salesmanagerseminar课长培训(ppt91)-管理培训(编辑修改稿)

salesmanagerseminar课长培训(ppt91)-管理培训(编辑修改稿)内容摘要：

t Team Development 29 Carrefour Reflecting and Redirecting 引导 A Tool for Guiding the Content of Information Exchange: 主导信息交流内容的一个有效工具 Active Listening + An Open (probing) Question 积极倾听 + 开放式（探究式）问题 30 Carrefour Questions For Directing 可以用来引导对方的问题 Ask “How...”, not “Why... ” 问 如何 ...，而非 为何 ... How are you going to change the situation? 你希望如何去改变现状呢 ? How shall I improve in order to get the deal? 如何改进才能谈成这笔生意 ? How could we get these even better? 我们怎样才能使这些更完善 ? 31 Carrefour Examples Of Directing 引导实例 After paraphrasing, asking another question. For example: 在意译完对方所讲的话之后，再提一个问题。 如：  Just now you mentioned that one big challenge in management is motivation. Would you please tell me how do you motivate your employees? 刚才您提到管理中的一个较大的挑战就是激励员工， 那么您是如何调动员工的积极性的呢。 32 Carrefour Verbal and Nonverbal Signals 言语和非言语信号  Making Sounds Like: Ah..., Mmm..., etc. 适当使用鼓励性词语，如： 啊 ...、 呃 ...等  Saying: Go on, Tell me more, etc. 说： 请说下去 ， 请再详细地谈谈 等  Repeating Key Points on Words 重复关键词语  Paraphrasing, Reflecting amp。 Directing 进行事实复述、感情意译和引导 Communication Self Development Team Development 33 Carrefour Triads Role Play Recording List 三人角色扮演记录单 项目Items次数Ti mes好的方面Areas Tha t W o rke d W ell需改进的方面Areas F o r Imp ro v emen t开场白O penin g( 好不好 Go o d o r n o t)开放式问题O pen Q u esti o n探究式问题Pro b ingQ uesti o n封闭式问题Closed Q u esti o n事实复述Pa r a phr a sin g感情意译Reflec tin g引导Directi ng体态语Body La ngu a g e( 好不好 Go o d o r n o t)打断Interrup tion34 Carrefour Building Relationship 培养关系  Establish your credibility 树立你的威信  Develop mutual trust 培养相互的信任  Respect your team 尊重你的团队 Communication Self Development Team Development 35 Carrefour How to take over your position as Sales Manager 如何树立课长的威信  Individual meeting with your team members 给每个团队成员单独见个面  Use tools to help you manage 利用工具来帮助你来管理  Be strong and energetic 表现坚强、充满活力  Always be in charge, never lose control 永远掌握主导权，决不可失去控制  Always be aware of what your team is doing 时时了解你的团队在做什么  Do it from the very beginning, do not wait 一开始就做起来，不可等待 Communication Self Development Team Development 36 Carrefour Meeting Team Members Individually 单独会见团队成员 Communication Self Development Team Development Introduce each other 相互介绍 Communicate your expectation 表达你的期望 Lead the meeting 主导谈话 Listen to him/her 注意倾听 37 Carrefour Exercises: How Well Do You Know Your Colleague? Asking Questions 练习：你对员工了解多少。 提问 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，我或他是否有对象。 What Food Does He/She Like Best? 我和他各自最喜欢吃什么。 What Hobbies Does He/She Have? 我和他各自有什么兴趣爱好。 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 in Your Work? 工作中你最大的挑战是什么。 Communication Self Development Team Development 38 Carrefour Develop Mutual Trust 培养相互信任关系  Fairness 公平  Honesty 诚实  Openness 开放  Accessibility 平易近人 Communication Self Development Team Development 39 Carrefour 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 Respect Means To Listen To My Team Communication Self Development Team Development  Talk About Competitors  New Products, New Collections  Department Bulletin  Procedures  ...... 40 Carrefour 尊敬你的团队 尊重意味着花一些时间和团队成员在一起 尊重意味着通过下列方式进行交流 问 早上好 简要介绍 会议 培训 参观他的货架 尊重意味着要进行倾听 Communication Self Development Team Development 谈它其他竞争对手 新产品 ,新展示 课绩效 程序 ...... 41 Carrefour Manage and Develop My Team 管理和发展团队  Understand where your employees are: To Know Graph and Skill inventory 知道你的员工工作能力如何：了解图和技能储备图  Three general methods to develop team members: 发展员工的三种基本方式 : Task Assignment Skills 委派任务的技能 Coaching and Feedback Skills 指导和反馈技能 Teamwork and Motivation 团队合作和激励 Communication Self Development Team Development 42 Carrefour Understand Where Your Employees Are 明白员工的能力水平 Synergy 协作性 Antagonism 对立性 Required Level 要求的水准 Creativity 创造性 Responsibilities 职责 A B C D A is a new employee 是新员工 B has reached required level 达到了要求的水准 C is very skilled 是有经验、熟练的员工 D is low at skills but has a negative attitude 是技能差、态度又消极 Communication Self Development Team Development 43 Carrefour Three General Methods to Manage 三种管理方式 Method 3: Cooperation amp。 Participation Delegation。 Control 方式 3 ：合作参与 委派、控制 Method 2 :Negotiable Communication 方式 2： 可协商 交流 Method 1 : Not Negotiable Training 方式 1 : 不可协商 培训 Synergy 协作性 Antagonism 对立性 Required Level 要求的水准 Creativity 创造性 Responsibilities 职责 A B C D Communication Self Development Team Development 44 Carrefour Skill Inventory 技能储备 Ta sk任务Employ ee员工Renew T .G.更新促销架O rd er定货St o c kCa rd库存卡Inv en t o r y盘点TGSc he du le促销台计划F ill theshelv es补货P a ci fi c 4电脑系统Ma rk etSu rv e y市调Pe ter 1 2 3 1。