1 xx years have passed and new challenges are in sight. One year, there are pressures and challenges. At the beginning of the year, the real estate market has not fully recovered, and the pressure at that time was actually quite great. Customers are worried, and the media is unfavorable. But I firmly believe in the stability and appreciation potential of Qingdao real estate. In the next few months, the housing market picked up, and my colleagues and I seized the opportunity to reach the company's indicators and create good results.
In practice, I have a new understanding of sales, and I would like to sum up some points to share with you:
(a) not artificial, treat each other with sincerity, the customer's statement is sincere and false. Get the trust of customers, and customers will listen to you. On the contrary, everything you say will have the opposite effect.
(2) Understand customer needs. Understand what customers need at the first time and make targeted explanations, otherwise it is a waste of time to say anything.
(3) The recommended house should be sure, know all the houses, including their advantages and disadvantages, and have a reasonable explanation for all the problems of customers. However, don't argue irrationally about obvious injuries. Nothing is perfect. Let customers know that when you see perfection, there must be lies.
Ongoing customer relationship. Every customer has a different contact person. As long as they are guaranteed to love the project, they will pass on their love, and the resources are endless.
(5) identify yourself. We don't sell houses, we are consultants, and we use our expertise to help customers. Talking more about professional knowledge with customers and neutral evaluation of other properties can increase customers' trust.
(6) Unity and cooperation are necessary for a good team.
There are still some areas that need to be improved:
Sometimes lack of patience, for some customers who have more questions or speak more bluntly, they tend to be tit for tat. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust.
Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.
I have been working for more than half a year now. In one year's work, I sold 69 sets with a total sales volume of 60 million. In the future work, I will improve myself, improve myself, and increase my knowledge and understanding of all aspects of Qingdao. I will not only do a good job in this project, but also fight with the company to open up new battlefields.
Here, thank you very much for giving me this exercise opportunity. I will work harder, study harder and hand over my satisfactory report card.
Speaker: xxx
Xx，xx，XX，XX
The annual work summary of the company's sales department model essay 2 I. Performance statistics and analysis:
20xx is the first year after the reorganization of the marketing department, and I also grew up with the department. As an older employee, the performance is not ideal, not as good as some home improvement consultants who came in later. In the first half of the year, the performance was fairly stable. In the second half of the year, the company's assessment was rarely completed, and the annual performance did not reach 654.38+00,000.
1, positive factors affecting performance:
① The first half of the year is mainly the decoration peak season, and there are many information resources.
② Company publicity and media industry activities, including:
A, famous products package: over 5000, send 5000, the lowest price in the main material market is discounted.
B, two housing fairs and housing fairs.
C. special activities of living furniture hall and conference center company.
(3) "Money incentive" means that the company starts a monthly meeting to reward the design department and the marketing department, which greatly mobilizes the enthusiasm of front-line personnel, which is also one of the important factors contributing to the performance.
(4) The company implements the target responsibility system, which decomposes the target step by step. Salespeople no longer only care about completing the established tasks every month, but always pay attention to the completion of their annual tasks, and can actively adjust and effectively improve work efficiency.
⑤ The departmental reward and punishment system rewards the home improvement consultants who have overfulfilled the appointment, and gives corresponding punishment to the unfinished home improvement consultants, which also mobilizes everyone's enthusiasm.
6. Follow-up with online customers, although the success rate is not high, but also increased performance.
2. Negative factors affecting performance:
Due to the hot summer, the number of customers has decreased sharply since July.
② Old customers don't follow up in time and lack of information resources.
③ In the second half of the year, personal mentality fluctuated greatly, which directly affected the performance, and the business level needs to be improved.
Second, customer statistics and analysis
1 year and 20xx years, the number of customers dropped sharply in the second half of the year, which also directly affected the performance.
2. The cause of customer death: The cause of customer death is equivalent to looking at the bull's-eye with a telescope. Check the results every time you shoot, so that you can constantly adjust and try to achieve the highest target accuracy.
3. Retain the cut-off rate of customers
4. Follow up interested customers from time to time to avoid ordering other companies.
Three. 20xx annual work plan
1. Strive to complete the assessment of 1.5 million and 8 reserved customers issued by the company every month, which has increased on the basis of the same period last year.
2. Community activities and group buying
As the means of departmental community marketing are not mature enough, these requirements must be perfected in 20xx, specifically:
① Community activities
A, for some key communities that have not been handed over, follow up later after investigation.
B, talk to the person in charge of the property about cooperation.
C. Carry out community activities and draw up marketing plans when conditions permit.
② Community group purchase
A, determine the target community of group purchase, implement the group purchase idea for some customers who have been to the company but have not yet decided on the company, and carry out the next operation according to the customer's recognition.
B. make use of the resources at hand to make appointments with customers; Establish a special qq group, add some replies first, and then let them know another part.
C. After the number of people reaches, please ask the owner to go to the family library for group buying activities.
(3) improve their professional level and understanding of professional knowledge.
5. Computerize the information resources at hand and list the forms according to the classification.
The above is my summary of 20xx's work for one year. Facing the coming opportunities and challenges in the coming year, I will work harder, take on my responsibilities better, be brave in practice, improve my professional knowledge in an all-round way and devote all my energy to the development of the company. Reward the company with development and benefits and realize your own life value.
The annual work summary of the company's sales department model essay 3. 20xx annual work summary.
20xx years are about to pass. In this nearly a year, I have gained a little through hard work. At the end of the year, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.
20xx came to work in the company in July and started to set up a sales department. After I entered the company, I learned product knowledge, collected information from the same industry and accumulated market experience. Now I have a deep understanding of Zotye automobile industry market. Can clearly and fluently respond to all kinds of questions raised by customers, accurately grasp the needs of customers, communicate well with customers, and gradually gain the trust of customers. Therefore, through hard work, we have also achieved several successful customer resources, and some high-quality customers have gradually accumulated to a certain extent, and the grasp of the market is more transparent. While constantly learning product knowledge and accumulating experience, my ability and professional level have been greatly improved.
Although I have engaged in sales-related work before and have certain sales knowledge and experience, I still have a certain distance from outstanding and successful sales management talents. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for sales staff has affected the sales performance of the sales department.
Two. Department work summary
In the past three months, through the joint efforts of all the staff in the sales department, we discussed and formulated the sales tactics, the core competitive advantages of the company's products and the company's promotional materials, so that the popularity of our company's products was gradually recognized by customers in the market. All employees in this department have accumulated customer information tables to prepare for the crazy sales season. In terms of team building, detailed assessment criteria are formulated for the sales staff, operation system, workflow and team culture of the sales department. This is what I think we have done well, but there are still great problems in other aspects of our work. Judging from the sales performance of the sales department, our work is not good, which can be said to be a big failure in sales.
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 sales department started work in mid-July this year. From the beginning to the present, the recorded customer visits are 2 100, plus the unrecorded 2300. In a month, the total number of customers visited by five salespeople is 2. 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. It is a fatal mistake not to follow up after being rejected.
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.
Three. market analysis
At present, there are many brands in the automobile market, but mainly those companies. Now our company's products belong to the middle and low grade in product quality and function. On the surface, the competition between companies is fierce, and the emergence of our company has intensified this competitive war. But calm down and carefully analyze, our company's core competitiveness, such as market price supervision, the number of secondary outlets and service quality, as well as our company's strong financial strength and high-quality customer resources, are incomparable to other companies.
In the market, there are many automobile brands, but based on our company's strong strength, overwhelming publicity and persistent work of employees, we have achieved a large proportion of market share in the automobile sales market in 20xx.
The market is good and the situation is grim. In the automobile market, it can be summarized by this sentence. Today, with the rapid development of science and technology, 20xx is a fruitful year. If we don't do a good job in sales within 20xx years and seize this opportunity, we are likely to lose this opportunity of vigorous development.
The annual work summary of the company's sales department model essay 4 summarizes my work and study in the past year as follows:
I am mainly responsible for the accounting of the sales and lease of residential and parking spaces in XX Garden and XX Plaza projects. At the same time, due to the post adjustment, I no longer serve as the accountant of the company's headquarters management expenses, but as the accountant of XX project and concurrently as the financial controller of XX project.
Sales accounting should not only pay the sales expenses of various projects, but also settle the finished products. Through the preparation of sales vouchers and the registration of sales subsidiary ledger, it takes time and energy to do the following work:
1. Understand and follow up the latest bank mortgage policy in advance, collect, summarize and report, and provide information for the company leaders to make decisions in time.
2. Residential sales are coming to an end. This year, the focus is on the carry-over of surplus income of various projects and the accounting of rental income of shops and parking spaces.
3. The payment procedures for the sales expenses of each development project should strictly review the payment invoices, payment vouchers and payment contracts, control all payment nodes, and ensure that the payment basis is legal and compliant within the scope of the fund payment plan.
4.65438 During the closing of the city from June to March, I worked overtime at home to complete the year-end bonus and annual income tax forecast for all employees of the company, and worked out the bonus distribution plan that is accurate to everyone, saving millions of taxes for all employees of the company. At the same time, ensure that the monthly salary is paid in place. Because of this, in the absence of transportation, wages are all on foot to the company.
After job-hopping in May and August, I accepted the work of financial expenses and tax forecast of new projects, and gained a new understanding and knowledge of real estate finance.
6. 1 1 June, concurrently served as the chief financial officer, responsible for communicating daily financial matters, collecting and sorting out the financial status of the project company, and reporting it in time. At the same time, it is necessary to review the K2 process and online banking process of project payment, which poses new challenges to personal work ability.
The above is my simple summary of this year's work. 20xx years of work is a new post, new opportunity and new challenge for me, which puts forward higher requirements for my personal business ability. Looking forward to next year, I need to work harder, be more open, be strict with myself in my future work, set new work goals and improve my professional knowledge to meet greater challenges.
Time is really the biggest enemy of mankind, and my probation period is over before I know it. During this time, I really learned what a real salesperson should be like and what a salesperson should do to do better. Although I know this knowledge, my business ability is still not skilled enough, but it doesn't matter. I will gradually integrate this knowledge in the days to come. Even if the road ahead is difficult, I will go forward without hesitation. Only in this way can we get greater promotion and make ourselves better.
When I first entered the company, I may be more like a child who has never seen these things, because I was not in this business before, and the company was the first company I came to. It is precisely because I am engaged in this industry for the first time that my business ability is basically zero. Even the employees who joined with me have been in this industry for longer than me, and they have all done this business, so I was under great pressure when I first came in. Later, I found that my worry was unnecessary. I'm not on their level, but it doesn't matter. After all, they entered the business earlier than me, and it is normal to have certain business abilities. At the beginning, it was really the most uncomfortable and difficult time to persist. Obviously, everyone joined the company together, but the old employees are very assured of them and will let them express their ideas when discussing business with them. As I am a new employee, I have no experience, let alone put forward ideas. All this will make me particularly useless, like a loser. Of course, I don't want others to look at me like this, so I have been working hard, but there is still a big gap with them, which really puts a lot of pressure on me to avoid them at any time and meet them at any time.
But it's a company after all. Obviously, it is impossible to hide all the time, and sometimes contact is inevitable. But after a long time of contact, I found that they were all very good, and they didn't discriminate against me or crowd me out. It has always been my own psychological function, thinking about others with dark thoughts. But fortunately, all the misunderstandings have been solved now. After I accidentally leaked it at a party with them, they not only didn't laugh, but comforted me, made me feel comfortable and let go of my heart. Although there is no misunderstanding with them, there is still a huge gap between me and them in business ability, but in the future I will continue to learn from people who are better than me, make myself better, let everyone be good to me, and be worthy of the company's training for me.