沃尔玛 培训体系-3
Trainer
培训区域培训员
Chapter 3 Regional Trainer
第3章区域培训員
Supercenter - 购物广场
To the Regional Trainer of Supercenter, the important duty is the management training of stores. Additional, and the modification of the MTP program are essential following up of the MT training.
对于购物广场的区域培训员来说，重要的职责是各个店中管理层的培训，除此以外，还有MT培训的跟进和MTP课程的修改。
1.Training of Management
管理层的培训
1.1Courses
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员课程
Regional Trainer directs 10 courses of the Management training. Following is the brief of each training program and the specific management:
区域培训员负责10项管理层课程，以下是各个课程所针对的相应管理层及简介：
MTP
SOS Cash Office
BBM UPC/Report
1.1.1LF: Leadership Foundations. Leadership Foundations
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
is the first tier of Wal-Mart Leadership and Skill
Building. Management Associates that supervise
others are strongly urged to attend this training.
Please note that this course is a prerequisite for
Walton Institute.
LF:领导艺术培训是建立沃尔玛领导才能和技巧的第一条
纽带，管理层员工非常有必要参与这个培训，应注意LF
是上WI课程的先决条件。
Topics covered include
课程内容包括：
People Skills for success as a Wal-Mart manager
作为一个成功的沃尔玛管理层的为人技巧;
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
Skill development in communication, delegation,
empowerment and team building
在与人沟通、授权和团队建设中的技巧培养；
Servant Leadership and how honesty and integrity
relate to managing others
公仆领导和评估他人工作的忠诚；
Managing Diversity at Wal-Mart Stores, Inc.
沃尔玛公司中多样化的管理；
Resources for Living
生存的资源；
Effective Coaching
有效的指导。
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
Please note that this workshop is for three full days.
All the trainee will receive a certificate after this
training.
整个课程历时3天，完成培训后学员可获得一份毕业证
书。
1.1.2 PI/POS: Perpetual Inventory/Point of Sales. This is
the basic program of retail industry. Perpetual
Inventory (P.I.) is a system that lets us know how
much of each item we have in our store. It does this
by keeping track of the merchandise that comes in and
goes out of the store. P.I. also allows us, when
necessary, to review and adjust an item’s on-hand.
An on-hand is simply the total quantity of an item
in the store.
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
PI/POS：即永久库存/POS补货是零售业的基础课程。永久库存系统通过跟踪各种商品在商场中的进出，让我们了解商场
中各种商品的数量，必要时，这个系统还允许我们观察并
调整手头上的商品数量。
Benefits of P.I.
P.I.的优点
Our P.I. system allows us to provide better Customer
Service and operate more efficiently. Some of the
benefits of our P.I. system include:
P.I.系统使我们更好地提供顾客服务，更有效地进行商场
运作。其优点体现在以下各方面：
An improved In-Stock Position. This leads to more
sales and in turn produces more profit and more
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
profit sharing dollars.
保证現貨。在保证销售的同理满足顾客的需求；
Reduced Inventory Levels. This means less
markdowns, reduced shrinkage and lower operating
and accident costs.
减少库存量。这意味着更少的书面记录、更少的损耗
和更少因操作不当或事故所造成损失；
Improved Customer Service. P.I. allows us more
time for Customer Service and merchandising.
提高顾客服务。P.I.系统使我们有更多的时间花在采
购和顾客服务上；
Timely and Accurate Information. This assists our
Buyers, Distribution Centers and Vendor-Partners
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
in making more informed purchase decisions.
及时和准确的信息。这个系统将帮助我们商場的員工、
分销中心和供应商伙伴达成更正确的采购决定。
In-stock is the most important aspect of Customer
Service. Customers Expect to find the items they want.
If we do not have an item, the Customer may not be
satisfied with their shopping experience and decide
to shop somewhere else. 保证现货是顾客最的方面，顾
客总是希望买到他们想要的东西，如果我们不能做到，他
们会不满意并转到其它地方购物。
The way that we reorder merchandise to ensure
in-stock is called Point of Sale, or POS
Replenishment. It is a method of tracking and
ordering merchandise through the registers and your
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
store’s comput er system, called the SMART System.
This is accomplished through obtaining:
我们通过不断的发出補貨，订单订购商品保证现货的方
式，是通过收银台和商场内的电脑系统跟踪和订购商品的
方法就是销售点补货，订貨的准备需要系统以下信息：
Point of sale data from your scanning registers.
收银台扫描器的销售点数据
Point of sale data from your scanning registers.
收货的信息
Last year’s sales data.
去年的销售数据
Maximum shelf quantity.
最大的货架量
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
On-hand information you supply.
現貨存量
The Store Replenishment System at the Home Office
uses all information to calculate suggested orders.
The POS Replenishment System uses data from your
store to calculate suggested orders. This creates
orders that are customized to your store’s rate of
sale. The detail content would be discussed in the
PI/POS program.
总部电脑系统运用所有的这些信息计算建议訂单，商场同
事审核完成真正适合商场销售的订单。以上的内容都会在
PI/POS课程上做详细的介绍。
1.1.3 Rec/Inv: Receive/Invoice. It is a half day class.
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
The brief is the procedure of receiving and the
working procedure of invoice office. The receiving
procedure includes the categories of receiving, the
checking points of receiving and the management of
receiving invoice. Additional, the Invoice includes
the categories of invoice work, the checking points
of invoice, the checking points of finance and the
check of Fresh.
Rec/Inv：Receive/Invoice,收货及票据，半天的课程。主要内容是收货程序和票据办公室工作流程。收货程序包括商
场的收货种类、收货查验要点、收货部票据处理方案。票
据方面包括票据部工作种类、票据部核查要点、财务核查
要点和鲜食盘点。
1.1.4WFI/PTS: Walton Food Institute/Profit Through
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
Sanitation.
WFI/PTS：沃尔顿食品学院。
It is a management training program that focus on the Fresh Department, including the Produce, Seafood,
Meat, Deli. and Bakery. The class length is two days.
It provides the fundamental tools for use in the
management of the Wal-Mart food business, including
the Gross Margin Report, Cost Inventory, and the
basic operations of Fresh Departments.
针对鲜食部门，包括果蔬、海鲜、肉类、熟食和面包房而设的一项管理课程。历时两天。该课程为沃尔玛食品业提供
基础的管理工具，包括利润总额报告、开销目录清单和鲜
食部门的基本运作。
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
1.1.5Managing Profit: One day course.
即利润管理，一天的课程。
It provides tools and techniques to increase
profitability in the store by using key financial
tools, including the Sales and Purchase and SWAS
Recap reports, as well as the P&L and Journal.
该课程通过运用基本的财务手段为提高商场利润提供工
具和技术，包括销售、购买、“店中店”更新报告、P&L
和分类帐等等。
1.1.6BBM: Building Better Merchant.
即成功商人之道。
Wal-Mart always emphasizes much on the authorization
of the daily management. Through the training of
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
retail industry operation skill to the Supervisor/DM,
it could fully indicate the best part of the SWAS.
沃尔玛一直强调对日常管理得授权，通過对楼面主管/经
理在零售商业运技巧得培训，可以充分体现出店中店文化
的精髓。
The brief of this course is:
这门课程主要讲授
Feature’s selling
商品特卖
Competition/advertisement/clearance
竞争/广告/清仓
Store within a store
店中店
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
Cross merchandising
交叉陈列
1.1.7SOS: Shrinkage Overview Seminar. One day course.
SOS：即损耗分析课程，一天的课程。
It provide tools and techniques to prevent shrinkage,
by learning how to implement operational controls,
analyzing key reports in the UPC Office, Claims,
Receiving, floors and Front-End, and how to conduct
pre and post inventory activities and reviews. At the
same time, the trainer from Loss Prevention will
share the information about the control point of
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
store stealing from inside and outside and some
examples analysis. It aims to increase the loss
controlling skill of the management.
课程让学员通过学习如何运用营运控制，分析UPC办公
室、索赔办、收货部、楼面和前台、票据办和防损各部门
的损耗控制点，为防止损耗提供工具和技术。同时，防损
部的同事会分享商场内外盗得控制点和案例分析，提高管
理层的损耗控制技巧。
1.1.8 Cash Office: Cash Office is the chief department to
handling the all the cash floating of the stores. In
Wal-Mart, DGM is authorized to sign on varieties of
exception from Cash Office report.
现金办：现金办是处理商场全部现金流动的重要职能部门，在沃尔玛商场，副总被授权签署各类现金办报告监督异常情
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员况。
The Brief
主要讲授：
Daily work of the Cash Office
现金办日常工作
Pick/Set/Spot check/Deposit
提取/设袋/盘点/存款
Cash Fund Transfer
基金转移
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
Shortage/Overage/handling of fake money
超短帐/伪钞的处理
Cash Office report
现金办报告
1.1.9UPC/Report: UPC office in store is the important
department to in charge of the
operation system maintain. A great deal of data
deposal could only accomplish under the perfect and
advanced hardware and software. And it also ensures
to help and supervise the store operation.
UPC/報告:商品UPC办公室是负责系统维护的重要部门。
大量的数据处理只有在完善、先进的硬件设备和复杂精
确的软件支持下才能对楼面运作起帮助和监督作用。
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
This one day long class is about:
这门为期一天的课程主要讲授：
The brief of the HOST/SMART/POS/GDS system
HOST0/SMART/POS/GDS系统简介
The processing of all kind of changing price in
the system
各类价格变化在系统内的实现方式
The record of merchandise floating status
商品流动状态的记录
The handling of system exception
系统例外情况处理
AHA1220HAGAGGAGAGGAFFFFAFAF
Trainer
培训区域培训员
The manners of how to use all operation reports
各项营运报告的使用方法
1.1.10MTP: Management Trainee Program.
1.1.11即管理人员计划
1.1.12
The MTP in 2000 focuses on the DM and above, all the
fresh graduated university students and all the new
hired supervisor and above. It is a 12 weeks training
program. On weekly basis, the trainee will have
training in all departments of the Supercenter to
learn the working procedure and the relevant
knowledge. All trainees will have to finish the
assignment besides completing the stipulated
training.
AHA1220HAGAGGAGAGGAFFFFAFAF