Sales work summary essay

Article 1:

Internship location: Jinzheng Fuyuan Hall, Hedong District, Tianjin

I. Introduction to the internship unit

People say that the internship during college is the turning point in your entry into the society. My five-month internship period is over. In this short-term internship, I learned a lot of knowledge that I couldn’t learn in class. Benefited a lot. Now I have a summary of the internships over the past few months.

First of all, let me briefly introduce our company:

Our company is Sichuan Jingzheng Biotechnology Co., Ltd. It specializes in the research and development of traditional Chinese medicines such as Ganoderma lucidum and Cordyceps sinensis, high-tech research and development methods such as modern bioengineering technology and preparation technology, and the production of health food gmp as standard. Advanced health food specialization technology company.

The company is located in the Western China National Traditional Medicine Modernization Technology Industrial Park. The director of the Institute of Precision Biology, Professor Yu Yongxin, the chief medical expert, is a well-known and authoritative fungus expert at home and abroad.

The essence of heaven and earth, the world is perfect. Sichuan Jingzheng Biotechnology Co., Ltd. pursues the corporate philosophy of “Boutique, Authentic, Character, Famous”, relying on high-tech such as modern biotechnology, using modern biotechnology, preparation technology, micro-scale cell breaking technology and other high-tech, Successfully developed a series of high-grade health foods such as “Jingzheng Fuyuan Granules” and “Jing Zheng Cordyceps Ganoderma Lucidum Capsules” consisting of three essences: Ganoderma lucidum extract, Ganoderma lucidum spore powder, and Cordyceps powder of national pharmaceutical grade. It is a fine product that promotes and innovates the essence of traditional medicine in the health food market in China.

Second, the internship content

1. Internship purpose

Through sales internships to understand the marketing situation of enterprises, on the basis of this, the professional knowledge and practice of the students are closely combined to cultivate practical work ability and their own observation and analysis ability, to achieve the purpose of learning and improving their comprehensive quality.

2. Internship process

During the internship, I mainly implemented my work in two parts: the first part is the training of the company, and the second part is the formal work of the expatriate in the market.

a) Training in the company

The training in the company is mainly to let us know the company's sales model, sales methods and company's relevant rules and regulations.

On the 11.26, I entered the company to apply for a job. At that time, Jiang Jie received me. She accompanied me to the office of Ding Manager. At that time, Ding Manager went to the school to apply for it. I also knew about it. I was admitted very smoothly.

First of all, I entered the training department. Three of our professional students are also here. I met Xue Jie here. We need to remember the company's rules and regulations and learn how to sell the company within a week. This needs to be assessed. Six days passed, but I encountered difficulties in the assessment. Xuejie gave me a lot of encouragement. I am very happy that some people care about me so much. In the end, I passed the assessment and I was very happy.

Next, we have to go to the store to learn how to implement the method. First, after we entered the store, we were anxious to see a lot of things mentioned in our training. We saw that the last year’s seniors wore these hundred shackles and were called “teachers” by uncles and aunts. I envy them. From small to big, my ideal is to be a teacher... Also we have to learn all the ways of doing business in a week. At first we can only see, through what we see and hear. Learn everything. So I learned to observe, learned to treat customers with a smile, and learned to feel the feelings of customers. After returning home at night, I will ask questions and learn how to learn from the seniors. Soon I mastered the methods and workflow in the store.

Just when I was in charge of the White House, I received a notice from the company. I and another colleague were sent to the Tianjin market. I have always wanted to have my own work as I did on TV. I lived my life eight and five nights to realize my dreams. Now that I have this opportunity, I really want to exercise myself. So my other colleague cried before leaving, but I didn't cry.

What impressed me the most was what the company’s music manager said to us. He said that the old people of our company always started from scratch. When the company’s sales were most difficult, the boss also paid the debts to the employees as scheduled. The health food itself is “people-oriented”. Our business philosophy is that our company is serving the people in the business philosophy of “having money without money and health”. I am very grateful to me for choosing this company. I like its business philosophy, because in the process of learning, I can serve my uncles and aunts, and bring them health. I also want to improve myself by working to make myself grow up. Because I no longer want others to take care of me, I have to learn to take care of myself, and I have to learn to take care of others. This is my long-cherished hope.

b) Work in the Tianjin market

My sister and I came to Tianjin as a municipality by train. The manager and a colleague came to pick us up. At first I didn't see that the child who grew up and could make you happy was my manager. I knew what I called "people can't be seen". Hehe... We were sent to the branch. From the train station to the head office, we saw the Italian-style buildings. Tianjin is not a municipality, huh, huh... But Tianjin’s overall impression is that Tianjin people are under pressure. Every family will raise dogs and release them by walking dogs. Mood; traffic congestion - every family has a car, but riding a bicycle to work; Tianjin brings together people from many cities across the country, eating complex. After the manager sent us to the Hedong store, I cooked it for us. Hey, he would cook, really admire him! He is also very tired to be a manager?!

When we came to the store, we experienced an event. Because there was no contact, I needed to ask a lot of questions. I found that when I met my uncle and aunt, they would solve it quickly and calmly. I really admire them. I found that I can learn a lot of things, and I put a lot of enthusiasm to do the job well.

After the event, we officially became the instructor, responsible for the lectures and orders in the store.

1. The explanation of the big lesson is mainly to pass the in-store method to the uncle and aunt, and also introduce yourself to the uncle and aunt.

I have a great sense of pride and a sense of mission when I put on a hundred shackles. I have to give lectures and be good teachers. When I first started speaking, I was a bit timid. In the face of so many uncles and aunts, there was a blank in the head, and the good lessons on the back were a mess. The teacher in the store will give me advice and encouragement. After I have fully improved again, I found that I will be very good at grasping the time when I lecture, and I will be very patient in helping my uncle and aunt explain the method and answer the questions raised by my uncle and aunt. In the days of the lectures, I will intersperse from time to time some small jokes and little stories that my uncle and aunt are very fond of listening to. Sometimes I will help other teachers to pave the way for the lectures. Slowly, I find that the lectures are at your fingertips.

2. The process of taking the order is the process of learning and unloading.

When you receive the order, you need to fill in the customer registration form. When I know the condition and living conditions of an uncle and aunt, I will learn more about medical knowledge and relationship with living habits. In addition, in the store statistics customer registration form in order to cooperate with customer service work, easy to customer service statistics and feedback work.

The most important unloading of the order, this is also the exercise of their eloquence and professional knowledge, I found that I slowly learned more Chinese medicine knowledge, learned to speculate the customer's psychology, learned. Apply what you have learned in training to your customers. In particular, I found that people in Tianjin are under a lot of pressure, and they quickly enter their hearts from family and work. Many of them will cooperate with the unloading process for their own health. If you really want to consult and don't want to buy something, I will face them with the most smiling service, so that when he considers his illness, he first thinks of it. It is our company. Moreover, when the uncle and aunt feedback the condition, they often find the teacher when they pick up the order. This is all the way I am slowly improving myself, and also the way to find feedback for myself.

Of course, we try our best to do our best, but when there are mistakes. For example, sometimes the method is different from other teachers. Sometimes the products in the store will be out of stock... We will propose methods in the morning and evening, I will give the store a lot of good methods, this is how I feel myself. Very time to reflect value.

Work in the store is gradually getting on the list: standing, cooking, cleaning. These are our normal work contents... Through the post, I found that the simple work needs to be done well--aunts and uncles, registration, uncles and aunts go home, and every stage is smiling. After a period of cooking, my rice will never be hard, or it will be like porridge; I also learned to cook, return home and give my mom and dad a northeast dish and salad, and got my father and mother. Praise.

In life, they all take care of me and call me "Little Witch". If I have any difficulties, I will help me. If I have any good things, I will let me first. Maybe I am growing up, I still love and they love to say love. Laugh! I feel very lucky and happy. But I also grew up and achieved my goal: I can take care of myself, no longer the one who was in a hurry to meet things before, do not know what to do; no longer the previous one to see others have troubles I don’t know how to help the children; it’s no longer the clumsy stuff that puts my own things in a mess... I learned to look at things calmly and then patiently solve things; I learned to comfort others and learn to care for patients. , learned to arrange your own time and things...

Third, learning experience

Whether it is life, work or study, there will be many setbacks. Through this five-month internship, I learned to accept new things and difficulties by changing my mindset; I also know not to influence others because of myself, especially at work. In the middle, you give someone a smile, maybe someone will give you a big laugh; I also understand that the knowledge I have learned at school is sometimes difficult to apply in practice. The teacher teaches us a lot of methods, we have to learn to The combination of ideas and practice; I know that everyone must have a sense of responsibility, must do a good job for their work; the most important thing is that I have achieved my goal - to grow.

Article 2:

Time flies, I have been in the company for 13 days since I entered the company on July 28. Although the time to enter xx is not very long, the understanding of xx is not comprehensive, but I think that "exquisite life, from the details", not only must be reflected in the xx brand's outstanding quality and excellence, generous and decent material, discount The actual price, it must be reflected in the on-site service, friendly and welcoming on-site service, as well as perfect and timely after-sales service.

After entering the company these days, I have been studying hard to understand and adapt to the working environment. Here is a brief review and summary of the work of these days:

First of all, after learning about xx corporate culture, I had a chance to study in Shilu International Shopping Mall for three days. Face-to-face communication with customers, truly facing deeper learning of products. Under the patient guidance of Zhang Jie and Chen Jie, the overall understanding of the xx products' own advantages and competing products, and learning a lot of points and skills in terminal sales. Here, thank you for giving me this opportunity to learn, and thank the sisters of Chen and Zhang for the international shop.

Next, when the Gome was opened on July 31, and xxx was studying at the terminal for one day, my learning took a new step. In this day, listen carefully to the introduction of the two promoters and customers, how to let customers stay in our store, how to let customers put their doubts, etc., feel deeply. The customer is God and must be eager to wait; the customer is also the "devil", the most difficult, and must be patient and enthusiastic.

On August 7th and 8th, together with Shilu Gome and the Huachen Jiayuan’s feedback group buying event, I made a deeper understanding of what customers think and what customers think, and made my own ability new. height. In fact, we all know the psychology of customers. Everyone who buys things has bought them. The most common psychology is nothing more than shopping around. The most common thing to listen to is to "take a look." Convincing him in different ways is the most important sales technique for different guests. I am trying to get closer.

This twelve-day study is the most valuable asset for me at the moment. It is not only reflected in the learning of xx culture and product knowledge, but also in the improvement of my own ability. Through my efforts, I have received very good results, and I have been affirmed by the big brothers and sisters who patiently taught me. This is something I am gratified for. Now, the water heater, range hood, and cooker have been fully understood, and the water purifier has not been fully trained. In the next work, I will definitely learn the knowledge of our products and competing products, will not disappoint the company's expectations of me, and let myself improve the ability to work faster.

Through these days of understanding, I also want to talk about my understanding of market supervision:

Different industries have different ways of supervising. No matter which industry, you must first understand the industry. The supervision work can not be limited to the management of the promoters. On the one hand, the supervisor should improve his literacy, including the knowledge of sales techniques and means, so that the promoters can solve the problem in time when they encounter sales problems. On the other hand, it is necessary to further strengthen its own coordination and management capabilities, and be able to handle some of the big or small contradictions between promoters and store owners, promoters and other company promoters, promoters and shop assistants. At the same time, it should occasionally help promoters to sell. This will not only let the store owner and the store clerk know that we are not only on the cabinet, but also let the promoters know that we are always paying attention to and paying attention to their sales. Their gratitude can also help the overall sales increase. With one arrow and two carvings, you can understand the current situation of sales while helping to sell. Exaggerated point, I think that excellent market supervision is a complex of angels and devils, because it will make people love and hate, not only to be a good teacher of the promoters, but also dare to face problems, can not compromise.

After thinking last night, I summed up myself as a supervisor. The word "Qin" is the most important. I summed up the five diligences. I hope that you can help me to review whether it is reasonable, that is, brain diligence, leg work, hand work, eye work, and diligence.

Brainwork - When we are in the terminal or market, we often understand the market information is the most direct and timely. This requires us to be more motivated by the information, put forward our own suggestions and tell the promoters to listen, and feedback to the leaders in a timely manner.

Legs - For the supervision, often go to the terminal to use the legs to drive the brain to think, to find problems and solve them in time.

Hand-work - to do market supervision, you must be hand-worked. When you look at the terminal, you can see that the product gifts are not placed properly or are not neat. You should put them handy and tell the promoters the next time.

Eyesight - As a market player, we must not let go of any small changes from our competitors. We must be able to accurately identify changes in consumer demand or taste through market changes. This is the hardest and most necessary to do. of.

Mouth--When looking for help in the terminal, I saw the display of the product, the placement of the leaflet is not in place, and the promotion staff’s work is not in place. At this time, it is necessary to act as a black face and criticize the criticism. On-the-spot guidance is based on the attitude of harmony, and the live demonstrations can inform them of the operation points, and the unspeakable influence will affect their working mood.

These five diligences, I will slowly do, there may be shortcomings and shortcomings in many aspects, please also supervise and guide me. Of course, I hope that these five Qin can play a certain role in the company, and everyone will come up with suggestions and amendments.

Finally, I would like to say something that I think is worth mentioning:

Company: I think that if I am a customer to buy something, I don't want to have a few promoters around me. In other words, the customer is best invited by the promoters to introduce and introduce, the supervisor or the leaders can only assist from the side or from the price and other aspects of the customer, when the promoters introduce the product, do not go to help explain the product In order to avoid causing the introduction of interruptions to disrupt customer interest.

Promoter: When the customer walks to the door of our store, they must be respectful and smiling. Please do not let the guest feel that they are being robbed and pulled into the store. When introducing the product, be sure to ask the customer's needs first. Targeted introductions, we must not introduce the sales purpose. On the basis of introducing the advantages of your own products, you should try your best to strike the competition products in the end, in order to prevent the competitive products from being able to take advantage of them; customers can be divided into two types: one is ready to buy today, and such customers must first know His needs, try to convince them to let him know that our price is the most favorable, not to buy a loss, to talk about it with our greatest advantage, to let them put down their doubts with easy communication; another customer is to come first Look, for this kind of customer, we must thoroughly explain the advantages of our products, so that they are most impressed with our products, we must not let them know clearly before we ran into other homes. Give them a leaflet and leave a number when they leave, and let them know our sincerity.

The above is my review and summary of the previous work. In the following work, I will work harder to make up for my own shortcomings and improve my own ability. I am determined to make persistent efforts and open up a good new situation.

Article 3:

I. Review of XX work

The work of XX years is summarized as follows: a little grade, some problems, a little progress, and some outdated.

A little grade: XX years, the total customer shipments in East China for the whole year x tons, an increase of x% over the same period of last year; in XX years, there are x customers who shipped goods, an increase of x% over the same period of last year; XX years, the average monthly customer Shipments x tons, an increase of x% over the same period last year. Some problems: In the work of last year, there were some problems that I regret, summed up, learn lessons and try to correct them to promote the progress of this year's work. 1. The plan formulated at the beginning of the year was not carefully implemented. Since the beginning of XX, a product problem occurred in the production of a water company and a sewage plant. The customer crisis management became the top priority, and the original work plan had to be put down. Summarizing the experience: There is a lack of flexibility in the formulation of the work plan, and no unexpected incidents are taken into account, so that it cannot be adjusted in the event of an emergency, and can only be abandoned. 2. Time allocation is not scientific. When formulating the project last year, it was too prominent to develop new customers, neglecting old customers. When planning the project, the time allocated to new customers was too much, and the time of old customers was relatively small, resulting in individual customers not having time to go for one year. Visit once. Summarize the experience: both old and new customers take care of each other and allocate time scientifically.

A little progress: In XX years, under the guidance of the company's leadership, my business ability has improved a bit. Especially in the process of dealing with the crisis of customers in Jiangsu, Zhejiang and Sanxia Haikou, the company leaders gave me timely guidance and spiritual encouragement behind me, so that I learned the knowledge that I had not experienced before. This kind of knowledge is not available in books. This kind of knowledge can't be learned in the office. This kind of knowledge can't be learned without careful teaching. Some are outdated: this outdatedness is mainly due to the aging of consciousness. Since I started to work in sales, I used traditional sales methods, which made me slow in learning new ways of working. For example, in terms of making full use of the advantages of the Internet, the ability to respond to Internet information is too poor. Summarize experience: Consciousness determines behavior, behavior is rich in consciousness, complement each other, and advance with the times.

Second, XX year work plan arrangement

The work plan for XX years is summarized: to stabilize the south and develop the north; to go south and then to the north, to focus on the north; to focus on comprehensive development.

Stabilizing the South and Developing the North: After nearly 30 years of development in the southeastern region of China, the market has matured, capital accumulation has been basically completed, industrial land has been basically warned, industrial upgrading has become an inevitable trend, and with the deepening of industrial upgrading, heavily polluting enterprises It will accelerate the outward migration, while the direction of outward migration is the northern and central regions. Therefore, the southern polyaluminum chloride market is basically full, and there will be no more room for increase in the total amount. According to the speed of market upgrading, the total amount of southern polyaluminum chloride market will shrink to varying degrees, and the concentrated chlorine in the northern and central regions. The total aluminum market will inevitably expand. Therefore, under the premise of stabilizing the southern market, I am prepared to shift my energy to the north.

First south and north, focus on the north: first visit the old customers in Fujian, and thank the cooperation last year, ask them what difficulties and problems in sales, do I need help to solve? Does the customer company need to have sales staff? Let me do a free training. After visiting the old customers, I will shift the focus of my work to the north.

Focused and comprehensive development: The potential customers in XX year are the focus of work at the beginning of this year. We are striving to win over a large number of customers. We have already tried to get started and strive to stabilize as soon as possible. It is expected that it will take about two months. . After completing the above work, there are plans, steps, scientific and rational market development for areas with potential in the future, and strive to take the initiative in advance.

Third, unity and mutual assistance, loyal and mutual trust xx

A drop of water will never dry up when it is put into the sea. A person can only be the most powerful when he integrates himself with the team. My job is the result of the united efforts of the sales department, and the result of the concerted efforts of leading colleagues in production, supply, finance and other departments. My work is inseparable from the company's leadership strategy, wise guidance, but also the good atmosphere of xx company's corporate culture of solidarity, mutual trust and mutual trust.

The year XX has ended, and XX has arrived. Whether it is a result or a mistake, the past has let it pass, and a new page should be opened. Let us start on the aircraft platform of xx, at the helm of the company's leadership, Yang Fan set sail and march toward the new goal!