文档介绍：零售终端绩效运营管理之 -- KPI 分析与终端诊断技术零售终端绩效运营管理之 -- KPI 分析与终端诊断技术 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 销售指标管理是终端绩效 KPI 分析管理的基础 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 店铺业绩、利润类表现的九项基本数据 (客单价) (连带率) Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 1、店铺的销售业绩公式进店人数成交率客单价(ATV) X X 买单人数 X 客单量( UPT) X 产品均价 X回头率 X 回头率 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 3、ATV 是考量销售商品价值高低的关键数据,与利润率高低有直接关联,是最主要的业绩控制的过程 KPI 之一管理意义: 管理意义: = 总销售额销售单总单数?100% ATV( 客单价) ATV( 客单价) Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 4、UPT 是考量销售商品件数多少的关键数据,与销售额有直接关联管理意义: 管理意义: = 总销售商品件数销售单总单数?100% UPT( 客单量) UPT( 客单量) Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 5、成交率综合考量员工销售技能、商品优劣、品牌价值、陈列技巧、管理标准等的关键 KPI, 与销售业绩额有直接关联,是服务评估的关键 KPI 之一管理意义: 管理意义: = 实际成交总人数实际进店总人数?100% 成交率成交率 Evaluation only. Evaluation only. Created with Asp