重点零售客户管理基础培训

1Page1Page1Consulting&InformationTechnologyCo.,LtdPage3Page3Consulting&InformationTechnologyCo.,Ltd2Page4Page4Consulting&InformationTechnologyCo.,LtdPage5Page5Consulting&InformationTechnologyCo.,LtdKAKA(1)(2)(3)(4)(1)(2)(3)(4)KAKA(1)(2)(3)(4)(1)(2)(3)(4)3Page6Page6Consulting&InformationTechnologyCo.,LtdPage7Page7Consulting&InformationTechnologyCo.,Ltd:(Professional)(Positive)(Proactive),(Passion),4Page8Page8Consulting&InformationTechnologyCo.,LtdManagerCoachTrainerPage9Page9Consulting&InformationTechnologyCo.,LtdSALES“”1Page1Page1Consulting&InformationTechnologyCo.,LtdPage2Page2Consulting&InformationTechnologyCo.,LtdSKUSKU2Page3Page3Consulting&InformationTechnologyCo.,LtdDepartmentStoreSupermarketHypermarketCash&CarryConvenientStoreSpecialtyStoreShoppingCenter/MallPage4Page4Consulting&InformationTechnologyCo.,LtdDepartmentStore2030,0005,000(1);(2)1000(3)1230(4)3Page5Page5Consulting&InformationTechnologyCo.,LtdDepartmentStore1999—200010%100.00%4,572100.00%4,1639%97.40%4,45697.90%4,077-24%0.60%260.90%3575%2.00%901.20%52(%)20000001999000Page6Page6Consulting&InformationTechnologyCo.,LtdSupermarket10-15105,000100-2,500(1);(2)4Page7Page7Consulting&InformationTechnologyCo.,LtdSupermarket199470%;0.70%1.20%1.50%3.40%4.80%7%25%0%5%10%15%20%25%1995199619971998199920002005EPage8Page8Consulting&InformationTechnologyCo.,Ltd•2134241528161322545666606262646219108229202115721321RMB25RMB26-100RMB101-200RMB200+5Page9Page9Consulting&InformationTechnologyCo.,LtdHypermarket252020,0002,500Page10Page10Consulting&InformationTechnologyCo.,LtdHypermarketFMCGFMCGFMCG6Page13Page13Consulting&InformationTechnologyCo.,Ltd•58188162436496047334035373829173344435143211220121115514RMB25RMB26-100RMB101-200RMB200+26-200Page14Page14Consulting&InformationTechnologyCo.,LtdCash&Carry1)(2):(3)(4)4,00010,0005,0007Page15Page15Consulting&InformationTechnologyCo.,LtdCash&CarryC&CPricepoint10BasketsizeEverageTicketC&CC&CPage16Page16Consulting&InformationTechnologyCo.,LtdConvenientStore5680-100()3:1152068.2%408%1008Page17Page17Consulting&InformationTechnologyCo.,LtdShoppingMall/Center1000030-40Page18Page18Consulting&InformationTechnologyCo.,LtdBigEST()HotEST(/)EasyEST()CheapEST()EST9Page19Page19Consulting&InformationTechnologyCo.,LtdBigEST(Assortment)HotEST(Fashion/Newintroduction)EasyEST(Service)CheapEST(Prices)Source:Procter&GambleShopperResearchStudy19973.03.13.23.33.43.53.63.73.83.94.04.14.2BSSFKBilkaA/CEBPage20Page20Consulting&InformationTechnologyCo.,Ltd1Page1Page1Consulting&InformationTechnologyCo.,LtdPage2Page2Consulting&InformationTechnologyCo.,Ltd2Page3Page3Consulting&InformationTechnologyCo.,Ltd•2001303073%M+MPlanetRetailHypermarkets17%Warehouse26%Discount3%Department3%Supermarkets30%Mixed21%Page5Page5Consulting&InformationTechnologyCo.,Ltd•1994~2000730.72%6.7%2005250%5%10%15%20%25%30%1995199619971998199920002005E3Page6Page6Consulting&InformationTechnologyCo.,Ltd•10-56%11-20-18%21-39-11%40-100-15%20%;40%}74%Page7Page7Consulting&InformationTechnologyCo.,Ltd0.711.52.581625.84882.4118139165020406080100120140160180197819801982198419861988199019921995199819992000•19621979199620024Page8Page8Consulting&InformationTechnologyCo.,Ltd•2062%44.3%62.3%72.8%80.6%86.3%90.3%0%20%40%60%80%100%Page9Page9Consulting&InformationTechnologyCo.,Ltd•5Page10Page10Consulting&InformationTechnologyCo.,Ltd•0%5%10%15%20%25%30%35%40%45%50%Page11Page11Consulting&InformationTechnologyCo.,Ltd;-;(///),();;PrivatelabelECREffectiveConsumerResponse6Page12Page12Consulting&InformationTechnologyCo.,Ltd•Page20Page20Consulting&InformationTechnologyCo.,Ltd•”(ECR)qqqqqqqqq(ECR),7Page21Page21Consulting&InformationTechnologyCo.,Ltd•ŒŽPage22Page22Consulting&InformationTechnologyCo.,Ltd•8Page23Page23Consulting&InformationTechnologyCo.,Ltd•WalmartDiscountStore/Supercenter/SamsClub/NeiborhoodMarketC4:DiscountStore(/hypermarketPricemartprisemart/nmartPage24Page24Consulting&InformationTechnologyCo.,Ltd•69185120019Page25Page25Consulting&InformationTechnologyCo.,LtdWal-MartAholdMetroKmartSafewayInc.CostcoITMEnterprisesDaieiSainsbury'sTengelmannDomesticSales%ForeignSales%Page29Page29Consulting&InformationTechnologyCo.,Ltd•198010%10Page30Page30Consulting&InformationTechnologyCo.,Ltd•199519911995~19982000199119927-11199319941998199719961995Page31Page31Consulting&InformationTechnologyCo.,Ltd•21-2/1999.62000.12003.12/302005.151%1995.151%11/////51992.711Page32Page32Consulting&InformationTechnologyCo.,Ltd•Page33Page33Consulting&InformationTechnologyCo.,Ltd•12Page34Page34Consulting&InformationTechnologyCo.,Ltd1993100.0%20.0%40.0%60.0%80.0%100.0%120.0%19921993199419951996199719981999200020012002Page36Page36Consulting&InformationTechnologyCo.,Ltd1Page1Page1Consulting&InformationTechnologyCo.,LtdPage2Page2Consulting&InformationTechnologyCo.,Ltd;;;;;;2Page4Page4Consulting&InformationTechnologyCo.,LtdPage8Page8Consulting&InformationTechnologyCo.,Ltd/(Buying/Merchandising)(Operation-Store)(Logistics/Distribution)(Finance&Accounting)(Marketing)(InformationTechnology)(LossPrevention)3Page9Page9Consulting&Info