2014 sales staff work summary

Article 1:

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. The problem that responsibility is not linked to authority and interests:

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?

Article 2:

In the past week, as the temperature has risen. Everything is reviving, and the earth is springing. The sales of our Hung Hom store also began to be intense and orderly, hard and busy as the temperature warmed up.

There is a saying in the old saying: sharpening the knife does not mistake the woodworker. It is placed in today's social work, and it also profoundly guides and reminds us. On the basis of enterprising work, we must first find the direction of thinking, that is, we must have a clear sense of consciousness and a positive working attitude before we can put it into practice in hard work. Make it more effective and achieve good results.

Looking back on this week, my work situation, asking myself and frankly summing up. There are still deficiencies in many aspects. Therefore, it is necessary to strengthen their work ideas in a timely manner, correct their senses, and improve the method skills and business level of the monopoly sales work.

First of all, in terms of shortcomings, sum up from their own reasons. I think that there is still a certain degree of existence that lacks the power to persuade customers and impress their purchasing psychology.

As a salesperson at our Hung Hom store, our primary goal is to build a bridge between our products and our customers. Create business performance for the company. Under the guidance of this direction, how to use the skills and language of sales to impress the hearts of customers and stimulate the desire to buy is particularly important. Therefore, in the future sales work, I must work hard to improve the skills of persuading customers to impress their purchasing psychology. At the same time, the combination of theory and practice will continue to accumulate valuable experience for the next stage of work.

Second, pay attention to the details of your sales work, remember that the customer in the sales theory is God's best words. With my sincere smile, clear language, meticulous introduction, considerate service to conquer and impress the hearts of consumers. Let all the customers who come to our Hung Hom store come and enjoy it. Established the high-quality spirit of our staff in the Red Dragonfly store, and established our high-quality service brand.

Once again, we must deepen our work business. Familiar with the item number, size, color and price of each shoe. Be familiar with the heart. Learn to face different customers and adopt different referral techniques. Strive to let every customer buy their own favorite products, and strive to increase sales and improve sales.

In the end, it is just the right attitude. The adjustment of his mentality makes me understand better, no matter what I do, I must do my best. The presence or absence of this spirit can determine a person's career success or failure in the future, and this is especially true in our monopoly sales work. If one understands the secret of working hard to get rid of the hard work at work, then he has mastered the principle of success. If you can work with the spirit of initiative and hard work, you can enrich your life experience no matter what kind of sales position.

In short, by theoretically summarizing his work this week, he also found that there are many shortcomings. At the same time, he also accumulated experience in sales work in the future. I sorted out the ideas and clarified the direction. In the future work, I will take the company's monopoly business philosophy as the coordinate, integrate my work ability and the company's specific environment, and use my energetic and hard-working advantages to try my best to receive business training and learn business knowledge. And increase sales awareness. Be solid and enterprising, work hard, and do your part for the company's development

Article 3:

Joining xx company has been in three months. In retrospect, the time has passed very fast. From Xin Bang to xx, there are quite different working patterns between the two companies. Whether it is product expertise or management and working atmosphere. There is a big difference. I felt that I didn’t enter the state in the previous month. I couldn’t find the direction. I didn’t know what to do every day. At several meetings led by xx, after mutual discussion and speech, I suggested specific details. The problem is to find a solution. Through the company's training and operation of professional knowledge, this has enabled me to find a sense of direction, and slowly integrated into this work environment and work mode. I am very fulfilling every day during the working hours. From the proofing and receiving customers are continuous, although the attached labor did not get results, many times against me is not small, but I believe that there will always be a return to the effort. If you work hard, there will be hope, no effort There must be no hope. Success is for those who are prepared.

With the support of xx leaders and colleagues, I have continuously strengthened my work ability. In the spirit of refinement of my work, I have earnestly completed all the tasks I have undertaken, and my work ability has made considerable progress. I have laid a good foundation for my future work and life. I will summarize some of my sales experience and work situation as follows:

Sales experience:

1. Don't easily refute customers. Listen to the needs of your customers first. Even if there is an opinion and disagreement with yourself, it must be euphemistically refuted, give a positive attitude to the customer, and learn to praise the customer.

2. Ask the customer. Be ashamed to ask. Don't bother to understand. Listen to the customer's requirements and the craft they have done.

3. Seek truth from facts. For different customers, we can seek truth from facts.

4, knowing that he is known, and to avoid weaknesses.

As a qualified salesperson, you must first familiarize yourself with the products you sell, understand the advantages and disadvantages of your products, which industries are suitable for them, and what are the customer groups, in order to better show your professionalism to customers. In order to meet the attention and trust of customers. Of course, don't ignore competitors. It is necessary to have a targeted understanding of the advantages and disadvantages of the opponent's products; to be able to prescribe the right medicine, to overcome the disadvantages of our customers with our advantages, for example, our equipment is slightly better than the peers in terms of accuracy and speed. This is our advantage, in introducing products with customers. When you try to introduce the advantages of your own products. The shortcomings are mentioned as little as possible, but the shortcomings and shortcomings of the equipment itself, that is, the indispensable shortcomings and deficiencies of the equipment in all the peers can be clearly explained to the customer, after all, there is no perfect thing. Always say how good your product is, and others will not believe it. The shortcomings and shortcomings in the peers should not be maliciously attacked and criticized. It is necessary to guide customers to analyze and judge, and advise customers to conduct field visits.

5, diligence and self-confidence; when talking with customers, the voice should be macro, pay attention to tone, speed of speech.

6, from the perspective of the customer to ask questions, there are progressive and greeting style. Think of what customers think, and urgency for customers.

7, to obtain customer trust, to start from friends, emotional communication. Care about customers and learn about emotional investment.

8, the ability to respond to strong, reflecting the need to be agile, to do things for interest.

9, mutual trust, sales of products must first sell themselves, identify products, products after the first person.

10, pay attention to the instrument state, courteous, civilized language.

11, the mentality of the balance, do not rush to seek success, as the saying goes: the heart is like a wave, like a lake.

12, let the customer "pain" and then "itch".

13, do not smash the peers in front of the customer, revealing the short of the peers.

14. Learn to “advance and retreat strategy”.

Summary of work:

First, study hard and work hard to improve

Because the majors and work are not in the right place, I have encountered some difficulties at the beginning of the work, but this is not a reason. I must learn a lot of relevant knowledge of the industry and the relevant knowledge of the sales personnel in order to be eliminated in the continuous development of the times. And the work we do is constantly changing and changing over time. The only way to adapt to the needs of work is to strengthen learning.

Second, down to earth, work hard

I know that online sales is a very complicated job and a heavy task. As an e-commerce person, whether in the work arrangement or in dealing with problems, you must be carefully considered, so that you can stand alone, all of which are the unshirkable duties of e-commerce. To be a qualified Internet marketer, you must first become familiar with business knowledge and enter the role. Have a certain ability to withstand pressure, work diligently, step by step, pay attention to details. The second is to take seriously everything in your job and leadership. Take it seriously, handle it in a timely manner, without delay, no mistakes, no perfunctory.

Third, there are problems

After a period of work, I also clearly saw that there are still many shortcomings, mainly: First, the intentional customers did not track and return in time, so in the future work, the customer's intention degree should be divided into categories, do well Mark and return regularly to prevent forgotten customer information. Second, due to limited capabilities, the handling of some things is not appropriate. It is necessary to strengthen the study of the salesperson's specifications.

In short, in my work, I have learned a lot through hard work and constant exploration. I firmly believe that if you work hard and do your best, you will be able to do well.

Looking back on 2010, looking forward to 2010! I wish xx business is booming in the new year, and the financial resources are rolling! I wish myself a soaring performance in the new year!