文档介绍：欢迎参加Caterplan
e to the caterplan product application training
产品知识应用培训
1
第一天 Agenda Day 1
课程介绍 Course introduction
厨房的安全与卫生(1hr) Kitchen Safety and Hygiene
BKT 录象-传统烹饪技术(2hrs) BKT Video - Classic Culinary Skills
本地产品,实际应用(包括产品比较)(3hrs)
Local Product, Practical Application (including parison)
信息来源 Information Sourcing
菜单分析() Menu Analysis (all outlets)
信息来源和信息使用(1hr)
Information Sourcing and information use - People watching
神秘盒子比赛(10mins) Mystery Box Challenge
2
第二天 Agenda Day 2
第一天回顾 Re Cap day 1 (30mins)
烹饪比赛 petition (3hrs)
厨房设备/用具的识别和使用方法- 利用厨房内空间 Identification of Kitchen Equipment/Utensils and their uses (1hr) - Use of space within a kitchen
便利与新鲜的矛盾(包括成本) The battle between Convenience and Fresh (inc. costing) (1hr)
- Caterplan 与竞争的矛盾 The Battle between Caterplan and petition - 提问方式 Questioning Styles
全部利用(1hr) Putting it all to use (1hr)
3
课程目标 Course Objectives
全面增长产品知识 Raise overall product Knowledge
提高产品应用能力 Raise Product Application ability
增强厨房管理意识 Raise awareness of kitchen operations
增强对厨房设备及使用与Caterplan的相关意识
Raise awareness of kitchen equipment and uses and there relevance to Caterplan
增强对餐饮人员需求了解 Raise awareness of the needs of the Caterer
使Caterplan销售人员与餐饮人员建立联系并满足他们的需求 To enable Caterplan Sales people to relate to the Caterer and their needs
教会Caterplan销售人员用自己的眼睛,耳朵和嘴去发现和开发一切可能的机会 To teach the Caterplan sales person to use their Eyes, Ears and Mouth to identify and exploit all possible opportunities
4
典型Caterplan拜访的现状 Current situation in typical Caterplan call
拜访阶段 Stage of call
具体行动 Action
计划& 准备
Planning & Preparation
详细查看上次拜访的卡片记录,
准备样品,Checks record card for details of
last call, prepares samples, prop sheets etc
进入拜访阶段
Entering call
直接去会面地点,集中精力面谈
Goes direct to meeting place focused on interview
开始拜访
Opening call
用4 x 6模式询问探索性问题
Uses 4 x 6 asks some probing questions
结束
Close
用50%的时间拿到产品定单
Asks for and 50% of the time gets the
order for that product
说服
Presentation
样品可使谈话有针对性
Samples product gives