Sales Department's August work summary

August is an important strategic turning point for the company. 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, xx company has made a historic breakthrough, and the vehicle sales, profits and other indicators have reached record highs. As the general manager of the xx branch, he was 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 xx general manager's instructions at the 200x business conference, the branch will focus on the 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: Strengthen the target management of the sales team

1. Standardization of service processes

2, daily work form

3, inspection work regularization

4. Segmentation of sales indicators

5, morning meeting, training routine

6, service indicators into the assessment

Countermeasure 2: Do a good job in sales planning, market segmentation, and establish differentiated marketing

1,

Detailed market analysis. We have further subdivided the previous key markets, different market segments, formulated different sales strategies, and formed differentiated marketing; according to the sales situation in XX, we identified taxis, group users, university markets, and scattered users. Wait for the four major markets. For these four major markets, we have adopted corresponding marketing strategies. 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 the governing unit of the xx Taxi Association, making more use of the promotion of the industry association to guide the market correctly. Rent a company to promote the xx 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. Do a good job in personal work plans, increase the planning of work, avoid the blindness of work; while focusing on the absolute number of sales, we strengthen market share. We regard the share of the branch in the xx market as the main assessment target of the sales department. This year completed the xx mission and successfully completed the annual sales target of the headquarters.

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.