Sales supervisor's work summary and work plan for the coming year

With the efforts of all staff, the Nanjing office has basically carried out the work of regional business. The annual return amount is 257,000 yuan. In the fourth quarter, the amount of money returned was 145,000 yuan, accounting for 56.4% of the whole year. The distributor 31 was successfully developed. Home, 53 terminal hotels, the payment is as follows:

January-March April-June 7-September 10-December

58304 yuan 35120 yuan 19,000 yuan 144,961 yuan

Sales Review: The structure of the company's products is multi-level, series combination, relying on its own goodwill advantages, in terms of product positioning and market strategy, inbreeding and expanding the road. From 4 brands, 8 categories of products, from the beginning of November 2005 in the circulation field, the horseradish king, juice, sushi soy sauce, chicken juice, until the late stage gradually entered the market sushi vinegar, chili oil, mustard oil, etc. The consumer sector has gained partial recognition. The product sales process is a strategy to guide the end consumer, thus driving product circulation. We also provide quality products, supreme services, direct and effective supply and demand resources and network information for sellers and consumers. The whole work is in consumption and circulation. The two areas are synchronized to integrate the sales force - the seller - the consumer.

management analysis:

1. The positioning of the dealers, two existing dealers in Nanjing: A and B, A's existing sales network is concentrated in the city's hotels and restaurants, mainly engaged in high-end dry goods, food distribution business. B's customer base is oriented to the circulation market, and it also concurrently operates the terminal business. The sales networks of A and B have certain complementarities and lack of certain growth. They are limited by their objective factors, and their business development capabilities are not strong. Failure to extend the business based on the original network.

2, the product digestion cycle is different, the product digestion cycle is completely dependent on the amount of consumer use, which is closely related to the food culture of each region. The company's mustard, sushi vinegar, mustard oil digestion cycle is slower, year-on-year, chicken juice, juice, is in the stage of mature market growth, we need to accurately locate the choice of incremental products for the company.

Source of performance: The concept of the seller is to consider the self-interested behavior and risk factors, the promotion effect of our terminal sales team in the consumer sector, dispelling the seller 's concerns about risk factors, and thus choosing our products as a substitute for the meager profitable brand products. Products, chicken juice products compete for the share of Jinba's products, juice replaces the new brand, mustard is to seize the local market, while sushi soy sauce and vinegar tend to lead sales . In addition, the products of the company's products in the consumer sector are classified according to different levels of nature: large catering companies or star-rated hotels, mid-range restaurants, professional Cantonese restaurants, cafes, etc. The annual sales ratio of product categories is as follows:

There is a problem:

1. Dealer violation

The former dealers in Nanjing had a divergence from the company's strategic direction and sales strategy, and the company terminated the dealer's product distribution rights for some reason. However, the dealer was ashamed of this, and opened the fuse, and the Nanjing sales team as an enemy, the strong smell of gunpowder will drop the price of chicken juice and mustard products. Even, he spared no expense, and Yu Jinqiuyuan, from other regions, the company's products were low-priced and impacted on the Nanjing market, which made our sales team have a bad influence on the reputation and product promotion in front of customers.

2. Blank market has not been developed

The focus of the preliminary work was in Nanjing. Due to time reasons, some markets in central, northern and Anhui provinces could not be developed in time. The industrial industries in these regional markets were low in intensity, and the consumption level and the development of the catering industry were also inferior. The degree is also obviously low. From a strategic point of view, these areas should be developed early, as a standby market, pre-emptive.

Summary of experience, on December 18, 2005, Nanjing Office in the Shuangmenlou Hotel Tianzhiwei products "Culinary Grand View" activities, the benefits, the use of the visitor resources, not only improved the visibility of the products in the kitchen industry At the same time, it also collected a lot of information and dynamic information of the industry, so that later communication and cooperation.

Analysis of the catering industry giant: In the second half of 2005, bird flu brought food and beverage turmoil. The annual retail sales of the catering industry in Nanjing was 7.869 billion yuan. The retail sales in the second half of the year was only 3.575 billion yuan, down 27.9% year-on-year. The dining rate of large and medium-sized catering customers was higher than that of the same period of last year. With a 22.3% reduction, avian flu has become a major factor leading to the depression in the restaurant industry in the second half of this year.

Micro-analysis: Consumers are required to maximize utility under budget constraints, based on consumer preferences. Under the technical constraints, the producers maximize the profit and achieve the market equilibrium under the interaction of the self-interested behaviors of the two parties. From the perspective of the existing equilibrium ratio, the following are the proportion of consumers' choice purchase behavior:

The article is organized by

The trend of modern marketing is more reflected in the field of production, down to the consumer sector, rather than just limited to circulation.
XX year work plan

In XX, it is estimated that the annual return will be more than 1 million yuan, maintaining a growth of 345.9%. It is expected to complete the refund of 150,000 yuan in the first quarter, 250,000 yuan in the second quarter, and 300,000 yuan in the third quarter. Ten thousand yuan, the number of end users in Nanjing is expected to increase to 150, and the number of distributors will increase to 70.

working direction:

1. Management of dealers

Regularly check and verify the high inventory of products, cooperate with the company's delivery time and logistics work, ensure that the dealer's inventory is digested in the short term, there is no backlog of products and out of stock, and the channels of various distributors are coordinated. There is a sales network. Overlap phenomenon, to avoid causing product price wars.

2. Solve the problem of product rushing and stocking

Implement a reward and punishment system management system to solve the market threat caused by large fluctuations in product prices, find the root cause of the rushed goods, and cancel the product promotion qualification of the illegal dealers after verification, the time is one year. Conversely, for sellers who provide valid information and hold vouchers, the company grants a corresponding promotional subsidy policy.

3. Sinking sales channels

Further deepening the product distribution, from the original wholesale market to the farmer's market, in the terminal visit, for the collection of information, looking for a large consumer group demand for products. At present, the demand for concentrated juice products is concentrated in cafes and tea houses. We also need to find corresponding entry points in terms of product quality and price.