某珠宝公司店长运营管理手册

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连锁经营企业店长的聘用与考核  连锁经营企业的门店作为企业内部相对独立的经营实体，它就好似一个细胞对于整个连锁企业的躯体来说，重要性是不言而喻的。如何使门店获得良性发展，立于不败之地，店长作为企业各项方针政策在基层的推行者和企业各项经济指标在门店基本单位的落实人，当然扮演着举足轻重的角色。也就可以说，对连锁企业而言，店长的聘用和考核就成了一件从某种意义上来说对连锁企业至关重要的大事。店长的使命与工作职责连锁门店的全体员工是一个有机协作的工作团队，而作为这个团队的带头人，店长的使命不仅在于全面落实贯彻公司的营运规则，创造优异的销售业绩，提供良好的顾客服务，还在于如何领导、布置门店各部门的日常工作，在日常工作中深刻理解、把握和弘扬连锁经营企业的企业文化，最大限度地激发员工的积极性和创造性，从而不但营造一个令全体同事心情愉快的工作环境，而且使自己成为一名连锁企业文化最基层的执行者和捍卫者，最大可能地为连锁企业的集体和长远利益服务。一个连锁门店的店长的工作职责包括：了解连锁企业的经营理念；完成总公司下达的各项指标；制定店铺的经营计划；督促各部门服务人员贯彻执行经营计划；组织员工进行教育培训；监督店铺的商品进货验收、库存管理、商品陈列等作业内容；监督检查店铺的财务管理；监督人事部门的职员管理以及业绩考核；执行总公司下达的促销活动与促销计划；了解并掌握店铺的销售动态，及时调整货架商品陈列比例；监督检查店铺的门面、标识、橱窗等，维护商店的清洁与卫生；负责处理顾客的投诉与抱怨；处理日常经营中出现的例外和突发事件；参加一些公益活动，成为店铺的代言人；执行总公司下达的商品价格调整。      聘用标准因此，选拔聘用合适的一店之长在连锁经营企业的日常管理中是一项重要的工作，一个合格的店长必须具备如下条件：1.指导能力。能拓展下级的视野，画龙点睛，高瞻远瞩，使其人尽其才，提高业绩的指导能力；2.培训的能力。按已有的规范管理培育下级，传授可行的方法、步骤和技艺，使其在其职尽其责、胜其任。同时要有找漏补缺，帮助下级尽快改正并培养他们迅速成长的能力；3.资讯、数据的驾驭能力。讯息资料、数据的整理、分析，并使之运用到实践中去，以扬长避短、查漏补缺，加强管理，提升业绩的能力；4.组织领导能力。怎样有效、合理地组织下级，调动员工的积极性，共同完成公司的既定目标； 1.正确的判断能力。对问题、对事件要客观地评判、正确地分析，并快速解决问题；2.专业技能。经营商场、门店的必备技巧和使顾客满意的能力；3.企划能力。怎样有计划地组织人力、物力、财力，合理调配时间，整合资源，提高效率；4.管理能力。不断地找出隐患问题，加强管理，防患于未然，使门店整体运营结构更趋合理的能力；5.自我提高、自我完善的能力。不断学习和更新专业知识，在企业发展过程中能跟上时代的步伐和企业一起成长，不断充实自己，完善自己的能力；6.诚信的职业道德。有良好*守和高尚的道德才能显示出人格的魅力，才能有上行下效的效果；7.榜样和承担责任的能力。一店之长是整个商场、整个团队的领导。有什么样的店长就有什么样的员工。遇事要不推诿、划清责任、勇于承担。      除了上述素质，应当注意的是，有些连锁企业，如连锁零售企业和连锁快餐企业对于店长的学历要求不是很高，具有高中以上即可，有时过高学历的员工在日常的管理工作中未必能够起到更好的作用。因此，对于店长的选择和聘用应当注意适用原则，不可好高骛远。      考核办法      连锁店店长的考核，主要是从“德、能、勤、绩”四个方面进行。    “德”具体包括门店店长的政治思想、个人品质、职业道德和工作作风。这方面的体现主要是在日常的管理工作和为人处世的方面。例如，因为连锁化的特点，很多店长可能面临要培养新的门店的店长的情况，这样就要求店长能很好地做到言传身教，将自己的工作经验和所知告诉新人，培养新人，为连锁企业的发展做出一个店长应尽的义务。      “能”主要指人的能力，既包括知识能力和学识水平，又包括实际工作能力、组织能力和身体的耐力。例如门店在一些紧急情况下，遇到的突发事件的如何处理和应对，以及在门店的发展过程中怎样为总部献计献策，提出有利于门店扩张和发展的方案和计划等。      “勤”反映出的是店长的工作态度，包括：工作的积极性、主动性、创造性及纪律性等各个方面。例如对连锁零售企业来说，虽然讲究统一化的经营行为，但是因为门店所处的行业是零售行业，基于行业的特性要求门店的商品和服务应具有创新，变化，相应的，店长也应当能在变化的市场中随时把握商机，与时俱进，带领门店做好销售工作。       “绩”主要指工作实绩。工作实绩是德、能、勤、绩的综合反映。对连锁企业店长的考核和评价，“绩”是非常重要而又容易考核的内容。组织门店的商品流通，扩大商品销售，是一个连锁企业门店的基本经营任务和社会责任。连锁门店在一定时期内所实现的商品销售量或销售额大小，一方面反映该连锁门店经营机制是否有效运行，另一方面也说明它求生存、求发展的能力大小和其经营前景的好坏。显然，在商业利润相近的条件下，各连锁门店之间相比较如果要创造较高的利润，就一定首先要创造较高的销售额。因此，销售目标(包括销售量目标和销售额目标)是连锁门店最基本的经营目标。      一般来说，连锁店经营业绩的考核可以从以下几个方面进行：(1)营业额和利润总额的同步增加；(2)门店人员素质和服务水平的上升；(3)库存量和管理费用的降低；(4)采购成本的降低；(5)市场占有率扩大；(6)商品周转加快，资金利用率提高；(7)知名度提高；(8)广告效果显著；当然，店长的工作是繁重的，大至商品规划、库存管理、成本控制，细至员工出勤、商场清洁，店长都必须身体力行、督促落实。店长的工作是全面的，一个成熟的店长，不仅要有销售、顾客服务、内外联络的能力，还应当掌握财务、电脑以及保安、防火等方面的专门知识。店长的职位要求决定了这是一个富于挑战的角色。可以毫不夸张地说，在这个岗位上成长起来的管理者，将有能力去面对各行业最苛刻的要求和挑剔。因为，这个职位，将无疑地首先把你铸造成一名精于管理的强者。店长的角色 首先我们要充分了解店长的基本含义，店长是公司所有员工服务的对象，公司所做的一切都是为了能让你们在各卖场中充分发挥，激情演绎个人职业技能；也可以说公司是你们的后勤服务部。整体讲店长是指具有领导能力、市场分析能力、财务核算能力的高级营业员。所以我们敢说：店长是一个珠宝店的灵魂，缺少灵魂的珠宝店是不可能盈利的，也是不可能长期存在的！做一个好的营业员：首先，做店长的前提是能做一个好的营业员。掌握相对比较全面的珠宝专业知识和销售技巧，能准确的处理在销售工作中遇到的各类异议和投诉个案。在日常工作中店长要经常加入到柜台销售工作中去，出了能销售货品还要能够对营业员的销售工作做出指导和示范，店长的销售业绩要直接参与到营业员的业绩评比中去。 做一个好的领导：在一个店铺里面，店长就是最高领导；除了要指导营业员的销售工作外，还要负责管理店里的所有营业员，保证她们能够调整最好的心态投入到工作中去。店长是营业员的直接领导，有明确的上下级关系，没特殊情况不可以跃级反映情况。工作范围：1.对下——管理店里的营业员2.对上——直接和总公司的相关管理人员沟通     ——直接和商场管理方沟通（专柜店长）具体职责：1.制定店里的管理制度和相应的奖惩制度；2.协调营业员之间的关系和关心她们的日常生活，使她们能在工作保持最佳状态；3.记录营业员的出勤情况和监督她们做好周、月总结报告；4.以身作则自觉遵守店里的相关规章制度，不搞个人特殊化，管理工作中能一视同仁；5.及时向营业员传达总公司的指示和向总公司报告店里的新情况且提出解决新出现问题的建议；6.收集和总结身边同行的动向和新的市场策略，及时向总公司相关人员报告。做一个好的市场调查员：在日常的工作环境中，我们的身边往往会有很多的同业竞争者；因此作为店长应该积极主动的去调查、掌握他们的情况向总公司企划部作出总结报告，做到知己知彼。1.调查了解竞争对手的新产品更新速度；2.调查了解竞争对手的促销策略，和新的服务举措；3.调查了解竞争对手的销售业绩；4.每周填写一次周报表，内容为：该店的问题阐述、需要总部解决的事项阐述、竞争对手的营销策略或活动汇报、款式销售排行比较等…… 联系对象——企划部做一个好的市场营销策划师：在日常工作中，在了解竞争对手的相关销售策略后，积极和总公司企划部联系，制定对路的适合当地销售氛围的营销策略。1.制定初步的促销策略交与企划部审核通过；2.制定初步的广告投放策略交与企划部审核通过；3.提出货品的定价方案；4.在卖场与管理方争取更好的广告位和更多的有利于公司的优惠政策；5.广告位的选择及维护、媒体的受益人群调查及选择，监督商场广告、对总部委托商场的广告进行跟踪核实。联系对象——企划部做一个好的采购员：店铺是展示公司产品最好的窗口，也是顾客了解、选购公司产品的直接场所；所以在货品的选择和柜台摆放方面极为讲究。1.在当地顾客购买、询问货品的时候，总结出那些款式最适合当地顾客的偏好及所在卖场的特点；2.将所得信息记录在案，然后直接反馈给公司接单部门；3.将每次刚到的新款产品摆放在柜台最易被顾客发觉的地方，货品的摆放最好也要尽量的迎合当地顾客的审美观；联系对象——采购部做一个好的财务员（一）：入库流程：公司来货应及时验收，核对实物与进货单、实物与标签、进货单与标签，三者相同。销售流程：1、在销售过程有顾客退货的要开红色退货单，经顾客签字确认后月底随进销存报表一起寄回公司(如有内购的不再作退货，在月报表下方另行反映)。 1、各分店在销售吊坠时应把随货赠出的18k链单独秤重，并把重量写在销货单上。如有销售出的18k链换货的，需要开红色退货单，注明退回18k链的重量、吊坠的销货单号及条形码。盘点时，把吊坠上的18k链秤重后做18k链盘点表，随货品报表寄回公司。2、各店铺在有促销活动时应及时做好活动期间销售记录。开展赠品活动时还应做好礼品发放登记，活动结束时将登记表、剩余赠品及销售记录一同寄回公司。3、各店铺每天向各自分管人员汇报前一天的销售台账。4、各店铺当月发生的内购款、修理费应及时寄回公司。盘点结帐流程：1、各店铺报给公司的报表应和各商场财务的结算日期一致，即商场每月25日结账的，给公司的月报表截止日期也是25日；商场每月30（31）结账的，给公司的报表截止日期也是30（31）日。各店铺在每月盘点完成后三天内寄出报表及各种盘点表（以不延误下一步工作为限）。2、各店铺当月进、退货单，考勤、销售表、货品维修单、各种费用单据随报表寄出，工资提成发放表在下月5日前传真到公司。3、各店铺月底盘点应把首饰盒、18k链、赠品一起盘点，赠出的首饰盒、18k链、赠品和当月的销货相符。各种盘点表随报表一起寄回。4、各店铺发生的修理费应按公司要求做好登记，办公费等费用要在原始单后写出具体明细，交通费应在原始单后注明事由。所有会计资料都属公司所有，任何人不得私自带走。如有营业员或店（柜）长离职，须留下会计资料并办好交接手续。做一个好的财务员（二）：最大限度的降低货品库存量：众所周知货品库存量就等于现金的积压量，如何让公司的现金能够灵活的运转起来对公司的发展极为重要；所以作为店长我们要求除了能够下定单还要可以有的放矢的敢于撤回滞销货品。（根据银行利息来计算货品积压带来的损失）产品效益最大化：合理的运用卖场销售渠道，更多的收集周围消费信息、把握当地时尚走向；使我们的产品能够最大限度的引领时尚而不是追赶潮流，给原本平凡的产品赋予更多的时尚文化，带来意想不到的经济效益。（举例：“非典”时期的高价醋和抢手板蓝根）做一个好的总结分析员： 一个好的营销大师绝对也是一个好的总结评估师，总结可以发现老问题、制定新计划。所以我们要求店长必须做好总结，店长的总结资料来源营业员的总结；故我们提倡总结、要求总结。总结要点：1.是否有正确领会公司企划部的营销工作精神；2.学习和借鉴本公司其他店铺甚至同行的营销经验；3.分析以往的各类报表，找出销售曲线的变化规律，探究起原因；4.收集同业者的基本面的现状；5.研究该区域的市场竞争现状与发展趋势；6.充分听取营业员的意见和建议店长岗位职责一、 优秀店长的要求优秀店长应具备的条件：A、有良好的职业形象；B、具有比较全面的管理能力；C、是员工的榜样；D、有丰富、全面的专业知识；E、自我应不断提高；F、懂得建立一个有效的团队A、塑造一个管理者的形象1. 要穿着公司指定的工作服或职业装，装扮要稳重、大方、得体、避免奇装异服，着淡妆。2. 言行举止要彬彬有礼，有教养。3. 处事要果断。遵循公平、公正、公开的原则。B、具有全面的管理能力1.具有培训指导能力。2.有销售管理能力。3.有判断力4.业务知识的获得能力。5.业务改善能力。C、做好员工的榜样1. 以身作则、自我控制。 l保持自身的良好形象。包括语言、服饰、l公私分明。不能有偏见l任何情况下都要遵守诺言l要做到公平、公正、公开的原则l不能感情用事，自我约束、做好人际关系l有责任感并认真贯彻执行，不可逃避责任l重视别人的想法并理解它。接受别人的忠告，认真反省l再亲密的关系也不要忘记礼貌l多发掘同事的优点，不要轻易听信恶意中伤同事的话l保持体贴的心意2. 与下属保持良好的沟通l对于公司下达的各项通知，任务要准确、及时的传达给下属，避免因误解造成失误。l要重视与员工的沟通，聆听意见，尽量帮助下属解决问题，避免员工的不良情绪影响到整个的团队工作。l要随时关心、关注员工。如：身体状况、情绪、工作中的困难等。开店前问候大家顺心；闭店前问候大家的辛苦。D、有全面丰富的专业知识1.要全面了解并熟悉店内货品的专业知识2.要有丰富的临柜销售及处理异议的经验3.除了了解我们自己的产品的知识以外，还要了解主要竞争对手的情况E、自我应不断提高要想成为一个具有较高素质和水准的店长，要善于学习各个方面的知识，扩充自己的知识面。留心观察周围的事物，不断从身边的小事中总结经验。1.行业知识的吸取l企业自身经营产品的知识l通过珠宝相关的杂志、报纸、网络等获取的行业知识l参观各类珠宝展示会l与相关权威部门机构的沟通2.专业技能的提高l积极参加公司组织的知识技能培训 l善于在日常的销售工作中吸取总结经验l学习周边竞争对手的销售技巧和好的陈列方式l经常去竞争对手那里调查、学习好的销售技巧和管理经验F、建立一个有效的团队1. 要想取得好的成绩，懂得运用团队的力量是最有效的办法。2. 所以必须让每个员工有一种集体荣誉感，知道自己是这个集体中不可缺少的一分子。二、  店长的工作职责1、店长所扮演的角色：l店长是一个店的领导者l是企业文化信息传递的纽带l是公司销售政策的执行者和具体操作者l是企业产品的代言人l是整个店铺的核心2、店长应承担的工作职责l店内日常事物，人员的管理l遵守公司的各项规定，执行上级指示完成公司下达任务l负责管理专柜的日常工作，监督考核导购员的工作表现，及时反映员工动态，并做出有效调整。l负责盘点，帐薄的管理，员工货品交接是否准确。l激发员工的工作热情，调节货场购物气氛。l依据本店实际情况执行销售策略l及时提供周围品牌销售情况及公共推广活动（安排员工做市调）l详细了解店里的运营情况，给上级一些有效的建议。l负责店内货品的补充和调整，以及货品的摆放陈列。l负责店内的收银工作l遇有异常应及时上报公司，不要隐瞒和拖延工作职责具体表现在：营业前营业中营业后三方面营业前：l带领店员清理店面卫生 l开启电器及照明设备l开晨会（晨会内容如下）ü公司的政策及当天营业活动的公布与传达ü布置当日目标，与当月目标进度的完成情况进行分析ü前日营业情况的分析，工作表现的检讨ü个案分享，带动新员工交流销售技巧ü鼓舞员工士气，激发工作热情l出货、摆货、清点货品数量l核对前日营业报表，传递公司l检查员工仪容仪表，工服是否整齐，工牌是否佩带营业中：l检查员工货品陈列l督导员工，掌握销售情况l控制店内的电器及音响设备l检查包装纸和包装袋及相关物料是否准备好l维护店内卫生，督导员工经常擦柜台l及时更换POP及宣传资料l及时补充或调整货品l随时关注店内的任何动向，防止意外发生l及时主动的协助顾客解决消费过程中的问题l收集市场信息，做好销售分析l整理公司公文通知，做好促销活动的开展前准备和结束后的收尾工作营业后：l督导员工检查货品是否完好无损，收货l核对帐物，做好当日销售报表l了解竞争对手营业状况，记录店务日志l核对营业款并妥善保存，留好备用金l检查电器设备是否关闭，杜绝火灾隐患l检查门窗是否关闭 三、  店长的权利1、人事方面：l有权参与营业员的招聘、录用的出选l有权对员工给予奖励和处罚l有权利辞退不符合公司要求或表现恶劣的员工l有权利根据员工的表现提出调动、晋升、降级、辞退的建议l有权对员工的日常工作表现进行检查和评定l在职权范围内有权对店内的突发事件进行裁决l制定相关的店内规章制度配合管理工作2、货品方面l有权利对公司的配货提出意见和建议l有权利拒收有质量问题的货品l对店内的货品调配有决定权l有一定的折扣权营业员的岗位职责1、熟悉饰品基本知识，掌握饰品有关国家标准，规范导购语言及服务用语，熟练的按照服务操作程序销售饰品。2、掌握售货技能很服务技巧，熟悉所负责的饰品产地、特点、价格、保养、佩带等一般知识，了解顾客消费心理，做到有求必应，做好顾客的参谋。3、做好售前准备工作，各类饰品要摆放整齐、美观、布置合理，富有吸引力。4、作好柜台记货、盘点交接，日销报表等工作。5、熟悉饰品基本知识，掌握饰品有关国家标准，规范导购语言及服务用语，熟练的按照服务操作程序销售饰品。6、掌握售货技能很服务技巧，熟悉所负责的饰品产地、特点、价格、保养、佩带等一般知识，了解顾客消费心理，做到有求必应，做好顾客的参谋。7、做好售前准备工作，各类饰品要摆放整齐、美观、布置合理，富有吸引力。8、作好柜台记货、盘点交接，日销报表等工作。9、做好以旧换新的个项工作，并保证旧金及时入库。10、专心保管好自己的饰品，保证自己的货品不丢失，交接无差错。 1、保持好柜台内及柜台所在台壁的清洁卫生，作到柜台内以及台壁无灰尘、污垢，柜台玻璃面光明、无指痕灰尘等。并保持个人的卫生良好，衣着整齐，并统一着装。2、关心货品的销售动向，及时将顾客的需求反馈给值班经理。3、上班能够承受良好的姿势站了立服务。4、严格遵守店内的各向规章制度，服从分配，尊重领导，团结同事，爱岗敬业，文明服务。5、未经批准，任何人不得随意降价出售货品，如有特殊情况，需负责人批注后方可出售。6、严禁泄露本店的商业机密。服务规范标准化服务流程图等待顾客与顾客打招呼接近顾客展示商品推荐商品处理异议达成交易附加推销完成交易送客顾客不购买整理柜台一、接待顾客：1、顾客进店每个员工必须在第一时间说“欢迎光临峰记珠宝”。2、顾客停留柜台前，柜内员工须提供水，请顾客坐在椅子上挑选。3、 顾客坐下后观看货品时，员工手上必须配有：托盘、链脖、计算器等物品，并热情询问顾客的需求。1、接待顾客要一视同仁，不能优亲厚友和以貌取人，不对顾客评头论足，做到主动、热情、周到、细致。2、商场顾客较多时，要做到互相协助。3、顾客走进商场时应将视线转向顾客，临近柜台时要热情招呼，主动问好，态度和蔼，语言亲切、规范。4、顾客注视商品或寻找商品时，要观察准确、及时，分析顾客心理，把握顾客购物动机，主动介绍商品，耐心回答顾客询问。5、与顾客交流的时机要适当把握，一般掌握在：a、顾客在柜台前停留时；b、顾客在柜台前慢步注视商品或寻找商品时；c、与顾客视线相接触时；d、顾客二人或二人以上在柜台附近议论商品时。二、介绍商品：1、顾客购买或挑选、观看商品时，要及时拿取、展示商品，轻拿轻放，动作规范。一边展示，一边介绍商品。2、展示商品耐心细致，介绍商品性能、特点、产地、价格、保养方法，以及本店实行的商品折让优惠价格和提供商品质量信誉保证等，要准确得体，实事求是。3、顾客挑选商品要百拿不厌，询问商品要有问必答，介绍连带商品要耐心周到。4、在商品介绍、展示服务中，要取得顾客的信任，激发顾客的购买欲望。5、在展示、介绍商品时要加强商品的安全防范，放在柜台面上比较商品一般不宜超过三件，及时将顾客不满意的商品放回原位，防止商品丢失。三、试戴商品：1、顾客看中商品，有明显购买动机时，应及时主动地帮顾客试戴商品，促其成交。2、顾客看中商品，有购买动机，但对商品佩戴效果存有疑虑时，应及时主动地当好参谋，推荐同类商品进行比较，让顾客试戴商品，待顾客满意后再办理出售手续。3、顾客看中某款商品，但因经济或其它原因暂时不购买只想试戴商品效果时，也应热情地帮顾客试戴商品，争取顾客下次光临购买或推荐朋友光临购买。四、成交送客： 1、顾客购买商品后，做好包装，收款交货时，向顾客表示敬意。2、顾客离开，主动告别，以礼貌语言表示谢意，欢迎顾客再次光临，使顾客高兴而来，满意而归。3、对没有购买商品的顾客，一视同仁，同样热情礼貌，主动告别，给顾客留下愉快的购物经历。五、礼貌用语：在营业接待工作中，使用礼貌用语应做到自觉、主动、热情、自然和熟练。把“请”、“您好”、“谢谢”、“对不起”、“再见”等最基本的礼貌用语与其他服务用语密切结合起来加以运用，给营业工作增添绚丽的色彩。如：1、迎客时，说“您好！欢迎光临峰记珠宝！”；2、对他人表示感谢时，说“谢谢”、“谢谢您”、“谢谢您的帮助”等；3、接受顾客的吩咐时，说“听明白了”、“清楚了，请您放心”等；4、不能立即接待其他顾客时，说“对不起，请您稍候”“麻烦您等一下”、“我马上就来”等；5、对在等候的顾客，说“对不起，让您久等了”、“很抱歉，让你久等了”、“不好意思，让您久等了”等；6、拿商品给顾客看时，说“请稍等”、“请稍等，是这个吗？好！请您看一看”等；7、向顾客介绍商品时，说“我想，这款比较好”、“我觉的这款更适合您”等；8、打扰或给顾客带来麻烦时，说“对不起”、“实在对不起”、“打扰您了”、“给您添麻烦了”等；9、由于失误表示歉意时，说“很抱歉”、“实在很抱歉”等；10、当顾客向你致谢时，说“请别客气”、“不用客气”、“很高兴为您服务”、“这是我应该做的”等；11、当顾客向你致歉时，说“没有什么”、“没关系”、“算不了什么”等；12、当你听不清楚顾客问话时，说“很对不起，我没听清，请重复一遍好吗？”等；13、送客时，说“再见”、“再见，请慢走”、“再见，欢迎再次光临”等；14、当你要打断顾客的谈话时，说“对不起，我可以占用一下您的时间吗？”、“对不起，耽搁您的时间了”等；15、当商场暂缺顾客想购买的商品时，说“ 对不起，过几天会有一批新货到，能麻烦您留下联系电话吗？货到就通知您”等。六、仪容仪表：1、着装：柜台营业员上班时间统一穿工作服，佩戴服务证或工号牌（佩戴在左胸适当位置），下班后要及时更换成便服离岗。做到服装整齐、清洁、干净，皮鞋要保持光亮。男员工穿黑色皮鞋要着深色袜子，不得穿白色袜子。2、仪容：讲究个人卫生，头发应修剪、梳理整齐，不披头散发，要保持干净；不留过长指甲，女员工不能涂抹深色指甲油或在指甲上画花；女员工上班要化淡妆，不浓妆艳抹，不抹味道浓烈的香水。3、仪态：微笑服务是对员工的基本要求，接人待物时应注意保持微笑，微笑要自然、得体，要发自内心。与顾客交谈时应全神贯注、用心倾听，使用礼貌用语和服务用语，不讲服务禁语。4、举止：上班时间应保持良好的仪态和精神面貌，实行站立服务。站立时应做到：收腹、挺胸、两眼平视前方，双手自然下垂或放在背后；接待顾客时双手应放在身前。身体不得东倒西歪，不得驼背、耸肩，双手不得叉腰、插兜、交叉胸前。接待顾客或在公众场合咳嗽、打喷嚏时应转向无人处，在转回身时说“对不起”，不能用手捂住口鼻。打哈欠时应用手遮住嘴巴。上班时间不得随地吐痰、乱丢杂物；不得当众挖耳、抠鼻、修剪指甲；不得敲打柜台、货架、商品；不得跺脚、伸懒腰；不得用手指、头部或物品指顾客或为他人指示方向；不得闲聊、喊叫、哼歌曲、吹口哨；不得与顾客争吵；不得在店堂内小跑。范围男职员女职员衬衫领要清洁，钮扣必须扣好领要清洁，钮必须扣好皮带必须佩带、使用深色无外套及西裤/裙保持清洁，平整无皱保持清洁，平整无皱皮鞋黑色皮鞋中跟黑色皮鞋或中跟黑色布鞋丝袜/袜深色袜最好肉色袜，不能有刮破现象工牌佩带在工作服的左上方佩带在工作服的左上方眼镜不可带有色眼镜不可带有色眼镜化妆/清淡及红色口红饰物工作时间不可佩戴夸张饰物工作时间不可佩戴夸张饰物头发、胡须 必须梳好整齐，无头皮屑，每日剃须必须梳好整齐，长发必须盘起，不染艳色、无头皮屑，保持整齐、清洁指甲保持整齐、清洁保持整齐、清洁口气及体味经常注意口气，防止异味，夏天可适当用淡香水经常注意口气，防止异味，夏天可适当用淡香水吸烟及进食工作时间在店内不吸烟，不可进食工作时间店内不吸烟，不可进食员工日常行为规范细则1、早班期间不许利用上班时间吃早餐、看报纸等事。上柜期间保持个人形象，不得趴、倚柜台，上班期间不许做与工作无关的事情：如剪指甲、发短信、吃零食、接打私人电话等事，若发现未经许可私自拔打接听私人电话的一律严肃处理并视情节轻重给予处罚。2、客人临柜时必须热情招呼并使用“欢迎光临”等礼貌用语并及时端椅倒水。客人离柜后必须立即整理柜面，将座椅归位。3、日常工作中必须保持柜面、镜面、座椅干净整洁。货品及标签摆放整齐若在抽查中各项未达标的当班人员并罚。周一、周四的卫生大扫除必须合理安排时间，速战速决，卫生扫除完毕后由当班店长签字认可。若遗漏或延迟经发现全班并罚。4、上班期间不许嬉戏、打闹、大声喧哗、隔柜聊天，一经发现不再警告，直接处罚。上班期间外出、上洗手间需照章执行登记，并且时间不得超过15分钟。违者按溜班处理。上班期间需保持形象妆容按规范着装，如形象不符合要求的，视为违规，也将进行处罚。5、员工就餐期间必须自觉遵循新老员工搭配的原则，主动协商，若出现新老员工悬疏过大，由当班店长或助理负主要责任，相关柜员负次要责任一并处罚。用餐完毕后立即打卡按时上柜，不得在利用上班时间做与工作无关的事。6、打卡制度上，严禁替打卡。具体规定按照员工手册中的考勤制度实施。7、日常交接班点货及进、退货手续必须齐备，交接必须两班人员同时在场，不得以任何理由早退或离柜。进货必须认真核对与之相关的证书、明细单等细节，核对完毕后必须认真签字认可，一旦日后销售过程中发现标签与明细单不符，价格有误对公司经济造成损失的均需要补偿差价。如出现任何证书缺失或差错等情况，也将对当班主要责任人处以罚款。8、 员工日常工作中必须妥善保管好柜面及库存产品。若造成产品损坏或遗失的按员工赔款条例进行赔付。10、星期六、星期日员工不允许调班。周一至周五的调班必须提早半天通知店长，经批准后方可向人力资源部报批留底。私自调班按旷工处理。调班不允许以小时计算必须调班制。11、公司将在日常工作中实行抽查监督制，由公司不定期指派工作人员下至基层各门店对当店员工的服务质量，销售技巧，工作纪律等方面进行监督抽查，并对违规人员进行劝导并进行相应处罚。若发现店长店助在岗期间未对店内明显违规进行劝导并采取相应措施时，公司人员有权对违规者及当班店长店助进行一并处罚。公司将对基层员工当月违规进行统一登记。月底将作为当月绩效考评的依据。八、服务规范1.营业时间站姿端正、自然、有礼、精神、饱满，面带微笑，服务热情、耐心、周到。2.定岗、定位。一人站中间，两人站两边，三人分散成一条线。男员工站：双手背在身后，双脚站立与肩同宽，昂首挺胸。女员工站：右手压在左手上，双手交叉相握，置于身体前，呈立正姿势站立，自然、得体、大方。3.当顾客走进柜台时，要主动迎上去，真诚地为顾客服务，尽量令顾客轻松、满意地选购商品。当顾客选购商品时，必须耐心等候，并尽量做到接一、待二、照顾三。4.展示商品，要动作敏捷，递送准确，轻拿轻放，满足顾客挑选的要求。介绍商品，要正确使用礼貌服务用语，如实介绍商品的特点、产地、重量、质量、价格及保养方法、退换原则、售后服务细则及公司正开展的各项营销、酬宾活动等，耐心诚恳地回答顾客的问话。5.要货登记。凡暂缺商品，不要简单说“没有”，应请顾客留下姓名和通讯地址，货到即通知或主动介绍同类商品，如顾客要求定货，请顾客填写订货单留下联系电话、地址、要货时间、对商品款式、价格等要求，并告诉顾客素金类10天、镶嵌类20天、翡翠类30天左右可以到货，并请顾客到收银台交付5%-10%的信誉金。6.顾客退换商品时要同样热情接待，根据公司的退换原则和售后服务规定合理解决。确定不能退换的，也要耐心解释，尽量使顾客满意，确定自己无法处理的请示经理予以解决。7.对顾客的批评和建议，要正确对待，虚心接受，从中吸取教训，改进工作，并对顾客的批评和建议表示衷心感谢。 1.顾客临柜表示欢迎，向顾客介绍商品时要“请”字当头。2.主动迎接顾客，做好三声服务，当顾客走近柜台，要主动迎上去，用普通话接待顾客。①有迎声（您好或是点头示意）②有介绍声③有道别声。3.对顾客称呼要文明礼貌，常用称呼语“师傅”、“先生”、“小姐”、“女士”等。4.由于顾客的配合和协助，圆满地解决了问题，要向顾客致以谢意“谢谢”、“今后请多关照”。5.顾客未买到如意商品或顾客等候时，要礼貌地道歉：“对不起”、“让您久等了”。6.要合理使用包装用品，装好扎牢，贯彻五原则：迅速、美观、牢固、安全、节约。7.对购买大件商品的顾客，要主动帮助顾客送到门口或送上车。8.顾客购买完商品离开时，要有礼貌与顾客道别：“欢迎再来”、“再见”、“请慢走”。9.接听电话操作规范：首先，使用礼貌用语：“您好，峰记珠宝，请问-------”，“再见”等。10.电话是公司的形象窗口之一，要强调语言精练，表达准确，时间短小，耐心解释，亲切自然。热线电话更要熟练掌握公司具体业务、活动内容、服务细则等，给顾客圆满的答复。珠宝专柜首饰陈列的有效管理珠宝物资管理中一项重要的任务是珠宝首饰在柜台上的陈列问题，这也是一门学问和艺术，涉及到首饰的数量、品种、款式、及陈列布局方式等。因此首先谈谈珠宝专柜中的饰品如何陈列才更加有效，即如何用最少的投入达到最好的销售效果。柜台中首饰的最佳摆放数量  虽然说柜台中的首饰摆放多少可以自由确定，但是摆放不好就会直接影响销售。例如，摆的太多不仅占用资金，同时会因其显得眼花综乱而使顾客在挑选时举棋不定；摆的太少虽然会节省流动资金，但使顾客选择余地小，遇到不可预期的购买高峰时就会因货品不足而错失商机；还有就是货品摆放的太少做为商场也不会答应，因为大型商场通常要求柜台上的货不能太少，而且还要有因此柜台中首饰的摆放数量存在一个最优的问题。柜台上首饰的品种 主要涉及两个方面即宝石种类和首饰类型。这两方面也同样存在一个数量和比例问题，而比例问题更加重要。目前国内珠宝市场销售的主要是钻石饰品，因为宣传力度不够人们对其他宝石了解甚少，所至其次为少量的红宝石、蓝宝石、翡翠、珍珠饰品，而其他宝石就更加稀少了。 对于首饰各类型的比例问题应随季节变换随时调整如五一、国庆前后多放戒指；春秋季节多摆项链、链牌；而耳钉、耳环随季节变换而变动。因此应随时调整货品以适应市场变化，建议首饰企业最好能同时在南、北方都有专柜这样季节变换时可以南北调剂而不必新增产品否则一旦过时就得库存要到来年才能有销路。 还有就是要对特别的货品单独摆放。例如，本季主推系列、特价推荐款等。做到有主有次，突出主要想销售的商品。柜台上首饰的款式 许多专柜一味追求新款孰不知新旧本来就是相对的，新旧款式往往随地域的不同、文化的不同及洋费潮流的不同而变换不存在绝对的新款和旧款。新款还有一个市场接受的问题，在一个地方是新款，而在另一地方可能是旧款，因此款式永远是与时间、空间及人文相依存的。柜台布局与装饰 柜台的布局或装修首先要道循一般原则即富贵、高雅、亮丽。因为珠宝公司销售的首饰属于高档商品，柜台理应如此装修。另外为了突出与众不同更应在个性化上下功夫，并通过柜台的布局与装修来表达本公司的经营理念。布局的最佳效果应是让顾客看一眼便难以忘怀，而且给人以寻味给人以信心给人以欲望。 综上所述若想珠宝首饰的陈列管理富有成效一定要花时间和精力去调查、去研究在实践中不断探索和不断更新知识才会有巨大的效益。不同类型的顾客接待策略顾客基本类型顾客基本特点顾客次要特点顾客其他特点营业员的接待策略 爱好辩论的顾客对各营业员的话语都是持异议不相信营业员的话，力图找出差错谨慎缓慢地作出决定出示商品，使顾客确信是好的；介绍有关商品知识；交谈时用“对，但是……”这样的话语“身上长刺”的顾客明显的心情（脾气）不好稍遇一点不顺心的事他即勃然大怒像是预先准备的，具挑衅性避免争执；坚持基本事实；根据顾客需要出示各种好的花色品种；提供温和的服务；果断的顾客了解自己需要什么商品确信自己的选择是正确的对其他见解不感兴趣语言简洁些；争取一次成买卖避免争执；机智老练的插入一点见解有疑虑的顾客不相信营业员的话不愿受人支配要经慎重的考虑才作出决定强调品牌，介绍商品；出示商品，让顾客看、摸、尝试商品注重实际情况的顾客对有根据的信息感兴趣，希望详尽些对营业员介绍中的差错很警觉注重查看商标强调品牌和制造商的真实情况；主支提供详细信息犹豫不决的顾客不自在、敏感在非惯常的价格下购买商品对自己的判断缺乏把握友好的对待顾客，尊重他们，让他们感到舒适自在易于冲动的顾客会很快地作出决定或选购急躁、无耐性易于突然停止购买迅速接近，避免时间过长，讲话过多；注意关键点优柔寡断的顾客自行作出决定的能力很小顾虑，惟恐考虑不周，出现差错要营业员帮助作出决定；要营业员当参谋；要求作出的决定是对的实事求是地介绍的关商品及服务的特点及优点；解答顾客心中疑虑四周环顾的顾客看货购物者，寻找新、奇、特商品不要营业员说废话可能大量购买注意购买迹象，礼貌、热情地突出峰记的服务沉默的顾客不愿交谈，只愿思考对信息似乎没有兴趣，但却关注地听信息似乎满不在乎询问直截了当，注意购买迹象考虑比较周到的顾客需要与别人商量寻找别人当参谋对自己不确知的事感到没有把握通过与顾客一致的那些看法，引出自己的见解，取得顾客的信任 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