Sales annual work summary

Sales annual work summary

The year of XX is about to pass. In the course of this year, the sales department has also achieved a little gain through hard work. At the end of the year, we will summarize the work of the sales department. The goal is to learn from the lessons and increase sales so that the work is done better, so that there is confidence and determination to do better next year's work. Below I will give a brief summary of the work in the past year.

In 2019, we resolutely implemented the policy of xx manufacturers. Learning, formulating various aspects of sales, the core competitive advantages of the company's products, and the marketing department jointly planning and promoting the image of the company, the image of the brand, in various media advertisements, such as radio stations, newspapers and magazines, and so on, to make our company The popularity of the company is gradually recognized by customers in the Taiyuan market. All the staff of the department sent more than 30,000 newsletters and team building; detailed sales personnel assessment standards, sales department operation system, work flow, team culture and so on. This is a good aspect that I think we are doing, but there is still a big gap in what we do in other areas.

From the point of view of sales, our work is not good, and the sales performance is really not ideal.

Although some objective factors exist, other methods in the work also have great problems. At present, the sales department has yet to be resolved. The main problems are as follows:

1. The enthusiasm of sales staff is not high,

Lack of initiative, lazy, that is often said that the nature is not strong.

2. The maintenance of customer relationships is very poor.

The most basic customer retention rate, base customer, and return visits of sales consultants are too small. In a month, a total of eight sales consultants visited more than 20 customers a day, and the average number of intent customers was only seven or eight. From the digital point of view, the sales consultant's base customers are very few, and it is not ideal to invite customers every time. Some activities are not possible.

3. 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 and correctly to some problems and requirements put forward by customers. . When communicating with customers, they don't know how much the customer knows or accepts about our products. It is a fatal mistake to have no secondary tracking after being rejected.

4. Work does not have a clear goal and detailed plan.

The sales staff did not develop a habit of summing up the work and planning, the sales work was in a state of laissez-faire, the working hours were not properly allocated, and the work situation was chaotic and other adverse consequences.

5. The sales staff's quality image and business knowledge are not high.

The individual clerk's own quality is low, stubborn and not bad habits, work responsibility and work plan is not strong, business ability and image, quality still needs to be improved.

I. Market analysis

The market is good and the situation is grim. Through the decline in sales of self-owned brand cars this year, manufacturers will adjust their strategies. Next year is a year of great dedication. We must have a strong internal quality and a plastic image. Use iron discipline to build an iron team and play a beautiful ambush battle. If we do not do a good job in the next year, we are likely to lose this opportunity for development.

2. 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, highly qualified and efficient, and relatively stable.

Talent is the most valuable resource of the enterprise. All sales performance originates from having a good salesperson. It is the foundation of the enterprise to establish a sales team with cohesiveness, combat effectiveness and high quality. Only through the high-quality and efficient sales staff can not only increase the sales of the car, but also put the added value of insurance, household, decoration and so on to a new level. In the next year's work, a harmonious, efficient sales team will be formed as a major task.

2) Improve the sales system and establish a clear and systematic management approach.

Sales management is a difficult problem for the company. The sales staff is in a state of laissez-faire when attending and seeing customers. 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. Strengthen the execution of sales staff to improve work efficiency.

3) Improve the quality and business ability of personnel.

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 new sales models and channels.

Grasp the sales model of insurance and decoration, and make a sound plan. At the same time, we will open up new sales channels and make good use of the company's existing resources to make good cooperation between in-store sales and telephone sales, inviting sales, and auto show sales.

According to the sales tasks assigned by the company, the tasks are decomposed into various sales consultants according to the specific situation, and then decomposed into monthly, weekly, and daily; and the sales performance is improved based on the completion of sales tasks. We will lead the sales staff to do their best to achieve the goal.

5) Gu Quan overall obeys the company strategy.

In the future, before making every decision, we should first consider the opinions and decisions of the company's leaders and abide by the leadership's decision on the various businesses. When there are differences in the work, you should calm down and negotiate with each other. As long as you can always sum up lessons, develop your strengths, correct your shortcomings, and consciously put yourself under the supervision of the company and customers, work diligently and lead by example. I believe that there will be a higher and newer development.

I think that the company's development next year is inseparable from the overall quality of the company's employees, the company's strategic policy, the manufacturer's policy support, and personal efforts. Improving the standards of execution, establishing a “sword” sales team and a good work habit are the key to our work. Our sales department has confidence in 2019 and is determined to re-innovate the company!

Sales annual work summary

Time flies, in the blink of an eye, the work of 2019 is nearing completion. Looking back on this year, in the large family of rubber products branch sales, leadership care, colleagues harmony, learned a lot of professional and personal knowledge, the ability has been greatly improved. In order to carry out the work better, sum up experience, foster strengths and avoid weaknesses, and improve their professional skills and business capabilities, the personal work of 2019 is summarized as follows:

I. Work report

Since joining the work in August 2019, he has been in the sales position for more than a year. In the past year or so, I have been studying hard, thinking positively, conscientiously completing all kinds of work, and gradually improving my work ability.

1. Seriously study job responsibilities, product information, and strive to do their jobs.

Because of the new job, there are many deficiencies in business ability and thinking. In order to adapt to the new working environment as soon as possible, the leading colleagues gave great encouragement and help, which gave me a clearer goal. Beginning with the most basic, we will carefully study the job responsibilities of sales positions, learn product technology, understand products, and be familiar with products. After half a year of study, we have a deep understanding of the products.

Practice is the only criterion for testing theory. In early 2019, we went to the southwest market to visit old users, develop new users, and understand the prospects of transformer diaphragms in the southwest market. After visiting and visiting, I learned that the current transformer diaphragm products are highly competitive, and the purchase volume has shrunk severely due to the impact of coal. Faced with this problem, we changed our strategy to promote our polyurethane oil sacs and developed two users after initial visits and follow-up. Through practice, I learned about the market, and found my own shortcomings, carefully summed up, and avoided the emergence of problems in future work.

In the usual work, do the implementation of the contract, invoicing and delivery. Communicate with users and actively coordinate and solve problems reflected by users.

2. Implement the company's marketing strategy, do a good job in network construction and promotion

As a new product of our company, the polyurethane series was not well known and accepted by everyone at the beginning. In response to this situation, the branch leaders actively adjusted their marketing strategies, combining traditional marketing models with modern online marketing to make the outside world aware of our products. The completion of the new Chinese and English websites has greatly enhanced the visibility of the company's products, and customers who have called for advice have come. Monitor the website every day, collect information, filter and sort out valuable information, and provide timely feedback.

3. Integrity culture and culture demonstration points passed the acceptance and award

In 2019, in the spirit of the three plenary spirits around the party's 18th National Congress and the archives spirit of the Group's provisional approach to creating a model of integrity culture, the branch will pass the acceptance and award as a demonstration of clean culture. In order to meet the acceptance of the leadership of the group company, the company's integrity culture work was smoothly promoted. Under the leadership of the party and government leaders, making layouts, supplementing materials, and through a series of work, the branch passed the group acceptance and licensing at the end of November. Through this work, I accepted the baptism of the party's advanced thinking and understood that we must be an upright person.

Second, work feelings

After entering a new job, after a year of training, my business level and professionalism have been greatly improved, and I have gained a deeper understanding of the sales work. "100 people have 100 Hamlet in their eyes." For me, I usually grasp my own thoughts from two angles.

The first is to maintain a good attitude and apply Milu's classic phrase "attitude determines everything." The job of selling may seem to be an outsider’s day, and it’s so beautiful. In fact, anyone who has worked in this profession will know the ups and downs. You may encounter problems like this. It is especially important that you have a good attitude at this time. With a positive attitude, you can use the right approach to find the right direction and achieve good results. Love my job, I will not take it as a task or burden, lead the task of confession, strive to do the best, will fully enjoy the fun of completing a job.

Secondly, it is the ability problem. I think it can be divided into professional ability and basic ability. The example I saw in the book shows that in the case of a camel, professional ability determines that it can survive in a desert environment, and basic capabilities, including fitness, perseverance, and nature, determine it. How long can you survive in a desert environment? Specific to our individual, professional ability determines that you are suitable for a certain job, basic ability, including self-confidence, collaboration, ability to take responsibility, adventurous spirit, and the potential for innovation, will directly determine the vitality of work. A person who succeeds in business must be a person who can coordinate the development and operation well.

Finally, learn to listen carefully to others and accept the opinions of others humbly. Young people are a little bit sloppy, and I am not out of the list. I thought that my principle was unbreakable, but as my experience grew, I found that many things were not mature. At this time, the masters taught us that we want to grow fast, we must study hard, learn good experiences, good working methods, and accept others' opinions with humility.

Sales annual work summary

The past year has been a year of ups and downs in the market and fierce competition in products. It is also the highest year in the history of mineral sales. During this year, all of them under the strong support and guidance of mine leaders and leaders. Work together, work hard, and successfully complete the actual task. As a member of the sales office, the following is a summary of the individual work summary for 2019 and the work plan for 2019:

I. Summary of work in 2019

1. The sales task is completed, and the sales task needs to be energized.

In 2019, the project completed sales of ** tons, the actual completion of sales ** tons, the return of ** million yuan, completed the sales, return double 100% target, but personal sales than the planned sales decreased by ** tons.

(1) *#* Reason for particle reduction. &&& market sales have shrunk.

(2) ... the reason for the decrease in fertilizer. Due to the adjustment of planting structure in the spring **** market, sales volume decreased by ** tons, and the fallback was limited in the autumn; energy saving and emission reduction resulted in insufficient production in the factory, and the market volume decreased by ** tons.

Insufficient personal: If the output can be guaranteed, the sales volume can be increased by ** tons, which is still close to the actual required sales volume. The main reason why sales cannot be completed according to the plan is that the individual's efforts are not enough, and the market capacity has not been effectively expanded; it cannot effectively curb the shrinking of some markets.

2. Develop and maintain the market according to the actual situation.

(1) Development situation.

In view of the shrinking sales in the ** region, this year's ** fertilizer development focuses on large vegetable growers in the ** region and looking for ** users. ... fertilizer development focuses on * compound fertilizer manufacturers and agricultural resources dealers.

(2) Maintenance.

This year, we made a unified outbound price in the surrounding market and several key dealers continued to pay the margin policy and other work control goods.

Insufficient personal: Sometimes communication with dealers is not timely, and some problems in the market cannot be dealt with in a timely manner; market development and maintenance are not enough.

3, do your best to do a good job in logistics

4. Do a good job in teamwork and cooperate with other departments.

**The team is a team that needs unity and special unity. In our team, we need to ensure the completion of the overall sales tasks, but also to overcome the problem of product placement and transportation balance in the personal market. In the sales work in 2019, everyone carried out all-round cooperation in breadth, depth and density. Everyone worked hard, worked hard, shared information, shared logistics, and supplemented each other with pre-sale, sale and after-sale services. The overall situation is not to seek personal gain, and jointly find ways to deal with various problems in the sales work, and ultimately ensure the successful completion of the sales task. While completing the tasks within the **, actively handle other tasks that the Director temporarily confesses. In the cooperation with the internal departments of the enterprise, we communicated in a reasonable and appropriate way, maintained good cooperative relations with various departments, and tried our best to maximize the profits of the company.

Personal deficiencies: less contribution in teamwork, more efforts to be done; insufficient communication with leaders, sometimes not well understood leadership intentions; daily work is sometimes not serious enough; communication methods and methods need to be further improved with other departments .

5, properly handle customer relationships

In the market operation in 2019, we provided customers with the necessary market information and cheap logistics, and timely handled the customer's suggestion, met the customer's market demand for goods, balanced the relationship between the company and the distributor, and continued the company and customers. Good relationship.

Insufficient personal: the lack of sales theory, the scientific and effective analysis and resolution of some problems in sales; the self-marketing of customers is not in place, the influence is small; the work objectives are not clear enough, and the relevant work is not detailed enough.

6, other related work simultaneously

Information plays a very important position in sales. Internally, we keep abreast of the production and quality of products within the company, and collect various market-related competitive products through various means such as market research, telephone and internet, and adjust production for enterprises. Determining market prices and other relevant decisions provides a reliable reference.

Insufficient personal: the relevant information work is not done in detail, the information analysis methods are lacking, and the information materials needed for sales cannot be provided in all directions.

Second, the 2019 work plan

In 2019, the project will produce 10,000 tons. For the sales of personal areas in 2019, you can refer to the actual sales in 2019. The work plan for 2019 is as follows:

1. The sales task continues to be completed.

2. Market information collection is more complete.

3. Channel improvement and progress.