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1、Sales Manager Seminar课长培训课长培训2CarrefourTraining 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 plan my work a
2、nd manage 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 ResponsibilitiesCarrefours Mission&GoalsBusiness strategy&CapabilitiesPeople RequirementsRequirements of DepartmentHeadsBusiness knowledgeTechnical skillsCommunication skills People management&developmen
3、t skillsTime management and action planning skillsOthersCarrefour ConceptsFour PoliciesLocalizationTurnoverMarket shareEmployee NeedsHuman resources management strategy&practices4CarrefourUnderstanding Carrefours Mission and Sales Managers Responsibilities理解家乐福的使命和课长的职责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
4、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5CarrefourMission of Carrefour家乐福的使命家乐福的使命Our Mission我们的使命我们的使命 Our People我们的员工我们的员工 Our Resources我们的方法我们的方法All our efforts are directed towards customer satisfaction.Our retailing activities seek to meet changing custom
5、er 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 associates are our main asset.Individual initiative and delegation of responsibilities are carried out in a spirit of solidarity and common inte
6、rest.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 our 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。6CarrefourOUR GOAL我们的目标 OUR VALUES|我们的价值We aim to
7、 be an international force with a significant presence in each market.By constantly seeking to gain market share,we will strengthen the Groups independence and raise its value over the long term 我们的目标是成为一个国际性公司，并在每个市场中占有重要比例。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
8、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。我们要尽力融合各国特殊 的环境，成为同业间的楷模。家乐福的使命家乐福的使命MISSION OF CARREFOUR7Carrefour我们的一切工作的
9、核心我们的一切工作的核心是为了让是为了让顾客满意顾客满意。Customer Satisfaction顾客满意顾客满意All Our Efforts Must Be Directed Towards Customers Satisfaction.8CarrefourCarrefour Concepts家乐福的理念家乐福的理念Customer Satisfaction First!顾客的满意为优先顾客的满意为优先 vOne stop shopping一次购足vLow price超低售价 vFree Parking免费停车vSelf Service自助式服务vFreshness and Qualit
10、y新鲜和品质9CarrefourCarrefour Four Policies家乐福四大政策家乐福四大政策Management Level管理层管理层Assets 资产资产Merchandise 商品商品vAll Equipment in good condition所有器材处于良好状态vPrice价格vClean干净vFull满vListen to customers倾听客户需要vCompetitors survey竞争调查Finance财财务务vAnalysis of monthly Department bulletin 每月部门报告分析vReact when disparities b
11、etween budget and actual 当财政预算与实际开销出现不同时应作出反应vCheck follow-up of procedures 检查跟踪工作程序vWork on annual budget 制定年度财政预算vGet the best assortment 作出最好货品分类排列vget the best conditions 提供最好的条件vReact to competitors price level 对竞争对手的价格作出反应vCheck volume orders and sales quantities检查销售量vpush for promotions 促销vCo
12、mmunication with negotiator 与谈判者交流人力人力资源资源vKnow your staff 了解员工vTrain 培训vCommunication 交流vInitiative&creative 主动性与创造性vLink between management team and my team 管理团队和我的团队之间的练习ResourceHuman10CarrefourMain Responsibilities of a Sales Manager课长的主要职责课长的主要职责Assets 资产资产FStore clean and full.保持卖场整洁，商品充足FGood
13、 implantation respecting the price range.根据不同价格档位，良好展示商品，FCheck the cleanliness of the uniform of the staff.检查员工是否着装整洁FStorage well arranged.保持库存井井有条FListen to customers and react positively.倾听顾客意见，作出积极反应FHave a sales spirit.展现生意人的精神FDisplay with volume.保持充足的商品展示FRespect and make respecting the safe
14、ty rules of fire fighting and hygiene regulations.遵守火灾和卫生等安全规章制度FFollow competitors price level.关注竞争对手的价格水准FPropose equipment investment.提议购置新设备FFull respect of the regulation and law of China&Carrefours store procedures.完全遵守中国的法规和家乐福店的制度FHave a store spirit.展现家乐福店的精神Human 人员人员 FHelp the staff to ha
15、ve a commercial and professional attitude in any case.使员工在任何情况下要表现出商业人士的职业态度FCommunicate stores information.传达有关家乐福店的信息FGive clear responsibilities to the staff.明确员工的工作职责FCheck weekly the punch card.每周检查工时卡FTrain your staff with a training plan根据培训计划培训员工FReact on the quality of the work of the staff
16、.根据员工的工作质量作出反应FPlan and propose promotion.计划并推荐提升人员11CarrefourMain Responsibilities of a Sales Manager课长的主要职责课长的主要职责Merchandise 商品商品FFollow assortment(No shortage).保证品种(没有缺货)FFacing and display reflecting the sales quantities.排面和展示要反映销售量FCheck stock cards.检查库存卡FStock level respecting the forecast.库存
17、量反映预见的销售量FPlan promotional and seasonal events one month before.提前一个月准备促销和季节性活动FGood communication with negotiators.跟谈判员保持良好沟通FInform the negotiators of your low sales items.向谈判员通报滞销的单品FFollow and anticipate the new market trends.遵循并预见市场走向FPropose new item to improve assortment according to customer
18、s demands.根据顾客的需求，提议新的单品，以改进品种搭配Finance 财务财务FFollow the procedures.遵守制度FGood checking on the receiving and returning reports.认真检查收货和退货单FValid purchase report.对证采购单.FProvide exact financial documents.提供正确的财务报告FReach the forecast figures.完成预见的指标FPropose improvements to over the forecasted figures.提议超过
19、指标的改进方法FWell control of all the lines of your department bulletin.全面控制部门业绩表的各个方面12CarrefourThe Importance Of Managerial Skills管理层管理技能的重要性管理层管理技能的重要性高层经理高层经理Top-Level Managers中层经理中层经理 Middle-Level Managers一线主管一线主管 Supervisors构思构思CONCEPTUAL人际交往人际交往 INTERPERSONAL技术技术 TECHNICAL 管理层管理层管理技能管理技能Managerial
20、LevelManagerial Skill13CarrefourThe Role Of Managers经理的角色经理的角色Managing tasks 管理任务Leading people领导员工To make sure work gets done and people get satisfied.确保工作得以圆满完成并且员工获得满足。14CarrefourRole Transition 1角色转换角色转换(一一)Input投入投入Manager管理者管理者Doer做事者做事者Input投入投入Output产出Output产出产出15CarrefourRole Transition 2角色
21、转换角色转换(二二)Input投入投入Controllers控制者控制者Work Results工作结果工作结果Input投入投入Leader领导者领导者Employee Satisfaction员工满意员工满意Work Results工作结果工作结果16CarrefourThe Roles Of An Effective Manager一个有效经理的角色一个有效经理的角色A bridge between business goals and business results连接经营目标与经营结果的一座桥梁桥梁A bridge between employees and the top man
22、agement连接员工和高层管理的一座桥梁桥梁A coach for employee development员工发展的指导者指导者An initiator of continuous improvement持续不断改进的倡导者倡导者17Carrefour我的角色我的角色My Role上级上级Direct Reports下属下属Subordinates供应商及客户供应商及客户Suppliers and Customers同级管理者同级管理者Peers我我I18CarrefourManagement Of My Team团队管理团队管理Management and Development of
23、the Team团队管理和发展团队管理和发展Communication with the Team团队沟通团队沟通Self Management自我管理自我管理19CarrefourCommunication with the Team团队沟通团队沟通Effective Communication Skills有效沟通技能vHow to ask questions如何提问vHow to listen如何倾听Building relationships建立关系CommunicationSelfDevelopmentTeam Development20CarrefourThree Types Of
24、 Questions三种不同类型的问题三种不同类型的问题CommunicationSelfDevelopmentTeam Development21CarrefourFunnel Model 漏斗模式漏斗模式Open Question开放式问题开放式问题Probing Questions探究式问题探究式问题Closed Questions封闭式问题封闭式问题CommunicationSelfDevelopmentTeam Development22CarrefourWhat Do You Listen For?你听什么？你听什么？vFacts事实vEmotions情感vRelationship
25、关系vImplied隐含CommunicationSelfDevelopmentTeam Development23CarrefourModel For Better Communication有效沟通模式有效沟通模式障碍障碍BarriersMessage Sent/Message Received发出信息发出信息/接收信息接收信息Message Sent发出信息发出信息 No Communication无沟通无沟通Partial Communication部分沟通部分沟通Complete Communication完全沟通完全沟通1.2.3.Message Sent发出信息发出信息 Mess
26、age Received接收信息接收信息Message Received接收信息接收信息24CarrefourGetting to Know Your Employees and the Communication Cycle 了解你的员工及沟通环了解你的员工及沟通环Thought 想法想法Words&non-words 言语和非言语言语和非言语Transmission 传送传送Reception 接收接收Decoding 理解理解Feed back 反馈意见反馈意见Sender 提供者提供者Receiver接收者接收者Barriers障碍障碍Language语言语言Assumption假设假
27、设Distraction干扰干扰Experience经验经验Emotion情绪情绪CommunicationSelfDevelopmentTeam Development25CarrefourEffective Listening Skills有效的倾听技巧有效的倾听技巧vParaphrasing Words意译语句vParaphrasing Feelings意译感情vReflecting复述vRedirecting引导CommunicationSelfDevelopmentTeam Development26CarrefourvCalms a Conflict or an Intensive
28、 Situation 缓和一场争执或一个紧张的局面 vHelps You Control Emotions and Build a Constructive Relationship有助于控制自己的情绪,建立起良好的关系vEncourages Other People to Share Information 鼓励对方提供信息 Paraphrasing 1意译意译一一CommunicationSelfDevelopmentTeam Development27CarrefourvIncreases the Other Persons Trust in You加强对方对自己的信任感vGives O
29、thers a Chance to Clarify or Explain给对方一个澄清或解释的机会 vHelps Other People Clarify Their Own Thinking帮助对方澄清观点 vEmphasizes Important Points强调要点 Paraphrasing 2意译意译二二CommunicationSelfDevelopmentTeam Development28CarrefourExamples Of Paraphrasing and Reflecting意译和复述实例意译和复述实例vIt sounds like what you are sayin
30、g is that you dont want to take over the task.听起来你的意思好象是说你不想接受这项任务。vWhat Im hearing is 我的理解是.vYou are feeling really frustrated about work.工作确实让你感到沮丧。vIt sounds like something is bothering you.听上去好象什么事困挠着你CommunicationSelfDevelopmentTeam Development29CarrefourReflecting and Redirecting引导引导A Tool for
31、 Guiding the Content of Information Exchange:主导信息交流内容的一个有效工具Active Listening+An Open(probing)Question积极倾听+开放式（探究式）问题30CarrefourQuestions For Directing可以用来引导对方的问题可以用来引导对方的问题Ask“How.”,not“Why.”问如何.，而非为何.How are you going to change the situation?你希望如何去改变现状呢?How shall I improve in order to get the deal?
32、如何改进才能谈成这笔生意?How could we get these even better?我们怎样才能使这些更完善?31CarrefourExamples Of Directing引导实例引导实例After paraphrasing,asking another question.For example:在意译完对方所讲的话之后，再提一个问题。如：vJust now you mentioned that one big challenge in management is motivation.Would you please tell me how do you motivate yo
33、ur employees?刚才您提到管理中的一个较大的挑战就是激励员工，刚才您提到管理中的一个较大的挑战就是激励员工，那么您是如那么您是如何调动员工的积极性的呢？何调动员工的积极性的呢？32CarrefourVerbal and Nonverbal Signals 言语和非言语信号言语和非言语信号 vMaking Sounds Like:Ah.,Mmm.,etc.适当使用鼓励性词语，如：啊.、呃.等v Saying:Go on,Tell me more,etc.说：请说下去，请再详细地谈谈等vRepeating Key Points on Words重复关键词语vParaphrasing,Re
34、flecting&Directing进行事实复述、感情意译和引导 CommunicationSelfDevelopmentTeam Development33CarrefourTriads Role Play Recording List三人角色扮演记录单三人角色扮演记录单34CarrefourBuilding Relationship 培养关系培养关系vEstablish your credibility树立你的威信vDevelop mutual trust培养相互的信任vRespect your team尊重你的团队CommunicationSelfDevelopmentTeam Deve
35、lopment35CarrefourHow to take over your position as Sales Manager如何树立课长的威信如何树立课长的威信vIndividual meeting with your team members给每个团队成员单独见个面vUse tools to help you manage利用工具来帮助你来管理vBe strong and energetic表现坚强、充满活力 vAlways be in charge,never lose control永远掌握主导权，决不可失去控制vAlways be aware of what your team
36、is doing时时了解你的团队在做什么vDo it from the very beginning,do not wait一开始就做起来，不可等待CommunicationSelfDevelopmentTeam Development36CarrefourMeeting Team Members Individually单独会见团队成员单独会见团队成员CommunicationSelfDevelopmentTeam DevelopmentIntroduce each other相互介绍相互介绍Communicate your expectation表达你的期望表达你的期望Lead the m
37、eeting主导谈话主导谈话Listen to him/her注意倾听注意倾听37CarrefourExercises:How Well Do You Know Your Colleague?Asking Questions 练习：你对员工了解多少？练习：你对员工了解多少？提问提问How Long Has He/She Been Married?我或他是否已婚?是否有小孩?If Not,Does He/She Have a Fiance?如果未婚，我或他是否有对象？What Food Does He/She Like Best?我和他各自最喜欢吃什么？What Hobbies Does He/
38、She Have?我和他各自有什么兴趣爱好？What is His/Her Education and working Background?我和他各自教育 和工作背景如何？What is the Most Important Challenge in Your Work?工作中你最大的挑战是什么？CommunicationSelfDevelopmentTeam Development38CarrefourDevelop Mutual Trust 培养相互信任关系培养相互信任关系vFairness公平 vHonesty诚实vOpenness 开放vAccessibility平易近人Commun
39、icationSelfDevelopmentTeam Development39CarrefourTo Respect My TeamTo Respect My Team Means To Spend Time With ThemTo Respect Means To Communicate With My Team ThroughvGood MorningvBriefingvMeetingvTrainingvVisit To The Shelves To Respect Means To Listen To My TeamCommunicationSelfDevelopmentTeam De
40、velopmentvTalk About CompetitorsvNew Products,New CollectionsvDepartment BulletinvProceduresv.40Carrefour尊敬你的团队尊敬你的团队尊重意味着花一些时间和团队成员在一起尊重意味着通过下列方式进行交流v问问 早上好早上好 v简要介绍简要介绍v会议会议v培训培训v参观他的货架参观他的货架尊重意味着要进行倾听CommunicationSelfDevelopmentTeam Developmentv谈它其他竞争对手谈它其他竞争对手v新产品新产品,新展示新展示v课绩效课绩效v程序程序v.41Carref
41、ourManage and Develop My Team 管理和发展团队管理和发展团队vUnderstand where your employees are:To Know Graph andSkill inventory 知道你的员工工作能力如何：了解图和技能储备图vThree general methods to develop team members:发展员工的三种基本方式:Task Assignment Skills委派任务的技能Coaching and Feedback Skills指导和反馈技能Teamwork and Motivation团队合作和激励Communicati
42、onSelfDevelopmentTeam Development42CarrefourUnderstand Where Your Employees Are 明白员工的能力水平明白员工的能力水平Synergy协作性协作性Antagonism对立性对立性Required Level要求的水准要求的水准Creativity创造性创造性Responsibilities职责职责ABCDA is a new employee是新员工是新员工B has reached required level达到了要求的水准达到了要求的水准C is very skilled是有经验、熟练的员工是有经验、熟练的员工D
43、 is low at skills but has a negative attitude是技能差、态度又消极是技能差、态度又消极CommunicationSelfDevelopmentTeam Development43CarrefourThree General Methods to Manage三种管理方式三种管理方式Method 3:Cooperation&Participation Delegation;Control方式方式 3 3：合作参与：合作参与 委派、委派、控制控制Method 2:NegotiableCommunication方式方式 2 2：可协商可协商交流交流Meth
44、od 1:Not NegotiableTraining方式方式 1:1:不可协商不可协商 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ABCDCommunicationSelfDevelopmentTeam Development44CarrefourSkill Inventory 技能储备技能储备1=Can Perform Well 1=1=做的很好做的很好 2=Can Perform 2=可以做可以做 3=Needs to Learn 3=需要学习改进需要学习改进Communica
45、tionSelfDevelopmentTeam Development45CarrefourWhat Can You 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？vHow to solve the problem如何加强vCross training and backup building交叉培
46、训、人才备份CommunicationSelfDevelopmentTeam Development46CarrefourCross-Training and Backup Building交叉培训、人才备份交叉培训、人才备份vHave 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vBe aware of the seniority(face)issue注意资历和面子问题vMake sure tasks get done first and then consider training
47、of employees首先考虑任务得以完成，然后是员工的培养CommunicationSelfDevelopmentTeam Development47CarrefourHow 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48CarrefourGive clear objectivesTo ReprimandImmediately point out the wrong-doings and to co
48、rrectvWithout weaknessvWithout hesitationWhy reprimand?If it is reachedCongratulateGive new objectivesPromotionIf it is not reachedCorrectGo back to the former objectives Stand-byCommunicationSelfDevelopmentTeam Development49Carrefour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
49、标再创佳绩如果没有实现批评改正回到先前的目标继续CommunicationSelfDevelopmentTeam Development50CarrefourTo Fire开除开除vTo 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 vThose 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
50、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CommunicationSelfDevelopmentTeam Development51CarrefourAssigning 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&Objectives考虑任务的总体目标和具体目标4.Consider Your Em