Debriefing report (salesperson)

2004 has passed, and in 2004, the business department under the leadership of the two CEOs continued to reform to optimize the personnel mix, more reasonable, and business development is also more rapid. In 2004, I was responsible for the management and customer development of the Guanghua Service Station of the Jingzhou Sales Department. During this year, I worked hard for the service station and actively advised the service station to save money and develop customers. The service station has undergone a qualitative change during the year. In this year, 80 new customers were introduced, and the customer's market value reached 8 million yuan. The transaction volume has reached a new high, from January 1 to December 31. On the day, Guanghua Service Station completed a transaction volume of 133 million yuan, and realized a commission income of 162,400 yuan under one-thousand commission. This achievement was mainly attributed to the correct leadership of the sales department Ye Zong and Yu Zong. Strong support from other brother departments and employees. In the past year, I have mainly done the following work:

First, strict governance, strict requirements

The quality of a department, the decision of the department's decision makers directly affects its work efficiency and competitiveness. At the Guanghua service station, I am both a manager, a backstage person, and a business developer. In order to continuously improve the Guanghua service station. In the market competitiveness of oilfields, based on the company's various management systems, combined with the situation in Guanghua, I have developed a targeted management system, mainly to manage myself, and to spur myself. I have taken turns in every position at the service counter of the sales department, which has made me skilled in every basic business knowledge and business process of the sales department. Since the Guanghua Service Station was hosted by the E-Commerce Department of the company headquarters, it was an online trading guidance station. It was the company's Yinzhengtong business. It was one of the company's major loss-making sites and was later assigned to the Jingzhou Sales Department. At this time, the sales department sent me to take over the Guanghua service station, responsible for management and customer development work. Under the correct leadership of the sales department leaders, with the support of the employees of the brother department, I participated in the redevelopment of the Guanghua service station. The whole process, the transformation of power grid wires, the reconstruction of telephone system equipment, and the reconstruction of regional networks have overcome many difficulties, minimized costs, and improved service quality and reputation. Because here we are taking the Yinxuetong line set up by the E-commerce department at the time, and belonging to the Jingzhou sales department. The e-commerce department of each business link is very different from the sales department in the process, and the basic business knowledge is the same, but The business process and process are basically decoupled from the business process of the sales department. This requires the business risk to be further strengthened. Therefore, my requirements for myself have been further improved, and I have been using my spare time to strengthen my business knowledge and business process learning. Contact and communicate with the business risk contact department of Jingzhou Sales Department, E-commerce Department, etc., and strictly regulate the business operations. The business norms are exchanged for high costs. On the basis of the company's standardization of business, I have combined the actual situation of the Guanghua area and adopted flexible applications in handling various businesses, providing a double benefit for the company's interests and customers' interests. Reliable guarantee.

Second, open up contacts and expand reputation

A service industry has a foothold in one place, occupying market share, and expanding its reputation. It has a lot to do with the support of local local government departments and the strong support of partners. Since the beginning of this year, I have worked hard in this area. I have already gained the trust of various local government regulatory authorities, such as the local industrial and commercial bureau and the Urban Construction Bureau, and agreed to support us in policy to help us gain a long-term foothold in Guanghua. Occupy market share and expand reputation. And it has further communication and in-depth cooperation with the partner Bank of China. It is not only the cooperation in basic business, but also the initial cooperation in seeking incremental funds and expanding market share. It has now expanded to Qianjiang City, although At present, the effect on incremental funds is not particularly obvious, but some customers have gradually transferred. In the next year, we will further explore ways of cooperation with them, and give full play to the initiative of bank staff in developing customers.

Third, innovation and development, in the development of competition.

The securities industry is an industry where new things are constantly emerging and an increasingly competitive industry. Be determined to innovate, keep up with the trend of the times, and be the only way to win by competition. Here, at the beginning I was not very familiar with the customer, so I took the initiative to contact the customer, find them one by one, and asked them to come to me and study and discuss with them. There are many differences between customers. For customers, we must carry out policy enthusiasm, technical support, and help their assets to maintain and increase value. After discussing with them, they talked about their experiences and put them into practice. They have achieved certain results and achieved The trust of the customer. In this year, the customer sleep customers of our service station have been fully mobilized under our support, and at the same time make full use of resources, seek incremental funds, and successfully achieve the purpose of profitability at the beginning of the year.

Third, there are problems

The market value of Guanghua Service Station customers is still relatively weak, and the return on net assets needs to be further improved. I will try to improve the turnover rate of customer bonds from the perspective of attracting incremental funds and revitalizing internal assets. In terms of current customer market value and transaction volume, the turnover rate of customers is already very high, and the number of traders is relatively concentrated. Mostly concentrated on a few people. The main problem is that the number of customers is too small and the market value is too small. The main task in the next step is to focus on attracting incremental funds.

Although the securities industry is currently in the adjustment of winter, the new national policies and the continuous growth of the national economy have provided new opportunities for the development of the securities market. After joining the WTO, opportunities and challenges coexist, and development and innovation are new. opportunity. Looking back over the past year, I feel that my heart is full and I look forward to the next year. I am more determined and confident to do a better job in Guanghua Service Station and fulfill my mission. I can have a more brilliant future for Changjiang Securities. Work hard tomorrow.

Shi Changsheng

2005.1.9