【正文】 Sales Manager Seminar 課長(zhǎng)培訓(xùn) 2 Carrefour Training Objectives 培訓(xùn)目標(biāo) ? To learn more about Carrefour?s mission and Sales Manager responsibilities. 更多地了解家樂(lè)福的使命和課長(zhǎng)的職責(zé) ? To Learn how to better municate with the team 學(xué)習(xí)如何更好地與我的團(tuán)隊(duì)溝通 . ? To learn how to better develop my team 學(xué)習(xí)如何更好地發(fā)展團(tuán)隊(duì) ? To learn how to plan my work and manage my time 學(xué)習(xí)如何計(jì)劃我的工作和管理我的時(shí)間 3 Carrefour Understanding Carrefour’s Mission and Sales Managers’ Responsibilities Carrefour’s Mission amp。 Goals Business strategy amp。Capabilities People Requirements Requirements of Department Heads Business knowledge Technical skills Communication skills People management amp。 development skills Time management and action planning skills Others Carrefour Concepts Four Policies Localization Turnover Market share Employee Needs Human resources management strategy amp。 practices 4 Carrefour Understanding Carrefour’s Mission and Sales Managers’ Responsibilities 理解家樂(lè)福的使命和課長(zhǎng)的職責(zé) 家樂(lè)福的 使命和目標(biāo) 經(jīng)營(yíng)策略和能力 人員要求 對(duì)于課長(zhǎng) 的要求 商業(yè)知識(shí) 技術(shù)能力 溝通能力 人員管理和發(fā)展能力 時(shí)間管理和計(jì)劃制定能力 其它 家樂(lè)福理念 四大政策 本地化 營(yíng)業(yè)額 市場(chǎng)份額 員工需求 人力資源管理 策略和操作 5 Carrefour Mission of Carrefour 家樂(lè)福的使命 Our Mission 我們的使命 Our People 我們的員工 Our Resources 我們的方法 All our efforts are directed towards customer satisfaction. Our retailing activities seek to meet changing customer demands, in terms of product selection and quality, at the most petitive prices 我們盡一切努力最大程度地滿足顧客的要求．我們的零售行業(yè)通過(guò)選擇商品，提供最佳品質(zhì)及最低價(jià)格，以滿足客戶多變的要求． Highlymotivated associates are our main asset. Individual initiative and delegation of responsibilities are carried out in a spirit of solidarity and mon interest. 我們最主要的財(cái)產(chǎn)是士氣高昂的員工 . 每一個(gè)員工應(yīng)在團(tuán)結(jié)奮斗及目標(biāo)一致的基礎(chǔ)上，充分發(fā)揮主動(dòng)性及責(zé)任。 Our business is based on simple, straightforward concepts. To remain petitive, we constantly adapt our resources to achieve optimal distribution efficiency. 我們的理念簡(jiǎn)單而直接．為了在競(jìng)爭(zhēng)中取得優(yōu)勢(shì)，我們必須最大限度地使用資源使之發(fā)揮作用。 6 Carrefour OUR GOAL 我們的目標(biāo) OUR VALUES |我們的價(jià)值 We aim to be an international force with a significant presence in each market. By constantly seeking to gain market share, we will strengthen the Group39。s independence and raise its value over the long term 我們的目標(biāo)是成為一個(gè) 國(guó)際性公司 ，并在每個(gè)市場(chǎng)中占有 重要比例 。通過(guò)市場(chǎng)占有率的擴(kuò)大，我們將不斷加強(qiáng)公司的獨(dú)立性及增加公司長(zhǎng)期的企業(yè)價(jià)值。 We aim to develop mutually beneficial synergies with all our business partner. We seek to adapt to the specific environment of each country where we operate and to serve as a benchmark in terms of business values wherever we are present. 我們強(qiáng)調(diào)協(xié)調(diào)與 合作伙伴 之間的關(guān)系，增進(jìn)雙方共同的利益。 我們要盡力融合各國(guó)特殊 的環(huán)境 ，成為同業(yè)間的楷模。 家樂(lè)福的使命 MISSION OF CARREFOUR 7 Carrefour 我們的一切工作的核心 是為了讓 顧客滿意 。 Customer Satisfaction 顧客滿意 All Our Efforts Must Be Directed Towards Customers Satisfaction. 8 Carrefour Carrefour Concepts 家樂(lè)福的理念 Customer Satisfaction First! 顧客的滿意為優(yōu)先 ? One stop shopping 一次購(gòu)足 ? Low price 超低售價(jià) ? Free Parking 免費(fèi)停車 ? Self Service 自助式服務(wù) ? Freshness and Quality 新鮮和品質(zhì) 9 Carrefour Carrefour Four Policies 家樂(lè)福四大政策 Management Level 管理層 Assets 資產(chǎn) Merchandise 商品 ? All Equipment in good condition 所有器材處于良好狀態(tài) ? Price 價(jià)格 ? Clean 干凈 ? Full 滿 ? Listen to customers 傾聽(tīng)客戶需要 ? Competitors survey 競(jìng)爭(zhēng)調(diào)查 F i n a n c e 財(cái) 務(wù) ? Analysis of monthly Department bulletin 每月部門報(bào)告分析 ? React when disparities between budget and actual 當(dāng)財(cái)政預(yù)算與實(shí)際開(kāi)銷出現(xiàn)不同時(shí)應(yīng)作出反應(yīng) ? Check followup of procedures 檢查跟蹤工作程序 ? Work on annual budget 制定年度財(cái)政預(yù)算 ? Get the best assortment 作出最好貨品分類排列 ? get the best conditions 提供最好的條件 ? React to petitor39。s price level 對(duì)競(jìng)爭(zhēng)對(duì)手的價(jià)格作出反應(yīng) ? Check volume orders and sales quantities 檢查銷售量 ? push for promotions 促銷 ? Communication with negotiator 與談判者交流 人力 資源 ? Know your staff 了解員工 ? Train 培訓(xùn) ? Communication 交流 ? Initiative amp。 creative 主動(dòng)性與創(chuàng)造性 ? Link between management team and my team 管理團(tuán)隊(duì)和我的團(tuán)隊(duì)之間的練習(xí) R e s o u r c e H u m a n 10 Carrefour Main Responsibilities of a Sales Manager 課長(zhǎng)的主要職責(zé) Assets 資產(chǎn) ?Store clean and full. 保持賣場(chǎng)整潔，商品充足 ?Good implantation respecting the price 據(jù)不同價(jià)格檔位，良好展示商品， ?Check the cleanliness of the uniform of the staff.檢查員工是否著裝整潔 ?Storage well arranged. 保持庫(kù)存井井有條 ?Listen to customers and react positively. 傾聽(tīng)顧客意見(jiàn)，作出積極反應(yīng) ?Have a sales spirit. 展現(xiàn)生意人的精神 ?Display with volume. 保持充足的商品展示 ?Respect and make respecting the safety rules of fire fighting and hygiene regulations. 遵守火災(zāi)和衛(wèi)生等安全規(guī)章制度 ?Follow petitor?s price level. 關(guān)注競(jìng)爭(zhēng)對(duì)手的價(jià)格水準(zhǔn) ?Propose equipment investment. 提議購(gòu)置新設(shè)備 ?Full respect of the regulation and law of China amp。 Carrefour39。s store procedures. 完全遵守中國(guó)的法規(guī)和家樂(lè)福店的制度 ?Have a store spirit. 展現(xiàn)家樂(lè)福店的精神 Human 人員 ?Help the staff to have a mercial and professional attitude in any case. 使員工在任何情況下要表現(xiàn)出商業(yè)人士的職業(yè)態(tài)度 ?Communicate store?s information. 傳達(dá)有關(guān)家樂(lè)福店的信息 ?Give clear responsibilities to the staff. 明確員工的工作職責(zé) ?Check weekly the punch card. 每周檢查工時(shí)卡 ?Train your staff with a training plan 根據(jù)培訓(xùn)計(jì)劃培訓(xùn)員工 ?React on the quality of the work of the 員工的工作質(zhì)量作出反應(yīng) ?Plan and propose promotion. 計(jì)劃并推薦提升人員 11 Carrefour Main Responsibilities of a Sales Manager 課長(zhǎng)的主要職責(zé) Merchandise 商品 ? Follow assortment (No shortage). 保證品種 (沒(méi)有缺貨 ) ? F