Module_D门市营运及销售念理

SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-SwatchVibe&SellingSkills門市營運理念&銷售技巧SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.Vision,Message&PhilosophyAgenda1.Vision,Message&Philosophy願景,意義&哲學2.TheScene3.ThePlayers4.TheShowSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.願景,意義&哲學SwatchisTrendy時尚的SwatchisQuality高品質的SwatchisValue物超所值的SwatchisConsistency始終如一SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.願景,意義&哲學Swatchis時尚的Fashionable時髦的Artistic藝術的Exciting令人興奮的Distinctive與眾不同的CuttingEdge高科技的Creative有創意的SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.願景,意義&哲學Swatchis高品質的Swissmade瑞士製造Reliable可靠性Shockproof防震Water-resistant防水SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.願景,意義&哲學Swatchis物超所值的Affordable價廉物美Guaranteed有保證Longlasting歷久不衰Collectible有收藏價值SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.願景,意義&哲學Swatchis始終如一的Dedicationtoexcellence致力於盡善盡美Positivevibes員工樂觀進取Greatservice提供優質服務Greatcommunicationtocustomers與顧客建立良好的溝通管道SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-Agenda1.Vision,Message&Philosophy2.TheScene門市3.ThePlayers4.TheShowSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-2.TheScene門市•Atmosphere環境與氣氛•Cleanliness整潔•VisualMerchandising陳列SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-2.TheScene門市SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-•Design設計...是Swatch王國及其手錶的延伸,激發興致,讓顧客隨意觸摸及感受;吸引人,摩登,有樂趣,激情的•Music音樂...先進,音質美,讓人覺得舒服•Video宣傳錄影帶...不落伍,激進,有誘惑力•Lighting燈光...集中於產品,溫和,不刺眼•Climate室內空氣...舒適,通風良好,沒異味2.門市:環境與氣氛SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-2.門市:環境與氣氛SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-這是你的Swatch家...請呵護它!•掃地•撢灰塵…•保持玻璃及鏡面光亮•收銀櫃周圍乾淨整齊•雜物不要堆放在賣場•儲物櫃應保持整齊•每一產品均應有價格標籤•燈管壞了應立即更換•任何維修問題應立即申報及記錄2.門市:整潔SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-2.門市:陳列SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-2.門市:陳列陳列的目的...•闡述品牌的精神.•衍繹Swatch的附加價值:創作力,創新,優質,享受人生.•吸引及激起顧客的興趣.•扮演資訊中心的角色並有助於解說產品的重要性.•以最少的成本提升銷售…在你不經意時替你銷售!•是行銷,廣告,公共關係及產品在門市內的橋樑.SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.新上市產品陳列於最顯眼的位置2.產品系列不可混雜陳列3.產品類別亦應分門別類4.只可使用公司指定陳列工具5.在適當的位置只可使用公司原產Swatchlogos6.只可使用公司原產價格標籤7.視門市大小來決定產品是否單隻或雙隻陳列於產品架上8.不可陳列產品於包裝盒內9.注意所有的細節10.謹記:少即是多!!!!!2.門市:陳列SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-•舒適的購物環境…燈光,音樂,室溫•井然有序的擺設產品,產品目錄,及促銷用品•保持產品,櫥窗,陳列架,儲物櫃整齊清潔2.門市:重點SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-門市內:–燈光不足–音樂聲量過大–陳列雜亂無章–空洞的陳列架–紊亂的收銀櫃區域2.門市:重點SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.Vision,Message&Philosophy2.TheScene3.主要演員:門市銷售員…4.TheShowAgendaSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-•你是„Swatch的大使“•提供顧客正面的優質服務3.主要演員:Swatch大使SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-•主要任務:顧客滿意度•形象:儀表及舉止端莊,行動敏銳•態度:有品味,熱忱,專業,以團隊精神為導向•職責:是Swatch產品及Swatch世界的專家讓每一天的工作在歡樂有趣的氣氛下渡過!3.主要演員:Swatch大使SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-TheSwatchDifference在現今競爭的環境裡,僅僅滿足顧客的需求是不夠的…我們的服務一定要超越顧客的期許!3.主要演員:優質的服務SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-如何提供優質的服務?誠心的提供不一樣的貼心服務!!!•服務每一位入店的客人•觀察顧客所散發的訊息他們的穿著,他們的神態…)•花點心思去了解顧客的需求•對待每一位顧客以不同的方式•表現你真誠的服務態度•總是讓顧客認識及了解SWATCH及其產品!3.主要演員:優質的服務SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-1.Vision,Message&Philosophy2.TheScene3.ThePlayers4.TheShow我們的任務•銷售Swatch•PositivelyOutrageousServiceAgendaSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-A.銷售人員儀表B.打招呼C.產品的陳列D.試帶產品E.串聯銷售F.付款G.結帳4.我們的任務:銷售SwatchSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-•清潔,整齊,及穿著制服A)門市人員之儀表•端莊:-乾淨及整齊的頭髮-指甲修剪整齊保持乾淨•專業的形象:-合宜的站姿-整體儀容大方愉悅•介紹Swatch的附加價值:-創意,創新,品質保證,以及享受人生4.我們的任務:銷售SwatchSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-–骯髒的制服–雙手不乾淨–濃妝艷抹–只佩帶一隻Swatch手錶!–糾眾聊天–身上掛一大串鑰匙–雙臂交叉–靠牆而立心不在焉4.我們的任務:銷售SwatchA)門市人員之儀表SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-B)打招呼4.我們的任務:銷售SwatchSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-B)打招呼4.我們的任務:銷售Swatch友善的在店門口招呼進店的客人SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-B)打招呼4.我們的任務:銷售Swatch…..20秒之內!面帶微笑,並與客人保持善意的目光接觸營造一個樂觀愉快的機動力SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-4.我們的任務:角色扮演SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-B)打招呼4.我們的任務:銷售Swatch觀察並注意顧客進入店內的肢體語言與其他重要的訊息(他們的穿著,他們如何環顧四方…)SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-如果客人帶著小朋友一起進店,要多花點心思在他們身上,他們也很重要…讓他們成為Swatch的顧客!*B)打招呼4.我們的任務:銷售SwatchSwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-4.我們的任務:角色扮演SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-–沒有笑容–沒有目光接觸–不誠懇–說話太快–與客人距離太遠–與客人距離太近4.我們的任務:銷售SwatchB)打招呼SwatchHQ–RetailDepartmentModuleDI–SwatchVibe&SellingSkills–Theory-C)銷售產品的技巧4.我們的任務:銷售SwatchSwatchHQ–RetailDepartmentModu