Training Rules For The Managers Of Clothing Stores That Have Made Their Performance Soar

　 　 clothing The store manager must do the following eight jobs

① Work as a representative - as the representative of the highest operator of the company, contact with regional stakeholders, customers and business stakeholders, and cultivate good relations between both parties.

② Work as an information collector - region Collect useful information in the business activities of stores such as, customers, etc.

③ Do the work of the adjuster - when the problem occurs, adjust and solve it as soon as possible in the capacity of the store manager, so as to make the response smooth.

④ Work as a communicator - correctly and quickly communicate the company's policies, plans and objectives to the subordinates in the store.

⑤ Work as a mentor - educate and guide subordinates

⑥ Do the work of the manager - manage the business activities in the store and achieve the business objectives

⑦ Do the job of the preserver - preserve the assets in the store, such as stores, equipment, commodities, etc

⑧ Do the work of an activist - I am also a salesman

Importance of investigating customer purchase unit price

Customer unit price is the second element of turnover, so we should not ignore its importance when we collect, purchase goods or change prices. Although the unit price of customers is high, it is ideal, but on the contrary, please refer to the aforementioned A store in a city. When its turnover increases, it will bring about the sequela of fewer customers.

① Turnover target (daily and cumulative)

② Business performance (last year's performance, daily performance and cumulative performance this year)

③ Number of passengers (last year, this year's daily and cumulative)

④ Turnover achievement rate

⑤ Comparison of target performance (exceeding amount, insufficient amount and daily accumulation of exceeding amount and insufficient amount)

The first step to success is to grasp the turnover

It seems to be the instinct of every store to increase its turnover. However, no matter how much turnover is increased, it will lose its significance if it fails to obtain appropriate gross profit. For example, it is not uncommon to get normal gross profit, but declare bankruptcy due to excessive expenditure of funds. Turnover is external, while gross profit and net profit are internal figures. Only by enriching the inner, can we embark on a sound business track. Although we all understand the importance of increasing turnover, we must take gross profit as the prerequisite before doing so.

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The following items are included in the education and training subjects under the guidance of subordinates in the retail industry

1. Basic matters - company overview, social training, business policies, employment planning, regulations, business distribution within the company, greeting methods, company language, sales language, prescribed clothing, workplace etiquette, etc.

2. Matters related to sales business

① The significance of trafficking - the circulation of shops and services, the establishment of trafficking, the sufficiency of needs and the provision of satisfaction.

② The way of salesmen - relationship with customers, the principle of customer first, cooperation between superiors and subordinates.

③ Trafficking from this point of view - inquiry and contact

3. Matters relating to the handling of business methods

① Methods of collecting reports and forms - methods of reporting, writing methods and processes of forms, and writing methods of numbers

② The method of collecting props - the name and collection method of the equipment.

4. Customer priority, commodity related matters

① Commodity content of inventory - classification of commodities, main commodities, attention to commodity sorting, seasonality of commodities, brand type, etc.

② Manufacturers and commodities - the name of each commodity of the major manufacturers and the market share of each manufacturer.

③ Customers and commodities - the names of major customers and their commodities, and the relationship between manufacturers, customers and their own stores.

　　5、 Open a shop get ready

① Cleaning in the store - stores, storefronts, shop windows, warehouses, toilets, offices, etc.

② Commodity allocation and supplement - confirm the market, substitute commodities, regional distribution, and supply of commodities.

③ Display method - POP advertising, confirmation of advertising signs, decoration, lighting changes, posters, display window models.

④ Person in charge and exchange - confirm the person in charge, and allocate the absent person if any.

⑤ Inventory of preparations - confirmation and supplement of change, vouchers, wrapping paper, bags and other preparations.

6. Business related matters in business

② Hospitality sales skills - methods of acceptance, psychology of purchase, methods of product prompt, and the use of grammar and honorific expressions.

③ Commodity description - commodity characteristics, use method, quality, combination method, etc.

④ Money receiving and packaging - methods of taking money, confirmation, change, packaging, etc.

⑤ Delivery method - the method of registering the subpoena when mailing, and the precautions for valuables.

⑥ Selling - sorting of customer cards.

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7. Closing business

① Closing - sorting of appliances and spare parts, and locking of iron doors

② Calculation business - total of cash cashier, confirmation of cash, and preparation of calculation statement of current day's sales.

8. Other business relationships

Training for store managers of clothing stores

For the training experience of store managers of clothing stores, refer to:

Although I have worked for many years, I still know very little about marketing management and planning, so I am very grateful to the leaders of the Group for providing us with training and learning opportunities, so that I have a deeper understanding of marketing, and also very grateful to the selfless spirit of the trainers who gave us all their money without reservation.

Through the training, I learned some new marketing management knowledge, and understood how important it is for enterprises to develop a high-performance marketing team in practice. In the field of natural science and technological science, we can adopt the "bringing principle" to bring the most advanced achievements in the world to our own use, but in terms of marketing management, we cannot directly transplant the foreign system, but must combine our national conditions People's conditions and the actual situation of enterprises should be integrated to create a marketing management system suitable for their own, so that "foreign things serve China" can work.

The following is just a few simple understandings on how to enliven the work of "marketing" after I attended the group's "marketing" training class, in combination with my own work practice and some thoughts, so that we can learn and communicate together.

1、 The plan is reasonable, the preparation is sufficient, the business opportunity is grasped, and the unprepared battle is not fought. I remember that Sun Tzu once said in the art of war that "more counts, less counts". Do not fight unprepared battles. "If you are prepared, you will stand up. If you are unprepared, you will lose.". Any important thing needs to be prepared and planned carefully in advance to ensure that the goal can be achieved. Sales is a complicated job. To make sales successful, it requires sales personnel to make necessary preparations.

The main purpose of the preparation work is to have a clear plan, make the next work of approaching customers more targeted, carry out in a planned and step-by-step manner, avoid mistakes, and strive to actively and efficiently complete sales.

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1. Material preparation

Good material preparation can make customers feel the sincerity of the salesperson, help the salesperson to establish a good negotiation image, and form a friendly, harmonious and relaxed negotiation atmosphere. The material preparation, first of all, is the salesperson's own appearance and temperament, leaving customers with a good first impression of their moral quality, work style, life style and other aspects with a clean, elegant, dignified appearance. Secondly, the salesperson should prepare necessary items according to the purpose of the visit, usually including customer information, samples, price lists, contract paper, notebooks, pens, etc. The material preparation should be careful and careful, so as to avoid any mistakes or bad impression on the customer during the visit. Don't be too burdensome. The dusty appearance will leave the impression of "passers-by", which will affect the effect of negotiation.

2. Self confidence is crucial to the success of sales personnel. When salespeople visit customers unprepared, they are often afraid of making mistakes because of unknown situations and unclear base numbers, resulting in ambiguous words. When customers see such salespeople who are not confident in promoting their own products, they will first feel worried and disappointed, and then cannot trust the products promoted by salespeople, and certainly will not accept them. Therefore, sufficient preparatory work can make the sales staff full of confidence, calm attitude, proper speech and behavior, and easy to win customer trust.

3. Sales personnel should be "bosom friends" to improve the success rate of sales. The so-called "bosom friend" refers to the need to master the production, operation, scale and other information of your company in various aspects, as well as the performance, indicators, prices and other knowledge of the products you are responsible for.

For customers, sales personnel are the company. But in fact, the salesperson only represents the company. Since the salesperson represents the company, he should have a comprehensive understanding of the enterprise, including business objectives, business policies, historical performance, advantages of the enterprise and the products sold.

4. Master the agility of company service. For products that need to be delivered to customers by means of transportation, customers have very high requirements for the agility of the company's services. Customers want not only to deliver goods in time, but also to be accurate. If the delivery is wrong, it may affect the company's image, even make customers leave angrily, making sales impossible.

5. Sales personnel must be familiar with the company's price, credit conditions, product delivery procedures and any other information indispensable in the sales process. In the sales process, the company must have good credit conditions. The company must keep its promises and contracts, and the product delivery must be accurate and timely. Only when the sales personnel are familiar with this knowledge, can they timely use preferential conditions to attract customers in the sales process and trigger customers' desire to buy.

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2、 Find the source of target customers

1. There must be a core goal.

The goal is the basis to guide all actions. Our problem is how to set a core goal in the sales work. Remember Joe, the god of sales? Gillard once said, "No matter what kind of people you meet, you must regard them as customers who really want to buy goods from you. Such a positive attitude is the prerequisite for your success in sales. When I first met a customer, I always believed that he was my customer." We should use this belief and spirit to find every possible customer around us, Strive to expand and occupy the market. Increasing the market share is more meaningful than increasing the profit rate. Taking increasing the market share as the pricing goal, we can enter the market at a low price, expand the market and gradually occupy the market.

2. The salesperson must be diligent. There is a saying that those who work only with their hands are labourers; The salesmen work with their hands, brains, hearts and legs. In order to gain more customers and improve sales performance more quickly, in addition to carefully maintaining old customers, we must also be diligent in developing new customers, keep an eye on market changes and customer updates, and be ready to recommend products to customers at any time.

Sales work is a very hard work. There are many difficulties and setbacks to overcome, and many cold rejections to face. This requires that sales personnel must have a strong sense of professionalism and responsibility to regard themselves as "happy sellers". They have the courage to forge ahead and be positive. They should not only run errands frequently, but also open their mouths more, Only by going into thousands of households, saying thousands of words, going through thousands of hardships, and doing everything possible, can we win a lot of success in the end.

3. Sales staff should have a pair of eyes. Sales personnel need to have a keen eye like a wolf to investigate market trends at all times, a firm will like a wolf to pursue goals all the time, and a smart strategy like a wolf, so as to ensure that sales work is climbing and constantly create new brilliance! Through a pair of eyes, we can find a lot of information reflecting the customer's inner activities from the customer's behavior, which is a necessary prerequisite for the salesperson to deeply understand the customer's psychological activities and accurately judge the customer.

　　4、 salesman Be creative. Sales personnel should have strong creative ability to win in the fierce market competition. First of all, we should awaken our own creative talents and have an innovative spirit of "ingenuity"; Secondly, we should break through the traditional thinking and be good at using new methods to take a new path, so that our sales activities can attract the attention of future customers. As the saying goes, "learning is what you should pay attention to", and in the words of the sales industry, "there are business opportunities everywhere." Salesmen should be able to highlight the key points of the problem, grasp the essence of the problem, see the problem step by step, and prioritize, At the same time, pay attention to accumulate more knowledge and skills. The richer the knowledge and experience, the more skilled they are, and the stronger their insight into things will be.

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