1. Overall project overview;
2. Project planning conditions;
3. Project status and unit type;
4. Planning concept;
5. Construction standards, landscaping, contracts, loans, etc.
Purpose of training:
To enable real estate consultants to fully understand this project and make it easier to instill knowledge into customers.
The fifth stage is the sales skills training stage
The time schedule is 8 days (from March 16th to March 23rd)
Training prerequisites :
This stage of training mainly integrates all the knowledge trained in the previous stage and conducts drills based on the situation at the sales site. It mainly focuses on real estate sales skills and conveys sales concepts through past sales experience. Training content:
1. Sand table sales lecture (general sand table, regional sand table);
2. Telephone answering;
3. Customer reception;
4. Opening remarks;
5. House type explanation;
6. Loan policy (commercial loan, provident fund) and conditions;
7. First time Forced to confirm;
8. Build momentum and select housing;
9. Calculate the price of property supporting facilities;
10. Appreciation, preservation and market entry opportunities;
11. Concrete analysis of specific issues.
Training purpose:
To strengthen the actual sales skills of real estate consultants in the form of sales lectures, simulated sales lectures, etc. The assessment results at this stage and the results at each stage are combined to ultimately determine the real estate consultant’s position. Keep. Training Plan 3
Training time:
14 days;
Training hours:
70 class hours;
Training personnel:
Front office staff;
Training content:
Overview of hotel front office and product introduction, hotel organization structure, and various departments Person in charge and contact information, etc., as well as specific requirements for courtesy, appearance, and body language. The top ten hotel consciousnesses (group, service, obedience, role, sales, safety, communication and coordination, pre-control, time, efficiency and quality consciousness). Guest reservations: Make reservations, changes, and cancellations by phone. The stance and smile of the concierge and other personnel, the actions of pulling and pulling the door. Storage and distribution of team luggage, delivery of guest items, and entrusted agency services.
Handle guest payment procedures, departure preparations, and individual customer checkout. Communication, coordination and cooperation between the front office and other hotel departments. Randomly check the work of the previous day's team, handle emergencies, and record the work of the current day. Computer operation training, assessment, fire protection training, field simulation operation.
Training purpose:
To enable employees to understand:
1. The nature of the hotel and the work content of this position;
2. Guests is the main thing, all work revolves around the needs of guests;
3. Hotel work is like a team playing football 99 1=100;
4. Understand the role of the hotel front office
Attachment: Front desk work procedures and standards
Work project name: Preparatory work procedures and standards before reception class
Work project responsibility: Front desk receptionist
Work Project Procedure Standards
Dress and sign in 1. Dress according to regulations; 1. Check whether your appearance meets the specifications; 2. Sign in at the department clerk's office.
Preparation for succession: 1. Prepare all materials and tools; 2. Understand the important matters of the hotel that day.
Shift handover 1. Listen to the previous receptionist’s explanation of the work situation and understand the remaining issues; 2. Read the shift handover record book; 3. Handle unfinished matters.
Work item name: Telephone reservation
Work item responsibility: Front desk reception
Work item procedure standards
Answer the phone and answer guest questions Inquire. 1. Answer the phone within three rings and say "Good morning/afternoon/evening, reservation, hello! Front desk." Ask the guest if you can help. 2. Patiently answer the relevant questions raised by the guests and seize the opportunity to promote to the guests. 3. When the guest proposes to book a room, we introduce our room types and ask the guest to choose. ① Listen carefully to the guest's room reservation requirements, ask when to come and what room type. Quickly check the computer to see if the room type the guest needs is available, and answer the guest after confirmation; ② If the guest's request cannot be met, the guest can be advised to upgrade the level, choose a compromise, and try his best. May meet guest needs. ③ If you are truly unsatisfied, apologize and recommend a hotel of the same star rating to the guest or advise the guest to change the date. ④ I apologize and hope that the guests will come.
Fill in the reservation form and register each item one by one according to the contents of the reservation form. After completing the form, repeat it to the guest (who will stay, when, how many days, what room will be used, and how many rooms will be used) , what is the room price, the person who made the reservation, the contact number of the person who made the reservation, the reservation time, the person who accepted the reservation, the time of acceptance, the date), please indicate the date of booking and sign after checking it is correct. The special reservation requirements of the guests and us must be clearly recorded in the remarks column;
Thank the guest 1. Tell the guest that the reservation is OK and tell the guest his or her name; 2. Thank the guest for calling and Welcome to the hotel.
Processing reservation information 1. If booking on the same day, pre-allocate rooms and enter them into the computer. The information in the remarks column should be as detailed and comprehensive as possible. 2. The reservation form is placed in the reservation information rack as required; [Page]
Work item name: Sales Department Reservation
Work item responsibility: Front desk reception
Work Project procedure standards
Review of sales department reservations 1. Carefully review the contents of the sales department reservations and classify them according to different contents; 2. Understand the room reservation situation; For important situations or reservations with questions, please ask the front desk for instructions The foreman will handle it; if the reservation is not clear, you should ask the sales department reservation person in time until it is clear.
Processing reservation information: 1. Put the reservation information into the data rack as required; 2. If booking on the same day, 3. Pre-allocate rooms, 4. Enter into the computer.
Work item name: Direct booking processing
Work item responsibility: Front desk reception
Work item procedure standards
Welcoming guests 1. Guests When approaching the front desk about two meters, the staff on duty should look at the guest, smile and greet the guest "Good morning/good afternoon/good evening/sir/ma'am/miss, is there anything I can do for you? 2. a . If the receptionist is busy at the time: the receptionist is answering the phone, he should look at the guest, nod and smile, and use gestures to indicate to the guest to rest in the rest area; b. When the receptionist is receiving other guests, he should nod and smile to the guest and say: "Mr. /Ms./Miss, I'm sorry, please wait"; the receptionist should end the work at hand as soon as possible, receive the guest, and apologize to the guest again; c. If the work at hand cannot be completed immediately, the receptionist should receive the guest first or signal other employees to receive the guest as soon as possible. 3. If the guest is staying in the hotel for the first time, he should be given room pictures and information to ask him to choose. 1. According to the guest's needs, take the initiative to recommend higher-end rooms to the guest: a. When the guest specifies the room type, the best room in that category should be recommended; d. When the guest does not specify the room type, the best room that matches his or her identity should be recommended. 2. Search the computer for the room type that the guest needs.
Fill in the reservation form 1. Fill in the reservation form item by item. 2. Check the filled in reservation form, repeat it to the guest item by item, and sign after confirmation.
Farewell to the guest 1. Tell the guest. Explain the check-in procedures after arriving at the hotel with the guest's own name.
The information in the remarks column of the reservation information should be as detailed and comprehensive as possible. If booking on the same day, pre-allocate rooms and enter them into the computer.
Work item name: Reservation change and cancellation processing
Work item responsibility: Front desk reception
Work item procedure standards
Check reservation information. Take out the guest’s reservation information from the file shelf and check it with the reservation change or cancellation materials; a. If the guest makes a request for change or cancellation by phone , first ask the guest to wait, and quickly find the relevant information, "Sorry, Mr./Ms./Miss, I kept you waiting for a long time." Write down the content of the call and the notification name and phone number; b. If it is a cancellation order from the sales department, you should Read the cancellation form carefully. If the key points are not clear, you should call the sales department to check or ask the sales department to send another cancellation form.
Fill in the corresponding documents and fill in the reservation change form according to the requirements of the customer or the sales department. Reservation cancellation form; a. It must be filled out again and no modifications are allowed on the original document; b. The guest's notification form regarding reservation changes or cancellations must be stored together with the filled-in corresponding form together with the original reservation form.
Modify the computer information. If it has been entered into the computer, modify the original information on the computer according to the contents of the change order or cancellation order. After modification, sign the change order or cancellation order.
Data processing will put the unified stored reservation information into the designated place; if it is a reservation change, it will be placed in the corresponding reservation information cabinet after the processing is completed; if the reservation is canceled, after canceling it on the computer, it will be in the original reservation form Sign "Cancel" and put it in the cancellation cabinet. [Page]
When dealing with aftermath matters such as changing or canceling special items such as original room prices, deposits, etc., the relevant departments should be notified immediately to make corresponding changes;
Name of work item: Debt placement Reservation processing
Responsible for work items: reception at the front desk
Standards for work items procedures
Notify the hotel’s relevant regulations to the booker. When it is learned that the guest who made the reservation requests to hang up the account, The reservation clerk needs to politely, patiently and accurately explain the hotel's relevant regulations to the reservation guest, and ask the guest to show the signature card or gold card. If the guest does not have it or does not bring it, please go to the sales department to go through the reservation procedures.
Record According to the reservation form, fill in the content item by item (especially write down the debit items, debit unit, debit person, and card number), and repeat the reservation content to the guest.
Archive Make a reservation on the same day; pre-allocate rooms; and enter them into the computer; the information in the remarks column should be as detailed and comprehensive as possible. The reservation order is placed in the reservation information rack as required;
Work item name: Preservation order archiving processing
Work item responsibility: Front desk reception
Work item procedure standards
Archive reservations and put them into reservation folders according to teams, individual travelers, and conferences.
Archiving of change orders: Find the guest's original reservation form and attach the change order to the reservation form.
Archive the cancellation order. Search the original reservation order attached to the cancellation order, and then store it in the cancellation locker.
Work project name: Creation and query processing of guest history files
Work project responsibility: Front desk reception
Work project procedure standards
Prepare the registration form. Place the registered guest accommodation registration form on the reservation form and enter it into the computer item by item.
Create guest history 1. First enter the guest’s name and gender, company name, home address, postal code, nationality, city name, ID name, ID number, etc. Based on this, create a brief history for the guest. 2. Enter the guest’s other special requirements into the remarks column; 3. If the guest is a hotel member, the member number needs to be entered into the remarks column; 4. When special guests’ requirements require special attention, enter all the guest’s information into the computer .
Confirm to check whether the information stored in the computer is consistent with the information handwritten by the customer. It should be confirmed to be correct. Training Plan Part 4
1. Guiding ideology of financial work
Focus on operations, serve all departments (branch companies), and strive to maximize corporate interests.
2. Principles of financial work
(1) Adhere to the fact that the financial department works under the leadership of the general manager (vice general manager in charge), adopts a department manager responsibility system, and is responsible for all branches and subsidiaries principles of financial management and fund allocation.
(2) Adhere to the principle of "vertical management" of financial personnel, and the financial personnel of each unit are appointed by the head office.
(3) Adhere to the principle of completing the transformation to centralized finance, intensive finance, management finance and operating finance on the basis of accounting finance.
(4) Adhere to a sound financial strategy and establish a financial early warning mechanism principle with the core of preventing operating risks and controlling financial risks.
III. Functions and Authority
(1) Functions of the Finance Department:
1. Financial management
2. Accounting
3. Planning and overall management
(2) Responsibilities of the Finance Department
The main responsibility of the Finance Department is to organize and establish various financial systems according to the business objectives of the company’s general manager, clear financing channels, and provide financial management Perform overall control over accounting work and capital operations; at the same time monitor the company's financial status, conduct timely financial analysis and financial forecast reports, and provide basis for business decisions
to safeguard the interests of the company and all employees , to ensure the realization of business objectives.
1. Strictly implement the financial accounting system and establish a complete account book management system and financial accounting system.
2. Improve the financial management system, prepare financial plans, and strengthen operating accounting management.
3. Analyze the implementation of financial plans, provide financial analysis reports, and inspect and supervise the implementation of financial disciplines.
4. Be a good decision-making consultant and provide reliable accounting information to decision-makers and relevant managers in a timely and accurate manner.
5. Prepare accounting vouchers and various reports, and properly manage accounting books and files.
6. Responsible for the payment of labor wages and employee benefits to the company’s employees.
7. Responsible for the review and reimbursement of various company expenses and cost control management.
8. Coordinate the relationship with the taxation and banking departments, implement national tax laws and policies, and complete tax declarations in a timely manner.
9. Design the company’s internal control system and complete various audit work.
10. Use funds effectively and rationally, and do a good job in financing according to the unit’s financial situation.
11. Prepare various planned statistical reports and complete other tasks temporarily assigned by company leaders.
(3) Rights of the Finance Department
1. The right to participate in major business decisions of the company and provide financial data and information for decision-making.
2. The right to participate in the formulation of annual, quarterly and monthly production plans and provide opinions and suggestions.
3. The right to participate in the formulation of annual, quarterly and monthly sales plans and provide opinions and suggestions.
4. The right to participate in the formulation of annual, quarterly, and monthly procurement and supply plans and provide opinions and suggestions.
5. Penalize departments, branches and individuals that violate financial systems.
6. Implement financial supervision and assessment of other departments.
7. The right to make recommendations on the appointment and dismissal of employees within the department.
8. The power to require relevant departments to cooperate with relevant work.
Responsibilities of the Financial Director
1. Under the leadership of the Board of Directors and the General Manager, be in charge of the company’s accounting, reporting and budgeting work.
2. Formulate and implement the company's financial strategy to support the company's implementation of its business strategy.
3. Responsible for formulating the company's profit plan, capital investment, financial planning, sales prospects, expenditure budget or cost standards.
4. Carry out tax management and plan formulation.
5. Improve the company’s internal accounting system and financial management rules and regulations.
6. Carry out economic activity analysis, prepare company financial plans and cost plans, increase revenue, reduce expenditure, and improve efficiency.
7. Supervise the company’s compliance with national financial laws, disciplines, and board of directors resolutions.
Responsibilities of the financial manager
1. Preside over the overall work of the department, organize and supervise department personnel to fully complete various tasks within the scope of the department's responsibilities.
2. Organize the preparation of control standards for the group’s annual comprehensive financial plan based on the group’s medium and long-term business plans.
3. Responsible for organizing the implementation of the "Accounting Law" and local government laws and regulations related to financial work.
4. Develop, maintain, and improve the company's financial management systems and policies, and formulate annual and quarterly financial plans.
5. Carry out company cost management, carry out cost forecasting, control, accounting and analysis to improve profitability.
6. Responsible for establishing and improving the company's financial audit and audit internal control system, and supervising its implementation.
7. Responsible for the management of funds and assets.
8. Carry out overall planning and management of corporate taxation, and complete tax declarations and annual audits on time.
9. Provide advice and decision-making support for the company’s major investment, financing, mergers and acquisitions and other business activities.
10. Report business status to company leaders and provide financial analysis data and suggestions to senior executives.
11. Organize assessments, analyze the company’s economic results, and put forward feasible suggestions and measures. Training plan plan Part 5
1. Training needs analysis
(1) Training needs analysis background
Vanke Enterprise Co., Ltd. was established in May 1984. With real estate as its core business, it is one of the first publicly listed companies in mainland China. At present, the business covers the three major economic circles of the Pearl River Delta, the Yangtze River Delta, and the Bohai Rim, as well as the central and western regions, with a total of 53 large and medium-sized cities. In its many years of operation, Vanke has adhered to the operating principles of “no land hoarding, no land holdings, and no land acquisition”; it has implemented a business strategy of rapid turnover, rapid development, and relying on professional capabilities to obtain fair returns.
The products have always been positioned in the urban mainstream residential market, mainly supplying housing for ordinary urban families. We insist on fast sales and reasonable pricing, and require the sales rate of subsidiaries in various places to reach more than 60% after the launch of their properties. At the same time, the company adheres to standardized operations and does not pursue high profit margins. With the continuous progress and development of Vanke Enterprise Co., Ltd., the demand for sales talents has become increasingly urgent. How to build an excellent sales team and continuously improve the company's sales level is of great significance to the future development of the company. In the face of both opportunities and challenges for real estate companies in 20xx, in order to further develop the market, the company decided to conduct a training needs analysis for on-the-job sales staff. It is hoped that with the help of training, the company's marketing staff will improve their marketing level, improve marketing performance, and promote the company to be better Develop faster.
(2) Reasons for training demand analysis
1. Judging from the recent sales performance, there is a certain gap between some sales performance and the expected marketing goals;
2. After many observations, although the company has clear regulations on the work process of sales positions, the sales staff do not strictly follow the work process in actual work. There are many redundant and redundant steps, which affects work efficiency and work goals. Completed;
3. The number of complaint calls increased, reflecting that some sales staff did not follow the process during the sales process and the procedures were disordered.
(3) Purpose of training needs analysis
Through this training needs analysis, we can communicate well with sales staff, understand the training needs regarding the work process of the sales position, and better Help with training so that sales staff can fully understand the work process of the sales position, optimize the work process, improve marketing level, improve sales performance, complete sales targets, better serve customers, and promote the rapid development of the enterprise.
(4) Training demand survey targets
1. Survey department: Human Resources Department of Vanke Enterprise Co., Ltd.
2. Survey targets: Sales department of the company Sales staff
(5) Training needs investigation method
In this training needs analysis process, interviews were mainly conducted.
Since this training is mainly aimed at the work process of sales positions, the interview outline is mainly designed to interview current employees around the work process. The main purpose is to understand their awareness of existing work process regulations, and to collect the parts and links that current employees think should be strengthened in training. Through the analysis of the interview outline results, we can understand the gap between the working process of the current sales staff and the work process specified by the company, so as to facilitate the formulation of training content and clarify the focus of the training, making this training more targeted.
(6) Sources of training requirements materials
1. Employee profile table and performance table
2. Job description of sales staff
3. Collect information through interviews (see the attachment for the interview outline)
(7) Time schedule for training needs analysis
1. May 4, 20xx: Preparation work, prepare relevant materials
2. May 5-April 7, 20xx: Design and complete the interview outline
3. April 8-April 10, 20xx: Analyze relevant materials , write a training needs analysis report.
(8) Training needs analysis report