Sales work summary and plan

Article 1:

First, the successful case analysis: 1, how the old customer is maintained; 2, how the new customer is developed, and maintained his stability. 3. How to resolve the complaint.

Second, the good experience summarized from the above cases

Third, what problems have arisen - from the summary of the problems, what are not done well, how to do better treatment.

plan

1. Set the big goals for the year – for example: how many new customers you want to develop, how much you have to earn, what hardware facilities you want to add yourself, and so on. What you want is all your goals. Don't be afraid to write it out. If you don't dare to write, then you are finished, you don't have to work hard. Because you have no direction.

2. Refine the annual goals, which are the monthly or even daily work.

3. The shortcomings summed up from the problem, how to learn and make up the new year.

Finally, give yourself some good incentives and rewards – if you achieve what you want, you can reward yourself with something.

Sales work summary and planning essays more gram ship "summary king-zongjiewang"

I. Summary of work this year

11 years is about to pass, and in the nearly half a year, I have worked hard, and I have gained a little. Near the end of the year, I feel that it is necessary to summarize my work. The purpose is to learn from the lessons and improve myself so that the work is done better, and I have confidence and determination to do better next year's work. Below I will briefly summarize the work for half a year.

I came to work in the company in September this year. In October, I started to set up a major customer development department. Before I was responsible for the marketing of the major customer development department, I did not have experience in car sales. I only lacked the enthusiasm for sales work. Automotive industry sales experience and industry knowledge. In order to quickly integrate into this industry, after the company, everything starts from scratch, while learning product knowledge, while exploring the market, encountering difficulties and problems in sales and products, I often ask the company company several leaders and other experienced Colleagues, together seeking solutions to problems and researching targeted strategies for some of the more difficult customers, have achieved good results.

Through continuous learning of product knowledge, collecting information between the industry and accumulating market experience, there is now a general understanding and understanding of the automotive market. Now I can gradually and fluently respond to the various problems mentioned by customers, accurately grasp the needs of customers, and communicate well with customers, thus gradually gaining the trust of customers. So after half a year of hard work, our major customer development department has also achieved several successful customer cases. Some high-quality customers have gradually accumulated to a certain extent, and there is a relatively transparent understanding of the market. While constantly learning product knowledge and accumulating experience, the ability and business level of each team member has been greatly improved compared with the previous one. For some changes in the market and competition between the same industry, it is now possible to come up with a comparison. The complete program deals with some emergencies. But for a big project, it has not been fully operational yet.

Disadvantages:

The understanding of the automotive market is not deep enough, and the technical problems of the products are too weak to be explained to the customer. For some big problems, it is not possible to quickly come up with a good solution to the problem. In the process of communication with customers, excessive dependence and trust in customers, resulting in a series of adverse reactions. My job is not doing well. I feel that I am still in the position of a salesperson. The training and marketing of the sales personnel is not enough, which will affect the sales performance of the big customer development department.

2. Summary of departmental work

In the nearly half a year, through the joint efforts of all members of the market's major customer development department, our company's product popularity has gradually been recognized by customers in the market of Shenzhen, coupled with good after-sales service and excellent products. The quality has won the praise of customers, and also gained valuable sales experience and some successful customer cases. This is a good aspect that I think we are doing, but in other aspects we still have big problems in our work.

Communication is not deep enough. In the process of communicating with customers, sales personnel cannot clearly convey the situation of our products to customers, understand the true ideas and intentions of customers, and cannot respond quickly to a proposal made by customers. When communicating product information, we don't know how much the customer knows or accepts about our products. xxx Technology Co., Ltd. is an obvious example.

Work does not have a clear goal and detailed plans. The sales staff did not develop a habit of writing work summaries and plans. The sales work was in a state of laissez-faire, which led to no unified management in the sales work. There was no reasonable allocation during the work [FS: PAGE], and the work situation was chaotic. And so on all kinds of bad consequences.

The development of new business is not enough, such as propaganda vehicles, business growth is small, individual salesmen's work responsibility and work plan are not strong enough, and business capabilities still need to be improved.

Market analysis

At present, there are many brands in the automobile market, but the main ones are the dozens of varieties. Now our products are medium-quality products with product quality and function. In terms of price, it is a more suitable price to sell. In the face of small customers, the price is not too important, but in the face of a large number of purchases, customers are very sensitive to the price of the product. In the sales work next year, I will consider the price of the product to be appropriate for some customers, so that sales staff can be promoted. In the Shenzhen city area, our company entered the market relatively late, the product's popularity and price have no advantage, the pressure in the car development market is very large, so we put the main market expansion outside the urban area, where the market competition is relatively It is smaller than in the urban area. The external factors have decreased, and with the flexibility of our sales staff, I believe we are doing better than the original.

The market is good and the situation is grim. According to an analysis by economic analysts, next year's economy will be worse than this year. If we do not take the market well in the next year and do not seize this opportunity, we are likely to lose this opportunity and lose more customers in this market.

4.2019 work plan

The following work in the next year's work plan is the main work:

1. Establish a sales team that is familiar with the business and relatively stable.

Talent is the most valuable resource of the company. All sales performance originates from having a good sales person. It is the foundation of the company to establish a sales team with cohesiveness and cooperation spirit. In the next year's work, build a harmonious, lethal team as a major job.

2. Improve the sales system and establish a clear system of business management methods.

Sales management is the most difficult problem for enterprises. Sales personnel are on a business trip and see customers in a state of laissez-faire. The purpose of perfecting the sales management system is to let the sales staff play a subjective initiative in the work, have a high degree of responsibility for the work, and improve the sense of ownership of the sales staff.

3, cultivate sales staff to find problems, summarize problems, and constantly improve their habits.

Cultivate the sales staff to find the problem. The purpose of summarizing the problem is to improve the overall quality of the sales staff. In the work, the problems can be summarized and the opinions and suggestions can be put forward, and the business ability can be improved to a new level.

4. Establish sales and service outlets in the regional cities.

According to a series of problems encountered during the business trip this year, the customer's appointment suddenly changed the itinerary, the contract was broken, and the vehicle was not at home, so that the planned trip was disrupted and the purpose of the business trip could not be completed smoothly. Cause time and waste of funds.

5, sales target

The most basic goal of this year's sales target is to make a list of monthly and monthly income. According to the sales tasks assigned by the company, the tasks are decomposed according to the specific situation to monthly, weekly, daily; monthly, weekly, and daily sales targets are decomposed into various sales personnel to complete sales tasks in various time periods. And improve sales performance based on the completion of sales tasks.

I think that the company's development next year is in line with the overall quality of the company's employees, the company's guidelines, the team's construction is inseparable. Improving the standards of execution, building a good sales team and having a good working model and working environment are the keys to work.

These are some of my immature suggestions and opinions. Please understand if there are any problems.

Article 2:

The theme of the company's leadership was very timely, and I once again realized that I had many deficiencies in my work and in my consciousness. For this purpose, recalling this stage of work, compared with other financial managers, there are still many problems. I hope that in the work of XX, we can continue to improve, improve, and strive to be suitable.

First, there is still a big gap between financial work and financial management requirements.

The financial work of Yangcheng is more of an accounting work. It only stays in the accounting and after-the-counter accounting. The foresight of the development of the affairs is not enough. The work cannot be done in the front, often it is a problem to solve the problem, but it cannot be done. In addition, as the person in charge of finance is not active enough to participate in business activities, it is not possible to grasp the characteristics of its business activities in depth. It can only submit data and information in accordance with the requirements of the company or the leader. In the analysis, the company is actually thrown aside, but it is calculated and explained according to the theoretical indicators. Therefore, the work in this area is far from the requirements of the leaders.

Second. There are still many areas for improvement in accounting work.

Last year, the Financial Management Department of the Group issued the “Financial Management System of Dahua Group” and organized us to study the “Basic Standards for Accounting Work” of the Ministry of Finance, which put forward specific requirements for our accounting work. However, there are still many deficiencies in the actual work, especially in the implementation of some small problems, and it is still difficult to change the handling of some problems that have formed customary practices.

Third. Formalization and surfaceization of management work

There are a lot of daily management work that is not detailed enough, deepened, often only in the form or stay on the surface, does not play a real management role, compared with the requirements of the system, there are still problems, how to deal with the problems in this management Doing a careful job of management should be another focus in future work.

Fourth. Lack of communication and lack of relevant information

Financial work is the reflection and supervision of the business activities of the enterprise. The information outside the department should be known in time. There is no problem with the cooperation between the departments. The information or knowledge that is temporarily useless or irrelevant to the finance is not actively carried out with other departments. Communication, understanding, and when you use it, you don't know who to look for. In addition, there are still problems in communication with the company's leaders. The working ideas of the leaders and the requirements for financial work cannot be fully grasped, so that their work is sometimes passive.

II. In view of the problems in the work and some personal ideas, the plan should focus on improving and improving the following issues in the work of XX:

1. On the basis of doing a good job in daily accounting, we must continue to learn business knowledge and give up on our own weak links. At the same time, we should learn from our good financial executives and manage our management and experience. Comprehensive management capabilities. Actively participate in the business activities of the company, strengthen prior understanding, master the first-hand information of business activities, strengthen forecasting and analysis, and conscientiously do a good job in financial planning in accordance with the requirements of the group company. In the daily work, according to the financial plan, the company supervises the rational and effective use of funds to maximize the benefits of the enterprise. In the actual business activities, when there is a big difference between the number of plans and the plan, communicate with the leader in time, analyze the cause, take action or correct the deviation according to the difference and its cause, or adjust the existing plan, and also plan for the future. Arrange to accumulate experience.

2. Strive for the standardization and institutionalization of accounting work

In accordance with the requirements of the Ministry of Finance's "Basic Standards for Accounting Work" and "Financial Management System of Dahua Group", do a good job in daily accounting. Only in accordance with the "work norms", "financial system" to do daily accounting work, do a good job in the basic work of financial work analysis, in order to provide leadership with a real and effective, valuable financial analysis and decision-making basis. Also strive to obtain this honor as soon as possible after the Dahua Group was rated as a financial credit category a.

3. Do deep, do fine daily financial management work

In the following year, I plan to spend more time researching and researching functional modules in financial software and sales software, making full use of existing functions and making Yangcheng's financial management work a step further. To play a real control and management role.

4. Continuously absorb new knowledge, improve its knowledge structure, and improve policy level

In addition to financial knowledge, the knowledge related to the real estate industry and the construction industry is not enough, and sometimes it will affect your financial work. Therefore, in normal times, in addition to strengthening their own learning, they should consult with colleagues in other departments, especially when they encounter non-financial professional business matters at work, they should not be solely understood by themselves, and should be dealt with after thorough understanding. .

5. Strengthen internal and external communication and collect relevant information

In the new year, internal financial needs and frequent communication between departments, forming a linkage effect, making a dynamic grasp of various information of enterprises, constantly updating various information materials in different periods, and mastering each project. Progress, the latest information. Externally strengthen the relationship with the local fiscal and taxation departments, timely grasp relevant policy information, pay taxes in accordance with the law and avoid taxation in a legal manner, and prepare staff for the legitimate operation of enterprises.

In addition to our own efforts, we offer two suggestions to the Group Finance Department:

First of all, from the outside of the group, please ask the teacher to hold some special lectures and trainings on the common weaknesses in our work. The key is how to apply the theory in practice and how to improve the financial management level. In addition, we often organize some internal learning exchanges and let us learn and share our advanced management experience.

Secondly, for the company's financial system, can it also learn from the project company's leaders and department managers, so that they must be managed according to the system, how to manage according to the system, otherwise, it is too difficult to implement them only financially.

Finally, in the future work, I hope that the leadership will continue to support financial work as always, and I will do my best in my work and spare no effort to do my financial work.

Article 3:

A large-scale enterprise group “recruited” the regional sales managers and local city managers across the country, focusing on the sales work summary for the first half of the year and the work plan for the second half of the year. Due to the fierce competition in the industry market, the Group's sales in this sector is naturally 120% important. Therefore, the meeting has an extraordinary importance: on the one hand, it will directly summarize the unsatisfactory sales in the first half of the year, and the other side will plan how to revitalize the second half of the year. !

To this end, the national sales elites gathered together to accept a large review of the entire group of companies. The group BOSS and all the top management are quite a lot. All the sales and service departments also participate in the whole meeting. At the same time, all the “Changjiang Ministers” – the regional managers will make detailed statements. All the participants in the scene were in suits and suits, and the notes in front of them were opened and waiting for records. The atmosphere was very tense and depressed.

Summary of the four major types, which one do you belong to?

After more than three hours, I heard the report of the top ten "Changjiang Ministers" and found that two of them had a "match" with the plan of the regional manager; two of them were able to play 80-85 points; Four people can play 60-75 points; and two of them can't reach the standard, revealing many problems of their "sales and management". Summarizing sales is summing up myself. Through the summarization and planning of the top ten "Changjiang Ministers", I probably divide it into the following major types:

1. Atmospheric rationality. The summary can reflect the scientific and objective, rational and reasonable reflection of the sales situation in the market in the first half of the market under its jurisdiction, and the plan can be very clear about how to operate in the general direction of product promotion, channel construction and operation management in the second half of the year. Completely "satisfied with the chest", at the same time with the regional manager's domineering and sales planning, management super effort.

2, weeping blood summary type. The manager of the big area summed up by the weeping blood is often the one that has been sold in the past and has failed or fallen behind. The main reason for the failure of marketing is “empiricalism”, no progress with the times, no learning and innovation, always like to take the past ideas. Operating the current market. Such sales regional managers need to thoroughly "wash the heart", otherwise it will be difficult to make achievements.

3, half dreams and half awakening. This type of regional manager is the most, because the knowledge of marketing and management is not perfect, the application does not achieve "whatever you want", their summary and plan can reflect about 1/2 of the situation, but there are still 1/2 I didn’t see through it, the analysis was thorough, and the plan was thorough, which was the embarrassing situation of “rice cooked and poorly fired”.

4, I don't know what it is. The general fate of this type of regional manager is laid-off retraining, and even the roll is taken away. Their summary is basically a three-nothing situation of “no data, no cases, no organization”, and the plan is also a “no goal, no direction, no method”.

Summarizing sales is summing up yourself

Quarterly, semi-annual, and year-end summary, the summary of the forest should be the basic course for each marketer. It is common for all sales elites to come together and accept the “passing through” of the entire group of companies. Every time the regional manager “passes the hall”, facing the group BOSS, the company CEO, numerous company executives, marketing directors, marketing personnel... In fact, it is a key moment to summarize themselves and show themselves, and to grasp their own destiny. However, I have also experienced several companies in several industries. I have seen a lot of regional managers' summaries, plan reports, and many of them belong to the "half-dream half-awake" and "unintelligible". I also often blame: how do these people "mix" this position?

Summarize the sales on the surface to summarize the market, sum up sales, but in essence is to summarize, show your talents in product promotion, channel construction, business management, etc., revealing whether you use your brain to do the market; and with the summary of sales Painting, is to show whether you are familiar with your market, know your customers, understand your subordinates, and show whether your plan is scientific, comprehensive and advanced. Summarizing sales and sales plans is more important because it reflects whether you are in line with the role of “regional manager” because you are not a general representative of the charge. Therefore, the regional manager can establish his own professional image through summarization and planning.