工作總結翻譯-中英對照
上半年工作亮點及主要不足
The highlight and main insufficient works of the first half of the year
（一） 三個亮點
(1) Three highlights
第一：每月確保完成銷量：
追求高增長，是上海公司2010年確立的工作目標，為實現這個目標，每月
確保完成就是必須的，上半年達到了這個工作要求。
The first: Guarantee to realize the target sales goal of the month:
Pursuing a high growth shall be the performance goal of Shanghai Company in 2010; in order to realize this goal, it is required to guarantee to realize the target sales goal of the month; the works of the first half of the year has reached this requirements.
體會：從提出月完成到實施，經理團隊走過了一個從碰撞—執行—實現的心理路程
A：每位經理要有責任感——千方百計不留缺口,想方設法缺口最小.
B：每月要有1~2位經理挑大梁——承擔義務、填補缺口
C：最高境界：每個區域（部門）咬住每月完成
Comment: From proposing the monthly target to implementation, the manager's group has passed a psychological journey of collision - implementation - realization;
A: Each manager shall have the sense of duty - -Do not leave the insufficient work by every possible means, and try every means to minimum it.
B: 1-2 managers shall play the leading role per month - -Undertake the obligation and fulfill the insufficient works;
C: The highest goal: try every means to realize two target objective of the franchise house per month in each area (department):
專賣店做兩件事：
Two things for franchise house
省會城市
開店——關注 空白地級市
百強縣級市
Provincial capital
Set up the shop - -Concentration Blank prefecture-level city
County-level cities of 100 tops
開會——俱樂部會議
Have a meeting - -Meeting of the club
取得可喜成績反映在三個方面：
The gratifying achievements reflected mainly in the following three aspects:
A：南京于6/30開出首家專賣店
完成省會城市至少都有一家專賣店的任務；下半年還將繼續上海、省會城市和重要城市的開店步伐，
因為事實證明，大型城市開專賣店的難度低于預期，而實際效果大大好于預期。
A: Nanjing set up the first franchise house in June 30th;
Realize the target of having one franchise house in provincial capital at least; continue the setting up the franchise house in Shanghai, provincial capital and important city in the second half year,
Because the fact is proved, the degree of difficulty of setting up franchise house in large-scale city is lower than expectancy, and the actual effect is better than expected greatly.
B：空白城市——山東省空白地級市的工作有了實質性的進展
淮坊、煙臺、滕州、棗莊——七月份開出
臨沂、濱州——八月份開出
菏澤、濟寧——目標客戶洽談
浙江舟山7月開張
B: Blank city - -There is substantive progress in the work of the blank prefecture-level city of Shandong
Weifang, Yantai, Tengzhou and Zaozhuang - -Open in July
Linyi, Binzhou - -Open in August
Heze, Jining - - negotiation of target customers;
Zhoushan of Zhejiang---Open in July;
C：縣級城市開出了10家
C: The city at county level has set up 10 excusive agencies
開會工作：
“開會”——即召開俱樂部會議，來自銷售經理們的體會，這是一個
很好帶動銷售的方法。因為“開會”的形式是把兩個功能終端客戶有
效集聚的最佳形式。
Meeting work:
“Have a meeting” - -Namely hold club meeting, in view of sales managers experience, this shall be a good method to drive the sale volume. Because the form of “Have a meeting is the best form of gathering the target customer of two functions
The third: With the typical case, promote the general work:
Case one: break the deadlock of retail in Nanjing, take the first step of substantive procedure and move forward
A: the four distributor sign the Yuan contract (May - December); and thanks the original distributor hereinafter:
Finished in the first half of 09 Yuan
Finished in January - April of 10 Yuan
Finished in May - June of 10 Yuan
第三：以典型案例，推動面上工作：
案例一：南京零售打破僵局，邁出實質性推進的第一步
A：四家經銷商共簽約（5~12月） 萬，其中老經銷商惠恩祝：
09年上半年完成 萬
10年1~4月完成 萬
10年5~6月完成 萬
B：6/30開出首家專賣店，并相繼在7~8月再開2家
B: setting up the first franchise house in June 30th, and in succession set up 2 excusive agencies in July- August
C：江蘇省最大的裝飾公司錦華使用18.2KG產品，逼出美德蘭
C: The largest Jinhua Decoration Corporation of Jiangsu Province used 18.2KG products, forces out the rival of Mei Delan
啟示：競爭產生內動力
Comment: Competition may produce the motive force
案例二：浙江省選點以小博大，初顯成效
A：管理區域劃小，市場份額擴大。同樣是六個地級市（溫州、金華、嘉興、麗水、晉州、紹興）, 增加了1人，帶來了可喜的變化
Case 2: The choice of distribution sites in Zhejiang province is to use small to win broad, and the effort has begun to work.
A: Narrow down the management area, and extend volume growth. It is the same that one person was added to the 6 prefecture-level cities (Wenzhou , Jinhua , Jiaxing , Lishui , Jinzhou , Shaoxing), and this has brought a welcome change.
案例三：改造直營客戶，帶來上海新希望
10年上海市發展了三家具有影響力的涂料經銷商，他們各自都有7-8家涂料直營店，他們
的主要客戶群是油工和家裝渠道
如何提升門店銷量？
如何進入家裝渠道？
這兩個關鍵問題直接關系到我們產品能否做大
近期，改造這些直營客戶，上海有了新舉措：
a：人員調整
b：制定家裝合作方案
c：引導開出我們專賣店
啟示：利益換來內動力
三個案例思考： 破舊立新
破舊——選用適合人員操盤，進行改變
立新——確定實施可行方案，進行操作
Case 3: Reform the direct customers, bring the new hope to Shanghai
Three influential paint distributors has developed in 10 years, each of them has 7 or 8 chain stores, and their main customer groups are painters and decoration industry.
How to increase store sales?
How to enter decoration industry?
These two key problems have direct bearing on expanding our products.
Recently, there are new act to reform these direct sale customers in Shanghai:
a. Turnover
b. Make the proper decorating cooperation plan
c. Lead them to open our specialty store
Revelation: interests bring the impetus
The thinking of the three cases: destroy the old and establish the new.
Destroy the old- use appropriate people to lead the group and make the reform.
Establish the new: make the appropriate plan and carry it out.
（二）兩個主要不足：
2. Two kinds of disadvantage
第一：竄貨——上海公司由前幾年的“原告”變成了今天的“被告”
上半年上海地區發生了五次竄貨事件，在此：
首先對被竄貨區域表示歉意；
其次重申堅決執行總部防竄貨委員會的處理決定；
今天在此想把上海經理團隊最新確定的工作思路向大家作一個匯報。’.,
The first one: Cross-Territory Selling—Shanghai Company changed from “accuser” in past a few years to “indictee” now.
In the first half year, 5 cases of Cross-Territory Selling happened in Shanghai region, hereon:
Firstly, apologize to the region where the Cross-Territory Selling happened;
Secondly, I restate we will carry out the decision of Headquarter Anti cross-territory selling committee firmly.
Today, I want to give you a report of the latest working idea of Shanghai manager group.
（1）改變管理機制——
A：三家一級經銷商由上海地區經理托管，原先銷售同事從事試點區域開發；
現行工作業績與老客戶提成掛鉤；
B：對一級經銷商堅持提價；促銷直接面對終端；
(1) Change the management mechanism-
A: 3 first-level distributors are managed by the manager of Shanghai region; the former marketing colleagues will develop the experimental region.
The performance is related with sales commissions of old customers.
B: Raise the price to first-level distributor, sales promotion is directly faced to terminal.
（2）改變渠道格局：
A：目標是——以上海行政區為單位開設專賣店（10~20家）以每家專賣店
為根據地，創立服務優質品牌效應。
B：結構調整期間做三件事：
第一：引導三家一級經銷商以包施工和小項目為重點業務模式，
整頓二級網點；
第二：繼續發展油漆涂料直營經銷商，以家裝合作和油工俱樂部
為重點業務模式，并引導其開出專賣店；
第三：以三個行政區（楊浦、虹口、南匯）為試點，直接開發二
級并尋找出適合商家開設專賣店；
總而言之：
1、上海市的市場份額必須搶，但要走出差異化；
2、竄貨行為必須打擊，但僅靠堵還不行；
(2) Change the marketing channel structure.
A: the aim is- open 10 to 20 specialty stores in Shanghai administrative region, use every specialty store as based area to develop first class service brand effect.
B: Three matters in the period of changing the structure.
Firstly, lead three first-level distributors to develop construction and small projects as their key business mode.
Rectify the second level networks.
Secondly, continue developing direct painting distributors, use decorating cooperation and painter club as the key business mode, and lead them to open specialty stores.
Thirdly, Use three administrative regions (Yangpu , Hongkou , Nanhui) as experimental unit, develop second class distributor directly and find proper merchant to open specialty store.
Generally speak:
- We must contend for the marked in Shanghai city, but we should have our differentiation.
- We must crack down the cross-territory selling; it is not enough to just stop it.
第二：二級網點
年初上海公司制定了二級網點的工作標準，但半年下來，此項工作沒有得到預期的效果。
綜上所述：
標準二級網點的建設工作未落到實處，關鍵是獎罰不分明，檢查不到
位，故所以用心做事的人不多。
The second one: the second level network
In the beginning of this year, the Shanghai Company made the working standard of second level network, but this work has not met the expected effect after a half year.
In summary:
The development of second level network is not into effect, the key reasons are that the award and penalty is not distinct, and the work assessing is not enough, and so there are not many people who work very hard.
工作指導思想：
指導思想：整改到位
1、即堅持繼續調整和改變的工作指導思想，并且加大力度；
2、調整不合理市場格局；
3、改變不正確的工作作風
The theory and principles of work
The theory and principles: the reform should be in place.
- Stick to regulating and changing the theory and principles of work, and intensify the efforts of it.
- Adjust the unreasonable market structure.
- Change the wrong style of work.
工作措施：
1.確保銷量完成責任落實到人；實施獎勵方案：
2. 經理團隊重點考評工作作風務實程度
A：實施區域（部門）每月重點關注的二件事：
a：向更高目標前進的工作積極性
b：瓶頸口的突破工作推進
B：對工作過程量化指標的考評：
a：專賣店數量及其專賣店建設——是工作重中之重
b：項目部：開發新客戶——積累客戶
再開發新客戶——再積累客戶
c：應收賬款的風險控制——以擴大我司對經銷商的話語權
3. 浦東工廠管理水平的提升
A：產量提高——滿足生產產量是當務之急
B：管理到位——要加大對主管以上骨干員工的責任心教育和措施到位
三個要求達標：
a：生產銜接溝通到位；
b：設備安全監督到位；
c：環境衛生檢查到位；
Working measures:
- Ensure the sales volume duty is assign to each person and carry out the new reward plan.
-
The manager groups focus on the work style of staff.
- Each department (region) focuses on the two important issues for every month:
- The work ethic to go forward to the higher level targets.
-
Overcome the bottleneck of the work.
- Assess the work procedure by qualitification:
- the number and the development of specialty store- this is the key point of work
- Project department: develop the new clients- accumulate clients
Redevelop the new clients- reaccumulate clients
- Risk control of accounts receivable- Increase our voice to distributors.
-
Raise the management level of Pudong factory
- Increase the output- to fulfill the needs of the production
- Management control is in place- increase the education of sense of responsibility to the key staff whose position is higher than supervisor.
Three requests which should be met:
- production communication is in place
- Equipment safety control is in place
- Environment sanitation examination is in place
2012.11.22