Marketing work summary report 1
Time still follows the same law, and another month has passed. To sum up the marketing work in August, the national adjustment of liquor consumption tax caused a sensation in the industry, followed by cracking down on drunk driving and local alcohol prohibition. Joy and sadness along the way, confusion and emotion, excitement and helplessness. ...
I. Personal growth and shortcomings
Sales need the support of company leaders and the mutual help of colleagues. This month, I have made great progress in organization and coordination, business development and management:
1. The ability to deal with emergency problems and grasp the psychological state of others has been enhanced;
2. Self-adjustment ability of mentality is enhanced;
3. The management experience of the team and the operation ability of the overall regional market need to be improved;
4. The overall market awareness needs to be improved;
5. Learning ability, market foresight ability and control ability have been enhanced.
Second, the sales performance review and analysis
The performance this month is still not much: 1. It laid the foundation for the company's operation in the key regional markets in southwest Shandong with Jining as the center; 2. Successfully develop four new customers; 3. The total cash payment is 165438+ 10,000, exceeding the tasks specified by the company.
My analysis of my achievements is as follows:
1. Our company has been operating in Shandong for three years, so I have learned the experience and lessons from previous years. This year, I personally focused on finding key markets and operating Jining market with Jinxiang as the core. After two months of market operation, we have also explored some experiences, laying the foundation for next year's operation;
2. New customers are open, and four new customers have been implemented. As the saying goes, "choice is more important than hard work", and the dealer's "strength, network, distribution ability, cooperation and investment consciousness" directly determines the quality of market operation;
Although I have completed the cash distribution task stipulated by the company, I am still far from the goal of 2 million set by myself.
The main reasons are: a. The company's service lags behind, especially the delivery time, which seriously affects the sales confidence of the market and dealers; B. The expansion speed of new customers is too slow and the quality of customers is poor; C. the positioning of key markets is not clear and firm.
Third, shortcomings in the work.
Among the new customers I visited, there were more than 10 with strong intentions, but because I didn't follow up later, I didn't have enough confidence, but I rarely implemented them in the end, wasting excellent resources!
For Tengzhou market, the foundation is still very good, but the investment awareness and company management of dealers are too poor. There are several mistakes in this market: 1. Did not find other potential high-quality customers to supplement at the right time; 2. Failure to guide dealers to operate the market independently according to our ideas.
For Pingyi market, although the local protection is serious, through the coordination of relations, the special songs developed by dealers still cater to the consumption of rural markets. Before the off-season, because I failed to communicate effectively with the dealer and the service was not in place, the dealer finally focused on beer.
Finally, summarize my marketing work in August, and as a liquor seller, give some suggestions to the company:
1. Pay attention to brand image building;
2. Improve various rules and regulations and salary system, so that it can give full play to the subjective initiative of personnel;
3. Strengthen the hardware investment of products. The first impression of a product should give people a feeling of "value for money, value for money".
Marketing work summary report II
With the deepening of my work, I have come into contact with many new things and encountered many new problems, and these new experiences are a new tempering process for me. Looking back on the whole August, I learned a lot: I learned to face difficulties calmly; In the face of setbacks, I learned to look up strongly; Behind the repetitive monotonous work, I learned to think and summarize; When the company's image was damaged, I learned how to maintain it; When misunderstood by customers, I learned how to communicate.
The above is the place where I made a slight breakthrough in my work, but this breakthrough does not mean that I can do it well. In the following work, I will constantly improve myself, constantly sum up experience and learn from my failures. Learn their advanced working methods and ideas in the process of working with colleagues; Learn to understand others in the process of communication.
Personal work summary report is as follows:
I. Work:
1, do a good job of sorting out the basic information and reflect the customer's situation and information to the factory in time; 2. Do a good job in order tracking: after placing an order, confirm whether the factory arranges the order, understand the production process of the ordered products, determine whether the products can be delivered on time, and finally determine whether the customers receive our products on time; 3. Is the collection of payment, confirm the reconciliation list with the customer and confirm the return, send the billing information to the finance department in time, make the billing, and finally confirm that the customer's finance has received the tax bill, requiring timely arrangement; 4. Maintain old customers, keep in constant contact with them, and know the latest trends of customers' demand for products. In addition, we should introduce the latest products of the company to our customers to determine whether they need them.
Second, the problems existing in the work
1, the coordination ability of delivery time is not strong enough. Some goods with urgent delivery time often cannot meet the needs of customers well, and some goods will take more than 20 days to complete once the delivery time is delayed. This situation has caused some customers to complain. The work organization is not enough, and some mistakes often appear in the work; The allocation and utilization of time is not reasonable enough, which greatly reduces the work efficiency; Can not distinguish the priorities of the work well, affecting the overall process of the work.
2. Due to the lack of product knowledge and the limitation of business level, it is impossible to convince customers well in the process of communicating with customers. In this respect, I need to continue to learn to improve my product knowledge and improve my business level.
3. Product quality problems are hard to avoid in mass production, but everyone wants to reduce the incidence of product quality problems. According to statistics, more than a dozen customers complained about the quality of our products last month. Give two cases: Bang Wei (Shengfeng) h07 10 136 single nail collision. Because the bottom nail is not sharp enough and the penetration is not strong enough in the actual mass production process, a large number of bottom nails are bent, interrupted and deformed in the nailing process. This has brought some losses to customers. After coordination, the customer asked our company to make up the lost bottom nail as soon as possible, 1000 pieces. Bang Wei (Shenglong) h07 10052 simplex buttons, customers complained that our products have serious quality problems. An I-button has several quality problems at the same time: paint dropping, button surface deformation and inconsistent color.
This makes our communication with customers an unprecedented embarrassing scene. Customers are skeptical about the quality of our products and our attitude. They think we are insincere. Later, our factory took corresponding measures to solve this quality problem. However, the previous problem of poor quality brought a very bad image to customers, which greatly reduced our trust and satisfaction.
In the future work, I will work harder, make a good marketing plan, and strive to carry out all the work better.
Marketing work summary report 3
First, I think there are three reasons why this year's performance has not been completed:
1. The market strength is not strong enough, so that many customers of Tangshan large enterprises have not contacted, and the contracts have not come out! Did not achieve the expected results!
2. My personal style is not diligent enough. I can't make it to the end, especially from April to August this year, and the number of visits is particularly unsatisfactory!
3. In work and life, when communicating with people, the ways and methods of speaking need to be further improved.
Second, the work plan:
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should actively understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, I should also actively consider and supplement it.
Performance represents the past, not the past. We should spur ourselves with the shortcomings and problems of the past and make better breakthroughs in the new era! In order to work in by going up one flight of stairs next year, make the following plans for yourself:
Three main parts:
1. For old customers and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers.
2. While having old customers, we should constantly obtain more customer information from various media.
3. If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
Nine subcategories:
1. More than 5 new customers will be added every month, and there will be 3 potential customers.
2. Make a summary once a week and a big summary once a month to see what mistakes are made in the work, correct them in time, and don't make them again next time.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no concealment and deception to customers, so there will be no loyal customers. You agree with the customer on some issues.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Treat all customers with the same attitude, but don't be too condescending. Make a good impression on customers and establish a better image for the company.
7. Customers can't ignore problems. We must try our best to help them solve these problems. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. You should build up self-confidence for yourself and always say to yourself, "I am the best!" I am unique! " . Only by having a healthy, optimistic and positive work attitude can we complete the task better.
9. Have good communication with other employees of the company, have team consciousness, communicate and discuss more, and constantly increase business skills.
Third, personal goals for next year:
A good salesperson should have: good team, good interpersonal relationship, good communication skills, good sales strategy, good professional knowledge, and extreme enthusiasm for sales! Personally, I think the enthusiasm of sales work is very important, but how to cultivate the enthusiasm of work! How to continue to regard work as a means rather than a burden ~ work is also fun, have fun! After 20 years of work and study, I have learned something. We have a good team and we are full of enthusiasm for our work. We can and will do it! My personal goal for next year is 4 million, and I can own my own car (40,000 ~ 70,000) now! Be sure to buy a car, and there must be 50 thousand!
I believe I can succeed and work hard for my goal! Come on!
Marketing work summary report 4
I have many feelings in the coming year. Looking back on this year's work process, as an employee of _ Di, I deeply feel the vigorous development of _ and the spirit of struggle of _ people. As the window of the enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. Under the leadership of superior leaders and the strong cooperation of various departments, in _ sales have achieved better results than last year. Thanks to the cooperation of all departments and the support of superior leaders! _ year work summary:
From the beginning of the factory to the end of 65438+3 1 in February _ _ _, the total sales of * * _ guests from three countries in Southeast Asia was about _: 1. _: customers * * _ (x new customers in _ _ _) 2. _: * * _ customers (new customers in _ _ years, old customers in * * _ years ago), with total sales of about _; 3._: * * _ customers (new customers in _ _ years, old customers in * * _ years ago), with total sales of about _. 00 RMB. According to the above data, the markets in Southeast Asian countries are relatively stable, with a high turnover rate (most of the old customers who have not returned their orders have no customer contact information, which makes it impossible for us to actively contact customers for information), but the market unit price competition is fierce and the profit margin is small. _ and _ markets also has a high return rate, but the order quantity is small and the variety is complex. However, some existing customers are ideal, but we need to keep in touch with more ideal new customers in order to obtain cooperation opportunities and increase sales. Busy for a year, due to personal lack of work experience and other reasons, there are many big problems in the work. In April, due to the electroplating material problem in the lamp cup electroplating factory, a large number of serious discoloration anomalies occurred in the direct lamp cup part shipped to customers by our company from April to May. On June+10, 5438, due to the problem of ring electroplating factory, customers complained that iron rings were easy to rust. However, because the company found the root causes of all kinds of products with abnormal quality in time, explained to the guests in time, compensated the guests again for the products with abnormal quality, and promised the guests that we would try our best to improve our work in the future to ensure that the quality of the products would no longer be problematic, so that the old customers did not give up their cooperative relationship with us. However, the customers who cooperated with us for the first time, because all the lamps and cups we delivered to our customers were seriously discolored, eventually led to the customers' failure to sell normally. Although we later compensated our customers for all the new lamp cups, our customers finally lost trust in the quality of our products, and at the same time gave up the idea of long-term cooperation with us, which made us lose an ideal big customer. 10, _ Guest, due to the customer's untimely payment, repeated communication failed to achieve good results, and we lost credibility with the customer, so we had to arrange for the customer to stop production, and at the same time, the customer's product inventory and funds could not operate normally, which brought serious losses to the company. This problem is still being closely communicated with the guests until the problem is solved. For the abnormal problems that occurred in _ _ _ _, I realized my own shortcomings in all aspects, learned lessons from them and gained valuable work experience. In the future work, I will study hard to gain more work experience, so the probability of making mistakes will gradually decrease.
_ Annual Work Plan and Personal Requirements:
1. For old customers, old customers and potential customers, keep in touch and communicate regularly to stabilize the relationship with customers in order to achieve better sales results; 2. While having old customers, we should constantly explore more high-quality new customers; 3. Explore new customers from Southeast Asian countries that have no cooperative relationship at present, so that our products can be sold more widely; 4. Strengthen all kinds of knowledge learning, broaden horizons, enrich knowledge, adopt diversified forms to improve business level, and combine sales work with communication skills; 5. Be familiar with the company's products in order to better introduce them to the guests; 6. Try to change your bad way of doing things and don't like to communicate with others. Suggestion: 1. The salesman of the company suggested that all products produced by the company can draw up product details. On the one hand, it can record all the details of lamps and improve the information. On the other hand, it is convenient for the salesman to introduce the products to the guests more clearly, so that the guests can have more confidence in our professional level and strength. 2. It is suggested to develop 1 new products (1 series) every month to attract customers' attention and earn high profits. With the rapid development of the company and the market, we can expect that our future work will be more arduous, demanding and knowledgeable. To this end, I will study harder, improve my cultural quality and work skills, and make due contributions to the company.
Marketing work summary report 5
In the process of learning telemarketing, I realized that the most important thing in sales is how to communicate with customers. When you pick up the phone and want to call the customer, have you ever thought about what to say to the customer first? Customers will continue to talk to you, ask you a lot of questions, and then they will believe you and become your loyal customers and dependent customers forever.
You can see a person's quality and inner world best on the phone, and you can also show it clearly on the phone, no matter how you usually hide it. Therefore, every time we make a phone call, is it to give each other a warm feeling, or is it kind and friendly? Your good image and the image of the company will be conveyed to each other on the phone. I know that in today's increasingly fierce market competition, students studying telemarketing, especially after communication with customers is blocked, feel that how to do a good job in customer ideological work and strive for customers to finally choose our company's products has communication skills. The following are some superficial understandings of telemarketing.
1, fully prepared, get twice the result with half the effort. Be fully prepared before each call. Appropriate prologue is the key to successful marketing, so you should prepare the corresponding marketing script before marketing. Psychologically, we must be fully prepared, have confidence in marketing, and have the belief that "I can achieve the results I want by phone"! .
2, simple and clear, clear meaning. Pay attention to simplicity and clarity during the call, and try to express the marketing business clearly in the shortest time to arouse the interest of prospective customers. When you speak vaguely and slurred speech, it is easy to make the caller feel impatient.
3. The speech speed is appropriate and the language is fluent. Speak properly, not too fast, so that the other party can not only hear everything clearly, but also help themselves to be alert and avoid saying the wrong thing without finding it in time. In addition, when you speak, your language should be fluent, your intonation should be as rhythmic as possible, and you should smile, because a smile will be reflected in your voice, giving people a sincere and pleasant feeling.
4. Give priority to listening, supplemented by speaking. Good communication should be based on listening and supplemented by speaking, that is, listening 70% of the time and speaking 30% of the time. Ideally, let the other person keep talking, and the more we listen, the stronger our control. In 30% of the speaking time, the time for asking questions accounts for 70%. The simpler the question, the better, and the right and wrong questions are the best. Speaking with a comfortable attitude and a relaxed tone is more acceptable to ordinary people.
5, customer-oriented, clever complaints. In the process of telemarketing, customers often complain about our telecom. So, how to deal with complaint calls? First of all, remember that customers are the most important, and never have a verbal dispute with customers. Secondly, we must be clear about the root causes of customer complaints. Finally, we should patiently calm customers' hearts and turn hot potatoes into fingers. Under normal circumstances, problems reflected by customers that can be solved within their own authority will be solved immediately for customers; Problems that cannot be solved within the scope of their own functions and powers should be immediately reflected upwards until the problems are properly solved.
In short, telemarketing is by no means equal to making a lot of random calls and trying to sell a few products by accident. I think communication skills are very important if customers want to easily realize the value of telemarketing. Because the working hours are not long, the marketing skills are still immature. In the future work, I will work harder and learn from my colleagues more humbly. The way to acquire profound knowledge and lofty morality is so far away that I will wholeheartedly look for them from heaven to hell.
After listening to the teacher's class, I felt a lot! Small things make great things, details make perfect!
Treat customers, we use eight words to describe: smile, enthusiasm, passion, confidence! Especially when communicating with customers, we should pay attention to many details and the most basic words! We should all be fully prepared. As the saying goes, "Know yourself and know yourself, and you will win every battle".
Teacher Wang said, "The problem is our best teacher."
Sales is a very interesting job, and it faces many challenges every day. The customer says "I'll think about it, think about it", which is a sentence that our sellers often hear. In the face of this sentence, some people will be very discouraged or depressed and feel that they have encountered a very difficult problem; Some people will be very positive and confident, and feel that they have increased their chances to challenge and improve themselves. Is there a problem? Still an opportunity? Depends on our own choices and definitions. And our definition of events is often the result we will get.
The client said I was thinking about it. In fact, there are many meanings. Please don't worry about not finding any answers. When the customer says he is considering it, maybe he really needs to consider it (really), or maybe he is just a fake excuse (fake).
Or he's hiding something. Therefore, we sellers need to deeply analyze what kind of customers belong to, and then make appropriate treatment according to the specific situation. There is no fixed answer, but we sellers need to be flexible. A word is ever-changing, so we sellers need to listen carefully, actively explore, learn more about customers' real feelings, and then help customers make wise decisions.
If you want to make greater achievements in telemarketing, you must have professional and skilled skills! Telephone is a ubiquitous communication tool. For salespeople, telephone is also one of the best, most effective and convenient communication tools. We have received countless calls, but have we really noticed something that needs to be controlled on the phone? A phone call may last three to five minutes, ten minutes, or less than one minute. No matter the length of the call, no matter what kind of communication call, the communication process and precautions on the phone are basically the same. How to call us well? How to make good use of our telephone? This is very important for telemarketers.
In short, telemarketing is by no means equal to making a lot of random calls and trying to sell a few products by accident. To make customers easily realize the value of telemarketing, although I have not experienced it personally, I think communication skills are very important. This is what I learned after studying telemarketing.
Let's have enough confidence to do our own work and create our own stage!
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