Car sales personal work summary

2019 is an important strategic turning point for xxxx hippocampus car sales companies. The increasingly fierce price war in the domestic sedan market and the overall economic environment regulated by the state's giants have caused great difficulties for the daily operation and development of xx companies. With the joint efforts of all employees, xxxx Haima Automobile Sales Company has made a historic breakthrough, and many indicators such as vehicle sales and profits have reached record highs. As the general manager of Haima Automobile Branch, he is also honored to be awarded the Outstanding Leadership Contribution Award. Looking back on the work throughout the year, I feel that I have a little bit of success in the following areas and I am willing to share it with my colleagues in the industry.

First, strengthen the face of market competition, do not rely on price wars to segment user groups to implement differentiated marketing

In response to the operational indicators issued by the company's headquarters this year, combined with the spirit of the general manager Xing at the 2019 business conference, the branch will focus on the marketing of the year in terms of differentiated marketing and improving the quality of marketing services. In the face of the increasingly fierce price competition in the market, our Hanyang branch did not blindly enter the misunderstanding of price war. I often say that price is a double-edged sword. Moderate price promotions are helpful for sales , but unrestricted price wars are tantamount to suicide. What kind of strategy should be used for off-season car sales ? We explored a set of countermeasures: Countermeasure 1: Strengthening the target management of the sales force

, service process standardization, daily work form 3, inspection work regularization 4, sales index segmentation 5, morning meeting, training routine meeting 6, service indicators into the assessment

Countermeasure 2: segment the market and establish differentiated marketing

Detailed market analysis. We have further subdivided the key markets in the past, and developed different sales strategies in different market segments to form differentiated marketing. According to the sales situation in XX, we have determined that taxis, group users, and colleges and universities taste scattered users. The market often adopts corresponding marketing strategies for these four major markets. For the government procurement and taxi market, we have increased our investment. We have set up a taxi sales team and a large user group. The branch company has become a corporate vehicle unit, making more use of the promotion of industry associations to correctly guide the rental company. Promote the hippocampus brand policy. Usually we take the initiative to come to the door, regularly communicate feedback, and closely track the market dynamics. In view of the good opportunity for the taxi sales in the xx market in the past two years, we have maintained a good cooperative relationship with the rental company, took the initiative to come to the door, understand the needs of the rental company to change the car, the driver's behavior and the dynamics of the mind; the weekly tracking of the taxi company, On-site service once a month, to understand the use of new taxis, and to solve some common faults on the spot; negotiate with the taxi company to conduct on-the-spot training on the use skills and maintenance knowledge of the taxi driver. In view of the high level of knowledge of colleges and universities, we focus on the recommended sales of Picasso, supplemented by Citroen's brand introduction and cultural propaganda, so that they can experience Citro龙n's long history and rich corporate culture. In addition, we teamed up with the xx city college logistics group to jointly establish the school district xx maintenance service point with the xx science and technology logistics team, and bring the xx service to the university, and regularly organize free clinics and maintenance inspections in colleges and universities. Established a good brand image within the scope, driving the sales of the university market.

Countermeasure 3: Pay attention to information collection and make scientific predictions

Today's market opportunities are fleeting, cruel and fierce competition is everywhere, and scientific market forecasting has become the guidance and basis for the development of staged sales targets. At the dawn of the market, every piece of sales information is like a treasure. To some extent, demand information is synonymous with sales . Combined with this feature, we have established a system for everyone to collect, communicate in a timely manner, and be responsible for the person. Through the information and information feedback from the sales staff at the morning meeting before the work, we will formulate the previous sales comparison analysis report to determine the next sales task. Refining and formulating specific sales methods and methods, and responding immediately when there is a need. At the same time, we maintain close communication with relevant departments of the brand department and actively organize the vehicle source. Increasing the programmaticity of work avoids the blindness of work; while focusing on the absolute number of sales , we strengthen our market share. We regard the share of the branch in the local market as the main assessment target of the sales department. This year, the headquarters task was completed and the annual sales target set by the headquarters was successfully completed.

For spare parts sales , we have focused on cleaning up some of the unsalable pieces that have been accumulated for historical reasons, minimizing the backlog of branch funds. Due to the changes in the spare parts business policy this year, the profit margin of the dealers has further narrowed. For the new market situation, the branch leaders have repeatedly discussed with the spare parts business department to actively explore the surrounding spare parts market, especially the large At the same time of the customer market, combined with the new business policy, a series of spare parts promotion activities were launched and achieved good results. The turnover of spare parts sales was xx million yuan. In the case that the sales of the store were greatly affected by the low-price dumping impact of the market, the use of after-sales service to drive the spare parts sales of the workshop not only reversed the unfavorable situation, but also drove the sales of the workshop.

After-sales service is the window, which is the backing and guarantee of our vehicle sales . This year, the branch company has ushered in the peak of after-sales maintenance since its establishment in 0XX. To this end, we put forward higher requirements for the after-sales service department. Among the after-sales staff, we launched a wide range of service awareness publicity activities, as well as self-examination and mutual inspection work between the teams; The on-site inspection system of the workshops attended by the department managers, on the spot of the after-sales maintenance site, put forward rectification opinions and time schedules on the site; the user enters the station to receive the special person, pick up the car, test the car, deliver the car and other important links to emphasize the language behavior In the maintenance process, emphasis is placed on the use of three pads and one cover, standardizing behaviors and terms, to respect the users and caring for the vehicles; to implement kanban management in the workshop, to receive and manage the photos of the personnel, to name the wall, and to accept user supervision. In order to further improve user satisfaction and shorten the waiting time for users, from June onwards, the service hours per night will be extended to 00 am, and the after-sales club will provide 4 hours of assistance throughout the day; through the improvement of the after-sales maintenance site hardware and software environment To provide customers with comprehensive and high-quality services, thus increasing customer satisfaction. The annual after-sales maintenance pick-up xx times, the net working income of xx million yuan. Second, strengthen service awareness and improve the quality of marketing services

In 2019, the competition in the automotive market was fierce. In the face of the severe situation, at the beginning of the year, we determined the year of service management for the whole year, and proposed a business policy of driving sales by management to create benefits.

We selected employees who have been engaged in service for many years to set up a customer service department, and established a branch customer return system and a user complaint acceptance system. Each business department holds a regular service meeting every week. Each quarter, in conjunction with the service requirements of the business representative office and the feedback of the service rating, a departmental-level service regular meeting is held to strengthen the service awareness in the management and regard the service work as the top priority. At the same time, it establishes and perfects the management service system of the first-line business department serving customers and management departments in the internal management; in the business department, it emphasizes the principle of establishing service to customers, the customer is God; in the management department, the emphasis is on the service. Sales of after- sales awareness. The formation of the second line is a first-line service, and the first line serves the management mechanism of such a layer of services for customers. Actively respond to headquarters requirements, improve service quality, strengthen employee service awareness, hold a weekly service quality meeting, summarize last week's service quality improvement actions, and formulate this week's plan to provide users with high-quality, high-quality services. . And set up a service quality angle to track the quality of service and find out the shortcomings in time, and propose the next improvement plan. The branch has always been at the forefront of service ratings in the outlets of the business representative office, and the after-sales service has won the first place in the national network several times. While strengthening the soft body fitness, we have carried out a series of rectifications on the hardware facilities of the branch, and successively established a maintenance user rest area, and took the lead in the implementation of the turnkey project; in view of the surge in sales of taxis, timely establishment The taxi sales and service team established a special taxi sales office to improve the user's rest area. According to the characteristics of the current market and the requirements of the brand department, we carried out a series of activities such as smile service in March, gift from May 1st, delivery in summer, free check in Jinqiu college campus, free clinic in the community, warmth in winter, etc. The company has achieved great repercussions, and the service awareness and service quality of the branch have also been significantly improved.