Summary of personal sales work at the end of 2019

I have been engaged in sales since xxxxx years. In the past three years, under the leadership and help of the factory management leadership, coupled with the full assistance of the general staff, I have established my own work, fulfilled my duties, conscientiously, and worked hard, as of December 24, 2019. In 2019, the sales volume was 134,325 yuan, 39% of the annual sales task was completed, the purchase price was 49%, the sales unit price was 15% lower than last year, and the sales and payment return rate decreased by 52% and 36% compared with the same period of last year. The experience and feelings of the sales work in the past three years are summarized as follows:

First, earnestly implement job responsibilities and conscientiously perform their duties.

As a sales clerk, his job responsibilities are: 1. Do everything possible to complete regional sales tasks and promptly return the purchase price; 2. Strive to complete the requirements in the sales management method; 3. Responsible for strictly implementing the product delivery procedures; 4 Actively and extensively collect market information and timely report to the leaders; 5, strictly abide by the factory rules and regulations and various rules and regulations; 6, have a high professionalism and a high sense of ownership; 7, complete other tasks assigned by the leadership .

Job responsibilities are the work requirements of employees, and they are also a measure of the quality of work of employees. Since they have been engaged in business work, they have always taken job responsibilities as the standard of action, starting from the point of work, strictly in accordance with the terms of the duties. In the past few years, in business work, you can start with product knowledge, carefully analyze market information and formulate marketing plans in a timely manner while understanding technical knowledge. Secondly, you often communicate with other regional salesmen and communicate diligently. Analyze market conditions, existing problems and solutions 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, through several years of practice, it is proved that the business skills and performance of the salesman are essential, and it is the standard for checking the sales and unsuccessful work of the salesman. This year, due to the inspection and acceptance of the power grid in the North Shaanxi system, the project was stopped and the funds for the agricultural power system were not in place. In addition, the lack of business knowledge, business skills, and rapid changes in the market led to poor performance.

Second, clear tasks, take the initiative, and strive to ensure quality and quantity on time.

At work, I always understand that there is only a relationship between the superior and the subordinate. No matter whether it is internal or external, the work of the leadership is not sloppy and sloppy. On the one hand, when actively accepting the leadership intentions and the standards that need to be met, Requirement, strive to complete ahead of the required deadline, on the other hand, actively consider and supplement. For example: 1. In September this year, the Pucheng branch abandoned the lease agreement and stopped production. The estimated accumulation of meteorites in the plant was about 80 tons and barite 20 tons. The tenant has left, for security reasons. The leader instructed to return the materials stored in the branch as soon as possible. After receiving the task, he contacted the vehicle in the afternoon and negotiated the freight rate. The next day, he followed the car to the Pucheng branch, and the three cars were transported twice according to the original plan. In the process of the car, due to the estimated weight is not allowed, after the end of the three cars, about 10 tons left. After reporting the leader in time and obtaining the consent, hire two tricycles from the local area and use the same freight to the remaining materials on the same day. Shipped back, which saves time and reduces costs. 2. In late August of this year, traveling to northern Shaanxi coincided with the bidding for materials of Shendong Power Multi-industry Co., Ltd. The bidding involved the procurement of materials in the future, which was of great importance. After knowing the details, report the leaders in time and send the relevant information as soon as possible. I know very well that this bidding is very important to our factory and ourselves, and I feel that I have not been able to participate in the formal bidding meeting. So I thought about it and started from the relevant departments involved in the bidding of the material procurement unit. Collecting the details of the relevant bidding enterprises and the product supply price to pave the way for bidding, through their unremitting efforts, in the process of bidding, successfully passed the qualification examination, business defense and technical defense, finally worked hard, and finally our factory produced The yh5ws-17/50 type zinc oxide surge arrester won the bid in this bidding, which laid a firm foundation for the future sales of the product.

Third, 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 leaders, the relevant department personnel will formulate a response plan, and at the same time, communicate with the customer in time to make the customer satisfied with the treatment plan.

Fourth, earnestly study the knowledge of our products and related products, and determine the types of products that can be represented according to customer needs.

Familiarity with product knowledge is a prerequisite for doing a good job in sales . In the process of sales , I also pay attention to the learning of product knowledge. I can basically answer the questions about the use, performance and parameters of the products produced by the factory. I can basically use and install the relevant products.

According to the overall arrangement of the factory products, through their own understanding of the northern Shaanxi region, the agent varieties are divided into two categories: First, high-tech, high value-added products, such as 35kv arresters, 35 fuses and current-limiting fuses, etc. There are problems in the after-sales service of such products; the second is the iron attached files, fittings, bows, cross-arms, etc. for 10kv lines. The use of such products is large, but the added value is low, and the manufacturers are more difficult to sell .

V. Analysis of the market of electrical products

The northern Shaanxi region is large, but the power grid construction is relatively backward. With the deepening of the power grid transformation, the manufacturers have targeted the sales to the backward areas in the west, and at the same time, the market has been continuously refined and the competition has become increasingly fierce. The power units in northern Shaanxi are mostly agricultural power systems. After several years of reconstruction of rural power grids, the regional market has great potential because the funds are not in place and only 40% of the tasks are completed. Now the market analysis of the northern Shaanxi region

Market demand analysis

Although the market potential is great in the northern Shaanxi region, most county bureaus in the Yan'an area are under the provincial agricultural power system. The material procurement is uniformly organized by the provincial tendering bureau for tendering and distribution. The Yulin Power Supply Bureau is managed by the provincial agricultural power bureau, but the material procurement is under the unified tender of the provincial tendering bureau. The procurement mode is recommended by the manufacturer to the provincial tendering bureau, and the tendering bureau determines the finalists. Further, the procurement decision is in the provincial tendering office, and our factory has not bidd and won the bid in the provincial tendering office. The county bureaus in Yulin area are under the management of Yulin Power Supply Bureau. Therefore, it is difficult to form scale sales in Yulin Power Supply Bureau and various county bureaus, and it is necessary to work hard in the provincial tendering bureau. According to the information collected so far, whether Yulin Power Supply Bureau continues to renovate the power grid depends on the provincial agricultural power bureau's allocation. The reason is that the funds needed for the transformation in the past few years are guaranteed by the provincial agricultural power bureau to use assets to resist the loan. It has been unable to return the loan interest. According to the analysis of relevant personnel within the bureau, the power grid reconstruction in Yulin area may stop.

, competitors and price analysis

In the past few years, through their own understanding of the region, there are two types of electrical manufacturers in the northern Shaanxi region: one is Xichuang, Shendian, Jiaotong, Tongchuan Rongxin, etc. These enterprises have entered the northern Shaanxi market earlier and have strong strength. At the same time, it is also a short-listed enterprise of the Provincial Tendering Bureau. Its sales price is basically the same as that of our factory, so it has formed a scale sales . The other is the arrester factory in Baoding City, Hebei Province. Such enterprises enter the northern Shaanxi market but the sales price is lower, yh5ws-17 The sales price of the /50 type arrester is only RMB/support, and the sales price of prw7-10/100 is RMB/support. Such enterprises basically occupy the field of consignment.

VI. 2019 regional work concept

Summarizing the work in the past 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 2019, I plan to make up for the shortcomings based on the work and gains of last year. Several aspects of work:

According to the regional sales situation and market changes in XX, the plan will focus on the Yan'an area. First, do a good job in self-purchasing by the county bureaus, and select several county bureaus with large consumption and good economic conditions. The Sichuan Electric Power Bureau and the Yanchang Electric Power Bureau are the key points. At the same time, the Yan'an Power Supply Bureau has been rebuilt for three years, and should be the second county and one district self-purchasing work; the second is to make the purchase of electrical materials for the oil mines, and the third is The Yan'an area adopts the form of agency, which allows the agent to start the sales work of the county bureau.

In view of the situation in which the county bureau of Yulin District has no power to purchase, it is planned that the Yulin Power Supply Bureau will not be able to continue its work. After obtaining the exact information in time, it will be targeted. The company should report the situation to the leaders in time to do the work of the provincial tendering bureau. At the same time, we plan to find agents with strength and relationship in Daliuta, mainly to work as Shenhua Group Shendong Coal Co., Ltd. to expand sales channels.

The Yongdeng Power Bureau and the Zhangye Power Bureau, which have formed sales in Gansu, have been suspended from the 2019 rural network. The 2019 plan actively collects market information and contacts in a timely manner, and strives to participate in the bidding to form a scale sale .

In order to actively cooperate with agency sales , we plan to learn the product knowledge, performance and use after determining the product variety, so that the agent products can quickly enter the market and form sales .

While doing a good job in business, I plan to earnestly study business knowledge, skills and sales practice to improve my theoretical knowledge, and strive to continuously improve my 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.

7. Suggestions on sales management methods

The sales management method in 2019 shall be clear and concise, clarify the area, tasks, expenses, assessments and rewards of the salesperson, and remove the terms of the two models. After the assessment of the salesman at the end of the year, the measures shall be honored according to the measures.

In 2019, under the premise of consultation and satisfaction of the factory and salesmen, the standardized and unified sales management measures should be carefully revised to adapt to a wide range and adapt to local conditions. Only the factory price should be adjusted according to market changes every year.

In 2019, the salesperson should be loosely managed under the premise of the situation, and the fixed eight-hour work system should be lifted. In the form of regular report summary, the salesman can go to the factory for 1-2 days per week to handle other matters. If the business trip should report to the leader. The destination and return time are delivered to the factory on time after receiving the notice from the leader, so that the salesman has sufficient time for sales planning.

Due to the shrinking regional market, fierce competition and price decline, the leaders should carefully examine and comprehensively market the market and the feedback of the salesmen in 2019, and formulate the ex-factory price in line with the factory conditions and market conditions to stimulate the sales enthusiasm of the salesmen .

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