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1、Sales Manager Seminar 课长培训课长培训 2 Carrefour Training Objectives 培训目标培训目标 To learn more about Carrefours mission and Sales Manager responsibilities. 更多地了解家乐福的使命和课长的职责 To Learn how to better communicate with the team 学习如何更好地与我的团队沟通. To learn how to better develop my team 学习如何更好地发展团队 To learn how to pla
2、n my work and manage my time 学习如何计划我的工作和管理我的时间 3 Carrefour Understanding Carrefours Mission and Sales Managers Responsibilities Carrefours Mission Control 方式 3 ：合作参与方式 3 ：合作参与委派、 控制 委派、 控制 Method 2 :Negotiable Communication 方式 2： 可协商方式 2： 可协商交流交流 Method 1 : Not Negotiable Training 方式 1 : 不可协商方式 1 :
3、不可协商培训培训 Synergy 协作性 Antagonism 对立性 Required Level 要求的水准 Creativity 创造性 Responsibilities 职责 A B C D Communication Self Development Team Development 44 Carrefour Skill Inventory 技能储备技能储备 Task 任务任务 Employee 员工员工 Renew T.G. 更新促销架更新促销架 Order 定货定货 Stock Card 库存卡库存卡 Inventory 盘点盘点 TG Schedule 促销 台计划 促销 台计
4、划 Fill the shelves 补货补货 Pacific 4 电脑系统电脑系统 Market Survey 市调市调 Peter12313233 Alice23211222 John23223321 Simon23212223 George22222232 Sam11212222 1=Can Perform Well1=做的很好1=做的很好 2=Can Perform2=可以做可以做 3=Needs to Learn3= 需要学习改进需要学习改进 Communication Self Development Team Development 45 Carrefour What Can Y
5、ou Know from the Skill Inventory 技能储备图能告诉你什么技能储备图能告诉你什么 Who is generally strong? 谁的能力比较强 Who is generally weak? 谁的能力比较弱 Where my team is strong? 我的团队强在何处 Where my team is weak? 我的团队弱在何处？ How to solve the problem 如何加强 Cross training and backup building 交叉培训、人才备份 Communication Self Development Team De
6、velopment 46 Carrefour Cross-Training and Backup Building 交叉培训、人才备份交叉培训、人才备份 Have one employee train another what he/she is strong at 让一个某方面比较强的员工教另一个这方面比较弱的 员工 Be aware of the seniority (face) issue 注意资历和面子问题 Make sure tasks get done first and then consider training of employees 首先考虑任务得以完成，然后是员工的培养
7、 Communication Self Development Team Development 47 Carrefour How to Manage My Team 如何管理团队如何管理团队 Content内容内容 To Know了解 To Respect尊重 To Anticipate预见 To Motivate激励 To Reprimand批评批评 To Fire开除开除 48 Carrefour Give clear objectives To Reprimand Immediately point out the wrong-doings and to correct Without
8、 weakness Without hesitation Why reprimand? If it is reached Congratulate Give new objectives Promotion If it is not reached Correct Go back to the former objectives Stand-by Communication Self Development Team Development 49 Carrefour 提出明确的目标提出明确的目标 批评批评 立即指出其不恰当之处并予以纠正 没有缺点 毫不犹豫 为什么要提出批评? 如果实现了 祝贺
9、 提出新的目标 再创佳绩 如果没有实现 批评改正 回到先前的目标 继续 Communication Self Development Team Development 50 Carrefour To Fire 开除开除 To Push Our Team To A Higher Level Of Professional Skill. 促使我们团队达到更高的专业技能水平 Those Who Dont Want To Follow, We Have To Sanctions. We Have To Consider, If Necessary The Company Policies 对于那些不想
10、合作的成员，我们就必须根据公司政策，在必 要时考虑予以解雇。 Otherwise The Other Good Members Of My Team Will Not Understand 否则其他优秀的团队成员就会不理解否则其他优秀的团队成员就会不理解 Communication Self Development Team Development 51 Carrefour Assigning Tasks 委派任务委派任务 1.Analyze the Task 分析任务 2.Analyze Your Employees 分析员工 3.Consider Your Task Goals & Obj
11、ectives 考虑任务的总体目标和具体目标 4.Consider Your Employee Development Goals & Objectives 考虑培养员工的总体目标和具体目标 5.Find an Appropriate Balance Point and Assign the Task 找到适当的平衡点来委派任务 52 Carrefour Are You Task Oriented or Relationship Oriented? 你是以工作任务为导向还是以关系为导向你是以工作任务为导向还是以关系为导向 Task Oriented 以工作任务为导向 Relationship
12、Oriented 以关系为导向 53 Carrefour People & Tasks Considerations 有关人与任务的考虑有关人与任务的考虑 Tasks 任务任务 People (Relationship) 人 (关系人 (关系) Importance 重要性 Technical Maturity 技术成熟度 Urgency 紧急性 Work Expectation 工作期望 Technical issue 技术性 Who did it before 谁以前做过 Routine 事务性 Who has the skill 谁具备技能但未做过 Difficulty 难度 Who m
13、ay do it after training 经培训或指导后能做 Knowledge required 需什么知识 54 Carrefour Assigning Tasks 委派任务委派任务 People and Task Considerations 以人还是以任务为导向 Cross-training 交叉培训 Building back-Up 做好人才备份 Assigning Task 委派任务 Task assignment worksheet 任务委派练习单 55 Carrefour Task Assignment Skills 委派任务技能委派任务技能 Communication
14、Self Development Team Development Explain what to do and how to do 解释该做什么，如何做解释该做什么，如何做 Explain what to do and how to do 解释该做什么，如何做解释该做什么，如何做 Explain why if they do not know 解释为什么要这样做，如果他不清楚解释为什么要这样做，如果他不清楚 Explain why if they do not know 解释为什么要这样做，如果他不清楚解释为什么要这样做，如果他不清楚 Communicate expectation/requ
15、irements 说明你的期望或要求说明你的期望或要求 Communicate expectation/requirements 说明你的期望或要求说明你的期望或要求 Set timeline 设定期限设定期限 Set timeline 设定期限设定期限 Always check 一定要检查一定要检查 Always check 一定要检查一定要检查 56 Carrefour Defining Feedback and Coaching 定义反馈与指导定义反馈与指导 Feedback 反馈 Letting people know what and how they are doing as so
16、on as you know 在了解到员工的工作情况后，马上让他/她知道自己做 得如何 Coaching 指导 A two-way discussion that aims to improve performance 是一种双向式讨论，旨在提高工作绩效 57 Carrefour Feedback 反馈反馈 What are the different types of feedback? 反馈意见的不同形式有哪些？ Positive积极的 Negative消极的 Corrective改进的 None无反馈 Which one usually is the most effectiveand why? 哪种反馈意见通常是最有效的？ 为什么？ Communication Self Development Team Development 58 Carrefour How give fee
