Sales year summary

Clothing sales work summary

In the process of product management, I think the most important thing is to analyze the sales process, to be meticulous, and then to design and produce feedback with first-hand sales data.

Let's talk about sales first: Because the market share of the brands I serve is not a strong posture, in the sales process, we must strive to grab the market share of the same level of competitive brands, and we must do our best to be harsh. Taking the sports 100 store of Xidan xx store as the analysis object, the whole shopping mall is the main body of sports shoes, and the passenger flow of the whole shopping mall is mainly sports young people. With the Olympic Games held in Beijing in 2008, as well as SARS and bird flu. People's vigilance is reused, and people's consumption of sports is bound to develop vigorously. When I distribute the goods, I have to fully match them: sports shoes + jeans + casual sports tops. The brands around me, the competition brands I have established are jeans jive and casual tops bossini. The reason why they chose to be our main competitive brand, not levi's, lee, is because I think competitive brands are brands that we can surpass or be surpassed in a strategic development process. In the process of competition, we will do our utmost to restrain the development of competitive brands within the range of acceptable profits. In the process of competition, the main application is the concept war and the price war. However, to use the tactics flexibly, it is not allowed to touch the stone with the eggs. For example, when jive is on display, launching a pair of jeans, I will use jeans with strong price advantage and style advantage and you are doing the right thing. What is it, what do I have, if, the other party’s competitive advantage is too strong, my profit I am not allowed to make blind behaviors, then I will attack from his soft side. However, in the process of fighting between the two sides, we must also pay attention to the market share of other brands, so as not to take advantage of the interests of the fishermen. In the process of sales, the inventory ratio of the goods, and the display must be adapted to the sales ratio of the entire yard, but it is still a matter of mastering the momentum, for example, if my male T-shirt sales accounted for 40%. %, female T-shirt sales share only accounts for 20%, then I can not adjust the inventory to 40% for men's T-shirts, 20% for women's T-shirts, because if this adjustment, my women's momentum will be weakened, The sales trajectory will inevitably advance to 50% and 10%. If, once, my female T-shirt loses momentum, the sales of my entire yard will inevitably drop sharply. Because the integrity of the brand is extremely important, or rich. In terms of the display of goods, I think the entrance to the yard must be an open and easy to enter. Because the decisive factor of the whole sale is nothing more than the passenger flow and the customer's stop time in the store. The manager of the store must know what the best-selling model of the store is and what is the most expensive shelf. The different stages of the development of the store are different. If you are in the survival stage, then you must use it. The best-selling models are displayed on the most expensive shelves. If you are in the well-off stage, you have to adopt a different combination of best-selling and slow-moving models to achieve the four-faced scene.

In addition, the most popular display idea at this stage is the color matching. However, in the color matching process, we must pay attention to the overall layout, as well as the display of the smallest display cells, and then to the layout of the entire combination. At the time of display, we must make full use of the combination of green leaves and safflower. If, however, the simple color combination is repeated, and there is no such thing as a finishing touch, the whole layout will have an embarrassing situation without focus. In the store posters, we must highlight the brand's theme culture, design comes from life, feedback on life, in terms of concept marketing, we must tell customers what kind of clothes we wear on, in order to find a life attitude with customers. resonance. In terms of sales, we collect data on sales, and we must treat each store separately to make a store a piece of information so that we can give the most accurate feedback to design and production. The setbacks encountered in the sales process will be compensated for in the next season. For example, this week, the sales of men's T-shirts only have a 10% market share. Consider why it is 10%, how much can be improved in the next season's sales process, 15% or other? This inference must be based and strategic. vision. Promotion: Promotion should have a plan to develop, and should not be blind. Before the season starts, it is necessary to formulate a year-round promotion plan, instead of blindly following the competitive brand, and being led by the competition brand.

There are three points in the formation of the promotion: 1. Promotion of holidays; 2. Promotions that are not guaranteed by the store, and promotion of the end of season. Advantages of promotion: increase sales and reduce inventory. Disadvantages of promotion: customer impression discount of brand image. In order to reduce the promotion and give the customer a discount on the impression of the evaluation, each time the promotion should give the customer a reason to reduce the price as much as possible. When you are promoting a promotion, you can also join other cultures, such as a strong brand in a different industry. After each promotion, it is necessary to conduct a timely review and summary to grasp the next flow of goods.

Buying goods:

1. Push back the big circle with details, and then push the details with Dawei.

2, the advantages of the previous season must be inherited, in the traces of the fusion of some elements of the trend changes, in order to change.

3. Understand the sales cycle of the goods, all sales should be in the form of a parabola, try to increase the height of the parabola peak and the length of the lateral coordinates.

4. Guarantee the integrity of the goods, but try to avoid repeatability. Because repetition will form competition in your own field.

5. Look at the trend of trends, such as the current wave of women and the wave of the Olympics.

6. The determination of the size ratio and color ratio of the goods should be calculated according to the upper and lower period of the peak of the parabola. It should not be the proportion of sales throughout the season. However, pay attention to the integrity.

7. For the launch of new products, it is necessary to carry out experimental production, and it is not possible to carry out large-scale production of new products. Only large-scale production of excellent products can be carried out. Agents: Try to teach and assist as much as possible, and think about it. Share your expertise with agents as much as possible. In the aspect of data analysis, it should be provided to the agent as much as possible. Let the agents form a long-term vision. And hope that agents can see profit. In terms of clothing quality: we must strive for excellence and maximize the development of repeat customers. Be as modest as possible in teamwork and have unreserved guidance for subordinates.

The above is a little bit of my experience on the management of clothing goods. Due to the limitations of the text, many aspects are also fully developed.

Annual salesperson work summary report

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

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

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

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

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

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

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

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

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

Personal sales summary of furniture sales

The sales staff of modern enterprises is the pioneering force to develop the market, and is an important representative of the corporate image. It must have good quality. The quality of furniture sales staff should be summarized as follows:

1. Spirit

A good salesperson must have a strong professionalism, love his job, be energetic and have the courage to open up.

2, knowledge

The conditions in this regard determine the sales ability of the sales staff and are the basis for doing a good job in sales. Including the following aspects:

1) Product knowledge should be familiar with the production process, quality characteristics, specifications, model, production cycle, delivery time and inventory of all goods in the mall: understand the use, maintenance and repair knowledge of the goods; understand the relevant situation of the competitive products in the industry;

2) Enterprise knowledge should master the company's historical background, business philosophy, production capacity, product structure, variety series, technology level, equipment situation and service methods, development prospects, etc. Learn about the company's sales and sales network in each region.

3) User knowledge to understand the consumer psychology of the furniture buyer, the level of consumption, and the basic requirements for the layout of their home environment.

4) Market knowledge Understand the environmental changes in the furniture market and the purchasing power of customers, and conduct market analysis based on the information collected during the sales process and customer feedback.

5) Professional knowledge to understand the technical knowledge related to furniture; know the home culture, furniture fashion trends, to understand the cultural cultivation and aesthetic taste according to the information obtained from the communication with customers, and to introduce the products in a targeted manner.

6) Service knowledge Understand the basic etiquette of reception. Carefully and conscientiously handle documents; effective use of body language to convey information is an effective way to gain trust.

3, cultivation

Since the salesperson directly contacts with the customer, only by first winning the trust of the customer can the job be successfully carried out, so the salesperson must have a good cultivation: the instrument is generous, well-dressed, dignified, modest, courteous, not humble, and makes the customer happy. Communicate with it.

4, skills

Sales personnel should skillfully use various techniques according to the characteristics of the furniture in this store. Be familiar with the customer's buying motivation, be good at grasping the timing of displaying and introducing products to approach and convince customers, create trading opportunities, and even become friends with customers and promote the formation of potential customers.

The sales staff's grasp of the use of sales methods and skills is the key to improving the turnover rate and establishing a good image of the company. Sales skills include the following:

1, trigger interest

Arousing the attention of prospective purchasers to the extent to which the items in the store can meet their needs and satisfaction. The main method of inducing interest; the goods that are frequently adjusted for the shopping malls are constantly adjusted and continuously replenished, so that customers have a fresh feeling every time they enter the store; creating a small and tasteful environment to attract customers; For a long time, choose one of them as the key work object, and patiently and meticulously explain the questions to trigger the interest of other customers in the store.

2, get trust

The product and trust of the company can further lead to the purchaser making the decision to purchase. The salesperson should limit the trust of the customer, and should start from the following aspects:

1) Respect the customer; grasp the consumer psychology, use the good service knowledge and professionalism to enable the customer to obtain the psychological satisfaction as the consumer in the shortest time.

2) Truly provide relevant product knowledge that customers need to know.

3) Effectively use your body language to convey your sincerity when communicating with customers.

4) When introducing goods, the customer's trust in our products is obtained by attacking other similar products. The result will only be counterproductive, and even cause customers to feel resentful.

5) When talking about problems, try to stand in the perspective of other people and consider it to be very persuasive.

3. Understand customers

When talking with the customer, the salesperson can start to understand the customer's choice intention by purchasing motivation, housing area, home decoration style, personal color preference, and economic situation, so as to introduce the product in a targeted manner.

4, seize the opportunity

According to the different wishes of customers, different reception methods are adopted. For highly-targeted customers, the reception should be active and rapid, and use the other party's questions to take the opportunity to seriously demonstrate the products. For customers who are uncertain and are “shopping around” Sales personnel should patiently explain the characteristics of this product to them, do not rush to seek success, allow customers to compare and consider making decisions; for customers who have become commodity buyers, they should continue to communicate with customers and can focus on the company's services. And other supporting goods, so as not to produce a feeling of being left out.

5, guide consumption

When the customer has an understanding of the product he likes, but when considering it, the salesperson can help the customer to make a choice based on the knowledge of the home decoration knowledge, telling the product what effect it can achieve, and can also unintentionally talk about this kind of product. The level of consumer groups of goods is relatively high, in order to effectively contribute to the final transaction. The most important point in guiding consumption is that the sales staff introduces the product with deeper professional knowledge and provides professional level advice to the customer.

6, processing opinions

In the sales work, the customer's opinion is often heard. A good salesperson should not be disturbed by the different opinions of the customer. The salesperson must first try to provide the buyer with their favorite goods and avoid opposition.

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The appearance of opinions or objections are reduced to a minimum. For those who have already expressed objections, the salesperson should listen patiently. If the opinions expressed by the customers are incorrect, they should be politely explained. Conversely, they should express their sincere attitude.

7, grasp the after-sales

After-sales service is an important part of the sales, and it is an important part of the relationship between the company and the customer. He can build a consumer's trust in the company, not only strengthen the connection between the merchant and the customers who have purchased the goods. To encourage them to become "return customers", while old customers can also affect customers, open up a wider market, and do a good job in after-sales service can start from the following aspects;

1) Contact the customer and guarantee the service. After the product is sold, it does not mean that the trading relationship is interrupted. The salesperson should continue to contact the customer on a regular basis to maintain contact and service. If the customer is satisfied with the product, the salesperson must fully perform the assembly, maintenance and service guarantees. For the customer's opinion, the salesperson should express his acceptance and take timely improvement measures.

2) Record and save information materials. The enterprise sales department understands the changes in the product sales market by establishing customer files and doing work records, providing useful reference and reference for analysis and market development, and providing valuable information for improving after-sales service. The information that the salesperson should save and record includes: the customer's name, address, contact information, name, model, specification, purchase amount, transaction amount and other valuable information during the customer's conversation. What kind of opinions are given to the company's products when the customer purchases and does not purchase and why.

3) Analyze and manage key customers. Key customers are the core part of all customers, those who have a large proportion of the total sales profits of the mall, are representative and influential in a certain social level, and have taste and advocating trends in home selection. These customers can Selected from the work record and customer file, the salesperson regards such customer as the key public relations object in the after-sales work, which is an important marketing method; according to experience, some customers who may become at a certain time in the future and have key customers The characteristics can be considered as potential customers, and such customers must also attract the attention of sales personnel.

4) Dealing with the after-sales problem of the product. Enterprises should try their best to ensure the quality of products and avoid the quality problems after the sale. However, if such problems arise, the salesperson should first sincerely apologize to the customer after receiving the complaint. After understanding the situation in the customer's home in the shortest time, In time, contact the relevant departments to negotiate and solve the problem, and solicit customer opinions until the customer is satisfied, and finally thank the customer for the complaint. Dealing with such problems should also make detailed work records as important information for improving products and improving quality. At the same time, properly handling after-sales problems is also a rare opportunity to open up markets, develop group customers, and establish a good image of the company.

8, 10 kinds of opening sales of furniture sales

Before the salesman negotiates with the customer, he needs an appropriate opening statement. The opening and closing time can determine the success or failure of this sales. The following creative openings are commonly used by sales promoters:

1) Money Almost all people are interested in money. The method of saving money and making money is easy to attract customers' interest, such as recommending specials, promotional products and participating activities.

2) Sincere praise everyone likes to hear good words, customers are no exception, therefore, praise is not

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A good way to get close to the customer. Praise the customer must find out the characteristics that others may overlook, and let the customer feel that your words are sincere. If you are not sincere, if you are not sincere, you will become a fake and flattering. This effect will certainly not be good.

3) Use the curiosity salesman to create a mysterious atmosphere, causing the curiosity of the other party, and then, when answering the question, skillfully introduce the product to the customer.

4) Taking famous companies or people as examples of people's purchase behavior is often affected by others. If the salesman can grasp the customer's psychology, he will definitely receive good results.

5) Ask the problem The salesman directly asks the customer questions and uses the questions raised to draw the customer's attention and interest.

6) Providing information to customers Salesmen provide customers with information that is helpful to customers, often attracting customers' attention. Caring for the interests of customers has also gained the respect and affection of customers.

7) Performance display The use of various dramatic actions to demonstrate the characteristics of the product is the most attractive to the customer.

8) Asking the customer is now a professional society. The salesman can deliberately ask the customer about some problems that the customer does not understand. The general customer does not reject the salesman who is humbly asking for advice. And between the discussion and the teaching, the atmosphere of harmony is naturally easy to establish.

9) The transposition method stands at the customer's point of view, and the advice to the customer in the application can get unexpected results.

10) Using gifts, few people will refuse free things, use gifts as a stepping stone, both fresh and practical.