家乐福销售课长培训资料

SalesManagerSeminar课长培训2CarrefourTrainingObjectives培训目标TolearnmoreaboutCarrefour’smissionandSalesManagerresponsibilities.更多地了解家乐福的使命和课长的职责ToLearnhowtobettercommunicatewiththeteam学习如何更好地与我的团队沟通.Tolearnhowtobetterdevelopmyteam学习如何更好地发展团队Tolearnhowtoplanmyworkandmanagemytime学习如何计划我的工作和管理我的时间3CarrefourUnderstandingCarrefour’sMissionandSalesManagers’ResponsibilitiesCarrefour’sMission&GoalsBusinessstrategy&CapabilitiesPeopleRequirementsRequirementsofDepartmentHeadsBusinessknowledgeTechnicalskillsCommunicationskillsPeoplemanagement&developmentskillsTimemanagementandactionplanningskillsOthersCarrefourConceptsFourPoliciesLocalizationTurnoverMarketshareEmployeeNeedsHumanresourcesmanagementstrategy&practices4CarrefourUnderstandingCarrefour’sMissionandSalesManagers’Responsibilities理解家乐福的使命和课长的职责家乐福的使命和目标经营策略和能力人员要求对于课长的要求商业知识技术能力沟通能力人员管理和发展能力时间管理和计划制定能力其它家乐福理念四大政策本地化营业额市场份额员工需求人力资源管理策略和操作5CarrefourMissionofCarrefour家乐福的使命OurMission我们的使命OurPeople我们的员工OurResources我们的方法Alloureffortsaredirectedtowardscustomersatisfaction.Ourretailingactivitiesseektomeetchangingcustomerdemands,intermsofproductselectionandquality,atthemostcompetitiveprices我们尽一切努力最大程度地满足顾客的要求．我们的零售行业通过选择商品，提供最佳品质及最低价格，以满足客户多变的要求．Highly-motivatedassociatesareourmainasset.Individualinitiativeanddelegationofresponsibilitiesarecarriedoutinaspiritofsolidarityandcommoninterest.我们最主要的财产是士气高昂的员工.每一个员工应在团结奋斗及目标一致的基础上，充分发挥主动性及责任。Ourbusinessisbasedonsimple,straightforwardconcepts.Toremaincompetitive,weconstantlyadaptourresourcestoachieveoptimaldistributionefficiency.我们的理念简单而直接．为了在竞争中取得优势，我们必须最大限度地使用资源使之发挥作用。6CarrefourOURGOAL我们的目标OURVALUES|我们的价值Weaimtobeaninternationalforcewithasignificantpresenceineachmarket.Byconstantlyseekingtogainmarketshare,wewillstrengthentheGroup'sindependenceandraiseitsvalueoverthelongterm我们的目标是成为一个国际性公司，并在每个市场中占有重要比例。通过市场占有率的扩大，我们将不断加强公司的独立性及增加公司长期的企业价值。Weaimtodevelopmutuallybeneficialsynergieswithallourbusinesspartner.Weseektoadapttothespecificenvironmentofeachcountrywhereweoperateandtoserveasabenchmarkintermsofbusinessvalueswhereverwearepresent.我们强调协调与合作伙伴之间的关系，增进双方共同的利益。我们要尽力融合各国特殊的环境，成为同业间的楷模。家乐福的使命MISSIONOFCARREFOUR7Carrefour我们的一切工作的核心是为了让顾客满意。CustomerSatisfaction顾客满意AllOurEffortsMustBeDirectedTowardsCustomersSatisfaction.8CarrefourCarrefourConcepts家乐福的理念CustomerSatisfactionFirst!顾客的满意为优先Onestopshopping一次购足Lowprice超低售价FreeParking免费停车SelfService自助式服务FreshnessandQuality新鲜和品质9CarrefourCarrefourFourPolicies家乐福四大政策ManagementLevel管理层Assets资产Merchandise商品AllEquipmentingoodcondition所有器材处于良好状态Price价格Clean干净Full满Listentocustomers倾听客户需要Competitorssurvey竞争调查Finance财务AnalysisofmonthlyDepartmentbulletin每月部门报告分析Reactwhendisparitiesbetweenbudgetandactual当财政预算与实际开销出现不同时应作出反应Checkfollow-upofprocedures检查跟踪工作程序Workonannualbudget制定年度财政预算Getthebestassortment作出最好货品分类排列getthebestconditions提供最好的条件Reacttocompetitor'spricelevel对竞争对手的价格作出反应Checkvolumeordersandsalesquantities检查销售量pushforpromotions促销Communicationwithnegotiator与谈判者交流人力资源Knowyourstaff了解员工Train培训Communication交流Initiative&creative主动性与创造性Linkbetweenmanagementteamandmyteam管理团队和我的团队之间的练习ResourceHuman10CarrefourMainResponsibilitiesofaSalesManager课长的主要职责Assets资产Storecleanandfull.保持卖场整洁，商品充足Goodimplantationrespectingthepricerange.根据不同价格档位，良好展示商品，Checkthecleanlinessoftheuniformofthestaff.检查员工是否着装整洁Storagewellarranged.保持库存井井有条Listentocustomersandreactpositively.倾听顾客意见，作出积极反应Haveasalesspirit.展现生意人的精神Displaywithvolume.保持充足的商品展示Respectandmakerespectingthesafetyrulesoffirefightingandhygieneregulations.遵守火灾和卫生等安全规章制度Followcompetitor‘spricelevel.关注竞争对手的价格水准Proposeequipmentinvestment.提议购置新设备FullrespectoftheregulationandlawofChina&Carrefour'sstoreprocedures.完全遵守中国的法规和家乐福店的制度Haveastorespirit.展现家乐福店的精神Human人员Helpthestafftohaveacommercialandprofessionalattitudeinanycase.使员工在任何情况下要表现出商业人士的职业态度Communicatestore’sinformation.传达有关家乐福店的信息Giveclearresponsibilitiestothestaff.明确员工的工作职责Checkweeklythepunchcard.每周检查工时卡Trainyourstaffwithatrainingplan根据培训计划培训员工Reactonthequalityoftheworkofthestaff.根据员工的工作质量作出反应Planandproposepromotion.计划并推荐提升人员11CarrefourMainResponsibilitiesofaSalesManager课长的主要职责Merchandise商品Followassortment(Noshortage).保证品种(没有缺货)Facinganddisplayreflectingthesalesquantities.排面和展示要反映销售量Checkstockcards.检查库存卡Stocklevelrespectingtheforecast.库存量反映预见的销售量Planpromotionalandseasonaleventsonemonthbefore.提前一个月准备促销和季节性活动Goodcommunicationwithnegotiators.跟谈判员保持良好沟通Informthenegotiatorsofyourlowsalesitems.向谈判员通报滞销的单品Followandanticipatethenewmarkettrends.遵循并预见市场走向Proposenewitemtoimproveassortmentaccordingtocustomer'sdemands.根据顾客的需求，提议新的单品，以改进品种搭配Finance财务Followtheprocedures.遵守制度Goodcheckingonthereceivingandreturningreports.认真检查收货和退货单Validpurchasereport.对证采购单.Provideexactfinancialdocuments.提供正确的财务报告Reachtheforecastfigures.完成预见的指标Proposeimprovementstoovertheforecastedfigures.提议超过指标的改进方法Wellcontrolofallthelinesofyourdepartmentbulletin.全面控制部门业绩表的各个方面12CarrefourTheImportanceOfManagerialSkills管理层管理技能的重要性高层经理Top-LevelManagers中层经理Middle-LevelManagers一线主管Supervisors管理层管理技能ManagerialLeve