Marketing summary 1
The sales work of 20xx is a thing of the past. In this nearly a year, I have gained a little through my own efforts. As the end of the year app
Marketing summary 1
The sales work of 20xx is a thing of the past. In this nearly a year, I have gained a little through my own efforts. As the end of the year approaches, I think it is necessary to make a summary of this year's work. The purpose is to learn from experience and lessons, improve ourselves and do our work better in the future. I am also very confident and determined to do a better job next year. Below I will make a simple summary of the marketing work for one year.
I started to work in the company in early March this year, and started to set up the marketing department in mid-April. Before I was in charge of the marketing department, I had no sales experience, just because I was enthusiastic about sales and lacked industry sales experience and industry knowledge. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often find Manager Chen, several leaders of the Head Office and other experienced colleagues to seek solutions to some difficult customers and study targeted strategies, which have achieved good results.
By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the battery and hardware market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can now come up with a relatively complete plan to deal with some emergencies. For a project, you can always operate.
Existing shortcomings:
I don't know enough about the hardware market, I have a weak grasp of the technical problems of products, I can't explain them clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. 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 marketing personnel has affected the sales performance of the marketing department.
First, the department work summary
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 Shenzhen market. 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 other aspects of our work.
The following is the company's total sales for 20xx years:
Total sales: in words: one million nine hundred and eighty-seven thousand two hundred and eighty-five Yuan only; In figures: 1987285 yuan only.
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. In Shenzhen market, there are many brands of nickel belt products. As Huineng entered the Shenzhen market earlier, the price of nickel plate products was chaotic, which put great pressure on 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. At the beginning of the work, there were 452 recorded customer visits. Together with the unrecorded summary of 5 months, 8 months and 23 days, the total number of customers visited by three 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. 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
At present, there are many brands in Shenzhen nickel market, but they are 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.
In Longgang area, Shenzhen market is a very competitive market, because it first started in Longgang. Because our company entered the market late, it has no advantage in product popularity and price, and there is great pressure to open up the market in Shenzhen, so we put the main market in regional cities, where the market competition is less than that in Longgang. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. The nickel belt market in Shenzhen 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. 20xx 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.
Summary of marketing work II
A quarter passed like this. Before that, I didn't realize how fast time passed. Looking back on my work as a salesman in the marketing department this quarter, there are many areas worthy of recognition and many areas that need to be improved. In order to make better improvement in the next step, I made a general summary of my work this quarter, which is summarized as follows.
This quarter is the second since I joined the company, which is much better than my performance in the first quarter. This is especially reflected in my mentality and sales performance.
First, the change of mentality.
In the first quarter when I first came to the company, I didn't know the pressure of sales staff was so great because I had never been in contact with the sales industry before. So when I first came to the company, I felt a lot of pressure in the face of meeting the requirement of xx sales quota every month. I felt that this was an unlikely goal and my mentality was always in an anxious state. But I persisted, perhaps because I began to adapt to this pressure slowly, or because I was encouraged by my colleagues around me, so in the second quarter, I began to slowly change this self-doubt and anxiety mentality and began to build self-confidence.
Second, the growth of sales performance.
In this quarter, I began to focus on the knowledge of our company's sales products, deeply understand our company's brand, understand the advantages and disadvantages of our company's products, and read many books related to sales. So my professional level and ability have been greatly improved in this quarter. In addition, I have done better in service than last quarter, smiling at every customer and always maintaining a warm service state. The increase of professional knowledge and the change of service attitude, including the adjustment of mentality mentioned in the first point, are all factors that promote my sales performance.
Third, it needs improvement.
Although these improvements mentioned above are worthy of recognition, in the last quarter, I also did some unsatisfactory things, which need me to improve.
For example, my work efficiency is too slow and I always like to drag my feet in my life and work. This bad habit also led me to make many mistakes of being late for work last quarter. Although I was not late every time, I also delayed my working hours and left a bad impression on the leaders. Therefore, in the next season's work, I must focus on getting rid of my procrastination. If I don't get rid of this problem, I may make more mistakes in my work.
Facing the next stage of work, I am fully prepared for it. I believe I will do better in my work next season.
Summary of marketing work 3
People who know me say that I am suitable for sales. In fact, they only saw my superficial characteristics, such as lively and outgoing personality, good at talking, loving social activities and wide hobbies, while ignoring my shortcomings, such as bad temper and impatience, which are almost fatal obstacles to sales work.
Now almost every small market is a buyer's market, and competition tends to be saturated without exception. The advantages of products will soon be caught up or even surpassed by competitors. All competition is concentrated in the market competition, whether it is price war or brand war, in the final analysis, it depends on the sales staff. Just like in the modern battlefield, after drone reconnaissance and long-range missile bombing, the final victory depends on the ground forces, and the sales staff is equivalent to the ground forces. This shows the importance of excellent sales staff and sales team to the enterprise.
I have also tried to do some sporadic sales work in the past two years. After my personal experience, I changed my previous contempt and prejudice about sales work-I used to think that anyone without education, major or good job would do sales.
I am extroverted and good at communication, which really brings some convenience to my sales work, but I am not good at controlling my emotions, trying to get the upper hand everywhere, fearing rejection, and having a very low ability to bear setbacks, which has repeatedly brought great negative effects to my sales work. I had a fight with the customer's docking staff. Although I always win the quarrel, I paid a painful price for the unsmooth or even suspension of cooperation. I got angry with the general manager of the client at the dinner table. Although I vividly showed my personality and won the applause from the scene, in the end, it was me and the company I served. In addition, it may be that in the process of my life growth, I experienced few failures before and overestimated myself. Therefore, my ability to cope with rejection and setbacks is very poor, and the unfriendly tone of customers will hurt me. If I immediately greet the dawn of victory through my own efforts, my clients will suddenly and firmly reject me, which will make me depressed for many days.
Every time I lose control of my emotions or offend my customers, I will reflect: Why do you think so? Will you make the same mistake next time? Chinese is extensive and profound, and the same meaning has many different expressions and tones. Why can't I choose the one that is most convincing and acceptable to customers?
Every time an experience is rejected or frustrated, I regard it as a late growth opportunity in my life. After the experience, my immunity will be improved by one level.
Slowly, although I do sales work sporadically, I find that my ability to control my emotions has been quietly improved, which is more gratifying and inspiring than my sales performance. At the same time, I gradually got my own sales experience.
There are three taboos in sales. The first taboo is deception: no matter how clever deception is, it will expose clues one day. Although salespeople have achieved temporary "success", they have lost their personality and trust, which is the biggest loss as a person. The second taboo is servility: sales are to successfully meet the needs of products and production. Salespeople help customers find products that suit them. They are helpers, not beggars. Therefore, salespeople should always appear confidently in front of customers, show them excellent products and quality services, and show them our personality charm and mental outlook. The third taboo is stalking: we often see some salespeople, especially those in life insurance, second-hand housing market, Amway products, securities brokers, stock trading software and other markets. Because the company adopts crowded sales tactics to strive for basic salary and high commission, the quality of salespeople is uneven. Many salespeople harass and visit customers by phone and SMS, which causes a lot of pain to customers and potential customers, and also defiles the sales industry. This sales method is the least desirable. Even if customers compromise for a period of time because of quiet or human feelings, they will certainly have dissatisfaction and disgust with the salespeople under ambush. Sales is to meet the needs of customers and bring happiness and satisfaction to buyers, not to pressure or even hurt them. If the customer has no demand, don't force sales. The pain of being forced to buy is equivalent to being raped by Q.
I will continue to try some sales work, not seeking performance, not seeking money, just seeking to sharpen my character and improve my self-cultivation.
Summary of Marketing Work Chapter IV
As the saying goes, standing on the shoulders of giants can make you stand higher and see farther. Work summary is a giant in work. Only by summing up the work in time can we master the previous knowledge more completely and use it effectively, and we can see further. The following is the information about work summary that I shared with you, for reference only. Welcome to pay attention to more relevant information.
Xx years have passed in an instant. Looking back on my work in the past year, although my contribution to the company was meager, it finally laid a good foundation for me to enter the sales market. Through studying and communicating with other employees, I gradually integrated into this group. Through visiting customers in Guangzhou market, my business ability has been further improved. At the same time, my present working ability cannot be separated from the hard work of all the staff. While doing our job well, we are also reflecting on the shortcomings and problems in our work, and we should pay attention to them and gradually improve them in the future.
Looking back on 10 years' work is a process of learning with an open mind.
1. Job performance
Over the past xx years, I have always put learning in an important position, strived to improve my comprehensive professional quality, correctly understood my work, correctly handled the relationship with customers, and paid attention to developing new customers, thus improving my understanding of the work itself. Earnestly learn the strengths of peers, get rid of their own shortcomings, humbly ask Manager Xiao for advice, take the initiative to accept the opinions of colleagues, constantly improve working methods, give full play to post functions, and improve themselves in this industry through continuous learning and exploration.
Second, the direction of future efforts
Strengthen study, be brave in practice and persist in work enthusiasm. By constantly summing up the growth, we can improve our own quality and professional level to meet the needs of new forms, and actively communicate with the office staff of the company to learn from each other's strengths, so as to better improve our self-ability, meet customer needs and open up market space.
Chapter 5 Summary of Marketing Work
20xx slipped away inadvertently. Looking back on this year, step by step! 20xx joined xx Company in February. 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. The work in 20xx years is summarized as follows.
First, the back office daily work
As the sales office of xx Company, I am well aware of the importance of the post and can also improve my personal communication skills. The backstage of the business 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. Mainly from the following aspects to carry out the work:
1, daily business contact, customer service, handling customer complaints, answering customer consultation calls and phone records.
2. Communicate sales policies and send business letters to customers.
3. Arrange, record and track the results of sales meetings.
4. Do a good job in the file management of this department, and establish customer information files (involving the basic information of users, varieties, quantities, prices and settlement methods).
5, all kinds of promotional activities, statistical expenses reimbursement and other assistance.
6. Establish a sales ledger account (reflecting sales revenue and price, transportation and miscellaneous fees, the amount of payment recovered and the amount of payment receivable).
7. Establish a sales expense account (reflecting the internal expenses of the department and the amount of expenses, travel expenses, transportation and miscellaneous expenses, lump-sum or fixed lump-sum expenses extracted by various business personnel).
Second, the existing shortcomings and
The understanding of solar energy market is not deep enough, the technical problems of products are too weak to explain clearly to customers, and some big problems cannot be solved quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well and the guidance is not enough, which affects the sales performance of the marketing department. With the arrival of 20xx, on the basis of doing my job well, I have to do my best to master some technical knowledge and do my best to deal with the above problems freely and calmly. Constantly enhance their ability to distinguish, and on the basis of better communication with customers, they can consider the interests of the company more.
Third, some suggestions for the above departments.
In next year's work plan, we will focus on the following tasks:
1. Establish a sales team that is familiar with business and relatively stable. 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. Cultivate 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. Sales target The most basic sales target this year is to make a monthly list. According to the sales task assigned by the company, the task is divided into month, week and day according to the specific situation. Decompose the monthly, weekly and daily sales targets on 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.
Fourth, summary.
Over the past year, we have gained a lot through hard study and continuous exploration. No matter in the work arrangement or in dealing with problems, we should be considerate and independent. I firmly believe that as long as you work hard, you can do it well. After working in the sales office for a year, I sometimes feel that I have some experience, or I have not judged things carefully enough, so I have made many problems and mistakes. Afterwards, I know whether it is my lack of social experience or improper handling. I am determined to improve my quality, rest and learn the philosophy of being a man in my future work, so that I can surpass myself and strive for greater progress!