市场营销-内衣营销培训手册

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内衣营销培训手册目录导购篇第一章专业知识的普及一、产品的分类及功能1、胸围类2、调整型3、家居服4、睡衣类5、季节性产品二、产品部位名称及其功能三、常用面料的名称及作用1、莱卡2、力莱3、棉4、花边四、根据女性身材如何选择内衣1、乳房的结构2、六种适合不同杯型的胸部五、内衣的选码和试穿1、尺码的计算2、正确试穿内衣的步骤3、内衣的洗涤和保养1、洗涤标志2、洗涤方法3、保养方法第二章店面形象的布置一、店面出样二、挂版需知1、详细的挂版2、挂版的规则3、货区存放的规则1、存放法则2、存放注意事项3、店内管理1、灯光2、POP3、试衣室4、开单台5、灯模、裤仔盘、人模6、落地架7、收银标准五、顾客档案的建立Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 第三章财务仓储的管理一、财务管理1、专柜销售日报表2、店铺销售日报表3、月销售情况一览表4、本月畅/滞销反馈报表5、“”盘点表二、仓储管理1、存货的摆放2、仓储的注意事项3、存货的盘点第四章销售技巧的提升一、超级导购训练营1、坚定的心2、了解顾客需求心理的技巧3、接待的技巧4、促成交易的技巧5、内衣成交操作技巧6、售后服务7、特殊情况的应对二、导购的行为规范1、导购的岗位职责2、专柜柜长和店长的岗位职责3、导购的行为规范4、导购的个人修养附：新款上市的工作程序顾客档案的建立专柜销售日报表店铺销售日报表月销售情况一览表本月畅/滞销反馈报表盘点表导购员月份工作评定表业务员篇第一章、内衣行业与市场的介绍一、内衣行业的发展二、同行业的对比三、内衣行业做品牌的条件四、品牌发展的阶段第二章、你的职责一、业务人员心理定向二、业务人员素质要求三、日常行为管理四、沟通技巧Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 五、市场开发六、如何变被动加盟为主动开发第三章、你的客户一、公司对客户的信念和策略二、客户的类型三、所有制四、关键人物第四章、年度销售体制一、年度销售政策说明二、全国市场广告促销管理制度第五章、连锁终端的管理一、终端客户的选择二、终端的选址（形象店、专卖店、专柜）三、终端的装修与开业四、终端客户管理五、终端日常管理规范六、终端的财务仓储管理零售篇第一章国内内衣业的近况、零售业近况一、国内内衣业的近况二、国内零售业的近况第二章企业文化、品牌历史、产品特点一、企业文化二、品牌历史三、产品特点第三章零售经营管理一、加盟商的经营、竞争意识二、认清形势，及时调整经营思路三、当今零售行业的优势有哪些？四、店铺管理（一）货的管理1、财务管理2、选址3、卖场管理4、库存管理（二）人的管理1、员工的职责与要求2、拟定规章制度3、拟定激励制度五、提升业绩的几种方法（一）持续有效的管理（二）促销消费者知识篇第一章、内衣的购买常识Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 一、内衣的历史二、内衣的常识1、内衣的分类2、内衣的面料3、胸围、内裤的各部位名称4、LOGO的中英文及图案识别识别5、注册商标图案识别6、内衣的制作流程及工艺7、内衣的质检标准三、内衣的学问1、不会买内衣的后果2、常见的买错状况3、你有以下这些错误的观念吗？4、内衣的功能第二章、如何购买一件好的内衣一、人体知识1、人体的构成2、皮下脂肪与女性的联系二、乳房的知识1、乳房的学问2、乳房的了解与认识三、怎样选择适合自己的内衣1、了解自己的胸型2、内衣的尺寸规格3、如何量身4、内衣的罩杯5、你适合什么类型的内衣6、内裤的款式及适合的人群7、如何选择内裤8、如何正确穿着内衣9、调整内衣的认识与穿着第三章、内衣的保养一、内衣的寿命二、如何洗涤三、洗涤需知四、收藏与保养第四章、美胸宝典一、完美的身材比例二、乳房的保健三、运动让“咪咪”UPUP四、精油美胸按摩五、丰胸、美胸食物六、不同年龄的丰胸、美胸饮食七、丰胸、美胸药膳Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 前言公司管理导购篇前言卖内衣原本被认为是一件非常简单的事情，但事实并非如此。懂得内衣的基础知识，学会店面形象的布置，了解财务仓储的管理，掌握各种销售技巧，都是一个导购所必备的专业知识。记住，导购不是随便一个人能做好的。第一章专业知识的普及一、产品的分类及功能设计风格：青春、时尚；的产品特点：舒适、健康、环保；的设计理念：满足不同女性的审美观，满足不同胸型的需求。其产品体系可分为胸围类、调整型、家居服、睡衣、季节类产品。1、胸围类胸围按杯形分：全罩杯：覆盖面最大，包容全面，能保持乳房稳定挺实、舒适、自然，适合丰满的人穿着。（鸡心位较高）搭配：宽松、休闲服、套装。3/4杯：包住乳房约3/4的面积，强调侧压力与集中力，鸡心位偏低，承托均匀，性感呈现乳沟，适合任何人穿着。搭配：各式服装。立体杯：在杯碗内下托及侧部加重侧推功能，碗位钢圈斜度大，侧托明显，鸡心位小（在各杯型中，属于最低），拉近胸距，使不同的胸型呈现立体效果，有很强的承托能力，能让胸部往中间集中，性感、服沟呈现明显，适合任何人穿着。搭配：低胸服装、时髦衣服及套装5/8杯：包住乳房约5/8的面积，活动肩带，向上承托力强，前幅自然向外扩，没有压胸现象，使胸部看起来更浑圆、丰满。搭配：露肩、吊带服饰及晚礼服饰。1/2杯：包裹乳房一半左右的为1/2杯，多为脱带围，具有均匀的承托力，由于前幅不受约束，使胸部看起来更浑圆，适合胸部较娇柔小的人穿着。（鸡心最高）搭配：露肩、吊带服饰及晚礼服饰。按杯类别分：A、模杯可分为：厚模杯、中模杯、薄模杯、上薄下厚模杯通过高温处理一次成型，它不靠钢圈的承托力和肩带拉力来高抬高乳房，依靠模杯的造型来改善乳房的形状，具有塑造圆润胸型的作用，适合乳房偏小的女性穿着。B、薄棉杯针棉：棉质手感丝滑，非常柔软，指俗语所说的丝棉。泡棉：用很薄的海棉制成。杯型较薄，透气性好，能制成各种杯形，适合B杯以上女性穿着。C、无棉杯碗位无夹棉，单片或双层面料制成，有浓厚的欧洲风格，性感迷人，适合胸形浑圆丰满的女性穿着。2、一般内裤Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 三角裤：特点是无约束感，舒适、透气、贴身，保护皮肤不受感染；缺点：穿紧身裤有痕迹，不收腹提臀。平脚裤：适合穿着裙子和紧身衣服，防止走光。低腰裤：稍微收腹提臀，穿着低腰衣服，可防裤头外露而造成不雅观。T型裤：性感时尚，无痕迹。3、调整型A、连身围全面包裹胸部和胃腩部的称为“二合一胸围”，全面包裹胸部、胃腩部和腹部的称为“三合一胸围”，其加长设计，能有效收紧胃腹多余脂肪，美化腰腹曲线。B、背背佳透气性强，回弹性好，产生向后的拉力，可矫正背部，防止驼背，整体橡筋有效防止腋下脂肪堆积，消除副乳。立体剪裁，塑造完美身材，且前开口设计，穿脱方便。C、腰封能有效的收胃部、腹部多余脂肪，塑造完美腰线，背后三排勾圈可随心所欲进行调节，并可保持腰部挺立，具有保健功能。D、束裤可分为短束裤、长束裤、高腰束裤短束裤：在内裤的基础上加收腹提臀的作用，可以当作内裤直接穿着。长束裤：裤管长至大腿，可以使臀部呈现整体曲线，令大腿修长。高腰束裤：除了有收腹提臀的功效外，还可以调整腹部曲线，令腰部纤细迷人。E、无罩杯连身束衣集合了背背佳和短束裤的功能，能够有效的调整整体曲线，适合搭配紧身衣服，年轻的女性长期穿着会有意想不到的效果。4、家居服适合居家活动时穿着。面料透气性好，夏天面料为雪纺丝、仿麻等，冬天为棉、毛巾绒、摇粒绒等，穿着舒适、美观，属于东南亚一带的设计风格，且有部分产品适合内衣外穿，如小背心、肚兜、小吊带裙等5、睡衣睡衣系列通常采用轻薄、透气面料，如丝类、雪纺等，穿着舒适、无拘无束，颜色一般采用浅色系，多用净色或小碎花。6、季节性产品最常见的例如保暖内衣，是品牌产品全面化的体现。保暖内衣多用含莱卡的面料精制而成，除了舒适保暖外，还添加搭配成衣的功能，多变的领口与袖口可与成衣搭配出一个好心情，让人们在寒冷的冬天轻便自如、无拘无束。二、产品部位名称及其功能文胸各部位的名称①鸡心位：文胸前中心连接两个杯罩的小梯形。鸡心位有宽窄、高低之分，鸡心位的宽度通常是1～2厘米；高鸡心位通常与胸围线齐平，低于胸围线的称为低鸡心位。设计时可通过减少鸡心位的宽度来拉紧、集中女性的胸部。鸡心位的高低位置很重要，决定着文胸的稳固性和贴体性。②上碗：上碗是文胸杯罩的上半部分，通常是一整片。上碗的上缘线也称为文胸的前幅边，其松紧直接关系到文胸的贴体程度。上碗前幅边的形态是文胸造型设计的重点，或平直交错、或流畅优美，是文胸的“脸面”，直接决定文胸的风格。③Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 下碗：下碗是文胸杯罩的下半部分，有一片和两片之分。两片破缝的下托结构更合理、穿着更适体。下碗的大小和深浅直接影响杯罩穿着的舒适程度和容积，在设计时可利用下托的造型抬高和推挤胸部。④大肶：位于罩杯下方，主要作用在于分支胸部的力量。⑤小肶：紧贴于背后部分，起到固定、阻止文胸左右移动的作用。⑥上肶：上肶长是杯罩上侧点向后到后中心的长度。⑦下肶：下肶长是在胸下围上，从前中心到后中心的长度。⑧耳部：耳部是上托与肩带之间的三角部位，通常用花边制成。耳部不仅可增加肩带的宽度，还可使肩带简单的直线条变化为优美、精致的弯曲线条，强调女性气息。⑨肩带：肩带是连接前后片的带子，通常是单独制作的，有长度和宽窄的变化。在内有外穿的今天，更多的文胸肩带由于裸露在吊带裙的外面，而成了设计变化的重点。如花边肩带、网纱肩带，以及各种颜色、各款式样的肩带无奇不有。三、常用面料名称及作用1、莱卡莱卡是杜邦公司研制成功的一种人造弹性纤维的注册商标。它是用干法纺丝生产的聚酯型氨纶，其纤维是由柔性链段和刚性链段组成，正是这样的分子结构，赐予了莱卡优异的延伸和弹性回复性能。莱卡可拉伸到原长的4-7倍，回复镏率100%，与橡筋相比，弹性更长更持久，而且重量轻1/3。目前，莱卡已被广泛用于纺织产品生产的各个领域，其在服装待业的应用也十分宽广；从轻薄贴身到厚重外衣、从运动装到时沿套装等。2、力莱力莱纤维（lilion）裤公认为是欧洲最优秀的纤维，是法国和意大利卓越纤维技术的结晶。含有力莱纤维的织物不仅柔软舒适，美观大方，而且透气性良好，手感极佳，被称为第二层肌肤。由于其特殊结构而它具有非凡的弹性和耐磨性。其回弹性具有紧臀平腹的作用，便于女士穿着后曲条更加优美。它良好的吸湿性可以平衡空气和身体的温度差。含有力莱纤维的织物不仅可机洗，而且极易晾干，还可免烫，从而简化了生活。4、棉属于天然植物纤维，具有很好的透气性和吸湿性，可让肌肤清爽怡人，具纯棉适合所有肤质的人穿着，过敏性皮肤也不例外。棉质柔软舒适，但易起皱暴它的特性。4、花边可分为蕾丝花边、水溶花边、刺绣花边、弹力花边，可作面料用在产品各部位或作装饰性点缀，强烈的表现出浓浓的女人味，富有神秘感的花边是内衣文化的一大精髓。四、根据女性的身材如何选择内衣1、乳房的结构图2、适合不同杯形的胸部胸部分六种形状，各自适合不同的杯形。A、圆盘型此类胸型较为扁平适合穿着模杯的3/4杯、1/2杯B、圆锥型此种胸型如少女刚发育时的婷婷玉立，视其胸部大小选择立体杯、3/4杯、1/2杯、大罩杯穿着C、半球型此种胸型丰满圆润，需要好好呵护，适合大部分的薄棉杯和无棉杯，其中大罩杯和3/4杯最为合适D纺垂型Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 此胸型一般纤维组织较为松弛，有下垂倾向，与下垂型、下垂II型一样，适合立体杯、3/4杯、大罩杯D、下垂型下垂II型五、选码与试穿1、尺码的计算任何胸围都是由两个尺码组成的，如70B是由70和B组成的，70是下胸围尺寸，B是罩杯代码。推算出标准尺码需做到：（1）皮尺以乳根处为基点，平行量出下胸围，再以乳头为基点平行量出上胸围。（2）量出上胸围为83，下胸围为72，则按=11㎝（3）查表差距10㎝以内12.5㎝以内15㎝以内17.5㎝以内20㎝以内罩杯ABCDE如表所列11㎝属于12.5㎝以内，得出B杯。下胸围+罩杯代码=胸围尺码下胸围都是5的倍数如70、75、80、85……但允许负差2.5㎝，如72的下围，应该选择70的下胸围，再把上面得出的B杯放在一起，得出正确尺寸70B。备注：虽然各地内衣厂商都按这个标准来制作胸围，但由于女性本身乳房底盘的不同，胸部的松紧度，以及款式、用料、杯型上的不同，建议顾客买内衣一定要试穿，所谓差之毫厘失之千里。内裤的尺码计算内裤的尺码计算较为简单，先量臀围，即臀部最丰满的地方平行一周，得出尺码后查表得出内裤尺码臀围80-8885-9390-9695-103尺码SMLXL2、正确试穿内衣的步聚A、穿着图1、套上肩带，用手捏住钢圈下端，鞠躬45度，使乳房完全装进杯内；顺着姿势将手移到背后，扣上背钩；调整肩带至一根手指伸进肩带不觉紧。图2、将手伸进罩杯内，把乳房分别由下而上，由外而向调拔，将脂肪集中至罩杯中，并将乳头调整到罩杯中央最高处。图3、再检查肩带舒适度。图4、穿好文胸后，兴起胳膊或左右晃动，看看文胸会不会向上滑，如果有，原因有二：一是文胸罩杯小，换大一号罩杯；二是平胸，需穿内插棉文胸调整。发现内衣左右两侧若有副乳，就得调整内衣的肩带和背扣，使副乳消失。B、胸围的检查与判断：内衣穿好之后，是否合身，可依下面的八大要点来检查：1）耸动肩部，肩部的活动不会使文胸随着移动；2）罩杯中间的空隙，以容纳一根手指为准，罩杯边缘要贴于胸前；3）穿上有钢圈的内衣，如感觉不舒服，表示钢圈的弧线与乳根处不合。4）觉得乳头有压迫感时，可能是罩杯尺寸有误，或是罩杯与乳房的形状不合。5）乳房间距大的人，要注意穿内衣的间距舒适，太过集中的款式，会容易使胸部变形。6）能完全容纳乳房的内衣，罩杯上方才会平贴乳房。7）内衣向上应具立体感，才有向上支撑的功能。8）检查文胸之肩带边缘是否平顺。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. C、束裤的穿着1）将束裤反到腿跟处，提起穿着；2）用手将臀部脂肪臀杯中；3）整理裤腿使之平整，将裤腰拉在设定的正确位置。六、内衣的洗涤和保养1、洗涤标志：手洗不可漂白不可熨烫不能干洗阴干最高水温40℃氯漂白剂2、洗涤方法：※采用手洗。※水温低于40度以下。※使用中性洗涤剂或专用洗涤剂。※不可使用含氯的漂白剂进行洗涤，会造成材料生产变黄并受损。※洗涤剂不可直接粘于内衣上，会导致颜色不均匀，必须先将洗涤剂进行溶解。1）将需洗涤的内衣放入已准备就绪的水里，浸入水中5—10分钟。2）准备一把柔软的刷子，延贴身内部进行轻度刷洗（钢圈位、下扒位）。3）刷洗完毕，进行反复清洗。如洗涤模杯内衣应避免在杯面上用力搓洗，避免造成杯面变形。漂净后轻轻整理杯面。4）清洗完毕后，将文胸的底边缘夹在衣架上。5）避免在阳光下晾晒，应置于阴凉处阴干。3、保养方法：◇避免将内衣和樟脑制品一起存放，以免令衣料和橡筋失去弹性。◇内衣应完全晾干，然后放置于空气流通处保存。◇对于具有造型设计（定型模、钢圈）的内衣，应避免挤压。第二章、店面形象的布置店面的外观造型、结构、招牌、橱窗以及整个店面所营造的氛围组成了人们的第一印象。第一印象的好坏直接影响过往行人光顾的频率。一、店面出样店面出样是根据店址的地理位置和店内的产品结构来合理的安排和陈列的分布。内衣可分为1、新款；2、形象款；3、畅销款；4、滞销款；5、特价款；6、季节性产品。例：在某一商业街上，有一25平方的店面，人潮方向如箭头所示，则下列分布较为合理。（图）：试衣间：收银台：落地架：自动玻璃门：橱窗店面出样不是一成不变的，除了受人潮方向，顾客的消费习惯等影响外，也要根据相邻的竞争对手来调整产品分布，灵活运对。二、挂版需知a)详细的挂版在了解挂版之前，我们要先了解一下衣架的结构（图）：Ⅰ、文胸的挂法1.将文胸平放扣上最里面的勾圈，保持前、后底线在同一水平线上。2.要求肩带左右对称，并在肩带处预留一小部分，将预留部分由前到后通过一卡二卡并固定。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 检查：1、肩带保持两边均匀，从一卡到底边为18CM，可正负1CM；2、预留肩带不可露出前肩带外，文胸悬挂完毕，要求平衡整洁。Ⅱ、裤子的挂法3.以花仔为准保持两边对称，小吊牌悬挂整齐；4.S码、M码、L码分别悬挂于三卡、四卡、五卡。检查：1、裤子的两边是否对称，悬挂整齐，2、如因款式、面料的不同L码挂于五卡时出现下掉的情况，可将裤头的两边向内打叠一下，然后再用四卡卡紧。Ⅲ、腰封5.以花仔为准保持两边对称，小吊牌悬挂整齐，6.腰封两边用四卡卡紧，如尺寸较大，可将两边向内打叠一下，再卡紧。检查：1、是否对称；2、包括吊牌在内是否悬挂整齐。Ⅳ、家居服家居服专门挂衣架与内衣架有一些不同（见图）：7.凡吊带类产品如小背心，吊带裙等把吊带固定在衣架沟均可。8.凡袍类产品在衣架上挂好之后，有扣子的要扣上扣子，有系带的要系好带子。9.裤类产品可单独挂在衣架上展示。10.凡保暖内衣类应一套一个衣架展示，保暖裤可中折挂在裤架上，也可两边挂在裤架钩上，但要求统一。2、挂版的规则整齐有序的挂版是店面最重要的组成部分，也是吸引购买者购买的重要因素，从一个内衣店的挂版陈列可看出店铺的档次。A、系列陈列法这个方法在针对新款、畅销款、形象款时运用最多，它遵循的原则是：同色同系列不同款式不同码。例：3098系列（图）一个挂衣架上陈列三件不同码内衣最为合理，其中①④挂3098‚②⑤挂3098B，③⑥挂3098C，⑦⑨挂3098E，⑧挂3098F，或把④⑦拆下，①挂上3098K，3098K1。B、颜色陈列法：此方法一般针对滞销款，或较为零散的产品，因这类产品无视觉凝聚力，用统一颜色的方法可填补这一空白。例：浅蓝色系列选定浅蓝色为主题后挑选浅蓝色的产品，其中①可挂3083C，④可挂9903，⑦可挂9903的裤子，②可挂3061，⑤可挂3042B，⑧可挂3042E，③可挂3022，⑥可挂3005，⑨挂3005E，若店小产品多也可①分别挂3083C、9903、3061各一件。此方法可提高背柜利用率，要点在于统一颜色。C、橱窗陈列法此方法适用于大型的店铺或商场。橱窗是一个内衣店的灵魂，行人可能不会进入你的店，但却一定会经过你的橱窗，橱窗是一个独立的空间，它有天地左右，有主题有感觉。橱窗可运用的道具多种多样，千万不要局限于假体模特的使用，凡是可衬托出内衣的物体均可使用，但要把握好分寸，不可出现喧宾夺主的情形。例：春季新产品上市的橱窗设计：Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 嘉莉诗的风格倾向于少女化，春季更应是清新的感觉，选定下一个主题色，如新绿与白，可用浅绿的纱挂起作为背景，中间用白纸板剪成白云状，用悬挂方法把衣架吊起（2~3个，视橱窗面积而定），地下铺上假植被，在植被上点缀餐布、竹篮、草帽、水果、小花等，营造一种春天郊游轻松的气息。新产品应选用同系列同色不同款，才会使橱窗看起来有凝聚力。三、货区存放的规则。货区的存放做到条理清晰不但能方便取货，提高效率、而且还能减少货品由于仓储而引起的损耗。a)存放法则：将货品按同系列同杯型同颜色不同号码放在一个盒子中保存，如条件受到限制，也可同系列杯型不同颜色号码存放，并在盒子外注明款号、颜色、尺码。存放畅销款的盒子放在上面，最滞销的盒子放在最下面，此外杂柜门外用不太明显的方式标示出此柜存放货品的款号。b)存放注意事项：1.模杯存放应注意不要过于挤压，以免变形。2.陈列样板应至少一周与库存产品对换一次，避免样板长时间陈列应陈旧、形成滞销品。3.每天销售产品时以先进先出为原则。4.定期盘点，准确了解库存状况。四、店面管理a)灯光：卖场灯光必须完整，不允许出现灯位不亮，应及时补充灯源；b)POP：POP及画册应保持整洁，过时破旧的必须清楚，应注意卖场主题，要鲜明，不宜将多种POP大量混合使用，在使用上以导购推荐为主，不宜过多的张贴杂卖场处，针对重点商品，在货柜展架上陈列两、三张。c)试衣室：a)不允许存放杂物（衣架、挂臂、纸箱等）b)四壁保持整洁，不准许乱张贴c)将公司统一印发的指引单页、牢固、平整、美观地进行粘贴。d)试身镜必须保持明亮、洁净e)不允许出现照明光源不亮现象。d)开单台：l应保持整洁，开单用具摆放整齐l开单台不允许存放杂物l较大面积卖场在开单台周边可增加小桌椅，给顾客休息同时增加安全感。e)灯模、裤仔台、人摸l灯模：肩带脱落、内裤走位。保证内衣穿着码数合体，保持灯模清洁、灯光明亮。l裤仔盘：用于展示内裤、内衣的专用盘。保证码数、合体，盘面清洁，不允许随意粘贴任何标记。l人模：用于展示睡衣的专用道具。保证人模身体清洁，不允许有碍视觉的污损出现。f)落地架l面向走道的货架顾客在卖场边缘可接触商品，是吸引顾客注意的重要货位（不一定是成交货位），应把最好的最重要的商品展示出来，告诉顾客我们有什么好东西。l货区中间的货架多用于陈列基本系列商品，如模杯文胸系列的所有款式集中陈列，便于顾客一定的范围内挑选同类产品。g)收银准则在接收顾客现金和找零时，要做到唱收唱付，辩清现金，注意辨别假币。五、顾客档案的建立Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 自顾客购买产品后，应尽量说服顾客填写顾客档案表，并说明清楚用途，要注意劝说时的语气（见P29页）第三章财务仓储的管理一、财务管理为了能在日常的运作中准确及时的掌握销售的货品及金额的统计，以下表格可让繁琐的帐目清晰明了，可根据本店的实际情况运用。1、专柜销售日报表（见P30页）2、店铺销售日报表（见P31页）3、嘉莉诗月销售情况一览表（见P32页）4、嘉莉诗本月畅/滞销反馈报表（见P33页）5、“J”盘点表（见P34页）二、仓储管理1、存货的摆放：这里所讲的存货是指仓库里的货品，对仓储的管理做的好，不只能方便取货提高效率，更可减少损耗，降低损失金额。例：（见图）以上平面图所示是比较合理的仓储图。其中①为新到货品；②③为畅销款，④为滞销款，⑤为广告辅料，⑥为包装物品。2、仓储的注意事项A、每批货品都应有各自的明细卡，卡上标明进货的时间、款号、颜色、规格、件数以及每次出货的时间、款号、颜色、规格、件数等。B、遵循“先进先出”的原则，时间上先到的货品先销售出去，以免因库存时间太久造成质量问题。C、仓储管理员应明了各种货品的明细、掌握货品的流量、及时通知补货等事宜。D、仓库应保持干燥，适当空气流通、清洁无异味。E、走道无杂物堆积，消防设施齐全、备有灭火器。3、存货盘点：1）定期盘点：每月末或季度末、年终所进行的定期例检，对库存产品进行全面性盘点，应带帐到现场逐区、逐架、逐笔进行清点、核查。2）动碰盘核：又称“日对点”。既对每天动过、碰过、发出过的货区在发货后随即扎查点结，及时发现差错、解决问题、挽回损失。第四章销售技巧的提升一、超级导购训练营：1、坚定的心谁是企业里最重要的人？照我看来，最重要的是那些和顾客最接近的人。他们对于顾客能不能变成增殖资产有很大的影响力，一个人和顾客打交道越久，越能明白顾客的需求，越能满足顾客的要求。一家公司有可能在市场上销售最好的商品和服务，而决定其成功的因素是顾客对于此家公司商品及服务的感觉。如果顾客满意销售就会增加，如果不满意，那么顾客根本就不会再踏进这个店，顾客对于导购的印象直接影响品牌及公司的形象。因此，导购不是随便一个人能做好而你决对是优秀的！A、成功导购的特质进取心、荣誉感，强烈赚钱的欲望，肯定自我的成就感；确认自己的心态，建立自己人生目标；朝专业经理人发展，迈向成功之路；摒除对导购工作的误解：Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. ①瞧不起导购的工作；②认为做导购很容易；③认为导购是自卑低微、乞求于人的工作；态度是一眼即可看穿的肢体语言，决定工作成败的五种态度：①对自己：认识自己，喜欢自己；②对挫折：视挫折为理所当然，乐观看待；③对产品：有强烈的信心，透彻了解产品知识与特性；④对工作：是人生价值的体现，高收入的必经之路；⑤对顾客：设身处地为其着想，其实是双方互利的行为。B、善用自己：1、培养销售气氛：倾听：不可分神、集中注意力，适时发问帮顾客理出头绪；微笑：必须发自内心；赞美：真诚得体；热诚：为人着想，热爱工作；关心：可感化一切。2、了解顾客需求心理的技巧：由于顾客类型复杂，购买内衣的心理各异，要掌握和了解顾客的需求心理是比较困难的，但只要认真对待，仍能从顾客的表情和行动上找出一些规律来，导购只要抓住顾客各自不同的心理特点进行有效地服务，就有可能促进销售。导购可通过以下四种方法，了解顾客的需求心理。（1）观察：通过认真观察顾客的动作和面部表情判断出他们的需求心理，发现顾客购买内衣的意愿。l观察动作：但顾客走进商店时，导购要仔细地观察顾客的举止，看其是有目的地匆匆忙忙、快步走进商店并左顾右盼地杂货架上寻找某款内衣，还是漫无目的、漫不经心地悠然闲逛。观察顾客是三番五次地拿起内衣一件件地反复打量比较，还是多次折回重复观看某款内衣。导购应注意观察顾客的这些举动，就可以了解并掌握顾客的需求心理。l观察表情：当导购把某款内衣递给顾客时，顾客接过内衣表现出的是很感兴趣，并且面带微笑，还是看到手中的内衣表现出失望和沮丧的情景。当导购介绍内衣的有关知识和注意事项时，顾客是认真倾听并不时地点头，还是心不在焉，精神不集中，眼睛看着别处。如果两种情形下顾客都表现出前者情景的话，就说明顾客对这款内衣基本满意；如果表现出的都是后者的表情，这就说明这款内衣根本不是顾客所需求的那种款式。l导购在采用观察法时，务必牢记切忌衣帽取人、以帽取人。衣着朴素或长相一般的顾客未必就不是购买高档内衣的对象，而衣着华丽或貌以天仙的顾客也未必不买价廉货。因此导购不能只凭自己的主观感觉去判断顾客的购买能力，要尊重顾客，接待顾客要一视同仁。（2）推荐商品：导购在观察顾客时，应能根据顾客挑选的内衣款式和种类，判断出顾客的爱好和兴趣，并及时向顾客推荐1-2件与之相协调的内衣供顾客选择观察顾客的反映，了解顾客的购买意图，以作出相应的服务。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 案例：例如一位顾客正在仔细观看，认真比较一件内衣，这时导购就应该走上前去打招呼，并对顾客观看的内衣做介绍：“这件内衣是我们商店最好卖的货，穿上它以后胸型很好看。”如果顾客附和导购的话，并表示出想买又拿不定主意时，导购可以进一步试探顾客，以求弄清顾客的想法，顾客是想买又感觉已有满意的内衣，怕买重而犹豫。这时导购应根据顾客的情况，得体地介绍：“这件内衣属于可下肩带类，无论是冬季、还是夏季都很适合。而且这种花边又稀有又好看，款式又实用，内衣多一件好搭配衣服。我认为你很有眼光，选择这件内衣真是很合适你。”顾客得到导购的鼓励往往会很快地下定购买的决心。在营业过程中，导购要仔细观察顾客的一举一动，选择适当的接触时机，再加上得体的询问和推荐，一定会较快地掌握顾客的需求心理。（3）询问：一般情况下顾客大都讨厌导购喋喋不休的问话，不喜欢别人刺探自己的情况，不愿意像对待犯人一样被审问。有时顾客对导购直接性的提问表现出抗拒的神态，不正面回答问题，对自己的想法与意图不会坦诚相告。因此，虽然询问是导购了解顾客需求的很重要的过程，如果不讲究方式方法和技巧，不但达不到目的，还会引起顾客的反感。所以，导购在提问时，一定要掌握时机，要以技巧、巧妙、不伤害顾客的感情为原则。导购可以提出几个经过精心选择的问题礼貌地询问顾客，在与顾客的对话中，了解他们的真实想法。询问一般遵循的原则是：首先，询问要有节制，不要只顾为了达到自己的目的，而不看顾客的反应一味的询问，这会使顾客产生一种被调查的感觉，从而对导购产生反感情绪而不说实话。其次，杂询问时要向顾客展示内衣样品相结合，一边对顾客介绍展示某款内衣，一边不露痕迹地询问顾客的目的，这样就容易了解到顾客的购买意图，有针对性地为之服务，使交易成功。再次，导购杂询问顾客的购买需求时，要使用循序渐进的方法，先询问简单的问题，并通过顾客的表情和回答判断是否有再进一步提一些深入的问题。（4）倾听：优秀的导购应善于倾听顾客的意见、说明、抱怨、称赞等，要善于让顾客说话，让顾客能够畅所欲言。倾听顾客的意见有助于了解其心理活动，了解顾客的购买需求，顾客对那些能够认真听取自己讲话的导购也非常尊重。导购在倾听顾客意见时要做到以下几点：l要做好听的准备。做好顾客讲话的心理准备和业务准备。要有耐心地倾听，对顾客提出的问题，要能及时准确地给以回答，这种回答自如是建立在对自己经营的内衣了如指掌基础上的。l要精神集中。听顾客讲话也是一门学问，对顾客所讲的事情，不管爱听不爱听，都要集中注意力，认真倾听，不应该表现出心不在焉、漫不经心的神态，更不能表现出不耐烦的情绪，打断顾客的讲话。l适时地提出问题。导购不能一味地只点头称是或面无表情地站在一旁听顾客讲话，要能在倾听顾客讲话的同时，不失时机地插话询问一些问题，表示赞同，帮助顾客理清头绪。l了解顾客的需求。当顾客心里对商店、导购或商品有意见，对某种款式的内衣具有需求或遇到困难和不易解决的问题时，都需要寻找对象发泄出来，导购应体谅顾客的这种心理，让顾客把意见说出来。从而帮助顾客解决问题，清除疑难，满足需要。3、接待技巧（1）有计划有目的购买的顾客这此顾客是有目的而来的，他们有可能是通过广告宣传、或商店橱窗的陈列，或经熟人介绍，前来购买的。他们掌握了某种情况，表现是脚步紧快，直奔而来，视线集中。在接待这类顾客时，没有必要反复介绍，要根据顾客的要求，迅速地把其需要的内衣展示在顾客面前供其挑选。在成交后要收找款准确迅速，节省购买时间。（2）购买犹豫的顾客犹豫型的顾客，对于购买内衣总是犹豫不决，缺乏判断能力，这类顾客也属于有计划有目的购买的范畴。对这类顾客，导购要耐心地接待，帮助顾客挑选，为顾客当参谋，决不可催促顾客下决心，应主动热情，耐心周到地为顾客展示内衣，使顾客购买到称心如意的内衣。（3）来店游览参观的顾客这类顾客一般没有购买的计划和目的，他们大都是看到橱窗陈列、柜台货架展示的内衣，而进店观看。这类顾客行动迟缓，目光不集中，东张西望，左顾右盼，一边走一边看一边用手摸。在接待这类顾客时，要抱着欢迎的态度，礼貌地打招呼，不需要过多地介绍内衣的情况，以免引起反感。如顾客对某种内衣产品了兴趣，导购要抓住时机热情详细地介绍，有可能就成交了。（4）带捎带买的顾客Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 这类顾客是受别之托，为别人带捎带买的。这表现是走进商店直奔货架前，要求取某种款式的内衣，又犹豫不决，反复比较。导购在接待这类顾客时，更要耐心地为顾客介绍各种款式的特点，了解穿着者的年龄、职业、性格、爱好等基本情况，给顾客出主意，尽量解除顾客的顾虑，促使这笔生意成交。（5）对爱挑剔和马虎顾客的接待爱挑剔的顾客一般表现出对任何内衣都要挑挑拣拣，他们有的是对内衣某些部分容易磨损或损坏比较了解，所以在挑选时比较认真仔细。有的顾客是性格所决定的。在接待爱挑剔的顾客时，应耐心地听他们讲，任由他们自由地选择。马虎大意的顾客也常遇到，这类顾客对要买的内衣不挑不拣，找回的零钱不数不看，甚至忘记拿回找的零钱。在接待这类顾客时，要认真细致，收找钱款时一定要当面点清，并提醒顾客拿好内衣和钱款。4、促成交易的技巧顾客在购买内衣时，一般都表现出一些希望购买的信号，导购应根据这些信号适时地运用服务技巧促成交易。（1）当问起保养方法和售后服务时顾客通过对某种款式内衣进行认真比较和仔细挑选后，向导购询问内衣的洗涤保养问题和售后服务措施，这时说明顾客对比款内衣已有购买的意思。导购要及进地给予顾客肯定的回答，并周到地介绍洗涤和保养方法与售后的退换规定，趁热打铁促成购买。（2）当顾客谈话焦点集中在某内衣时顾客最终把注意力集中到某款内衣上，谈话抽内容也大多围绕此而进行，已经对这款内衣产品了兴趣，并有可能购买。导购应抓住这个成交的良机，促成交易。（3）当顾客试穿时:这是内衣销售中最重要的环节，当顾客同意试穿时说明她对嘉莉诗已经有了一定的认可，而导购员应抓紧机会，做到以下几点：①尽量让顾客同意你帮她试穿，因此我们可以抓住主动权。②观察顾客的各人喜好，多拿几款适合她的内衣试穿，让成交的机会增多。③当顾客试穿时出现问题应耐心解决，针对各款内衣的特点加以说明，千万不要不耐烦，要知道顾客多试一款内衣你成交的机会就会多一个。5、商品成交操作技巧（1）顾客经过精心挑选，最后决定购买，这时导购应表示谢意，并对顾客的选择给予恰如其分的赞同和夸奖，增添顾客的满足感。（2）在顾客付款时，导购还需要把所收的款额重说一遍，使顾客消除疑虑。当导购把余款交给顾客时，要再一次把顾客应该付的货款、所付的款额和找回的余额复述一遍，让顾客确认，做好唱收工作。（3）导购在收款时一定要敏捷地把钱收下来，数钱的动作也要极其迅速，不要让顾客多看几眼钞票，以保持心理上的平衡。收款时一定要采取小心谨慎的态度，避免出现纠纷。6、售后服务就算导购把产品买了出去，并不代表销售就这样结束了。因为内衣店的销量中有相当大一部分是熟客创造的。如果顾客发现质量问题时，导购应细心的查找原因，是否因洗涤不当引起模杯变形或脱色等原因。如真是产品本身的质量问题应给予解决，如果大规模的产品质量问题，导购应引起重视，及时反馈，争取及早解决。7、特殊情况的应对①对男性顾客的接待。一般来说，男性顾客进内衣店是抱着购买的心态，且他们对内衣不了解，希望导购帮助参谋挑选，其实是很容易达成交易的。但不合格的导购却常常失去这个机会。首先，导购要主动上前询问“您女朋友喜欢什么颜色的”以此解决男顾客的尴尬，然后细心的听他诉说，帮他决定款式及尺码。如遇到的男性顾客言语之中有不尊重的味道应不卑不亢大方自如的灵活应对。②缺货的应对Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 如果销售过程中出现缺货时，千万不要前功尽弃，可根据顾客的喜好或保留颜色，款式可换或保留款式，颜色可换，并尽量展示其优点，但不可过多，以免顾客产生向他推销的感觉。③打折的对应如遇到顾客要求打折，应向其说明品牌的零售价是全国统一的，如顾客仍念念不忘，可向其推介另一款较为便宜的内衣。二、导购的行为规范1、导购的岗位职责●遵守国家法律、法规、遵守社会公德●遵守公司各项规定，遵守营业场所的有关规定，保证货品安全●尊重领导，服从指挥和工作安排●努力学习、脚踏实地、超越自我●认真热情专业的接待每一位顾客、努力提高销售●严守工作纪律，保守公司秘密●忠于本公司的利益，不得参与其他公司对本公司的商业竞争●专柜人员、同心协力、认真完成交付的工作●导购必须按排班表上班，不迟到，不早退，调班必须经过主管同意。2、专柜柜长和店长的岗位职责●遵守公司的各项规定，带领专柜人员共同完成公司下达的销售任务。●配合业务沟通与商场的客情关系，积极通报，申请第二卖场事宜，并协助业务制定专柜的销售情况●负责维护并努力提高专柜排名，积极反馈竞品信息●监督导购的工作表现，及时反映员工的动态●负责管理专柜的日常工作，包括专柜的卫生、导购工服的整洁规范、联系本的填写、顾客档案的使用与保存、销售日报的上缴、货品结构、存销比、盘点、出样调整等●负责公司各项任务的传达、贯彻并带头执行●负责专柜品牌形象的维护，包括LOGO、POP、灯相片的使用。●如实填写导购员月份工作评定表（见P35页）3、导购的行为规范●淡妆上岗，就餐后必须补妆尤其要再次修饰好口红、保持面部自然、整洁、保持头发整齐自然，不树立夸张发型，过肩长发上岗时须扎起●不留长指甲，不涂抹夸张色彩的指甲油。配戴饰品应恰当——指环一枚（无镶嵌）、耳钉一对●工服整洁端庄，黑色半高跟皮鞋，穿裙子要统一着肤色长统丝袜——不可以有任何破损或卷滑●在岗时不得托腮、抱肩、插腰、背手、插兜、不准倚、靠、趴、蹬柜台，不准单腿站立，时刻注意自身形象●保持微笑，精神饱满，身体挺拔、对待客人说话要和气、文雅、谦逊态度热情、尊重对方，心平气和，不强词夺理，比喻恰当。●不准扎堆聊天、嘻笑打闹、大声喧哗●时刻记住导购是品牌的形象，做到团结、敬业、奉献、乐于助人●货品按规范出样，出样常新，不得有脏品出样●营业时间禁止会客，办私事、代存私人物品●不得串岗、空岗、吃饭时间不得超过半小时，严格按专柜排班表上岗●病、事假须提前经主管批准后方可休假，否则以旷工处理●专柜每名导购必须准时、准确无误作好销售日报、与商场对清日销售金额，不得出现错误Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. ●每位导购都有责任管理好专柜台内所有货品，保证帐物相符，货品无损伤，无脏品出现、货架的产品必须陪有吊牌●出现货品缺少、丢失、应速抱与业务，以待处理●认真清点到柜货品，签字确认●货场、库房、试衣间不得存放私人物品，开单台面保持清洁，帐本不得放在台面上●任何情况不得以任何理由与顾客顶撞争吵，不得辱骂殴打顾客。4、导购的个人修养（1）礼貌待客对工作、对顾客总是满腔热情，彬彬有礼，热情接待。对这种服务态度，绝大多数人都会报以同样的态度。导购要具有礼貌的品质。（2）勇于承担错误在服务工作中，当遇到无理取闹或蛮不讲理的顾客时，导购要勇于承担错误，即使不是自己的过错所造成的，还要勇于承担顾客错误的责任。（3）替顾客着想用顾客的眼光看待自己，评价周围的情况及评价旁人和自己的行为，就会明白顾客为什么对导购不信任的原因。（4）尊重顾客的个性服务行业的工作，需要的不是对别人缺点采取毫不妥协的态度，而对其采取宽容、灵活随和的态度。导购要尊重每位顾客的个性，不要流露出对顾客个人的好恶，更不要去评论顾客的错误和缺点。（5）真诚的微笑导购向顾客微笑，就是明示他交易将在良好的气氛中进行。导购的微笑要是发自内心的真诚的微笑。（6）广阔的视野导购应对自己所从事工作的有关知识和各种问题都非常熟悉。（7）心胸宽阔导购要有揽错的胸怀和勇气，本着和颜悦色、善解人意、微笑服务的原则化解矛盾。（8）一视同仁文明经商，礼貌待客，讲究礼仪，具体表现在对所有的顾客都一视同仁。导购应本着进店都是客，没有高低贵贱之分，对每位顾客无论他高矮胖瘦、俊亮美丑、年龄老少、职位高低、地域远近、购物多少、金额大小都一样热情服务，做到童叟无欺，亲朋好友与生人同待。（9）心情舒畅地工作一个充满活动，心情舒畅的人将给人们带来愉快与热情。（10）出色的工作自信、动作麻利、漂亮、目测力强、包装快捷，这一切说明导购具备了高度的职业技能。有时顾客决定是否购买商品，取决于导购对商品的拿、放、包装等。如果你没有把内衣销售出去，那么你应该把“”的品牌形象销售出去。附：新款上市的工作程序一、收到培训资料后：依据培训资料了解产品，熟知产品的特点及效果。二、到货品后将新货上柜，并调整货区将新款进行陈列。导购们一起试身，感受产品，进行分析，依据产品，针对培训资料上的介绍确定目标客户群。三、销售前期在推货过程中发现问题，顾客的意见反馈到市场部。四、销售进入正轨后根据前期新款的销售情况合理调整陈列，统计销售情况分析原因，提出合理化建议，反馈到市场部。业　务　员　篇第一章前言一个高效的销售组织应透彻了解它所推广的品牌，掌握达到预定目标，销售量和利润等各种技巧，作为销售组织至关重要的营销人员，如何充满自信地执行你的职责。通过你不懈的努力，为企业发展贡献的同时获得个人的成就感、满足感，这是你要面对的。第二章内衣行业与市场的介绍一、内衣行业的发展：Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 1、1979年开始有生产历史，从生产到现在有20年的历史2、从销售以有10多年的历史，90年代末内衣行业发展阶段发展期成熟期过渡1、发展期：目前是内衣行业处于发展期也是品牌树立最好阶段发展：顾求的是产品，而不是品牌。二、内衣行业的分类：高档：“黛安芬”、“华歌尔”、“安莉芳”、“奥黛莉”；价位在300—500/套中档：“曼妮芬”、“爱慕”、“欧迪芬”、“奇丽尔”；价位在200—300/套中档：“芳怡”、“嘉莉诗”、“美思”、“奥丽侬”、“奥丝蓝黛”、“古今”、“依之妮”；价位在100—200/套内衣制造业分布：潮阳盐城广东盐步长江三角洲常州中山小榄东阳深圳义乌北京桑肤兰、爱慕、婷美大连三、同行业的对比：1、一线品牌：“黛安芬”“曼妮芬”“安莉芳”“爱慕”“华歌尔”“桑肤兰”“奇丽尔”“欧迪芬”“思微尔”“奥黛丽”。对比项目品牌名称知名度价位历史经营方式生产基地优点缺点网点风格黛安芬同类品牌最有知名度150—350元116年历史家族企业；1886年服装，1915年改为胸围商场专柜海南优美盐城模杯国内品牌最好成绩系列花边提花、花色单调广东、福建、浙江、上海、北京、南京、成都简单曼妮芬能排在行业第二150——350元90年代开始办事处朝阳总公司在深圳模杯花边但产品都不是很出色华东、华南、比较弱东北、华南西北占有率较高学习安莉芳的风格安莉芳中国此较多150~350元90年代进入大陆商场深圳；常州模杯薄棉杯都可以没有最强项全国各省主要集中华东、华南爱慕北方很高50~150；80~200；200~300元93年成立；98~99年品牌；2003年日本独资最早在日本订单批发北京江苏文胸系列强项杯型不够丰满华南非常多；最好华北地区、西北、东北地区腰夹非常不错华歌尔美誉度高300~500元1957年成立于日本商场为主北京塑身为强项非常舒适；薄杯最棒薄杯为主棉主要集中在较发达的省会城市花边为主个性，相对模杯少桑肤兰（古今）一般60~150；180元最高区域性品牌；日本加工厂商场为主大连调整型文胸一般北方；华北、西南、西北地区个性奇丽尔一般100~200之间台湾和日本功能相结合；台湾占有率最高台湾一般没有最好、最差之分只适合丰满的人华南、华东、上海、西南地区中规中矩欧迪芬一般100~200元/件比较乱台湾水袋围华东、华北地区思微尔一般台湾花边模杯为主花色丰富比较有比较奥黛丽一般150~400300~700元/件之间广告推广方式珠海生产外单；上海生产奥丽黛功能效誉注：欧迪芬、思微尔、奥黛丽是由台湾入驻，时间不长，网络正在建设中。1、二线品牌、店铺销售：美思：价位高（30~300元），时间久，广告形象力度大，但产品没特色。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 奥丽侬：产品优势，产品单件较“嘉”强的：软薄杯、大罩杯。但产品组合不好。戴丝玉：美体塑身系列强，形象推广专卖店，文胸类差。奥丝兰黛：厚模杯，（华东、华南）面料花少、闪光模杯，双面蕾丝，没有产品组合。四、内衣行业做品牌的条件1）以市场需求为导向的产品开发为条件2）生产高质量的产品3）先进的营销理念和完善的市场管理4）具有长期的品牌营销策略5）建立以服务为核心的营销策略注：需求：在缺陷才会有需求——寻找中国女性的缺陷（80%以上的女性胸型外扩）——满足缺陷，达成购买——制造产品内衣需求：功能和审美的需求“”产品强项：1、价格2、功能3、舒适4、杯形多5、设计风格：青春时尚6、设计理念：满足不同女性审美观，不同胸型的需求。7、拳头产品：文胸，其中以薄棉杯的立体杯最佳。五、品牌发展的阶段：1、强调产品制造的阶段2、强调产品销售及服务的阶段3、强调概念、文化阶段第三章、你的职责一、业务员的分类：1、传达的功能：等着拿工资，有问题让上级解决；2、有心无力：无方向，但勤奋，把所有问题往自己身上揽；3、有方向有决心：工资与提成挂钩，想方法的解决问题。二、业务人员心理定向1、底气十足1）底气来源于你对自己价值位置的心理平衡力度a、老板的心态b、空杯的心态2）底气是对知识技能的熟悉程度a、产品知识b、销售知识c、管理与实践知识（市场知识，公司制度）2、警惕1）“商场胜过战场”让我们具有敏悦的市场洞察力（商场是永不停战的，战场可以停战）。2）特别是今年的市场经济正从“以产品为导向时代”进入“以市场为导向时代”。3）市场环境更复杂，更难预测，竟争对手更多更强。4）随着内衣市场竞争加剧，消费者以逐渐向理性过度。5）市场的竟争逐渐从产品技术竟争进入，产品、价格、包装、历史、声誉、服务等所组成的品牌综合力竟争。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 3、明确商战定向：1）销售成功的经营模式2）企业营销的政策3）市场规范管理4）提高销售的方式（除公司活动外的促销，例如：周年庆、房地产、银行、妇联）三、业务人员的素质要求：1）勤；2）专业知识3）信心4）胆识5）口才6）形象四、基本职责1、必须了解“”同时很清楚竟争对手的市场状况以及同类产品的销售状况和市场分析；2、并定期提出合理的市场建议方案；3、必须落实公司制定的销售任务，指导协调下属人员定期完成销售任务；4、市场终端网络的销售指标实际情况确立，并落实完成；5、创造有形利益的同时也注重公司品牌形象的塑造；6、接受“”公司的企业文化理念新产品知识的培训及营销理念培训，定期接受培训才可能很好的领导下属下员进行市场开拓与管理；7、必须很好的维护市场网络、教育和沟通，加强加盟商对“嘉”产品的信心，协调解决与加盟商的各种关系。8、业务人员要严格执行对公司整个市场促销推广活动的具体落实与跟进工作，（产品推广、产品新闻发布会、经销会议）可提供相关新颖创意的市场促销推广方案。9、做好月底的信息反馈、工作总结、工作计划方案。四、沟通技巧1、会客前准备(1)顾客可能会询问哪些问题，我该如何回答呢?你必须做好充分的准备以解答会见时顾客可能提出的问题。同时需对公司的背景和实力、知名度有一个正确全面的了解，给顾客一个清晰的解释，以消除顾客心中的疑虑。（2）我是否已经掌握了解足够的产品专业知识?你必须确信自己掌握了足够的产品知识，并能正确、灵活地运用它们，准确解答潜在顾客对于产品的疑问。（3）我们的产品与竞争对手产品的区别在哪里?你不仅要了解自己公司的产品，而且还要了解竞争对手的产品，因为顾客经常会询问一些这方面的问题。（4）该产品能给顾客带来什么利益?掌握并应用“产品特性与顾客利益”，善于发现潜在顾客的需求，促成交易。（5）我对示范有把握吗?示范是销售过程中一个非常重要的环节，它是关乎销售成败的关键因素之一。如果产品示范效果具有说服力，就可以让顾客亲身体会到产品的功效，对达成交易有不可小看的作用。2、销售人员形象标准（1）仪表①服装是否整洁干净。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. ②服装是否过于华丽显眼。③是否蓬头垢面。④指甲是否藏污纳垢。（2）动作①初次见面时，礼仪是否得体大方。②表情是否诚恳和气。③动作姿势是否端庄。④举手投足是否高雅。（3）言辞①言谈中语调是否稳重。②发言是否理想。③言辞是否诚恳。④表达是否清楚易懂。⑤言谈中，有无伤害对方之处。（4）洽谈1)洽谈程序是否有误。2)名片接受方法是否准确。3)是否给对方留下了深刻的印象。4)洽谈过程中，话题转换是否得体，谈话是否投机。5)对产品的说明是否详细、清楚易懂。6)介绍产品时，是否引起了对方的浓厚兴趣。7)在洽谈过程中，是否做到察言观色，掌握主动。8)在洽谈时，资料或情报运用是否自如。9)自己的产品的使用方法是否得心应手，烂熟于胸。10)自己的产品知识是否贫乏，有无捉襟见肘、穷于应付之时。11)在洽谈中是否做到倾听对方意见。12)在洽谈中，是否做到诱导对方、吸引对方、感染对方。13)对对方的利益关系是否充分予以说明、予以考虑。14)在洽谈过程中，是否存在令对方生厌的习惯（如烟、抓耳挠腮、多次入厕等）。在介绍公司产品时，是否得意忘形。3、销售人员用语（1）自我介绍与打招呼与客户会面时，应主动向客户问好打招呼，然后作自我介绍。①问好时，态度要真诚，面带微笑，动作要规范，声音要适中，努力给对方留下良好的第一印象。②对其他人也要点头致意。③作自我介绍时，应双手递上名片。④随身携带物品，在征求对方后，再放置。⑤打招呼时，不妨问寒问暖。⑥若对方负责人不在，应与其上级或下级洽谈，千万不能随便离去。⑦若对方很忙，要等对方忙完后再洽谈。若自己能帮上忙，应尽力趋前帮忙，边干边谈，与对方尽快亲近，是打开局面的良策。⑧注意察颜观色，见机行事，千万不能妨碍对方工作。⑨准确地称呼对方职务，过高过低都会引起对方不快。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. （2）话题闲聊开始销售过程，是一个相互交流、相互信任的过程，所以不能开门见山，一见面就让对方合作。所以，通过闲聊，了解对方，也让对方了解自己，是寻找洽谈契机不可省略的过程。①闲聊的话题有多种多样，但原则有一个：使对方感兴趣，如天气、人文地理、趣闻轶事、体育、社会时尚、企业界动态等。②注意不要老生常谈，人云亦云，尽量少谈政治、宗教问题，以免因观点不同引起分歧，破坏谈话气氛。③注意不能自己一个滔滔不绝。耐心地听对方高谈阔论，更能取得好感。④见好就收，一旦发现对方对某一话题不感兴趣，应立刻打住，再找其他话题。⑤切勿忘掉与客户闲谈的本意是为了切入正题，因而将话题向企业经营、市场竞争、消费时尚等方面引导。⑥在闲聊中注意了解对方的故乡、母校、家庭、个人经历、价值观念、兴趣爱好、业务专长等。⑦在交谈过程中，注意了解客户经营情况、未来发展计划、已取得的成就和面临的困难。⑧在交谈过程中，善于征求对方对市场走趋、畅销产品、经营对策、产品价格、需求动向的意见。不论对方意见如何，都要虑心听取，不能反驳。⑨在交谈过程中，应不断地向对方提供与其业务相关的实用信息。（3）业务洽谈在闲聊过程中，由双方共同感兴趣的话题直接转入业务洽谈，往往是顺理成章的。一旦时机成熟，业务员就可以与对方直接洽谈业务。①洽谈过程中，不能强硬要对方接受，首先，讲明本企业产品的优势、企业的信誉和良好的交易条件及售后服务。②洽谈过程中，不要首先让对方确定订货数量，要依对方的决定行事，尊重对方。③列举出具体的数字，说明客户在不同批量订货情况下的经济效益指标，如营业收入、纯收入、资金周转率等。④首先重点介绍公司重点产品，适时拿出公司产品图片或公司有关资料，让客户进一步了解公司产品等有关情况。⑤不能因小失大，以哀求的口吻要对方接受加盟或订货。⑥注意战略战术，进退适宜，攻防结合，勿追穷寇。⑦在洽谈商品价格时，一方面说明本企业无利可图（举成本、利润等数字），一方面列举其他企业产品有关情况供客户作参考、比较。⑧在涉及到其他企业及产品时，注意不能使用攻击性语言，不能出口伤人。⑨当介绍新产品时，要明示或暗示此产品的良好走势，更多地列举实例，说明此新产品取得的经济效益。⑩提醒对方，要保证销售必须有充足的存货。若能列举出对方存货情况更佳。4、说服性推销的步骤（1）陈述意见（2）解释意见的意义（3）强调关键的好处（4）达成协议（意向性）5、业务人员应酬技巧（1）要点①给人以彬彬有礼的第一印象，仪表姿态要端正，言词要恳切，要充分表达对客户的尊重与谢意。②当对方有客人时，要注意掌握谈话时机，不得随意插话。③对方感兴趣的商品，要详加说明。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. ④与对方洽谈时，应用语准确，思维连贯，表达完整，条理清楚，语调适中，不能给人以油腔滑调、强买强卖的感觉，努力创造一个良好的洽谈气氛。⑤洽谈时，应开门见山，直接说明来意，不能过多地讲游离于业务主题之外的话，以免浪费双方时间，引起客户反感。⑥洽谈时要察言观色，注意客户的心理变化，抓住时机，循循善诱，引发客户购买时机。⑦如与客户发生意见分歧，应控制情绪，避免与客户发生口角或冲突。⑧对洽谈过程中，对超出自己权限的问题，如降价或作特价的要求，销售员不能立即答复，应与公司销售部经理取得联系后，再作答复。（2）洽谈技巧①销售员与客户洽谈时，应依照事前确定的访问计划行事，将平时演练的洽谈技巧充分地发挥出来。②在征求定单时，应以客户急需的商品淡突破口，以重点商品带动一般商品。③与新客户洽谈时，首先不要急于谈成生意，应把主要精力用于三大调查，即客户基本情况调查、信用调查和支付货款情况调查。这包括经营商品种类、销售方针、经营规模、商品结构、不同商品销售额、销售对象、客流量、服务水平、主要供货商、与主要合作者的业务关系、合作者的反映等。调查结束后，应将上述情况以局面报告的形式报告销售部经理，作为重要的参考资料。④销售员在访问客户时，应尽量与对方的职工及其家属接触，以建立个人间的联系。销售员标准用语与客户见面，销售员应主动与客户打招呼问安。彬彬有礼的问安，既能够消除客户的防范，又能避免双方处于尴尬局面。问安后，不妨谈一些与业务无关的话，以寻找时机，直接切入主题。如下例：（1）“您好！我是**公司的销售员。请问有什么我可以帮忙的？”（2）近来天气变化无常，请注意身体！”（3）“现在是销售旺季，尤其今年行情看好，你们得抓紧上货，及时调整库存。”（4）“眼下X商品购销两旺，各店铺对这种商品进货抓得很紧，你们怎么样？”（5）“我初步了解一下你们的库存情况，A产品已无库存，B产品也库存不足。按正常要求，A产品的库存量应保持在XX，B产品应保持在XX。要是缺货，可提前订货，以避免该产品断销。（6）“去年这个时候贵店订货量为XX。今年敬请保持去年的订货量，相信您的销售会比去年更好！”（7）“从销售规律来看，该产品的销售期间一般是从X月开始，X月结束。目前正值销售的黄金期，贵店应抓住时机，保证货源。（8）“这种产品全年适销，一月销售X件没有问题，一年就能销售XX件，为保险起见，一定要掌握好库存。6、聆听的技巧成功的沟通还涉及良好的聆听能力和出色的口才，良好的聆听包括常握问题方法来取得相互的了解，你在提出一个问题（自己的见解）之后，先停下来，这显示出你有真诚的愿望向别人学习，并且你重视他们的回答，下面列出有效聆听的要点：找出感兴趣的话题：A、找出感兴趣的话题B、判断内容，不应答C、保持灵活的思维，听取其中思想D、集中精神努力倾听，显示主动积极的身体状态，做好关键内容的笔记E、利用思想快于言语，在思想上进行归纳，预测对方的主要意图口头沟通Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 你与别人的沟通内容是重要的，而且你与别人沟通的方式也很重要，开始就要吸引别人的注意，并创造良好的气氛，在作结论时要把所有要点归纳在一起，特别是当你向别人进行销售演示时，这样做很重要。下面归纳列出一些指导准则和提示A、懂得你的论题——使自己感到愉快放松自己——相信自己，并相信自己的论题——直率、真诚——表示你的热情B、保持自信心——不要为很微小的缺点进行解释、道歉，要诚恳，要充分了解自己所处位置C、控制身体的动作——通过与在场的每个人进行谈话来建立视线的接触，并注意对方的反应，理解手势和面部表情D、保持安静——吐词发音要清晰，讲话要有着重点——恰到好处的利用停顿E、与你的客户谈话——引导你的听众作出结论——从你的听众的观点出发讲述问题F、在某种场合鼓励听众参与——提出问题——征询意见——让每一个人参与进去G、不要失去你的听众——避免过分长篇累赘，罗列太多事实——避免列出一长串烦琐数字7、反对意见的定义反对意见可以定义为某一计划想法或产品，持反对立场的某种担心、理由或争论，出现某一反对意见并不意味着客户想放弃或退出，而是表明我们没有恰到好处地讨论反对意见，事实上，出现反对什么，你就能更好地根据重要的需求来修整你的想法。可能是真正的担心，也可能只是特意设法来刁难你，他们提出虚假的反对意见，只是想获得更大的优势（好处）真正反对意见是存在于客户的思想中，不接受你的想法的理由，应当把反对意见看成是客户正向你提供更多的信息，让客户感到满意，改变初衷接受你的想法，最后达成协议获得成功。8、减少出现反对意见的机会有几种处理反对意见的方式，其中最好我们可以通过预测反对意见来做好这一点，你可以预先计划好你将要面对的那些反对意见。良好的客户渗透对于有效地预测反对意见是很重要的，使你了解客户的条件、需求、需要、限制的机会。处理反对意见的过程有4个简单有效的程序：A、确定这反对意见是真实的还是虚假B、明确反对意见的关键C、把反对意见转化为一个问题D、处理反对意见Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 如果你处理了那些最终证明是虚假的或是不重要的反对意见，不仅浪费了自己的时间和客户的时间，而且可能会错过了实现销售的机会，当有某个反对意见出现时，你能够确定这个反对意见是真实的反对意见还是虚假的，并且能够确定你是否已经把所有各个重要反对意见都公开摆明，而能对这种反对意见有较好的处理能力，这种能力是十分重要的。例如：某个客户可能会说“我认为你们的产品不好销“，你可以运用你的沟通技巧来完成这一步工作。停顿：在客户已提出一个反对意见之后，你保持沉默，可以鼓励他提供更多信息。拭探：你认为应怎么样才好销？解释：你是否担心价格或是销售额，还是这个产品的利润空间呢？假如你运用沟通技巧来推敲异议时客户告诉你真正的理由，是因为你与竞争对手同样类型的产品性价比，或其它功能方面的原因，那么你就已达到明确反对原因，背后真正的理由，这样你就可以进行下一步骤。把反对意见转化为一个你自己无法对之作出的问题。例如：我可向你提供低于出厂价（批发价）指低于公司制定的最低价，有时候，客户提出十分清楚的反对意见，你在类似的这种情况下，最好以直接积极的方式。正确处理应该在市场占有率、消费者需求销售额、总利润、形象、品牌发展潜力方面去说服客户，提供一个解决的办法，而不是死板地执行把一个反对意见转化为一个问题。下面提供几个例子，用来说明反对意见处理过程是如何进行。例1：客户：你的主意听起来似乎不错，但现在还不能安排这处场地使用陈列展台布置。营销代表：那么你对现时安排不方便，还是有其它顾虑呢？（确定这个反对意见是真实的还是虚假的）客户：没有其它，我只是现在还不能使用。营销代表：是吗？（对反对意见进行明确）客户：是的，本周六开始，我代理的XXX牌搞促销活动，为期一周，这个场地全部占满，实在无法腾出地方。营销代表：我清楚了，那么我们推迟陈列的时间，从X号开始就是了（把反对意见转化为一个问题）客户：很好，我非常高兴在一周后你要求将这处场地搞你们产品的陈列并延续长期固定下来。营销代表：具体陈列要求、促销……（处理反对意见）五、市场开发1、当地商业区的了解（地形、位置）2、商区商圈的调研3、计划性定址开店4、优秀店支持差店撤换六、如何做到变被动加盟为主动开发2、为什么被动加盟为主动开发？1）市场规划科学，销售稳定（防止好的市场没有开发，不好的市场网点聚集）；2）资源能量大限度利用（货源、人力、广告推广、服务、客户分类管理）；3）成长空间大，长期发展。3、如何做：1）规划市场2）在区域市场寻找最佳合作伙伴：A、品牌意识；B、销售经验；Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. C、成功历史。3）对于主动加盟的客户要全面考查评估：A、经营意识能力；B、专职兼职；C、经商经验；D、服装经验；E、素质。F、资金实力；G、店铺情况。第四章你的客户一、公司对客户的信念和策略1、在向消费者提供本公司产品的整个系统中，客户是重要的一环，在与公司的任何业务中，使他们信赖我们公正的对待，发展与客户相互间富有成效的伙伴关系。2、通过满足消费者的需求共同追求双方的成功，这是我们业务关系建立的基本点。3、在坦诚、正直和道德气氛中培养成长双方的自身利益和信任，就能发展出良好的客户关系。4、客户有其自身的需求和期望，这一需求和期望意味着有良好机会使双方获得成功。二、客户的类型1、代理商（省级总代理）——负责代理区域品牌的推广、销售、售后服务，负责对市场的拓展、控制、管理的责任，其属下应拥有众多的二级（三级）分销商，其二级（三级）网络架构的合理度、完善度，将直接影响代理商的地位。2、专卖店——零售店由总代理或加盟商开设的单一经销代理品牌，有标准、规范的品牌形象，有良好的陈列空间、位置，有完善的产品演绎方式，有专业的促销能力。3、亚专卖店——指以”产品为主导的加盟店4、大商场专柜——有一定陈列空间、位置（专柜形式）形象良好，有一定宣传影响力，零售、展示。5、“”形象柜——指各地区指定代理商及下属二级代理为开拓商场，吸引客户对“”品牌产品进行全面陈列展示的店铺。三、所有制1、国营2、集体（股份制）3、私营四、关键人物在使客户中人人都对公司产品产生兴趣的同时你要弄清其中谁是主意决定人，通常做决定的人有一定的权威，从这一点可以将他识别出来，你访问客户并对他们销售演示时，能够的话，尽可能观察人们听从谁人指挥，年龄、神态、动态或谈话方式，可以帮助你辩认出谁是能作决定的人即关键人物。1、零售店——店主2、商场——经理、部门经理、柜长第五章、年度销售体制（见附件）第六章、连锁终端的管理一、终端客户的选择1、选择有经营品牌意识的；2、选择有行业经验的人士；3、选择有管理能力的；Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 4、具有一定的资金实力；5、能进行简单进销存整理工作和数据处理。二、终端的选址1、选址前的商圈调查1）商圈调查原则2）商圈范围的划分3）商圈特征的调查·行业形态·竟争者状况·人潮状况·人口状况·交通状况4）商圈选择参考·商圈内流动人口多；·商圈内居住人口多；·商圈建筑物多且密集；·门店集中且范围大；·与内衣行业互补性的门店多，且规模大（大型商场超市）；·交通频繁，车流量大。5）商圈类型·中央商业区·商住区·办公区2、商址的评估与确认·预定点100米以内是否有明显的辨识路标；·预定点200米以内是否有公交站或巴士停靠转运站；·临近100米是否有斑马线到临近街道或对面街道；·附近是否有大型商场，超市等聚集购物人流的场所；·店面租金，装修可操作性；·可架设的广告招牌或店面招牌远距离观度；·近期内在预定点是否有道路拓宽，各项管理线掩埋施工计划。3．“”销售终端的选址：1）“”加盟专柜选址：a、选址要求：内衣为周期性需求商品，顾客均是定期购买该类商品而且一般要经常比较，因此商店应选在商业较发达的地方。必须在所在地零售商业繁华街道或人流量大的购物中心内，若选定在小区内，该小区应具有良好的消费能力且已形成整体的商业环境，已有文胸店营业且生意良好。店址要达到以下要求：•商业活动频度高的地区；•人口密度高的地区；•面向客流量多的街道；•交通便利的地区；•接近人们聚集的场所；•服装服饰店聚集的地区。Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. b、选址原则：通常店址被视为商店三个主要资源之一，因此店址作为设专柜的首要原则。c、选点时考虑因素：•店铺附近交通状况，是否有车站停靠，交通是否方便。•客流类型、目的、速度和滞留时间，以上要做具体分析。•街道特点。一般十字路口集客力强，双向平行街道应选在人流集中的方向。d、加盟专柜的要求及标准：•店铺经营面积必须在20个平方以上，门面宽度至少3米；•“”专柜必须至少有3个，销售款式在20个以上，首批进货在10000元以上；•4个柜，销售款式须有30个款，首批进货15000元；•5个柜及以上，应销售40个款式以上，首次进货在20000元以上；•若使用客户现有柜组，将柜头标识换成“”统一标识，不再另设装修，同时提供形象灯片或喷画一幅。•若客户销售产品达到4个柜，或“”经营面积达以50%，再争取客户用“”形象店门头画；•门头喷画由加盟商申请，代理商和区域经理批准后，由总部制作完成交付使用，安装费用由客户自理。•客户要求按“”形象店统一装修，代理商和区域经理视该客户店铺的位置、面积及室内情况酌实处理决定，公司提供装修设计图样，制作安装费用由客户自理，装修标准参照代理商形象店式样，不得随意改变专柜的形状、结构和标准色。e、各级城市的专柜加盟条件：•一级城市加盟专柜的店铺除“”外经营的其它品牌产品在一级城市必须价格、形象、知名度均高于“嘉”，以“黛安芬”、“安莉芳”、“曼妮芬”、“爱慕”、“华歌尔”等搭配。•在二级城市经济较富裕地区参照一级城市方法。•在二级城市经济欠发达地区可考虑除“嘉”产品外，与其它市场管理较规范的二线品牌搭配，严禁与杂牌产品搭配销售，所谓杂牌产品指在批发市场中任意批发销售的不规范产品，产品品质较差，销售价格混乱的产品。•严禁在没在基本形象的前提下陈列和销售“”产品，在经济较富裕的县镇（指华东华南部分地区），在当地没有内衣主导品牌店的情况下若店铺租金适当的情况下，可考虑开设以“”产品为主导的加盟店，•“”产品须达到70%的陈列面积，装修成本控制在铺租的30%以内，不要求按公司统一形象制作装修，公司提供门头招牌和室内形象POP的制作。f、对加盟专柜经营者的要求：•加盟专柜的店铺需有一年以上的成功经营历史；•且店铺经营者具有一定的专业知识和销售文胸产品的服务经验。•该店铺在当地消费者有一定稳定客源，具有良好的口碑。•经营者须具有品牌产品的操作意识和具体经营手法，且资金状况稳定，有固定店员进行销售。2）．“”亚专卖店的选址：a、“”亚专卖店指以“”产品为主导的加盟店，“”产品须达到70%的陈列面积。产品组合方式分两种：一种为品牌同高档文胸品牌（黛、曼、安、爱、华等）搭配；一种为品牌同中高档睡衣品牌搭配。b、店址要求同加盟专柜相同c、店面形象以“”商业店铺形象为装修标准。d、重视试衣间对销售的作用，根据店铺实际情况加大试衣间面积，推广试衣间文化，提高试衣间销售成交率，注意以下几点：Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. •试衣间必须在1.5平方米以上，根据店铺实际情况适当加大面积；•试衣辜内禁止摆放各种杂物，避免成为储物间，试衣间内应灯光柔和，以暖色为主调，整洁卫生，避免试衣间有异味；•试衣间内须有衣帽钩，长方形试衣镜，在试衣镜旁设小梳妆台，配有梳子，纸巾盒等方便顾客试穿后整妆，试衣间墙壁上有关内衣穿着方法及保养知识的镜框，再点缀些温馨的图片或画框；•试衣间内须有通风设施，冬天有暖风机等方便顾客在天热和天冷的情况下都可以无顾虑的试穿选购。e、对于新加盟者，其应具备以下几点：①具有一定的资金实力，开业后流动资金在3—5万元；②有文胸的销售经验为佳，有服装产品的销售经验次之；③善于管理，保证全部精力在经营店铺；④经营者本人或雇用店员具有高中以上文化水平，能进行简单的进销存整理工作和数据处理。3）、“”专卖店选址：a、“”专卖店作为“嘉”品牌终端建设的最高目标。b、以“”品牌目前的产品结构对于开设专卖店要非常谨慎，通常在有一定商业环境的一级城市的居民社区内（租金不高），且加盟者有专业的服务知识及管理水平，两者同时具备才可设专卖店。c、随着2003年市场的发展，“”品牌将延伸至睡衣家居服及盒装内裤类产品，将“”品牌专卖店产品结构基本完成。4）、“”商场专柜特点注意：嘉莉诗品牌商场专柜在终端中属于超级店。在目前“”系列产品整体价位的前提下，开设“嘉”商场专柜，一定要持谨慎态度。在一级城市，要进入人流量大的商场，品牌的知名度价位都有一些阻力。一般情况对于经营效益不佳的二类商场，也不考虑设柜。对于有一定人流量，管理规范的面向工薪阶层的大众商场可选择合适的机会进入。在一级城市市场和特殊市场（深圳等）“”专柜在进场上要注意以下问题：a、在商场中已有最高价位在150元/件以下品牌销售且业绩良好可考虑进入。b、商场在开业初期不设保底或保底不超过四万元，营业额要求较宽松可考虑进入。c、进入商场专柜销售要具有丰富的商场销售经验和营业员的管理经验。d、进入商场的“嘉”货品不得夹带其它杂牌产品进场销售。e、人流量少且经营交益不佳的商场不设专柜。f、商场设专柜位置应位于主通道沿线通道处，商场死角或太靠内的位置不宜考虑。g、超市卖场销售的有关规定：一般不宜在社区便民超市经营内衣产品，除非是综合类卖场，百货销售与仓储超市结合的卖场可以考虑，同时要注意店内必须设专柜且能展示形象。若不具备以上条件，则不考虑设置专柜销售。在商场专柜进场过程中，商场装修由客户按照总部统一标准进行设计制作。各项费用由客户自行承担，公司负责提供必要的形象宣传品。三、终端的装修与开业：2、建议：首先根据总公司提供的方案为主；1）只有在门面高度足够的情况下，才用门头形象喷画；否则，形象喷画仅在店内使用，形象喷画内衣款号采用3098款，户外形象喷画结构为左图右字或两边画中间文字；公司名称采用粗黑体，专卖店多数采用黑体，文字与LOGO均已标准绿色底反白，字体高度压扁到原来的80%，文字大小之比：公司名称/专卖店名称=5/4；2）Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free. 门楣采用白色铝塑板制作，门楣高度不少于600MM，门楣LOGO采用有机玻璃或PVC板雕塑，其厚度不少于己于15MM；门面两边柱和中间柱体采用标准（视其情况可要可不要），卷闸门朝街面外喷标准绿色底白色LOGO和中文。3）如地面潮湿不适于铺木地板，可采用地砖，色彩以浅色为主，如：浅黄、奶黄等。4）天花板采用轻龙骨与夹板造型，表面刷白色乳胶漆，配以白色筒灯和红色霓虹灯，根据不同情况用平顶或二级，一般造型要求简洁、大方、色彩明快。2、所以：视觉的个性化和统一化是加深传播印象的重要手段。3、目的：连锁终端的形象战略的目的，是终端的整体性的促销观念的确立，导入CIS系统是形象战和整体性促销观念形成的重要手段。我公司VI手册是规范连锁店形象的指令文化，各市场的装修严格按我公司提供的VI手册执行。4、店面形象以“”商业店铺形象为装修标准。5、重视试衣间对销售的作用，根据店铺实际情况适当加大面积，推广试衣间文化，提高试衣  Stems,rootcausemechanicaldamage,loopingrootamputationatthewoundtopreventinfection.(3)categorytreeseedlings:aspindleshouldhaveauniformdistributionofmainbranches,branches,trunkdiameterabove3.0CM;maketreesofbroadleavedtreesbranchheightshouldberelativelyconsistent,with3-5mainbranch,trunkdiameterofnotlessthan4cm,branchpointisnotlessthan2.5M;coniferoustreeswiththespindle,thereareprimary.(4)shrubsclassseedlings:tuftedtypeshrubsrequirementsirrigationbundlefull,andmaincollateraldistributionuniform,andmainbranchnumbernotlessthan5branch,atleasthas3branchaboveirrigationhighreachedprovidesstandard;creepingtypeshrubsrequirementsatleasthas3branchabovemainbranchreachedprovidesstandardlength;vinehealthseedlings,andshouldpointsbranchuniform,andmainarticlenumber5branchabove,andmainarticlediameter1.0CMabove;goingitalonetypeshrubsrequirementswithtrunk,andpointsbranchuniform,basediameterin2.0CMabove;hedgewithshrubsrequirementsirrigationbundlefull,andpointsbranchuniform,anddrylowerleavesnobare,Morethan2yearsold.Allplantsareshrubsshouldmeetthespecifications.(5)thesolitarytreesshouldbeselectedsingleplantingornamentaltreeisbeautiful,highornamentalvalueofindividualplants.(6)designshouldbeselectedwhenthebushesplantedplantspecifications,floweringshrubssuchasrhododendronplantsshouldselectcoloruniformvarieties,plantingintervalanddensity.4,seedlingplantingprojectplantsshouldbelocatedaccordingtothedrawings,andwithreferencetothenationalstandardandsuitabletoavoidlines,plantingpitsshouldbegreaterthantheminimumthicknessrequirements,plantingsoilbackfillcompactioninlayerstoensurethatplantsarefirmlyrootedintheground,supportedbylarge-sizeseedlingsheprimaryanalysisofsoilphysicalandchemicalproperties,suchaspests,disinfection,pestcontrolinadvance.GardenplantgrowthbyrequiredofminimumplantingsoilthicknessshouldmeetXiatable(constructionfigureShangindicateofexcept)vegetationtypeherbflowerlawntowassmallshrubsbigshrubsshallowroottreesdeeproottreessoilthickness30(CM)30(CM)45(CM)60(CM)90(CM)120(CM)plantingsoilshouldselectionforplantgrowthofselectivesoil,ashumicacidsoil,andlawnfertilizer,andpeatsoil,andpH5.5~7.0,humidity30~70%,completelyloose,Lawnplantingsoilroughness(soilsurfaceshouldbelowerthanteethpond2~5cm).2,plantinggardenoffoundationengineeringprojectsfromplanningtotheconstructionstage,focusonaftercompletionoflandscaping,theoverallgoalistocreateagoodlivingenvironmentforplants,createagardenandgreenspace.Plantengineeringoftheprojectwastocreatethebasisforplantgrowth,soil,itcanbesaidisthegardenproject,isoneofthemostimportantworks.Alsoplantedphaseofthisprojectmustbecarriedoutbythelocalsoilimprovementproject.3,seedlingselectionrequirements:(1)engineeringseedlingselectionofcookedgoods,provisionsrelatingtoplantsize.Plantprocurementspecificationscanbelarge,soastoachieveecologicaleffectinashorttime.Seedlingsshouldhave...Strong,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.(2)theprojectshouldhavegrowthrobust,lush,Crown-shapedfull,normalcolor,rootsystem,pestanddisease-free.