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1、Sales Manager Seminar 课长培训2WonderfulTraining Objectives 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 plan my work and m
2、anage my time 学习如何计划我的工作和管理我的时间3WonderfulUnderstanding Carrefours Mission and Sales Managers 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4WonderfulMission of Wonderful 家乐福的使命Our Mission 我们的使命Our People 我们的
3、员工Our Resources 我们的方法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 competitive prices 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-motivated assoc
4、iates are our main asset. Individual initiative and delegation of responsibilities are carried out in a spirit of solidarity and common interest. 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。Our business is based on simple, straightforward concepts. To remain competitive, we constantly adapt o
5、ur resources to achieve optimal distribution efficiency. 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。5WonderfulOUR GOAL 我们的目标OUR VALUES |我们的价值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 Groups indepe
6、ndence and raise its value over the long term 我们的目标是成为一个大型连锁超市集团，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。 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 o
7、f business values wherever we are present.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。我们要尽力融合各地特殊 的 环境，成为同业间的楷模。家乐福的使命 MISSION OF CARREFOUR6Wonderful我们的一切工作的核心 是为了让顾客满意。Customer Satisfaction 顾客满意All Our Efforts Must Be Directed Towards Customers Satisfaction .7WonderfulCarrefour Concepts 家乐福的理念Customer Satisfaction
8、 First! 顾客的满意为优先 v One stop shopping 一次购足v Low price 超低售价 v Free Parking 免费停车v Self Service 自助式服务v Freshness and Quality 新鲜和品质8WonderfulWonderful Four Policies 家乐福四大政策Management Level 管理层Assets 资产Merchandise 商品v All Equipment in good condition 所有器材处于良好状态 v Price价格 v Clean干净 v Full满 v Listen to custo
9、mers倾听客户需要 v Competitors survey竞争调查F i n a n c e 财 务v Analysis of monthly Department bulletin 每月部门报告分析v React when disparities between budget and actual 当财政预算与实际开销出现不同时应作出反应v Check follow-up of procedures 检查跟踪工作程序v Work on annual budget 制定年度财政预算v Get the best assortment 作出最好货品分类排列v get the best cond
10、itions 提供最好的条件v React to competitors price level 对竞争对手的价格作出反应v Check volume orders and sales quantities 检查销售量v push for promotions 促销v Communication with negotiator 与谈判者交流人力 资源v Know your staff 了解员工v Train 培训v Communication 交流v Initiative Control 方式 3 ：合作参与 委派、 控制Method 2 :Negotiable Communication 方
11、式 2： 可协商交流Method 1 : Not Negotiable Training 方式 1 : 不可协商 培训Synergy 协作性Antagonism 对立性Required Level 要求的水准Creativity 创造性Responsibilities 职责ABCDCommunicationSelf DevelopmentTeam Development43WonderfulSkill Inventory 技能储备1=Can Perform Well 1=做的很好 2=Can Perform 2=可以做 3=Needs to Learn 3= 需要学习改进Communicati
12、onSelf DevelopmentTeam Development44WonderfulWhat Can You Know from the Skill Inventory 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？v How to solve the problem 如何加强v Cross training and backup building 交叉培训、人
13、才备份CommunicationSelf DevelopmentTeam Development45WonderfulCross-Training and Backup Building 交叉培训、人才备份v 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v Be aware of the seniority (face) issue 注意资历和面子问题v Make sure tasks get done first and then consider training of
14、 employees 首先考虑任务得以完成，然后是员工的培养CommunicationSelf DevelopmentTeam Development46WonderfulHow to Manage My Team 如何管理团队Content内容To Know 了解To Respect尊重To Anticipate预见To Motivate 激励To Reprimand批评To Fire开除47WonderfulGive clear objectivesTo ReprimandImmediately point out the wrong-doings and to correctv With
15、out weaknessv Without hesitationWhy reprimand?If it is reachedCongratulateGive new objectivesPromotionIf it is not reachedCorrectGo back to the former objectives Stand-byCommunicationSelf DevelopmentTeam Development48Wonderful提出明确的目标批评立即指出其不恰当之处并予以纠正v 没有缺点v 毫不犹豫为什么要提出批评?如果实现了祝贺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CommunicationSelf DevelopmentTeam Development49WonderfulTo Fire 开除v To Push Our Team To A Higher Level Of Professional Skill.
