Personal performance work summary 1
_ _ years are coming to an end. In this nearly a year, I have gained a little through hard work. At the end of the year, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.
I came to work in the company this year 10 and started to set up a sales department. After I entered the company, I got a deep understanding of the prepaid stored value card market by constantly learning product knowledge, collecting information from the same industry and accumulating market experience. Can clearly and fluently respond to all kinds of questions mentioned by customers, accurately grasp the needs of customers, communicate well with customers, and gradually gain the trust of customers. Therefore, through hard work, we have also achieved several successful customer resources, and some high-quality customers have gradually accumulated to the necessary extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my potential and professional level have been greatly improved.
Although I have been engaged in sales-related work before and have the necessary sales knowledge and experience, there is still a necessary distance between excellent and successful sales management talents. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for sales staff has affected the sales performance of the sales department.
Department work summary
In the past three months, through the joint efforts of all the staff in the sales department, we discussed and formulated the sales tactics of each link, the core competitive advantages of the company's products, and the company's publicity material "A Letter to Customers", which made suggestions for various media advertisements and put forward the core sentence of "Everything is safe, virtue is the best in the world", so that the popularity of our products was gradually recognized by customers in the _ _ market. All employees of the department accumulated more than 5,000 copies of yellow pages and sent more than 3,000 copies of company publicity materials. Despite the cold, they made strange visits in the tax hall and various office buildings in the high-tech zone, laying a good foundation for the upcoming crazy sales season. In terms of team building, detailed assessment criteria are formulated for the sales staff, operation system, workflow and team culture of the sales department. This is what I think we have done well, but there are still great problems in our work in other aspects.
Judging from the sales performance of the sales department, our work is not good, which can be said to be a big failure in sales.
Although there are some objective factors, there are also great problems in other practices at work, mainly at present.
1) There are too few basic customer visits in sales work. The sales department started work in the middle of this year 10. From the beginning to now, the recorded customer visits are 2 10, plus 230 without records. In a month, the total number of customers visited by five salespeople is 2. Judging from the above figures, our basic work of visiting customers has not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the status of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to customer suggestions. It is a fatal mistake not to know how much customers know or understand our products when conveying product information, and not to follow up after being rejected.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and the business potential needs to be improved.
market analysis
At present, there are many brands in the consumer card market, but mainly those companies. At present, our products are first-class in product quality and function. On the surface, the competition between companies is fierce, and the emergence of our company has intensified this competitive war. But calm down and carefully analyze, our company's core competitiveness, such as the supervision of card issuing funds, the quantity and quality of overseas merchants in Shanxi Province, and our company's strong financial strength and high-quality customer resources, are unmatched by other companies.
_ _ There are many brands of consumer card products in the market, but based on our strong strength, overwhelming publicity and persistent efforts of employees, it is a foregone conclusion that we will gain a larger market share in the consumer card market next year, and it is just around the corner to build the first brand in Shanxi Province.
The market is good and the situation is grim. In the consumer card market, this sentence can be summarized. Today, with the rapid development of technology, next year will be a year of great achievements. If we don't do a good job in sales and seize this opportunity in the next year, we are likely to lose this opportunity of vigorous development.
_ _ Annual Work Plan
In next year's work plan, we will focus on the following tasks:
1) Establish a relatively stable sales team that is familiar with the business.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work. In terms of team expansion, it is estimated that the sales manpower will reach 15 next year. Set up two sales teams to carry out sales work through different channels.
2) Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. Salespeople are in a state of laissez-faire when they take part in work. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership. Strengthen the execution of sales staff, thus improving work efficiency.
3) Train sales staff to find problems, sum up problems and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their business potential to a new level.
4) Establish new sales models and channels.
Grasp the existing financial industry channels of insurance companies and securities companies and make perfect plans. At the same time, explore new sales channels, make good use of the company's existing resources, and cooperate with telemarketing and marketing.
5) Sales target
The most basic sales target this year is to have a list of monthly income. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks. The sales department has drawn up the performance index of 20 1215 million. I will lead all my colleagues in the sales department to do their best to achieve the goal.
Before making a decision in the future, we should consider the opinions and decisions of the company leaders and abide by the leaders' decisions on various businesses. When there are differences in the work, we should calm down, resolve them through consultation, reach a consensus, and then start the work. In the future, as long as I can always sum up experience and lessons, give full play to my strengths, correct my shortcomings, consciously put myself under the supervision of the company organization and customers, work hard and set an example. I believe that we must have a higher starting point and be a qualified manager.
Personal performance work summary II
I have worked in the company for more than two years. During my tenure, I am very grateful to the company leaders, especially Mr. Liu, Mr. Wang and my colleagues for their support and help. I also quickly integrated into our collective and became a member of this big family. I'm glad that I came to _ _ company, a very warm department, with the care of leaders and colleagues, and felt this collective atmosphere. I learned a lot when I came to the company, and I learned a lot, which made me grow a lot. Thanks to the attention and care of the leaders, I have also made breakthroughs and improvements in my work. In the future, I will always be strict with myself and do my job well.
As the sales office of the raw materials division, I am well aware of the importance of the post. The sales office is an important post connecting the preceding with the following, which needs communication, coordination and contact in many aspects to ensure the sales staff. In more than two years, I have been exposed to various jobs in the sales office. These tasks also require a high degree of patience and care. Looking for a car for delivery, logistics and distribution, document arrangement, contract arrangement and data analysis all need to be done seriously. In the face of these complicated daily affairs, I have to finish what I started, make arrangements and follow up, which enhances my sense of coordination. In the past two years, I tried my best to satisfy the company and the leaders, but some mistakes occurred in my work, which also caused losses to the company. I apologize to the company and the leaders.
One: do your job well.
Strengthen work skills, strive to achieve high quality, high quantity and high efficiency in work, do your own job well, and do every task assigned by the leaders; Obey the leadership's command and arrangement; Strengthen your work skills, be strict with yourself in work quality and efficiency, and reduce the occurrence of mistakes.
Careful work can especially test a person, and it needs to be careful, earnest and meticulous. Work is an exercise and test for yourself; In the future work, I will try my best to do my job well.
Second, strengthen overall planning and management.
The sales office itself will face many tedious daily affairs, and the problems should be solved one by one; If you only do a single thing, it is easy to miss some links, improve the work from point to point, and achieve overall management.
Third, strengthen personnel coordination within the department.
In the background, new employees need to learn, run in and cooperate with each other, but these are not problems. We can achieve the goal of coordinating our work through cooperation at work, which is also what I need to pay attention to. Communicate frequently at work, find problems and solve them.
Fourth, strengthen coordination with other personnel within the company.
In the work, we should cooperate with business personnel and other departments, including other departments, finance department, human resources department, etc. Need mutual help and support.
Verb (abbreviation of verb) summary and review of self-work
It is a good habit to check and assess your work regularly, which is helpful to find the missing parts, understand your work progress and whether you have deviated from your own direction, so as to better carry out the next work.
Sixth, strengthen self-study and improve yourself.
Learning is the driving force for one's growth. Without study, a person will not make progress, so I will strengthen my study, expand my knowledge and strive to improve myself.
I will improve my working ability and become an excellent employee through my own efforts.
(1) The work enthusiasm is not high, that is, the importance they often say is not strong.
(2) Lack of enthusiasm and initiative.
Summing up the work of the year, although some progress and achievements have been made, there are still some shortcomings in some aspects. For example, there are not many creative work ideas, and individual work is not perfect enough, which needs to be improved in future work. In the new year, I will seriously study the knowledge of related majors, strive to make my ideological consciousness and work efficiency reach a new level in an all-round way, make greater and more contributions to the development of the company, and give feedback to relevant departments in time to properly handle the quality problems arising from customer sales or use.
Complete the tasks assigned by the company, and proactively and predictably solve the problems encountered or possibly encountered in the work. Complete data collection, standardization and timely filing, and provide accurate sales data for leaders at any time.
The sales department is the front window of sales, directly facing customers and serving them. We should always maintain good manners, good service awareness and quality, and fully display the good image of the company.
Keep the working environment clean and orderly, and put the office supplies back in time and put them in order at any time.
Personal performance work summary 3
Generally speaking, this year has made great progress for me; Both the negotiation with customers and the contact between sales experience and new customers are constantly improving. My ideal brand strategy: first of all, our company specializes in producing automobile brake pump accessories, and the brake pump is one of ours, so the brake pump should use its own brand as far as possible; Secondly, some big distributors will insist on combining their own brands with our products to enter the market, but we should try our best to put the "_ _" brand into the products;
Furthermore, brands are established by promoting stable quality in the market, just as most domestic consumers know that high-quality brands are still dominated by foreign brands. People first know what to drink, what brand of sports shoes to buy, and what brand of mobile phone to buy. The quality of electrical products is better. Even if you buy a local car, you must first look at whether the manufacturer's international partner is Japanese or European and American. Because of superior quality, people will subconsciously promote each other. In addition, the outsourcing procurement and export scale of our company is also gradually increasing. For outsourced products, it is necessary to put an end to using your own brand to influence the "_ _" brand image of your own professional manufacturing of brake auto parts. We are considering a long-term strategic vision; Finally, the continuous promotion of enterprises can improve brand awareness and long-term benefits.
With the continuous expansion of the company's scale, the deepening and stability of the market structure, and the continuous improvement of the technical content of products, how to effectively expand the global market share should be our primary problem; Now we set up a branch in the United States, and then we have the idea of setting up a branch in Iran, all in order to win more market share and effectively manage the local and surrounding markets; Can't forget the promotion of CRM (Customer Relationship Management). It is very popular to effectively manage the friendly and long-term cooperative relationship between customers in various regions and us. We should take the initiative to use product advantages to gain market, instead of waiting for customers to come to us!
1, Eastern Europe: At present, the Russian market is still blank. Due to national policies, tariffs, freight and other issues, how to further reduce product costs and improve price competitiveness is the primary problem for us to enter the Russian market; A bit of a crisis market is Lithuania. Due to the price problem, we had a disagreement with a big customer during shipment. 20 14 if the price problem can be solved smoothly, the sales share will be maintained or increased. Poland is a better market for Eastern Europe. Although there are only two customers at present, it is estimated that the sales will reach $654.38+$800,000 (mainly from the outsourcing of Kamas). Turkey is another market in Eastern Europe. Although there are not as many customers trading with our company as before, the market prospect is still good, especially the locking of big customers and the promotion of small customers, which is expected to make our products have greater development in this area.
2. Western Europe: 20 17 The Italian and German markets are developing steadily, hoping to win more customers and larger market share through the scale of new factories and brand promotion such as exhibitions and visits; There is only one customer in the British market at present, but due to the problems of booster and silicone oil clutch pump, the trade volume this year is not only average, but also the return of booster has caused great losses to me. In addition, 20 13 learned about the western European market and found that the market requires high quality and moderate price. There are many new cars in Spain and France, and even if new products are developed, the market sustainability is not high. Based on this, I personally think that how to lock in key customers has become the primary task in the western European market strategy, such as Italy's LPR. If our products can meet their performance requirements, we must fully cooperate with customers, take the lead in occupying market share from the perspective of long-term interests, and then promote price increases;
3. At present, the contact process with customers is: pre-negotiation work (e-mail exchange, checking inquiry and quotation, price confirmation and sample sending confirmation, product identification, payment method agreement, order production).
Work to be done before placing an order (packaging inner box, outer box logo, inner box self-adhesive content) Contact in production (feedback of delivery date, coordination with production department) Contact before delivery (contact of shipping company, arrangement of shipping schedule, logistics management) Contact after delivery (collection of payment, mailing of documents or bank prompt) Contact again (negotiation of new orders);
4. Africa: If the South African market is separated, our African market is still not ideal; At present, the sales areas are still concentrated in Egypt and Tunisia, three companies have established trade relations, and only two companies have sales contacts on 20 17. A big customer in Egypt cancelled an order of about $300,000, because the payment method could not be agreed. However, the trade volume of another customer in Egypt increased from 1 10,000 dollars last year to nearly 70,000 dollars; The trade volume of Tunisia customers has also increased from more than 6,000 last year to 10,000 US dollars; With the maturity and quality improvement of our products in the market, we firmly believe that we can occupy a larger share in the North African market;
5. South Africa: At present, there are 5 customers in the South African market, and the sales area is managed by the agent __X Company and supervised by our company; At present, the main area is Johannesburg, and then there is a customer in Durban and Cape Town. At present, the leading sales product is brake cylinder; Sales increased from less than $80,000 last year to more than $6.5438+$800,000 this year; It is estimated that the sales in 20 14 will reach 280,000 USD, which will challenge 300,000 USD.
6. Middle East market: customers with trade relations in the Middle East (UAE, Iran and Israel)11; In 20 17, the company's product sales were more than 50,000 USD, and the outsourcing product sales were more than 0/20,000 USD, both higher than last year's output value. With the continuous expansion of the Iranian market, our Kia PRIDE master cylinder and slave cylinder will enter the market with main products, and strive to expand the market share of Japanese car series products in Dubai and neighboring countries in the Middle East through next year's exhibition or visit;
7. Customer's samples: I think our company should first screen the new samples sent and given by customers, and we will accept samples that are not auto parts. If the quantity, market and profit are not ideal, give up immediately and distract too much energy, and the result will definitely be not worth the candle.
Personal performance work summary 4
In an instant, 20 years have passed. Looking back on my work in the past year, although my contribution to the company was meager, it finally laid a good foundation for me to enter the sales market. Through studying and communicating with other employees, I gradually integrated into this group. At the same time, my present working ability cannot be separated from the hard work of all the staff. While doing our job well, we are also reflecting on the shortcomings and problems in our work, and we should pay attention to them and gradually improve them in the future.
One: Work performance
In the past 20__ years, I have always put learning in an important position, worked hard to improve my comprehensive professional quality, correctly understood my work, correctly handled the relationship with my colleagues, and focused my work on developing new customers, thus improving my understanding of the work itself. Seriously study the strengths of peers, get rid of their own shortcomings, consult colleagues and leaders with an open mind, take the initiative to accept colleagues' opinions, constantly improve their working methods, give full play to their post functions, and improve themselves in this industry through continuous learning and exploration.
Two: the direction of future efforts
What I am doing now is to improve my service quality and professional ability. In my future work, I will further improve my working ability and professional quality. Strengthen study, be brave in practice and persist in work enthusiasm. By constantly summing up the growth, improve their own quality and professional level to meet the needs of new forms, actively communicate with company personnel and learn from the strengths of others, so as to better improve their self-ability, meet customer needs and open up market space. In fact, doing business is being a man. People do well, have a wide range of friends and strong communication skills, and business can be done better! Being a man is a very important aspect, and your professional knowledge is indispensable, so if you want to do a good job, you must learn unlimited knowledge in a limited time, and have better communication scope and conversation ability than ordinary people in being a man!
Three: Summary
In a word, I will work harder this year and actively communicate with others. Constantly develop new markets, I believe that the company will go further and have a higher market share, and Hanlin people will be filled with happy smiles!
Personal performance work summary 5
From the previous internship for four months to the post-graduation work for ten months, review the work of these ten months and ask yourself, from ignorance to understanding of the company, products and industries, as well as understanding of job responsibilities and customers. With the great help and support of leaders and colleagues, I am based on my duties, conscientious, hardworking and hardworking. I have a general understanding of the basic situation of customers, such as structural system and decision-making power. Now I will summarize my goals and responsibilities in sales work since graduation as follows:
First, as a salesperson, we should recognize our responsibilities and complete our work. Second, I will go all out to complete the orders of the customers I am responsible for.
Third, clearly grasp the customer's organizational structure and decision-making system, and timely sort out and report the customer's project situation and internal situation to the leaders;
Fourth, strictly abide by the company's rules and regulations and complete all the work assigned by the leaders;
Fifth, actively and extensively collect and summarize market information and explore new sales opportunities;
Sixth, we should have a high sense of professionalism and ownership, and keep in mind three important things: customers, companies and ourselves.
Clear your responsibilities, and you can measure the quality of your work well. Since I have been engaged in business, I have started from my work bit by bit and strictly followed the requirements of my duties.
First of all, from the aspect of business etiquette, we should pay attention to the basic literacy in the process of visiting customers, such as telephone etiquette, how to meet customers, how to give gifts to customers, how to communicate peacefully when customers refuse, manners and ways of speaking during meeting customers, how to quickly understand the basic situation of customers and the project information we need, and so on.
Secondly, to start the company's products, only by knowing the products can we have a solid backing to communicate with customers, and we can cut into the same topic well and produce a * * * sound. For our company, it is mainly to understand the structure and principle of wind power converter and photovoltaic inverter, including some parts. At present, many owners are concerned about the choice of equipment. In addition, there are some topological graphs. For example, our company has certain advantages in low voltage ride-through and three-phase imbalance, so how do we achieve it? If you have similar in-depth questions, you should step up your study in the future.
Third, analyze the customer information and make plans in time, aiming at how to obtain its support for the customer. Communicate with leading colleagues frequently and ask about the difficulties encountered, existing problems and solutions in order to improve.
Finally, in my daily work, after receiving the task assigned by the leader, I actively set out to finish the task on time on the premise of ensuring the quality of work.
In a word, after ten months' practice, I have realized that as a salesperson, it is very important to gain customer recognition and win orders.
Work completed:
In the process of implementation, it is necessary to clarify the tasks, be proactive, and require quality and quantity to be completed on time. Take the initiative to visit customers, understand the internal situation of customers, sort out the decision chain, and then get the decision makers and influencers one by one. At present, for me, the main work is to sort out the decision-making chain and start to get the decision makers. Sort out the work done since my work, mainly including:
1. I have had contact with my current and newly developed customers, and have a clear understanding of most of their decision-making chains and organizational structures, such as Huaneng New Energy, Beitai Institute, Shenneng and Century Yiyang.
2. Have a general understanding of the basic situation of the contacted customers and the project situation, and also have a certain understanding of the equipment of which manufacturers and the preferred manufacturers used by some project customers before. Understand what customers prefer in the bidding process, such as whether customers value performance, registered capital, on-site operation, etc. Still pay more attention to price;
3. Have a general understanding of the wind power and photovoltaic industries, so that there will be more topics when communicating with customers, and at the same time send some industry information that is usually sorted out to relevant customers, which increases the interaction with customers and enhances mutual understanding;
4. Enhance the ability to capture information. In the process of visiting customers, master the customer's expression and language, and understand the basic information of customers, such as where people are, their wives and children, their lives, whether they have settled in Beijing, whether they smoke and drink, and whether they have the right to speak in the company.
5. I have completed the study of most products of the company, including wind power converter and photovoltaic inverter, and have a comprehensive understanding of the basic principle, structure and components, and some specific software control will follow up later;
Shortcomings and areas needing improvement:
Sales is a long-term and step-by-step job. Youth has short-term gains and losses, but what we care about is growth. As the saying goes, it is good to know your mistakes and correct them.
In the work, every step forward will find many problems, make some mistakes, find the ability that you lack, and there are still many shortcomings. Therefore, it is necessary to strengthen working thoughts in time, correct consciousness and improve the methods, skills and communication level of sales work. The following has sorted out my own shortcomings and areas that need improvement in my work:
1. shortcomings, from their own reasons. Generally speaking, their own quality needs to be improved, such as the current way of saying it is not formal enough; Lack of attention and care in business etiquette, including going to a customer with the leader. After the visit, I took a drinking cup, and disposable cups was covered with a plastic shell for drinking. As a result, I just threw all the cups in the trash can.
2. As for the company's products, I have only learned a little superficial knowledge at present, which is not deep enough. We can't give satisfactory answers to customers' concerns, such as how our superior temperature start is realized and why others can't; The power module is designed by ourselves, what are the advantages and how to realize it.
3. In the process of visiting customers, the communication with customers is not convincing. How to make customers accept themselves easily, not dislike themselves, and be happy to meet you;
4. In detail, the expression is stiff and the body language is uncoordinated. In this case, for some customers, it will arouse the antipathy of the other party and cause trouble and pressure on their work;
5, the heart is not strong enough. Facing some inaccessible customers, people feel guilty, lack self-confidence, and need to improve and learn urgently;
In short, we have been constantly discovering our own problems in practice, constantly trying to improve and make progress. At the same time, I have accumulated experience in future sales work for myself to prevent previous mistakes. Sort out the train of thought and clear the direction. In the future work, I will pay more attention to how to cut in and how to get a customer. Combine your work ability with the specific environment of the company, make use of your energy and diligence, and take advantage of all available opportunities to learn product knowledge and improve sales awareness. Make solid progress, work hard and contribute to the development of the company!
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