2014 sales work summary

Article 1:

Seeing a passage and feeling: There are two types of people who are destined to have nothing in life: one is that there is no courage to give up the long-lost but ridiculous land, and then to find the fertile and prolific field; the other is to search for fertile life all the time. The field of production has never bowed down and earnestly cultivated the fertile fertile soil at the foot! I am glad that I have found fertile and fertile soil-------- Fengchao Network Technology, focusing on website construction, website promotion, website The optimized Fengchao network has been recognized by many companies in the market. Our marketing concept is unique and novel. Our strength and advanced technology. In the winter of the Internet market, Fengchao Network is unique and spring.

In the past month, I have walked through the wind, gone through the rain, have joy, have been frustrated, summed up some emotions, and shared together:

1, mentality. As a salesman, you must have a good attitude, not because you are working because of working, but when you are young and prosperous, you should lay the foundation for your future. We are not working for Fengchao Network now, but Fengchao Network provides a good platform for us to play, give us exercise, we are also the owner of the company.

Be sure to have patience and methods to do sales. Because sales are started from being rejected, no one has done so smoothly. Only after being rejected will you know your own shortcomings, and you will know the needs of the market in order to inspire your fighting spirit. Therefore, being rejected will be experienced by anyone who is doing sales. Don't be rejected and affect your mood and goals. This is to decide your mentality. After many salesmen have been rejected by several people, they have no confidence to go to the market or have the courage to negotiate with others. Rejection is the beginning of success. I call 150 times a day and 130 or more are rejected. But I always care about accepting my customers and continue to play 150 channels the next day.

2. Professional, as a salesperson must be professional. In fact, the sales model is the same, but the products you sell are not the same, then you can change from this line to that line, just learn about the products you are currently selling. There are a lot of people who can do business without being professional, but only professional can make big customers, customers can turn around you. Because you are professional, others work with you to rest assured that only you are professional, the customer has no worries, because he depends on you to make money, even if you ask three, I do not know what people do with you. Really, Fengchao Network and many Internet publishing companies' technical support and answers are the best places for us to learn professional knowledge. Many gold and silver treasures are in it, everyone must dig!

3. Improve their image and senior quality. In fact, the premise of selling products is to sell yourself. Once the customer has spotted you, no matter what aspects of your company, he is very happy to cooperate with you. This is to play your expertise. People can't look at each other, no matter how you look, but you must have temperament, you must have confidence, you must have vitality, you must have the ability to adapt to the situation, but don't slick your mouth, the oil chamber slips, so that customers will be disgusted, and there is no trust. . Although the customer is God, we must not be humble, do not blindly move to the customer, because the customer's request is endless, but can not say no arrogance. In short, we have to make sense, to convince people, to serve people with morality. Doing sales is a matter of playing digital games. Be sure to be diligent and informative. Then you must work hard to run. The more information you have, the easier it is for you to talk about customers, because only knowing yourself and knowing each other can win every battle!

Since it is sales, you must understand the methods, master the skills, and listen to my experience. See if you can help.

1. First in the main. Since sales, then you also know the products of your competitors, where are the best, and what are the shortcomings. This requires you to understand more about market conditions and dynamics, you must go more and more analysis, so that you can inform the prophet. Only when you have a heart to talk to your customers is it easy to face. Understand the current practices, dynamics, etc. of the Internet company, understand customer industry information and more.

2. Determine the intended customers from visiting customers. Since you have been in the market, you should not rush to seek success when you visit the market for the first time. It is rare to go to a family. This kind of thing is rare, but it may not be a good thing, because you have no choice at all. If you go to the market, someone will definitely ask about your service. Someone who wants to know about your service will have a play. Choose a customer with better intentions from receiving your customers as the next visitor. Our sales are not seen by anyone who introduces their company services, because you have not yet understood the real thoughts of customers, people do not need them, so we introduce ourselves and express ourselves according to the wishes of customers. The topic, don't ask the blue and white to shake a pass. Don't let people say a word, I don't need it, then you are very embarrassed.

3. Guide the demand from the intended customers. Since we have found the target, we must slowly make the customer interested. At this time, we must guide the demand and cause the customer's interest. We have a topic, which is the key part of the sales process. We first help customers analyze the market, analyze the market, and let customers feel that your analysis is reasonable, then compare their selling points with other companies, we will avoid weaknesses. We should not blindly say that others are not good, and do not blindly boast about how good things are. When the customer hears the truth or appreciates it, our play comes. Customers often ask how your results are. I often say a word to the customer: "I don't know how to use it with you. It's really good for you and your users to say good things, and you can just ask us." Consult the customer of the service so that you will believe what I said." At the very least, a salesperson will not say that his or her own things are not good. If you blindly boast that your customers will be resentful, you can’t believe it. We give customers an accurate answer from their self-confidence and determination. Sales are not the same. Successful sales people must learn to develop the ability to understand customers, and do not have unnecessary disputes with customers based on their own ideas, which is not good for you.

4. Contribute to the customer's determination to sign the contract and then order. We need to understand the customer first, and then let the customer know about the service. Since the customer understands the company, understands the service, understands the effect after doing it, what are you waiting for? Such a good opportunity is in front of you, and it will be a pity to lose it. The machine is no longer lost, and the loss is no longer coming!! As a salesperson, you must remember and have a letter. Being able to act as the master of the game, if you can't promise the customer, don't blindly promise the customer, so as not to deceive the customer. You deceive him once, and the next time you say anything is useless, or you don't agree, you can't say it. The customer is supreme, but don't just take it, you must be humble.

5. After sales service tracking. Since cooperation, then we must do a good job of after-sales service. Not everyone is so professional. We have to give our customers a reassurance. We have a lot of salesmen who always deceive customers in the market. Remember, we must be honest with every customer. Helping customers is helping the company and helping you. You count the customers blindly, in fact, the ultimate victim is your own, is your company. The benign development of a company cannot be separated from the support of benign customers!

At the end of the day, give everyone some confidence. A successful sales person is not afraid of failure, only those who have failed can find a successful method. No one can succeed at once. A young reporter asked Edison: "Mr. Edison, your invention has experienced 10,000 failures. How do you feel about it?" Edison said: "Young people, let me tell you a way of thinking, maybe yours. In the future, there will be great benefits. I did not fail 10,000 times, but found 10,000 kinds of invalid methods. "It is obvious that before giving up, it will not be a failure, and it will not matter how many times it falls. Whether the important one can be renewed. stand up. Never give up, and people who are not halfway can win the final victory. Blessing every colleague of Fengchao Network Technology will accomplish its goal every month for the next month!

Article 2:

This week's 480 sales completion rate was 160%, and the excess was 60%. The sales completion rate of 480 stores in November was 60%; the task was completed in December; 65% of the tasks in this month have been completed in the first two weeks of this month, and the sales increase is fast. Analysis: First, the traffic on New Year's Day is larger than before, and the second is the promotion of the store. As a magic doctor, skin care sales experience is very rich, and the connection is good; the third is that although the support for the staff of the store is not very strong, but the daily incentives for the promotion are constantly on the lookout, all the time is excavating the employees' own strengths, in the incentive Let me realize my own advantages,

Thereby taking advantage of its own advantages and increasing sales. This week, I have to mention 502 stores. Although the sales of 502 stores are just over the week, the sales of 502 stores this week are much better than any other week. Although the 502 stores are Watson's Class A stores. However, our brand's weekly sales of more than 4,000 in this store are relatively rare. Analysis: First, the competitive disadvantage, the previous 502 store our display position is not very good, in the men's area, coupled with the back to the Mitsuki show, the basic promotion of Mitsu mid-night class is maintained at more than 5 people, they are very powerful people, Compared with our sales promotion, it is relatively weak; the second is the display position. This week, 502 stores adjusted the display position. Our position is adjusted to the east-west main channel position, although it is the second end frame in the west, but compared with the previous display. The location is still very good; the third is staffing, a promotion was fired last week, because the promotion went to work in January, the progress is not very big, began to give her the opportunity to think that for product knowledge and sales skills and Watson's management have An adaptation process, but after a month of observation, it was discovered that the character is so arrogant, that is, too embarrassing, can not be qualified for Watson's sales atmosphere, so sent a training teacher to support the store on Monday, one is temporarily replenishment, the second is to drive The sales enthusiasm of the long-term promotion, the formation of sales to catch up with each other.

This week, the total number of members is about 30, and the old members are 5. Compared with the previous members, the total number has decreased, but it has improved the effective return rate of customers. Old customers are now paying higher rates for skin care products.

There was no training arrangement due to the meeting back to the company this week. On January 4th, all staff training sessions were held, including training teachers. The training content is: 1. Product knowledge key point training; 2. Sales skill refining training; 3. Key problem summary training.

This week, 685 held a weekend promotion, and Zhang Ying, the training department, assisted in sales. This week, the 502 and 671 positions were adjusted. In general, the 502 position adjustment is ideal. Although the 671 is adjusted from the C area to the A area, the channel is narrow, and it is difficult for us to retain the customer after the display position. Make adjustments.

Next week's work plan

1. Complete the weekly sales plan;

Second, coordinate with the store to communicate weekend activities;

Third, the location of the store to follow up;

Fourth, the forging of team cohesion.

The summary of work is a summary and reflection on past work. To sum up is not only to report to the superiors, but also to reflect on their own work. Through continuous reflection and summarization, each person can be motivated to do their job better and improve their performance.

The work summary is well-ordered and has a certain template. Just like writing ancient Oracle, there is a certain format. As long as you write the work summary according to a certain format, you can certainly write a perfect work summary. Although the work summary has a certain format, this format is only for the convenience of writing work summary, really write a good work summary, need to constantly summarize and constantly reflect in the ordinary work process, good work summary is rich in content.

Now I will talk about how to write a good job summary about my work summary format. A good work summary should include the following conveniences:

Start: Briefly introduce your work background, including job position, nature and content, introduce the care and care of your personal work during the past work, and summarize the work since this time compared to the last work report What progress has been made in my work at the time.

Such as:

Since I joined the company at xxxx, I have served as a senior city commissioner in the marketing department of the Marketing Management Center, and I am mainly responsible for market research. Specific tasks include writing professional market analysis reports, competitive project research, market dynamic monitoring, and providing relevant advice for marketing strategy adjustment. With the guidance and guidance of colleagues and colleagues, the basic quality and quantity have completed the various arrangements of leadership at all levels. jobs.

text:

I. Report on recent work:

Explain in detail the job position, content, purpose and nature of your position in the company during this time, and introduce what you have done in your job during this time, by listing them in the form of points.

Such as:

In the past few months, as a quality inspector, I have carefully studied the company's quality management control process. According to the requirements of the job responsibilities, I mainly work on:

1. Sampling and storage of raw materials

I strictly follow the company's management requirements, and do not miss it. Learn the physical and chemical properties of various raw and auxiliary materials and store them reasonably.

2, sample inspection

Inspection work is a delicate inspection process. "Details determine success or failure." In the course of the experiment, I did every test with a rigorous work attitude. At present, I have mastered all the inspection methods and procedures of raw materials. Thanks to my master and my colleagues, you taught me this.

3, data processing

When recording data, I recorded, summarized and reported each experimental data in accordance with the principle of “pragmatic and truth-seeking”. Do not report errors or false reports.

Second, work harvest and experience

Combine what he has done in his past jobs, talk about his work gains or work experience, and learn what he has learned through past work and study.

Such as:

1, attitude determines everything

Be sure to be meticulous when working. Be careful. You can't always make mistakes. If necessary, check your work results to make sure your work is safe. In addition to work, we must always summarize the work lessons, continuously improve work efficiency, and summarize work experience. Although I will make some mistakes at work and be criticized by the leaders, I don't think this is a shameful thing, because I think these mistakes and criticisms can make me avoid similar mistakes in my future work, and can let me Grow up faster at work. During the time I worked with everyone, I was deeply impressed by their rigorous and serious work style. I also learned a lot from them that they lacked.

2, diligent thinking

The daily work of the post is cumbersome, and it is boring in a few days. This requires us to be diligent in thinking, improving working methods, improving work efficiency, and reducing working time.

3, keep learning

Constantly enriching my professional knowledge and professional skills will make my work more convenient.

Third, their own shortcomings and areas for improvement in the future

After the above summary, write about the mistakes that you made in the past work or the lack of exercise, and set goals to overcome the shortcomings in the future and correct the shortcomings.

Fourth, talk about your own ideas and suggestions

1. Briefly talk about the company's views, and combine your own work experience at the grassroots level to talk about your own opinions or suggestions on the company's recent work plan. For example, a personal profile of the company's recent brand strategy promotion program. You can also talk about your own suggestions for the challenges facing the company's current competitors.

2. Talk about your own opinions on the industry.

3. Talk about your own career planning.

Such as:

The concern in 2008 made me put some personal opinions on the company's brand promotion;

Ideally, my brand strategy: First of all, our company is specialized in producing wind batch, electric batch, batch nozzle, pneumatic wire cutter and other tools. The batch nozzle is our strongest one, so in the brake pump, try to use your own brand. Secondly, some large distributors will insist on using their own brands to integrate our products into the market, but we should still find ways to enter the XX brand into the product; in addition, the brand's start is based on the promotion of stable quality in the market. Established, just like the quality brands that most consumers in China still know are dominated by foreign brands. People know what to drink and what brand to buy, what brand of sports shoes to buy, what brand of mobile phone to buy, the product of mobile phone Or the quality of this brand is better, even if you buy a local car, you must first look at whether the international partner of the manufacturer is Japan or Europe and the United States. Because of the superior quality of those famous brands, people will subconsciously promote each other; in addition, we The scale of the company's outsourcing procurement is gradually increasing. For the outsourcing products, we should upgrade our RU with our own brand. The IXIN brand specializes in the image of wind batch, electric batch and batch Tsui. We consider the long-term strategic vision. Finally, the continuous promotion of the company can enhance the brand's popularity and the long-term benefits of the brand.

With the continuous expansion of the company's sales scale, the deepening of the market structure and the improvement of product technology content, how to effectively expand India's market share should be our top priority; now we set up an office in Guangdong, all for the purpose Win more market share and effective management of local and surrounding markets; we must not forget the promotion of CRM, effectively manage the relationship between customers in each region and our friendly and long-term cooperation. We have to master Take the initiative in product advantage to get the market instead of waiting for customers to come to us.

Article 3:

Time is like running water, and soon 10 years have passed. Looking back at x years, the following is a summary of my year as a sales manager:

I. Review and analysis of sales performance:

Performance review:

1. Opened nearly 30 new cooperative customers.

2. The sales return from August to December exceeded the previous year's return performance from March to August.

3. The remaining problems of the market are basically solved. The market body has gradually returned to health, and there is a basis for further expansion and improvement.

Performance analysis:

1. Positive factors contributing to performance:

1 Adjust marketing ideas, contract market expenses, and lower the threshold for cooperation funds for new customers. Although it was once laughed behind by people, "effectiveness is the last word"! My company's thinking is one of the important factors that contribute to performance.

2 Strengthened the process management of the sales staff's work, and the work effectiveness has improved.

3 The “economic incentives” method of increasing the proportion of commissions and developing additional incentives for new customers has formed a positive attitude of “there must be brave glory under the honour” and is also one of the important factors contributing to the performance.

4 For the solution of the remaining problems of the market, according to the “priority and priority” program, adopt the guiding ideology of “adhering to the principle of corporate interests and dealing with effective basis”, so that the solution of the problem is not the benefit of the company.

2. The negative factors exist:

1 The sales staff has insufficient understanding of the company's instructions, the customer positioning is not stable enough, and the customers are not developed in strict accordance with the terminal ideas. Some customers have certain mistakes in their choices!

2 The mentality of the sales staff and the company's salary system have a "quick success" situation. The sales staff only wants to have money to return to the company's account, but there is no more consideration of whether the customer is suitable for the company's cooperative positioning and long-term development.

3 When customers choose the company's products, they are more concerned about discounts and low prices. Therefore, many of them have not paved the way into the terminal stores, or even have no terminal awareness, and directly turn the company's terminal brand into a distribution product with no advantage.

4 Most agents have the concept of “wait”, “depend on” and “make”, but the company’s product price has dropped to the bottom price, and no more profit has been supported.

5 company's brand positioning terminal, but the lack of visual advantages in packaging, promotional gifts are not new and rich, and the promotion of product promotion and sales is not big.

6 Temporary lack of brand-driven strategy to enter the market, can not promote the brand's hot sales.

7 sales staff can not effectively implement the company's guiding ideas, so far has not established a model of brand-like style

8 Sales personnel lack uniform marketing training. There is no unity and coordination of ideas, ideas, methods and work execution. They are often good at market development and not good at market maintenance and promotion.

2. Review and analysis of cost inputs:

Cost review:

1. After the marketing policy is adjusted, the market expenses can be controlled, and the company's profitability is stable. From August to December, the profit amount increased from March to August.

2. The fixed risk of personnel expenses is reduced, and the loss of human resources is basically curbed. From March to December, the labor cost is reduced and the surplus value is increased compared with the period from March to August.

Cost analysis:

1. Positive factors:

1 After the company proposed the market cost contracting policy, the cost trap was prevented to the utmost extent, and the cost overrun was controlled.

2 The company adjusted and formulated a new treatment plan for sales personnel. The company's fixed risks were reduced, and the people's competitive awareness and challenges were strengthened.

2. Negative factors:

1 The marketing department has no data statistics support, and the control of fees is more blind.

2 Market support expenses and personnel expenses reimbursement, etc., the marketing department has the phenomenon of “informed to know, no approval”, and management cannot be strengthened.

3 Individual management concepts are old and conservative, and they cannot actively follow hierarchical management. Therefore, the entire management lacks scientific processes.

4 The phenomenon of “one sign” of the boss still exists.

Third, the review and analysis of the marketing team's construction:

Team building performance review:

1. The “grazing” of the salesperson is now

The psychological pressure of the staff and the sense of crisis in the work, so that the initiative of the sales staff continues to increase. The psychology of “taking peace of mind” is conducive to the improvement of work initiative and work effectiveness.

2. Analysis of negative factors:

1 The company's internal auxiliary management is not in place, and the team management effectiveness is reduced.

2 Some management personnel of the company have a conservative management sense and the effectiveness of team management is reduced.

3 Sales personnel have long been adapted to the management of “loaning”, and have a certain adaptation period from the conceptual, psychological and behavioral perspectives to accept more effective management.

There are some people who have the concept of “old fritters” and have a certain sense of superiority. Therefore, there are ideas for “strong and muddy” for the company to strengthen management.

The 5 people are in a bad position and hope to drill the loopholes managed by the company. Therefore, it is hoped that the loopholes managed by the company will always exist and even increase.

The general reflection of the characteristics of 6 people: the visibility and transparency of managers' management is relatively low. Therefore, there is a certain degree of susceptibility to the management of increasing visibility.

7 The company's senior management adjustments, the sales personnel who have experienced the accident see the wind and the rudder, the left and right sides, the opportunity to get through the customs, do not follow the company's management, and return to the "lost state."

8 Everyone wants to be a good person, and lacks the management personnel who take the initiative to be a "wicked person". The management principle cannot be adhered to, which is equal to a piece of paper.

4. Review and analysis of internal management operations:

Review of operations:

1. Basically solved the phenomenon of not shipping according to customer orders.

2, the company develops the work clothes, and stipulates the dress time, the company personnel have a more unified image.

3. The clerk's work has a certain division of labor, and the work procedures, methods and responsibilities are gradually clear.

4. Developed and implemented a new administrative management system, gradually standardized the behavior of employees, and the management of attendance and other equal treatment, tending to standardization.

5. The customer profile is basically established.

6. There is a regular meeting on Monday and Saturday, and the work has a positive and clear atmosphere.

Analysis of the negative factors that exist:

1, the department is not very collaborative, they all like to turn around the boss, like to push the boss to the "work front." On the one hand, it cannot form a management level; on the other hand, it promotes the phenomenon of “one-off sign” and keeps the boss in a passive state. Staying at the ideas, concepts, models and behaviors of small companies is the biggest obstacle to the company's scientific management process.

2. The customer management ability is weak, and further capacity needs to be improved and improved.

Fifth, the main problems:

1. Sales management has no data:

A formal annual work summary report, should use data to speak, but ... real sales management must contain two parts: First, the management of sales returns; Second, the management of sales expenses. Thus become a real business. Management requires data support, which is equivalent to the need to have a telescope to help the bullseye. Every time you shoot a gun, you should check the results so that you can adjust it to the highest possible target accuracy. The current sales management of the company is equal to closing.

The eyes slammed the gun and only knew where the direction of the target was. As for the result of each shot, it was only judged by experience to adjust the shooting position. So the target's hit rate can be imagined! So I think that the correct management should be every half a month, the finance department should provide detailed data to the sales department to help the sales management judgment and adjustment, in order to achieve the highest management effectiveness!

2, management no level:

The company's employees often hang a word "I want to ask the boss...". The intention is that the boss is the ultimate decision maker! But I think that the boss should spend money to hire us. At least there should be three purposes: first, to create surplus value for the company; second, to solve problems for the company; third, to help the boss break down and take responsibility. Therefore, employees should take the initiative to help the boss analyze the problem, solve the problem, and hide the boss behind the scenes. Otherwise, it is the boss who is good at making evil people! - For example, if a customer wants to apply for a certain support, if the company gives support, the customer will think that "the boss is good"! If the company does not give support for other reasons, the customer will naturally I think that "the boss is too fine"! Correctly, I believe that the boss is always a "good guy" and always maintain the positive image of the boss.

As a company manager, it is the person responsible for judging and handling general problems, and is doing things for the boss. If the big things and small things let the boss judge and deal with, it is equal to the boss is doing things! Since the boss is doing things himself, please ask some clerks, and you need so many managers, bosses! The other boss "a sign" is absolutely correct! ——The correct premise is that managers at all levels have the responsibility to help the boss judge and ensure that every one of the bosses is signed correctly!

Moreover, the management of the company is analyzed from a management perspective. "A Management Model" has always emphasized the level and span of management. Managed flat

Flat, suitable for small organizations. When the organization continues to grow, it is difficult for people's energy and ability to directly adapt to the ever-expanding management and face. If you can, the emperors do not need to set up so many departments, and raise so many ministers! The big things in the company are handled by the boss. I believe that the boss is not enough for 48 hours a day! The boss hires the manager is equivalent to raising a group of "leisure people" who do not do things with money. The boss is not doing business as a business, but Be a "philanthropy"!

I have always been that the management of the company should be an automated production line, and the boss is just the automation operator who masters the switch. Of course, the "production line" must be truly automated, and the quality requirements for each "component" are relatively high. I think that as the operator, the most worrying thing is the quality of the "parts"! - because the "parts" are unstable in quality. On the one hand, the operator's psychological pressure and vigilance will increase, more tired. In the second aspect, the operator will often play the role of “mechanical maintenance worker” who replaces the “parts”; the third aspect, production

The “product” is difficult to achieve “expected quality”; in the fourth aspect, if the quality is unstable, it is “important component”, which may destroy the entire “production line”!

3. Management has no process:

The production of shampoo requires the basic process of ingredient-stirring-filling. In the case of a certain amount of ingredients, the process of mixing determines the quality of the shampoo! The management is also the same, and the intermediate management process directly affects the management results. If you save the intermediate process and put the ingredients directly into the shampoo bottle, it will be equivalent to turning the raw materials into garbage. At most, it can only be regarded as a semi-finished shampoo. It does not achieve the expected results, or the quality of the results is not the best!

Of course, the above is an analysis from the results. If you analyze from the process, there will be some things that everyone is doing, some things are not done! Some people are too busy to be effective, some people are idle and idle! For example, a file is faxed, the clerk does not know Who should deal with who to deal with or who to deal with first? Who is the only way to tell who is given to whom! The result is almost all handled by the boss!

Six, improve management recommendations:

No matter what kind of viewpoint, no matter what kind of management, no matter what kind of people to build and implement management, we must fundamentally solve the three major problems of the company:

1. The problem of poor execution:

No matter what kind of management, no execution or execution is not in place, it is not a piece of paper, it will not achieve the expected effect, and it will always be the same!

2. Responsibility is not linked to authority and interests

The problem:

If you have the right to have money but no responsibility, anyone can mess around! If you have a problem, you can leave the ass! If you work, anyone can go, but the boss can’t go, so the last problem left is only the boss’s own responsibility. Moreover, any employee who does not have to be responsible for the benefits he enjoys is “proletarian thinking”, and maybe one day he can “kill the rich and help the poor”!

3, the problem of doing things has no end:

There is such a sentence in "Super Success": the winner will never give up, the abandoner will never succeed! How can success be achieved without beginning or end?