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Summary of annual work on transformer sales

Summary of annual work on transformer sales


I have been engaged in the sales of transformers since XX 5, and I have been led and helped by the leaders of the sales company for the past six months, and with the help of every colleague, I have established my own work, fulfilled my duties, worked hard, and worked hard, as of December 15, XX. On the day of the year, the sales completed in XX year was 248,000 yuan, 25% of the annual sales task was completed, and the main purchase rate was 100%. The experience and feelings of sales work for the past six months are summarized as follows:

First, earnestly implement job responsibilities and conscientiously perform their duties

As a project salesman, I can fully realize that my job responsibilities are: do everything possible to complete regional sales tasks and promptly return the purchase price; strive to comply with the requirements of the sales management method; have a high professionalism and work A high sense of ownership; complete other tasks assigned by the leadership. Since I was engaged in business, I have always taken job responsibilities as the standard of action, starting from the point of work, and strictly demanding my own behavior according to the terms of my duties. Since working time, I have to start from the product in my business. Start with knowledge, carefully analyze market information while understanding technical knowledge, and secondly, often communicate with other project managers, communicate diligently, analyze market conditions, existing problems and response plans, in order to improve together. In the daily affairs work, after receiving the task arranged by the leader, he actively started to complete the task on time on the premise of ensuring the quality of the work. In short, the practice of this period of time proves that business skills and performance as a salesman are critical.

Second, clear tasks, take the initiative, and strive to complete the task on time and in good quality and quantity

The work of the leadership arrangement is not sloppy and sloppy. On the one hand, when accepting the task, on the one hand, actively understand the leadership intentions and the standards and requirements that need to be met, and strive to complete ahead of the required time limit, on the other hand, actively consider and supplement. However, I did not complete my annual sales task this year. Now I analyze the reasons for this: 1. This year, Nanjing Daquan Transformer has just opened up the Inner Mongolia market. It is still a new transformer manufacturing enterprise for many manufacturers. Therefore, for the company’s leadership inspection, my company, Recognizing my company is my biggest job here; 2. It may be due to transportation costs or other factors. The price of Daquan transformer is high, new enterprises, high prices, most of them are not recognized by Party A; 3. They are selling transformers. The new salesman in terms of sales , there is not much experience in sales , is another factor that has caused the market to open up.

Third, the analysis of electrical products market

The Inner Mongolia region is large, but the power grid construction is relatively backward. With the deepening of the power grid transformation, the manufacturers will sell the target, facing the backward areas in the west, and at the same time, the market will continue to be refined, the competition is increasingly fierce, competitors and price analysis: this half year Through their own understanding of the region, there are two types of electrical manufacturers in Inner Mongolia: one is CLP, Shun Te, Chint, Zhonglian, Special Variants, etc. These enterprises have entered the Inner Mongolia market earlier and have strong strength, and at the same time It is a short-listed enterprise of the Provincial Tendering Bureau. Its sales price is basically lower than that of our factory, so it has formed a large-scale sales . The second category is some local small manufacturers. Local combat is their advantage, of course, the price is lower.
IV. XX-year regional work concept
Summarizing the work in the past half a year, there are still many problems and deficiencies in my work. I need to learn from other salesmen and peers in my work methods and skills. In XX, my own plan is based on the successes and failures of last year's work. Several aspects of work:
According to the regional sales situation and market changes in XX, our plan will focus on the Ordos region. First, we will do a good job in the self-purchasing work of each Party A, and select several groups with large consumption and good economic conditions, such as: Mengnan Group, Wulan Group, China Coal Group; Second, the use of agents in various regions, allowing the agent to carry out the sales work of Party A.
In order to actively cooperate with the agent sales , the company plans to learn the product knowledge, performance and use after determining the product variety, so as to form the agent Daquan transformer products quickly enter the market and form sales .
While doing a good job of business, we plan to seriously study business knowledge, skills and sales practice to improve our theoretical knowledge, and strive to continuously improve our comprehensive quality and lay a human resource foundation for the redevelopment of enterprises.
In order to ensure the completion of the annual sales task, we will actively collect information and summarize in time, and strive to develop the market in the new region to expand the product market share.

V. Expense budget for XX years

Through the market analysis in XX years, it is necessary to select several groups with large consumption and good economic conditions, such as Mengnan Group, Wulan Group and China Coal Group, and analyze their current situation as follows:

Mengnan Group----There are two mines technical reforms next year, one is the Sandaogou mine with an annual output of 1.2 million tons, and the design has been completed. The other is the Nine Mines with an annual output of 1.5 million tons. The total capacity of the transformer is expected to be around 15,000 kva, and there are four substations that also require a large number of cabinets.

Wulan Group----The group is a large group of coal mines, wine, electricity and industry. The demand for transformers is more than 10 million per year. Most of the bidding methods of the group are to invite manufacturers to negotiate. In November, he participated in the negotiation, but due to the high price, he lost the bid.

China Coal Mengfa. There are two coal mine-argued transformers planned for next year. The two coal mines have annual production of 90 and 1.2 million tons, one of which is under design.

According to the current development situation in Inner Mongolia and the above-mentioned in-house projects, the fixed and project costs that will be needed next year are around 200,000 yuan. I hope that the company's leaders will support them according to the actual project situation.

6. Correctly handle customer complaints and resolve them promptly and properly

Sales is a long-term and gradual work, and product defects are common, so the salesperson should treat customer complaints correctly, depending on customer complaints, such as product sales are equally important and even worse, and must be handled with care. In the process of product sales , the company strictly implements the sales service commitments in accordance with the factory. When receiving customer complaints, it should first make a good customer complaint record and make a verbal commitment. Secondly, it should report to the leader and relevant departments in time. After the instructions of the leader, the company will formulate a response plan with the relevant department personnel, and at the same time, communicate with the customer in time to make the customer satisfied with the treatment plan.

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