Time flies, time flies, a period of work has ended, and a lot of achievements have been made in this period of work. It's time to write a work summary seriously. So, have you mastered the format of work summary? The following is a summary of the sales staff's personal work every month, which I compiled for you. I hope it will help you.
August 1 has passed again. Because the company decided to manage by region, the company re-divided the region at the meeting. Since the second half of xx month, the company has implemented the management of simulated regional business department, which is to take us in a better direction and let us reach a better height. This is both an opportunity and a challenge for us, but the current situation is not very optimistic. Maybe the market has shrunk, but
To sum up, the monthly sales have the following points:
There are not many new customers in xx, and the purchases of old customers are also decreasing. There is little new customer development, and some of them are still in the understanding stage. In this case, we should start from different channels in the future. The key now is to cultivate potential customers, make them more confident, know us better, and dig deeper information of customers.
Our sales skills are still lacking and our basic skills are weak, so we should strengthen our study. "Don't make excuses to find a way" is always advocated by our company and myself. Now my ability is not enough, so I will always work hard, study hard, work hard and live hard, so that every day is full of hope. Some people say that "attitude is everything". In short, my attitude towards work is to choose what I like. Now that we have chosen this industry, there may be no way out, but now this is the only job we like, and we should work hard for what we like. In this period of work, I think a positive working attitude is a necessary prerequisite for success, so we must put our passion into our work.
Work plan for September
The second half of the year will usher in a new sales focus, that is, regional division, which basically includes Daxing, Fengtai and Fangshan, with great potential. We have been running in these places before, but we didn't get good results. According to the regional division of the company, we will give full play to the strength of the team in the second half of the year. This time, a team was formed in our region, including Yin Yun and Zhao Shuai, and me, Yin Yun and Zhao Shuai. They are all excellent business people. We should learn from each other and make progress together, and each of us is working hard. I hope to reach a new height and create a new world.
For the second half of the year, I hope I need to improve my work in the following aspects:
1. Pay regular return visits to old customers to avoid the loss of old customers, and focus on tracking those potential customers the rest of the time.
2, strengthen the understanding of professional knowledge, so that when there is a customer consultation, you can be comfortable. At the same time, focus on strengthening the study of comprehensive theoretical knowledge and sales skills.
3. Get to know the customers around you by communicating with old customers, spread the net wider, and at the same time do your own word-of-mouth promotion and product promotion.
4. Do a good job of attracting new customers. Not every customer can sell. We should cultivate them slowly and finally make their customers become our hardcore customers. At least people won't tell us their shortcomings when they ask. This is a success, and word of mouth is very important.
5. Do a good job in maintaining key customers. There is a 28 rule in customer relationship, which still applies to us. 80% of sales come from 20% of customers, and 80% of our sales come from 20% of products. Therefore, we must find ways to maintain key customers and constantly develop new customers, and expand the sales of other products while maintaining existing customers.
6. Do well the work arranged by the company, make every effort to complete the tasks specified by the company, persevere and forge ahead.
All in all, I hope we can have better performance and better results in the second half of the year. I hope we can all return home with a full load at the end of the year!
August is about to pass. In this month, I have gained a little through hard work. I think it is necessary to sum up my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better in the future. Let me briefly summarize this month's work.
I came to work in xx men's clothing store on August 1 this year. Before I entered your store, I had experience in selling women's clothes, but just because of my enthusiasm for sales, I lacked sales experience and industry knowledge in men's wear industry. In order to quickly integrate into the sales team of xx men's wear, everything started from scratch after arriving at the store. While learning the knowledge of men's wear brands, while exploring the market, I encountered difficulties and problems in sales and clothing. I often consult the store manager and other experienced colleagues to find a solution to the problem. Aiming at some difficult guests, the targeted strategies have been studied and achieved good results. Now I can gradually respond to the questions mentioned by the guests clearly and fluently, accurately grasp the needs of the guests and communicate with them well, so I have a more transparent understanding of the market. While constantly learning the knowledge of men's wear brands and accumulating experience, my ability and sales level have been greatly improved.
At the same time, there are also many shortcomings: the understanding of men's wear market sales is not deep enough, and the technical problems of xx men's wear (such as texture, how to clean and iron, etc. ) are too weak to explain clearly to customers, and they can't come up with good solutions to some big problems quickly. In the process of communicating with guests, we rely too much on and trust them.
In the work plan for next month, we will focus on the following tasks:
1. Under the leadership of the store manager, unite shop friends and build a relatively stable sales team with you: sales talents are the most valuable resources, and all sales achievements come from having a good sales staff. Building a united and cooperative sales team is the foundation of our store. Building a harmonious and lethal team in the future work is the main goal of me and all our shopping guides.
2. Strictly abide by the sales system: a perfect sales management system allows salespeople to exert their subjective initiative in their work, have a high sense of responsibility for their work, and improve their sense of ownership. This is the premise for us to complete the turnover of170,000 next month. I firmly abide by the rules and regulations in the store.
3. Develop the habit of finding and summarizing problems and constantly improving yourself: The purpose of finding and summarizing problems is to improve your overall quality, find and summarize problems in your work, put forward your own opinions and suggestions, and raise your sales ability to a new level. .
4. Sales target: My basic sales target is to have a sales list every day. According to the sales task assigned by the store, resolutely complete the turnover task of170,000 yuan assigned by the store, fight hard at the end of the year, and break down the task into weekly tasks and daily tasks according to the specific situation; Break down the weekly and daily sales targets to each of our shopping guides and complete the sales tasks in each time period. And strive to improve sales performance on the basis of completing sales tasks.
I think the development of our xx men's clothing store is inseparable from the comprehensive quality of all employees, the guidance of the store manager and team building. Establishing a good sales team and having a good working mode and working environment are the key to work.
These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
Monthly Personal Work Summary of Sales Staff In March and August, our task was 60,000 yuan, and we actually completed 20,000 yuan, which was 40,000 short of the task. Because I am responsible for door-to-door work, I still know a lot about customer traffic. There are not many new customers this month, and the purchases of old customers have decreased.
At work, because I have always been cheerful and optimistic, there is nothing wrong with being a doorman. Some customers say that we girls and boys have a particularly good attitude, but our professional ability needs to be improved. My answer is that we really need lifelong learning.
Especially for Chinese medicine, it is a complex and huge system. For us now, interlacing is like a mountain. We have never been engaged in similar work before, and we have only been in charge for a few months. It takes a process to learn many things from scratch, so we are also actively trying to enrich ourselves.
To sum up, the sales in August are as follows:
1, last month's activities suddenly bought a lot of customers, and old customers can only start with other products and channels. Generally speaking, there are many related products, but the promotion is limited. At the same time, some products, such as Wenyang Tongluo Drink and Baxian Porridge Cangzhou Store, have a limited variety, which cannot meet the individual needs.
2. Few new customers have been developed, and some are still in the understanding stage. For them, the most important thing now is to cultivate confidence and awareness of products.
3. We lack sales skills and knowledge of Chinese medicine, so we should strengthen our study and guidance.
On April 23rd, when teacher Bian came to Cangzhou to give a lecture, the sales volume was good that day. In addition, due to the good publicity before, more than 3000 sales were completed. Generally speaking, our store still lacks a prestigious personal brand.
But "don't make excuses to find a way" is what our store and I personally have always advocated. Maybe my ability is not enough, so I have been working hard, studying hard, working hard and living hard, so that every day is full of hope. Milu said, "Attitude is everything". To put it simply, my attitude towards work is to choose what I like and work hard for what I like. During this period of work, I don't feel that work is a burden, so I can devote so much enthusiasm every day to keep my passion and motivation.
Work plan for September
September will usher in a new promotion high point. Last time, due to teacher xx's full preparation and our efforts, we overfulfilled the task. This time, we hope to reach a new level, so each of us is working hard to prepare. For this month, I hope my work needs to be improved, mainly as follows:
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2. Strengthen your understanding of Bian Shi, so that you will feel comfortable when you have a customer consultation. At the same time, focus on strengthening the study of comprehensive theoretical knowledge and sales skills.
Old customers have many other products at home, which are in urgent need of health, but they are all blind. We can make good use of this and do our word-of-mouth publicity and product promotion well.
4. Do a good job in developing and attracting new customers. Although we don't always pay attention to sales, at least we should cultivate it slowly and become our hardcore. At least we won't speak ill of ourselves when others ask. This is a success, and word of mouth is very important.
5. Do a good job in maintaining key customers. At school, there was a "28 rule" of customer relationship, which is still very applicable to us now. 80% of sales come from 20% of customers, and 80% of our sales come from 20% of products, just like the innate nature. The last activity mainly depends on treasure. Although the proportion is not exactly the same, it is probably the case. Therefore, we should try our best to maintain big customers and constantly develop new customers, and expand the sales of other products while maintaining existing customers' products.
6. Do the work arranged by the manager and do your best to carry forward xx's martial arts spirit with perseverance and courage. Last time I was a doorman, the manager said I was suitable. In fact, I still hope to try other jobs and I hope I can do it well. So I often speak for others when the lecturer is away. Although I don't want to be a substitute for others forever, at least it's an exercise, because at least you can't do anything when you need it.
All in all, we hope there will be better results this time. And can be recognized by more customers.
Monthly Personal Work Summary of Sales Staff 4 1, Work in August:
Main work contents (focus on the total number of 12 follow-up projects, namely, the foreign affairs service management building project of Chigang Consulate, the comprehensive health building project of XX, the ballet theater project, the children's palace project of XX District, the audit office project of XX Province, the office building project of XX Provincial Bureau of Quality and Technical Supervision, and the tobacco logistics distribution center project of XX Province, etc. Single 0, single 0. At present, the number of follow-up projects, air duct area of square meters, specific analysis, etc. )
The first half of this month is mainly about understanding the company and products and looking for valuable customer resources. And went to XX successful development 1 agent, and the agent followed up the venue management project of the XX Asian Games that month. In addition, in the early stage of visiting customers, once some resource customers start construction (such as the capacity expansion project of XX Toyota Motor Factory), the air ducts are basically designated by Party A, that is, the transaction rate is low. On the other hand, due to the financial crisis, many real estate companies were forced to stop work, so the subsequent construction of commercial and residential buildings was affected to some extent.
The second half of the month is mainly to follow up the municipal supporting construction projects of the XX Asian Games, most of which have already started, but some of them are planned to start in February of XX, such as the foreign affairs service management building project of Chigang Consulate, the office building project of the Audit Office of XX Province, and the office building project of the Bureau of Quality and Technical Supervision of XX Province. The relationship will be established at the end of the year. The problem encountered before visiting customers in the first half of the month is that if some customers have started work, it is either difficult to accept the payment method of the company or basically decided. Party A thinks that the air duct can't be used because it is a counterfeit product, but because of the price and installation, it will put the experience on the projects that must be built before the Asian Games in June+February, 5438.
In addition, in the field management project of XX Asian Games in XX, someone did look for Director Xiao of Party A's Construction Bureau. It is expected that the bill will be completed at the beginning of XX and a lot of research will be done with the agent at the end of the year.
Second, how to improve and perfect the analysis of completed projects and lost projects.
The problem this month is that engineering information will change, and most of it will be temporarily solidified. Although it will not affect confidence, it will affect efficiency. Therefore, what needs to be improved and improved is to share engineering information with colleagues in the design institute, and the salesman will follow up immediately before determining the construction period, so that the quality of engineering follow-up can be improved. Because in many aspects of architecture, Party A needs to specify many projects, so Party A will only trust the recommendation of the design institute. If several of them are due to Party A's personal and financial problems, they will choose their own air ducts.
III. Work Objectives and Development Ideas for the Next Month
1. Invited by XX customers, we went to XX to visit some projects of venue management of XX Asian Games (scheduled for one week) and re-examine the surrounding markets of XX. Strive to strive for more than two key projects before XX starts. Improve the quality of the projects visited by agents and myself.
2. Make a fuss about the municipal engineering of XX: In the project that XX must build, Chigang is another zero.
Increase the number of visitors to the Consular Service Building and the folk theme project of XX Asian Games Water Village, and strive to achieve the intended effect before the end of the year, and can also clinch a deal in XX.
3. Determine whether the existing projects in XX District, such as Children's Palace and Ballet, are valuable.
4. Collect the information of the project to be built, not the number of visits, but the number of transactions that can be made after the visit.
5. Carefully inspect the counterfeit products in the market, find out their shortcomings, and be aware of them to deal with the competing products next year.
Four. competing product
I only met one this month: Yutong composite air duct produced by Shengzhou Yutong composite thermal insulation material factory. The air duct provided by the company to Toyota is mainly heat-insulated and used for central air conditioning. I met Toyota in Nansha. At present, the competitor's office in XX is unknown.
We are collecting information and prices from competitors to Toyota.
Verb (abbreviation of verb) Problems and Suggestions
1. Regarding competitors, we will learn about their products, differentiated performance, prices and payment methods as soon as possible this month.
2. The design institute will not leave samples, because it is normal for some designers of the design institute to take samples from one or two individual companies if they have a good relationship with the personnel of the company.
Suggestion:
1. At the end of the month or at other times, sharing ready-made successful project cases will help the team to enhance their confidence or compete together. A competitive team, everyone will move forward. If a team stands still, it seems that the problem lies with the individual, and the most fundamental problem lies with the leader, because he is the "leader". The company gave him the most training and benefits, but deducting money is another matter. The salesman lies in whether he can absorb things and strive for profits. The company hopes that the salesmen can get a high commission, and only by finding good customers can they share the fruits of success with the company. Therefore, the salesman is a pioneer and the company is a "telescope". The company will never be the forerunner, so it will be anxious and the company will pay for its success. Therefore, the salesman is in the market: "No input, no gain"?
Other newcomers only stay at the door a few times before entering the company. Who will do this for a long time, unless it is muddling along? Dealing with the market in the later stage is communication and sharing. Standing on the same front, you may have a good life and be busy. The question is: how do novices deal with the problems in the market? Old enterprises find good reasons, but new enterprises can't find reasons, so whether an enterprise is successful will become a problem?
3. The question of "sincerity". Between colleagues, between customers and business, the problem lies in honesty. If the business trip is for fun, it is better to have fun at home!
Individuals can only give full play to their own advantages. You don't know until you have done it, because for beginners, there are many problems (products, markets, customers, settlement) and so on. Only after you have done one or two projects can you learn experience. The next project will not take too many detours for companies and individuals, and no one can see through the rest of their lives. Only goals and plans. Persistence is the ultimate goal! So I hope the company can support the development of personal instinct.
Monthly personal work summary of sales staff. A month's time has ended so quickly. Looking back on the work in the past month, we can say that there are many places worthy of reflection and learning. As a salesperson, my main task is to maintain the market, deliver goods and collect money. There are four customers in the market who need good service, and there will be many places that are not in place. I need to reflect more, summarize more and learn more. I believe I will do well, but all these require my constant efforts. I believe I will do well. With the care and support of leaders and the enthusiastic help of colleagues, we have continuously strengthened our own construction, which can be summarized as follows.
1. This month, xx customers plan to deliver 250 tons in May with a payment of 300,000 yuan; The actual delivery is 37 1 ton, and the payment is 33 1 ten thousand. Xx customer planned delivery 150 tons, and actual delivery was 376 tons; Planned to pay 200,000 yuan, and actually paid 600,000 yuan; A total of 747 tons were delivered and 400 tons were planned, exceeding 347 tons, and the completion rate was 186.75%. This month's delivery in Du Yan market is mainly affected by local land prices and grain prices. Most people mainly use 15- 15- 15, and 26% urea amine is mainly used in topdressing (market reasons can only sell topdressing once).
2. This month, from May 6 to May 27, * * * went on a business trip for 22 days, mainly to visit customers in XXXXX area and other places to implement cash on delivery. This month, * * * has held five farmers' meetings, six store promotions and developed two secondary outlets;
3. At present, customers in neighboring markets in XXX area are bidding at different prices. XXXX and other places offer low prices to XXX area, which makes it difficult for customers to promote. At present, there is a phenomenon of mutual price smashing. If the market is not rectified, it will become more and more chaotic and the confidence of customers will become lower and lower. Our company will eventually get hurt. Of course, we are actively dealing with such incidents. At present, there are not many goods left in XXXX customers' homes, and the remaining salt is mainly 15- 15- 15, which is still seriously caked. For the new goods produced in May, the relevant personnel gave a set of procedures, and when the market was finished, it was the peak period of fertilizer use. What we can do is to try our best to appease customers, sell them and put market demand first. The company has to go through a set of procedures, and customers have complaints. I hope that the company will strictly control the quality in the production of this piece, and events such as caking are a headache, especially during the peak period of agricultural fertilizer use; The stocks in Dafeng market are scattered, such as nitro sulfur, corn fertilizer and topdressing, but the stocks of each variety are relatively small. Dafeng is about to usher in the planned fertilization period, so it is necessary to advance the activities and make them colorful.
4. At present, due to the influence of the macro-environment, the fertilizer prices in all markets are relatively low, ranging from 15- 15 and 1760 in the Middle East to15,65438 in Wuhefeng.
The regional manager visited customers in the market this month, especially in XX market. Manager XX swept away the worries of customers, which made them confident and the sales volume went up.
6. Planned arrangement for next month: 400 tons are planned to be delivered next month; Marketing actions: 2 demonstration sites, 3 farmers' meetings, 5 store promotions and 200 stickers.
Monthly Personal Work Summary of Sales Staff 6 I. Understanding of Sales Work:
1, constantly learn industry knowledge and product knowledge, bring practical introduction content to customers, better serve customers and show the professionalism of the industry;
2. Make friends before placing orders: develop good friendship with customers, change the role of salespeople, think for customers everywhere, treat customers as their friends, and achieve ideological and emotional integration;
3. Adjust your mentality to further improve your work passion and self-confidence; Treat every day's work with heart, and tap every potential customer;
4. Eliminate the fear of any customer's rejection and communicate confidently and professionally with any marketing call and any potential customer;
Second, the improvement of sales work:
1, schedule;
2, a summary every day, a big knot every Monday, 1 month 1 day; Constantly look for shortcomings in the work, correct mistakes in the work in time, and improve the overall efficiency of the work;
3. Constantly tap potential customers, display products and follow up with customers; Only an optimistic, positive and confident work attitude can have good work results;
4. Make 40 effective phone calls every day, tap potential customers, and visit at least 2 customers every week (this figure is a reference goal, try to make potential customers become sustainable customers):
5. Before visiting the customer, make a comprehensive understanding of the customer (customer's potential needs, position, authority, personal character, hobbies), prepare some necessary topics or activities, better blend with the customer, and the corresponding solutions of professional product knowledge;
6. Conduct telephone sales to the heads of highway units in four major provinces, cities and counties of X one by one, tap potential customers, and follow up and make appointment visits to relevant important customers;
7. Improve your telemarketing skills and communicate with customers flexibly and professionally;
8, through the telephone sales process to understand the use of equipment and instruments in various provinces and cities, procurement and related important tracking;
Third, important customer tracking:
1, X section chief of machine supply department and X section chief of maintenance department of X City Highway Administration Bureau;
2. Maintenance Section of Highway Bureau of ten provinces and cities;
3. Relevant persons in charge of X City Highway Bureau, X County Highway Section, X County Highway Section and X County Highway Section in X Province;
4. Highway section and bridge project in the northern suburb of X province;
5. section chief of x city management office;
Monthly personal work summary of sales staff 7 1. Answering, recording and information statistics of hotline.
1, telephone number xxxxxx, the answering of the hotline shows the service level and overall quality of the company. The operator must recommend the company's products to the guests strictly, gently and enthusiastically.
2. Record the incoming call information carefully, count the customer data, further refine the incoming call customer group, and lay a solid foundation for the marketing department to establish a customer service center.
Second, do the scheduled work of each team well. The reservation center accepts foreign offices, internal offices and telephone reservations, and carefully formulates and issues advance orders.
1. Make all the preparations before the team arrives at the store, and make a good foundation for the smooth reception of the team.
2. Do a good job of analyzing all kinds of data. According to the monthly performance information, the basic things of the market are statistically analyzed to provide comprehensive, true and timely information for marketing, so that the marketing department can make marketing decisions and flexible promotion plans. Especially during holidays and special sales tasks of hotels.
Third, do a good job of customer return visits and make regular telephone return visits to customers.
On the one hand, we recommend our new activities and projects to our guests, on the other hand, we solicit their opinions and suggestions, and we will do a good job of scenic spots on the next floor. At the same time, guests feel that the company is sincere and is more conducive to making the market bigger and stronger. Targeted customer files are classified and filed according to the key customers, customers received and customers with development potential, and the names and addresses of customers are recorded in detail, so as to establish and maintain business contacts with important customers such as government agencies, enterprises and institutions, businessmen, celebrities and entrepreneurs. In order to consolidate old customers and develop new customers, in addition to paying regular and irregular return visits to customers, we will make telephone return visits, regular visits and home visits at the end of the year or on major holidays and customers' birthdays. In order to strengthen emotional communication with customers and listen to their opinions.
Four. Team building marketing department
There are currently five booking personnel. After on-the-job training, I basically mastered the scheduled workflow. However, there is still room for improvement in business skills and professionalism. In order to ensure the smooth and efficient implementation of the 20xx year's work, the department also needs to strengthen key work processes and systems and cultivate organizational execution through the knowledge of scenic spots, project prices and tour guides, so as to better develop and retain customers! At the same time, we should emphasize team spirit, cooperate with each other and help each other to create a harmonious and positive working group.
Verbs (short for verb) work closely together
Active coordination should closely cooperate with other departments in the scenic spot, actively contact and cooperate with other departments according to the needs of guests, give full play to the powerful role of the marketing center and create benefits. Cooperate with each other, give full play to the powerful role of the marketing center and create benefits.
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