Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,PIERRE FABRE DERMO-COSMETIQUE Chine,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,PIERRE FABRE DERMO-COSMETIQUE Chine,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,敏感肌肤与美白,清透美白系列,竞品比较,有效推荐,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,香化区,连带率方案及销售计划,区域,5,月,4,月,3,月,金额,笔数,件数,连带率,金额,笔数,件数,连带率,金额,笔数,件数,连带率,D1,997.89,24403,25312,1.04,1222.1,22586,27507,1.22,1401.9,12666,31905,2.52,D2,307.77,8921,9460,1.06,354.3,9020,11290,1.25,321.1,4897,11840,2.42,D3,219.59,7450,8004,1.07,264.9,7771,9779,1.26,277.8,4492,10217,2.27,D4,1032.5,19463,21004,1.08,1413.2,25468,32267,1.27,1344.3,12394,32061,2.59,D5,397.43,6541,7552,1.15,491.8,7184,8901,1.24,433.3,3560,9181,2.58,F16,628.31,11988,12677,1.06,514.7,8588,10755,1.25,438.3,4157,12165,2.93,F17,98.743,1886,1957,1.04,93.5,1660,1866,1.12,103.0,1421,2157,1.52,G6,129.04,3010,3073,1.02,109.3,2595,2849,1.10,173.2,1896,4620,2.44,G7,114.23,2306,2361,1.02,110.4,1796,2208,1.23,96.7,1133,2723,2.40,G03,13.561,292,296,1.01,合计,3939.1,86260,91696,1.06,4574.4,86668,107422,1.24,4589.5,46616,116869,2.51,香化区,3-5,月销售连带分析,3-5,月连带率逐步下滑，,3,月最高连带为,2.51,，而到,5,月连带率仅为,1.06,。原因是,4-5,月促销计划更改，香化单件就,9,折，,3,件以上,8.5,折，,5,件以上,8,折，不难看出,5,月基本就是单件销售为主。,香化区,6,月预计销售计划,区域,任务,平均单价,平均客单价,平均每天,日均销售件数,平均连带率,预计提升连带率,预计日均销售件数,预计日均增加销售,预计月增加销售,D1,926,394,409,30.9,783,1.04,1.53,384,15,454,D2,285,325,345,9.5,292,1.06,143,5,140,D3,206,274,295,6.9,250,1.07,123,3,101,D4,1017,492,530,33.9,690,1.08,338,17,498,D5,363,526,608,12.1,230,1.15,113,6,178,F16,578,496,524,19.3,389,1.06,190,9,283,F17,91,505,524,3.0,60,1.04,29,1,45,G6,121,420,429,4.0,96,1.02,47,2,59,G7,113,484,495,3.8,78,1.02,38,2,55,G03,60,458,464,2.0,44,1.01,21,1,29,合计,3760,457,457,125.3,2743,1.06,1344,61,1842,1.,现平均连带率为,1.06,。如连带率提升至,1.53,时，预计日均销售可增加,61,万销售，月累计可达,1842,万，可见提升带连率至关重要。,2.,按,6,月现有活动,3,件,8.5,折，,5,件以上,8,折活动来计算，预计可达接近,1.53,的连带率，但为更好提升连带率还需要培训及相应的奖励激制。,背景,现状,BA,广度连带习惯和能力薄弱，没有按照护肤步骤和流程成套推荐的意识,试用不规范，并且缺乏面部护肤体验（很大程度影响成交和成交量）,向顾客推荐产品前，由于不具备一定技巧，导致即使想成套推荐，但没有说服力，很容易跟着顾客思路走，难以,成交,目的,提升和培养,BA,连带习惯和能力，推动整个区域连带率增长,日夜周处方护理,定义：,按照日、夜、周护理模式，结合顾客肌肤状况提供顾客完整处方建议（使用理由和好处要充分）,好处：,即时,体现广度连带优势，提高连带率和客单价,长期,提高回柜几率：顾客成套使用产品后，对产品的认知和感受增强,例如：顾客只买了,A+B,，,体会护肤产品,效果不能完全，并且如果,AB,感受不好，顾客不会再回柜；,如果顾客买了,A+B+C+D+E+F,，即使,AB,感受不好，但是,CDEF,感受好，,还会继续购买，或其中某件产品使用频率快，也会让顾客尽快回购,.,日夜周处方护理：操作流程,第一步：产品搭配组合,按照日夜周护肤步骤做一个,固定产品搭配,，向所有顾客推荐一样的套餐产品,确定销售方法：全套面部护肤体验,第二步：,所有香化区域,门店标准：客流稳定，,BA,执行力好、具备一些学习能力,第三步：店长连带能力辅导,促销现场集中辅导,第四步：,组织各香化区域,BA,培训,理由和话术：,同一套产品,，,总结不同肌肤和需求使用的理由和好处,例如：敏感肌肤、健康肌肤、痤疮肌肤等，不同话术和理由,销售方法练习：面部全套护理手法,技巧关键点和注意事项,固定产品组合的好处：,可让,BA,在销售前有准备，不论顾客何种肌肤和需求，都能明确推荐的产品，可以按照不同话术应对，不会被顾客牵引，能提升专业性和顾客信任感，成交几率加大。,日夜周处方护理：产品组合,固定产品组合的好处：,可让,BA,在销售前有准备，不论顾客何种肌肤和需求，都能明确推荐的产品，可以按照不同话术应对，不会被顾客牵引，能提升专业性和顾客信任感，成交几率加大,你所了解的日夜周处方护理的产品组合是什么？使用顺序是怎么样的？,日夜周护理：固定产品组合,清洁,防护,舒缓,促进吸收,调理,补水,精华,深层补水,保湿,滋养防护,防晒,二层保护衣,晒后急救,密集滋养,清洁,卸妆,舒缓,促进吸收,调理,补水,美白精华,深层调养,美白保湿,晒后调养,早晚,眼部护理,密集补水,日,防护,夜,调养,+,彩妆连带步骤,隔离,防护,遮瑕,局部遮瑕,腮红,眼影,眼线笔,眉粉,护唇,口红,睫毛膏,+,蜜粉,粉底,提升连带方案及奖励激制,1.,为了更好的完成任务及提升连带效果,2.,参加资格：全所店铺及员工,3.,评选 方式：,A.,店铺月度评比，六月份连带率目标为,1.53,，高于,1.53,的店铺即可参评选，以店铺为单位，完成,1.53,的可奖励每家店铺,1000,元。,B.,个人周度评比，平均连带率,1.8,，高于,1.8,的店员即可参加评选，每家店铺可评选前,3,名，第一名奖励,50,元，第二名奖励,30,元，第三名奖励,20,元。,