1、adidas retail training2016 1st quarter report（East Region）1、第一季度零售培訓(xùn)工作總結(jié)(P3-P7) Summary of 1th Quarter Retail Training2、第一季度重點(diǎn)培訓(xùn)項(xiàng)目總結(jié)(P8-P16) Highlights of 4th Quarter Training Project (a)從零開(kāi)始做培訓(xùn) New trainer orientation (b)東區(qū)培訓(xùn)員KPI項(xiàng)目 Eastern Trainer working assessment (d)E-Learning系統(tǒng)推廣 E-learning rol

2、l out (f) BLR培訓(xùn)體系建立 3、第二季度培訓(xùn)工作重點(diǎn)(P17) Plan of 2nd Quarter In 2016 Retail Training培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list培訓(xùn)概述：本季度公開(kāi)課在青島舉辦，與以往最大不同是由東區(qū)與北區(qū)聯(lián)合舉辦。通過(guò)這一措施，旨在為客戶培訓(xùn)員提供一個(gè)更為寬廣的交流平臺(tái)，便于兩區(qū)培訓(xùn)員的相互交流與學(xué)習(xí)。本次公開(kāi)課中，新增加了SP產(chǎn)品體驗(yàn)運(yùn)動(dòng)會(huì)的環(huán)節(jié)，希望借此來(lái)讓客戶培訓(xùn)員們將產(chǎn)品與運(yùn)動(dòng)需求有更為直觀的體會(huì)與了解

3、，并在轉(zhuǎn)訓(xùn)過(guò)程中，能夠從消費(fèi)者的角度出發(fā)，以提升產(chǎn)品培訓(xùn)的適用性。而在NEO與Originals的培訓(xùn)環(huán)節(jié)，也增加了消費(fèi)者調(diào)研環(huán)節(jié)，從消費(fèi)者口中了解第一手信息，對(duì)產(chǎn)品賣(mài)點(diǎn)以及挑戰(zhàn)點(diǎn)做事先的應(yīng)對(duì)。此外，在課堂培訓(xùn)環(huán)節(jié)，也根據(jù)客戶培訓(xùn)員的不同需求，采用階梯式的授課模式。The open course of this season was held in Qingdao. The most different was its joint OC by East and North region. The purpose for the change is to provide a wider plat

4、form for customer trainer to communicate and learn from each other. In the OC, there was a product experience and sports session, which aimed to know the needs from sports deeply. So that customer trainers and deliver the product training f rom consumer point of view, which can improve the feasibili

5、ty of the product training. In NEO and Originals training, we added consumer research session, so that we can get first hand information from consumer and prepare unique selling point and solution of challenge in advance. Moreover, we also provided different training course for different level train

6、ers during the classroom training.出勤率：98%平均分：77出勤率：100%平均分：81出勤率：98%平均分：78出勤率：98%平均分：77培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listDAY1-SP運(yùn)動(dòng)體驗(yàn)會(huì)SP Product experiencetrainingtennis

7、runningRunstar分享會(huì) basketball football體驗(yàn)?zāi)繕?biāo)體驗(yàn)項(xiàng)目的設(shè)計(jì)結(jié)合了每個(gè)系列的運(yùn)動(dòng)特點(diǎn),同時(shí)各環(huán)節(jié)都安排了對(duì)應(yīng)的運(yùn)動(dòng)知識(shí)問(wèn)答,幫助培訓(xùn)員更好的掌握運(yùn)動(dòng)特點(diǎn)及對(duì)產(chǎn)品的需求。The experience session included all product categories. Besides sports and product experience, each session had product knowledge competition. By this way, it can help customer trainers to know both

8、 sports needs and product knowledge.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listDAY2-SP課堂授課SP OC重點(diǎn)產(chǎn)品梳理Reason to sell一年級(jí)Grade1知識(shí)競(jìng)賽 knowledge contest二年級(jí)Grade2培訓(xùn)技巧 training skill三年級(jí)Grade3店鋪帶教 store coaching事先了解培訓(xùn)員需求，將培訓(xùn)員分為三個(gè)年級(jí),分別設(shè)計(jì)產(chǎn)品、轉(zhuǎn)訓(xùn)、帶教環(huán)節(jié)。Collect customer train

9、ers requirement in advance and divided into 3 groups, and designed product knowledge, training skill and store coaching session separately.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listDAY3&4-SS組織重點(diǎn)產(chǎn)品市場(chǎng)調(diào)研，了解顧客需求，找出賣(mài)點(diǎn)與難點(diǎn)，做事先應(yīng)對(duì)。產(chǎn)品講解結(jié)合搭配競(jìng)賽，幫助提升成交與客單量。Organized key p

10、roduct consumer research in order to know consumer requirement and find out unique selling point and challenge, and make action plan in advance. Product knowledge plus styling competition in the classroom training, which aimed to improve CR and UPT.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)

11、目Training Project報(bào)告目錄Report listSP&SS成績(jī)SP&SS score經(jīng)過(guò)線下課程的學(xué)習(xí)與交流,學(xué)員的最終考試成績(jī),相比自測(cè)情況皆有較大的提升The test result after the OC is much higher than self-study.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list容易出錯(cuò)的題目類(lèi)型：1.應(yīng)用類(lèi)型題目的錯(cuò)誤率最高，完成此類(lèi)題目不僅需要全面的產(chǎn)品知識(shí)，還需要充分理解重點(diǎn)產(chǎn)品賣(mài)點(diǎn)以及可滿足的消費(fèi)者需求；2.由

12、于課件設(shè)置無(wú)法靈活回看查閱，導(dǎo)致一些簡(jiǎn)單的記憶類(lèi)的題目出錯(cuò)。容易出錯(cuò)的產(chǎn)品品類(lèi)：戶外產(chǎn)品錯(cuò)誤率較高，與分類(lèi)概念調(diào)整，產(chǎn)品外觀和科技運(yùn)用近似度高有關(guān)，請(qǐng)?jiān)趯?shí)際銷(xiāo)售中進(jìn)一步熟悉產(chǎn)品知識(shí)。培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list課程結(jié)構(gòu)清晰The course structure of the OC is very clearSP OC Evaluation東/北區(qū) East&North全國(guó) National客戶反饋Voice of Customer上課的形式給我們很多的靈感

13、Got a lot of inspiration通過(guò)運(yùn)動(dòng)體驗(yàn)，能夠更好的感受了產(chǎn)品的帶來(lái)的運(yùn)動(dòng)好處Knew the benefits of the products for sports by experience 加強(qiáng)重點(diǎn)產(chǎn)品講解Need more focus on key product對(duì)策：下期將重點(diǎn)突出品牌驅(qū)動(dòng)與數(shù)量驅(qū)動(dòng)產(chǎn)品Action plan: focus on brand and volume drive products in next season培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Proj

14、ect報(bào)告目錄Report list客戶反饋Voice of Customer實(shí)地采訪，了解顧客需求Consumer research helps me to know the real needs我們也會(huì)看到其他培訓(xùn)員的一些培訓(xùn)方式及技巧，有了大家互相之間的摩擦才能激發(fā)出完美的火花We got a lot of inspiration from each other分組講解后建議將本季重點(diǎn)總結(jié)強(qiáng)調(diào)并回顧，這樣印象深刻且結(jié)構(gòu)清晰Need summary key point of the product對(duì)策：下期將在培訓(xùn)最后，增加回顧環(huán)節(jié)Action plan: will add summary

15、 section after the training課程結(jié)構(gòu)清晰The course授課方式易理解The training課堂節(jié)奏合理The rhythm of對(duì)本次產(chǎn)品理解I can講師非常專(zhuān)業(yè)Trainer is樂(lè)于推薦此課程I will introduceNEO/Originals Evaluation東/北區(qū) East&North全國(guó) NationalSUMMARY-KIDS KIDS課程在自學(xué)基礎(chǔ)上的測(cè)試正確率73%，而經(jīng)過(guò)線下討論與學(xué)習(xí)，大家的理解度達(dá)到了77% The test result after self study was 73, but it increased t

16、o 77% after classroom training. 處理異議反斗城及店鋪轉(zhuǎn)訓(xùn)環(huán)節(jié),學(xué)員的互動(dòng)演練非常活躍，更了解產(chǎn)品賣(mài)點(diǎn)的同時(shí),也學(xué)習(xí)了如何做好店鋪轉(zhuǎn)訓(xùn)。 Sales practice of handling objections and store coaching were very welcomed培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list學(xué)員風(fēng)采7377707580新品自測(cè)新品考試KIDS線上自測(cè)與線下考試線上自測(cè)與線下考試（b）從零開(kāi)始做培訓(xùn) New

17、 trainer orientation培訓(xùn)工作總結(jié)Summary ofRetail training15Q4工作重點(diǎn)Plan of 15Q4重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list東區(qū)北區(qū)共28位新培訓(xùn)員參加了第一階段的TTT,通過(guò)不斷的互動(dòng)練習(xí),很好的提升的授課技巧。28 new trainers from north and east ,practice well to improve training skill.開(kāi)場(chǎng)練習(xí)講解技巧練習(xí)語(yǔ)音語(yǔ)調(diào)練習(xí)角色扮演練習(xí)（c）東區(qū)KPI項(xiàng)目 KPI program培訓(xùn)工作總結(jié)Summary ofRetail train

18、ing15Q4工作重點(diǎn)Plan of 15Q4重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list16Q1 KPI結(jié)果 16Q1 KPI Result（d）E-learning學(xué)習(xí)競(jìng)賽 E-learning Competition培訓(xùn)工作總結(jié)Summary ofRetail training15Q4工作重點(diǎn)Plan of 15Q4重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list62.89%65.45%71.58%60.10%61.09%65.79%54.00%56.00%58.00%60.00%62.00%64.00%66.00%68.00%70.00%

19、72.00%74.00%10月11月12月東區(qū)東區(qū)/全國(guó)每月平均分全國(guó)每月平均分東區(qū)平均分全國(guó)平均分104.07%109.37%101.65%107.69%96.00%98.00%100.00%102.00%104.00%106.00%108.00%110.00%11月12月東區(qū)東區(qū)/全國(guó)提升率全國(guó)提升率東區(qū)提升率全國(guó)提升率通過(guò)每周成績(jī)反饋分析和大力跟進(jìn)，東區(qū)成績(jī)有了明顯的提升 Through weekly result feedback and follow up, EL performance improve（d）E-learning學(xué)習(xí)競(jìng)賽 E-learning Competition培

20、訓(xùn)工作總結(jié)Summary ofRetail training15Q4工作重點(diǎn)Plan of 15Q4重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list1261491615425186230100200300400500600700123東區(qū)東區(qū)/全國(guó)每月獲獎(jiǎng)人數(shù)全國(guó)每月獲獎(jiǎng)人數(shù)東區(qū)獲獎(jiǎng)人數(shù)全國(guó)獲獎(jiǎng)人數(shù)589210718271450304002040608010012014016018010月11月12月各渠道每月獲獎(jiǎng)人數(shù)各渠道每月獲獎(jiǎng)人數(shù)CoreNeoSH事項(xiàng) Items2016 Q2計(jì)劃 2016 Q2 PlanBLR16Q3季度新品公開(kāi)課16Q1 Seasonal Pr

21、oduct TrainingSP/Neo/Kids/Originals 從零開(kāi)始做培訓(xùn)New Trainer Orientation12月進(jìn)行TTT最終考核與畢業(yè)典禮TTT final test and graduation in Dec新興城市專(zhuān)項(xiàng)培訓(xùn)Future City workshop12月開(kāi)展節(jié)假日銷(xiāo)售專(zhuān)題培訓(xùn)與新品培訓(xùn)課程Selling in workshop to be held in Dece-Learning推行E-learning system定期要求e-Learning用戶上線學(xué)習(xí)Request user to use periodically2016年Q2培訓(xùn)重點(diǎn)工作1

22、6 Q2 Plan培訓(xùn)工作總結(jié)Summary ofRetail training16年Q2工作重點(diǎn)Plan of 16 Q2重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listTHANK YOU！培訓(xùn)概述：本季度公開(kāi)課在青島舉辦，與以往最大不同是由東區(qū)與北區(qū)聯(lián)合舉辦。通過(guò)這一措施，旨在為客戶培訓(xùn)員提供一個(gè)更為寬廣的交流平臺(tái)，便于兩區(qū)培訓(xùn)員的相互交流與學(xué)習(xí)。本次公開(kāi)課中，新增加了SP產(chǎn)品體驗(yàn)運(yùn)動(dòng)會(huì)的環(huán)節(jié)，希望借此來(lái)讓客戶培訓(xùn)員們將產(chǎn)品與運(yùn)動(dòng)需求有更為直觀的體會(huì)與了解，并在轉(zhuǎn)訓(xùn)過(guò)程中，能夠從消費(fèi)者的角度出發(fā)，以提升產(chǎn)品培訓(xùn)的適用性。而在NEO與Originals的培訓(xùn)環(huán)節(jié)，也增加

23、了消費(fèi)者調(diào)研環(huán)節(jié)，從消費(fèi)者口中了解第一手信息，對(duì)產(chǎn)品賣(mài)點(diǎn)以及挑戰(zhàn)點(diǎn)做事先的應(yīng)對(duì)。此外，在課堂培訓(xùn)環(huán)節(jié)，也根據(jù)客戶培訓(xùn)員的不同需求，采用階梯式的授課模式。The open course of this season was held in Qingdao. The most different was its joint OC by East and North region. The purpose for the change is to provide a wider platform for customer trainer to communicate and learn from e

24、ach other. In the OC, there was a product experience and sports session, which aimed to know the needs from sports deeply. So that customer trainers and deliver the product training f rom consumer point of view, which can improve the feasibility of the product training. In NEO and Originals training

25、, we added consumer research session, so that we can get first hand information from consumer and prepare unique selling point and solution of challenge in advance. Moreover, we also provided different training course for different level trainers during the classroom training.出勤率：98%平均分：77出勤率：100%平均

26、分：81出勤率：98%平均分：78出勤率：98%平均分：77培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listDAY1-SP運(yùn)動(dòng)體驗(yàn)會(huì)SP Product experiencetrainingtennisrunningRunstar分享會(huì) basketball football體驗(yàn)?zāi)繕?biāo)體驗(yàn)項(xiàng)目的設(shè)計(jì)結(jié)合了每個(gè)系列的運(yùn)

27、動(dòng)特點(diǎn),同時(shí)各環(huán)節(jié)都安排了對(duì)應(yīng)的運(yùn)動(dòng)知識(shí)問(wèn)答,幫助培訓(xùn)員更好的掌握運(yùn)動(dòng)特點(diǎn)及對(duì)產(chǎn)品的需求。The experience session included all product categories. Besides sports and product experience, each session had product knowledge competition. By this way, it can help customer trainers to know both sports needs and product knowledge.培訓(xùn)工作總結(jié)Summary ofRetai

28、l training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listDAY2-SP課堂授課SP OC重點(diǎn)產(chǎn)品梳理Reason to sell一年級(jí)Grade1知識(shí)競(jìng)賽 knowledge contest二年級(jí)Grade2培訓(xùn)技巧 training skill三年級(jí)Grade3店鋪帶教 store coaching事先了解培訓(xùn)員需求，將培訓(xùn)員分為三個(gè)年級(jí),分別設(shè)計(jì)產(chǎn)品、轉(zhuǎn)訓(xùn)、帶教環(huán)節(jié)。Collect customer trainers requirement in advance and divided into 3 groups, and

29、 designed product knowledge, training skill and store coaching session separately.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listDAY3&4-SS組織重點(diǎn)產(chǎn)品市場(chǎng)調(diào)研，了解顧客需求，找出賣(mài)點(diǎn)與難點(diǎn)，做事先應(yīng)對(duì)。產(chǎn)品講解結(jié)合搭配競(jìng)賽，幫助提升成交與客單量。Organized key product consumer research in order to know consumer requir

30、ement and find out unique selling point and challenge, and make action plan in advance. Product knowledge plus styling competition in the classroom training, which aimed to improve CR and UPT.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report listSP&SS成績(jī)SP&SS score經(jīng)過(guò)線下課程的

31、學(xué)習(xí)與交流,學(xué)員的最終考試成績(jī),相比自測(cè)情況皆有較大的提升The test result after the OC is much higher than self-study.培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list容易出錯(cuò)的題目類(lèi)型：1.應(yīng)用類(lèi)型題目的錯(cuò)誤率最高，完成此類(lèi)題目不僅需要全面的產(chǎn)品知識(shí)，還需要充分理解重點(diǎn)產(chǎn)品賣(mài)點(diǎn)以及可滿足的消費(fèi)者需求；2.由于課件設(shè)置無(wú)法靈活回看查閱，導(dǎo)致一些簡(jiǎn)單的記憶類(lèi)的題目出錯(cuò)。容易出錯(cuò)的產(chǎn)品品類(lèi)：戶外產(chǎn)品錯(cuò)誤率較高，與分類(lèi)概念調(diào)整

32、，產(chǎn)品外觀和科技運(yùn)用近似度高有關(guān)，請(qǐng)?jiān)趯?shí)際銷(xiāo)售中進(jìn)一步熟悉產(chǎn)品知識(shí)。培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list課程結(jié)構(gòu)清晰The course structure of the OC is very clearSP OC Evaluation東/北區(qū) East&North全國(guó) National客戶反饋Voice of Customer上課的形式給我們很多的靈感Got a lot of inspiration通過(guò)運(yùn)動(dòng)體驗(yàn)，能夠更好的感受了產(chǎn)品的帶來(lái)的運(yùn)動(dòng)好處Knew the benefits of the products for sports by experience 加強(qiáng)重點(diǎn)產(chǎn)品講解Need more focus on key product對(duì)策：下期將重點(diǎn)突出品牌驅(qū)動(dòng)與數(shù)量驅(qū)動(dòng)產(chǎn)品Action plan: focus on brand and volume drive products in next season培訓(xùn)工作總結(jié)Summary ofRetail training16年工作重點(diǎn)Plan of 16重點(diǎn)項(xiàng)目Training Project報(bào)告目錄Report list客戶反饋Voice of Customer實(shí)地采訪，了解顧客需求C