2019 sales representative year-end work summary

Looking back on the sales process in 2019, I experienced many things and things that I didn't touch; I saw a lot of people who have never seen each other freshly; it seems that from the beginning, everything that the New Year brings is new developments and new requirements, and it is in front of me. You can only choose to move forward.

Overall observation, this year has made great progress for me; no matter the negotiation with customers, or the sales experience and the contact with new customers, they are constantly improving.

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

Ideally, my brand strategy: First of all, our company is specialized in the production of automotive brake pump accessories, brake pump is our strongest one, so in the brake pump, try to use their own brand; secondly, some large dealers will insist on Their own brand combines our products into the market, but we should still find ways to put the "xx" brand into the product; in addition, the brand's launch is based on the promotion of stable quality in the market, just like the domestic market. The quality brands that most consumers know are still dominated by foreign brands. People know what to drink and what brand to buy, what brand of sports shoes to buy, what brand of mobile phone to buy, the quality of this product is better. Even if you buy a local car, you must first check whether the international partner of the manufacturer is Japan or Europe and the United States. Because of the superior quality of those famous brands, people will subconsciously promote each other. In addition, our company now purchases foreign products for export. The scale is gradually increasing. For the outsourcing products, we should prevent the use of our own brand and affect our "xx" products. Specializes in manufacturing auto parts brake image, we consider the long-term strategic vision; Finally, the company continues to promote long-term benefits can increase brand awareness and brand.

With the continuous expansion of the company, the deepening of the market structure and the improvement of product technology, how to effectively expand the market share around the world should be our top priority; now we set up branches in the United States, and then we have The idea of ​​establishing a branch in Iran is all about winning more market share and effective management of local and surrounding markets. We can't forget the promotion of crm and effectively manage the customers in each region and us. The relationship between friendship and long-term cooperation is very hot, we must take the initiative to grasp the advantages of products to get the market instead of waiting for customers to come to us!

1. Eastern Europe: At present, the Russian market is still blank. Due to national policies and tariffs, freight rates, etc., for us, how to further reduce the cost of products to improve price competitiveness is the primary problem in the Russian market; The market is Lithuania. Due to the price issue, we have a disagreement with a large customer. If the price problem can be solved smoothly in XX, the sales share will be maintained or improved. The Eastern European market is better in the Polish market. Although there are only two customers, the sales in XX is expected to reach 180,000 US dollars; another Fukuda in the Eastern European market is the Turkish market. Although the customers who trade with us in 2019 are not as many as before, the market prospect is good, especially the big one. With the lock-in of customers and the promotion of small customers, it is expected that our products will achieve greater development in the region;

2. Western Europe: Italy and Germany are developing stably in 2019. We hope to win more customers and a larger market share through the scale of new factories and brand promotion such as exhibitions and visits. The UK market currently has only one customer, but Due to the problems of the booster and the oil clutch clutch pump, this year's trade volume is not only general but also the return of the booster has caused me a big loss; in addition, after 2019 understanding of the Western European market, it is found that the market requires high quality and moderate price, in Spain, There are many new cars in France, and even if new products are developed, the market's sustainability is not high. Based on this, I personally think that the market strategy in Western Europe, how to lock key customers has become a top priority, such as Italy's lpr, if our products If they can meet their performance requirements, they should fully cooperate with customers, and take the lead in occupying market share from the perspective of long-term interests, and then promote the price increase;

3. The current contact process with the customer is: pre-negotiation work. Pending work before placing the order. Contact in production. Contact before shipment. Contact after delivery. Contact again;

4. African region: Separate the South African market, our African market is still not ideal; the current sales area is still concentrated in Egypt and Tunisia, there are 3 trade relations, and there are only two sales in 2019, one of which Major Egyptian customers canceled orders of about $300,000 because payment methods could not be agreed; but the trade volume of another Egyptian customer increased from more than 10,000 US dollars last year to nearly 70,000 US dollars; the trade volume of Tunisia customers was also Last year's more than 6,000 increased to 10,000 US dollars; with the maturity of our products in the market and the improvement of quality, we firmly believe that we can have a larger share in the North African market;

5. South Africa area: At present, there are 5 customers in the South African market. The agent xxx company is responsible for managing the sales area, which is supervised by our company. Currently, the main area is in Johannesburg, and then there are customers in Durban and Cape Town. The current leading sales products are brakes. Sub-pumps; sales increased from less than $80,000 last year to more than $180,000 this year; preliminary estimates for XX annual sales reached $280,000 and challenged 300,000;

6. Middle East market: In the 1919, there were 11 customers in the Middle East with trade contacts; in 2019, the company's product sales were more than 50,000 US dollars, and the sales of outsourcing products were more than 120,000 US dollars, which were higher than the output value of last year; With the continuous expansion of the Iranian market, our Kia rider master pump and sub-pump will enter the market with the main products, and strive to expand the market share of Japanese car products in Middle East Dubai and neighboring countries through next year's exhibition or visit;

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