経営診断チェックリスト
小売
目

Ⅰ．方針、計画部

門 (小売業)次

１．基本方針 ············································ 204２．重点方針 ············································ 204
３．販売計画 ············································ 204

Ⅱ．市場

１．サ イ ズ ············································ 204
２．シェアー ············································ 204
３．拠点戦略 ············································ 204
４．市場戦略 ············································ 205
５．市場調査 ············································ 205
６．商圏分析 ············································ 205
７．立

地 ············································ 205

８．ライバル ············································ 205
９．販売基盤 ············································ 206
Ⅲ．マーチャンダイジング

１．品 揃 え ············································ 206
２．商品のライフサイクル ································ 206
３．商品構成 ············································ 206
４．仕入 ············································ 206

５．売価政策 ············································ 207
６．在
Ⅳ．在庫庫 ············································ 207

１．在庫政策 ············································ 207
２．在庫内容 ············································ 207
３．在庫管理 ············································ 207
４．品質管理 ············································ 208

Ⅴ．店

舗管理

１．店舗効率 ············································ 208２．動線 ············································ 208

３．演

出 ············································ 208

４．店舗管理 ············································ 209
５．設

備 ············································ 209

６．テナント ············································ 209
Ⅵ．陳列

１．ディスプレイ ········································ 209

２．陳Ⅶ．販売促

進列 ············································ 209

１．広告（販促）政策 ···································· 210
２．チ ラ シ ············································ 210
３．Ｄ．

Ｍ ············································ 210

４．Ｐ.Ｏ.Ｐ ············································ 210
５．催

事 ············································ 211

６．イメージつくり ······································ 211
７．顧客サービス ········································ 211
Ⅷ．販

売管

理

１．業績管理 ············································ 211
２．レジ管理 ············································ 211
３．顧客管理 ············································ 211
４．クレーム処理 ········································ 211
５．売上・回収 ·········································· 212
６．情報 ············································ 212

７．販売員管理 ·········································· 212
Ⅸ．人財

１．基本動作 ············································ 212
２．身だしなみ ·········································· 212
３．コミュニケーション ·································· 213
４．販売能力（基本技術） ································ 213
５．バイヤー ············································ 213

Ⅹ．体制

６．幹部 ············································ 213

７．採

用 ············································ 213

１．販売組織 ············································ 213
２．販売陣容 ············································ 214
３．サービス体制 ········································ 214
４．支店管理 ············································ 214

大項目

小 項 目
１．基本方針Ⅰ．
方
２．重点方針

針・計
３．販売計画

画

１．サ イ ズⅡ

２．シェアー．

市

３．拠点戦略場

チェックポイントａ．経営方針に基づいた営業方針（店のポリシー）が明確に打ち出されているか
ｂ．営業方針に特徴（差別化）が出ているか
ｃ．中長期ビジョンはあるか
ｄ．方針は幹部、社員（店員）に徹底されているか
ａ．年度別の重点方針は決められているか
ｂ．重点方針についての実施スケ
ジュール、行動の具体策はできているか
実施状況はチェックされているか
ａ．販売計画は適切に樹立されているかｂ．計画（目標）の項目はｃ．計画（目標）は全員に徹底されているかｄ．計画（目標）予実績チェック
はシビアーに行なわれているか
ａ．マーケットサイズは縮小か拡
大か
ｂ．需給ギャップの対応がとられているか
ａ．シェアーは上昇しているか
ｂ．シェアーは業界何位か
ｃ．地域別のシェアーは把握されているか
ｄ．シェアーアップ戦略は展開されているか
ｅ．商品別シェアーは把握されているか
ａ．営業拠点は面展開されているか
ｂ．拠点立地は市場性からみて適
切かｃ．拠点規模は需要量からみて適
切か
ｄ．地域拠点は業界何位になるか
ｅ．拠点は業種及び商品戦略にふ
さわしいものか

着眼点
ア．環境立地条件、店舗面積、資本力、商品特性、客層等を考慮する

ア．シェアーと利益のギャップはないか

ア．消費拠点か、物流拠点かイ．拠点戦略は面か線か点か