Car sales monthly work summary

Car sales monthly work summary

For internal management, please come in and go out. The self-styled and closed-door vehicles have long been unable to adapt to the current fierce competition in the sedan market. By entrusting relevant professional companies, we propose new plans and suggestions for the site layout and management of the branch offices; organize the comprehensive department and related business departments, and use the spare time to provide service stations of certain scale in xx city, especially competitors. 4s station, conduct a field survey. Learning from them and using the strengths of each other, we have accumulated first-hand information for the development of future work and the formulation of business policies.

Fourth, focus on team building

The branch office is a whole, and only by giving full play to the enthusiasm of each member can it be. Since the beginning of the year, we have established a series of regular meetings, such as weekly manager meetings, monthly business analysis meetings, and so on. The problems in marketing management were widely discussed at the regular meeting, which unified the understanding and defined the goals.

While strengthening our own management, we also use external professional training to enhance the team's cohesiveness and professional quality. By hiring a professional enterprise management consulting company to train employees on how to improve team spirit, the service awareness and concept of all employees were further strengthened.

2019 is an important strategic turning point for xxxx hippocampus car sales companies. The increasingly fierce price war in the domestic sedan market and the overall economic environment regulated by the state's giants have caused great difficulties for the daily operation and development of xx companies. With the joint efforts of all employees, xxxx Haima Automobile Sales Company has made a historic breakthrough, and many indicators such as vehicle sales and profits have reached record highs. As the general manager of Haima Automobile Branch, he is also honored to be awarded the “Outstanding Leadership Contribution Award”. Looking back on the work throughout the year, I feel that I have a little bit of success in the following areas and I am willing to share it with my colleagues in the industry.

First, strengthen the face of market competition, do not rely on price wars to segment user groups to implement differentiated marketing

In response to the operational indicators issued by the company's headquarters this year, combined with the spirit of the general manager Xing at the 2019 business conference, the branch will focus on the marketing of the year in terms of differentiated marketing and improving the quality of marketing services. In the face of the increasingly fierce price competition in the market, our Hanyang branch did not blindly enter the misunderstanding of “price war”. I often say that "price is a double-edged sword", moderate price promotions are helpful for sales, but unrestricted price wars are tantamount to suicide. What kind of strategy should we use for off-season car sales? We explored a set of countermeasures: Countermeasure 1: Strengthening the target management of the sales force

1. Standardization of service process 2. Formalization of daily work 3. Regularization of inspection work 4. Segmentation of sales indicators 5. Morning meeting, regular training of training 6. Evaluation of service indicators

Countermeasure 2: segment the market and establish differentiated marketing

1. Detailed market analysis. We have further subdivided the key markets in the past, and developed different sales strategies in different market segments to form differentiated marketing. According to the sales situation in XX, we have determined that taxis, group users, and colleges and universities taste scattered users. The market often adopts corresponding marketing strategies for these four major markets. For the government procurement and taxi market, we have increased our investment. We have set up a taxi sales team and a large user group. The branch company has become a corporate vehicle unit, making more use of the promotion of industry associations to correctly guide the rental company. Promote the hippocampus brand policy. Usually we take the initiative to come to the door, regularly communicate feedback, and closely track the market dynamics. In view of the good opportunity for the taxi sales in the xx market in the past two years, we have maintained a good cooperative relationship with the rental company, took the initiative to come to the door, understand the needs of the rental company to change the car, the driver's behavior and the dynamics of the mind; the weekly tracking of the taxi company, On-site service once a month, to understand the use of new taxis, and to solve some common faults on the spot; negotiate with the taxi company to conduct on-the-spot training on the use skills and maintenance knowledge of the taxi driver. In view of the high level of knowledge of colleges and universities, we focus on the recommended sales of Picasso, supplemented by Citroen's brand introduction and cultural propaganda, so that they can experience Citro龙n's long history and rich corporate culture. In addition, we teamed up with the xx city college logistics group to jointly establish the school district xx maintenance service point with the xx science and technology logistics team, and bring the xx service to the university, and regularly organize free clinics and maintenance inspections in colleges and universities. Established a good brand image within the scope, driving the sales of the university market.

Countermeasure 3: Pay attention to information collection and make scientific predictions

Today's market opportunities are fleeting, cruel and fierce competition is everywhere, and scientific market forecasting has become the guidance and basis for the development of staged sales targets. At the dawn of the market, every piece of sales information is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system for everyone to collect, communicate in a timely manner, and be responsible for the person. Through the information and information feedback from the sales staff at the morning meeting before the work, we will formulate the previous sales comparison analysis report to determine the next sales task. Refining and formulating specific sales methods and methods, and responding immediately when there is a need. At the same time, we maintain close communication with relevant departments of the brand department and actively organize the vehicle source. Increasing the programmaticity of work avoids the blindness of work; while focusing on the absolute number of sales, we strengthen our market share. We regard the share of the branch in the local market as the main assessment target of the sales department. This year, the headquarters task was completed and the annual sales target set by the headquarters was successfully completed.

For spare parts sales, we have focused on cleaning up some of the unsalable pieces that have been accumulated for historical reasons, minimizing the backlog of branch funds. Due to the changes in the spare parts business policy this year, the profit margin of the dealers has further narrowed. For the new market situation, the branch leaders have repeatedly discussed with the spare parts business department to actively explore the surrounding spare parts market, especially At the same time of the large customer market, combined with the new business policy, a series of spare parts promotion activities were launched, and achieved good results. The turnover of spare parts sales was xx million yuan. In the case that the sales of the store were greatly affected by the low-price dumping impact of the market, the use of after-sales service to drive the spare parts sales of the workshop not only reversed the unfavorable situation, but also drove the sales of the workshop.

After-sales service is the window, which is the backing and guarantee of our vehicle sales. This year, the branch company has ushered in the peak of after-sales maintenance since its establishment in XX. To this end, we put forward higher requirements for the after-sales service department. Among the after-sales staff, we launched a wide range of service awareness publicity activities, as well as self-examination and mutual inspection work between the teams; The on-site inspection system of the workshops attended by the department managers, on the spot of the after-sales maintenance site, put forward rectification opinions and time schedules on the site; the user enters the station to receive the special person, pick up the car, test the car, deliver the car and other important links to emphasize the language behavior In the maintenance process, emphasis is placed on the use of “three pads and one cover”, standardizing behaviors and language, respecting users and caring for the vehicle; implementing kanban management in the workshop, receiving and managing photos and names on the walls, and accepting user supervision. In order to further improve user satisfaction and shorten the waiting time for users, from June onwards, the service hours will be extended every night until 1:00 am, and the after-sales club will provide 24 hours a day rescue; improve the after-sales maintenance site hardware and software. The environment provides customers with comprehensive and high-quality services, which improves customer satisfaction. The annual after-sales maintenance pick-up xx times, the net working income of xx million yuan. Second, strengthen service awareness and improve the quality of marketing services 2019 is a year of fierce competition in the automotive market. In the face of severe situation, at the beginning of the year we determined the year of "service management year" and proposed "service-driven sales rely on management to create "Benefit" business policy. We selected employees who have been engaged in service for many years to set up a customer service department, and established a branch customer return system and a user complaint acceptance system. Each business department holds a regular service meeting every week. Each quarter, in conjunction with the service requirements of the business representative office and the feedback of the service rating, a departmental-level service regular meeting is held to strengthen the service awareness in the management and regard the service work as the top priority. At the same time, it establishes and perfects the management service system of the first-line business department serving customers and management departments in the internal management; in the business department, it emphasizes the principle of establishing service to customers, the customer is God; in the management department, the emphasis is on the service. Sales of after-sales awareness. The formation of the second line is a first-line service, and the first line serves the management mechanism of such a layer of services for customers. Actively respond to headquarters requirements, improve service quality, strengthen employee service awareness, hold a weekly service quality meeting, summarize last week's service quality improvement actions, and formulate this week's plan to provide users with high-quality, high-quality services. . And set up a service quality angle to track the quality of service and find out the shortcomings in time, and propose the next improvement plan. The branch has always been at the forefront of service ratings in the outlets of the business representative office, and the after-sales service has won the first place in the national network several times. While strengthening the soft body fitness, we have carried out a series of rectifications on the hardware facilities of the branch, and successively established a maintenance user rest area, and took the lead in the maintenance of the "turnkey" project; in view of the surge in sales of taxis, timely A taxi sales and service team was established, and a dedicated taxi sales office was established to improve the user's rest area. According to the characteristics of the current market and the requirements of the brand department, we launched the “March Smile Service”, “May 1 Smile Gift”, “Summer Cool”, “Jinqiu University Campus Free Inspection”, Community Free Clinic, “Winter A series of activities such as “send warmth” have achieved great repercussions among customers, and the service awareness and service quality of the branch have also been significantly improved.

Third, tracking opponents' dynamics to strengthen their competitive strength

Fourth, focus on team building

Car sales monthly work summary

In a blink of an eye, in less than three hours in 2019, I waved away and greeted the 2019 bell, summing up my work this year.

Looking back, look at this year's year, I don't know what I did, actually this year's turnover has not been completed, still more than 700,000, my heart is really uncomfortable, I have to review myself, do all things this year, do Inductive.

First, I think the reason for this year's performance is not completed is the following three points:

1. The market is not strong enough, so many customers in Tangshan large enterprises have not been in contact yet, and no contract has been produced! It has not achieved the expected results!

2. The style of personal work is not diligent enough. It is impossible to persist until the end, especially in the recent four to eight months of this year, the amount of visits is particularly unsatisfactory!

3. In the work and life, when communicating with people, the way and method of speaking need to be further improved.

Second, the work plan:

At work, I always understand that there is only a relationship between the superior and the subordinate. No matter whether it is internal or external, the work of the leadership is not sloppy and sloppy. On the one hand, when actively accepting the leadership intentions and the standards that need to be met, Requirement, strive to complete ahead of the required deadline, on the other hand, actively consider and supplement.

Performance represents the past, it does not mean that the past will be fine. We must spur ourselves with past deficiencies and problems, and let ourselves have a better breakthrough in the new time! In order to advance to a level of work next year, we will make plans for ourselves as follows:

Three major parts:

1. For old customers, and fixed customers, always keep in touch, send some small gifts or banquet customers when there are time and conditions, so as to stabilize the relationship with customers.

2. While having old customers, we must continue to get more customer information from various media.

3. To have good performance, you must strengthen business learning, broaden your horizons, enrich your knowledge, and adopt a diversified form to combine your business with communication skills.

Nine small categories:

1. Add more than 5 new customers per month, and have 3 potential customers.

2. A summary on Monday, a big monthly, to see what work mistakes, correct the next time do not commit again.

3. Before you see the customer, you need to know more about the customer's status and needs. If you are ready to work, you may not lose this customer.

4. There can be no concealment and deception for customers, so there will be no loyal customers. You are consistent with your customers on some issues.

5. To continuously strengthen business learning, read more books, access relevant information online, communicate with peers, and learn from them better ways and means.

6. The attitude of all customers should be the same, but not too low. Give customers a good impression and establish a better image for the company.

7. If the customer encounters a problem and cannot ignore it, he must do his best to help them solve it. We must first do business and let our customers believe in our work strength to complete the task better.

8. Self-confidence is very important. You must build your own self-confidence and always say to yourself, “I am the best! I am unique!”. Have a healthy and optimistic and positive attitude to complete the task.

9. Have good communication with other employees of the company, have team awareness, communicate more, and discuss more, in order to continuously grow business skills.

Third, personal goals for next year:

A good salesperson should have: a good team, good interpersonal relationships, good communication skills, good sales strategies, good professional knowledge, and a passion for sales that always runs through it! Personally think about sales The enthusiasm for work is very important, but how to cultivate the enthusiasm for work! How to continue? Think of work as a means rather than a burden~ Work is also fun, looking for fun! Through 10 years of work and study, I have learned and recognized some We have a good team, we work passionately, we can do it and we can do it! My personal goal for next year is 4 million. I can own a car of my own next year! I must buy a car and I have to buy it myself. There are 50,000 yuan in funds!

I believe that I can succeed and fight for my goals! Come on!

Car sales monthly work summary

According to the series of activities reported to the regional advertising program in October and the company's requirements, the Dragon Teng Commemorative Edition was published. In the Jiangnan Evening News on November 21, "Dongfeng Citroen Courtesy, "Dragon Memorial Edition" was published. The soft version of the "model" and the color vertical column of Longteng World, and launched a series of promotional activities. After the advertisement was published, 23 consultation telephones were received. Due to the limited edition of the commemorative edition, we can only apologize to some users. Therefore, the launch of this commemorative edition has attracted consumers' attention to a certain extent and achieved good results. In addition, the East China Information News on November 16 made a pass on the double-crown king of Fukang and launched the “Special 3+3” promotion to make a certain advertisement for the sales work of the year. It also allows more consumers to understand the quality of the Dongfeng Citroen brand. In response to the above two commemorative activities, we also used print advertising methods such as roll-ups, banners, hanging flags, posters, etc. in the layout of the exhibition hall.

At the beginning of November, we participated in the auto show “Bout with F1” jointly organized by B&Q and Wuxi Transportation Station, and broadcasted the traffic station and broadcasted the relationship between Citroen and the World Rally.

In the marketing activities for major customers, on November 12th, our company invited potential users of the Xishan District Government of Wuxi City to conduct a car change to the Xuelang Ecological Park for a deep test drive test while orange at the Taihu Lake. The park carried out a networking event of picking oranges. The event was attended by 48 people, with 6 intent customers, and 4 customers were actually sold at the end of the month.

For the old customers, we organized 20 cars from the car club to hold a photography self-driving tour in Dongshan, Suzhou. More than 70 people participated in the event. After the event, the photos were evaluated. The results will be in December. Announced, the photographic works participating in the competition will be displayed in the hall, and relevant advertisement pictures, photos and articles will be published in the "Wuxi Auto Market" in December.

This month, other brands have also stepped up their efforts. They want to rush at the end of the peak sales season at the end of the year. Therefore, the sales policies of various brands are emerging one after another. For example, Beijing Hyundai’s Elantra launched “very 3+1, good gifts waiting for you” in November. The overall price has fallen below 98,000; Maxima has cut prices substantially, falling by 6,000 yuan; therefore, most of them are through various channels to promote price reduction to stimulate consumers' desire to purchase. Through the implementation of the above various marketing programs, our company has actively stepped out of the exhibition hall while continuously consolidating the old customers. By returning to the old users and in-depth test drive to find other customer groups, we completed the sales of 50 vehicles this month. 69.4% of the tasks assigned by the district were 18% lower than the 61 units sold in the same period last year, which was the same as the 50 units in October. In order to complete the mission of the region in December, our company also implemented a joint assessment on sales, and incorporated the unfinished indicators in November into December. In addition, for large users, we will further follow up, strengthen liaison with the car modification office of relevant units, carry out various networking activities, and formulate corresponding sales policies for major customers, and carry out targeted introductions to various models of our company. .

At the same time, two suggestions are made:

1, should increase the intensity of advertising, especially in the depth test drive test.

2. The promotion of TV, radio and internet for the Fukang Double Crown and Elysee 16V engines should be further strengthened to further enable consumers to understand the quality of Beverly's racing cars and the excellent performance of the Elysee 16V engine.

Car sales monthly work summary

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