202 1 Telemarketing Work Summary and Plan (I) Holding numerous fruits, facing the winter sunshine and full of enthusiasm, we ushered in the convening of the half-year work summary meeting. Personally, it is a bumper harvest year, especially in the past six months. I have gained too much and I have too many people to thank. Here, I would like to express my heartfelt thanks to the leaders and employees who care about and support our telephone sales department! And summarize the telemarketing work:
I. Work completion in the past six months
In the past six months, we have integrated the telephone sales team, including the existing sales staff of the channel department, the existing sales staff of the website department and the existing sales staff of the customer service department. The call system is completed online, and the incoming and outgoing services are divided in detail. Formulate sales rules, cooperate with the product department to carry out many telephone sales promotion activities such as professional title English, CET-4 and CET-6, and complete the total performance, including telephone sales of key products. We have specifically done the following work:
(1) Strengthen training. Strengthen product knowledge and centralized training. In order to ensure the quality and quantity of training, training materials and teaching videos are selected according to the needs of majors and trainers. Before training, it is distributed to trainers for everyone to do, which is convenient for teaching, review and self-study, which improves the teaching quality and consolidates the teaching results. Teachers have a clear division of labor, and the responsibility lies with people. Each training session will be taught by professional teachers according to the schedule. It is required that the theoretical explanation is easy to understand and the implementation is specific and targeted, which will be clear at a glance. For example, on October 27th, the teacher gave us professional title English training, and the effect was good.
(2) update the system. Hire professional and technical personnel, actively update the call system, and integrate the incoming call consultation telephone based on the new call system. The incoming call power consumption is obviously higher than that before the update.
(3) Refine the division of labor. Incoming and outgoing calls are detailed and the division of labor is clear. In terms of outgoing calls, increase the density of outgoing calls, let more people know about the school and its products and win more customer resources for the school. Strengthened the cooperation between calls and products, carried out many promotional activities and achieved good results; For outgoing calls, follow up unpaid orders, for students, keep abreast of students' progress and follow up in time. Each newly developed student makes a table and statistics to analyze the gains and losses of developing students. By holding a regular meeting once a month, we can analyze the recent situation of the students, sum up the students who didn't make a deal, so as to better follow up, and also share our experience with the students who made a deal in time for everyone to learn. At the same time, the second sale of old students with the same education was carried out to communicate with old students in time. When using a new product, first inform the old students and get their approval before using it. If they don't accept it, we will make corresponding improvements to meet their needs. We visit old students irregularly. Send greetings and blessings on holidays, and send small gifts on important days to enhance feelings. I usually keep in touch with my old classmates, care about their situation and enhance my feelings. If it is convenient, we can visit our old classmates' home to promote our relationship with them. Through our efforts, the number of old students has reached 10 in the past six months.
(4) Improve the system. In order to better promote the work, we have studied, formulated and strictly implemented the Detailed Rules for the Implementation of Telephone Sales, which strictly stipulated the work execution process, performance identification, data security and other aspects, and the number of illegal operations was significantly reduced.
Dear leading comrades, the above achievements are the result of the care and support of school leaders and the joint efforts of our sales staff. These achievements have laid a solid foundation for further accelerating the development of education in our school and creating a new atmosphere for a new starting point.
Second, the existing problems and deficiencies
Although we have made some achievements in our work over the past six months, there are still many gaps and deficiencies from the requirements of the leaders, mainly in the following aspects:
1. Incoming call: The ability of consultation and response is insufficient, and some courses still lack the ability of in-depth consultation. It is necessary to strengthen cooperation with products and increase training.
Second, go to the electricity: at present, the main daily business is the return visit of unpaid orders on the website, which is essentially superficial. Telephone sales in the true sense, that is, the secondary development of old users and the unfamiliar call sales of new users are not enough.
Third, some only sell by feeling, and there is no statistical analysis of the performance fluctuation and conversion rate of the main products.
Fourth, the team atmosphere was once problematic, and business competition developed in the direction of vicious competition, which directly affected the overall performance.
Third, the next step
New starting point, new hope. Achievements represent the past, and our work will begin a new starting point. Next, we will strive to do the following work:
First, strengthen cooperation and further strengthen training. In the new year, we hope to further strengthen cooperation with product departments, provide us with more product training, and help us step into the ranks of senior sales consultants. It is necessary for school staff to be familiar with school products. In order to develop, the school may have product improvement or launch new products, and often carry out some product training to let employees know more about the new products of the school, improve their work skills and let everyone grow faster.
Second, strengthen data statistics and analysis, keep abreast of incoming calls and outgoing calls, strengthen management according to performance fluctuations, and improve product conversion rate.
Third, actively study and explore the sales law, guide the development of sales work, and create more economic benefits for the school.
The fourth is a large-scale outbound call to awaken the sleeping data and promote the repeated sales of old customers.
The above is my work summary and plan suggestion for half a year. Please correct me if there is anything wrong. In the new year, we will firmly grasp the strategic opportunity period of education development and fully assist the sales staff to achieve the sales target. We all work together, closely combine our own reality, make long-term plans, work hard, stand at a new starting point, move towards higher and better goals, and do our work better! In the near future, I believe the school will develop better and faster!
202 1 summary and plan of telemarketing (ii) in the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in the xx market, and our good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.
1. The following is the sales overview of the company in xx years.
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. In xx market, there are many brands of xx products. Because xx entered the xx market earlier, the price of xx products was chaotic, which caused great pressure for us to open up the market.
Although there are some objective factors, there are also great problems in other practices in the work, mainly in:
1) There are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. When I first started working, there were xx recorded customer visits, which were summed up as xx no records, and it took eight months and xx days. Generally speaking, the number of customers visited by three salespeople in a day is xx. Judging from the above figures, our basic work of visiting customers has not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
Second, the market analysis
There are many brands in xx market now, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff.
The market is good and the situation is grim. In the xx market, it can be summarized by this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
Three. Xx year work plan
In next year's work plan, we will focus on the following tasks:
1) Establish a relatively stable sales team that is familiar with the business.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work.
2) Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3) Train sales staff to find problems, sum up problems and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.
4) Establish sales and service outlets in regional cities. (Recommended for trial implementation)
According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
5) Sales target
The most basic sales target this year is to have a monthly income statement. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks.
I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work. These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
202 1 Summary and Plan of Telemarketing Work (III) There has been little change throughout this year, and my main job responsibility is telemarketing, which, as the name implies, is sales through telephone. During this year, I mainly communicated with customers through the internet and telephone in the company. At work, it sounds like sitting in the office every day, making a few phone calls or contacting customers through the internet. This is very simple, but the workload is still very large. Deal with different customers every day, and leave a very good impression on customers through their own language at the first time.
In order to make customers trust the quality of our products more, besides the company's quotation, what is more important is a service. Let customers feel that xx company is a big enterprise with a good service team, just like enjoying the process, and turn the business atmosphere into friendly exchanges between friends. And let customers with strong intentions think of it for the first time, think of cooperation with xx company, etc., which are closely related to their efforts, and as a salesperson, they should have a very keen sense of smell and feel the needs of customers for the first time. For customers with strong intentions, in addition to good telephone greetings, information greetings and qq greetings, they also need to have a work enthusiasm to infect customers, so that customers can feel my sincerity from their own actions. Then I believe that the number of customers will gradually accumulate.
I believe that after my efforts and enthusiasm to meet every day, I will finally see the rainbow. I believe that the company will be better next year and my performance will be more promising than this year. I also hope to believe that the experience and lessons in this year's work practice, after a period of reflection, can make me have a new promotion in all aspects in 20xx or even longer, and make my work better, finer and more perfect. I hope my business volume will reach a qualitative leap next year.
I also want to think about my work plan for the coming year before my annual leave, as follows:
First: write a work summary and work plan every day of the week. Weeks end, months end. In this way, you can work with a goal instead of working blindly. And clear up today's work ideas, work more smoothly. At the same time, look at the mistakes and incomprehension in the work, consult the company leaders and colleagues in time and make improvements. Think more with your head.
Second: make a good customer report every day. And divide customers A, B and C well, and make a detailed and clear customer follow-up scenario and the next follow-up plan. At the same time, when you come to the company every morning, you should first take a look at yesterday's customer statement, and then communicate with today's customers by telephone with pertinence and purpose. Do a good job of summarizing A, B and C customers, and strive to turn A-level intended customers into real customers. Turn B-level customers into A-level customers, and so on.
Third: Set yourself a goal every week: try to contact at least one customer with strong intentions every day, and cooperate successfully with at least 6 customers every month. Constantly reflect and summarize every day.
Fourth, strengthen business knowledge and professional knowledge. When communicating with customers, talk less and listen more, accurately grasp the needs and requirements of customers for anti-counterfeiting labels, and put forward reasonable suggestions.
Fifth: follow up key customers every week, constantly explore new customers every day, and maintain old customers every half month. List key customers and big customers in the report, and devote corresponding time to good customer relations. If there are any signs, report to the leader in time.
In addition, I intend to call or send messages to customers who have cooperated or have a good intention to contact before the Spring Festival to express New Year wishes and greetings.
In addition, some suggestions for the company:
First, in order to let employees know more about the anti-counterfeiting label industry and anti-counterfeiting label products, it is suggested that the company can give employees regular training every month. And think that learning at work is also very important, and suggest that the company carry out some work skills training, in order to make employees grow faster, it will bring greater benefits to the company.
Second, it is proposed that the company's VoIP can be stable. As a telemarketer, I call my customers at 9: 30 every day. I often get disconnected suddenly during the call, or the customer says that I can't hear my voice at all, and the customer advises me not to use VoIP. Every time I communicate with the customer, the customer doesn't understand our company's phone. Every time I make a phone call with an Internet phone, the phone number is displayed differently, and sometimes the number is not displayed. I hope the company can adjust and upgrade the mobile phone early next year.
Thirdly, it is suggested that after work, such as holidays, the company can organize all employees to travel, climb mountains, play badminton, enrich their spare time, and at the same time enhance the cohesion among employees. Enhance team spirit.
To sum up, the above are my 20xx work plan and suggestions, and I have to ask the leaders to correct me if there are any mistakes. In the new year, I will work harder. Strive to complete the sales target set for yourself on time and with good quality. And I also believe that the company will get better and better. In the near future, the company will develop better and faster!
202 1 summary and plan of telemarketing work (4) it has been more than a year since I joined xx company unconsciously. This year, there are bitter and sweet! Generally speaking, I am not satisfied with myself, but what I have learned and made progress during this period has made me feel a lot of comfort. Let me summarize my past work.
I. Business Development
I followed the instructions given to me by the old salesman. The simple thing is to call more and find interested customers. If I don't call, there's nothing. During this month, I have been looking for customers almost every day, because only with rich customer resources can I find more sales opportunities and ensure sales. Finding customers is a long time. Most customers have a period of trust in us, that is, a period of enthusiasm for our products. It is necessary to strengthen customers' interest in our products in this enthusiastic period, and then guide customers, so that the probability of transaction will increase. Enthusiasm and devotion to work have improved, and the quality of contacting customers by telephone and QQ is also quite high. The intention of customers has also been improved. The number of calls this month has increased a lot compared with last month. I also know how to find high-quality information and prepare a good one. There will be a high probability of finding interested customers tomorrow.
Second, problems and difficulties in the work
1. Once again, on the phone, sometimes when you meet a controlling customer, it is easy for the customer to lead you by the nose, deviate from your own ideas, and forget how to guide the customer to your side.
Although I reviewed this factor last month and made some progress this month, I still have to review myself: I am not enthusiastic about my work and I am not devoted enough. Lack of sales skills and mentality, you will still feel a little depressed when rejected by customers.
After calling the customer again, I am still very passive on the Internet, and I still can't chat independently.
4. When I called the customer again, I spoke too fast and I understood it myself, but the customer didn't necessarily understand it.
Third, the direction and measures of future research.
1, learn sales skills and exercise sales mentality! In terms of sales skills, you need to learn by doing, and ask the company's senior sales advice when you encounter problems!
2, have a good understanding of the products they sell, in order to get the trust of customers! Always grasp the enthusiasm of customers for the products they sell.
3. Strengthen business skills and customers' intention to promote products.
4. Strengthen your own time management and inspirational management, and properly sort out intentional or unintentional customer information.