Second. Sales skills. Due to the neglect of training in the past, the sales ability of shopping guides is uneven. Due to the low sales ability of shopping guides, for a long time, they all sold low-priced models, and the main models were not well promoted because of their high prices, resulting in a large backlog of inventory. In addition, there is no strength to fight back against the suppression of competing products. The shopping guide himself feels that the sales volume is not enough. Promotion skills play a key role in the sales process of products, which can be described as the source of shopping guide. Promotion skills training includes business etiquette and promotion skills. Training methods include interactive communication and case analysis. , and adhere to the principle of "long-term training, regular assessment", the goal is to train shopping guides into the internal strength of shopping guides.
Third. Promote knowledge and sales promotion knowledge. From the perspective of the company. Shopping guides are not only experts in selling products. He is also a brand communicator. Is the executor of promotion and promotion. No matter from the point of view of manufacturers or merchants. Shopping guide is the most basic person in the whole sales process. But we also know that they are frontline soldiers standing at the terminal. It is a bridge to realize information exchange and communication between companies and consumers. Because the shopping guide has zero contact with the consumer. So they are the direct executors of corporate brand communication and promotion. In addition, a large number of terminal promotion activities are also inseparable from their participation. As far as promotion is concerned. Shopping guides must have a good understanding and recognition of corporate culture. Very loyal to their own brand. Enthusiasm for work is high. Meanwhile. They should also be systematically trained in knowledge popularization. Let them master the basic promotion skills. Especially when new products are on the market. Shopping guide is the most important. Shopping guides should also master the knowledge and skills of promotion. It can be done through training and on-site participation in practice. In this regard. Shopping guide should have two abilities: one is to participate in the promotion activities organized by companies or businesses, and the other is to be able to make changes in the terminal market. I temporarily promote competing products through price packaging or gift packaging, such as sudden promotion of competing products. And the company has no activities to follow up. What shall we do? At this time, the shopping guide can approve it after asking for instructions. Carry out small-scale promotion by yourself. Thereby effectively intercepting competing products.
Fourth, collect market intelligence. The market is changing rapidly. The terminal is particularly intense. As the front line of sales, the shopping guide can grasp the information as quickly as possible. How to collect information? First of all, we should teach them to identify useful information. Second, we should figure out what information to collect. It usually includes: boutique promotion information, boutique inventory, boutique terminal price adjustment information, boutique new product listing information and boutique personnel change information. There is also a lot of information about the market. When the above information changes. The shopping guide should report to the salesman in time. Of course, we should also pay full attention to the information provided by the shopping guide. This is also an encouragement to the shopping guide and a respect and affirmation for his work. In addition It is also very important for the collection and feedback of construction machinery market information.
First of all, we must cultivate the sense of belonging of shopping guides. According to Maslow's five needs theory, everyone has the need to be respected. We give the shopping guides a sense of belonging just to respect them. In most companies, shopping guides are not considered as regular employees. They work at the grassroots level and are considered to have the lowest status, and are rarely valued and respected. In fact, shopping guide is not only a formal employee of the company, but also an important part of the company's human resources. Imagine, if there is no shopping guide, can we sell thousands of products of our company to thousands of consumers in Qian Qian? Without them, we can accurately convey brand image and product information to consumers through several TV and newspaper advertisements. Therefore, we should fully respect colleagues' shopping guides and make them feel that they are an important part of the company and their work can be recognized and respected by the company. Only in this way can they gain their trust, and the shopping guides can devote themselves to their work as masters, and they will have a sense of responsibility and belonging. In the specific work, it should be: 1, which reflects more pay for more work, rewarding the excellent and punishing the bad in the salary assessment, so that the shopping guide can gain a sense of accomplishment in the work. 2. Let the shopping guides participate in the company's decision-making, especially the terminal sales and management decisions, so that they are willing to dedicate their youth and sweat and regard themselves as the owners of the enterprise. 3. The enterprise is a university, and everyone has learning needs. Try to provide shopping guide training and learning opportunities to promote their growth in learning.
Secondly, another aspect of respecting shopping guides is to satisfy their sense of honor. People not only have material pursuits, but also spiritual pursuits. The same is true for shopping guides. They all hope to get material satisfaction at work and spiritual encouragement at the same time. If you ask a Microsoft employee: Where do you work? He will proudly answer you loudly: Microsoft! Because Microsoft can bring him a sense of honor and accomplishment. We should give full spiritual encouragement and humanistic care to the shopping guides. In this regard, Xiao Hu's approach is: 1, and establish a complete personal information file of the shopping guide. When they or their children or loved ones celebrate their birthdays, congratulate them by sending flowers, gifts, etc. Important holidays or shopping guides are also taken care of during illness; For the sales champion, you can invite her or his lover to have a dinner together to celebrate, which reflects the company's attention and recognition of their work. 2. Hold some entertainment activities every year. For example, before the arrival of the peak season or after the success of the peak season, organize a tourism activity. 3. Issue honorary certificates for outstanding shopping guides. Such as quarterly annual sales champion certificate, excellent shopping guide certificate and so on.
Third, the career planning of shopping guide. Although shopping guide is in the most basic position, it also hopes to get personal development. Everyone is eager for progress and improvement, and no one wants to be a soldier forever. We can't think that shopping guides have no career planning. There are not many marketing experts in reality, and even the company's top managers do it from the front line shopping guide. Will Zhang, general manager of Skyworth Group Jiangxi Branch, is a marketing elite who stands out from the shopping guide. Such examples are found in large companies such as Hisense and Oaks. The career planning of shopping guide mainly starts from the following two aspects: 1, career orientation. Mainly to guide them to regard their work as their own career, not simply to support their families and earn some wages, nor to work for shopping guides, but to let them take the terminal point of sale as a stage to realize their own value and do operations, so that they can improve. Otherwise, boring and simple shopping guide work will make it difficult for them to maintain their passion for a long time. 2. Help them with their career planning. The era of "airborne troops" has passed, and only by doing basic work can anyone be promoted. As a shopping guide, on the one hand, we should do our job well and accumulate experience. Although the work of shopping guide is simple, "it is not simple to do simple things repeatedly every day." On the other hand, we should dare to challenge our by going up one flight of stairs, be positive, be full of enthusiasm and fighting spirit every day, and increase sales. First, get to the post.
Arrive at work 20 minutes earlier than the specified working time. The manager is responsible for attendance, changing work clothes, tidying up personal appearance and wearing light makeup.
Second, the morning meeting
Daily workflow specification of shopping guide: the store manager organizes the morning meeting of 15 20 minutes before business every day. The contents of the morning meeting include:
1. Check the gfd and daily work summary of the shop assistant (performance summary analysis/goods summary analysis/passenger flow analysis/shop assistant work status summary/discipline/lead by example).
2. Work arrangement for the day (performance indicators issued).
3. Adjust the mentality of the clerk and boost the morale of the clerk.
4. Communicate new information about the head office and industry.
Third, preparation before business.
1, sanitation and cleaning work
2. Inventory of goods
3, commodity display and finishing
4, cashier preparation
Fourth, in business.
1, welcome (welcome language, expression, action)
2. Pay attention to customers' shopping signals and provide help.
3. Professional commodity explanation and promotion services.
4, try-on service
5. Customers purchase services (plus promotions)
6. Customer rest service (picture album, emotional exchange)
7. Return service
8, after-sales service (packaging, maintenance instructions, after-sales service instructions)
9. Advisory services
10, farewell ceremony
Verb (abbreviation of verb) daily report
1, fill in the daily sales report.
2, fill in the daily commodity invoicing
3. Fill in the customer information feedback form
4. Fill in the replenishment list and prepare the replenishment catalogue for the next day.
5. Fill in customer orders
6. Fill in customer cases and record consumption accumulation.
Sixth, before closing the store
1, commodity quantity inventory
2. Health work
3. Safety inspection
4. The inspection of in-store facilities shows that the management of small companies or small shops should be humanized, and large companies should be institutionalized and strict.