2021年如何做好门店管理.pdf

门店是企业的利润来源，门店的规范化运营管理，如何提高企业的销售业绩是企业经营的重中之重。如何建立系统的门店运营管理规范，为门店的持续赢利奠定基础，做为一名销售管理人员，我会从以下几个方面入手:一、做好人员培训与管理（1）营业员行为规范销售人员是一个企业的形象代言人；是产品信息的传播者；是顾客的生活顾问；是客户的服务大使；是公司与客户之间沟通的桥梁。销售人员直接与客户沟通，他们的精神面貌、言谈举止、产品知识的熟练程度直接反应出一个企业的形象和素质。营业员的销售礼仪必须发自内心出于自然，时刻保持“愉快”、“迅速”、“灵活”、“容忍、包容”的心态。接待顾客时做到：1.与顾客交谈时口齿清晰、音量适中、使用普通话2.接待顾客是按先来后到的次序不冷落不怠慢3.若当时工作忙碌时对招呼不周的客人表示歉意，切勿敷衍了事4.答疑时专业、简短、清晰、愉悦、不贬低其他品牌5.遇到需要帮助的客人时应热情主动6.学会倾听顾客意见，处理问题时亲切热情，不卑不亢。7.柜台处物品应定置摆放，严禁摆放一切死人物品精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 1 页，共 6 页8.员工严禁在卖场进食、饮水，本人衣物以及餐具应由固定位置存放，不得让顾客看见与销售的产品无关的一切物品（2）日常基本工作流程营业前：1.提前 10 分钟到店2.检查着装和仪容仪表3.处理待处理事项4.店长在早会上总结昨天的营业情况，安排当天工作任务5.对卖场设施进行检查，查看卖场设施以及展品有无损坏，收银系统是否畅通、电力以及照明是否明亮6.检查商品是否充足、陈列标示是否对应7.收银人员清点备用金、准备零钞、打印纸、票据等必须物品8.对陈列、收银台以及卖场地面进行清扫9.当班主管或店长查看按标准流程进行全面检查营业中：1.执行营业员行为规范，以此为标准接待顾客2.按当天早会安排进行一天的工作，做到有条不紊，条理清晰。3.营业员随时保持卖场整洁、对货品以及宣传品进行补齐和整理工作4.员工严格遵守作息时间，严禁出现脱岗现象5.按照规范填写销售票据，不涂改不谎报，售出产品及时上账6.收银人员做到心手干净，账款明了清晰，无错账坏账。精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 2 页，共 6 页文档编码:CW2O7U7M1K3 HU6K2N1Q9S1 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ZX5V4V7F10M87.售出的商品在销售台账上写清客户信息，包括姓名、住址、两个联系电话、所购买产品的型号、颜色、规格、数量以及送货时间和送货时一同配送的赠品或配件等，不得遗漏。营业后：1.卖场整理、清洁、陈列品的维护、倾倒垃圾2.营业日结。3.收银人员清点营业款以及备用金，传送数据，结算当日台账。4.关闭所有设备电源5.锁上所有抽屉，门窗、房间。6.店长总结当天工作情况后，巡视卖场所有设施后方可下班。（3）如何提高销售人员的销售能力销售人员的销售能力=销售技能+销售工具加强人员培训,人才是零售企业的根本。因为零售业的竞争，归根到底是人才的竞争。对新老员工进行入职培训、技术培训、岗位培训等.让新员工能快速进入工作状态,让老员工更专业和职业化以及有一定的发展空间能成为各部门的独挡一面的能手.每日营业前由店长召开15 分钟左右的晨会，布置当天工作计划，总结前日得失。每天让一名营业员讲解一款产品，以此提高销售人员的业务知识的熟练程度和讲解能力。定期进行销售技巧PK 大赛，每个门店自行报名，参加比赛的优胜者除现金奖励外优先拥有晋升权利。精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 3 页，共 6 页文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 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ZE7G6N1K6J9销售人员的工具：1.销售日志2.客户档案3.助销手册4.产品样品5.例会手册这些工具是销售技能的延伸。因为销售人员面对的客户群体非常复杂，决策流程非常复杂，甚至提供的产品以及服务的内容也是非常复杂的，单独的靠营业员的嘴巴、手脚是难以解决客户对我们产品的认知，以促进客户决断的。在这种情况下具备相应的工具来进行解决就会事半功倍。以助销手册为例，它相当于一个资料册，里面应该添加：产品的说明书、样本、签写合同的样本、客户的使用意见、以及产品的各种证明、各种机构的检测报告和报刊上的各种报道等。这样在向顾客介绍产品的时候这就是例证，当顾客问道质量是否过关，品牌有何竞争优势的时候就可以很容易的拿出检测报告来给他看了，用报刊上正面积极的报道来做例证，这样比用嘴介绍加大了很多力度。（4）营业员情绪管理情绪管理是对个体和群体的情绪感知、控制、调节的过程，其核心必须将人本原理作为最重要的管理原理，使人性、人的情绪得到充分发展，人的价值得到充分体现；是从尊重人、依靠人、发展人、完善人出发，提高对情绪的自觉意识，控制情绪低潮，保精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 4 页，共 6 页文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 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ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9持乐观心态，不断进行自我激励、自我完善。进行情绪管理，必须要及时发现不良情绪的产生，并剖析其原因，然后才能对症下药，调整员工情绪。不良情绪产生的隐性原因，则可以通过中医的“望、闻、问、切”来发现和剖析。所谓“望”，就是观察：通过观察员工的精神状态，工作的积极性，工作态度等，及时把握员工情绪状态，了解组织情绪的走向。所谓“闻”，就是感受：通过换位思考、切实把握员工对企业制度、规范、工作环境、工作内容、工作业绩等的实际体会。所谓“问”，就是交流：针对企业中出现的抱怨、忧虑、烦躁、紧张、沉闷等消极情绪，可以采用个别交谈或谈心的形式，具体细致的对员工情绪做深入的了解。所谓“切”，就是评估：设计专门的评估手段和评估指标，通过科学的方法对员工情绪进行评估，并对评估结果进行分析，精确定位员工情绪的特征。而调整员工情绪、对症下药，可以通过一系列组织干预措施，精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 5 页，共 6 页文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9从两个方面入手：一是改变引起情绪的事情本身；二是改变员工对事情的看法。并营造和谐良好的企业氛围，开放沟通渠道，时时了解员工情绪，杜绝消极情绪的产生。二、促销方案的制定1.定期收集竞争品牌的促销方案，制定自己品牌的促销计划2.力争做到每周一款促销产品，每月一个捆绑销售计划，保持客户的购买欲望和更新家中厨卫产品的兴趣。3.结合各种节日，推出适合人群的销售方案4.销售旺季时加大促销力度，按价格不同，材质不同，档次不同等标准推出多种套购方案，方便顾客选购5.洽谈场展或外展时，保证自己品牌的展出位置和展出面积，保证以最小的费用解决问题。在保证了公司拥有严谨的工作流程，勤劳能干的销售团队，具有竞争力的促销方案和人性化的管理下公司的人员精神面貌和工作状态会有很大的提升。精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 6 页，共 6 页文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 ZE7G6N1K6J9文档编码:CF8N10G5Z10O4 HW4P3S5T2J3 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