Sales summary essay

Sales staff month summary

February: Everything is difficult at the beginning

After becoming an employee, he was assigned to Foshan, the headquarters of the company, responsible for 100 terminals and 4 pharmaceutical companies. Those who were in charge of this market have already left because they have done too badly. What is waiting for me? The following is my swot analysis:

s: No experience shows that I am a blank piece of paper. The market that I have not done can also be regarded as having a blank market. From the beginning, there is no limit.

w: No work experience, professional is pharmacy, no marketing knowledge.

o: The new supervisor is the company's sales champion last year. He has rich practical experience. I will learn the most useful sales knowledge from him. The stock market has fallen to the bottom, indicating that it has a chance to rebound, and the region is located at the company headquarters. As long as you do well, there will be development.

t: The market supply channels in this area are chaotic, and the price is unstable, which brings more difficulties to the terminal work.

Results: The first month of the calculation of the task indicators, the number of shop stores is more than the previous half-year shop, but only because they are lazy, not how good I am.

March: Do a line of love and a line

After more than a month of distribution, most of the pharmacies have already started to operate our products, leaving only a handful of "hard-cores" still inactive, and these pharmacies are the larger and more business-stricken stores. In order to put the goods in, I only have more frequent visits, constantly telling them the advantages of our products. "The Emperor is not satisfied with the heart", and finally found in the later visit that one of the "hardcore" began to operate our varieties. When I got home, I told my supervisor about this good news for the first time. At that time, my supervisor said: "You will succeed because you have connected your work and emotions together."

Achievements: The distribution work has been basically completed, and the distribution rate is the top three in the whole company. The work will be started from next month.

April: Half confident with confidence

I got the bonus in March. It’s a lot of money. I can get more bonuses in the first month and I am more and more confident about myself.

At the beginning, it was sold purely. The previous representative sales volume was only over 200. The sales volume in the distribution stage was only over 700, but the index was 1200. How can we complete the indicator?

Since our products are locally no.1 in the field, but the products that are sold are usually not profitable, and we don’t have any promotions. The scalping rate is not up to. Others seek breakthroughs, so I have the following ideas: 1. Our products have two specifications, we are doing large specifications, and small specifications are products that consumers actively purchase, so I let the clerk every time. First, we will give large packaging to consumers and increase the purchase rate. 2. Our products are western medicines, which are cheap and can be used in combination with other proprietary Chinese medicines. So I will do other Chinese medicine promoters and send small gifts. What, let them use our products in combination when introducing their own varieties.

Results: The sales of the main products increased rapidly, reaching more than 150% of the target tasks. The sales volume of the products of the whole company ranked second. The sales of other products also increased in different degrees.

May: Failure, a new starting point

Stimulated by last month's sales growth, just as I was confident that I was going to create another peak, I suddenly found that the goods in my target store were full. Originally, although I didn’t know what it was at the time. Goods, but unconsciously used the skills of the goods at the end of the month, but did not sell well, and now the terminal is so much goods. No way, only honestly continue to do the work of the clerk, clerk education, do Display. But at the same time also made a personal summary of his last month's pressure: the pressure on the short-term sales sprint will help, but it will affect the subsequent sales.

Grade: Due to the impact of inventory last month, this month's sales volume is only about 800, and 60% of the indicator has been completed. However, the average sales volume in the two months has increased, so I know that the appropriate use of the goods can increase sales. .

June: Go, not discuss

Since the sales statistics in June have not yet come out, the manager set the task indicators for the third quarter according to the sales in April and May. Together with the work breakdown, I started to focus on the output, and the target pharmacies were reduced from the original 100 to 60. My indicator has inevitably increased significantly, reaching the previous 166.6%-200%. However, I have accumulated the previous experience, and the terminal's inventory has basically been sold out, but I am confident to complete it.

Just when everyone complained that the indicators were too high to be completed, I gave them the tasks that they were absolutely possible to complete according to the size of my 60 pharmacies, and then did not complete the tasks according to the completion at the end of the month. The amount of the pharmacy was handed over to the pharmacy that had completed the task, and finally the goods were properly pressed, and the indicator was completed.

Grade: One of the three people who can complete the task in the whole company. When others discuss whether the indicator is too high, I chose to do it. Therefore, I have different results from others.

July: three elements of otc, indispensable

After completing the task of the previous month, my terminal inevitably has a part of the inventory. Fortunately, I have already noticed the equal importance of the three elements of otc since June, and I have tried my best in every aspect. My inventory Also sold in the short term. Then, according to the method of last month, the indicators were decomposed into each pharmacy, so I completed the task again. The two colleagues who also completed the task last month, because I did not plan to press the goods and got a similar result to my June.

Achievements: For the first time, it became the company's monthly sales champion, and it was the only company in the company that completed the task for two consecutive months. Moreover, the company's one direct sales new product I also set a new sales high.

August: Adapt to all changes and make yourself stronger

While knowing that I became the good news of last month's sales champion, there was also a bad news. My supervisor resigned because of family reasons. I have learned a lot from my supervisor, and he has been encouraging me, he If I leave the company, will it affect my performance?

Later, I thought about it. If I could teach me, he has already taught. The rest, it should be understood by myself. And, only by leaving his light, my light can be revealed. Then this month At the beginning, it is time for me to play.

Results: The main products basically kept the first, but other products generally declined due to untimely payment and other reasons.

September: no excuse, execution is the key

The task indicators for the new quarter have come down again, and this time it is obviously unreasonable. According to the sales volume of the last quarter, it is better to do more, and to do less, but the bonus is linked to the completion rate. My The indicator has risen again. The manager has also released the words. Since the main product is far from the annual task, there is now a promotion, but the task of everyone must be 100% completed, even if the cargo has to be completed. No way, I still have to do it. Since the managers have said that they are dead, there is no excuse, only to perform. Anyway, I have already had the experience of pressing the goods. I still have a way to do this.

Grade: Successfully completed this month's mission, and also gradually determined the position of the annual sales champion.

October: Think more and farther than others

Since the main product items were very dead last month, this month turned the focus on terminal construction and sales of other products.

Since the sales in the area I am responsible for are doing well, the company is willing to allocate a sum of money to show me the store. So I caught the opportunity. Let the company be satisfied with me, during which I used the grow thinking mode:

g: The company requires end frame display for two designated products to increase brand awareness for the company.

r: The main product has been displayed very well because I have been working very well. Other products have not been displayed well because of the otc product but no otc logo, and the health care products have not been promoted.

o: 1. According to the company's requirements, you can buy an end frame to display the specified two products. But it didn't help my sales, and there are four layers in one end frame. It is too wasteful to do only two products. 2, the use of this fee at the same time do the original poorly displayed products, but because of otc and health products, internal medicine and external medicine, can not be displayed on the same end frame, but can be displayed separately, each product occupies a layer The end frame is only as big as the effect of building a brand, but it is helpful for the sales growth of each product.

w: After thinking, think that the second choice can get the most effect and try to get more benefits.

In the end, in addition to following the second option, I made a total of five products, each of which won the best position, and also won a stack for our main products.

Results: The sales of the main products declined, but reached the minimum completion standard required by the company. Other products generally grow in small amounts. Although the display and the stack are different from the original intention of the company, they have won unanimous praise from the leaders.

November: Doing sales, there is nothing impossible to do

Also received a new task: because one of our new products has been unsatisfactory in a chain of sales, facing the embarrassment of exit. This chain is in Guangzhou, mainly based on cheap stores, because my stores are doing a good job, the manager asked me to make a model shop to avoid exit. I only have one store. Previously, because their distribution has been unstable, there is always no reason to cut the goods, I have not made it as the focus. This chain is notoriously uncooperative. The reason why Guangzhou colleagues do not do well is because the cost allocation is unreasonable, or the purchase is all given, the goods are not bought in the store, or they are all given to the clerk, but because Always out of stock and affected sales. Since I received the task, I didn't have any excuses. I arranged the expenses reasonably and gave it to the purchaser and the clerk in a ratio of 2:3. This not only guaranteed the continuous supply of my drugs, but also helped the clerk to help. I recommend the motivation. Then I applied for an additional promotion, so that in the case of a three-pronged approach, my difficult store was also flattened by me.

Grade: The sales of this product increased by 100%, and sales of other products increased. The overall results have not yet been finalized.

Summary: In the first year of the trip, I mainly studied and accumulated experience. I was fortunate to learn from a good supervisor and a good manager. The supervisor taught me very unselfishly, and the manager trusted me very much. There are many things. I am willing to let go of it. So I also achieved a more gratifying result: if there is no accident, it will be the company's annual sales champion.

Outlook: The next step will be to bring new people, because there are a group of our younger brothers who come to the company for internships, and they will be the next training targets. In addition, my position will be adjusted in XX years, and will be transferred back to Guangzhou to be responsible for the parity hypermarket. I will work hard in the direction of key customer management! XX year work summary--otc sales, my growth path

Sales representative work summary

Recalling the sales process in XX, I experienced a lot of things and events that I didn't touch; I saw a lot of people who have never seen each other freshly; it seems that from the beginning, all that the New Year brings is new development, new pleading, and it is in front of my eyes. The head can only decide to move forward.

Overall observation, this year has made great progress for me; regardless of negotiations with customers, it is still the contact between sales lessons and new customers, and they are always improving.

Here are some insights I have about the company's branding;

My brand strategy in fantasy: First of all, our company is specialized in the production of automotive brake pump accessories, brake pump is our strongest one, so in the brake pump, try to use my brand; secondly, some large dealers will insist Their own brand combines our products into the market, but we should still try our best to put the "some" brand into the product; in addition, the brand's start is established by the promotion of stable quality in the market, for example, domestically. Most quality brands that are conscious of consumers are still 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 quality of this product is still more Better, even if you buy a local car, you must first check whether the manufacturer’s international cooperation error is in Japan or Europe and the United States. Because of the superior quality of those famous brands, people will subconsciously promote each other; in addition, wire cutting, I think Western Europe Market strategy, how to lock key customers has become a top priority, like the Italian lpr, if our products They can achieve performance requirements, it should fully cooperate with customers, from the point of view of long-term interests, entrenched market share lead, and then push higher prices;

3, the current contact process with the customer is: the pre-negotiation work before the order is placed in the work of the contact in the contact before the delivery of the contact after the delivery of the contact again;

4, the African region: separate from the South African market, our African market is still not empty; the current sales area is still concentrated in Egypt and Tunisia, there are three trade relations, there are only two sales in XX, one of them Major Egyptian customers canceled the roughly $300,000 order because of the unsuccessful payment method; however, the trade volume of another Egyptian customer increased from more than 10,000 US dollars last year to nearly 70,000 US dollars; the trade volume of Tunisia customers was also Last year's more than 9,000 increased to 10,000 US dollars; with the maturity of our products in the market and the improvement of morality, we firmly believe that we can have a larger share in the North African market;

5. South Africa Region: At present, there are a total of 5 customers in the South African market. The agency is responsible for managing the sales area, and we supervise the sales area; currently the important area is in Johannesburg, and then there is one customer in Durban and Cape Town; the current leading sales products It is a brake cylinder; sales increased from less than 80,000 US dollars last year to more than 180,000 US dollars this year; preliminary estimates of XX annual sales reached 280,000 US dollars, and challenged 300,000;

6. Middle East Market: In the XX year, the Middle East customers with trade contacts totaled 11 customers; in XX, the company's product sales amounted to more than 50,000 US dollars, and the outsourcing products sold more than 120,000 US dollars, which was higher than last year's output value; With the continuous expansion of the Iranian market, our Kia Pride master pump and sub-pump will enter the market with the main products, and strive to reduce the market share of Japanese car series products in Middle East Dubai and surrounding countries through next year's exhibition or visit;

7. For the new samples sent and given by the customers, I thought that our company should first screen them. We can't accept the samples of auto parts. If the quantity, market and profit are not ideal, we will give up immediately and have too much energy. Disperse, the result must be commensurate with gains and losses.

Sales training summary

In XX, we continued to adhere to the spirit of “learning without end”, firmly establishing the idea that training is a long-term investment, and promoting the company's employees to a higher goal. Here is a look at this year's work:

I. Training work

In XX, 24 internal trainings were held, with 46% of quality management awareness training, 50% of professional skills training, 4% of rules and regulations and professional ethics training, and a total of 57:85 class hours.

The training courses are mainly concentrated in the following categories:

1. Employee compulsory categories: corporate culture training, professional ethics, management system;

2. Key training: software testing, development and management, cmmi3;

3. Pre-employment training for new employees

Second, training costs

The total training cost for XX is 22,397.50 yuan, and the cost is for the second half of the year. Because there is no training cost in the first half of the year.

Third, the analysis of training work

Achievements:

1. Compared with the XX year, the training work in the XX year has achieved certain growth in terms of the number of training programs, the number of training courses, and the number of people receiving training.

2. Establish an institutional training system. In the past, the company's training work lacked a systematic system, the training management scope and intensity were weak, the training funds were not guaranteed, the staff training awareness was poor, and the training work was very difficult. This year, the Quality Management Department put a lot of effort into optimizing the training management process and improving the education and training system based on the previous company training experience. The training needs analysis and the training project approval process were strengthened. After consulting the opinions of various units, the institutionalized management of the company's training work was comprehensively improved.

3. In the year of XX, the company introduced iso10025, gb/t19035-XX and mqms system knowledge based on iso9002: XX standard certification and cmm certification, and gradually mastered the training management system and working procedures in line with international standards, and established and improved employee training. Quality assurance and effectiveness evaluation system for education.

4. Continuously improve training methods and actively explore new training models.

Problems and deficiencies

1. The training work is less evaluated, resulting in a negative situation in which the training “participates in and does not participate in a sample, learns a good job”, resulting in passive training.

2. The training format lacks innovation. It is just a blind use of the "speak above, listen to the following" form, dull, boring, can not afford the interest of the students, resulting in the students' lack of concentration, affecting the training effect.

3. The principle is not strong. Training disciplines and related regulations cannot be strictly enforced, and the violators are blinded to one eye and cannot follow the rules. This is the main reason for the slacking of training discipline and disorder.

4. In the training conducted in the middle of the year, we can easily find that some people feel that the training is too frequent, and some other employees do not receive the corresponding training. This is an unavoidable problem. As a company dedicated to learning organizations, The primary training task is to enable all staff to establish a sense of training and to charge for business development and self-development. The imbalance in the training level will require XX years to make great efforts.

5, the internal lecturer teaching skills are generally not high, need to be improved, the production of courseware is not enough, the ability of independent research and development courses is lacking, so the above needs to be improved, further standardize the internal lecturer management, improve the internal lecturer level, and promote the internal lecturer certification, truly Create a qualified and competent internal trainer team.

Fourth, improvement measures

Favorable condition

1. After the company's restructuring, after the restructuring of the institutions and personnel of the enterprise, the improvement of the overall quality and work skills of the employees and the re-construction of the corporate culture will inevitably be the focus of the next stage. The task of training will be Increase, good training results and quality will be increasingly valued by company leaders.

2. With the release of the mqms system "Training Management Program Archives", the company's education and training system is being initially established. The training work has the guidance and constraints of the system, which will greatly facilitate the future work.

specific measure

1. Do a good job in training

Although the "Training Management Program Archives" has been released, certain difficulties will be encountered in the specific implementation process, and we need to continue to summarize and timely adjust. In the specific work process, further rationalization is needed, and the management system needs to be supplemented in many aspects. It is necessary to further strengthen the collection of training materials and the allocation of training equipment, and strengthen the professional quality training of relevant staff.

2. Establish a network of training resources to further enrich corporate training resources.

The breadth of the company's business also determines the extensive training needs of the company's various departments. In order to better meet the training needs of company members, choose the appropriate training courses, train the lecturers, and configure the appropriate training resources, we must obtain a large number of timely and accurate training information, expand the training business contacts, and establish their own effective training resources. network. In particular, we must actively maintain strategic partnerships with more powerful professional organizations, keep abreast of the dynamic information at the forefront, and horizontally understand the hot needs of the industry, adjust ideas, and reach cooperation agreements on certain specific projects.

3. Focus on building an internal lecturer team with practical experience and familiarity with the real situation.

The contradiction between the diversity of training needs and the limited resources of training resources within the company has become increasingly prominent. Building an in-house team of instructors with practical experience and familiarity with the realities is becoming more and more important. Cultivating its own internal lecturer team, first of all, greatly reduced the company's limited training funds, and secondly, trained a group of experts in various fields for the company. Once again, it can also set a model for learning among employees and cultivate independent learning of employees. thought. Past practice shows that employees who have heard the internal leadership lectures of the company can feel that the senior executives of the company have a deep understanding of the business management and the thorough explanation is easier for everyone to accept and understand. It should actively advocate that senior executives make training work. Good example. In terms of specific measures, we will focus on strengthening the training of management personnel, and also clearly define and select outstanding management personnel as internal lecturers. And establish a set of internal management, incentives, and assessment system for in-house lecturers.