东方早晨大豆原浆试饮活动执行手册.doc

东方早晨大豆原浆试饮活动执行手册华谊嘉信集团2013-5-28目 录一、 活动概述 活动时间 目标对象 活动范围 人员配置 试饮口味安排 物资用量 店内支持二、 产品知识 公司简介 产品知识 Q&A三、 执行流程 督导工作流程 督导巡店规范 促销员每日工作流程 促销员要求 活动照片 活动中可能出现的问题及解决方案四、 物资管理 物资发运清单 物资接收注意事项 门店-物资管理要求 入店物资清单五、 项目报表第一部分 活动概述一、活动时间 2013年6月1日至12月31日， 连续6个月。 每周五、周六、周日 每天工作时间：建议10 ：00-18 ：00 （其中半小时吃饭时间）二、目标对象 所有消费者重点：老人、带小孩的家长及时尚人士（对新事物接受能力较强的人） 三、活动范围 覆盖3个城市：上海、无锡、苏州四、人员配置每店1名促销人员 负责二级陈列维护试饮台旁的试饮、导购及物资管理 陈列维护及报表数据整理提交五、试饮口味安排 每天试饮2种口味(原味、低粮)，轮流进行六、物资用量 试吃人数：预估400人/天(各店相应的量可跟据客流量进行相应调整) 物资用量：每人试饮25ml，40支产品/天， 试饮杯用量：400个/天，七、店内支持 二级陈列： 1平方的堆头陈列，位于门店主通道，堆头必须摆在试饮台旁。（开店前一天由东方早晨业务员运输到门店里并搭建好,搭建好当天请拍相关资料mail回公司） 买赠 初步确认：买二送一八、试饮台及堆头图示 试饮台注意：请各城市注明店内是否能进眉板，堆头搭建请按搭建说明。第二部分 产品知识一、公司简介 安徽金菜地食品有限公司，始创于1979年，隶属于国家农业产业化重点龙头企业安徽黄池食品（集团）有限公司，是一家专注健康饮食，集种养殖、产品研发、生产、销售、服务于一体的现代化农产品深加工高新技术企业。公司下设金菜地茶干、面条、糕点、酱品、酱菜、肉制品、粮油等十余个分厂及一个万头养猪场和22个产品直销门市部。拥有一个省级技术研究中心，是国家级高新技术企业、全国豆制品行业20强企业及安徽省农业产业化龙头企业。 2012年金菜地再次厚积薄发，巨资引进利乐全套生产设备，从豆品行业领导者，一跃成为高科技豆浆产业创领者，以全新高品质豆浆品牌东方早晨，开启豆浆行业发展新时代。 金菜地食品有限公司通过“公司+农户+基地”的“订单农业”模式，将过去一家一户的分散生产，转变为土地集约经营，推动当地农业规模化经营。在“订单农业”基础上，金菜地公司提供从种子、信息、技术到金融的全方位服务，帮助农民降低成本，提升农产品品质，增加农民收入，实现农业现代化经营，直接惠及农民10000户以上。行业荣誉绿色食品生产企业国家农业产业化重点龙头企业国家级高新技术企业全国农产品加工示范企业国家财政农业综合开发产业化项目重点扶持企业中国豆制品著名品牌企业20强安徽省农业产业化先进龙头企业中国农业银行连续10年AAA级信用企业安徽省民营科技企业安徽省消费者协会诚信单位行业荣誉绿色食品生产企业国家农业产业化重点龙头企业国家级高新技术企业全国农产品加工示范企业国家财政农业综合开发产业化项目重点扶持企业中国豆制品著名品牌企业20强安徽省农业产业化先进龙头企业中国农业银行连续10年AAA级信用企业安徽省民营科技企业安徽省消费者协会诚信单位二、东方早晨大豆原浆产品知识介绍及卖点口味（共2种）：原味（无庶糖）、低糖 卖 点1、严选最适合做豆浆的大豆品种，非转基因大豆A 原味无糖，纯正原味，纯粹豆香；B. 健康低糖，美味相约2、亿元级工厂和设备保障全程无菌化全密闭生产，UHT超高温瞬时灭菌，不添加任何防腐剂，绝对卫生安全3、保质保鲜的利乐包装，独立包装，密封性好，方便可得三、Q&AQ：产品是用什么大豆做的？A：源自中国东北优质非转基因大豆核心种植基地的专业高蛋白大豆，蛋白质含量远高于普通大豆。Q：跟传统自制豆浆有什么区别？A：豆浆中含有大量凝血素、胰蛋白酶抑制剂、甲状腺素等抗营养因子，特别是豆浆中的抗营养因子胰蛋白酶抑制因子含量远高于豆奶，这些抗营养因子影响人体对营养的吸收，而东方早晨大豆原浆是在豆浆的基础上再经超高温加热、脱臭、高压均质等过程制得，这是豆浆制作工艺中所没有的，目前流行的家用豆浆机、家用豆奶煲等是做不出豆奶的。Q：有没有什么营养成分？含量是多少？A：蛋白质含量最高达4.2（原味4.2、微甜3.8），植物蛋白更易于人体吸收，同时富含卵磷脂、大豆异黄酮，不含胆固醇。 第三部分 执行流程一、督导工作流程督导巡场检查检查着装及场内外陈列 检查促销员工作状态 检查试饮情况 检查物资设备是否正常 现场培训 突发事件处理信息反馈 突发情况及时反馈总部 每周报表按时提交安排运输计划,配送试吃品试吃杯耳麦等物资进店。接收并核对物资,反馈根据卖进合理安排运输方式及路线按要求招聘合格促销员了解卖进信息,并根据情况配合相关工作办理促销员入场手续与销售沟通,协助谈点卖进接受项目培训第一次培训(活动前1周) 招聘130%数量的候选人 产品知识培训（基础） 活动信息培训（基础） 工作纪律 Q&A二、督导巡店规范1、巡店流程步骤方式内容第一步远观 有无调整,促销现场气氛第二步近观 仪容仪表 工作纪律 工作态度 陈列 活动用具第三步询问 销量、试饮人数及购买人数 消费者反馈(包装/口味/价格/提问) 突发事件的处理第四步检查 物资消耗是否合理，是否需要补充 试吃库存是否满足3天销量第五步指导 销售技巧 产品知识 优缺点及改进方法 分享各门店经验 回答提问第六步沟通 了解促销员对活动的建议及意见 与卖场相关负责人了解促销员工作表现 检查卖场陈列情况，有与卖进表不相同处及时通知项目组第七步拍照巡店拍照上述巡店步骤简单概括为： 看: 仪容仪表、工作态度、工作纪律、陈列 问：销量、试饮人数、购买人数、消费者反馈 查：数据、物资使用、库存 教：产品知识、销售技巧、经验分享 拍：巡店拍照2、巡店频率: 每店平均三天巡查一次； 每次在店内停留不少于60分钟三、促销员工作流程到达:提前15分钟到达门店指定位置,做好开店前准备，突发事件:及时通知督导开店前准备换好促销服，整理货架。试饮（工作重点） 每位顾客试饮25ml 把试饮杯放在托盘上，促销员左手端着托盘，右手递给顾客试饮。必须使用一次性手套 必须主动走出试饮台，来到主通道上邀请顾客试饮 充分利用耳麦，声音清晰响亮（按卖场规定） 保管物资防止流失店内宣传: 宣读促销说词 场内正常货架的维护 主动接触目标消费者,传达产品及活动信息四、促销员要求招聘要求年龄在2035岁的女性身高1.55M以上性格外向,有活力，具有较强的沟通能力和亲和力具有很强的销售能力、丰富的销售经验身体健康,注重个人卫生,仪表整洁体形匀称,五官端正具有强烈的敬业精神严格遵守工作纪律具备健康证及在商场工作所需的各类证件具有饮品促销经验者优先着装要求： 穿东方早，戴一次品罩、手套 穿白色衬衣（或白色衣服，不得有任何图案，促销员自备），黑色裤子（促销员自备） 黑色或棕色皮鞋（促销员自备） 仪表要求： 头发整齐梳理，长发须扎起 面部干净，化淡妆 手部干净，不涂指甲油 指甲长度不超过2毫米，指甲缝无污垢 不得使用香水 手上不得配戴除手表以外的任何饰物（如戒指、手链等），脖子前不要悬挂手机、钥匙等物 。五、活动照片 每店拍摄2张照片。 1张为试饮在店内的整体位置(包括试饮台/陈列架/试吃活动周围的店内环境，没有促销员在内的，要拍清楚是否主通道，周围是什么货架，拍全景) 1张为促销员试饮过程六、活动中可能出现的问题及解决方案Q1 当消费者走过来，如何和消费者打开交流渠道？A 主动告诉消费者“东方早晨大豆原浆试饮活动正在进行”，吸引消费者注意并品尝。Q2 当消费者试吃后觉得口味不适合？A 告诉消费者“东方早晨大豆原浆有两种口味，您可以挑选自己比较喜欢的口味购买” 第四部分 物资管理一、物资接收注意事项 物流公司会提前24小时通知各城市督导准备接收。各城市督导根据物流公司提供的送货清单一一核对，（大件物资应拆包装验货）确认无误后在送货清单上签字确认。如果实际接收数量与计划不一致，或者有破损物资，必须在送货清单上注明并第一时间与项目经理沟通。 签收后发现物资数量不对或有破损，责任由城市督导或助理督导承担。如城市督导或者助理督导无法接收物资，委托他人代为接收，因明确告之接收注意事项，如签收后发现物资数量不对或有破损，责任由城市督导或助理督导承担。 接收物资后,第一时间将接收明细反馈给项目经理。 试饮台拆包抽查清点。二、门店-物资管理要求： 物资进店时，促销员需在赠品发放及物料损耗清单上注明所有接收的物资明细； 促销员每天提前15分钟到店。 每天在下班后必须将促销物资整理好，放入存放地方； 促销员在门店内工作时，不得主动将我们的试吃品私自给到其他品牌的促销员； 当天活动结束后，根据每日物资使用表格真实记录各类物资使用情况并反馈至督导处。三、入店物资清单物资道具数量备注固定物资试饮台及其配件1套客户提供独立随身耳麦1套工作服1件可装水垃圾桶1个易耗品试饮产品预估40支/天纸巾2盒/天试饮杯400/天一次性口罩3个/天一次性手套3双/天第五部分 项目报表一、报表要求活动类型表格名称填写人上交时间表格使用要求惠宜试饮活动试饮活动卖进表城市督导活动开始前一周至活动结束，每周一上午10点前反馈至项目组1.各项必须逐一认真填写2.在卖进过程中出现任何特殊问题，督导务必在备注栏详细说明情况试饮活动周销量报表城市督导活动开始后每周二上午10点前提交至项目组1.各项必须逐一认真填写2.数据必须是真实合理，不得虚报数据试饮活动每月结案报表项目助理每月25日，10点前巡查照片督导活动开始后每周二上午10点前提交至项目组注：1)不按时间递交报表或照片每次扣款20元/次2)提交的信息发现错误，每个店扣款5元/次3)对于店内拍摄照片要求清晰及符合客户要求违者5元/张4)检查中当发生实际与计划不符，没有确认在第一时间反馈给项目经理扣款10元/次5) 弄虚作假对督导或主管根据情节严重情况进行罚款g an employment tribunal claiEmployment tribunals sort out disagreements between employers and employees.You may need to make a claim to an employment tribunal if: you dont agree with the disciplinary action your employer has taken against you your employer dismisses you and you think that you have been dismissed unfairly.For more information about dismissal and unfair dismissal, seeDismissal.You can make a claim to an employment tribunal, even if you haventappealedagainst the disciplinary action your employer has taken against you. However, if you win your case, the tribunal may reduce any compensation awarded to you as a result of your failure to appeal.Remember that in most cases you must make an application to an employment tribunal within three months of the date when the event you are complaining about happened. If your application is received after this time limit, the tribunal will not usually accept i.If you are worried about how the time limits apply to you, take advice from one of the organisations listed underFurther help.Employment tribunals are less formal than some other courts, but it is still a legal process and you will need to give evidence under an oath or affirmation.Most people find making a claim to an employment tribunal challenging. If you are thinking about making a claim to an employment tribunal, you should get help straight away from one of the organisations listed underFurther help.If you are being represented by a solicitor at the tribunal, they may ask you to sign an agreement where you pay their fee out of your compensation if you win the case. This is known as adamages-based agreement. In England and Wales, your solicitor cant charge you more than 35% of your compensation if you win the case.If you are thinking about signing up for a damages-based agreement, you should make sure youre clear about the terms of the agreement. It might be best to get advice from an experienced adviser, for example, at a Citizens Advice Bureau. To find your nearest CAB, including those that give advice by e-mail, click onnearest CAB.For more information about making a claim to an employment tribunal, seeEmployment tribunals.The (lack of) air up there Watch mCayman Islands-based Webb, the head of Fifas anti-racism taskforce, is in London for the Football Associations 150th anniversary celebrations and will attend Citys Premier League match at Chelsea on Sunday.I am going to be at the match tomorrow and I have asked to meet Yaya Toure, he told BBC Sport.For me its about how he felt and I would like to speak to him first to find out what his experience was.Uefa hasopened disciplinary proceedings against CSKAfor the racist behaviour of their fans duringCitys 2-1 win.Michel Platini, president of European footballs governing body, has also ordered an immediate investigation into the referees actions.CSKA said they were surprised and disappointed by Toures complaint. In a statement the Russian side added: We found no racist insults from fans of CSKA.Age has reached the end of the beginning of a word. May be guilty in his seems to passing a lot of different life became the appearance of the same day; May be back in the past, to oneself the paranoid weird belief disillusionment, these days, my mind has been very messy, in my mind constantly. Always feel oneself should go to do something, or write something. Twenty years of life trajectory deeply shallow, suddenly feel something, do it.一字开头的年龄已经到了尾声。或许是愧疚于自己似乎把转瞬即逝的很多个不同的日子过成了同一天的样子；或许是追溯过去，对自己那些近乎偏执的怪异信念的醒悟，这些天以来，思绪一直很凌乱，在脑海中不断纠缠。总觉得自己自己似乎应该去做点什么，或者写点什么。二十年的人生轨迹深深浅浅，突然就感觉到有些事情，非做不可了。The end of our life, and can meet many things really do?而穷尽我们的一生，又能遇到多少事情是真正地非做不可？During my childhood, think lucky money and new clothes are necessary for New Year, but as the advance of the age, will be more and more found that those things are optional; Junior high school, thought to have a crush on just means that the real growth, but over the past three years later, his writing of alumni in peace, suddenly found that isnt really grow up, it seems is not so important; Then in high school, think dont want to give vent to out your inner voice can be in the high school children of the feelings in a period, but was eventually infarction when graduation party in the throat, later again stood on the pitch he has sweat profusely, looked at his thrown a basketball hoops, suddenly found himself has already cant remember his appearance.童年时，觉得压岁钱和新衣服是过年必备，但是随着年龄的推进，会越来越发现，那些东西根本就可有可无；初中时，以为要有一场暗恋才意味着真正的成长，但三年过去后，自己心平气和的写同学录的时候，突然就发现是不是真正的成长了，好像并没有那么重要了；然后到了高中，觉得非要吐露出自己的心声才能为高中生涯里的懵懂情愫划上一个句点，但毕业晚会的时候最终还是被梗塞在了咽喉，后来再次站在他曾经挥汗如雨的球场，看着他投过篮球的球框时，突然间发现自己已经想不起他的容颜。Originally, this world, can produce a chemical reaction to an event, in addition to resolutely, have to do, and time.原来，这个世界上，对某个事件能产生化学反应的，除了非做不可的坚决，还有，时间。A persons time, your ideas are always special to clear. Want, want, line is clear, as if nothing could shake his. Also once seemed to be determined to do something, but more often is he backed out at last. Dislike his cowardice, finally found that there are a lot of love, there are a lot of miss, like shadow really have been doomed. Those who do, just green years oneself give oneself an arm injection, or is a self-righteous spiritual.一个人的时候，自己的想法总是特别地清晰。想要的，不想要的，界限明确，好像没有什么可以撼动自己。也曾经好像已经下定了决心去做某件事，但更多的时候是最后又打起了退堂鼓。嫌恶过自己的怯懦，最终却发现有很多缘分，有很多错过，好像冥冥之中真的已经注定。那些曾经所谓的非做不可，只是青葱年华里自己给自己注射的一支强心剂，或者说，是自以为是的精神寄托罢了。At the moment, the sky is dark, the air is fresh factor after just rained. Suddenly thought of blue plaid shirt; Those were broken into various shapes of stationery; From the corner at the beginning of deep friendship; Have declared the end of the encounter that havent start planning. Those years, those days of do, finally, like youth, will end in our life.此刻，天空是阴暗的，空气里有着刚下过雨之后的清新因子。突然想到那件蓝格子衬衫；那些被折成各种各样形状的信纸；那段从街角深巷伊始的友谊；还有那场还没有开始就宣告了终结的邂逅计划那些年那些天的非做不可，终于和青春一样，都将在我们的人生中谢幕。Baumgartner the disappointing news: Mission aborted. r plays an important role in this mission. Starting at the ground, conditions have to be very calm - winds less than 2 mph, with no precipitation or humidity and limited cloud cover. The balloon, with capsule attached, will move through the lower level of the atmosphere (the troposphere) where our day-to-day weather lives. It will climb higher than the tip of Mount Everest (5.5 miles/8.85 kilometers), drifting even higher than the cruising altitude of commercial airliners (5.6 miles/9.17 kilometers) and into the stratosphere. As he crosses the boundary layer (called the tropopause),e can expect a lot of turbulence.The supersonic descent could happen as early as Sunda.The weatheThe balloon will slowly drift to the edge of space at 120,000 feet ( Then, I would assume, he will slowly step out onto something resembling an Olympic diving platform.Below, the Earth becomes the concrete bottom of a swimming pool that he wants to land on, but not too hard. Still, hell be traveling fast, so despite the distance, it will not be like diving into the deep end of a pool. It will be like he is diving into the shallow end. Skydiver preps for the big jumpWhen he jumps, he is expected to reach the speed of sound - 690 mph (1,110 kph) - in less than 40 seconds. Like hitting the top of the water, he will begin to slow as he approaches the more dense air closer to Earth. But this will not be enough to stop him completely.If he goes too fast or spins out of control, he has a stabilization parachute that can be deployed to slow him down. His team hopes its not needed. Instead, he plans to deploy his 270-square-foot (25-square-meter) main chute at an altitude of around 5,000 feet (1,524 meters).In order to deploy this chute successfully, he will have to slow to 172 mph (277 kph). He will have a reserve parachute that will open automatically if he loses consciousness at mach speeds.Even if everything goes as planned, it wont. Baumgartner still will free fall at a speed that would cause you and me to pass out, and no parachute is guaranteed to work higher than 25,000 feet (7,620 meters).cause there