Summary of year-end work of sales staff

From February 2019 to January 2019, as a customer engineer, I was responsible for the sales of 2019 of the company's North China Unit, which is mainly for the customers of the North Medical System, the First Medical System and the Eastern Three Provinces. Sales of technical services and timely reminders of payments. In the past year, the sales receipts in the region have been fully realized. ×××10,000 has basically completed the sales business. A brief analysis of the causes, shortcomings, and recommendations of the company's work in the past year is summarized below.

The main reasons for achieving the above results are as follows:

First, the strong support of old customers and the good foundation laid by former colleagues are one of the reasons why my performance is relatively good this year. New customers recommended by old customers are relatively easy to make a single order, which not only has a high efficiency, but also timely payment, and helps to expand the brand effect of the company's products. Therefore, in terms of maintaining old customer relationships and consolidating the market foundation laid by former colleagues, I have made great efforts and won the trust of customers, which has led to many new orders for old customers and orders recommended by customers. This is one of the main reasons for the performance and one of the work strategies that should be followed in the next year.

Second, the return of the genecard customer signed in 11 years, occupying a certain percentage of the total return, which led me to basically complete the sales target. It is precisely because of the effective accumulation last year that it has also contributed to my improvement in performance this year. This part of the performance is gratifying, but it also indicates that I need to sign more contracts in the next year to alleviate the embarrassing situation of insufficient current receivables. Every year's sales work is continuous, and I hope to focus on the continuity of work in the coming year and maintain a consistently good working attitude and style.

Third, good work habits are the main reason for the steady improvement of personal performance and the timely receipt of receivables. In the past year, individuals have developed daily visits to customers, timely processing of mail, work without delay, ensuring today's business today, and good self-management habits. It is the development of these good work habits, coupled with a positive work attitude, which has contributed to the improvement of my performance at work and is different from others. Active efforts will continue to be maintained in the coming year.

In the past year, individuals also have jobs that are not in place. If they think they are insufficient, they can be further improved. They are summarized as follows:

First, the training management of front-line salesmen is not in place. They have not given them too much individual or intensive training. They have not effectively mobilized the enthusiasm of individual salesmen. In the long run, it will inevitably affect the performance of the next year. In the future, we should focus on improvement in this regard.

2. There has been no progress in the sales channels in the provinces and municipalities. After all, one's energy and time are limited. The market expansion in areas outside Beijing should be improved from the perspective of sales channels. Strive to develop more product agency companies that will bring stable income in the next year, and try to mobilize the enthusiasm of agents.

Third, the development of large customers is not effective, and the sales of individual products are not smooth. In this year's sales , the number of large customers and genecard and hcs customers in the region is limited. The reasons for this are from the company's support, and of course there are personal deficiencies. Mainly need to improve their own business level, only by mastering more scientific research information and providing more technical support, can we better solve customer needs, and have more talks and contracted capital in the face of big customers. This is the key to the improvement of future performance and one of the problems that need to be solved urgently.

Individuals have accumulated a certain amount of experience in the sales position for the company for nearly two years. At the same time, they also realized some potential problems in the company.

First, the sales team reserve power reserve. Due to the lack of negotiation practice and continuous and systematic training, the first-line salesmen have limited understanding of the company's products and services, and they are unable to independently and efficiently promote the contract. Once the customer engineers leave the post, the regional performance will inevitably be greatly affected. It will inevitably affect the company's sustainable development. In addition, due to the lack of sales incentives, there is no room for improvement, and the attitude of front-line salesmen will be affected, and may even affect the team's collaboration. It is recommended to appropriately separate the areas so that the better first-line salesmen can independently undertake sales tasks in order to select talents and reserve reserve forces.

Second, pay attention to the opinions of customer engineers. The company has good operating principles, but some rules and regulations affect potential customer signing, such as cloning purchases to start and so on. It is recommended that the company listen more to the opinions of the customer engineers and give them certain powers when formulating operational principles. Because the customer engineer is facing the customer, understand the customer's needs and know which principles may affect the potential company's interests. In addition, since the company has not yet established a marketing department, the position of the customer engineer is naturally the eyes and ears of the company. If their opinions are not taken seriously, or if they are not willing to make comments for a long time, it will inevitably affect the future development of the company.

Third, improve the technical level and service quality. We are a technology service company for biomedical and other scientific research users. In the field of life science and technology, the market competition is becoming increasingly fierce. Today, only by constantly improving our own scientific and technological level and improving service quality can we seize more market and win customers. Good reputation. Under the premise that there is no more floating space in the current product price, it is recommended to expand the coverage of scientific research products and services, shorten the technical service time, and improve the after-sales processing, in order to obtain more customer groups and expand the company. The influence.

The above is a summary review of personal work in the past year and personal recommendations for the company's development. I hope to receive the attention and guidance of the superior leaders, and give opinions and expectations.

1 2