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                            全能型督導六項核心技能

                            課程編號:26486
                            課程背景:1、品牌連鎖版圖不斷擴張,督導不是空擺設,究竟如何發揮區域督導在運營組織架構中的強大作用,推動區域業績持續增長?打敗競爭對手?2、區域督導能量大嗎?從單店到多店,從執行者到管理者,角色的轉變,責任的加重,讓眾多的新手督導無所適從。怎么辦?3、政策的傳達、目標的執行、門店的巡查、問題的解決、業績的提升,不知如何有計劃的推動?為什么門店店長店員不歡迎督導的到來,認為督導就是來
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                            全能型督導六項核心技能課程內容

                            課程背景:
                            1、品牌連鎖版圖不斷擴張,督導不是空擺設,究竟如何發揮區域督導在運營組織架構中的強大作用,推動區域業績持續增長?打敗競爭對手?
                            2、區域督導能量大嗎?從單店到多店,從執行者到管理者,角色的轉變,責任的加重,讓眾多的新手督導無所適從。怎么辦?
                            3、政策的傳達、目標的執行、門店的巡查、問題的解決、業績的提升,不知如何有計劃的推動?為什么門店店長店員不歡迎督導的到來,認為督導就是來找茬來的,怎么辦?
                            4、區域市場布局戰略沒有領會,虧損門店一大片,區域督導如何制定策略,確保區域市場生意快速破冰?
                            5、中小民營企業資源有限,必須一人多崗,如何平衡區域督導的個人能力與區域業績掛鉤?股權激勵?合伙人制度?績效考核如何設計?

                            培訓收益:
                            1、將從督導的角色認知、巡店管理、目標管理、員工激勵、現場管理、門店教練等全方位打造全能督導。
                            2、通過學習,督導可以獨擋一面,能夠更加有效管理一個區域。
                            3、大大提升督導溝通協調,完成業績目標的能力。
                            4、為連鎖企業打造一支督導鐵軍。

                            課程大綱:
                            第一單元:如何做好角色認知?
                            一、督導在品牌連鎖門店運營中的重要性
                            二、督導在企業中的三大角色
                            三、督導應具備的五項素質
                            四、督導應掌握的品牌區域市場布局策略
                            五、區域督導日常工作流程是什么
                            【本單元落地工具】:3W角色定位法、區域市場布局板塊化策略、督導工作指導手冊

                            第二單元:如何做好巡店管理?
                            一、哪些是你要關注的店鋪
                            二、如何提升店長
                            1、店長的工作職責是什么
                            2、店長日常工作流程是什么?
                            三、如何提升區域門店的單店業績
                            1、淡季做什么?
                            2、旺季做什么?
                            3、如何將促銷效益最大化
                            4、如何消滅區域不盈利的門店
                            四、巡店的業績價值體現
                            1、巡店前做什么
                            2、巡店中做什么
                            3、巡店后做什么
                            【本單元落地工具】:終端巡店五步法、巡店工作指導手冊

                            第三單元:如何做好目標管理?
                            一、請思考:多店管理和單店管理的區別是什么?
                            二、請思考:如何做好多店管理?
                            三、如何做好區域門店的目標管理?
                            1、目標的定義
                            2、制定目標的來源取向與合理性
                            3、訂立目標的五連環要素及實操技巧
                            計劃——我想做什么?
                            組織——我打算怎樣做?
                            編員——誰來做?
                            執行——確保結果符合要求?
                            控制——檢查結果并不斷檢討如何改進?
                            4、目標管理練習題
                            【本單元落地工具】:目標管理五連環

                            第四單元:如何做好現場管理?
                            一、 現場管理的目的解決問題,提升業績
                            二、目前門店存在的問題
                            1、執行力差
                            2、門店問題拖延不解決
                            3、區域督導與門店關系對立
                            三、現場操作:現場管理五步法
                            四、工欲善其事,必先利其器
                            督導自我突破的每月學習計劃
                            五、案例分析
                            【本單元落地工具】:現場管理五步法、督導自我突破的七層境界

                            第五單元:如何做好員工激勵?
                            一、什么樣的人是我們想要的人?
                            二、如何發現人才?
                            三、如何打造殺手?
                            四、如何留住那顆心?
                            五、如何有效激勵區域店長和他們的員工?
                            1、努力創造理想環境:公平、公開、公正
                            2、硬指標:薪酬,如何設立?
                            3、良性競爭,如何做到?
                            4、授權激發員工的積極性,如何有效操作?
                            5、快樂工作讓每個人有個好心態
                            6、負激勵:批評、懲罰也要講究技巧
                            7、員工激勵是個系統工程,如何建立合適的銷售激勵系統?
                            六、店長上交的“問題”員工,如何協助管理?
                            【本單元落地工具】:員工激勵原理、門店銷售十大軍規指導手冊

                            第六單元:如何做好門店教練?
                            一、什么是教練
                            二、教練的意義
                            三、如何成為一名優秀的教練
                            四、門店教練的技巧
                            1、如何輔導新員工
                            2、如何培養員工的責任感
                            3、如何幫助績效不佳的員工
                            4、給與反饋的技巧
                            五、 如何設定輔導目的和目標
                            1、老員工教練要點 
                            2、三個有效的輔導時機 
                            3、因人而異的輔導方式
                            4、工作輔導的四個步驟
                            5、教練的四大基本技巧:聆聽、詢問、區分、回應
                            六、角色模擬與案例點評
                            【本單元落地工具】:優秀教練素質模型、教練工作四步法

                            講師介紹:馬堅行 
                            實戰渠道營銷專家
                            終端運營管理專家
                            MSS銷售訓練系統創始人
                            北京大學民營經濟研究院特聘講師
                            馬堅行老師先后就職于跨國企業與大型民營企業,具備雙重視角看待國內渠道營銷問題。從一線業務做起,到擔任營銷管理中高層,豐富的銷售與管理經歷為他從事銷售培訓咨詢工作奠定了扎實的基礎。馬堅行老師長期致力于成長性企業品牌渠道營銷問題研究與營銷管理工具的推廣應用;提倡從渠道鏈的系統思維出發來解決具體渠道問題,特別注重品牌在終端的“集中原則”。有了經銷商做支點再加上終端的集中,品牌落地就不再無根而飄浮不定。經銷商做支點撬動市場,終端“集中”助你形成品牌強大影響力。他認為,二三級區域市場的品牌突圍,依次取決于“渠道力”、“產品力”、“終端力”、“推廣力”以及隱藏在背后的“團隊力”五種力量的相互作用。同時,馬堅行老師關注經銷商企業的運營,提出“3點構造經銷商盈利模式”,為經銷商在激烈的市場競爭中做強做大提供幫助。在銷售技巧方面,馬堅行老師提出的“MSS銷售訓練系統”在國內實戰銷售訓練領域處于領先水平。特別是在銷售心理解剖、銷售動作分解、銷售工具應用與銷售教練程序等方面獨樹一幟,得到了許多民營企業的大力贊同。并與中山大學等著名學府建立了銷售技能模型研究合作關系。馬堅行老師的課程是銷售人員戰斗能力快速提升的最佳選擇,他實現了銷售理念與銷售工具之間的有效結合,完成了銷售技能從“理念化”向“工具化”的完美落地,對于快速制造與武裝合格銷售人員起到了非常重要的作用。
                            主講的課程:
                            《市場開發與經銷商管理》、《新形勢下區域市場優化策略》、《經銷商做大做強密碼解析》、《金牌銷售六部曲》、《終端突破實戰訓練》等實戰營銷課程。
                            年度咨詢及培訓過的客戶有(部分):
                            家居建材類:中財集團、圣象集團、北新建材、東鵬瓷磚、大唐合盛、大寶涂料、金羚排氣扇、東方雨虹、卓寶防水、福田電工、安蒙衛浴、富邦家具、倫嘉集團、創世紀實業、鴻圖鐵藝、歐萊寶地板、金潮管業、益生宜居建材、月兔櫥柜、世進水控等
                            電子電器類:海爾集團、TCL電器、志高空調、東芝電器、環威電器、松下凈水器、好幫手電子、路暢科技、華陽多媒體電子、眾合宏圖電子、河東電子、冠迪電子、廣東松日電器、怡和佳電子、歐陸通電子、漢得利電子、辰泰電子、映德電子、得意精密電子等
                            其他行業類:旺旺集團、北京二商集團、惠爾康集團、道道全糧油、番禺糧油儲備、美樂多飲料、東古調味食品、華珊食品、恒安集團、月月舒、仙迪集團、大方泳嘉化妝品、三九集團、瑞虎集團、凱樂石、東方駱駝、伊希雅服飾、小貝殼服飾、賽萊默(中國)、開易控股、百得國際集團、拓樸塑業、偉嘉集團、大臺農飼料、艾格威畜牧、鑫瑞動物藥業、威時沛運物流、凱爾達集團、天能集團、比亞迪、東風日產、中通客車、中興汽車、克萊照明、愛車屋、朗迅實業、朗仁科技、好美特汽配連鎖、圖特斯工具、華測導航技術、世紀天科技、奇勝運動器材、中聯重科、柳工集團、達安基因、香山衡器等

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                            舉   辦:《全能型督導六項核心技能》課程
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