A salesman's work summary 1
After graduating from school, I entered the company. After three months of study and work, I seriously thought about my work and recorded it as a phased summary of my work. At the same time, I reported my work to the leader, and asked the leader to review and confirm my application.
I. Work achievements and gains
First of all, I thank the company's human resources department for its recognition, giving me the opportunity to study in the company and giving me all-round training. In these three months, I have learned a lot of knowledge and information from the company, and my ability has been further improved. When I entered the company, I knew that my biggest weakness was my understanding of the company, industry and product system. Fortunately, I can learn all these as long as I work hard.
1, under the training of human resources department, I learned about the company's history and rules and regulations, which gave me a more comprehensive understanding of the company. The company's historical background, rigorous working atmosphere and scientific management system have strengthened my belief in the company's development. I believe that with the development of the company, I will make great progress.
2. During the company's training for new employees, I worked hard to learn the overall situation of the company and the knowledge of the product system, mastered the functions, working principles, structures, characteristics and materials of each part of the product system, and was able to explain and communicate the whole product to the project leader systematically and clearly, laying a solid foundation for future business work. In the learning process of company introduction, we should dig out the differences and advantages between the company and other companies, organize our own language and introduce the characteristics, advantages and achievements of the company to the owners. This is also two of the "three axes" advocated by the chairman to win business, so I never dare to slack off.
3. In order to get myself into the work role better, I try to master as much industry knowledge as possible in a short time, and learn to supplement industry knowledge at any time in my later work. If you want to excel in this job and integrate into this industry, you can only make friends, learn industry knowledge, exchange news and learn from each other in your business work, and strive for long-term development in this industry.
In order to better communicate with people in our business work, I have carefully studied business knowledge, and the general manager of our department has also recognized me. Business knowledge is an essential quality for salespeople to succeed, which makes it easier for us to succeed when talking about business than others.
Not long ago, I was on a business trip with my team. During this nearly one-month business trip, I visited the project information of Anhui and Henan provinces, and had a good communication with the relevant personnel of Party A on some projects, which provided effective information for our future cooperation with these two places.
Second, the insights I got from my work.
1, the first thing to thank is the company's support for our business work. In order to facilitate our salesmen's work, the company specially equipped our salesmen with notebooks, and prepared ppt in the database to introduce the company's corporate image and demonstrate the process flow of the product system, so that it is much more convenient and quick for us to find projects and introduce product information when we need business. At the same time, it also enhanced the company's image and increased the chips for commercial success.
2. Diligence is the first prerequisite of business work. During the study and preparation, I will study product knowledge diligently, carefully study various trainings organized by the company, keep study notes and work diaries, and organize language practice to explain the system repeatedly. Project information is a prerequisite for business work. Being diligent in searching for project information, summing up and exchanging experience in finding projects will enable you to get more project information better and have a greater chance of success. In the process of work, diligently sum up the experience and lessons in the work, and boldly try your own ideas and experiences.
3, learning without thinking is useless, thinking without learning is dangerous ",in addition to learning, but also be good at thinking. In the process of work, we should think about things in the process of work, summarize and think about project information, and summarize and think about working methods and business formats. These are the conditions to improve our work performance and business ability. If a person only works mechanically without summing up and thinking, he will not make progress. And if you don't practice your ideas after summing up and thinking, it will be useless, useless, equal to fantasy, and will not make progress.
4, the progress of the work is to pay attention to methods. After working for a period of time, this method is summarized and put into practice by reviewing the previous work. The improvement of working methods is a step-by-step work, a long-term process, and a process of continuous summary and continuous improvement.
5. Go all out in business. Go all out to do your own work, try your best to obtain all kinds of information, think about the key to success, and try your best to use various methods to gain the recognition of key figures for our company's technology, so as to achieve ultimate success in bidding.
Third, post understanding
1, business work is not simply looking for project information first, and then running Party A's work, but a key. Through long-term work experience, effective information is found through various methods, and the project is successful through various methods. Combined with the introduction of our company's enterprise situation and _ (product) system, it is recognized and trusted by the owner, and finally the project is successful.
2. Business position is not only the sales of products, but also the representative of the company image. The success of marketing work represents the overall appearance of the company to a certain extent. It plays a key role in the company's good reputation in the industry.
3. Marketing work summary is also a system formulated by the company for the continuous growth of business personnel. As a business person, we should take work summary as an important part of our work, and "learning without thinking is useless". In order to better improve our future work, we must constantly sum up our previous work.
Marketing is responsible for the whole process of a project from the beginning to the end. From communication, bidding, contract signing, tracking of production and installation process, payment collection, etc. in the early stage of the project. Business personnel must complete the whole process carefully to become a qualified business personnel.
5. Business personnel are also the main way for companies to obtain information. Therefore, when business personnel get all kinds of information, they should give it back to the company in time.
Four. merits and demerits
Overall measure of their work, their strengths and weaknesses in the following areas:
Advantages:
1, good at summarizing. The lack of work experience and knowledge depends on the continuous study and summary of daily work, so if you want to grow, you must summarize.
2. Be careful and earnest. The accumulation of work experience has become a cautious and serious character. For business work, careful and earnest can learn the advantages of others in time and be good at finding key points in business work. Earnestness is the basic quality of success in any work.
Disadvantages:
1, not familiar with the technical details of the product system. In the bidding process of the previous project, I obviously felt that the owner's answers to some detailed questions were relatively lacking.
Improvement measures: I will follow and learn the whole process of production and installation of product system. I believe that after learning the whole process of this system, I will understand the details of the product system more comprehensively.
2. The details in the bidding process are not good enough. When I made the tender, I made a suitable number of tenders according to the requirements of the tender, but I didn't leave a copy for myself to check at any time, and explained it for reference when bidding. When signing the technical agreement, I found that I didn't prepare a sample of the technical agreement, and so on.
Improvement measures: Through this bidding, I learned the whole process of bidding work, and I believe I will be fully prepared for the future bidding work.
"Who you go with decides how far you can go!" This is my motto, and I firmly believe that I will go further with the company.
Summary of a salesman's work II
The busy half year is about to pass, and new challenges are just around the corner. Looking back, I got more exercise, learned more knowledge, made more friends, and accumulated more experience in the big family of Xinhua Hualian Supermarket. Of course, I found my own shortcomings through many profound lessons. It is an unshirkable responsibility to join the big family of Xinhua Hualian Supermarket and contribute to the better development of Xinhua Hualian Supermarket in the second half of the year.
The work from 20 17 10 to the beginning of February 17 is summarized as follows:
I. Working Stage of New Guofa Hualian Supermarket
Last September, due to work needs, I was transferred to the supermarket as the manager. Strengthening commodity management and personnel on-site management at work to achieve performance improvement is the center of all work.
Although I have been a member of the big family of Xinhua Hualian Supermarket since its opening, I am familiar with the staff of Xinhua Hualian Supermarket, but the specific work is still different. In order to enter the role and take responsibility as soon as possible, on the one hand, we have strengthened the study of professional knowledge, actively read books and articles, and humbly ask professionals for advice. On the one hand, strengthen communication to understand the actual situation, and communicate with the heads of food, receiving, cashier and other related departments. In a short time, I assumed the responsibility of supermarket supervisor. We work with the responsible manager to train supermarket employees and adjust the planning and display of goods. Through the joint efforts of supermarket employees, our sales have increased substantially. Later, we worked together, settled down and started from scratch. Strict requirements for hygiene, display, warehouse and receiving goods start from every detail, which changes the atmosphere of non-food stores. Contact with employees more, on the basis of strict requirements, give employees more ideological exchanges and business training, so that employees' mental outlook has changed and their enthusiasm and autonomy have been brought into play. With the care and support of all departments of the company and the efforts of all employees Qi Xin, the progress of the supermarket has been recognized by the company.
The supermarket supervisor is responsible for coordinating all the work, maintaining the normal operation of the whole store and handling emergencies. In this position, he is based on overall control of the overall situation, making full use of this platform, and comprehensively improving his organization, coordination and business level while working. Deeply understand the cashier, customer service, receiving goods, loss prevention, fire protection and other links, find problems, reduce loopholes, and become a famous supermarket supervisor.
Second, personnel management training
As a supervisor, the management of employees is a compulsory course, which is very difficult. Everyone's experience and personality are different. How to make the employees of this department work hard in one place is not as simple as lip service. Through the study of relevant professional theoretical knowledge and the application in practical work, great efforts have been made in personnel management. Follow strict and caring methods.
First of all, I really care about and respect employees psychologically, I really think about employees, and I really hope employees can make progress. On this basis, we should carry out targeted ideological communication and business training for employees, solve employees' thoughts, set clear development goals, and really stimulate employees' initiative and enthusiasm, and then let employees know how to do it and how to do it better through business training. In the management of work, we should always be strict. As long as we make mistakes in principle, we will never condone them.
However, people are constantly changing and developing, and the management of personnel will also change and develop accordingly. This requires keeping a clear head, constantly learning and improving, and giving full play to the team's full potential.
Training employees is also an important task for supervisors. Through the training and exchange of employees again and again, the new Guofa Hualian Supermarket has initially formed a systematic training content for employees from the aspects of concept, commodity knowledge, sales psychology and skills, discipline and rules. It has been recognized by employees and achieved certain results.
Third, the study of professional knowledge and the improvement of market control ability.
The development trend of supermarket retail industry is unstoppable, but the retail industry is facing opportunities and challenges. I am lucky to be able to participate in the most developed industry in this era, so I must seize the opportunity and work hard. Learning, learning, and learning again are constant tasks in work and spare time. On the one hand, the basic skills of supermarket management, commodity display, reasonable inventory, adjustment of seasonal commodities, choice of express commodities, and connection of various links in operation, I really digested the required knowledge from the theory in books to the practice in daily work and then applied it to my work. On the other hand, learn the latest market information and industry trends through various information media, listen to the training of related majors, make your overall thinking clearer, examine the market changes from a higher angle, and put forward your own strategic suggestions to the company's decision-making level.
Four. Shortcomings and working ideas for next year
As the saying goes, Rome was not built in a day. Bi Jing has only been in the retail industry for a short time, and he has only been working in the supermarket for nearly a year, so he knows so much about the market and supermarket retail. Through calm introspection, I still have many shortcomings. On the whole, it is not comfortable enough to operate because of the short time involved in the operation. It is also reflected in the following aspects: First, the choice and control of commodities need to be strengthened, and the understanding of food commodities is relatively weak due to different division of labor. Secondly, the analysis and prediction of the market is not accurate enough, which is because of lack of experience.
Facing the opportunities and challenges in the second half of the year, based on the principle of being pragmatic and practical, I better shoulder my responsibilities, strengthen theoretical business study, be brave in practice, improve my business level and management level in an all-round way, and devote all my energy to the development of the company.
In a word, in the days to come, I will devote more energy to the cause of the new Guofa Hualian Supermarket, repay the company with development benefits and realize my own life value.
Summary of a salesman's work 3
I went to _ _ _ company, mainly responsible for market development and business. I have been fully integrated into this group for a year. Although there have been some problems during the year, we have tried our best to solve them. In the coming year, we should start from the following aspects:
First of all, in order to reduce costs, the main measures that should be taken are:
Further broaden the purchase channels, find a number of suppliers, compare prices, and choose suppliers with high quality and low price; Thrift, save money, avoid waste, and the design of the engineering scheme should be reasonable; Internal friction is reduced, and daily expenses, water and electricity, daily office consumables, especially paper and vehicles, should be thrifty.
The second and most important part is to cultivate consciousness.
Strengthen service consciousness, establish competition consciousness and cultivate market innovation consciousness. We are a service-oriented company, which can win the market and win the trust of users with the help of services. There will always be competition between colleagues and enterprises. If you don't improve your business level, you will be eliminated by the company, and if you don't develop, you will be eliminated by society. In recent years, the competition in consumables market is fierce, and the situation will be more severe this year.
The improvement of business level and staff quality is very important, which is related to the development and destiny of the whole enterprise. Business level affects work efficiency; The quality of employees directly affects the social status and social image of enterprises. Only enterprises with high quality and excellent technical level can make progress and development.
Strengthening publicity is also an important means and measure of market development.
I. Ways and measures for the business department to obtain profits
The profits of the sales department mainly include: computer sales; Computer consumables; Printer consumables; Typing and copying; Computer network school and other businesses related to the computer industry. This year's main goal: to develop the home user market and seize the office consumables market.
Increase publicity for home users, compete for office supplies market with prices, and make small profits but quick turnover. Establish perfect sales files, conduct regular after-sales tracking, seize the office consumables market and strive for greater profits. We still need to do a lot of work here. Delivery must be timely and after-sales service must be good, so that customers can trust us and truly enjoy God's treatment.
The achievable profit target is _ _ million yuan, and the net profit is _ _ million yuan. Among them: typing and copying, online school, computer, computer consumables and accessories, others, personnel salary.
Second, the customer service department to obtain profit channels and measures
The profit of customer service department is mainly 7-up computer repair station; Printer maintenance; Computer maintenance; Computer membership system. In 20_, we were authorized as the authorized maintenance station of _ computer; _ printer chain maintenance station, so the main goal this year is to unify, standardize and standardize the customer service department, realize self-sufficiency and lay a solid foundation for the service market in the coming year.
The achievable profit target is _ _ _ ten thousand yuan.
Third, the profit channels and measures obtained by the Engineering Department
The profit of engineering department is mainly computer network engineering; Wireless network engineering. As the local network is basically completed, once the wireless network is popularized, it can bring profit points, which is conducive to the smooth development of computer network engineering and creates a breakthrough point for other departments to carry out corresponding business work.
The main goal this year is also the profit growth point-wireless network, and some internet access fees are expected to make a profit of _ _ _ million yuan; The profit of single-machine multi-user system, group telephone and rice selling system is _ _ _ ten thousand yuan; Multi-functional electronic classroom and multimedia conference room _ _ _ ten thousand yuan; The rest of the network engineering part _ _ _ ten thousand yuan; New business part _ _ _ ten thousand yuan; The computer department is RMB _ _ _ _ _ _ _ _
In the pursuit of profit completion, we must ensure the project quality, establish a perfect project acceptance system, and accept the supervision and acceptance of the customer service department, which can motivate the engineering department to improve the project quality and thus better establish the company image.
Fourth, work hard on management.
Strictly implement the company's rules and regulations, improve work efficiency and service awareness, and establish the company's image in society.
Employees who do not abide by the company's rules and regulations and are lazy will never be soft, and employees who damage the company's image will be dealt with seriously.
Five, establish a relatively perfect and sound management and operation system.
1. The process of scheme design, construction, acceptance and engineering training must be strictly and resolutely implemented, and the customer service department should adhere to the principle of no acceptance and no maintenance.
2, try to build some fixed income groups, such as computer maintenance membership system, and a relatively complete equipment maintenance fee system, and turn some enterprises and institutions with relatively strong strength and economic foundation and commissions into our long-term customers.
3. Visit key customers regularly, provide free technical support and establish friendly customer relations. We should use various means and media, such as our own home page, to publicize the company's charging standards, from leaders to every employee.
4. Service and maintenance can also create profits. In recent years, there are fewer and fewer projects, the profits of computers are getting thinner and thinner, and the competition is becoming more and more fierce. We can make profits from service and maintenance, and we are more optimistic about the computer maintenance market and printer maintenance market outside the warranty period.
The above is my debriefing report. I will try my best to cooperate with the profit targets set by various departments, and ask the leaders and every employee present to supervise.
Summary of a salesman's work 4
It's fleeting Less than three hours after 20 years, I waved away, ushered in the bell of 20 years, and summarized the work of this year. Looking back on this year, I don't know what I did. In fact, my turnover this year has not been completed, and it is still more than 700 thousand. I'm really sorry. I made a review of myself and summed up everything in this year.
I think there are three reasons why this year's performance has not been completed.
1. The market power is not strong enough, so that many customers of Tangshan large enterprises have not been contacted and the contracts have not been issued! Did not achieve the expected results!
2. Personal style is not diligent enough to stick to the end, especially in April-August this year, 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.
Fourth, 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? Think of work as a means rather than a burden ~ work is also very interesting. Have fun! Through 10 years of work and study, I 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!
Summary of a salesman's work 5
After two months of foreign trade work, according to the boss of the foreign trade company, "quotation is dead, and quotation cannot be made"; "We have the right to import and export, and we can sell everything". We made the following monthly work summary. The following are some key issues in using the Internet to develop business:
Because the internet is a virtual space for conversation and understanding, the key issue is to reach mutual trust and mutual benefit with customers before doing business. Pay attention to the following aspects:
Company's product and price positioning:
A. The company's main products, if the company's development scale is small, and the company's manpower, material resources and financial resources are not strong, the company must operate and sell specific products, so as to see the effect as soon as possible. In the face of more product management, the battle line is too long, and a complete system and many professionals and professional knowledge are needed to control it from front-line business to factory finding and after-sales follow-up.
Buyers will always shop around, and buyers are far from professional. As a trading company, the main advantage is to bring quality service. If you can't do this, it is impossible to win the trust of customers.
Quoting is not a very simple activity, it is the starting point for enterprises to communicate with new customers. Understand the export volume and prospect of this industry. Average quotation level and quotation trend of enterprises in this industry. And the quality of the company's products and the level of similar products in China (high school and low school), the price difference between my product quotation and the market situation, how to achieve the correctness of the quotation, and let customers know the company's main business products and their product advantages and core competitiveness.
B. Quotation
The data in this quotation is a part of the enterprise development strategy. Because it determines the entry point of the company's business development. The price positioning will also be given to customer orientation. Different prices will cultivate different quality customers, which will determine the company's development direction, product/service strategy, development speed and future. Therefore, a small quotation sheet, seemingly simple, has to be carefully scrutinized.
The quotation should be appropriate, neither too low nor too high; Don't sell good things cheaply, and don't quote high prices for ordinary products. Because customers often decide your honesty from your quotation, and at the same time decide your familiarity with the product; If you quote a price far from the market for a very simple and ordinary product, even if you can't quote it for a few days, it means that your integrity is not enough, you don't know this line at all, and guests will naturally not pay attention to you.
Make clear the customer's motivation and sincerity before quotation, so as not to become a quotation tool and waste time.
Foreign trade competition is extremely fierce. According to the current market in China, supply exceeds demand. If you want to emerge as a new force, you should pay attention to service, study regularly and avoid making mistakes.
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