沃尔玛管理手册模板

沃尔玛管理手册

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Overview概述

This manual will familiarize you with the basic sales floor procedures and Merchandising Standards related to product presentation and merchandising. At times, however, you may need to deviate from these guidelines, with a Coach's approval, in order to get the sales that you need.這本手冊將會使你熟悉基本的店面運作程序及有關商品陳列與管理的一些指導知識。有時候為了促進銷售, 在經理的批准下你也能够嘗試偏離這些指導原則而進行工作。

Merchandising is, for the most part, based on opinion. Do not be afraid to try new things if you feel that it will help increase sales. However, there are many proven concepts that should be applied in all buildings. Also, you must be willing to try someone else's ideas if your techniques are not getting results. Just remember to have fun with it.

商品佈置這一工作是建立在主觀想法的基礎上的。不要怯于嘗試新的方法, 只要你認為它能促進銷售, 就去做。當然, 如果你自己的方法不是很有效, 也不妨試試其它人的建議。總之, 你要對感興趣就行了。

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"It's almost embarrassing to admit this, but it's true:

There hasn't been a day in my adult life when I haven't spent some time thinking about merchandising. I suspect I have emphasized item merchandising and the importance of promoting items to a greater degree than most any other

retail management person in this country. It has been an absolute passion of mine. It is what I enjoy doing as much as anything in the business. I really love to pick an item - maybe

the most basic merchandise - and then call attention to it. We used to say you could sell anything if you hung it from the ceiling. So we would buy huge quantities of something and dramatize it. We would blow it out of there when everybody

else knew we would have only sold a few had we just left it in

the normal store position. It is one of the things that has set

our company apart from the very beginning and really made

us difficult to compete with. And, man, in the early days of

Wal-Mart it really got crazy sometimes.1

雖然要我承認這些有些難為情, 但自從我成年以後, 就沒

有一天不想著商品佈置的。我懷疑在商品佈置與促銷上

所下功夫及對之的重視程度是任何其它零銷業的管理者

所不及的。這一直是我的一貫方針。它所帶給我的樂趣

與我們生意中的任何其它有趣的事情一樣大。我非常喜

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歡親自動手包裝商品, 即使是最最平常的一種商品, 而後

想辦法吸引顧客的注意而將它銷售出去。我們有句話,

說”只要你能將它掛起來, 你就能將它賣出去”。因而,

我們應訂購大批量的某種商品, 而且將其變成一富有戲劇

性色彩的推銷活動。我們要將它像水一樣的噴灑出去, 而

打破”這東西放在貨架上賣不了多少”的神話。這就是

我們與我們的對手之間的區別。現在回頭看看早期Wal-

Mart所做的促銷

活動, 你一定會認為我們是一群瘋子。

-Sam Walton 山姆沃爾頓

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Who Needs This Information參閱人員

?All Sales Floor Partners店面工作人員

?All Merchandise Team Leaders全體高級主管人員

?All Coaches全體經理人員

You Will Learn About你將學到

?The Competitive Strategy競爭價格策略

?Merchandising Standards for the side steel, endcap features and the cart rail邊櫃、貨架頭、路售區的陳列標準

?Basic merchandising procedures (i.e., signing, zoning, shrink wrap standards, etc.)基本的商品管理程序(如: 標簽整理、纏繞膜等)?Item audits/Test scanning盤點/掃描測試

?Tools (Planners, Reports)工具(計劃、報告)

Personal Contacts個人聯系

?Team Leaders主管

?Assistant Coaches副經理

?Head Coach總經理

?Director of Operations運作部總監

Merchandise Base商品基本理論

Our company is merchandise driven. The foundation of our business is in selling merchandise. Our philosophy is to sell cost effectively to the Business Member while merchandising aggressively to the Advantage Member. The Merchandise Base consists of the following key elements:我們公司是一家商品促銷公司, 公司經營的基礎是銷售商品, 我們的經營理念是向全商業會員提供价廉的商品, 同時極力滿足個人會員。

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