1、Sales Manager Seminar課長培訓(xùn),中國培訓(xùn)師大聯(lián)盟 www.china-,Training Objectives培訓(xùn)目標(biāo),To learn more about Carrefours mission and Sales Manager responsibilities.更多地了解家樂福的使命和課長的職責(zé) To Learn how to better communicate with the team學(xué)習(xí)如何更好地與我的團(tuán)隊(duì)溝通. To learn how to better develop my team 學(xué)習(xí)如何更好地發(fā)展團(tuán)隊(duì) To learn how to plan my

2、 work and manage my time 學(xué)習(xí)如何計(jì)劃我的工作和管理我的時(shí)間,Understanding Carrefours Mission and Sales Managers Responsibilities,Carrefours Mission & Goals,Business strategy &Capabilities,People Requirements,Requirements of DepartmentHeads,Business knowledge Technical skills Communication skills People management &

3、development skills Time management and action planning skills Others,Carrefour Concepts Four Policies Localization Turnover Market share,Employee Needs,Human resources management strategy & practices,Understanding Carrefours Mission and Sales Managers Responsibilities理解家樂福的使命和課長的職責(zé),家樂福的使命和目標(biāo),經(jīng)營策略和能力

4、,人員要求,對(duì)于課長的要求,商業(yè)知識(shí) 技術(shù)能力 溝通能力 人員管理和發(fā)展能力 時(shí)間管理和計(jì)劃制定能力 其它,家樂福理念 四大政策 本地化 營業(yè)額 市場份額,員工需求,人力資源管理策略和操作,Mission of Carrefour家樂福的使命,Our Mission我們的使命 Our People我們的員工 Our Resources我們的方法,All our efforts are directed towards customer satisfaction. Our retailing activities seek to meet changing customer demands, i

5、n terms of product selection and quality, at the most competitive prices我們盡一切努力最大程度地滿足顧客的要求我們的零售行業(yè)通過選擇商品，提供最佳品質(zhì)及最低價(jià)格，以滿足客戶多變的要求 Highly-motivated associates are our main asset. Individual initiative and delegation of responsibilities are carried out in a spirit of solidarity and common interest.我們最主要

6、的財(cái)產(chǎn)是士氣高昂的員工. 每一個(gè)員工應(yīng)在團(tuán)結(jié)奮斗及目標(biāo)一致的基礎(chǔ)上，充分發(fā)揮主動(dòng)性及責(zé)任。 Our business is based on simple, straightforward concepts. To remain competitive, we constantly adapt our resources to achieve optimal distribution efficiency.我們的理念簡單而直接為了在競爭中取得優(yōu)勢，我們必須最大限度地使用資源使之發(fā)揮作用。,OUR GOAL我們的目標(biāo) OUR VALUES|我們的價(jià)值,We aim to be an intern

7、ational force with a significant presence in each market. By constantly seeking to gain market share, we will strengthen the Groups independence and raise its value over the long term 我們的目標(biāo)是成為一個(gè)國際性公司，并在每個(gè)市場中占有重要比例。通過市場占有率的擴(kuò)大，我們將不斷加強(qiáng)公司的獨(dú)立性及增加公司長期的企業(yè)價(jià)值。 We aim to develop mutually beneficial synergies

8、with all our business partner. We seek to adapt to the specific environment of each country where we operate and to serve as a benchmark in terms of business values wherever we are present. 我們強(qiáng)調(diào)協(xié)調(diào)與合作伙伴之間的關(guān)系，增進(jìn)雙方共同的利益。我們要盡力融合各國特殊 的環(huán)境，成為同業(yè)間的楷模。,家樂福的使命 MISSION OF CARREFOUR,我們的一切工作的核心是為了讓顧客滿意。,Customer

9、Satisfaction顧客滿意,All Our Efforts Must Be Directed Towards Customers Satisfaction.,Carrefour Concepts家樂福的理念,Customer Satisfaction First!顧客的滿意為優(yōu)先 One stop shopping一次購足 Low price超低售價(jià) Free Parking免費(fèi)停車 Self Service自助式服務(wù) Freshness and Quality新鮮和品質(zhì),Carrefour Four Policies家樂福四大政策,Management Level管理層,Assets

10、資產(chǎn),Merchandise 商品,All Equipment in good condition所有器材處于良好狀態(tài) Price價(jià)格 Clean干凈 Full滿 Listen to customers傾聽客戶需要 Competitors survey競爭調(diào)查,Get the best assortment 作出最好貨品分類排列 get the best conditions 提供最好的條件 React to competitors price level 對(duì)競爭對(duì)手的價(jià)格作出反應(yīng) Check volume orders and sales quantities檢查銷售量 push for p

11、romotions 促銷 Communication with negotiator 與談判者交流,人力資源,Know your staff 了解員工 Train 培訓(xùn) Communication 交流 Initiative & creative 主動(dòng)性與創(chuàng)造性 Link between management team and my team 管理團(tuán)隊(duì)和我的團(tuán)隊(duì)之間的練習(xí),Re source,Human,Main Responsibilities of a Sales Manager課長的主要職責(zé),Assets 資產(chǎn) Store clean and full.保持賣場整潔，商品充足 Good

12、implantation respecting the price range.根據(jù)不同價(jià)格檔位，良好展示商品， Check the cleanliness of the uniform of the staff.檢查員工是否著裝整潔 Storage well arranged.保持庫存井井有條 Listen to customers and react positively.傾聽顧客意見，作出積極反應(yīng) Have a sales spirit.展現(xiàn)生意人的精神 Display with volume.保持充足的商品展示 Respect and make respecting the safet

13、y rules of fire fighting and hygiene regulations.遵守火災(zāi)和衛(wèi)生等安全規(guī)章制度 Follow competitors price level.關(guān)注競爭對(duì)手的價(jià)格水準(zhǔn) Propose equipment investment.提議購置新設(shè)備 Full respect of the regulation and law of China & Carrefours store procedures.完全遵守中國的法規(guī)和家樂福店的制度 Have a store spirit.展現(xiàn)家樂福店的精神,Human 人員 Help the staff to hav

14、e a commercial and professional attitude in any case.使員工在任何情況下要表現(xiàn)出商業(yè)人士的職業(yè)態(tài)度 Communicate stores information.傳達(dá)有關(guān)家樂福店的信息 Give clear responsibilities to the staff.明確員工的工作職責(zé) Check weekly the punch card.每周檢查工時(shí)卡 Train your staff with a training plan根據(jù)培訓(xùn)計(jì)劃培訓(xùn)員工 React on the quality of the work of the staff.

15、根據(jù)員工的工作質(zhì)量作出反應(yīng) Plan and propose promotion.計(jì)劃并推薦提升人員,Main Responsibilities of a Sales Manager課長的主要職責(zé),Merchandise 商品 Follow assortment (No shortage).保證品種 (沒有缺貨) Facing and display reflecting the sales quantities.排面和展示要反映銷售量 Check stock cards.檢查庫存卡 Stock level respecting the forecast.庫存量反映預(yù)見的銷售量 Plan pr

16、omotional and seasonal events one month before.提前一個(gè)月準(zhǔn)備促銷和季節(jié)性活動(dòng) Good communication with negotiators.跟談判員保持良好溝通 Inform the negotiators of your low sales items.向談判員通報(bào)滯銷的單品 Follow and anticipate the new market trends.遵循并預(yù)見市場走向 Propose new item to improve assortment according to customers demands.根據(jù)顧客的需求

17、，提議新的單品，以改進(jìn)品種搭配,Finance 財(cái)務(wù) Follow the procedures.遵守制度 Good checking on the receiving and returning reports.認(rèn)真檢查收貨和退貨單 Valid purchase report.對(duì)證采購單. Provide exact financial documents.提供正確的財(cái)務(wù)報(bào)告 Reach the forecast figures.完成預(yù)見的指標(biāo) Propose improvements to over the forecasted figures.提議超過指標(biāo)的改進(jìn)方法 Well contr

18、ol of all the lines of your department bulletin.全面控制部門業(yè)績表的各個(gè)方面,The Importance Of Managerial Skills管理層管理技能的重要性,The Role Of Managers經(jīng)理的角色,Managing tasks 管理任務(wù) Leading people領(lǐng)導(dǎo)員工 To make sure work gets done and people get satisfied.確保工作得以圓滿完成并且員工獲得滿足。,Role Transition 1角色轉(zhuǎn)換(一),Role Transition 2角色轉(zhuǎn)換 (二),T

19、he Roles Of An Effective Manager一個(gè)有效經(jīng)理的角色,A bridge between business goals and business results連接經(jīng)營目標(biāo)與經(jīng)營結(jié)果的一座橋梁 A bridge between employees and the top management連接員工和高層管理的一座橋梁 A coach for employee development員工發(fā)展的指導(dǎo)者 An initiator of continuous improvement持續(xù)不斷改進(jìn)的倡導(dǎo)者,我的角色My Role,Management Of My Team 團(tuán)

20、隊(duì)管理,Management and Development of the Team團(tuán)隊(duì)管理和發(fā)展,Communication with the Team團(tuán)隊(duì)溝通,Self Management自我管理,Communication with the Team團(tuán)隊(duì)溝通,Effective Communication Skills有效溝通技能 How to ask questions如何提問 How to listen如何傾聽 Building relationships建立關(guān)系,Communication,Self Development,Team Development,Three Types

21、 Of Questions三種不同類型的問題,Funnel Model 漏斗模式,What Do You Listen For?你聽什么？,Facts事實(shí) Emotions情感 Relationship關(guān)系 Implied隱含,Model For Better Communication有效溝通模式,障礙 Barriers,Message Sent/Message Received發(fā)出信息/接收信息,Message Sent發(fā)出信息,No Communication無溝通,Partial Communication部分溝通,Complete Communication完全溝通,1.,2.,3.

22、,Message Sent發(fā)出信息,Message Received接收信息,Message Received接收信息,Getting to Know Your Employees and the Communication Cycle 了解你的員工及溝通環(huán),Thought 想法,Words & non-words 言語和非言語,Transmission 傳送,Reception 接收,Decoding 理解,Feed back 反饋意見,Sender 提供者,Receiver接收者,Effective Listening Skills有效的傾聽技巧,Paraphrasing Words意譯語

23、句 Paraphrasing Feelings意譯感情 Reflecting 復(fù)述 Redirecting引導(dǎo),Calms a Conflict or an Intensive Situation 緩和一場爭執(zhí)或一個(gè)緊張的局面 Helps You Control Emotions and Build a Constructive Relationship有助于控制自己的情緒, 建立起良好的關(guān)系 Encourages Other People to Share Information 鼓勵(lì)對(duì)方提供信息,Paraphrasing 1意譯一,Increases the Other Persons T

24、rust in You加強(qiáng)對(duì)方對(duì)自己的信任感 Gives Others a Chance to Clarify or Explain給對(duì)方一個(gè)澄清或解釋的機(jī)會(huì) Helps Other People Clarify Their Own Thinking幫助對(duì)方澄清觀點(diǎn) Emphasizes Important Points強(qiáng)調(diào)要點(diǎn),Paraphrasing 2意譯二,Examples Of Paraphrasing and Reflecting意譯和復(fù)述實(shí)例,It sounds like what you are saying is that you dont want to take over

25、 the task.聽起來你的意思好象是說你不想接受這項(xiàng)任務(wù)。 What Im hearing is 我的理解是. You are feeling really frustrated about work.工作確實(shí)讓你感到沮喪。 It sounds like something is bothering you.聽上去好象什么事困撓著你,Reflecting and Redirecting引導(dǎo),A Tool for Guiding the Content of Information Exchange: 主導(dǎo)信息交流內(nèi)容的一個(gè)有效工具,Active Listening + An Open (p

26、robing) Question 積極傾聽 + 開放式（探究式）問題,Questions For Directing可以用來引導(dǎo)對(duì)方的問題,Ask “How.”, not “Why. ”問如何.，而非為何. How are you going to change the situation?你希望如何去改變現(xiàn)狀呢? How shall I improve in order to get the deal?如何改進(jìn)才能談成這筆生意? How could we get these even better?我們?cè)鯓硬拍苁惯@些更完善?,Examples Of Directing引導(dǎo)實(shí)例,After p

27、araphrasing, asking another question. For example: 在意譯完對(duì)方所講的話之后，再提一個(gè)問題。如： Just now you mentioned that one big challenge in management is motivation. Would you please tell me how do you motivate your employees?剛才您提到管理中的一個(gè)較大的挑戰(zhàn)就是激勵(lì)員工，那么您是如何調(diào)動(dòng)員工的積極性的呢？,Verbal and Nonverbal Signals 言語和非言語信號(hào),Making Sound

28、s Like: Ah., Mmm., etc.適當(dāng)使用鼓勵(lì)性詞語，如：啊.、呃.等 Saying: Go on, Tell me more, etc.說：請(qǐng)說下去，請(qǐng)?jiān)僭敿?xì)地談?wù)劦?Repeating Key Points on Words重復(fù)關(guān)鍵詞語 Paraphrasing, Reflecting & Directing進(jìn)行事實(shí)復(fù)述、感情意譯和引導(dǎo),Triads Role Play Recording List三人角色扮演記錄單,Building Relationship 培養(yǎng)關(guān)系,Establish your credibility樹立你的威信 Develop mutual trust培

29、養(yǎng)相互的信任 Respect your team尊重你的團(tuán)隊(duì),How to take over your position as Sales Manager如何樹立課長的威信,Individual meeting with your team members給每個(gè)團(tuán)隊(duì)成員單獨(dú)見個(gè)面 Use tools to help you manage利用工具來幫助你來管理 Be strong and energetic表現(xiàn)堅(jiān)強(qiáng)、充滿活力 Always be in charge, never lose control永遠(yuǎn)掌握主導(dǎo)權(quán)，決不可失去控制 Always be aware of what your t

30、eam is doing時(shí)時(shí)了解你的團(tuán)隊(duì)在做什么 Do it from the very beginning, do not wait一開始就做起來，不可等待,Meeting Team Members Individually單獨(dú)會(huì)見團(tuán)隊(duì)成員,Introduce each other相互介紹,Communicate your expectation表達(dá)你的期望,Lead the meeting主導(dǎo)談話,Listen to him/her注意傾聽,Exercises: How Well Do You Know Your Colleague? Asking Questions 練習(xí)：你對(duì)員工了解多

31、少？ 提問,How Long Has He/She Been Married? 我或他是否已婚? 是否有小孩? If Not, Does He/She Have a Fiance? 如果未婚，我或他是否有對(duì)象？ What Food Does He/She Like Best? 我和他各自最喜歡吃什么？ What Hobbies Does He/She Have? 我和他各自有什么興趣愛好？ What is His/Her Education and working Background? 我和他各自教育 和工作背景如何？ What is the Most Important Challenge

32、 in Your Work? 工作中你最大的挑戰(zhàn)是什么？,Develop Mutual Trust 培養(yǎng)相互信任關(guān)系,Fairness公平 Honesty誠實(shí) Openness 開放 Accessibility平易近人,To Respect My Team,To Respect My Team Means To Spend Time With Them To Respect Means To Communicate With My Team Through Good Morning Briefing Meeting Training Visit To The Shelves To Respec

33、t Means To Listen To My Team,Talk About Competitors New Products, New Collections Department Bulletin Procedures .,尊敬你的團(tuán)隊(duì),尊重意味著花一些時(shí)間和團(tuán)隊(duì)成員在一起 尊重意味著通過下列方式進(jìn)行交流 問 早上好 簡要介紹 會(huì)議 培訓(xùn) 參觀他的貨架 尊重意味著要進(jìn)行傾聽,談它其他競爭對(duì)手 新產(chǎn)品,新展示 課績效 程序 .,Manage and Develop My Team 管理和發(fā)展團(tuán)隊(duì),Understand where your employees are: To Know Gr

34、aph andSkill inventory 知道你的員工工作能力如何：了解圖和技能儲(chǔ)備圖 Three general methods to develop team members:發(fā)展員工的三種基本方式: Task Assignment Skills委派任務(wù)的技能 Coaching and Feedback Skills指導(dǎo)和反饋技能 Teamwork and Motivation團(tuán)隊(duì)合作和激勵(lì),Understand Where Your Employees Are 明白員工的能力水平,Synergy協(xié)作性,Antagonism對(duì)立性,Required Level要求的水準(zhǔn),Creativ

35、ity創(chuàng)造性,Responsibilities職責(zé),A,B,C,D,A is a new employee是新員工 B has reached required level達(dá)到了要求的水準(zhǔn) C is very skilled是有經(jīng)驗(yàn)、熟練的員工 D is low at skills but has a negative attitude是技能差、態(tài)度又消極,Three General Methods to Manage三種管理方式,Method 3: Cooperation Control方式 3 ：合作參與 委派、控制 Method 2 :NegotiableCommunication方式

36、2： 可協(xié)商交流 Method 1 : Not NegotiableTraining方式 1 : 不可協(xié)商 培訓(xùn),Synergy協(xié)作性,Antagonism對(duì)立性,Required Level要求的水準(zhǔn),Creativity創(chuàng)造性,Responsibilities職責(zé),A,B,C,D,Skill Inventory 技能儲(chǔ)備,1=Can Perform Well 1=做的很好 2=Can Perform 2=可以做 3=Needs to Learn 3= 需要學(xué)習(xí)改進(jìn),What Can You Know from the Skill Inventory技能儲(chǔ)備圖能告訴你什么,Who is ge

37、nerally strong?誰的能力比較強(qiáng) Who is generally weak?誰的能力比較弱 Where my team is strong?我的團(tuán)隊(duì)強(qiáng)在何處 Where my team is weak?我的團(tuán)隊(duì)弱在何處？ How to solve the problem如何加強(qiáng) Cross training and backup building交叉培訓(xùn)、人才備份,Cross-Training and Backup Building交叉培訓(xùn)、人才備份,Have one employee train another what he/she is strong at讓一個(gè)某方面比較強(qiáng)

38、的員工教另一個(gè)這方面比較弱的員工 Be aware of the seniority (face) issue注意資歷和面子問題 Make sure tasks get done first and then consider training of employees首先考慮任務(wù)得以完成，然后是員工的培養(yǎng),How to Manage My Team如何管理團(tuán)隊(duì),Content內(nèi)容 To Know 了解 To Respect尊重 To Anticipate預(yù)見 To Motivate 激勵(lì) To Reprimand批評(píng) To Fire開除,Give clear objectives,To Re

39、primand,Immediately point out the wrong-doings and to correct Without weakness Without hesitation Why reprimand?,If it is reached Congratulate Give new objectives Promotion,If it is not reached Correct Go back to the former objectives Stand-by,提出明確的目標(biāo),批評(píng),立即指出其不恰當(dāng)之處并予以糾正 沒有缺點(diǎn) 毫不猶豫 為什么要提出批評(píng)?,如果實(shí)現(xiàn)了 祝賀

40、提出新的目標(biāo) 再創(chuàng)佳績,如果沒有實(shí)現(xiàn) 批評(píng)改正 回到先前的目標(biāo) 繼續(xù),To Fire開除,To Push Our Team To A Higher Level Of Professional Skill. 促使我們團(tuán)隊(duì)達(dá)到更高的專業(yè)技能水平 Those Who Dont Want To Follow, We Have To Sanctions. We Have To Consider, If Necessary The Company Policies 對(duì)于那些不想合作的成員，我們就必須根據(jù)公司政策，在必要時(shí)考慮予以解雇。 Otherwise The Other Good Members Of

41、 My Team Will Not Understand否則其他優(yōu)秀的團(tuán)隊(duì)成員就會(huì)不理解,Assigning Tasks委派任務(wù),1.Analyze the Task 分析任務(wù) 2.Analyze Your Employees 分析員工 3.Consider Your Task Goals & Objectives 考慮任務(wù)的總體目標(biāo)和具體目標(biāo) 4.Consider Your Employee Development Goals & Objectives考慮培養(yǎng)員工的總體目標(biāo)和具體目標(biāo) 5.Find an Appropriate Balance Point and Assign the Tas

42、k 找到適當(dāng)?shù)钠胶恻c(diǎn)來委派任務(wù),Are You Task Oriented or Relationship Oriented? 你是以工作任務(wù)為導(dǎo)向還是以關(guān)系為導(dǎo)向,Task Oriented以工作任務(wù)為導(dǎo)向 Relationship Oriented以關(guān)系為導(dǎo)向,People & Tasks Considerations有關(guān)人與任務(wù)的考慮,Tasks 任務(wù),People (Relationship)人 (關(guān)系),Importance 重要性,Technical Maturity技術(shù)成熟度,Urgency 緊急性,Work Expectation 工作期望,Technical issue技術(shù)性

43、,Who did it before誰以前做過,Routine 事務(wù)性,Who has the skill誰具備技能但未做過,Difficulty 難度,Who may do it after training 經(jīng)培訓(xùn)或指導(dǎo)后能做,Knowledge required需什么知識(shí),Assigning Tasks委派任務(wù),People and Task Considerations以人還是以任務(wù)為導(dǎo)向 Cross-training 交叉培訓(xùn) Building back-Up 做好人才備份 Assigning Task 委派任務(wù) Task assignment worksheet 任務(wù)委派練習(xí)單,T

44、ask Assignment Skills委派任務(wù)技能,Explain what to do and how to do解釋該做什么，如何做,Explain why if they do not know解釋為什么要這樣做，如果他不清楚,Communicate expectation/requirements說明你的期望或要求,Set timeline設(shè)定期限,Always check一定要檢查,Defining Feedback and Coaching定義反饋與指導(dǎo),Feedback 反饋 Letting people know what and how they are doing as

45、 soon as you know在了解到員工的工作情況后，馬上讓他/她知道自己做得如何 Coaching 指導(dǎo) A two-way discussion that aims to improve performance是一種雙向式討論，旨在提高工作績效,Feedback反饋,What are the different types of feedback?反饋意見的不同形式有哪些？ Positive積極的 Negative消極的 Corrective改進(jìn)的 None無反饋 Which one usually is the most effectiveand why?哪種反饋意見通常是最有效的

46、？ 為什么？,How give feedback effectively: BEER Model如何有效的給予反饋：“啤酒”模式,Effective feedback:有效的反饋： describes the specific Behavior描述了具體行為 includes an Example of that behavior包括所列行為的一個(gè)例子 describes how the behavior has exceeded, met or failed to meet your Expectations描述該行為如何超出、達(dá)到或無法達(dá)到您的期望和要求 describes the Res

47、ults of the behavior描述這些行為所導(dǎo)致的結(jié)果,Corrective Feedback - Example改進(jìn)型反饋意見 - 例子,Recently you failed to finish your task on time 最近你沒有按時(shí)完成任務(wù)。 Last Friday, for example, I didnt get the report until 5:00, and that was the third time in four weeks it was late (Specific Example).比如說，上周五， 我沒能在五點(diǎn)之前收到報(bào)表， 這已經(jīng)是在四周

48、之內(nèi)第三次延誤了(具體例子) Finishing work on time is a must for a qualified assistant. 按時(shí)完成任務(wù)，是成為一個(gè)合格的助理的起碼要求。(期望) So we were not able to adjust selling prices in time which will do harm to our sales (Result)所以， 我們無法及時(shí)調(diào)整價(jià)格，我們的銷售受到不利影響。(結(jié)果),Positive Feedback: Example積極型反饋實(shí)例,Recently you have been performing well

49、. (Behavior)最近你的工作表現(xiàn)很好。 (行為) The survey reports you handed in for the past two months were very complete, accurate and helpful. (Example)這兩個(gè)月你上交的市調(diào)報(bào)告非常全面、準(zhǔn)確、有效。 (例子) We adjusted prices according to the reports and our sales have increased 15% over that of the first quarter. (Result) 我們根據(jù)你作的報(bào)告調(diào)整了價(jià)格，

50、我們的銷售比上個(gè)季度增長了15%。 (結(jié)果) If you keep performing well like this, you will soon become the best assistant. (Expectation)如果你一直這樣努力的干下去，你會(huì)成為一名優(yōu)秀的助理。 (期望),Coaching 指導(dǎo),Think of someone in your life - a teacher, parents, a friend - who was a good coach or mentor回想在你生命中的某個(gè)人： 一位教師、父母親、朋友-誰給過您好的指導(dǎo)與反饋意見 What was

51、 good about that person?這個(gè)人好在哪里？ What did they do?他們是怎么做的？ How did you feel?您的感覺如何 How did you respond?您的反應(yīng)如何？,What Does TEAM Mean?團(tuán)隊(duì)的含義,Together共同 Each每人 Achieve實(shí)現(xiàn) More更多,Conditions For Team Success團(tuán)隊(duì)成功的條件,Shared Vision目標(biāo)一致 Understanding of the Team團(tuán)隊(duì)互相理解 (責(zé)任明確) Communication溝通 Strong Leadership強(qiáng)而有

52、力的領(lǐng)導(dǎo) Involve the Right People to Ensure Commitment選擇適合的團(tuán)隊(duì)成員 Experienced Help Where Necessary互助合作,What Motivates People ?什么能夠激勵(lì)人？,Need for Affiliation歸屬需要 Need for Power權(quán)力需要 Need for Achievement成就需要,Note: Do not give too much at a time, because people forget very soon注意：一次不要給得太多，因?yàn)槿藗兺煤芸?To Motivate激

53、勵(lì),Honest誠實(shí),Respect of Company Policy遵照公司政策,Motivation激勵(lì),Confidence自信,Performance業(yè)績,Promotion提升,Enjoyment樂趣,Energy Created Through Motivation 激勵(lì)所產(chǎn)生的能量,+,+,_,No Motivation沒有激勵(lì),No Confidence不自信,No Performance無業(yè)績,Resignation 辭職,No Enjoyment沒有樂趣,_,聰明目標(biāo)SMART Objective,Specific具體 Measurable可衡量 Achievable (

54、Controllable)可實(shí)現(xiàn)（控制） Results-Oriented (Output)以結(jié)果為導(dǎo)向（輸出） Time-Based (Deadline)以時(shí)間為基礎(chǔ)（限期）,SMART,SMART Goals聰明目標(biāo),Goals without SMART非聰明目標(biāo) Increase turnover提高營業(yè)額 Train more employees培訓(xùn)更多的員工,Goals with SMART聰明目標(biāo) In the last quarter of 2000 My department will increase turnover by at least 5% over the sam

55、e period last year. 2000 年第四季度，跟去年同期相比，提高營業(yè)額 5%。 By the end of November , I will have two employees trained on how to use Pacific Four. 到十一底，教會(huì)兩個(gè)員工如何使用 Pacific Four,Self Management and Development自我管理和發(fā)展,Time management時(shí)間管理 Anticipation (Planning) 預(yù)見,Time Declaration時(shí)間宣言,Today, A Catch of the Busine

56、ss World Is:當(dāng)今企業(yè)界膾炙人口的一個(gè)口號(hào)是： Work Smarter, Not Harder!蠻干不如巧干！ Time Is Money時(shí)間就是金錢,Sources of Stress時(shí)間緊迫的原因,Concept of Time缺乏時(shí)間概念 Not enough delegation 缺乏授權(quán) Lack of Scheduling 缺乏計(jì)劃（短期） Lack of Planning缺乏計(jì)劃（長期）,To Anticipate,To Anticipate Events To Anticipates Is: To Be Creative To Use a Good Strategy

57、 To Choose the Right Promotion at the Right Time To Have Good Business Sense To Prepare My Team for an Action To Anticipate: Means We Have To Forecast New Projects,預(yù)見,對(duì)特殊事件或活動(dòng)的預(yù)見 預(yù)見是指: 有創(chuàng)造性 運(yùn)用適當(dāng)?shù)牟呗?在適當(dāng)?shù)臅r(shí)間選擇適當(dāng)?shù)拇黉N方案 有良好的商業(yè)意識(shí) 為我的團(tuán)隊(duì)準(zhǔn)備行動(dòng)方案 預(yù)見是指：必須對(duì)新項(xiàng)目進(jìn)行預(yù)測,?,Anticipate預(yù)見,Ask Your self:問你自己： What will be s

58、elling well in the coming six months接下來六個(gè)月，什么單品會(huì)暢銷 What might not be selling well in the coming six months 接下來六個(gè)月，什么單品應(yīng)該清倉 What can I/my team do to prepare for the upcoming busy period (big promotion event, festival)?為即將到來的繁忙季節(jié)(大型促銷活動(dòng))，我和我的團(tuán)隊(duì)現(xiàn)在能做些什么準(zhǔn)備工作 What might go wrong in my department and what can I do now to prevent it?我的部門可能會(huì)出現(xiàn)什么問題，我如何應(yīng)對(duì),Prioritiz