Course background: In the face of more and more serious homogenization of products and services today, the competition of the terminal is becoming more and more severe, and the decisive factor of professionals is becoming more and more important, and the floor manager and product manager of the department store are the top priority, they coordinate the relationship between the first business and the shopping mall, regularly adjust the display surface and location of the first business, and standardize the management of the floor staff, so the sales performance of a floor is closely related to the floor manager.
Course benefits: Create a wolf execution culture and create a competitive and collaborative atmosphere;
Improve work efficiency, ensure that you have practical tools, and improve sales performance;
Master management methods and improve personnel and on-site management capabilities
Have the overall view and win-win consciousness of professional managers to enhance their self-influence.
Course Duration:1-2 days, 6 hours days (as needed).
Course Target:Department store floor managers and category managers, etc.
Course Method:Case analysis + interactive discussion + scenario drill + tool landing.
Course outline. Lecture 1: The significance of shopping mall management
1. What is the fine management of shopping malls?
Second, the core concept of on-site management of shopping malls
3. How to do the fine management of shopping malls
1.Shopping mall process management – before, during and after business.
Eight criteria for excellent mall management
Standard 1: Personnel management.
Standard 2: Goods management.
Criterion 3: Store image.
Criterion 4: Merchandising.
Standard 5: Service Specification.
Standard 6: Information Management.
Criterion 7: Management.
Criterion 8: Manage competitors.
Lecture 2: Personnel management of refined management of shopping malls
1. The necessary conditions for a successful shopping guide
Second, how to find a good shopping guide?
1.Interview and recruitment are controlled.
2.On-the-job training and assessment control.
3.Weekly management** control.
4.Monthly counter meetings or report control.
5.Professional skills assessment and PK control.
3. How to improve the willingness of shopping guides
1.Professionalism is advocated by the whole people.
2.Create opportunities at any time, and the national PK system.
3.Grasp the details and find the right entry point.
4.The culture of learning is built with a culture of love.
Fourth, how to communicate effectively with employees
1.Communication skills self-test.
2.Effective communication with terminal managers.
3.Analysis of the four interpersonal communication styles.
Testing:You're the kind of interpersonal style of leader – different styles of work and ways of getting along.
Troubleshooting:Common problems and solutions in personnel management.
Lecture 3: Commodity management of fine management of shopping malls
First, the five principles of goods management
1.Closed-loop management of goods in shopping malls.
2.The right product at the right time, the right place, the right price.
2. Data analysis of goods
1.The content of the analysis of the product data.
2.Frequency design for sales data analysis.
3.Guidance on the results of data analysis.
3. Coping strategies for each life cycle of sales
1.Lead-in sales strategy.
2.Growth sales strategy.
3.Mature sales strategy.
4.Recession sales strategy.
Fourth, the analysis and control of inventory
1.Classification of inventory.
2.Strategies and tips for inventory digestion.
Lecture 4: Sales management of store fine management
1. Core store performance indicators
2. Eleven indicators of sales management
1.Low sales require counters to find out the people, goods, and problems in the operation.
2.Refer to the year-on-year comparison to help the counter set goals and find gaps from them.
3.Analyze category sales and take action if problems are identified.
4.When the efficiency is low, find the answer from three aspects.
5.Check out the bestsellers and see the alternatives
6.Find the reason for the unsalable payment at the counter and ask the brand owner to come up with a way.
7.Understand the reasons that affect the connection rate and monitor the changes
8.The average order value is used as a reference for brand allocation.
9.The average price is affected by the customer's spending power and the sales skills of the counter staff.
10.There are four factors that affect people's efficiency.
11.The turnover rate of goods is related to anti-theft awareness and employee positioning.
Discuss:How will you use data to improve the sales capabilities of your own counters in the future?
Lecture 5: Service management of store fine management
First, the pre-sale management of four contents
1.Service image.
2.The image of the store.
3.Merchandise preparation.
4.Key customers.
Second, the sale of nine contents
1.Sales Process Service Specification.
2.Teamwork.
3.The atmosphere of the shop.
4.Use of sales tools and service tools.
Third, the five contents of after-sales management
1.Sending off guests and words.
2.Customer Information.
3.After-sales WeChat, ** records.
4.After-sales problem resolution records.
5.Customer invitation arrangement and record.
Fourth, what is the focus of service management inspection?
1.Expertise Q&A.
2.Key points of the sales process, actions and speech requirements.
3.VIP Classification Contact Book.
4.WeChat, ** template.
5.Record book of store work.
6.Statements and Submissions.
7.Warehouse culture.