weekly workflow reference:
processes
a week, 1-5, early work:
1. Manager to complete a variety of business last month on reports submitted work, including: (stores last month, sales commission table) (Purchasing Guide VIP list to open) (time sheets last month) and other reports;
2. Complete shop inventory, inventory data turned over to the higher authorities, the specific operations (inventory management regulations);
3. The second half of last month, reported the daily cost of audit reimbursement
4. Add variety;
what we play in the enterprise product? Semi-fine waste drugs
interaction analysis theory: end shopping guide focus: mastery of product knowledge service skills sales managers in the organization the ability
role:
1, is an expert problem-solving;
2, leading to assistant;
3, is the team leader;
4, is a partner of other managers;
5, not from others because of your own work to evaluate you, but according to your subordinates, colleagues, superiors of other people to judge you;
6, from your values is not done, but what is that you achieve;
What is management? How to let others do what you want to do
the most popular kind of shop supervisor:
strong overall quality: a fair, just, humor, passion, a new and strong, expertise, professional knowledge, enthusiasm, sense of purpose, authority, responsibility, self-cultivation, there is the image, character and poise, Gongsifenming, a good attitude and positive;
opinions are respected, engaged in the management of health to a new job or equipment when working with the opposite ######, and boss just melt when the scope of personnel management
terminal:
personnel management: the role of employee motivation and communication management career guide
team management: establish an effective network of Organization
target management: program management authorization time
Performance Management: job counseling to solve the problem ; performance evaluation
ability to focus sales staff: average unit price of high-priced products shopping guide sales ability;
customer price shopping guide services, especially the level of service to customers;
value-added with the ability to sell the shopping guide;
terminal personnel management evaluation shortcut:
range of terminal personnel management: personnel management capacity to play, team management level of collaboration, Management by objectives profit executive management performance management results
shop personnel management focus: 1, control and attendance arrangements;
2, sales incentives;
3, build team spirit;
4, reasonable arrangements for the work of subordinates;
observed terminal point: Man intimate look at see the technology used to conduct watch to see what the members of Executive
worthy of culture: a positive attitude efficiency of targeted goals
desire for knowledge to learn time management of knowledge and will perform mobility
supervisor in charge of the lower ability to assess the three main points: credibility; excitation force; leadership.
staff training and counseling: a new staff training and counseling: new employees to familiarize themselves with the workplace, information on the company provides, shop work procedures and method of operation to achieve sales targets to understand the meaning and methods, product knowledge, Sales skills service skills training.
employee performance appraisal evaluation performance indicators
1. Staff to achieve sales targets and more
2. Additional sales value
3. Customer price average price
4. VIP sales accounted
behavioral indicators appraisal: team work attitude, obey the directives of superiors, work accuracy, validity, ability to deal with always, self-discipline, discipline, mastery of product knowledge
selling techniques and the use of service skills, customer complaints, satisfaction
fast transaction processing 5 Steps
1. Familiar with the washing and maintenance of goods FAB fabric
2. Success Stories
3. With additional marketing
4. Popular information room guide
5. Quality service
store merchandise management terminal points:
1. Goods listed
2. Goods with
3. Merchandising
4. Goods familiar
5. Merchandising
6. Goods explain
7. Goods adjust
8. Commodity logistics
9. Goods kept
pre-season storage of goods quarter in the consumer end of the quarter
VIP customers to promote the appointment ;
prospective customers in advance VIP consumer Customers
discount merchandise to promote value-added high-priced commodity customer price
; high-margin products profitable customer inventory cleared
merchandise sales cycle management
(past week) 800 (40 * 7) = 140GD 3 months
into the sales ratio: the number of sales of stock sales + inventory * = number of contributions to the value of goods
listing of the goods:
product sales cycle, combined with the estimated and actual sales volume forecast
according to the display surface shall display the location and the best pre-season arrival at the shop
push direction? Reservation sales
season to promote the shop when the direction of arrival? Quasi-VIP
end of the quarter, driven shop when the direction of arrival? Special VIP
a shop with goods the quantity of goods, whether the structure will be in the shop with a reasonably direct impact on sales, so the product must be analyzed with the following important factors:
Su Regional District: shops and their locations, levels of economic development, population and density. Commercial development
district factors: Area Analysis, district type, knock-on effect, balance and harmony within the business district, shopping district of the expansion and development
1. Large stores, warehouse large: section code can be equipped (goods adjusted periodically, a small shop near the Treasury the amount of money to prepare non-running code can be placed in the shop)
recommendations for improvement: A Series: Compression shop market area, pull Great performance efforts
B series: political parties continue to play, may be appropriate to widen the field area (slightly larger than the relative proportion of stock)
C Series: extraordinary play, attention to replenishment, may be appropriate to widen the paved-area.
familiar goods, sales and explain
1. Listed implementation - three exercises (try the test ride, lecture) VIP appointment sales management information to use;
2. Goods to explain - the realm of one: the realm of two styles: practical, professional level III: content, quality;
track listing (7 days): the amount of money move off move off than the list than the smooth section ; hysteresis models list;
effectively guide customers fitting that we name / explain the theme of clothes; very style of the word, you put a adjective feeling, I'll take you to try it to guide errors: just look like it try.
small exercises - product FAB F (Feature) characteristics of A (Advantage) advantages of B (Benefit) benefit
example: F Features A benefits B benefits
fabrics: cotton yarn, woven fabric of high gloss chill cool
feel fine price: high-priced products work fine ; process reflects the high value of the sense of novelty and special taste
color in the color bright blue T-shirt to cater to international trends, from the fresh and energetic
essential part or parts out of high-quality feel.
general customer needs priorities:
order of one: style profile shape / cut
order two: price-mediated Qian Wumart
order three fabrics feel / comfort, worth
order four colors: the color of the customer is very important to us very difficult to change the order of five patterns
story / origin
image consultant push the price of order of priority:
order a style way of life / personality reflects
order two color set off the individual temperament of the order of three fabric feels
/ comfortable degree / order four-esteem
style profile shape / cut
order five: design process to enhance the selling price worth
six
way to success:
clear goals - determined - the concept of positive right - good habits - positive action
the fastest of the three successful tips 1
1. Services for a successful person
2. To cooperate with the successful
3. You people make a successful service manager role
gold cognitive
1. The company's agent
2. Managers
3. Communicator
4. Intelligence gatherers
5. Instructor
6. Actors
7. Survey respondents (staff, marketing)
8. Preservation of those
manager should have a positive attitude
: Stick goal patience: do boring things
desire to repeat the success of ; the salesperson patiently guiding
challenges
inclusive: allow sales mistakes cheerful: Keep a smile, a smile is copied out, a smile is the beginning of communication and caring heart
salesperson
four good wives Heart
fair
just
humble
positive attitude, stable
patient, meticulous sense of humor
rich experience to operate the shop,
elite manager competency requirements
organization and management capabilities
execution
communication skills training capacity
planning
; ability
identify problems and problem-solving ability
management of shared
boss to subordinate (manager) management Yong Li assessment of three important focus
credibility Capacity: Does the trust of subordinates can get (charisma)
stimulate capacity: whether the desire to stimulate the work of subordinates
Leadership: Leadership and co-ordination team
matter what industry you are in,
To become an industry leader,
you always go one step further than its competitors,
do a little bit!
- Li Ka-shing
honor, duty I see - the manager of workflow management skills
brainstorming [Example]
manager is extremely important as a store management role, please your daily work experience, list manager on: sales management, administration and personnel management, customer management, store image management, market research, security management responsibilities
First, sales management
1. On the shop's sales target is responsible for: setting goals, including assistance to the competent, objective analysis, target tracking, target decomposition, goal review, etc.
2. Perform detailed commodity management: daily check the accuracy of store sales invoices, monitoring products, sales, storage, back, up and so on. Goods storage, inventory, transaction work
3. Sales Monitoring: Depending on the sales period, or when changes in conditions of sale, adjusted sales program
4. Management meeting held in store: follow-up goals, achieve progress and share success stories, review and improvement problems, training co-ordination of communication.
Second, personnel administration
1. Transmit to the state's policies and subordinate to the higher authorities of the shop
2. Training staff to guide the daily work of
3. Employee performance evaluation, fair and accurate assessment of the subordinate's ability and work performance
4. Communication and coordination between colleagues,
Timberland, develop team spirit
5. Monitor the implementation of rules and regulations of the shop:
Third, customer management
1. Customer Service: customer service and management to ensure the normalization of the terminal, and properly handle all types of complaints
2. To build customer profiles, to establish and replenish
four customer data, market research
1. Market information collection: the collection of dynamic information market conditions, timely reporting company
2. Competitive Research: Competitive brands often concerned about information, research the advantages, avoid its shortcomings, from time to time, promptly report to higher authorities dynamic of competing products, to help adjust the sales strategy management
V. Store image management
1. Image maintenance: proactive maintenance brand and store image, store gas around, pay attention to maintenance of shop equipment
2. Goods on display: co-ordination, implementation, maintenance shops goods display
3. Shop 6S; implement 6S shop work (clean, order, straighten, clean, quality, safety)
six, security management
1. Classic (basic models) brand inherent style, design a simple, concise, easy to mix
2. Extended models, the more popular on the season, the season after good cause to continue selling
3. The main push models very design concept is unique, the price is high, people choose to wear
easy-going type, type oriented conservative trend
manager's daily work flow;
Morning: Yesterday's sales summary, transfer of company resources, determine the target today, the store staff to understand decomposition
store: store the goods on display, promotion, cleaning Check the status
shop conditions: light music, props health promotion staff morale of goods sold today
focus: the main section of the FAB sales push plan objectives
sure: above all confirmed shop, education programs for new employees to guide the work
special sale of goods: the main push models, best-selling models other styles of the season shall display
follow-up: Target reached to confirm the progress
inventory : Understanding the warehouse number, style
30 minutes before the close of business: summary of the case
target completion the close of business: the case of health objectives to complete, summarizes the work day harvest, motivate staff checked bag
Sales: 1, presided over the meeting to shop colleague clear;
2, to the first day of sales;
3, were within the 3 day sales staff in the plot set up, follow up every day, every day the sales charts released early, there's a list of the last;
4, each of my colleagues about the sales, the completion of the icon, to give promotion to remind 5 arrangements;
Group: launch of the game ; return VIP group to follow up the work of raw commodities
point: to buy field to maintain the quality of the display of goods for goods up to do
expert group : simple things you do is repeat winner experts
: happy to do repetitive tasks you are the winner
commodity groups: commodity aspects of the work, the image of the staff activities Invoicing Services Group Special Services
image manager of the weekly / monthly / yearly operational procedures;
weekly processes;
Monday: for the last week of sales and inventory replenishment; finishing last week's sale of the indicators;
Tuesday: held weekly meetings with the mayor;
Wednesday / Thursday: Follow-up weekly meetings of the organization of work, holding regular weekly shop;
Friday: Check this week's replenishment situation;
Saturday / Sunday: main sales;
marketing: service skills, sales techniques;
KPI: quantifiable, recognized in advance the progress of the organization's key performance indicators;
Sales: pay value-added: Today the total number of assembly * Single 28 / 10 = 2.4 normal 1.5 promotional single value 2;
assessment: skills with additional marketing capabilities;
greeting: the nature of the action standard, the standard characteristics of eyes;
customer price: The total sales turnover of the total amount of * singular 3,000 / 3 Single = $ 1000, the assessment of ability to service large rooms;
average unit price of: * Sales total amount of the total number of 4,500 yuan / 17 = 265, the ability to sell high-priced;
VIP sales accounted for: VIP sales amount / total sales, VIP maintenance capabilities;
sales links Note: shelves before the inspection, the inspection when the display before sale and turnover time of inspection, inventory of goods to understand the sales process due to defective processing package thread, quality problems.
Goods Logistics: unsalable goods adjust the zero adjustment of the company off the goods without payment of the adjusted seasonal adjustment
commodity goods logistics chain Note: to carefully check the quality of the goods: check the documentation: strict compliance with procedures Process:
, sales, storage, transfer cargo procedures; purchase program inventory program transferred into the sales process / procedure
goods shipped custody transfer inventory control
capacity to understand the size shops, ensuring the right amount of inventory goods.
lack of understanding of shop goods / loss rules, clear warehouse management responsibilities to ensure replenishment, allocation rapidly and effectively.
store all kinds of goods on the details, should be aware in order to add items at any time.
keep abreast of new goods production company.
daily check store goods missing / damaged and warehouse inventory of the situation,
goods stranded on the stock to do promotional programs. how the classification of the product inventory
:
1. Orders generated inventory: trees and gaming display homing
2. Purchase of inventory produced: goods on time replenishment time to grasp.
3. Paul simply generated in the process of inventory: Paul Chien bad
4. Produced during the time of sale inventory: dynamic and timely follow-up, climate change, store and consumer-type cells, characteristic grasp.
reached the idea of performance:
1. Image: brand image, staff image, store image, product image, service image, to promote the image;
2. Promote: External drive: promotion (for sale) Internal promotion: staff motivation (game)
3. Management: performance goals: performance goals, targets, operational goals
a brand monopoly characteristics
1, pay attention to store decoration gives a fine feeling;
2, to provide more services than other stores;
3, customer base needs;
4, into a series of goods, Minato clams have strong quality characteristics;
5, the implementation of operating characteristics, emphasis on personalized;
6, Purchasing Guide has a wealth of high-grade knowledge, there are more strong ties with customers. And can be controlled;
Chen patients state district promotional merchandise promotional area
1, geographical distribution of goods;
2, to facilitate customers to choose ;
3, a color and deep color of the goods;
4, the store layout to the customer should be good enough to stay out of active time;
5, According to the shop area, seasonal changes in the law and transactions, through the rational distribution of regional and store shelf space;
6,
timberland boot for men, weekdays new stock market;
business goals and product layout and display arrangements for customers flow line. Check In
observe the direction of the main flow of the customer routes should be smooth to guide customers into every corner, as much as possible exposure to commodity
longer channel design, product factors, there is a sense, the eye can be and, at a glance , easy to touch, easy to get the dead ends put colorful clothes. Model space can be put bits of dead model group linked to a long side of the middle of the shop can be a positive link;
three shops in the terminal VMD target
1. Sales, marketing refers to the concept, VMD products to help customers look closely, touch and feel merchandise goods.
2. Shows, through VMD, so customers have a specific product knowledge, promote marketing purposes
3. Show, showing off the clothing to the excellent characteristics of customers to attract their attention, triggering further interest.
4. Informed, the popular information, goods information to customers, allow customers to keep up with the pace of the popular.
5. Fun, the theme of the performance of the system, giving customers new and interesting feeling.
store displays basic principle: according to color within the cell range partition by partition by partition
old to keep updated of new principles:
store display requirements change frequently to keep stores the freshness. Specific requirements are as follows:
a. model the kind of changed weekly
b. being hung out like every Week three
c. replacement display shelves adjusted once every two weeks, local store layout
d. large monthly adjusted once
store promotional materials / display props etc. updated:
a. real-time display at the store sold expired POP POP must be removed;
b. seasonal posters, light box art and other requirements should be changed regularly according to the company;
c. outdated holiday decorations to timely evacuation of the store;
d. maintain and update the display of props;
e. dressing room shoe according to season update;
hardware maintenance and refurbishment of the store: the refurbished store decor, store shelves, models, furniture maintenance.
store displays ten steps song:
first step: the quantity of goods: the proportion of each series, the number of models
goods inventory status issues within the frame of the series of Yu-band style, theme
promotional items promotional strategy theme promotional activities
Step two: look at the shop: shop outside the shop door of the shop
third step: familiar with the store: store type shop stores the pattern of cell store the history of the store shelf resources
Step: Regional Rules: partition then the old and new series by genre style partition
Step Five: color arrangements: within each series color division: a similar group _ soft color, color harmony and contrast group - a strong, stimulating color
transition between the various series: Gradient style: Harmony over, soothing rhythm of the keys type the color contrast is clear, dynamic rhythm.
Step Six: Adjust the shelves: the entire field / regional shelf reasonable allocation of the mix balance of the series of shelves;
Step seven: the details display: color clothing with details of the deal echo the details of the transition and Tegretol fabric, category features details of the deal the way the various details of the display processing
Eighth Step: Configure print: layers of clothing on display jewelry jewelry display jewelry display shelves water table display
ninth step: show model: the model shop window booth water station next to the model shop model shop in the store shelves next to the island model / the models;
Step Ten: Check the overall look at the whole store;
display to show details:
A model
1. Model must be grouped display (2-4), and material, color must be unified, group show of models, the same series of clothing, a small number of individual models to be displayed with the adjacent area (his position, stand, etc. ) display of clothing echoed
2. Model the whole dress must be clean without defect, and with a complete upper and lower inside and outside, clothing tag to put the clothes inside. Model is generally a medium clothing, such as wearing clothes sold in the model, alternative models should be replaced.
3. Model should be an appropriate mix of accessories and clothing harmony echo, props, make the display more user-friendly. Note that with the models on display props must be seasonal occasion, the display of props obsolete evacuated in time.
two, is mounted
1. Are linked through the nose like the amount of clothing on display, depending on the number of clothing garments control the thickness of 5-6 pieces in between the relatively thick winter clothing, the number of control between 3-4 pieces (or as linked through the length of the development of standards linked to the number of goods).
2. Are all small clothing hanging a yard in front, freshman code in the post.
3. Direction is always hanging clothes hanger hook opening direction is toward the left, was Linked through the same display on the following several ways.
three, side-mounted
1. Linked through the side (1.2 m length, including the islands) 24-26 pieces of spring and summer, fall and winter clothes 20-22 pieces. Note clothing uniform spacing, maintained at 3-5 cm.
2. Side of the hanging hook in the same direction through the racks was
3. Hanging clothes on display through the side adjacent to the phase response is linked to clothing, natural transition. The overall feel more lively, dynamic, rhythmic.
four stacked
1. The laminate on the shelf or stand, water stage we will need to display, stacked arrangement of displays, so the shelves seem rich and balanced.
2. Stacked on the shelves with the requirements of section 2-4 pieces of the same color stacked, stacked up and down and keep the same size and thickness.
3. Booth, water table need to reflect the added value of the display to show different products can be sold with.
five, with a show with jewelry jewelry
points is through the details, reflecting the refined taste, so the details of finishing with the jewelry is particularly important.
1. Shoes:
shoe tag should be placed inside shoes to keep clean: transparent soles rubber soles to paste: fasten buckles, fasten your shoelaces: the shoes of the filler can not be exposed, high boots filled with a special bracket.
2. Backpack:
backpack filled with filler to display, to keep it as is, the backpack should be finishing with neat package, tag can not be exposed, wrapped in a strap, zippered packaging should be removed.
3. Belt:
belt to remove the display of all packaging. Hanging on a wall display of jewelry belt, pay attention to the length, width, number must be balanced, a belt hanging through more appropriate display 2-4, the first narrow width, length of line or short in front long.
4. Circumference (collar) towel:
must be flat ironing, can be used with or is linked with the display models, jewelry can also be hung on the wall. Scarf hanging on the wall jewelry, scarves attention to the details of the appropriate way to enhance the display.
5. Glasses, wallet and other small accessories:
attention from time to time maintenance and cleaning, can be used with or is linked with the display models can also be set aside in a special jewelry rack.
six staff image
uniform, clean
fashion, beautiful,
dynamic, friendly
seven or display problems should be avoided
1. Products with no series, no appeal, failed to express the concept of consumption.
2. Non-rigid objects associated with the display, POP, and products piled together, overwhelming theme of vague, far-fetched.
3. POP not replace defective season.
4. In the wall, mirror, shelves, windows and other decorative paper, feel free to post, notices, POP, etc.
5. No clear definition of special items and the full price of a particular product display area unit, and no clear identification
6. Demonstrated capacity imbalance, as many as excessively bureaucratic congestion, ranging from rare at
7. Beginning of the season, not adjusted quarter-end product display area, display means immutable
8. Display surface layout of goods list, no hierarchy, no fun, no details of the follow-up.
9. Light disorders, damaged, restore the natural lighting effect without misleading consumers.
10 stores music, smell the use of non-fat, self-defeating
conventional target business process execution
service standards:
1. Business before the business, the business practices and on after the deal essentials
2. Service 8 Steps
3. VIP services
focus: continuing the standard implementation
how to effectively manage and maintain the function of VIP customers
vane:
VIP guests can clearly reflect the current situation, for example, guests of: age, consumption, consumption habits, and so on.
VIP system after the establishment of a sound, we can from these valuable data about our customers to better guide the direction of the brand marketing, the next step:
enhance the role of sales:
VIP part of the brand stable customer base, the use of a stable group of VIP guests, can be highly targeted marketing campaign set up some; or through SMS, email, activities, and other brands and cultural infiltration, increase the second VIP shopping rates, thereby increasing sales.
service brand extension:
VIP system can brand information, trends and timely delivery to customers, so that the guests a better understanding of brand positioning, style, sense of identity and loyalty;
VIP services
how introduce our guests to VIP card? (Open card)
how to continue to maintain the VIP back spending? (Return to consumer)
how to improve sales accounted for VIP?
how to manage our sub-level VIP? (Quasi-normal VIP VIP star VIP)
VIP service standards how? (Language, body language, the standard service terminology)
how to make the VIP feel to them courtesy of our brand? (Information platform, holiday greetings)
how to design a personalized VIP service? (Except Kazhe outside?)
In other promotional activities, how to promote the VIP to buy?
cross-brand, cross-system operation of the VIP service to share how?
important VIP events designed
sales target decomposition
1. Focus: target decomposition and implementation - strong support profitable store
2. How to break sales targets scientific and reasonable annual target decomposition monthly / daily indicators of decomposition: the number of copies decomposition
sales target management focus: focus: Sales
The composition of the different sales = sales category, sales / marketing
proportion of the number of different sales categories:
mouth of the main push the price of goods in each category of goods promotional items Sales of goods / sales number accounted for four days of sales accounting
average unit price, value-added consumer value VIP
points to achieve budget targets :
scientific and rational allocation of sales
let subordinates know the progress of planned and actual results achieved
staff groups / commodity groups of the division of labor, a certain competition.
always pay attention to the sales staff the ability to play the state, praised the staff to achieve their goals, to assist and encourage the staff did not reach the target.
In order to achieve goals, and actively listen to the views of subordinates, and interact with the director.
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