No less than 3000 words of clothing sales practice report (start school quickly)

Internship Report-Seven Wolves Clothing Store Sales Internship Name: * * * * * Class: * * * * * Student ID: * * * * * *

Internship unit: Fujian seven wolves industrial co., ltd.

Internship Department: Sales Department

Internship position: shopping guide

Internship locations: Quanzhou, Fujian and Xiamen, Fujian.

Internship time: * * * * The three-month internship is over. During the three-month internship, I have been close to the society, enriched my social experience, made myself have a preliminary perceptual knowledge of the society, and learned a lot of knowledge outside the textbook, which benefited a lot. Now I will make a summary of my three-month internship. First of all, introduce my internship unit:

One. Overview of internship units

1. Nature of internship unit: Fujian Septwolves Industrial Co., Ltd. is a private unit. Established in July, 20001year, and its predecessor, Fujian seven wolves clothing industry co., ltd., was established in June, 1990.

2. Practice unit scale: it is a medium-sized enterprise, and the modern factory is designed and built according to international standards, with an annual output of more than 2 million pieces of various garments. Group fixed assets: 8. 500 million yuan. More than 3,800 employees. At present, there are more than 1000 specialty stores (libraries, cabinets).

3. Operating conditions of the internship unit: it has good economic benefits and is in a leading position in the same industry in Fujian Province. It is the only listed garment enterprise in Fujian province. Since 1995, the company has taken the lead in introducing the concept of franchising and comprehensively expanding the monopoly plan, and its comprehensive market share has remained the first in the field of casual wear for five consecutive years.

4. The main products of the internship unit: the group mainly focuses on clothing, involving diversified industrial patterns such as tobacco, wine, tea, leather goods and real estate. Clothing is famous for producing men's wear series, mainly for men's jackets, suits, T-shirts, ties, socks, leather shoes and other products, among which the seven wolves jacket is the most famous and is known as the "king of jackets".

5. The main production or operation process of the internship unit:

5. 1 The company's sales model is self-produced and self-sold. The company has outstanding fashion designers from Hong Kong, Shanghai and Japan. The latest styles are designed at the clothing ordering meeting twice a year. After the product design is completed, the pattern is made by the board maker, and then the cloth is cut out by the sheet cutter and handed over to the production workshop for mass production. The goods are purchased by the store manager himself and delivered from the warehouse to the direct stores and agents. Some goods are foreign orders and all are exported.

5.2 The process of the exclusive store: preparation before business-changing work clothes, wearing badge, checking gfd- cleaning shelves-attending morning meeting-starting business-preparing business-planning display combination-receiving customers-welcoming customers-paying attention to customers-displaying goods-introducing goods-verifying bid opening-checking documents-packaging goods.

6. The management characteristics, advantages and disadvantages of the internship unit.

6. 1 the group always adheres to the "people-oriented" business principle: creating a relaxed environment for high-quality talents in scientific research and development, marketing and management; Pay attention to the cultivation of professional quality of grass-roots employees, and train employees for the purpose of "strengthening responsibility management and improving brand awareness". Through effective incentives to employees, give full play to their initiative, enthusiasm and creativity, so as to maximize the potential of employees and better achieve the fit between personal goals and corporate goals.

6.2 Advantages and disadvantages

Advantages: brand advantage, marketing network advantage, rich market experience of management team, international professional design team advantage, advanced production equipment and technology advantage and customer service advantage.

Disadvantages: First, the risk of small company assets. Compared with domestic excellent clothing enterprises, the assets are small and the ability to resist risks is weak, which leads to the lack of talents in capital operation and human resource management. The second is the risk of overcapacity. Due to the fierce competition in the clothing industry, if the company's sales ability and marketing planning ability cannot be improved simultaneously, part of the company's production capacity will not be fully utilized in the future. The third is the risk of counterfeit products. After the brand awareness is improved, there may be illegal business activities of stealing the company's trademarks and brands in the market, resulting in serious damage to the company's economic interests. The fourth is the risk of simplification of consumer groups. Seven wolves locate the consumption age range of 20-55 years old, among which men aged 30-40 are the main consumption groups. I think the company's consumption trend should be extended to women's wear, children's wear and various products related to clothing, forming a relatively comprehensive product group and looking for new growth points. At the same time, we should make full use of our own brand advantages, open some distinctive life museums, introduce the concept of free clothes, allow customers to design and match their own clothes, and make them by the company, so that customers can fully experience the "God" consciousness of being masters of their own affairs. In this way, they can have a considerable consumer group and are more conducive to promoting their brand image.

Two. Overview of this internship

1. Training and visiting the company headquarters and factories.

At first, we visited the company's headquarters and factory. Seven wolves advanced casual wear industrial park covers an area of over 65,438+0,000 square meters. It is a garden-style industrial park integrating clothing development and production, warehousing and logistics, business information and leisure life. It is a first-class production base for men's casual wear in China, with a green area of 40%. The production environment is clean and environmentally friendly, and the emissions of waste gas, waste water, waste gas and noise are up to standard. Under the director's explanation, we learned that the actual production line in the workshop and the classroom in the university are two different concepts. In one day, we made a detailed observation of the production line and had a direct communication with the workshop staff, and got a preliminary understanding of the real situation of clothing production. At the same time, during the visit, we obviously felt the enthusiasm of the employees, which made us quickly integrate into it, and really felt the affirmation and encouragement of the corporate humanistic concept to the employees' work performance. In the later internship process, we gradually realized the shortcomings in production management, production operation and communication, and stated the reasons for the imperfections and the solutions in the internship report submitted to the company every half month. Our way of thinking is changing, our perspective on problems is changing, and our ability to analyze problems is gradually improving.

In the next few days, at the Seven Wolves School of Management, we trained some courses: the daily workflow of shopping guide, such as four modules and nine processes. Operational practice. Show your skills. Fabric knowledge. Seminar on corporate culture. The rules and regulations of the company. Business etiquette and so on; And remember the color number and model of the product. I have mastered some basic knowledge necessary in my work, deepened my understanding of the corporate culture of Seven Wolves Men's Wear, and enhanced the cohesion and centripetal force of the enterprise. Looking at the werewolf who walks in a hurry, looking at the model who has made unremitting efforts to achieve success, and looking at the people who are engaged in industry, I understand that "I am excellent, we are the best, and we are the best team" is an intuitive interpretation. The words "honesty, truth-seeking, dedication and dedication" and "challenging life and never looking back" represent this meaning. The company did not just pay lip service to this slogan, but turned it into a corporate philosophy, deeply rooted in the hearts of every employee, so that employees can always remember the corporate culture they represent, encourage their own work and alert those who never forget to advance.

2. Three-month final internship (that is, my internship experience)

In order to let us know the whole clothing sales market and related processes, and be familiar with the latest styles and designs of this brand: we assign stores every two months, and I was assigned to Quanzhou stores in the first two months; In the third month, I was assigned to Hexiang Store in Xiamen-the two stores with the biggest gap.

Now introduce the basic situation of these two stores respectively.

① Quanzhou Store is small, with simple storefront display and few commodities, but it is at a crossroads, with a very convenient geographical location, surrounded by China Bank, China Travel Agency, Commercial Street, etc ... I think the brilliant achievements of Quanzhou Store are related to the following points: 1, Quanzhou people pay more attention to the matching of clothes and their own identity and status, and highly admire local brands, so they generally buy local brands and fully master them. 2. Grasp the basic business principle of "passenger flow", that is, "capital flow": to open a shop in a bustling area with heavy traffic and people coming and going, an endless stream of people is a potential source of tourists. As long as the goods or services you sell can meet the needs of consumers, you are sure to have good performance.

The area of Xiamen store is more than three times that of Quanzhou store, and the goods are much richer than Quanzhou store. Although Xiamen store is a golden port, its performance is basically in the middle and lower reaches. Because the main group of consumption is white-collar workers, they generally belong to high-consumption groups. In this open city, international famous brands gather, and most white-collar workers disdain domestic brands and only choose world famous brands; Consumer groups with lower income think that the seven wolves are domestic brands, but they are expensive, and the cheapest dress costs more than 200 yuan, so most of them will not buy it; Such a big store, like a concept store, has few people. Guests will not come in when they see no one in the shop. In addition, this brand in Xiamen lacks advertising effect and is not attractive enough to compete with world brands. Therefore, I think the lack of good research on consumer psychology is the reason for the low performance of Xiamen stores.

During my two months in Quanzhou store, the pace of work was very tense. Working hours are divided into morning shift (8: 40 am to 5 pm), evening shift (3 pm to 12 pm) and class C (7 pm to 10 pm). If I am one minute late, I will deduct 1 yuan as a love fund. As soon as I went to the store to report, I began to work immediately. I began to get familiar with the goods in the shop. After several days of work, I am very familiar with the size, color, price, fabric and washing method of clothes. The peak hours every day are 3 pm and 9 pm. The traffic is the largest, and there will be long queues when paying the bill. Therefore, everyone is very motivated. Every year before the Chinese New Year, the store managers of various specialty stores are striving for their own performance. We have been working full-time for more than ten days, working for more than ten hours every day, and going to work as usual on New Year's Day 12. Those days were really tense and full. Although I am very tired, I have also summed up a lot of experience in clothing sales. In fact, the most important thing in sales is to try to understand and grasp the customer's psychology. I divide customers into three categories: casual wandering type, brand trust type and comparative purchase type. Be able to distinguish the types of customers from their expressions and behaviors, and prepare targeted services. And everyone will buy new clothes years ago, and people who enter the store can't miss the opportunity. No matter whether the customer finally buys or not, they should meticulously introduce the relevant information of the product to the customer, which enhances my experience in dealing with various problems and requirements of the customer. Quanzhou store must finish the work on the same day, so it often gets off work very late. It's almost one or two in the middle of the night after New Year's Day, and it often arrives at two o'clock, which delays the off-duty time. But when I go to work every day, I keep myself in high spirits, appear in the store, serve every customer enthusiastically, quickly and accurately, and treat each other with courtesy. I will first understand customers' interests and hobbies in goods, and sincerely hope that every customer can wear the most suitable and comfortable clothes. At the same time, I will seriously answer customers' questions about goods and let customers buy clothes that suit them best. It is my greatest happiness when customers wear clothes that fit them and leave the store with compliments. During the period before the Chinese New Year, the store was as lively as a vegetable market every day. When the bell rang at twelve o'clock, the performance of our store reached the standard of 654.38+200,000 this month, and everyone was very happy, because every day was like a war, and finally it paid off. I haven't had a day off for more than two months. Although everyone works hard, they are all proud of their achievements. I studied customer service, store operation, account and item management in Quanzhou store. I really realized the hard work, but it also made me grow. My sales performance in Quanzhou store is very outstanding. I sold more than 20 thousand yuan in half a month. The manager praised me. I'm really proud. Because I feel that I have made a lot of efforts and got a lot of rewards. The intense and orderly work every day makes me deeply realize the importance of teamwork. A person's strength is very limited. It is precisely because of the cohesion and unity of all employees that Quanzhou Store can achieve the brilliant results of the first monthly performance.

When I was in Xiamen shopping mall, the New Year had just ended. After that, Seven Wolves fully implemented the activities of "Green Store" and "Customer Satisfaction 100% Service". Promote the concept of health, leisure, return to nature and green space and service in terminal stores. This activity pays great attention to display: from matching products, store decoration, props configuration and lighting color matching, to matching store products, creating music atmosphere, providing quality service and putting information feedback system in place, everyone's atmosphere in the store is very active, and the clothing is more complete and fashionable than Quanzhou store. However, this activity didn't promote the sales growth, and the Xiamen store was still in the confusion of sales difficulties ..... It happened to be the off-season after the year, and the business was even colder. Therefore, the life in Xiamen store is more free. I made full use of my spare time to learn cashier and warehouse management, and I can skillfully operate the cashier's two computer systems and fill in the daily report of operation overview. For example, the cashier must call 3T every day to pay a return visit and make a historical consumption record; Shopping guide requires that customer records must be made and customer information cards must be filled in carefully, which is conducive to the development of VIP customers; The warehouse keeper should make three detailed accounts every day, and the students on duty should record the MA7 transaction ratio (referring to the ratio between the average daily sales performance of the last seven days and the current sales performance). Through the analysis of the MA7 transaction ratio, it can be seen that the MA7 transaction ratio from Monday to Friday is obviously lower than that of weekend holidays. The person in charge of the Xiamen store gave me plenty of exercise opportunities, and let me take charge of the inventory and bookkeeping of an area alone every day. Later, there were more than 1000 kinds of goods in each area, and goods were transferred, replenished and returned regularly, which increased the difficulty of making accounts, and I was able to complete them accurately. Xiamen Shopping Mall is changing its display every day. After a period of exercise, I can also match and put on a whole set of clothes for the model props alone. The clerks in Xiamen store are all very young, and everyone gets along well. In the off-season, they learn from experienced shopping guides to enrich themselves. With the permission of the company, Xiamen store can provide temporary courses and morning military training in the store every day, which improves the quality of shopping guides and stimulates the enthusiasm of employees. One thing that impressed me most in Xiamen shopping mall was that I was shopping for a customer and he asked for a shirt. I think he is tall but thin. He is not suitable for wearing a shirt with vertical stripes, which makes him thinner. Finally, I chose three styles, one with horizontal stripes, the other with a little taste and the other with an elegant feeling. The colors are all sunny and refreshing. He liked it after trying it, so he chatted with me and said that he had visited many places in Xiamen and didn't take a fancy to a dress. When I first entered the seven wolves, I felt very rustic, that is, I just wandered around and didn't really plan to buy it. As a result, I chose his favorite clothes for him, which made him very satisfied. Originally, he only planned to buy one, but finally he bought three shirts and an extra suit. I chose a younger and more tasteful brown striped suit for him. This tie is a complementary color to the suit he bought. During the shopping guide, he found that his legs were disabled, so he chose loose pants to make up for the visual effect as much as possible; Finally, he praised me for my good eyes and reasonable clothes. He also asked me to give him advice on matching clothes, and he also applied for a gold card. Finally, he took the initiative to leave me a business card. In fact, he is a three-time champion of high jump in the World Paralympic Games. This is the most meaningful gold card I have ever made since my internship as a shopping guide. It can be seen from this small matter of selling clothes that as long as we can treat customers sincerely and think for them, it is a kind of happiness. I also met many foreign customers in the store. I greeted them with a sweet smile and warm service, and they all gave me a thumbs-up and said, "Very good!" " These are all affirmation of my work, and I am proud of it!

Three months in the store taught me a lot and enriched myself. There is a serious staff turnover in this store. . But I found that the best specialty stores have five basic solid pillars, which create value for customers in five interrelated fields.

Answer. Provide solutions. For example, as a store manager, it is not enough to ensure the good quality of the clothes sold. You must hire salespeople who can help customers find clothes that fit properly. They need to have rich professional knowledge and provide professional knowledge services. For example, professional tailors are hired to provide delivery services to customers at any time, and they are also willing to accept special orders. Of course, the shopping guide must pass every training; Determine the training objectives. For example, a. service skills training. B. commodity knowledge and management training. C. store operation skills training. D. ideological training. This can improve the comprehensive quality of shopping guides, further improve sales performance or service level, and is more conducive to cultivating team spirit.

B. truly respect customers. Have a positive working attitude, tidy and reasonable items, and have a price list of items. Clearly marked.

C. establish emotional ties with customers. Give customers the feeling of approaching, liking and trusting. Memorize some basic skills of approaching customers: "Three-meter principle" means that customers can say hello, smile and make eye contact when they are still three meters away from themselves. Greet customers actively. Shopping guide should also pay attention to: a. customers' expressions and reactions, observing words and observing colors. B. Be careful when asking questions, and never involve personal privacy. C. the communication distance with customers should not be too close or too far. The correct distance is about one and a half meters, which is what we often call social distance.

D. set a fair and reasonable price, not the lowest price. Understand that value equals the customer's all-round experience. Properly carry out promotional activities to ensure product sales.

E. provide convenience for customers. Modern people cherish time as much as gold, so specialty stores must make it easy for customers to find what they want and leave quickly after checking out. Through neat and orderly store display and flexible checkout channel setting, it has brought tangible convenience to customers.

3. My internship experience

Through this internship, I realized the importance of corporate culture to corporate life. Corporate culture means that enterprises integrate unprecedented humanistic ideas into the management system in a humanized way, thus rapidly enhancing the cohesion of enterprises and enhancing the continuous innovation ability of the management system. Innovation is not only the embodiment of the personal value of entrepreneurs or employees, but also the economic behavior of enterprises beyond tradition, and it is a business factor with stronger vitality and higher value creation.

Three months' internship, I am very grateful to the company for its help. Being able to have such an experience is beneficial to myself now or in the future, and I feel really lucky. Here, I can have the opportunity to deepen my clothing professional knowledge through practice, and learn how to apply what I have learned reasonably to practical operation, so that I can fully realize the necessity of teamwork, hone my will and get real exercise. I have learned many principles and methods of interacting with others, being kind to others and encouraging myself at all times, so that I can always maintain a good attitude of self-improvement! This also made me understand many things, the hardships of survival and work, corrected my bad mentality of not cherishing the labor of others before, and understood the complexity and diversity of society. In order to know more about society, adapt to society and integrate into society, we should constantly learn new knowledge, apply it rationally in practice, constantly improve our quality and exercise our ability, so as to be invincible in the fierce competition.

At this moment; When I am about to graduate, the deepest feeling is that no matter where I start, no matter what kind of work I am engaged in, a serious, meticulous and practical work attitude is the foundation of success.