Sales summary 5 articles 1 (1) Basic information
1, summary must have an overview and a description of the situation, simple and detailed. This part mainly analyzes the subjective and objective conditions, favorable and unfavorable conditions, working environment and foundation.
2. Achievements and shortcomings. This is the center of summary. The purpose of summing up is to affirm the achievements and find out the shortcomings. What are the achievements, how big, how to use them and how to achieve them; How many shortcomings there are, what aspects they show, what nature they are, and how they come from, we must make it clear.
3. Lessons learned. Once you do something, there will always be experience and lessons. In order to facilitate the future work, it is necessary to analyze, study, summarize and concentrate the experience and lessons of the past work, and rise to the theoretical level to understand.
4. Future plans. According to the tasks and requirements of future work, draw lessons from previous experience, make clear the direction of efforts, and put forward improvement measures.
(b) Write a summary of the problems that need attention.
1, and then summarize the full materials. It is best to listen to the opinions of all parties in different forms, understand the relevant situation, or put forward the ideas and intentions of summing up and discuss with the cadres and the masses in all aspects. We must avoid giving opinions from leaders and find facts among the masses.
2, we must seek truth from facts, achievements are not exaggerated, shortcomings are not narrowed, and we must not resort to deceit. This is the basis of analysis and learning lessons.
3. The organization should be clear. The summary is written for people to see. If it is not clear, people will not understand it, and even if they do, they don't know why, so the purpose of summary will not be achieved.
4, to tailor, the details are appropriate. Materials are essential and phenomenal; There are important things and minor things, so when writing, we should go to the weeds and save the essence. The problems in the summary should be divided into primary and secondary, detailed, detailed and abbreviated.
Since I entered the factory for three months, I have gained a comprehensive understanding to a certain extent from my unfamiliarity with products at the beginning, to the specific classification and application of existing products, to the actual product configuration, and to the cognition of product performance and function. For me now working in the company, how to adapt to this industry, this company. Difficulties still exist, and now we still need to strengthen communication with customers. However, I believe that I can do my best through my own efforts in the days to come. I also believe that I have the ability to do this job well. The work in the past month and the future work are reported as follows:
1, and strive to strengthen product knowledge learning.
In order to join the sales work of the security industry as soon as possible, it is essential to know the functions of the products and the actual application places of the products. Through the careful guidance of Chen Gong in the engineering department and the humble cultivation of Manager Yu in the sales department. Now the awareness of products has been greatly improved. I will study harder in the future and really understand the functions of each product.
2. Strengthen the coordination ability of communication with customers.
In practical work, I have always been confused by some questions from customers. In view of these problems, the company is also strengthening the training of our newcomers. Manager Luo of the sales department is also trying his best to answer some common questions from customers. I believe that through the company's training, my communication skills will become more and more fluent in the continuous conversation with customers in the future, so as to safeguard the company's interests and stabilize the existing customer sources and ensure the development and expansion of the product market.
3. The display ability of products needs to be strengthened.
A good brand and a good product, when doing brand promotion or product introduction, explain to different customers in completely different ways. At this point, I really need to strengthen myself. Try to start from the following aspects: first, understand the product, only by fully understanding the product can we show the advantages and characteristics of the product; Second, strengthen language skills, practice pronunciation and control the speed of speech; Third, practice speaking on various products.
4, summary and harvest
Details determine success or failure, the promotion of a brand and the establishment of service consciousness all need the approval of insiders. Then it is necessary to enhance the brand awareness of the company's internal personnel. Whether an enterprise can survive in this industry depends on the quality and working ability of employees. In the future work, I will treat our customers with the professional level of 100%, explore problems that are not problems with innovative spirit, and develop new customers while stabilizing old customers. Work with the company to make our enterprise the best, the biggest and the strongest.
Summary of Sales Work 5 2 Sales work is a result-oriented work, which ended in the first half of 20xx. The summary results are as follows:
I. Work Review in the First Half of the Year
This year, the company has continued the state of tight payment and serious shortage of liquidity in 20xx, and it is often difficult for suppliers to pay and salesmen to borrow money. Therefore, issuing invoices in a planned way and actively urging the receipt of goods have become the top priority of this year's work. Under the orderly arrangement of company leaders, providing detailed information from time to time, and strong supervision, the implementation of billing and collection work is relatively smooth.
Acting products: Acting standard general-purpose tools, including xx and related tools, including xx gear shaper cutter, broach, diamond roller and so on. More importantly, the choice of suppliers and manufacturers of integrated cemented carbide tools (including standard and non-standard drills, milling cutters, reamers, etc.). For suppliers, we are their customers, we serve customers and they serve us. But I don't know why, our relationship with suppliers is not very tacit. Occasionally, there will be phenomena such as no payment, no delivery, no production, no delivery in advance, and unqualified products. You can't consider the problem from the customer's point of view and help us solve the difficulties. This situation can only show that suppliers don't pay enough attention to us, and our purchase volume may not be large, so I hope the company can focus on cultivating several powerful suppliers and lend a helping hand when we need help.
Non-standard tools for steel cutter bodies: There are more and more competitors for non-standard boring cutter bodies with xx interface in the market. At present, the strong competitor is Langfang Ci, which was founded in 20xx. In just a few years, its sales performance has already exceeded 10 million. Now it has been acquired by Xiamen Lu Jin, which is specially developed for steel non-standard tools. Its product quality and price are very competitive, and several comparisons have ended in failure.
Ultra-hard tools: At present, our company produces many products in ultra-hard tools, such as the production and repair of guide knives, non-standard tool holders, reamers and grinding heads. Most of them are high-tech and difficult products. Although most of them have been successful, some of them have passed several rounds of tests, and both the company and customers have paid a lot.
To sum up, many difficult products are not made by ourselves, or the experimental requirements put forward by customers, or the starting point of developing a new customer, but this is not the original intention of the company's development. As we all know, sustainable consumption products include the production of new products such as blades and reamers, and the other is to undertake the grinding business of various superhard tools. Our company has been trying to undertake grinding business, but the business of blades and reamers has not been particularly complete. Blades are divided into standard and non-standard ones. At present, our company only produces non-standard blades with a large number of old customers, and the standard blades are basically not produced, which will lose some markets. Therefore, the company can properly establish the inventory of commonly used standard blades, so as to improve its competitive advantage, but it will fall into the whirlpool of price war, and its advantages and disadvantages need to be decided by the leaders.
Second, the main direction of the market
Auto parts manufacturers are our main customers, among which power and transmission system have always been the main direction of our company and our salesmen for many years. But a car, besides the power and transmission system, also has a steering and license plate system, which belongs to the category of machining and can be used for business development, including steering sleeve, steering knuckle (steel, cast iron, aluminum), rack and pinion, differential, transfer case, half shaft, axle and ball head. Some products have become our customers, but due to geographical and personnel differences, we can't integrate resources and enjoy them. Therefore, we must broaden our horizons and learn relevant knowledge by ourselves in case of emergency.
In addition, the space market has great potential. Countries with aerospace industries have invested tens of billions, which is worse than military industry. Most aerospace tools are superhard tools, which is also our advantage. Although the sales volume of the same product can't be compared with that of the mass-produced automobile industry, it is expensive, diverse and objective, so it is a market worth expanding. At present, our company has more cooperation with _ _ _ _ aero-engines, so we can work hard from here to make our company enter the supplier in the aviation field one day, and the performance of superhard tools will be greatly improved.
Three. Work plan for the second half of the year
In the second half of the year, we should still try our best to implement a positive payment reconciliation policy, try our best to reduce the company's arrears and increase the company's liquidity, so as to ensure the normal operation of the company.
The industries involved in machining include CNC machine tools (spare parts), fixtures and fixtures, cutting tools, cooling oil products and product workpieces. Among them, CNC machine tool manufacturers are the leading players, and the other four industries can be included. They can directly negotiate with customers to realize the production of the whole product and complete the turnkey project. However, machine tools are non-consumable products, and after the same customer completes an order, there will be no business in the short term. Cutting tools, coolant oil products and product workpieces belong to consumable industries, and they are also the three industries that our company contacts more. At present, the sales mode is often the localization of imported products or the form of replacing other manufacturers' products one by one. Few domestic manufacturers can directly cooperate with machine tool manufacturers to carry out turnkey projects.
The above is a summary of our company's work in the first half of 20xx and a simple plan for the second half. I hope our company can achieve better performance in the second half of the year!
20xx worked in xx company. During my tenure, I am very grateful to the company leaders and colleagues for their support and help. With the support and help of company leaders and colleagues, I quickly integrated into our collective and became a member of this big family, and my working style and mode also made major breakthroughs and changes. During my tenure, I strictly demand myself to do my job well. This year's work is summarized as follows:
First, the daily work of the sales office
As the sales office of the company, I am well aware of the heavy work of this position and can also improve my personal communication skills. The backstage of the sales department is an important hub for connecting the preceding with the following, communicating inside and outside, coordinating the left and right, and contacting the four parties, mastering the collection of the latest purchase user information in the market and doing a good job of sales staff. Arrangement of some documents, signing of installment sales contract, overdue debts of users, sales quantity, etc. Are all useful decision-making documents. In the face of these tedious daily affairs, we should stick to it and enhance our sense of coordination, which basically ensures that everything is settled.
Second, timely understand the amount of arrears and overdue situation of users.
As the sales office of the company, I am responsible for the amount of payment and overdue debts of users. The main content is whether the user's repayment schedule is timely, which is related to the company's capital turnover and the company's economic benefits. It is necessary to keep abreast of the progress of purchasing users and increase the dunning efforts so as not to cause unnecessary losses to the company. When submitting the details of customer accounts receivable, it should be timely and accurate, so that the company leaders can aim at different accounts according to this form.
Third, the direction of future efforts
Since I joined the company, I have worked diligently and creatively. Although I have made achievements, there are still some problems and shortcomings. The main manifestations are as follows: First, the amount returned by users is somewhat uncoordinated, perhaps just coming into contact with this business; Second, strengthen self-study, expand knowledge, study hard the professional knowledge of construction machinery, and understand the development and overall planning of the same industry; Third, we should seek truth from facts, get on and off, and be a good leader's assistant!
In the future work, I will foster strengths and avoid weaknesses, become a well-known sales office, and grow together with the enterprise.
Summary of Sales Work 5 4 I. Summary of Work
20xx years are about to pass. In this short two-month work, with the care of company leaders and the help of colleagues, I have also gained a little. 20xx is a turning point in my career. At the end of the year, it is necessary to sum up my work. Learn from experience, improve yourself, and have the confidence and determination to do a better job next year. I entered the big family of Tianyi Company on June 20th,/kloc-0. Before I joined Tianyi Company, I had no sales experience of LED products, and I lacked sales experience and knowledge of LED industry only because of my enthusiasm for sales. In order to quickly integrate into this industry, everything starts from scratch after arriving at the company, while learning product knowledge and exploring the market. When encountering difficulties and problems in sales and products, I asked my experienced colleagues such as General Manager Jiang and Manager Zhang to quickly master the knowledge and skills in products and sales. By constantly learning product knowledge and absorbing the information and market experience of the learning industry, I gradually got a preliminary understanding and understanding of the LED market. Its own shortcomings:
I don't know much about the LED market, I don't know all the parameters of the product, I can't explain it clearly to customers, and I can't come up with a good solution to some big problems quickly. In the process of communicating with customers, professional knowledge is very scarce, and it is impossible to give customers professional guidance and help in time. These have greatly affected the quality and efficiency of sales work.
The sales work in these two months in 20xx is generally unsatisfactory, so it can be said that the sales work is very disappointing. The price of LED products is chaotic, and there is great pressure to open up the market. Although there are some objective factors, some other practices in the work also have great problems, mainly in the fact that there are too few basic customer visits in sales work. In _ _ _, 10, I began to visit the market in early October, which lasted for two months. I traveled for about 20 days, visited three regional markets and visited about 80 customers, but the effective (potential) customers were only about 10. Judging from the above figures, both the number of business trips and the basic work of visiting customers have not been done well. In addition, in the process of communicating with customers, it is impossible to clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to some suggestions and questions raised by customers. When conveying product information, we can't clearly know the customer's understanding and acceptance of our products. In the future work, we must strengthen our study and consult our leaders and colleagues.
Second, the market analysis
At present, there are many brands in the LED lamps market, and the market is chaotic and mixed. According to the future development trend of LED and the current development status of the company, market development mainly depends on the promotion of dealers and the use of project engineers. Now our company's products belong to the middle and superior products in terms of product quality positioning. In terms of price, it is also a high selling price. In the process of selling products, the price of products is the most involved problem. At present, several potential customers are hesitant because of the price. In the face of municipal engineering customers, price may not be a particularly important issue, but in the face of a large number of purchases but scattered, customers are still very sensitive to the price of products. In the retail and wholesale market of lamps and lanterns, our company entered relatively late, and there is no advantage in product popularity and price, so there is great pressure to open up the market. Therefore, we expect the company to locate products and markets as soon as possible, and make clear the direction to open up sales channels.
The future market of LED is good, but the current situation is grim. Today, with the rapid development of technology, this stage is a critical moment under the national planning for the future development of LED industry. If we can't do a good job in the market in the shortest time and seize this opportunity, we are likely to lose some opportunities and it is difficult to enter the market again. These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
Three. working face
20xx annual work plan (key sales work plan)
1: Make monthly plans and weekly plans in time, report and communicate with company leaders regularly to ensure the implementation and execution of the work;
2. Target customer orientation, divide major customers and general customers, dealers and project engineers, treat them separately, strengthen communication and cooperation with major customers, and win the largest market share in the shortest time;
3. Market positioning and planning of the target area, and timely grasp the industry status and product structure. In the regional market, feedback information to the company leaders for decision-making, and correctly lay out the product sales market in this region. At present, Hefei, Xuzhou and Lianyungang are the three main target markets, and then by expanding the region, the surrounding regional markets will be driven and radiated. )
4. Develop good friendship with customers, think for customers everywhere, make customers your best friends, and deepen the exchange of thoughts and feelings. There must be no malicious concealment or deception, and the promise to customers should be fulfilled in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
5. Constantly learn and strengthen industry knowledge, and bring practical information to customers, so as to better serve customers; And get to know more excellent product suppliers in various industries related to the LED industry, so that engineers and distributors can be prepared to cooperate and help the project when necessary, and cultivate and enhance customer loyalty and dependence.
We are often confused about where wisdom comes from, where to go, how to capture the light of wisdom and find the balance we need at the junction of cost and income. We are often confused about where human power comes from, where it goes, and why we often panic in front of the huge market and have no way to observe it. I think the only way to answer these questions is to study.
Lev tolstoy once said, "A mind without wisdom is like a lantern without a candle." As the saying goes, "It's never too old to learn", which is true. Even though we have taken part in the work, we should not give up learning knowledge. On the contrary, as employees of an enterprise, it is of great benefit to read some books to broaden their horizons and absorb the successful experience of others after their busy work. Smart people are always good at filling their brains with other people's wisdom. This year, we learned the book "Growth" in the whole group and benefited a lot. In the fourth quarter, China Post Equipment Shenyang Company organized a reading craze of "reading one hour a day and one book a month", and our branch's study was also in full swing. The following are some experiences that I have combined with my own work after studying. I hope to share it with my friends and make valuable suggestions.
I. Sales Plan
The basic principle of sales work is to make a sales plan and sell according to the plan. Sales plan management includes not only how to make feasible sales targets, but also the methods to achieve them. Everyone has his own characteristics and methods. The key is to find a set of methods that suit you best.
Second, customer relationship management.
If the customer is well managed, the customer will have sales enthusiasm and will actively cooperate. If customers are not effectively managed, or customer relationship management is rough, the result is that customers' sales enthusiasm cannot be mobilized and sales risks cannot be effectively controlled. Therefore, we must try our best to maintain the customer relationship, pay attention to every detail of the customer, and let the customer feel that you are always by his side.
Third, information feedback.
Information is the life of enterprise decision. Sales people are in the front line of the market, and they know the market trends, the characteristics of consumer demand and the changes of competitors best. This information is fed back to the company in time, which is of great significance to decision-making. On the other hand, the problems existing in sales activities should also be fed back to the company in time so that the management can formulate countermeasures in time. The salesman's work results include two aspects: one is sales volume, and the other is market information. For the development of enterprises, market information is more important. Because the sales volume was yesterday, it has been realized, and what has become a reality cannot be changed; Meaningful market information determines tomorrow's sales performance and tomorrow's market.
Fourth, team fighting capacity.
It is important to play the overall effect of the team. A cohesive team, her fighting capacity is great and unstoppable. So everyone, no matter which department or business, should always remember that he is a member of the team and a positive one. My actions cannot be separated from the team, and my actions will affect the team. In order to continuously consolidate and enhance their combat effectiveness, the team will also be duty-bound to support the positive actions of every salesperson. * * * Work hard together, * * * make progress together, and * * * reap together.
Verb (abbreviation for verb) "There is no small matter in sales"
"Management is no small matter", and excellent managers are also careful managers. Similarly, "sales are no small matter." Sales should be more cautious and prudent, looking for a win-win rule. Improve in learning, summarizing, practicing, groping and trying.
The above experience, I hope to inspire and help you, and I hope you can make progress with me!
I believe our tomorrow will be better!