20xx 10, I entered Tianjin feiya Suzuki 4S store as a sales consultant. 1 year later, with the support and help of company leaders and colleagues, I made another big step forward on the original basis. In the past 20xx years, through continuous contact with all kinds of customers, I gradually understand the different needs of different customers, and the orders are slowly increasing, and I have made great progress in dealing with people.
I can't talk about great success, but my work has honed my perseverance and patience, which is my greatest gain. Although my grades have yet to be improved, I have always believed that I can achieve better grades through my own efforts.
At work, I do self-analysis from more specific places and find that I still have some shortcomings in the following aspects: First, I don't do well on the watch card. Because of the lack of attention to the three-meter card, it has invisibly caused the loss of its own customers, or collided with colleagues, which has also brought troubles to colleagues;
Second, when receiving customers, sometimes customers will wait for a long time because they are dealing with several things at the same time, which will lead to emotional fluctuations, bring trouble to themselves when talking about prices, or fail to follow up in time after customers make inquiries.
In view of this deficiency, I think that as a salesperson, we should establish a good relationship with customers, communicate in time, understand their purchase intentions, and keep abreast of their latest developments in order to shorten the distance with customers.
Secondly, we can try to develop new customers in various ways, such as publishing personal sales-related information on platforms such as 58 Tongcheng and Jiji.com, or using new software such as Weibo to convey the latest offers, etc., so as to attract customers into the store for consultation.
Thirdly, stick to what you can do today and make plans for tomorrow before you leave work, so that the work can be targeted, and what has been completed and what needs improvement can be seen at a glance. Even if there are a lot of things the next day, you won't be lost.
Finally, enhance your initiative in your work, prioritize things and try not to be disturbed by other external factors. At the same time, we should communicate with colleagues more, learn their advantages and make up for our own shortcomings.
Selected essays on summary of automobile sales work
20xx is an important strategic turning point for BYD. The intensified price war in the domestic auto market and the overall economic environment of national macro-control have caused great difficulties to BYD's daily operation and development. Looking back on the work of the whole year, due to the fierce competition in the automobile sales industry in the first half of the year, compared with other brands, our company only sells F3 and F6 series, while other brands have relatively complete automobile series, such as Yifenghua JAC, Lifan series, JAC cars (JAC Yue Bin, JAC He Yue, JAC He Yue rs, JAC Ruifeng, JAC Ruiying, JAC Tongyue, JAC Tongyue RS, JAC Yue Yue), lifan 320, lifan 520 and lifan 620.
Di Chin Company sold 573 Chery models (QQ, Yun Qi 1, Yun Qi 2, Qiyun 3, A 1, A3, A3 hatchback, E5, Fengyun 2 and Tiggo) throughout the year.
There are also BYD's own brands G3 and L3, which mainly become competing products of F3. BYD G3 and L3 have large price fluctuations and high configuration. It mainly led to the internal killing of BYD. BYD G3 sold 283 units in half a year. L3 sold 66 sets throughout the year.
In order to strengthen market competition, subdivide user groups without relying on price wars and implement differentiated marketing, in view of the business indicators issued by the company's headquarters this year and the spirit of instructions given by General Manager Tang Xia at the 20xx year-end summary meeting, the company will focus on differentiated marketing and improve the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, our BYD sales team did not blindly enter the misunderstanding of "price war". I often say that "price is a double-edged sword", and moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales?
We groped for a set of countermeasures:
1. Strengthen the management by objectives of the sales team.
1, service process standardization
2. Form daily work
3. Regularization of inspection work
4. Breakdown of sales targets
5. Standardization of morning meetings and training courses.
6, service indicators into the assessment.
Second, subdivide the market and establish differentiated marketing.
We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation of xx, we have identified three major markets: taxis, group users and scattered users. We have adopted corresponding marketing strategies for these three major markets. For the line car and taxi market, we have increased investment and made door-to-door visits specifically for line cars and taxis. Usually take the initiative to come to the door, communicate and feedback regularly, and closely track the market dynamics.
In view of the good opportunity to update taxis and line cars in Yining market in the past two years, we have maintained a good cooperative relationship with taxi companies, and actively went to the door to learn about the taxi company's change demand, driver behavior and ideological trends; Follow up with the taxi company by phone every week, and provide on-site service once a month to understand the use of new taxis and solve some common faults on the spot; Negotiate with taxi companies to provide on-site training on taxi drivers' skills and maintenance knowledge.
Due to the unstable market in 20xx, two BYD stores of the same model appeared in one area. The fierce competition and the disadvantage of price war led to the failure to complete the target plan at the beginning of 20xx. Later, manufacturers coordinated the implementation of online sales, but the online distribution was not timely enough. In 20xx, our conservative sales plan is 200 vehicles, achieving gross profit of RMB billion and net profit of RMB billion, and striving to exceed the annual task target.
Selected essays on summary of automobile sales work
In the process of the company's development, I think that to become a qualified salesperson, we must first adjust our thinking, unify our thoughts and goals with the company, and clarify the company's development direction, so as to fully integrate into the company's development and carry out our work in an orderly manner. First of all, we should do:
1. Ideologically: I should be consistent with the company's business philosophy and business philosophy, unify my goals and understanding with the company's top management, and assist the company in promoting corporate culture construction;
2. Business: Understand the customer's information, hobbies, family situation, etc. , tap the needs of customers, do a good job in customer relations, and get information in time;
3. Self-awareness: No matter in sales or learning about automobile products, abandon selfish, strong and lazy temperament, learn the strengths of others with a positive attitude, learn to be modest, and learn to get along more harmoniously with bosses, friends and colleagues.
Generally speaking, in terms of sales volume, our work is not good, and our sales performance needs to be improved:
1, sales staff are not motivated.
2. Poor maintenance of customer relationship
The most basic customer retention rate, basic customers and return visits of sales consultants are too few. In a month's time, the total number of customers visited by eight sales consultants is only a dozen, and the average number of intended customers in their hands is only seven or eight. From the numerical point of view, the basic customers of sales consultants are very few, and it is not ideal to invite customers every time they engage in activities, which leads to some activities being impossible.
3, communication is not deep enough
In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Some questions and requirements put forward by customers can't be responded quickly and handled correctly. When communicating with customers, I don't know how much customers know about our products and how much they accept. It is a fatal mistake not to follow up after being rejected.
4. There is no clear goal and detailed plan for the work.
Sales staff have not formed the habit of summarizing and planning their work, sales work is in a state of laissez-faire, unreasonable distribution of working time and chaotic work situation.
5. The quality image and business knowledge of salespeople are not high.
Individual salesmen have low quality, many stubborn bad habits, weak sense of responsibility and work planning, and their professional ability, image and quality need to be improved.
I think the development of the company next year can not be separated from the comprehensive quality of all employees, the company's strategic policy, the government's policy support and individual efforts. Therefore, as a salesperson, there are so many things worth learning!