The work summary (1) of mobile phone sales staff has been in the company for almost a year. Looking back on this year's work, with the support and help of leaders and colleagues, I basically integrated into the big family of the company and did my job well according to the requirements and assigned tasks of the company's superiors. Through this year's study and work, I have new methods, techniques and experience in working mode, and have further improved.
First of all, ideologically, under any circumstances, being competent for this job is my basic premise. No matter when and where, I will follow the creed of being strict with the law and abide by it seriously. In addition, love and dedication is the key to do your job well. Do every little thing well, grasp every minute, start from me, start from small things, and start from now on to make every day different.
This year, my post was mainly in the field of 3g mobile phones. I know that only positive actions can bring fruitful results. In order to do a good job in mobile phone sales, I earnestly do every task assigned to me by the leaders. G3 mobile phone area directly faces customers. To do this job well, you not only need to be familiar with the relevant knowledge and fluent eloquence of each mobile phone product, but also need to have a good attitude. You should be patient, caring, careful and take every customer seriously, no matter where he comes from or in what position, you should be serious and responsible for their requirements and try your best to make the greatest contribution to them. I'm full of confidence in my job now, and I'm not as lost as I was when I first came here. Customers patiently explain to customers when they are young, and choose the mobile phone they need according to different customers to meet customers; When there are many customers, do a good job of taking care of each customer. Every link can't be relaxed. Let customers feel my sincerity while waiting, be familiar with business constantly, improve service efficiency, and let customers know that we are also in a hurry. Distribute some mobile phone publicity pages, guide them to the 3g experience area, and let them experience and compare their favorite models when they are busy. Every time I return to a new model, I will use other time to learn about the functions and parameters of these new mobile phones, so that I can directly introduce these mobile phones to users when I face customers, so as to continuously improve my business ability. After the transformation, the 3g mobile phone counter is located in the middle of the hall, and customers will drop in and look at their mobile phones while waiting for a station call, so that I can recommend 3g mobile phones to customers. Because I have to take care of the work of distributing gifts, I am more active, but sometimes I feel anxious because I am busy and can't take care of other customers. But I believe that as long as my business is more skilled and fluent, I can improve my work efficiency faster and take good care of my customers.
Because I feel that I have a heavy burden and my knowledge and ability are still limited, I have never dared to take it lightly. I have been studying, learning from books, learning from leaders around me and learning from colleagues, so I feel that I have made progress. Through continuous study and accumulation, we can calmly deal with all kinds of problems in daily work, ensure the normal work of this post, treat work tasks with a correct attitude, love our jobs, earnestly implement them in practical work, actively improve our own quality, and strive for the initiative in work, so as to have a strong sense of professionalism and responsibility and strive to improve work efficiency and quality.
Effective teamwork can also improve work efficiency. To this end, I not only work hard by myself, but also get along well with my colleagues. In addition to learning from each other at work, learn from each other's strengths and apply what they have learned. After a year's work, I constantly enrich my study, and I often sum up my ideas and gain a lot of experience. I always learn and improve myself. I also constantly sum up myself, making my life and work more and more perfect, because at work, I will always come into contact with new things, and summing up is also very important. After work, I will continue to charge my own thinking and summary, so that I can feel something in my business work.
20XX is a thing of the past. Looking forward to the new year of 20XX, I will continue to improve my own shortcomings, take continuous progress in my work as my unremitting pursuit goal, greet the new year with a down-to-earth and diligent attitude, and strive to make my ideological consciousness and work efficiency reach a new level in an all-round way and make contributions to the company.
Summary of mobile phone sales staff (2) I am a newcomer to sales. Contact with sales for more than 2 years, not long as a sales manager. I just joined the new company and wrote these words to my boss through market research. At the same time, I will reprint it to my predecessors. Please criticize and correct mistakes and shortcomings. Thank you!
I officially entered our company on June 27th, 165438+. Because of the different levels of work before, when I first came to our company, I didn't know much about the specific situation of the products sold by our company, so it is very necessary to conduct a more detailed investigation and understanding of the areas I am responsible for and have a basic grasp of all aspects of supervision and operation.
Through two weeks' investigation and understanding of terminals and customers, I have a preliminary understanding of the whole eastern market. Have a general grasp of the basic situation of customers, settlement methods, overall sales volume, payment recovery speed, basic situation of promoters and our business development.
At the same time, in recent observation, I have also seen some places where I feel it necessary to express my personal understanding and opinions.
First, the settlement method of our buyout and distribution.
1, capital pressure and risk cycle analysis of buyout issue;
In terms of buyout, our company implements cash settlement and does not return goods. In this way, the capital operation cycle is relatively short and the short-term effect is relatively large. At the same time, the financial pressure and risk have also been minimized. For the settlement method of goods distribution, the fund coverage is wide, the operation cycle is long, and the liquidity is relatively large, which also causes the financial pressure and risk cycle of buyout to increase greatly. For this reason, our company mainly advocates the settlement method of buyout.
2. Cost and profit space analysis of buyout and distribution;
1) For our company, the profit of buyout is relatively low. I compared the buyout price and distribution price of some models in our company. On average, the buyout delivery price is about 220 yuan/set lower than the distribution delivery price.
As for the promoters of distribution terminals, the average commission is 75 yuan/set. Invisibly, comparing the profits of the two settlement methods, our company will reduce the average profit of mobile phones 145 yuan/set.
2) For customers whose settlement method is buyout, it is more cautious to take delivery because of the cash settlement now, which cannot be returned and has no price protection, and in terms of their own capital occupation cycle. If the shipment volume is small, the number of the same model on its terminal will be small, which will directly affect the sales volume; On the contrary, there are many customers and models on the counter, so the overall publicity in the store has unparalleled advantages. For buyout customers, we can't be promoters because our profit margin has been reduced to a minimum. Although the profit rate is relatively high, the overall sales volume is almost the same or even worse due to the disadvantages in publicity and the efforts of the promoters at the distribution terminals. The profit rate of buyout is low, resulting in our own profits being very small. Although our company tries to give full play to its advantages in terms of product cost performance, it still has no good effect.
3. Recommendations:
1) Change the settlement method:
First, commodity distribution, according to the normal way of commodity distribution, the regional manager should do it. First of all, he should know the daily delivery quantity to the distributor, as well as the daily sales and inventory of the distributor. Secondly, we should analyze these data, pay back the money in time, get the goods in time, and don't overstock the inventory.
B, the purchase and sale can be refunded, that is, cash spot settlement is given to the dealer. However, our company can promise that under the premise that the machine will not affect our secondary sales because of slow sales, the dealer can provide a return to the dealer within one month, but the return money can only be deducted from the payment for the next shipment. Our company promises to protect its long-term inventory price, and the delivery price can be controlled between the buyout price and the distribution price. I believe this operation method will definitely interest the dealer.
C. Our company provides several models of certain models to dealers as lower bunks and counters. If the dealer wants to pick up the goods again, it must be settled in cash, and the price is operated according to the store price system. Among them, the ownership of the bedding machine belongs to our company When the cooperation is terminated, our company has the right to take it back, and the machines sold must be settled at the current delivery price.
2) Improve customer credit.
A, looking for partners, we should choose customers with relatively good overall image and reputation as the premise of capital security.
B, ask customers to fill in our customer credit report, provide the documents we need, and emphasize the integrity and responsibility of cooperation to customers. (See the attachment for the customer credit report)
Second, customer control and channel control.
Through the recent understanding of the eastern market, it is found that the staff in the region only stay in the work of receiving orders to after-sales payment, and deal with problems at random. Work is very passive, they can't actively find problems, optimize links, and lack the most important customer control, channel control and terminal pull. Salespeople are vague about their work and only do the most superficial basic work. According to the actual situation of our company, I take the liberty to explain the job functions of each position.
1, market supervision.
Supervision can not be limited to the management of sponsors. On the one hand, supervision should improve its own quality, including understanding of sales skills and means, and deal with the problems of promoters in sales work; On the other hand, improve their management and coordination ability, and be good at dealing with all kinds of big or small contradictions between promotion and store managers, promoters and promoters of other companies, promoters and shop assistants. Here are two personal management experiences:
1) Help with sales. The marketing director should work with the trainer to give simple and effective sales skills training to the clerks in our company who have no promoter channels, so that the dealers and the heads of terminal stores can realize that we are not only putting the machines in the cupboard, but also paying attention to their overall sales. We have given them help training in sales skills, so that they will have a very good impression on our image and quality, and they will feel that we are helping them. Similarly, their gratitude can help the sales of our company.
2) inertia promotion. While helping to promote sales, I seriously taught the clerk the unique selling point and sales skills of my driver model.
Through such training, if the clerk can sell our machines according to the teaching method, he must have a certain sense of accomplishment and satisfaction in his heart. In this way, the confidence of recommending our models to guests again will be improved to a certain extent. After many successes, it will be easy to form: some shop assistants will specifically recommend our models, and the success rate is very high. In the future, guests will take the initiative to recommend our models when they come to the door. This is the successful inertia promotion, which is very effective for the impulse of our machines in the terminal store.
2. Business representatives.
In this process, in addition to the normal work of listing, after-sales and payment collection, the customer personnel contacted should establish very good relations, which is very convenient for their own work, has a relatively stable guarantee for their own basic work, and can also have a certain understanding of the cooperation of other competitors who cooperate with them, which is of great benefit to the new policies within their own company and the control of effective information in all aspects. The most important thing for business representatives is that there are several points to work:
1) image management: you can communicate with the shop assistants and the responsible persons about the counter display and poster promotion of our models, and do a good job in the publicity and image work of our company; Good publicity layout and display effect will greatly stimulate the purchase and increase sales, so every time I visit, I will help him organize the publicity material rack and make a beautiful display, so that the facts can speak for themselves and affect the dealers;
2) Price management, because dealers want to greatly improve their own profit margins, they often raise the retail price of goods, so the retail price of business representatives with terminal drive type cannot deviate too much from the retail price guided by our company, otherwise the cost performance of the machine itself will be reduced, the sales volume will be less, and the profit will be lower than that of the method of small profits but quick turnover;
3) Competitive product management: We should have a certain understanding of the sales information of competitive brands, including price, sales quantity, dealer's gross profit, their sales policies and sales behaviors, and report the information to the regional manager in time.
3. Regional Manager
In order to achieve regional goals, regional managers need a lot of coordination, communication, guidance, supervision and support; At the same time, regional managers need to constantly explore the market, visit customers, collect information, organize promotions or carry out other types of marketing activities.
1) target management: according to your own sales target and sales data, make a target number accurate to each customer and know the target completion rate at any time. For example, according to the proportion of sales in the eastern market, the overall sales target is allocated, and then according to the target of each customer, the sales volume is divided into promotion individuals. (See attached table: data analysis. Because the survey data interval is too short, the data is not necessarily reasonable, so it is not representative. The following is just an example. )
After each customer's goal is determined, there is a channel for promoters, and the amount of tasks is assigned to individual promoters, and an assessment system is established to strive to achieve the predetermined sales target.
2) Price management, strengthening the daily work management of business representatives, focusing on timely reflecting the price indicators of different channels of the terminal retail system, timely, quickly and effectively solving unreasonable problems and coordinating to solve price differences.
3) Information management, the regional manager must establish a perfect information management system, so as to grasp the basic trends of regional channels, effectively track the target completion rate, find problems according to differences, summarize the reasons and solve them in time. On the other hand, for the company's decision-making information, even if it is conveyed to business personnel and supervisors, the information transmission will be timely and effective. In addition, we should go to the channel for market research regularly and irregularly for a long time.
4) Expense management: strictly manage and control the use of various budgets and expenses in the region, and guide them to operate in the most economical way.
5) Distribution management: pay close attention to the daily delivery, sales volume and target completion of distribution customers, strictly control their sales trends according to their data, and assign business representatives to do a good job of receiving and delivering goods in time.
6) Customer management: I won't elaborate on customer visits and public relations. I believe that all regional managers have their own experiences, so I will elaborate on them. Of course, mine is still a word to help management.
A, help dealers to establish invoicing statements. The vast majority of individual store dealers basically do not have a basic grasp of their profit rate. It usually takes several months to do the overall inventory and capital inventory to know whether you are earning or losing. The establishment of inventory table can let the dealer know his actual sales volume, profit and safety inventory in a certain range, and remind him to arrange the purchase reasonably, so as not to lose a lot of due profits because of out-of-stock and incomplete varieties. The first-in-first-out inventory management can make dealers reduce losses. At the same time, it can also control the profits between communities and even every day. The dealer may not care at first, but we just need to be patient and tell him the significance of doing so. Once there is a shortage or loss, he will think of your method. If he can manage the system successfully, at least he will appreciate you. Because your practice is to increase efficiency, he will think you are professional enough.
B. establish the confidence of dealers in themselves. Help dealers make work plans, divide the plans into phased goals, and then implement them. With the realization of the stage goal, the confidence of dealers will be strengthened step by step, and the sense of achievement of work goals and market control will give you a certain sense of dependence and strong confidence. If the work can do this, the customers are basically in their hands.
7) Make more summaries
Summarize the customer's sales situation and target completion rate in time every month. If it is not a good customer, investigate the reasons, learn more about the situation, and find the store manager and clerk to understand the reasons why the sales can't go up. If it is really the objective reason of customers, the sales volume itself is not optimistic, and our profit index will always be low. In this case, the cooperation must be terminated in time to avoid wasting the company's manpower and material resources and reducing the company's expenses. Seriously sum up the advantages of terminal stores with good sales volume, and teach their experience and store management methods to other customers, so that customers in their own regions can develop rapidly and healthily.
I have explained so much back and forth, and these are basically immature and insufficient places that I have seen and thought of these days. I hope the leaders can point it out. Some of the above methods and ideas are my previous personal experience, and many aspects may also need to be objectively faced and analyzed.
Summary of mobile phone sales staff (3) The sales work in 20xx has basically ended. With the efforts of the whole team throughout the year, the sales volume increased by 12.5% compared with XX, but the market share and the ranking of Class A branches in China declined. The main reasons are as follows:
External reasons:
1 and xx years, the fierce market competition in the mobile phone industry, changes in the market environment and the company's product strength factors, product strength and market policies failed to keep up in time;
Second, internal factors:
1, the internal atmosphere of the team, team momentum, combat effectiveness, leadership, employee attitude, and the decline of execution;
2. The cohesion of marketing network, the enthusiasm of dealers and the decline of cooperation ability; Main performance:
(1) The marketing work of the branch company is not solid and lacks efficiency and effectiveness;
(2) Employees are not self-motivated, lack of fighting spirit, unable to do their best, poor sense of innovation, smart working ability and poor cooperation ability, and the platform of the branch company cannot keep pace with the office;
(3) channel network, the passion and cohesion of dealers decline. Some areas lack core dealers or the core is not core, and dealers are unwilling to undertake sales tasks. The office can't grasp the market and the channel efficiency is low;
(4) The performance and marketing work are mediocre, most of the models are not well sold in the market, and the pull and thrust are lost. The new products are slow to be launched and guaranteed, and the marketing power is reduced by relying more on the product strength itself.
⑤ The market terminal and brand promotion work have regressed, ka strategy, terminal image and promotion team management need to be improved urgently, and the market information collection and analysis ability is poor, which can not cope with the fierce market competition;
This year marks the fifth anniversary of our company. As the earliest branch established in China, the branch has also achieved good results, ranking first in many tasks. Past success should be the cornerstone and driving force of our development, and should not be a burden for our progress. Employees at all levels must be ambitious, pursue first-class goals, and have the confidence and fighting spirit to be the overlord of the market and industry, especially the leadership team and office manager of the branch.
20XX work plan
1, strictly rectify the team. Take the year of enterprise culture construction as the theme, carry out the cross policy of ten principles of Wan Zong, and build a team full of fighting spirit and passion. The team should have the mentality of migrant workers and simple fighting spirit;
2. Establish the organizational structure of branch and office operation units with the goal of streamlining and high efficiency, and vigorously build key benchmark offices. Strengthen the construction of human resources, build a human resources bank, promote the value-added of human resources, and move towards the goal of first-class team. The cooperative combat capability of all departments on the platform of the branch company, the responsibility spirit of platform employees, the specialization of professional skills and the improvement of service consciousness.
3. People-oriented, with 3,600 employees to create a fair, just and open assessment system, reflecting the value and creativity of employees.
Strive to continuously improve the income of employees;
4, advocate the right path, sunny organizational atmosphere, and resolutely stop all violations and violations. Seriously put an end to the act of encroaching on the company's finance, encroaching on promotion resources and damaging the interests of dealers' channels. What colleagues emphasize is the simple and simple feelings between comrades, mutual respect, mutual understanding and mutual help. Pay attention to the golden mean, employees correctly understand the interest relationship, and the interests of the company are above everything else. Team interests are higher than individuals, and market development interests are higher than dealers. Organizations pay attention to order and obedience. The personnel administration department of the branch shall establish an employee organizational climate investigation system and an employee information feedback and complaint mechanism;
I recommend it carefully.