【五】工具二：员工工作要固定：行踪透明，方便检核 [five]Tool two:Employees work to fixed:Whereabouts transparent,Convenient check

　　第一、实现拜访率，厂家上人、经销商上人、分销商上人，三波人上人，当三波人上人对终端实现周期性拜访的时候有人拜访，才可能有铺货率，没人拜访哪里来的铺货率，所以拜访率是铺货率是他妈，要谈销量得谈铺货率，要谈铺货率得从铺货率他妈谈起。

The first/Realize visit rate,Manufacturer master cheng yen/Dealers master cheng yen/Distributors master cheng yen,Three wave people master cheng yen,When three wave people master cheng yen to terminal to realize periodic visit someone visit,There might be shop goods rate,No one visit where come of shop goods rate,So call rate is shop goods rate is his mother,You want to talk about sales have to talk shop goods rate,You want to talk about shop goods rate from the shop goods rate his mama talked about.

　　第二、员工工作要固定。各位大家在快销行业做的一定听过线路手册一图两表，这个方法康师傅用了20年，可乐用了20年，一个管理方法外资企业用20年，经久不衰到现在被后世苦学不止，这个方法有没有效？没效他们干嘛坚持20年，那么你们都知道大概就这个意思，每个业务员桌子上会摆着线路手册，线路手册打开第一页是什么？这业务员今天要跑30个店的地图，地图上标了30个标点符号，代表这个业务员今天要跑30个店；第二页是什么？这30个店的姓名、地址、电话、联系人、营业面积，这30个店的目录。第一页是地图，代表30个店，第二页也是代表30个店，第三页代表几个？干过这个的一眼就知道了，第三页代表第一个客户，第四页代表第二个，假如我今天跑30个店，手册里应该有32页纸，第一页是总地图、第二页是总目录，第三页是30个店的客户卡。

The second/Employees work to fixed.You all in the fast pin industry do must have heard line manual a chart two table,This method with kang teacher for twenty years,Coke use for twenty years,A wholly foreign-owned enterprise management methods in twenty years,Enduring by later generations to now such more than,This method is not effective?Why didn't they effect to twenty years,So you all know about this meaning,Each salesman the table will put a line manual,Line manual open the first page is what?The salesman today to run 30 store map,The map scale the 30 punctuation,Today on behalf of the salesman to run 30 shop;The second page is what?This 30 shop name/address/telephone/contact/Business area of,This 30 store directory.The first page is the map,Representative 30 shop,The second page is representative 30 shop,The third page on behalf of a few?Did this look to know,The third page on behalf of the first customers,The fourth page on behalf of the second,If I run 30 shop today,Manual should have 32 pages,The first page is a total map/The second page is general list,The third page is 30 shop customer card.

　　客户卡上面有客户编号、姓名、地址、电话、联系人、受信额度、受信期限、几月几号拜访、库存多少、进货多少、拜访时间、还有这些店发生了什么备注这些关键事项，我问大家一句：你是主管管理这本线路手册，这个客户卡上最重要管理的是哪个数据？每个业务员每天拿一本线路手册，第一页是地图、第二页是目录、第三页到第32页是每个客户建一张客户卡，记录了这个客户你去的时候他的基础资料，几月几号去，你们看这个客户几天去一次？7天去一次，记录每一次拜访他的重点库存和拜访时间，你是主管管理这张客户卡的话，且问大家哪一个数字最重要？是技术资料重要，还是日期重要，还是库存重要、进货重要、时间重要、备注重要、哪个最重要？库存和进货，拜访日期、还是拜访时间？好，拜访时间。

Customer CARDS have customer Numbers/name/address/telephone/contact/Amount by letter/Period by letter/The date to visit/How much inventory/Purchase many/Visit time/And the shop what happened note these key item,I asked you a:You are competent management this line manual,This customer card is the most important management is which data?Every day every salesman with a line manual,The first page is the map/The second page is a catalogue/The third page page 32 to every client is to build a customer card,Record the customer you to his base material,The date to,You see this a few days to a customer?7 days to a,Record every visit his key inventory and visiting time,You are competent management on this customer card words,And ask everyone which a number is the most important?Is an important technical data,Or date important,Or inventory important/Purchase important/Time important/Important note/Which one is the most important?Inventory and purchase,Visit date/Or visit time?good,Visit time.

　　你管理这个客户销售档案卡最重要的是管拜访时间，各位告诉你真相，即使在康师傅、可乐、加多宝、青岛啤酒这么管理严格的企业，即使在区域看起来全国性好像销量不大，在区域做的很强势的三得利白酒，管理相对规范的企业，也都存在这个情况，因为我在康师傅做这个、可乐做这个我太清楚这是什么状态？大概一百个终端业带有20个脑膜炎后遗症，会从早上8点半开完早会一口气跑到下午6点，大概得有70个神智正常的人会在中午12点半以前结束战斗，然后在饭店里面吃完饭填报表，大概还有十几、二十几比较聪明的人会在半小时内结束一天的战斗，你说业务员怎么半小时把一天的活干完呢？不用去了打电话就行，业务员跑的店时间长了，哪个店有量、哪个店没量心里有数，电话都不用挨个打，直接找几个有量的“大哥要货吗？大姐要货吗？”各位一个团队一百个人大概有20个会从早跑到晚，有70个干一半下午休息，有10几个半小时干完，我们当然希望好人把坏人带好，但往往是坏人把好人带坏，为什么？这十几个半小时干完活的人他寂寞啊，他闲着呢就打电话叫“老王干啥呢？”“跑线呢。”“你还真跑呢，来来打牌。”

You manage this customer sales file card is the most important tube visit time,You tell you the truth,Even in kang teacher/coke/Add much/Qingdao beer so strict management of the enterprise,Even in the region looks like a little national sales,In the area of very strong suntory liquor,The relative standard management of the enterprise,Also in this situation,Because I am in kang teacher to do this/Coke do this I really know what is this state?About one hundred terminal industry with twenty meningitis sequela,Will be open from eight a.m. in the vicinity of a finished early will run until 6 PM,About 70 have a rational person will in 12 noon before at end of combat,Then in the hotel inside meal fill statements,There are probably more than a dozen/More than twenty smarter people will end in half an hour a day of battle,How do you say a half an hour a day job?Don't go to the phone line,The salesman run shop for a long time,Which shop have quantity/Which shop no quantity for the heart,Calls don't round play,Direct find several quantity"Eldest brother to cargo??Elder sister to cargo??"You a team one hundred people about twenty will run from early to late,There are 70 dry half afternoon rest,Ten several half an hour to finish,Of course we hope to bring the bad man,But often is the bad man with bad,why?The ten several half an hour to finish the work he lonely ah,He at a loose end? She would call"Lao wang stem what?""Run on-line.""You really run?,To play."