1 Summary Report on Personal Work in Exhibition
The busy furniture exhibition is coming to an end, and I am deeply touched by attending the exhibition for the first time. Looking at the leading colleagues around us, everyone lost a circle. Although no one is shouting, I know everyone feels "tired" because I feel the same way. While doing their job well, everyone actively cooperates with the team. Although not perfect, it still shows a cohesive and efficient team. As one of them, I feel very happy. Hard work pays off, and I believe that everyone's efforts will have fruitful results.
During this period, as a logistics support staff, I was mainly responsible for the check-in and reception work of client hotels. It seems easy, but in fact it is cumbersome. While meeting the needs of customers, we should adhere to the principle of economy and not waste hotel resources. 16 Dongguan Furniture Fair officially started. Before that, there were scattered customers visiting the factory a day or two ago. The first two days were a bit confusing. I will visit Manager He of Mulan Hotel in advance to ask for some details so as to arrange the guests' accommodation more reasonably. At first, I was nervous all day. I was afraid of making mistakes. I gradually became familiar with the whole process before I felt much more relaxed. But let me clearly understand the truth that "one minute on stage, ten years off stage". No matter how simple the work is, it is not easy to achieve the ultimate. While working hard to finish the work, I also understand the importance of teamwork, and I understand that I respect and support my colleagues' labor achievements. I think these are all gains from my work and will benefit me for life.
On June 20th, 2008, 16 was an extraordinary day for us. A group of smart businesses rushed to the front line, and we actively cooperated in the rear. As a result, more than 50 new and old dealers gathered in the evening. The directors, employees and customers of the company get together, and everyone is eating and chatting, which is very happy. I hope we can cooperate happily in the future, and everyone's face is full of bright smiles. What we present to our customers is a well-trained and fully recognized team. Although the final result is unpredictable, we have a clear conscience because we have achieved ourselves.
I still clearly remember that the night before the furniture exhibition, Mr. Lin called a very serious emergency meeting. In fact, it's a bit like a pep rally, but the atmosphere is a bit depressing, because he is the boss and bears more pressure than us. After the intense reception work, we will soon see the joy of harvest. I hope everyone can rest for a few days and relax.
Summary report on personal work of the exhibition II
Pre-exhibition preparation:
1, the company's promotional materials, technical samples, exhibits, business cards and the list of customers who will come to my booth.
We can prepare some small gifts for the old customers who will come to our booth. In addition, we can also prepare some small gifts for interested customers. These gifts can be printed with the company name and logo, which can not only express their feelings but also impress customers.
Matters needing attention during the exhibition:
1, for old customers: you can sit down and talk and ask him if he is satisfied with the previous supply and if there is anything that needs improvement; Ask the other party what the next purchase plan is; Finally, send some small gifts as a gift.
2. For new customers: take the initiative to receive customers and try to leave the contact information of the other party's network, such as MSN or SKYPE, so as to facilitate future contact. When chatting with customers, try to understand the nature of the other company (trading company or manufacturer), the main purchased products and basic requirements.
PS 1: You must take the initiative. Don't expect customers to come to you. Customers looking outside the booth can take the initiative to invite each other to visit inside and leave business cards with each other. People who come to the exhibition usually come for a day or two. If he comes to visit your booth on the first day, but he doesn't have much intention, then when you see him again the next day, you must invite him to sit inside and discuss it in detail.
PS2: Don't put it down easily. Make good use of all available resources. I remember that on the first day, a foreign customer (temporarily called A) came to our booth and only took a look at our products. Next to him was China (his supplier in China, temporarily called B), who was also his translator this time. It's my first time to exhibit, and I don't have much experience. I don't know how to grasp customers. After they left, I realized that the customer should be able to order at once, but it was too late. But it suddenly occurred to me that B's booth was right in front of us. I always pay attention to the booth in front of us in the afternoon. Hehe, after waiting for a long time, I finally saw them come back. When A left, I went to chat with B. I learned some information about A from him and learned that A would come to the exhibition tomorrow, and B was in charge of A's trip this time. I asked B to invite A to our booth tomorrow, so that we can talk about it in detail. That's it. The customer came to our booth again the next day and simply placed an order (thank you very much B^_^). Although it was a little late, it was not too late to mend. At present, I am waiting for A to confirm PI, hoping to establish a good cooperative relationship with A. ..
3. Write down the customer's information in time and write important information on the customer's business card. The exhibition time is short and there are many people, so many times you are busy, but you still come. If you wait until evening to sort out business cards and customer information, you will forget a lot of things, and you will definitely be tired when you go back at night. How can you have so much energy? So I wrote the most important information at that time on the corresponding business card, which was convenient for statistics and not easy to make mistakes.
Post-exhibition tracking:
Post-exhibition tracking is very important.
1. After returning to the company, immediately file all business cards, divide them into important customers and general customers, and then send all relevant information of the company by email.
2. If the customer doesn't reply to the email after three days, follow up by phone to ensure that the other party remembers himself.
Summary report of personal works exhibition 3
I have been selling in the company for so many years, and often follow the company to participate in professional product exhibitions held by various industries in China. At this moment, the exhibition is no longer a place to display products, sell products and buy goods. Modern exhibitions have rapidly developed into a center for exchanging and obtaining information. Participating in the exhibition has also become an important part of the whole market expansion of enterprises, and it is an excellent opportunity to promote and publicize the company's brand and show its strength and image.
I have participated in many product exhibitions and gained some experience, which I hope to share with my peers.
First, preparation before the exhibition: careful planning.
After receiving the notice of the company's participation, the sales staff began to prepare for the preliminary work of this exhibition. The first is:
An invitation from a client. After the booth is confirmed, the most important task is to send out a hero post and invite customers to visit your booth at that time. The invitation letter shall indicate the name, time, company booth number, exhibitors and contact information of the exhibition, and may also include the latest products. The invitation time is usually about one month before the exhibition. There are many advantages to doing so. First of all, you tell your customers that you have participated in the exhibition, which is a message that you have the strength to participate. Secondly, exhibitors have changed from passive customers to active customers, and the effect is more obvious; Besides, face-to-face communication is much easier than telephone or email communication. When participating in the exhibition, the company is often equipped with professional technical engineers, and through face-to-face communication, we can better understand the customer's product needs and applications, and get twice the result with half the effort.
Re-learning of product knowledge: For participating in the exhibition of professional products, exhibitors must know more about their own products, so that we can correctly guide customers during the meeting. Unlike other companies, our company covers a wide range of products, so we should learn related products according to the focus of this exhibition. For example, in photoelectric exhibition, we should know more about ceramic ferrule and ceramic sleeve. Learn more about thin film capacitors and resistors at Shanghai Electronics Show. The LED exhibition will further understand our LED ceramic base and all its applications.
Second, the details of the exhibition: continuous fighting spirit, bold and prudent.
How did the above title appear? All the careful preparations before the exhibition are paving the way for the exhibition, and communication with customers during the exhibition is very important. Details determine success or failure, and some details should be paid attention to in participation:
Continuous fighting spirit: Exhibitors must pay attention to their own image, stand at attention to welcome guests and be full of energy during the exhibition. A good mental outlook not only reflects the company's vitality and vigorous atmosphere, but also shows customers their good quality and enhances their confidence in cooperation with us.
Be bold and cautious: when dealing with customers who patronize the booth, don't be timid, take the initiative to say hello and welcome them in. However, there will be more colleagues attending professional exhibitions, so we should have some reservations about communicating with competitors, but we need to communicate with each other and try our best to understand the industry information from each other's speeches. Know yourself and know yourself, and you will win every battle. Therefore, participating in the exhibition is also a crucial moment to fully understand and find out the peers.
Receive old customers: 1, and ask customers what they recommend for the products they have used before. 2. Ask customers about the products they need in the future and the specific quantity. 3. Understand the share and planning of customers' follow-up cooperation with Sanhuan.
Receiving new customers: know whether the other party is a manufacturer or a distributor, mainly about the products produced and the number of products needed. Because there are many visitors during the exhibition, we won't communicate for a long time. So be sure to leave the contact details of the other party. If the visitor is not the buyer, ask the other party to recommend him and ask for the contact information of the buyer for follow-up contact.
Resource collection: the information channel of sales staff is very important, so in the rare exhibition opportunity, it is necessary to establish the channel of follow-up industry information sources. Keep product promotional materials with the media or customers and ask for samples. Give play to complementary resources and enjoy the effect.
Beware of spies: at the exhibition, we often meet spies from our peers, who will disguise themselves as customers to get our prices, our product publicity materials, technology and even customer information, so our exhibitors should be highly vigilant. For the person who asks us information, we need to ask him about his needs and the situation of their company in detail, and analyze whether to follow up further according to the decision.
Third, summary after the exhibition: organize the information and follow up in time.
At the end of the exhibition, we can only say that the work is only half done. What really works is to follow up in time after the exhibition. What we need to do at this time is:
Customer classification: according to the process and results of negotiation with customers at the exhibition, customers are divided into formal customers, potential customers and invalid customers. Formal customers there refer to old customers. Potential customers refer to customers who have a clear intention to order our products and only need to follow up and determine some details to order. Invalid customers refer to customers who only left their business cards at the exhibition without communication, and the other party only collected some information. Organize the customer records during the exhibition, correspond to the customers, and then make further communication and contact.
Contact customers: send emails to customers to reflect the information of the exhibition and thank them for their attention. Focus on key customers, contact key customers first, and prioritize. If there are photos taken with customers during the exhibition, please send them as a souvenir.
Reply to the customer: after the email is sent, you will receive some replies one after another. Read these replies carefully, grasp the real thoughts of customers, and reply in time according to the customer's reply materials. If the customer needs a quotation for a product, then make a quotation for the customer.
Follow-up again: If the customer is satisfied with our products and prices, we will induce him to buy products and conduct initial cooperation according to the company's sales procedures. If we send an email and the customer doesn't reply, we will send another email or call to ask for the result in a week. So that we can determine the possibility of follow-up cooperation with this customer.
Companies participating in professional trade exhibitions can not only show their product strength in the same industry and serve customers more closely, but also see their own shortcomings from customers participating in the same exhibition and constantly improve themselves. Perhaps from an exhibition, I couldn't see the results immediately and received many orders. But I believe that through the company's vigorous promotion and follow-up development work, we can communicate with all aspects of the industry, so that professional exhibitions can really serve the promotion of our brand, the display of products and the display of the company's strength, so that the brand effect of Sanhuan can be spread all over China and go global.
Summary report of personal works exhibition 4
The 25th China (Guangzhou) International Home Furnishing Exhibition was held in Guangzhou Convention and Exhibition Center from March 8, 2065 to March 2, 2065. This is my first time to attend a home exhibition. I participated as an exhibitor. Although I feel hard, I feel that my legs are not my own after a few days. But I still think it's worthwhile, because I can really learn a lot. As a new employee of the company, this is a rare opportunity for me to integrate with the masses as soon as possible. Feel the atmosphere, get along well with colleagues, but work so professionally.
I benefited a lot from this exhibition. As far as receiving foreign businessmen is concerned, this is a rare exercise. From smiling at customers, polite reception, introducing products, exchanging business cards, etc. , are learned. Let me talk about my experience of this exhibition.
First, the exhibition should be well prepared.
As a novice and a member of a sales-oriented enterprise, it is essential to be familiar with the products. You act as a medium between the company's products and customers. Whether your product introduction is appropriate or not directly affects whether customers are willing to buy the company's products. So I took advantage of the time a few days before the exhibition to memorize the company's product categories and characteristics. Teacher Chen also gave our new employees product training. Although it was just a last-minute cramming, it was quite effective.
Second, the image &; Attitude is very important.
As an enterprise, the image of employees and their mental outlook directly reflect the style of the enterprise. Employee image is the facade of a company. Only by maintaining a good personal image can the company image have a good performance.
There is also attitude, which is a very important issue. Attitude is very important for a salesperson, because the customer first comes into contact with the salesperson. If the salesperson is indifferent and this happens to be seen by the customer, then the customer will think that we are not professional enough. In this case, we will not be able to effectively seize customers and the loss of potential customers will increase. On the contrary, if you are warm and polite to your customers, let them feel your hospitality, give correct and professional answers when they ask questions about the company or its products, and talk in such a harmonious atmosphere, then I believe the transaction rate of cooperation will be twice the result with half the effort. Therefore, attitude is definitely the first issue.
Third, effectively analyze customers.
Visitors are divided into several categories: exhibitors, people from other industries, people who are interested in buying, people in the industry who want to know about the market, people who want to buy samples on the spot, etc. For us, we need special observation potential to accurately judge which kind of customers belong to.
Identifying the types of customers can find a direction for us to identify the methods of receiving customers and the means of negotiation. To understand the market, you don't need to introduce the company's products in detail; For those who just want to buy samples on the spot, you only need to briefly introduce them, because their purchase volume is not high, and they usually only choose their favorite styles; But if you meet a furniture factory, you need to make every effort to make it interested in the company's products and establish a cooperative relationship. But this usually takes a period of negotiation to reach. Like, to do big business, it is not something that can be done in a second or two. In addition, some customers are jewelry stores and can place orders directly at the exhibition. You can't let such customers go, which also requires you to have the potential to promote orders. I still remember meeting a customer of this type at the exhibition. He is satisfied with our products, but he doesn't want to place an order directly. I didn't know until I asked. I once placed an order at the exhibition, only to find that its price was higher than that sold by outside stores (the products were the same). So I don't want to suffer any more. After I learned about this situation, I explained to him: we are manufacturers, wholesale and direct sales. As a businessman, you should understand that every time an intermediary is added between manufacturers and consumers, the price will double. Now you should sell it directly to the manufacturer, which is a rare opportunity. And the price you see at the moment is the wholesale price. Maybe you can order on our company's website in the future, but you will never see such a price. After my explanation, he finally placed an order for more than 10000. Although the amount was not large, he gave me one.
A little satisfied.
Fourth, the competitiveness of products.
Whether as "buying" or "selling", the key is the product. Even if customers have purchasing needs, but there are so many similar products in the market, how should we let customers buy our products, which needs to improve the competitiveness of our products. The competitiveness of products can be reflected in the design, popularity, quality and price of current products. I won't explain them one by one there.
The emergence of market competitors represents a huge market. How to effectively seize the market is the theme that needs to be considered in the future.
Generally speaking, customers are satisfied with our products, whether in design, price or quality. In the presence of competitors, how to maintain old customers and increase new customers? Improving the market share of our products is a problem that we can't ignore at this stage.
The above is my summary of this exhibition. Generally speaking, the experience gained from this exhibition is very valuable. I hope I can get a better experience next time. I hope that after I get along well with my colleagues, I can cooperate with each other and master my job as soon as possible. I also hope that the leaders will give me more guidance and support.
Summary report of personal works exhibition 5
The two-day first trade fair of the Economic and Trade Department was a complete success. Here, while expressing my congratulations, I would like to make the following summary of this fair:
Early stage:
The work of the fair is carried out in the form of groups, and each group cooperates with each other, makes overall planning, and exchanges training with each other. The task form of each group is decided by each group. There are various forms of commodity sales in the market, such as direct sales by merchants, consignment by students, cooperation between merchants and students, direct purchase by students and so on. The sources of funds for the Expo can be direct sponsorship by merchants, promotion sponsorship by students on their behalf, and site use fees by merchants. Then, in order to solve these problems, it is necessary to cooperate in groups in the early stage of the fair. Under the leadership of students from marketing class 06 1 1, each group can absorb students from marketing class 07 1 1 and divide them into 10 groups.
In the early stage of the Expo, we should first consider the tasks and forms of our group and the task allocation. In the early stage of the meeting, it was decided that the form of commodity sales was consignment, the source of funds was sponsorship, the work was based on the head system, and the activity flow was based on shift system.
Consignment of goods: cooperate with Lezai Toys Co., Ltd. and Hongda Sports Co., Ltd. to explore the potential market of colleges and universities through the influence of "Changjiang No.7" and Beijing Olympic Games, so that the company can obtain greater benefits; Furthermore, for students, how to open the market or how to operate the market is the most important prerequisite for market research and analysis.
Sources of funds: wholeheartedly restaurant-yuan, bookstore-yuan, Qiao hairdressing salon-yuan.
Work form: all sources of funds for commodity purchase and sponsorship are based on the head system, which is directly implemented by individuals.
Activity flow: adopt shift system, make full use of personal time and achieve overall efficiency.
During the fair:
Pre-exhibition distribution: merchants deliver goods directly to the door and pick them up directly at the store to achieve the effect of multi-purpose;
Decoration of goods: use the most conspicuous place to achieve the effect of sales promotion;
Goods storage: stored in the administrator's room through relationship, achieving the effect of safe and convenient storage;
Commodity sales: selling at a lower price in the form of gross profit, achieving the effect of small profits but quick turnover;
Booth layout: using two booths, students and businesses work together to realize resource utilization;
At the same time, the cost: the team orders the set meal of the whole heart restaurant by feedback. Beverage expenditure, scene layout expenditure, etc. ;
The main forms of cooperation: Booth No.2 is provided for bookstores to sell books for publicity, Booth No.3 allows students to sell sporting goods and chess together, and the other half is the live free experience of Qiao Hairdressing Salon and the live hairdressing demonstration of models;
One of the unexpected gains: the bookstore and students sincerely invited Shen Yu, a calligrapher of Guangdong Calligraphy Association, and Gu, a calligraphy instructor of our college, to perform calligraphy on the spot for this exhibition, which was strongly supported by the Propaganda Department of the Communist Youth League Committee, the Calligraphy Association and the award-winning students of our college. Seven original works were left at the scene. One for the Propaganda Department of the Communist Youth League Committee, the Ministry of Foreign Trade and Economic Cooperation, the Marketing Management Association and this exhibition; There are 3 in this group. Secondly, Fu Ba Bookstore invited an ancient teacher, a former guard captain of the former Singaporean Prime Minister and a former member of the Flying Tigers, who is now working in an educational institution to participate in cultural exchanges and magic shows on the spot. Thirdly, Qiao Hairdressing Salon provides students with value-for-money hairstyle design and free experience-people.
Income and utilization after the fair:
Final summary: Excluding all income and consumption, there is-yuan savings, and the main person in charge gets-yuan and * * * has-yuan. The final income of the whole group after eating together shall be handled by the group leader.
The harvest of the market:
Fair is a small business model, and how to locate and operate it is the most important thing. First, for ordinary students, it is to feel the principle and operation of sales promotion; Second, it is the concept of experiential marketing for students who already have relatively high practical marketing operation ability; Thirdly, for students who combine learning with doing, they should feel the difference between this fair and the enterprise operation mode and higher-level sales concept, so as to guide themselves to make higher-level progress in practical application.
Proposal:
First, reduce the contradiction between the members of the group and the organizing Committee. Second, the layout is not enough. Third, human resources are not used. Fourth, students can't use the knowledge of marketing. Fifth, individuals are too utilitarian.
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