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1、Sales Manager Seminar 课长培训2CarrefourTraining 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3CarrefourUnderstanding Carrefours Mission and Sales Managers ResponsibilitiesCarrefoursMission Control 方式 3 ：合作参与 委派、 控制Method 2 :Negotiable Communication 方式 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Creativi
3、ty 创造性Responsibilities 职责ABCDCommunicationSelf DevelopmentTeam Development44CarrefourSkill 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CommunicationSelf DevelopmentTeam Development45CarrefourWhat Can You Know from the Skill Inventory 技能储备图能告诉你什么Who is genera
4、lly 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？vHow to solve the problem 如何加强vCross training and backup building 交叉培训、人才备份CommunicationSelf DevelopmentTeam Development46CarrefourCross-Training and Backup Building 交叉培训、人才备份v Have one
5、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 employees 首先考虑任务得以完成，然后是员工的培养CommunicationSelf DevelopmentTeam Development47CarrefourHow to Manage My Team 如何管理团队
6、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48CarrefourGive clear objectivesTo ReprimandImmediately point out the wrong-doings and to correctv Without weaknessv Without hesitationWhy reprimand?If it is reachedCongratulateGive new objectivesPromotionIf it is not
7、 reachedCorrectGo back to the former objectives Stand-byCommunicationSelf DevelopmentTeam Development49Carrefour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 Development50CarrefourTo Fire 开除v To Push Our Team To A Higher Level Of P
8、rofessional Skill. 促使我们团队达到更高的专业技能水平 v 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CommunicationSelf DevelopmentTeam Dev
9、elopment51CarrefourAssigning Tasks 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 & Objectives 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52CarrefourAr
10、e You Task Oriented or Relationship Oriented? 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 Oriented以关系为导向53CarrefourPeople & Tasks Considerations 有关人与任务的考虑 Tasks 任务People (Relationship) 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 i
11、t 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 may do it after training 经培训或指导后能做 Knowledge required 需什么知识54CarrefourAssigning Tasks 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
12、单55CarrefourTask Assignment Skills 委派任务技能CommunicationSelf DevelopmentTeam DevelopmentExplain what to do and how to do 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Communicate expectation/requirements 说明你的期望或要求Set timeline 设定期限 Always check 一定要检查56CarrefourDefining Feedback and Coaching
13、 定义反馈与指导Feedback 反馈vLetting people know what and how they are doing as soon 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vA two-way discussion that aims to improve performance 是一种双向式讨论，旨在提高工作绩效57CarrefourFeedback 反馈What are the different types of feedback? 反馈意见的不同形式有哪些？vPositive积极的vNegative消极的
14、vCorrective改进的vNone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？CommunicationSelf DevelopmentTeam Development58CarrefourHow give feedback effectively: BEER Model 如何有效的给予反馈：“啤酒”模式Effective feedback: 有效的反馈：v describes the specific Behavior 描述了具体行为v includes an Example of that
15、behavior 包括所列行为的一个例子v describes how the behavior has exceeded, met or failed to meet your Expectations 描述该行为如何超出、达到或无法达到您的期望和要求v describes the Results of the behavior 描述这些行为所导致的结果CommunicationSelf DevelopmentTeam Development59CarrefourCorrective Feedback - Example 改进型反馈意见 - 例子vRecently you failed to
16、 finish your task on time 最近你没有按时完成任务。vLast Friday, for example, I didnt get the report until 5:00, and that was the third time in four weeks it was late (Specific Example). 比如说，上周五， 我没能在五点之前收到报表， 这已经是在四 周之内第三次延误了(具体例子)vFinishing work on time is a must for a qualified assistant. 按时完成任务，是成为一个合格的助理的起码要
