Year-end personal work summary of the company's sales manager in 2019
Year-end personal work summary of the company's sales manager in XX
XX is the year with the highest sales volume of the company. All the work has been carried forward as never before, and the comprehensive strength has been greatly enhanced. This is the result of unity and hard work, dedication, hard work and sweat of all employees and leaders at all levels. What's more important is that the group company has a sales team that is realistic and pragmatic, determined to forge ahead, and is committed to open up, making an indelible contribution to the company's rapid development. Through the semi-annual trial period, it can formally become a member of the sales company's extended family, and it is difficult to express joy.
Looking back on my work over the past year, my enthusiasm for work is high, I can also devote myself wholeheartedly, my work is also dedicated, and I am also in harmony with leaders at all levels. As I approach the end of the year, I need to review the work. Learn from the lessons, improve yourself so that you can do your job better, and you have the confidence and determination to do your job better in the new year.
First, the general situation of sales :
As of December 31, XX, I have a total of 28 customers. In the second half of the year, the task was XX tons, and the actual sales volume was ______ tons, and the target ______% was completed. The annual sales amount: ______ yuan, recovery funds: ______ yuan, the fund recovery rate reached ______%; the old-fashioned task Jiande Yaohua Li deputy general agreed to recover 70%, the old account, the specific work is being followed up.
Second, the specific performance of duties:
1. Internship inspection period: XX years from January to June
1) Management company 13 customers, monthly shipments ranging from 150t-250t, in the delivery and customer communication, after half a year of training and forest manager's guidance, they can fully correspond. In the first half of the year, we handled 4 customer complaints, and basically learned the procedures for returning and replacing goods. We can operate and respond independently in the future.
2) Complete the new customer development statistics report and work summary on time every month, and implement the daily reporting system in June.
3) Carry out the initialization of the crm system.
4) 60 sample customers, and timely tracking and feedback trials, but these customers are small, most of them are telephone inquiries, some contact with a small number of orders for half a year, it can be seen that development is more difficult than maintenance. Successfully developed 40 new customers, but the number is small and the customer base is not stable.
5) Find new products in the R&D department to find the market: gmt yarn, medium alkali smc yarn; investigate the transformer and sanitary ware market.
2. Task contract period: XX years from July to December
In the second half of the year, he joined the East China area and officially started business operations. He accounted for 70% of the total sales of Ningbo Shanquan, Sanfang Power and Zhejiang Dexin, in order to ensure good service tracking, quality disputes, complaints, complaints, returns, etc. Handle on time to ensure customer satisfaction
When looking for possible new customers, they have formed their own routines, mainly using online business directory, professional magazine advertisements, trade exhibitions, etc.; before contacting, they should master the production and operation status of the division, current purchase channels, usage, Settlement methods, key figures, etc., at the same time grasp all kinds of information that can guarantee effective recommendation; as close as possible to the buyer, face-to-face communication; recommend the credibility of important factors of the product, and promote the transaction with integrity. In the second half of the year, more than 10 new customers were developed in East China, among which the results in the short-cut felts were remarkable: Shanghai Liangji Cooling Equipment and Shanghai Jinri Cooling Equipment were successfully developed, and they will be able to maintain stable supply and supply next year. At the same time, we will pay attention to the market conditions, conduct in-depth understanding of the new product insulators with epoxy glass fiber, and friction material with glass fiber chopped strands, complete the detailed investigation report and feed the information back to the R&D department to provide basic market demand information. Going to Guangzhou to participate in the 11th China International Composites Exhibition, the first contact with the exhibition, successfully completed the reception, negotiation, recording, information collection, summary and other tasks to participate in the company's 11th International Fiberglass Annual Conference customer preparation work, assistance Complete the issuance of customer invitations, guest statistics, accommodation and other arrangements, and complete the negotiation records, annual meeting summary and other after-care work. After tempering, I became more mature, my business was more skilled, and my beliefs were firmer. I was full of confidence in my work and company.
Third, the company's activities:
In addition to completing the essential work, I participated in some corporate culture activities organized by the company, which enriched my spare time and improved myself in all aspects. Enthusiastic attention to the work of the Youth League Committee, was named as the outstanding member of the Tongxiang City Municipality in XX; was honored to be the host of the Mid-Autumn Evening Party of the company and the 11th annual meeting of the company; assisted other departments of the company to carry out corporate culture activities; As a correspondent for the sales company "Juishi" "Jushi Communication". In the future work, I will conscientiously complete the tasks assigned by the company and the Youth League Committee and contribute to the development of the company's corporate culture.
Fourth, self-reflection:
Looking back at my sales work in XX, communicating with customers, the coordination within the company is very harmonious, but because I have just entered the society, I only rely on the love of sales , and lack of experience and professional marketing knowledge, at work. Insufficient initiative, too much trust in others, resulting in delays in the collection of goods; in the case of tight supply of products, it does not pay enough attention to the development of new customers, making the development of customers relatively slow. In the work in the coming year, I will try my best to overcome the shortcomings and learn from the experienced comrades such as Manager Yang. In order to learn from the lessons and make the future work better, I will reflect on the following points:
1. In order to improve my marketing knowledge, I have studied the international trade major of Zhejiang University in my spare time, but I have not been able to distinguish the focus of my work and the mentality of my study and work. Focus on your work.
2. There is still a lack of seriousness and care in the work, and there is no proofreading on the written materials.
3, the work passion is not enough, has not fully integrated into the atmosphere of work.
4. Participate in too many other activities of the company and distract the sales work.
The above reflections are only part of the problem. I still have a lot of deficiencies in my work. In the future, I will guard against arrogance and arrogance and maintain a modest and prudent attitude.
V. XX annual work plan:
Increase the development of new customers, concentrate on finding information on the Internet, sort out the aggregates and search by region, as long as there is a glimmer of hope, take the initiative to sample, and timely track the results.
Due to the problems in the quality of chopped strand mats produced by our company, it is difficult to enter the transparent sheet industry in Shaoxing and other places. It is expected that the quality of products will be improved next year and become the key development target for next year's work; while gingham has a large market, but I The pricing is too high, and customers are difficult to accept. It is reported that Taishan's gingham fabric is currently in short supply, the price is 8200-8600 yuan / ton, our products are better than the other side in quality, but the difference of 2500-3000 yuan / ton, the distance is real Too far. For the medium-alkali tarpaulin, the market demand is very large, and most of these cloth customers use our yarn, it is easier to enter the market, but the price issue is the premise.
With the ignition of 100,000 tons of alkali-free tank kiln next year, the geogrid market in East China, Haining Tianxing, Haili De, Cheng Rudan will be a growth point.
Zhejiang Dexin will relocate to Tongxiang next year, adding three winding equipment and partially converting the alkali pipeline, so the demand for medium alkali yarn is expected to increase.
For the medium-alloy grid yarn, the procurement points in XX are Shanquan, Jinwei and Dalian New Oriental. However, with the price increase in XX, it is estimated that there will be no sales in the first half of the year.
For the medium-alkali pipeline market, Shenzhou, Huacheng and Sanfang Power will reduce the purchase volume with the adjustment of prices. It can only wait for the 40,000 tons of Chengdu in the second half of the year before it can operate normally.
According to the above analysis, the pressure on the area I was responsible for in the first half of XX is very large. Under the severe situation, if only the original customers are kept, the task will be far from complete, so new customer development is the focus of work. The weight. However, due to the lack of long hours of work, experience and experience are not rich enough, in addition to their own efforts, but also hope to get the support and help of the leadership.
XX is the year with the highest sales volume of the company. All the work has been carried forward as never before, and the comprehensive strength has been greatly enhanced. This is the result of unity and hard work, dedication, hard work and sweat of all employees and leaders at all levels. What's more important is that the group company has a sales team that is realistic and pragmatic, determined to forge ahead, and is committed to open up, making an indelible contribution to the company's rapid development. Through the semi-annual trial period, it can formally become a member of the sales company's extended family, and it is difficult to express joy.
Looking back on my work over the past year, my enthusiasm for work is high, I can also devote myself wholeheartedly, my work is also dedicated, and I am also in harmony with leaders at all levels. As I approach the end of the year, I need to review the work. Learn from the lessons, improve yourself so that you can do your job better, and you have the confidence and determination to do your job better in the new year.
First, the general situation of sales :
As of December 31, XX, I have a total of 28 customers. In the second half of the year, the task was XX tons, and the actual sales volume was ______ tons, and the target ______% was completed. The annual sales amount: ______ yuan, recovery funds: ______ yuan, the fund recovery rate reached ______%; the old-fashioned task Jiande Yaohua Li deputy general agreed to recover 70%, the old account, the specific work is being followed up.
Second, the specific performance of duties:
1. Internship inspection period: XX years from January to June
1) Management company 13 customers, monthly shipments ranging from 150t-250t, in the delivery and customer communication, after half a year of training and forest manager's guidance, they can fully correspond. In the first half of the year, we handled 4 customer complaints, and basically learned the procedures for returning and replacing goods. We can operate and respond independently in the future.
2) Complete the new customer development statistics report and work summary on time every month, and implement the daily reporting system in June.
3) Carry out the initialization of the crm system.
4) 60 sample customers, and timely tracking and feedback trials, but these customers are small, most of them are telephone inquiries, some contact with a small number of orders for half a year, it can be seen that development is more difficult than maintenance. Successfully developed 40 new customers, but the number is small and the customer base is not stable.
5) Find new products in the R&D department to find the market: gmt yarn, medium alkali smc yarn; investigate the transformer and sanitary ware market.
2. Task contract period: XX years from July to December
In the second half of the year, he joined the East China area and officially started business operations. He accounted for 70% of the total sales of Ningbo Shanquan, Sanfang Power and Zhejiang Dexin, in order to ensure good service tracking, quality disputes, complaints, complaints, returns, etc. Handle on time to ensure customer satisfaction
When looking for possible new customers, they have formed their own routines, mainly using online business directory, professional magazine advertisements, trade exhibitions, etc.; before contacting, they should master the production and operation status of the division, current purchase channels, usage, Settlement methods, key figures, etc., at the same time grasp all kinds of information that can guarantee effective recommendation; as close as possible to the buyer, face-to-face communication; recommend the credibility of important factors of the product, and promote the transaction with integrity. In the second half of the year, more than 10 new customers were developed in East China, among which the results in the short-cut felts were remarkable: Shanghai Liangji Cooling Equipment and Shanghai Jinri Cooling Equipment were successfully developed, and they will be able to maintain stable supply and supply next year. At the same time, we will pay attention to the market conditions, conduct in-depth understanding of the new product insulators with epoxy glass fiber, and friction material with glass fiber chopped strands, complete the detailed investigation report and feed the information back to the R&D department to provide basic market demand information. Going to Guangzhou to participate in the 11th China International Composites Exhibition, the first contact with the exhibition, successfully completed the reception, negotiation, recording, information collection, summary and other tasks to participate in the company's 11th International Fiberglass Annual Conference customer preparation work, assistance Complete the issuance of customer invitations, guest statistics, accommodation and other arrangements, and complete the negotiation records, annual meeting summary and other after-care work. After tempering, I became more mature, my business was more skilled, and my beliefs were firmer. I was full of confidence in my work and company.
Third, the company's activities:
In addition to completing the essential work, I participated in some corporate culture activities organized by the company, which enriched my spare time and improved myself in all aspects. Enthusiastic attention to the work of the Youth League Committee, was named as the outstanding member of the Tongxiang City Municipality in XX; was honored to be the host of the Mid-Autumn Evening Party of the company and the 11th annual meeting of the company; assisted other departments of the company to carry out corporate culture activities; As a correspondent for the sales company "Juishi" "Jushi Communication". In the future work, I will conscientiously complete the tasks assigned by the company and the Youth League Committee and contribute to the development of the company's corporate culture.
Fourth, self-reflection:
Looking back at my sales work in XX, communicating with customers, the coordination within the company is very harmonious, but because I have just entered the society, I only rely on the love of sales , and lack of experience and professional marketing knowledge, at work. Insufficient initiative, too much trust in others, resulting in delays in the collection of goods; in the case of tight supply of products, it does not pay enough attention to the development of new customers, making the development of customers relatively slow. In the work in the coming year, I will try my best to overcome the shortcomings and learn from the experienced comrades such as Manager Yang. In order to learn from the lessons and make the future work better, I will reflect on the following points:
1. In order to improve my marketing knowledge, I have studied the international trade major of Zhejiang University in my spare time, but I have not been able to distinguish the focus of my work and the mentality of my study and work. Focus on your work.
2. There is still a lack of seriousness and care in the work, and there is no proofreading on the written materials.
3, the work passion is not enough, has not fully integrated into the atmosphere of work.
4. Participate in too many other activities of the company and distract the sales work.
The above reflections are only part of the problem. I still have a lot of deficiencies in my work. In the future, I will guard against arrogance and arrogance and maintain a modest and prudent attitude.
V. XX annual work plan:
Increase the development of new customers, concentrate on finding information on the Internet, sort out the aggregates and search by region, as long as there is a glimmer of hope, take the initiative to sample, and timely track the results.
Due to the problems in the quality of chopped strand mats produced by our company, it is difficult to enter the transparent sheet industry in Shaoxing and other places. It is expected that the quality of products will be improved next year and become the key development target for next year's work; while gingham has a large market, but I The pricing is too high, and customers are difficult to accept. It is reported that Taishan's gingham fabric is currently in short supply, the price is 8200-8600 yuan / ton, our products are better than the other side in quality, but the difference of 2500-3000 yuan / ton, the distance is real Too far. For the medium-alkali tarpaulin, the market demand is very large, and most of these cloth customers use our yarn, it is easier to enter the market, but the price issue is the premise.
With the ignition of 100,000 tons of alkali-free tank kiln next year, the geogrid market in East China, Haining Tianxing, Haili De, Cheng Rudan will be a growth point.
Zhejiang Dexin will relocate to Tongxiang next year, adding three winding equipment and partially converting the alkali pipeline, so the demand for medium alkali yarn is expected to increase.
For the medium-alloy grid yarn, the procurement points in XX are Shanquan, Jinwei and Dalian New Oriental. However, with the price increase in XX, it is estimated that there will be no sales in the first half of the year.
For the medium-alkali pipeline market, Shenzhou, Huacheng and Sanfang Power will reduce the purchase volume with the adjustment of prices. It can only wait for the 40,000 tons of Chengdu in the second half of the year before it can operate normally.
According to the above analysis, the pressure on the area I was responsible for in the first half of XX is very large. Under the severe situation, if only the original customers are kept, the task will be far from complete, so new customer development is the focus of work. The weight. However, due to the lack of long hours of work, experience and experience are not rich enough, in addition to their own efforts, but also hope to get the support and help of the leadership.
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