2014 sales manager work summary

Sales manager work summary

I have been working in the company for many years, from a small salesman to the position of the company's sales manager, how much effort and sweat, perhaps only I know. However, I can say that my efforts are several times that of ordinary people, and I have achieved some success in my own job.

This year came over, sweet and sour mixed with sweat, hard work and pay will pay off, for me, the results achieved in the past year is still very good, I think I am doing very well.

My 200* year sales work, under the leadership and help of the company's business leadership, Mr. Wei, coupled with the full assistance of the whole group of members, based on their own work, dedication, dedication, hard work, as of December 24, 0*, 0* The annual sales amount was 1.3 million yuan, the starting amount was 60% of the annual sales task, the return rate of goods was 80%, the sales unit price was 10% lower than last year, and the sales and payment return rate decreased by 12% and 16% compared with the same period of last year. . The experience and feelings of the sales work throughout the year are summarized as follows:

First, earnestly implement job responsibilities and conscientiously perform their duties.

As a sales manager, his job responsibilities are:

1. Do everything possible to complete regional sales tasks and promptly return the purchase price;

2. Strive to complete the various requirements in the sales management approach;

3. Responsible for strictly implementing the procedures for the delivery of products;

4. Actively collect market information and organize and report to leaders in a timely manner;

5. Strictly abide by the factory rules and regulations and various rules and regulations;

6. Have a high professionalism and a high sense of ownership for the work;

7. Complete other tasks assigned by the leadership.

Job responsibilities are the job requirements of employees, and they are also the standard for measuring the quality of sales managers. They always take job responsibilities as the standard of action, starting from the point of work, and strictly demanding their own behavior according to the terms of their duties. In business work, you can start with product knowledge, carefully analyze market information and formulate marketing plans while understanding technical knowledge. Secondly, you often communicate with other sales managers, communicate frequently, analyze market conditions, existing problems and solutions. In order to improve together. In the daily work, you can actively carry out the task on time and on the premise of ensuring the quality of work.

In short, it has been proven through practice that being a sales manager's skills and performance is critical to testing the sales manager's work and failure standards. This year, due to the impact of the four-month limit on the hosting of the Olympic Games, and the lack of rapid response to the market, the performance is not good.

Second, clarify customer needs, take the initiative, and strive to ensure quality and quantity on time.

At work, I always understand that the sales manager must have a clear purpose. On the one hand, actively understand the customer's intentions and the standards and requirements that need to be met, strive to prepare early, supply within the time limit requested by the customer, and actively communicate with the customer in time. Understand the customer's repayment ability, consider and complement it.

Third, correctly handle customer complaints and resolve them promptly and properly.

Sales is a long-term and gradual work, and product defects are common. Therefore, sales managers should treat customer complaints correctly. Customer complaints, such as product sales, are equally important and even worse, and must be handled with care. In the process of product sales, the sales service commitment is strictly implemented in accordance with the public funds. When receiving customer complaints, we should first make a good customer complaint record and make a verbal commitment. Secondly, we should report to the leaders and relevant departments in time. After the instructions of the leaders, the relevant department personnel will formulate a response plan, and at the same time, communicate with the customer in time to make the customer satisfied with the treatment plan.

Fourth, earnestly study the knowledge of our products and related products, and determine the product variety of the agent according to customer needs.

Familiarity with product knowledge is a prerequisite for doing a good job in sales. In the process of sales, I also pay attention to the study of product knowledge. I can basically answer the questions about the use, performance and parameters of the paint products produced by the company. I can basically grasp the use, price and construction requirements of related products. .

V. Analysis of coating products market

The sales area of ​​coating products is large, so the market potential is huge. The market analysis of coating sales is as follows:

Market demand analysis

Although the market potential is huge, the competition in most paint factories in Beijing has become hot and white. In addition, there will be a gap in the new year due to the Olympic construction project, and some paint sales have directly threatened us. The market share, although we have a good reputation and good quality, but do not dominate the price and sales methods, the sales task is increased by 30%, the sales manager's life is not good; but we also have to see three this year One-time certification, for the next year to fight for more protection, if the last three editions of the market, the funds are fully supported, or hope to achieve good sales performance, the key is the company to give sales managers greater and stronger support and encouragement.

, competitors and price analysis

In the past few years, through their own understanding of the coatings market, there are two types of coating manufacturers: one type of import and joint venture brands such as DuPont, Shanghai Kailin, Shanghai International, Haihong, etc. These enterprises have strong strength and the sales price is lowered. Some sales prices are basically the same as ours, so we have formed scale sales; the other is equal to the products produced by our company, and the sales prices of such enterprises are relatively low.

Six, 0* year sales manager work concept

Summarizing the work in the past year, there are still many problems and deficiencies in my work. I need to learn from other sales managers and peers in my work methods and skills. In my 0* year, my project plans to make up for the shortcomings based on the work and gains of last year. The following aspects of work:

According to the regional sales situation and market changes in 0* years, the plan will focus on the supply channels of the steel structure factory. First, it will mainly do the original steel structure factory supply work, and select a few large quantities. The economic conditions are good as the focus; the second is to develop new big customers, and the third is to use agents in certain areas to let the agents to start sales. In the 0* year, we must first actively pursue the arrears of previous years, and find ways to recover the arrears in a timely manner, report to the leaders in a timely manner, and obtain the support of the company.

In 0* years, the company plans to collect market information and contact them in a timely manner, and strive to participate in the bidding to form scale sales.

In order to actively cooperate with agency sales, we plan to learn the product knowledge, performance and use after determining the product variety, so that the agent products can quickly enter the market and form sales.

While doing a good job in business, I plan to seriously study business knowledge, skills and sales to improve my theoretical knowledge, and strive to continuously improve my overall quality.

In order to ensure the completion of the annual sales task, we will actively collect information and summarize in time, and strive to develop the market in the new region to expand the product market share.

7. Suggestions on sales management methods

The 0* year sales management method shall be clear and concise, clarify the area, tasks, expenses, assessments and rewards of the salesperson, and delete the terms of the two models. After the assessment of the sales manager at the end of the year, the method shall be honored according to the measures.

In the 0* year, the company and the sales manager should conscientiously revise and standardize the sales management measures on the premise of mutual consultation and satisfaction, so that they can adapt to a wide range and adapt to local conditions, and only need to adjust the ex-factory price according to market changes every year.

0* years should be loosely managed by the sales manager on the premise of the situation, and the fixed eight-hour work system should be lifted. In the form of regular report summaries, the sales manager should go to the company 1-2 days a week to handle the affairs. If the business trip should be reported to the leader. Land and return time, arrive at the company on time after receiving the leadership notice, so that the sales manager has sufficient time for sales planning.

Considering the actual situation of the sales manager, the sales manager should bear the freight, small packaging fee, capital occupation fee, and the compensation for the expenses and losses incurred by the sales manager due to the quality of the company's products.

Due to the shrinking regional market, fierce competition and price decline, the leaders of 0* years should seriously examine and synthesize the information feedback of the market sales manager, and raise and develop the company's ex-factory price in line with the company's market conditions and market conditions to stimulate the sales manager. Sales enthusiasm.

In the past year, the performance of our company has not seen much growth due to the impact of the global financial crisis. However, the impact of the temporary financial crisis on our company is not great, but we must be vigilant. Under the financial crisis, there is no one. A company is safe. Maybe a good company will go bankrupt tomorrow, so we must be vigilant and wary of the impact of the financial crisis on us.

In the years to come, my work will definitely work harder and harder. I will try my best to make any mistakes. This is a must for me. I have the strictest requirements for myself. I must do it for the company. The cause of doing your best!

I hope that the company can continue to develop in the new year and improve the company's performance, which is the future of the company is even better!

Sales manager work summary

I. The sales manager's work summary for the current year is about to pass. In this nearly one year, I worked hard through the hard sales manager. I also got a little gain. Near the end of the year, I feel the need to summarize my sales manager's work. The purpose is to learn the lesson and improve myself so that the sales manager can do a better job. I am confident and determined to do better next year's sales manager work. Below I will briefly summarize the work of the sales manager for one year.

I went to the company's sales manager in March this year. I started to set up the marketing department in April. Before I was in charge of the marketing department, I didn't have xx sales experience. I only had the enthusiasm for sales work and lacked xx industry sales experience. 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 xx managers and several leaders of Beijing head office. Working with other experienced colleagues to find solutions to problems and researching targeted strategies for some of the more difficult customers, and achieved good results.

Through continuous learning of product knowledge, collecting information from the same industry and accumulating market experience, we now have a general understanding and understanding of the xx 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. Therefore, after half a year of hard work, we have 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, our ability and business level have been greatly improved compared with the previous ones. Some changes in the market and competition between the same industry can now come up with a relatively complete The program deals with some emergencies. For a project, you can operate it all the way.

Disadvantages:

The understanding of the xx market is not deep enough, and the technical problems of the products are too weak to be explained to the customer very clearly. 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 of market sales personnel is not enough, which affects the sales performance of the marketing department.

Second, the department's work summary In the nearly one year, through the joint efforts of all the staff of the marketing department, our company's product popularity has gradually been recognized by customers in the Henan market, good after-sales service and excellent product quality. The customer's praise, 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.

The following is the total sales of the company in XX years:

From the above sales performance, our work is not good, it can be said that sales are very failure. The price of xx products is confusing, which puts a lot of pressure on us to carry out the market.

Although some objective factors exist, other methods in the sales manager's work also have big problems, mainly because the sales of the most basic customers are too small. The marketing department started working in mid-April this year. At the beginning of the work, there are xx customer visit records recorded, plus no records are summarized as xx, eight months xx days, the overall calculation of three sales staff The number of customers visiting a day is xx. From the above figures, our basic access to customer work is not done well.

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. Luoyang Xun and Auto Transportation 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 sales work summaries and plans. The sales work was in a state of laissez-faire, which led to the lack of a unified management of the sales manager's work, the lack of reasonable distribution of working hours, and the chaotic work situation.

The development of new business is not enough, the business growth is small, the responsibility and work plan of individual salesmen are not strong, and the business capability needs to be improved.

Third, the market analysis Now there are many brands in the xx market, but the main ones are those companies. Now our products are of superior quality in terms of product quality and function. In terms of price, the price is too high. In the process of selling products this year, the most involved is the price of the product. There are several customers who lose their orders because of the price. 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 think that the price of the product should be properly floated, which can promote the sales staff to sell. In the xx area, our company entered the market relatively late, and the product's popularity and price have no advantage. In xx, the market is under great pressure, so we put the main market in the regional market, where the market competition is relatively Smaller than xx. 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. We can use this sentence to summarize. In today's rapid technological development, next year is a year of great success. If we do not do a good job in the next year and do not seize this opportunity, we are likely to lose this opportunity and never have a chance. Doing this market.

Fourth, the XX year work plan in the next year's sales manager work plan in the following work as the main work to do:

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 sales manager's work, build a ***, a lethal team as a major job to catch.

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 sales manager's 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 of the sales manager, 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, the sales target This year's sales target is the most basic is to do the monthly and monthly orders. 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, establishing a good sales team and having a good sales manager work model and work environment are the keys to work.

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

Sales manager work summary

As a sales manager, you must first define your responsibilities. Here is my understanding of the position of sales manager:

Responsibilities:

1. According to the company management system, formulate the management rules of the sales department, comprehensively plan and arrange the work of the department.

2. Jurisdiction of cooperation between the department and other departments.

3. Preside over the development of sales strategies and policies to assist business executives to successfully expand customers and manage customers.

4. Presided over the formulation of a sound sales management system and strict incentives and penalties.

5. Evaluate the creditworthiness and performance of staff in the department, and be responsible for internal staffing

6. Payment recovery management.

7. Promotion plan execution management.

8. Validate and form a sales division.

9. Develop a sales expense budget and manage the use of expenses.

10. Develop department employee training plans, train sales management personnel, and reserve talents for the company.

11. Support, service, monitor, evaluate, and motivate the department's work processes, efficiency, and performance, and continuously improve and improve.

In the recent period, after experiencing a small fluctuation of personnel, the sales department under the correct guidance of General Song, withdrew a certain district, a certain district, concentrated personnel, and targeted market construction and advantages for a certain market. Product promotion, activities to drive the market and other work, and achieved gratifying results. Now, in the past three months, I have made a brief summary of the achievements and problems in the sales department's work, and made some comments on the next step of the sales department.

The sales data shows that the results are objective and the problem is definitely there. In general, the sales department is steadily moving toward the intended goal.

So, here's a summary of the work of these months.

1. Developed and established a marketing team that is familiar with the market operation process and relatively stable.

At present, there are 112 employees in the sales department, including 96 sales personnel, 4 management personnel and 12 logistics personnel. When each person first arrived at the company, the marketing experience was different. After many systematic trainings and practical work, the personnel were fully familiar with the relevant processes of the operation of the post and even related posts.

For the sales staff, the sales department is divided into two levels according to the business object and the business level. It is divided into two levels: sales representative and regional manager. The division of labor and mutual supervision between each level not only highlights the focus of the work, but also prevents it in time. The problems that arise in the market at any time reflect the original intention of collaboration and complementarity.

This marketing team, although cumbersome and hard work, has a firm mind and behavior for the company to do its due diligence and caring for customers. You are a new force in the fine-grained operation of the feed industry. It is a human resource guarantee that can smoothly start the market and carry out deep distribution. It is a capital that enables the company to gradually move toward strong.

We started late, but we have to run ahead!

I thank you on behalf of the company!

Second, the enhancement of team cohesion, the improvement of team combat capability

1. The gradual increase of new employees, with the development of the company's market activities and training, has transformed us from strangers to familiarities, and has become a close-knit comrade-in-arms, close cooperation, and common hardships, along with the development of the company. .

2. The establishment of a small team in the local market, so that the sales staff and the supervisors can take care of each other in life, cooperate with each other in the work, cooperate with each other, use the advantages of the small team, and support the new and old customers in a targeted manner. The company opened up the territory.

3, because everyone comes from all corners of the country, the small idea of ​​the first arrival of the company, small consciousness still exists, but with the gradual integration into the team, small ideas, small consciousness is gradually fading, everyone has only one goal: do my best Let the company strengthen!

Three: dare to explore, dare to try, constantly improve the new marketing model, and stylized.

1. Everyone comes from different companies. The inherent marketing concept is deeply rooted in the mind of the individual. The market is weak. The market only reflects one word: Difficult! Under such circumstances, the sales department is supported by the general support of Song. The model tries to reform, through several marketing activities, sums up valuable experience, and explores a new set of ideas for developing new customers, maintaining old customers, and market-building. It has obtained the entire sales department and even the entire company. Exciting and impressive record.

2, the introduction of the evidence - the target dealer's power visit - the market momentum - invite the target dealers to participate in the activities - activities carried out - the development of the target dealers, the maintenance of old customers, market awareness, market share Increase, peripheral influence plus.

3, a series of success, can not be separated from the efforts of all the staff of the sales department, and constantly improve the new marketing model, so that competitors can not imitate, let us invincible in the market!

Everyone holds the firewood high!

4. There are laws to follow, laws to follow, law enforcement to be strict, and violations of law.

With the continuous progress of the work process, we have initially established a set of management methods suitable for the company's marketing team and sales planning. The various measures are in trial operation, and we will continue to update and gradually improve.

Execution is the guarantee for the smooth implementation of various policies and rules of the sales department. The sales department management system that the sales department has already introduced is a balance that tests the sales staff's usual work, and is a standard for measuring the sales staff's normal work. On this basis,

First of all, the sales department will issue the “Measures for the Evaluation of Sales Personnel”, which will clearly define the work focus and objects of different levels of sales personnel; and make specific requirements for each specific work content.

Secondly, the sales department will issue the “Management Measures for Sales Department”. Based on the positioning of the sales department, the method will further refine the basic ideas of ordering, distribution, promotion, gift distribution and business development. The rewards and punishments are clearly defined, and the sales department will also issue the “Regulations on the Reward and Punishment of the Sales Department”, striving to achieve “there are standards and everything is guaranteed in the future work”.

Third, the internal communication mechanism of “summarizing problems and improving themselves” has been formed. Timely find out the problems in the work, adjust the marketing strategy, respect the opinions of the sales staff, and improve the work efficiency based on the market demand.

The system is the standard, and the execution is the guarantee!

Liede has set sail, and for its safety, Liede is acting!

Although the above seems to be good, but the problems can not be placed on the desktop, this is also my serious dereliction of duty.

V. The problem of "three nos" needs to be resolved

The problem is a breakthrough. The problem is the starting line. The problem is the foundation and barriers of the next victory.

1. No transparent process

Although the sales department has run a systematic management system and methods, there are arrangements and requirements for monthly work. However, the sales staff does not form a habit of reporting on time. It is only a partial report or indirect remark of the local staff. The sales department cannot comprehensively Timely statistics, planning and coordination led to the decentralization of work, plans, system implementation and results in some regions.

2. No interactive communication

The sales department is planning and accounting as a whole. The three-way interactive communication between front-line staff, logistics personnel and supervisors is the guarantee of internal requirements and development. The sales department needs to understand the frontline situation of each region in a timely, comprehensive and smooth manner so that the strategy can be adjusted at any time. Any uninformed and one-sided reporting behavior is not conducive to the overall development.

3. No open mind

Together, everyone is responsible! The pressure of imbalance between supply and demand in the market, the obstacles of the industry, and the inconvenience of the objective environment have all contributed to our marketing efforts. If we can't face customers and colleagues with an open-minded attitude, a style of tolerance, and a positive and open mind, we can't move forward better. We know that other manufacturers breed and spread the bad atmosphere of mutual demolition, deduction of responsibility, containment, and igniting. We must be alert to our team building and our own progress, and not to be affected by people and things that do not care. progress.

The two armies meet the brave, the wise meet, and the personality wins.

4. Unplanned development

Market resources are limited and are fundamental to our survival and development. For the target market, after research and analysis, not all regions can be developed according to the overall development, planning, step by step development, which customers need to develop in time, which customers can not start temporarily, those customers need complementary linkage, It is not the imaginary effect that can be achieved. The objective economic law cannot be violated. Even when a specific customer should adopt a strategy at what time, when should he return, whether he should use interview or telephone, all need to be considered. The problem. Blind, unplanned, and repeated visits can lead to vicious anti-goal and even negative effects on customer resources.

Six or six recommendations are for reference only

1. Reshape the role of the sales department.

While doing network, do sales, create profits and regional brands. Improve product sales and team reputation by improving the terminal network.

2. Unswervingly use our own way to market

While ensuring that the products are “buy” at the terminal, we must also ensure that “selling”, “planning, multi-level “customer-oriented” promotion, store sales, market promotion, conference marketing is gradually forming into our marketing. The inherent mode. You can't just guarantee that there is water in the channel, but you also need to create an "export" that lets the water flow out.

3. The principle cannot be moved, the salesperson cannot act as a deliveryman.

Sales personnel take the initiative to develop customer ordering plans, customer-oriented, and supply on demand. However, because the sales staff and the customer do not communicate enough, or the communication is not in place, often take the cash on delivery to new and old customers, often only the next day can wait for goods, delivery, collection, and even as a handling, in order to improve work efficiency; reduce The risk of payment; I hope that everyone will adhere to the principle at an appropriate time in future work.

4. Control of distributor product flow flow

Many sales people often pay attention to the dealer's trading situation. Where is the product sold? Why can't it be sold without tracking? Don't think about it. Therefore, in the future work, the sales department will issue a relative form to assist sales. Personnel strengthen the control of dealer product flow, thus ensuring the accuracy of our sales plan.

5, the awareness of developing new customers must go up a step

In some markets, with more and more old customers, sales staff obviously feel that they can't maintain it. There is no idea of ​​opening new customers. In a market, thinking of reaching an expected sales volume, the establishment of the network is the most important. The market network has not yet been idealized, so we must have the idea of ​​building a sound network and constantly develop new customers.

6. Improvement of target achievement rate

In the past few months, I have not been able to complete the scheduled sales target in one month. First of all, my dereliction of duty. In the future, when I set the sales target, I will definitely communicate with everyone. However, after communicating with everyone, the sales target must be completed. Otherwise, from the sales representative to the regional manager to the sales manager, a fine is imposed.

Seven, summary

"The market is the worst coach. We haven't started the competition until we warm up. The quality of the competition is partly due to our understanding and subjective initiative.

At the same time, the market is also the best coach. It can teach us the skills and development opportunities without training. The key is whether the market participants' long-term vision and whether the character can stand the test."

We have experienced enough market tempering. I firmly believe that through our common struggle, we will set up a "fulcrum" to shake the market and create "potential energy" in order to release the inertia and integrate to form "fist" energy. I hope that one day, the sales department Our efforts will surely attract more dealers to operate our products and more farmers to use our products! We will be able to make a contribution in the current weak industry!

We are indeed difficult now, but we are not poor because we have a foreseeable future!

Thank you!