Name: Liu Na Class: Fu Yiben 0 1 1 Class No.28.

Internship: Fujian seven wolves industrial co., ltd.

Internship department: human resources department to direct sales department.

Internship position: shopping guide

Internship locations: Quanzhou, Fujian and Xiamen, Fujian.

Instructor of internship unit: Yu Ru Position: Director of Human Resources Department

Internship time: 2004.12.5438+0 —— 2005.3.27.

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

I. Overview of internship units

1. Nature of internship unit: Fujian Septwolves Industrial Co., Ltd. is a private entity. Established in July, 20001year, and its predecessor, Fujian qipilang garment industry co., ltd, was established in June, 2000 1990.

2. The scale of internship unit: it is a medium-sized enterprise, and the modern factory building 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. It is the only listed enterprise of Fujian garment enterprises. Since 1995, the company has taken the lead in introducing the concept of franchising, expanded its monopoly plan in an all-round way, and maintained the first place in the field of casual wear in comprehensive market share 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 style is designed at the clothing ordering meeting twice a year. After the product is designed, 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 badges, checking GFD-cleaning the shelves-attending the morning meeting-starting business-preparing for business-planning the display combination-receiving customers-welcoming customers-paying attention to customers-displaying goods-introducing goods-verifying the 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 the professional quality of grass-roots employees, and carry out employee training 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, management team with rich market experience, international professional design team advantage, advanced production equipment and technology advantage and customer service advantage.

Disadvantages: First, the asset risk of small companies. Compared with domestic excellent clothing enterprises, the assets are relatively small and the ability to resist risks is relatively 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, some 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, let customers 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 the country. In this way, they can have a considerable consumer group, and it is 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 1 1, more than 1,000 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. Using one day's time, I made a detailed observation on 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, let 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 in the internship report submitted to the company every half month why it was not perfect and what solutions were available. 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 example who makes unremitting efforts to make achievements, and looking at the people who engage in industry are full of vitality, no matter from leaders to ordinary workers, they all 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 "challenge life and never look back" represent this meaning. The company didn't just leave the slogan in words, 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, so as to motivate their work and alert those who are motivated.

2. Three months of terminal 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 very small, with simple storefront display and few commodities, but it is at a crossroads, and its geographical location is very convenient, 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 collocation of clothes and their status, admire local brands, and have a strong sense of local brands, so they generally buy local brands and have a full grasp of the local market. 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 will certainly 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 at the middle and lower reaches level. 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 the price is expensive, and the cheapest clothes cost more than 200 yuan, so most of them will not buy them; 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, the brand Xiamen lacks advertising effect and has insufficient appeal to compete with world brands. Therefore, I think that 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). One minute late, deduct 1 yuan as a love fund. As soon as I reported to the store, I started to work. I began to get familiar with the goods in the store. 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. People flow the most, and there will be a long queue when paying the bill. So everyone is very motivated. Every year before the Chinese New Year, the store managers of various specialty stores are working hard for their performance. We have been working full-time for more than ten days, ten hours a day, as usual on New Year's Day. Those days were really tense and full. Although very tired, but also summed up a lot of clothing sales experience. In fact, the most important thing in sales is to try to figure out and grasp the psychology of customers. I divide customers into three categories: leisure 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. Besides, 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, I should meticulously introduce the relevant information of the product to the customer, which has enhanced 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 leaves work late. After New Year's Day, it is almost one or two in the middle of the night, and it often arrives at two o'clock, which delays the time after work. But every day when I go to work, I keep myself in high spirits, appear in the store, serve every customer warmly, quickly and accurately, and treat guests with courtesy. I will first understand the customers' interests in goods, and sincerely hope that every customer will 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 put on clothes that fit them and leave the store with praise. During the period before the Chinese New Year, the store was as lively as a vegetable market every day. The bell rang at twelve o'clock, and our store's performance this month reached the standard of1.20 thousand. Everyone was very pleased, 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 very hard, they are all proud of their achievements. I studied customer service, store operation, accounts and goods management in Quanzhou store. I really experienced the hardship, but it also made me grow up. My sales performance in Quanzhou store is outstanding. Sold more than 20 thousand 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 store, the New Year had just passed. After that, Seven Wolves fully implemented the activities of "Green Store" and "100% Customer Satisfaction Service". Promote the concept of health, leisure, return to nature and green space and service in terminal stores. This activity attaches great importance to display: from matching products, store decoration, props configuration, lighting color, to matching store products, creating music atmosphere, providing excellent service and putting information feedback system in place, everyone's atmosphere in the store is very active, and their clothes are more complete and fashionable than Quanzhou store. However, this activity did not 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 more deserted. 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 was able to 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 keep a record of historical consumption; 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 of the average daily sales performance in the last seven days to 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 on weekends and holidays. The manager of Xiamen 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 items in each area, as well as regular goods transfer, replenishment and stock return, which made it more difficult to make accounts, and I was able to complete them accurately. The Xiamen store changes its display every day. After a period of exercise, I can also 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 and enrich themselves. With the permission of the company, Xiamen store can offer temporary classes 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 store: I was shopping for a customer and he asked for a shirt. I think he is tall but thin, and it is not suitable to wear 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. I just wandered around and didn't really plan to buy it. As a result, I chose his favorite clothes, which made him feel very satisfied. Originally, he only planned to buy one, but finally he bought three shirts and a suit. I chose a younger and tasteful brown striped suit for him. This tie is a complementary color to the suit he bought. In the process of shopping guide, I found that his legs were somewhat disabled, so I chose loose pants to make up for the visual effect as much as possible; Finally, he praised me for my good eye and reasonable clothes. He also asked me to give him advice on matching clothes, and he applied for a gold card. Finally, he took the initiative to leave me a business card. He was actually the champion of the three-time World Paralympic Games in high jump. This is the most meaningful gold card I have 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, "Good!" These are all affirmation of my work, and I am proud of it!

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

A. Provide solutions. For example, as a store manager, it is not enough to ensure the good quality of clothes sold. You must hire salespeople who can help customers find suitable and decent clothes. 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 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 getting close to customers: the "three-meter principle" means that customers can say hello, smile and make eye contact when they are three meters away from themselves. Take the initiative to greet customers Shopping guide should also pay attention to: a. customers' expressions and reactions, observe words and colors. B. Be careful when asking questions, and never involve personal privacy. The communication distance between C and 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. Do a good job in sales promotion to ensure the products sold.

E. provide convenience for customers. Modern people cherish time like 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 brings 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 enterprise's economic behavior beyond tradition, and it is also a business factor with stronger vitality and higher creation value.

Three-month internship, thank you very much for your help. I feel really lucky to have such an experience, which is beneficial to myself now or in the future. Here, I can have the opportunity to deepen my professional knowledge of clothing through practice, 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 to treat people, be kind to others and encourage 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 the bad mentality of not cherishing other people's labor 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, use 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.

Write an outline simply.

1, understanding of clothing shopping guide before training

2, the expected effect of training

3, the actual feeling of training, comparing the understanding of clothing shopping guide before training.

4. Use professional terms in the training process.

5, summary, briefly talk about the harvest and future work plan, and then sublimate to help life and career.