文档介绍：Nike Buyer Training Course 耐克买手宝典
Buyer Training Course:
Product line Structure 产品线结构
Consumer Profile 消费者档案
Retail Mathematics 零售数学
Inventory Management 库存管理
OTB Plan and setting 计划和设定买货金额
How to maximize your Business 如何将你的生意最大化
零售流程
Category
Intelligence
订货预算
的确立
1
2
5
4
3
订货
每月销售
情况的
管理
5
清理
库存
产品陈列
的管理
The es From The Logic 成功源于逻辑
The ess of the assortment is not based on the tool you use to visualize it, but the logic you use to build it.
产品配货的成功并非基于你使用什么工具来表现它,而是如何使用工具的逻辑来决定成功。
Traditional Approach vs. “Financial Selling” Approach
传统方法与“财务式销售”方法
Review Past
Performance
回顾过去的业绩
Identify &
Quantify
Opportunities
确认并量化机遇
Establish Sales
Objectives &
Strategies
建立销售目标和策略
Establish
Tactics
建立技巧
mitment
获得承诺
Establish
Financial
Objectives
建立财务目标
Review Past
Performance
回顾过去的业绩
Review New
Products
审核新的产品
Place Orders
下定单
Part II
Retail Math
零售数学
Retail Math Allows 零售数学使你能够……
municate more effectively 更有效地沟通
To develop well-thought-out plans & analysis 做出周密的计划和分析
To respond in changing business conditions. 应对变化的业务情况
To impact product structure 影响订货架构
经常运用零售数学的概念帮你发展赚钱的业务和
增长你的市场份额。
a Sell-through that is greater or less than average is a call to action. 对高于或低于平均的售磬需采取行动。
Calculates what percent of inventory you have sold in a given period of time
计算在指定的时间内的售磬率
Sales / Beginning inventory = % Sell-through
销售期初库存= 售磬%
500 / 1275 =
a Sell-through that is greater or less than average is a call to action.
Sales / Beginning inventory = % Sell-through
500 / 1275 = %
If you want the daily sell-through you can divide by 30 days.
如需取得每日售磬数据,把总售磬除以天数(30日)即可。
Nike benchmarks for Sell-through performance. 耐克公司售磬的参照数据
General Rating Monthly sell-thru% Weekly Sell-thru%
分级月售磬% 周售磬%
EXCELENT 29-33% -%
GOOD 25-% -%
FAIR -% -%
POOR -% -%