Internship report on sales work of food companies

In these 20 days, my first task is to understand the company, the company's products and its price system. Later, I followed the different sales staff to understand the basic operation and sales of the products in each channel.

Below, I briefly introduce my internship unit: xx City xx Food Industry Co., Ltd. and the company's products and sales channels.

Xx City xx Food Industry Co., Ltd. is a specialized stock company mainly engaged in the production and marketing of red fruits, red fruits, walnuts and other fruits and vegetables in Shanxi. Guided by the guidelines and policies for the rapid adjustment of the national agricultural industrial structure, the company has unearthed the advantages of Shanxi's rich jujube fruit and dryland fruit and vegetable resources, and adopted the form of “brand enterprise + base + farmer” in Liulin, Linxian, the famous date producing area. Shilou and xx Yangqu cooperated in the development of high-quality fruit and vegetable bases, and built an industrial structure based on the “xx” brand and based on China's largest vacuum low-temperature red jujube deep processing production base, integrating planting, processing and marketing. It is one of the largest enterprises specialized in the production and marketing of the national jujube industry. The company's management structure is a departmental structure, and its products are sold throughout the country, with offices throughout the country, responsible for market maintenance and product sales. The sales department of my internship is the sales headquarters of Shanxi Province. The main office is mainly responsible for the market in xx area. There are three sales offices in Datong, Zhangzhou and Linyi.

The company's products are mainly divided into three series, namely jujube series, nutrient mud series and jujube thick pulp series.

In the jujube series, there are a series of tribute jujube products and a series of crispy jujube products. These products are deep processing of the dates and increase the added value of the products. In addition, the company carried out product innovation, research and development of xx wild acid tribute jujube, xx gelatin tribute jujube, xx xylitol tributary jujube, to meet the needs of different consumers in the market. And xx crispy jujube is a new innovative product in the jujube products industry. Its biggest selling point is not only crispy and delicious, it is naturally crisp, and it retains the unique color and fragrance of red dates and rich nutrients. It is of unique nutritional value. Snack foods.

There are products under the nutrient mud series, such as a pure hawthorn fruit puree, a bite of hawthorn walnut puree, fibrin red jujube magic mud. Ah, a pure hawthorn fruit puree and a simmered hawthorn walnut mud is specially developed for children. The products are sweet and delicious in taste, and are favored by children. Calcium and zinc, can improve immunity, brain and brain to make children thrive. Like a product such as a pure hawthorn pulp, a bite of hawthorn walnut, the consumer is separated from the buyer: the consumer is the child and the purchaser is the parent. Therefore, the value of propaganda for different people is different: for children, the appetite of the product is the taste of the product and the packaging of the product is important; while the promotion of the parental focus is on the functionality of the main product. This point xx company is doing very well. When the product is just listed, it will be promoted in the store, the product will be tested, the experiential marketing will let the children feel the taste of the product, the store promoter's commentary and the product leaflet will let the parents Understand the functionality of the product. With a two-pronged approach, parents will pay for the child's growth if the purchasing power allows. The fiber yolk jujube konjac mud is designed and developed for the fashion group of young people, especially fashion women. The product is highly functional, rich in dietary fiber to promote gastrointestinal movement, increase satiety, and can lose weight and shape.

The jujube thick paste series is a new health drink from xx. According to its health care function, 12 kinds of products have been developed, aiming at different target consumer groups, such as jujube Ejiao thick tonifying qi and nourishing blood for female consumer groups, jujube turtle sputum thickening nourishing yin and tonifying kidney, preventing rheumatism suitable for male consumer groups and In the old age group, the pure hawthorn thick pulp digests the spleen and is suitable for people with indigestion, spleen and stomach weakness, as well as pregnant women and maternal partners specially developed for pregnant women and women. The product has been on the market for more than a year, but the current sales are not good. I think the reasons are as follows: 1. The price of the product is high, the consumer's recognition of the product value is not high, and the price is relatively sensitive. 2, it is summer, this red jujube-based health drink is easy to get angry, so its sales are not as good as the sales in autumn and winter. 3. The product is overly dependent on Shangchao.

The sales channels of xx company are mainly: large-scale commercial supermarkets, convenience chain stores, direct sales.

On the basis of understanding the basic situation of the company and products, I followed the sales channels of different channels to understand the sales process, sales situation, payment method and salesman's work content of products in different channels. During the field internship, I found some issues related to product sales and management.

First, the terminal sales channel problem about the red jujube thickening gift box

Most of the xx company's jujube thick paste gift boxes are placed on the shelves of large supermarkets, but I think the terminal of the jujube thickener gift box should not be just a large supermarket. The reasons are as follows: 1. Although the customer traffic is large and the customer base is wide, the product is not targeted. 2, the cost of shelves in Shangchao is high, if the liquidity of the product is not strong, it will be locked by the store or request to exit, the product sales are relatively passive. 3, single product and gift box placed together, the price contrast is higher. The same two bottles of thick paste, the price of the purchase is 113 yuan, there are promotions, and the gift box is priced at 160 yuan, an additional gift box and gift box inside the gift box, the price has increased by nearly 50 yuan . If you are sending friends and family, there is not much to pay attention to, rational consumers will never buy a gift box. 4, the packaging of the gift box is not refined enough, people feel cheesy, can not send out.

The definition of the gift itself limits the purchaser and the purchase scenario, that is, visits, visits, condolences, visits, etc., and the characteristics of the gift determine the separation of the buyer and the user. The purchaser is not sensitive to price, the price elasticity of the product is low, and what these buyers really need is the meaning conveyed by the gift to the licensor and the value conveyed by the gift to the licensor and the psychological satisfaction and honor of the product to the purchaser. To make the buyer feel that sending such a gift is very decent.

According to the above analysis, I would like to make a few suggestions. 1. The distribution channel for the gift box should be based on the different functions of the products in the gift box and the purchase purpose of the purchaser. For example, the maternal partner of the maternal partner is placed in the store near the pregnant baby store and the hospital. And gift shop, red jujube gelatin, jujube turtle pot thick paste and jujube ginger sugar thick paste these three products together with the gift box can be placed in the hospital near the store and gift shop, Jinhu, Tangjiu convenience store and community stores. 2, the packaging is refined, to convey a concept of only for a healthy life, gift giving health.

Second, the management of the promoters of the big stores

Because the company's current sales focus is on nutrient mud and jujube thick pulp, two-thirds of the sales staff in the store are transferred from the original leisure area to the brewing area to promote the sales of nutrient mud and red jujube thick pulp. However, the remaining one-third of the promoters often fail to meet the requirements for various reasons, so that the jujube series products are subject to low prices and promotion by other competitive brands, and the terminal interception is very serious. Therefore, it is necessary to strengthen the management of the store promoters, especially the promoters of the leisure area, and the business responsible for the store should formulate the corresponding promotion personnel appraisal system according to the actual situation of the store.

In the promotion system of the promotion personnel, it should also be adjusted accordingly. Take the US supermarket as an example. There are 10 beautiful shops in xx city. Although they are all good supermarkets, the level of passenger traffic and the purchasing power of consumers are different because of their different geographical locations. The sales situation in the various stores is not the same. The incentive system set by the company for the promoters is unified. Under the unified system, some of the good supermarkets are not affected by a series of objective factors such as passenger flow, so the salesman’s confidence is very high. Strike, no motivation to do your job. Therefore, in the formulation of incentive measures, different reward systems should be formulated according to the overall sales situation of the specific store, so that the established reward system not only guarantees the cost of the products sold in the store, but also stimulates the sales enthusiasm of the sales staff and promotes the sales volume. improve.

Third, the mobility of the business is large. In other words, the business is not satisfied with the company and the loyalty is not high.

Regardless of the chain and direct sales, the store manager or the store owner has a lot of whispers to the xx company, because the business replacement is too frequent, and the after-sales service can't keep up. In the chain store, a salesperson used nearly one month to understand the store orientation, status, sales situation and store manager's understanding. The second month was familiar with the storefront. The sales situation of each store established a good relationship with the store manager. They were all familiar with the contact information and work. the way. It didn't take long for the salesman to go and change it. All the programs had to be re-introduced. In the process, the contact was inconvenient, the replenishment was not timely, and the temporary goods could not be replaced. In terms of direct operations, in addition to the above problems, there are problems such as inadequate maintenance of the relationship between vendors due to business replacement, loss of customers, and confusion in management.

As far as I know, there are three reasons why the salesman is not satisfied with the company:

1. The salary level is low. The salesman thinks that his hard work has not received the expected salary return. The incentive wage--the commission ratio is too small to be motivated;

2. Wages cannot be paid on time;

3. As a salesman, there is no space for career development;

This is a contradiction between employees and employers. Employees complain that the wages given by enterprises are low and there is no room for development. Enterprises believe that employees can be hired at high salaries without performance, and enterprises are not welfare institutions. Therefore, the only way to resolve the contradiction of protest is to increase the sales volume of the products. As a salesman, you must work hard and think at the same time, be creative, work hard to increase sales, and earn your own wages instead of complaining about the company. During the 20 days of internship in the sales department of xx, I learned a lot and deepened my understanding of some of the professional knowledge I learned in the professional basics course. In addition, I also contacted many different people, company promoters, colleagues, and leaders. , store management personnel, convenience chain store managers, individual bosses, customers, etc., to experience contact with different people. In today's society, only effective dealing with people can be regarded as a reliable guarantee of success. How to deal with different people, how to make a person who seems to be unrelated to you help you, this is a salesman must master the ability. This is my weakness, how to get along with people I don't like, how to control my emotions, etc. These situations are things I don't know how to deal with. Therefore, in the future study and life, we should focus on developing our own ability in this area.

In the future life and study, to be able to withstand grievances, Lifan’s boss Yin Mingshan said that “there is a lot of grievances in the work, and there are many places in the work. There is no need to care about it. Try to be yourself, time will prove everything. Especially in dealing with the leadership, you can't be in the face of the leader, don't be screamed by the young and the boss, and the injury is ultimately your own.

To cultivate your own hobbies and participate in some activities, you can enjoy your body and mind on the one hand, and more importantly, it will become a bridge for your communication with customers in the future.

To make more friends, the network is very important for a salesperson. For example, to open a new market, it is obviously different to have friends to help with the difficulty of not having friends. Treat customers as customers, and pay attention to the maintenance of regular relationships.

At work, work harder and complain less. Nowadays people always complain about the difficulty of employment. College graduates are equal to unemployment. However, employers have vacancies and cannot find suitable talents. In addition to the information asymmetry between the supply and demand sides, the most important reason lies in the college students. The college students are highly educated and want high salary and high treatment, but they do not realize that they have no experience. They are just "the giant of thought, the dwarf of action". We will not think independently about problems, solve problems, and fail to make a performance. Enterprises cannot meet their requirements. The gap between ideals and reality makes them only complain about businesses and complain about society. Therefore, I believe that college students should study hard during their school years and strive to improve the following capabilities:

1. The spirit of hard work and hard work speaks frankly, and it is impossible to succeed without any hard work and hard work. In marketing, hard work and hard work are not only honest and honest, but also have the ability to endure, execute, think and control the environment. Only by cultivating these four abilities can we be hard-working.

2, in daily life, you must be good at observing life in marketing, and be a thoughtful person. Always pay attention to the various billboards around you, you can think of which company is doing the brand; look at the stacking code in the supermarket, you know what products are doing promotion; see a company CEO frequently show up in the newspapers, you know The company began to pay attention to its own image; seeing the press constantly commenting on a product, you know that the product is being hyped. Always pay attention to the market activities around you, pay attention to the actions and activities of other manufacturers/businesses, learn from others, or Reflect on yourself, or take appropriate measures. So develop your sensitivity to the market and constantly improve your understanding.

3. Correct independent thinking First, we must cultivate the correct way of thinking. For example, in marketing, ask questions/objectives, make more than three solutions/methods, evaluate each program/method, determine a set of best practices/methods, and make more than three assumptions about the best plan/method. Solve the possible problems and sudden incidents, quantify the plan/objective, divide it into several steps, and follow the steps. Second, learn to think independently. During school, you should develop the habit of independent thinking. Even if you ask someone for advice, you still have to analyze, think, and improve your discrimination independently.

Therefore, if you want to improve your future treatment, you must first try to improve your own quality. What I feel most deeply these days is "Do not sweep a house, why sweep the world", we should lower our mentality and start from small things. In the face of setbacks, you should find problems from yourself, don't blame others, be diligent in thinking, do things in a hurry, grasp every platform that the company provides for you, regardless of the size of the platform, wonderful interpretation of yourself, all people will Seeing that success will surely happen, it is only sooner or later.