In a blink of an eye, I have been in _ _ company for a month. During this month, it was another major turning point in my life. I changed from a technician to a sales engineer, and my experience can be said to be bittersweet.
First of all, I am very happy to enter this famous brand enterprise of reducer at the first step of my sales trip, which gives me enough confidence in my products and makes me more confident and proud when facing customers. Coupled with the company's strong support for sales staff, let me know that _ _ is the right choice, and I am willing to associate my life ideal with the company. Although I am just an ordinary sales engineer in _ _ company, _ _ is a new voyage of my life, bearing my hopes and dreams.
Secondly, in this month's time, I also deeply realized my own shortcomings, whether from the personal knowledge framework, or from the communication with customers, as well as my own work habits, there are too many things to learn, which immediately makes me feel at a loss. Although I also know that Rome was not built in a day, it is a process that needs to be gradually accumulated and constantly learned, but this knowledge obviously affects my communication with customers, especially when I don't know how to explain my professional knowledge, which makes me very upset. I am eager to change this situation. When dealing with problems, I also feel inexperienced, especially when I encounter problems that are not caused by customers, I can't solve them well. I wish I could do better.
However, while I am confused, I still see more hope, because knowledge can be learned and experience can be accumulated. SEW's sales engineers have laid a good foundation for us and left a good reputation for our customers. Moreover, among the customers I have contacted, none of them have raised any objection to the quality of _ _, which is our rare and precious wealth. In addition, the areas I am responsible for _ _, _ _, _ _ and so on also have a lot of room for development, such as _ _, _ _, and so on, many customers need to be further developed; Especially _ _ is in the high-speed period of economic development, and new projects are constantly emerging, such as _ _ construction, the construction of _ _ Power Machinery Co., Ltd., the renovation of sewage treatment system, and the planning and construction of East China glass production aircraft carrier in circular economy development zone, which makes me feel very excited. _ _' s existing customers are also very limited, and the space for excavation is only a small part. There are still some large enterprises such as Machine _ _ Company, _ _ Company and _ _ Co., Ltd. which have yet to be developed. _ _ is blank, which makes me full of hope for my own market. And set the following directions for my work:
1, professional knowledge learning: I firmly believe that an excellent sales engineer, only with excellent professional knowledge, can help customers solve problems, impress customers, build trust among customers, and only in this way can cultivate customer loyalty. In terms of reducer knowledge, I hope that after the company's training, I can have the opportunity to go to the scene with the after-sales engineers and have a more comprehensive understanding of various types of reducers in our company. In terms of industry-related knowledge, I will strengthen communication with customers, constantly learn from customers, understand their production technology and working conditions, and pay attention to the accumulation of experience in the learning process.
2. Communication and communication with customers: I have certain professional knowledge and built a good bridge to communicate with customers. However, this is not enough. Many things didn't go as smoothly as expected. At this time, how to solve a series of problems such as price and delivery time requires all-round communication and understanding. How to establish a deeper relationship with customers and grasp their trends requires me to treat them with a win-win attitude and pay attention to long-term development. All these require me to keep thinking, learning and summing up in practice, and consult my colleagues and leaders in time when I encounter problems.
3. Good work habits: everything is organized and the problems encountered in the work are clearly understood; Be serious and proactive in your work to avoid unnecessary troubles caused by temporary negligence; Solve the customer's affairs in the shortest time. Strengthen further communication with existing important customers, develop new customers on the basis of maintaining existing customers, and understand the progress of new projects.
2. Personal work summary of sales staff
How time flies! In a blink of an eye, I have been working in _ _ Chain Health Pharmacy Co., Ltd. 10 months. During the months of 10, I learned a lot about drug sales. In order to better complete the work, sum up experience, foster strengths and avoid weaknesses, and improve their professional knowledge and sales skills, the work summary and work plan are reported as follows:
I. Work report
Since I joined the work on March 20, 2006, I have finished my work seriously, studied hard, thought positively, and gradually improved my working ability. After I started my new job, I also started a new job-pharmacy sales. This work has enabled me to master a lot of pharmaceutical expertise. So in practical work, I always strictly demand that I be cautious.
Besides, the train runs very fast on the front of the car. Because it is a new job, there are many shortcomings in sales ability and ideology. In these aspects, I got the correct guidance and help from company leaders, department leaders and old employees of this department, improved my working ability, made a clear direction and corrected my attitude. I believe it has laid a good foundation for my future development.
Second, the work experience
After entering a new job, after three months of exercise, I have a deeper understanding of this job.
Everyone has different understanding and feelings about work or career, so do I. For me, I usually grasp my own ideological context from two angles.
The first is mentality. To paraphrase Milu, "Attitude is everything". With the right attitude, we can use the right method, find the right direction and get the right result. Specifically, my attitude towards work is to choose what I like and then do my best for what I love. I have always believed that work should not be a task or a burden, but a pleasure and enjoyment. Only when you are interested in it and fall in love with it completely can you fully appreciate this happiness. I believe that I will find the pleasure of working in the process of trying to explore and discover this business, and I can do my best for it without reservation. It can be said that only when you know how to enjoy your work can you know how to succeed, and you can't be forced during the period.
Secondly, the problem of ability, which can be divided into professional ability and basic ability. I can illustrate this problem with a simple example: for a camel, its professional ability determines its viability in a desert environment, while its basic abilities, including adaptability, perseverance and natural vigilance, determine how long it can survive in a desert environment. Specific to people, professional ability determines whether you are suitable for a job, while basic ability, including self-confidence, cooperation ability, responsibility ability, adventurous spirit and development potential, will directly determine the vitality of this job. A successful person in his career must be a person whose two abilities can develop and operate harmoniously.
Third, the next work plan
The arrival of 20 years means a new starting point and a new beginning.
1. Improve your professional knowledge, broaden your professional horizons, learn from colleagues around you, and participate in more trainings organized by the company; Improve your sales skills; Sales awareness: strengthen the sales of P-type varieties, and carefully search the detailed list of P-types issued every month. For varieties with high gross profit. All kinds should be complete to avoid out of stock. Fill in the registration record of drug shortage and adjust the goods in time. Every member day, do a good job of publicity in advance and inform every member as much as possible.
2, drug plan, supplementary drugs. In the process of selling drugs every day, according to the sales rules and market changes, the drugs lacking in variety or quantity on the shelves should be replenished as soon as possible to ensure that all kinds of drugs are in stock. The quantity of replenishment should be based on the capacity of drugs on the shelf, and try to ensure the sales volume before the next report. As far as possible, put the drugs of the same variety, different prices and different origins on the counter at the same time, and highlight the varieties with high gross profit to facilitate customers' purchase.
3, smile service, smile is a kind of comfort, it can be "a smile is worth a thousand dollars" to others. If this kind of smile is naturally combined with friendly, enthusiastic eyes and well-trained manners, it is actually a "delicious food" praised by others. Therefore, we should serve our customers wholeheartedly and treat others with courtesy. Warm service. Answer the questions patiently.
4. The spirit of positive efforts. Shop assistants face many problems every day, and it is easy to get depressed, so it is very important to maintain a good attitude. It should be noted that success depends not only on excellent technology, good mentality, contacts and opportunities, but also on persistence and indomitable mentality. More importantly, we should always keep a positive attitude towards the things around us, keep a vibrant heart, never be discouraged when things go wrong, always believe, never give up at critical moments, and despair is hope.
5, storefront appearance, in order to create a good shopping environment for customers and create more sales performance for the company, sales staff do their jobs in the following aspects. First of all, do a good job of cleaning every day to create a comfortable shopping environment for customers; Secondly, actively serve customers and meet the needs of consumers as much as possible; We should constantly strengthen our sense of service and let our customers leave our store with sincere smiles and polite language.
6. unite and go up. To borrow a famous saying from _ _ _: "With one heart and one mind, any powerful enemy and any difficult environment will surrender to us." Three people save effort, four people are more relaxed, and everyone is United, and Pepsi can succeed.
The above is my 20__ year work summary and future work goals.
Twenty years have passed. This year is full of opportunities and challenges. Every little thing in daily work contains happiness and happiness, as long as we experience it with a happy heart and look at it with a happy eye. No difficulty or setback will overwhelm us. In the past year, under the careful care and guidance of the leaders and through our unremitting efforts, we have made some achievements in our work, but there are also many shortcomings that need to be corrected!
In the new year, I believe that the business of pharmacies will get better and better, which requires our good service and high-quality drugs. I believe a bright tomorrow is just around the corner!
3. Personal work summary of sales staff
Time flies, 20 years have slipped through our fingers. In a blink of an eye, I have been working in _ _ _ for _ years. It can be said that every year there are different feelings, different feelings. But 20__ years means a lot to me. I changed from a familiar purchasing job to a completely unfamiliar and challenging sales assistant job. Because of the different nature of work, different work contents and lack of work experience in this field, it is very difficult to take over the work of the sales office. Sometimes I don't know where to start and how to carry out my work, but I slowly change from a completely unfamiliar process to a gradually familiar process. The specific work this year is summarized as follows:
First, adapt to the job characteristics of the sales assistant with a down-to-earth working attitude.
Our company is a sales company, and everything revolves around sales. As a sales assistant, it is the link between the company and the outside world. Coordinate and communicate with many jobs inside and outside the company to give orders, which determines the complex characteristics of sales backstage work. In addition to the planned work, there are often unplanned things to deal with every day, and they are usually urgent, so I have to put down what I am doing first to solve it. So these temporary things occupy most of the working hours, often at the end of a busy day. I didn't do what I planned to finish, but I can't delay the work at hand. I owe money today and have other work to deal with tomorrow. Therefore, I can often only use some planned work.
There are few backstage staff in the sales department, and the work pressure is great, especially when the company's business is busy, it needs the unity and cooperation of the department employees. During this year, I actively cooperated with various departments to do all kinds of work, and worked hard with colleagues in the department, no matter how much I did. I just want to finish all the work successfully and smoothly.
The year of 20__ is the year of benefit and service of _ _. The most important duty of a sales assistant is to serve customers and sales managers. I do a good job in service, ensure the normal development of the work, and serve everyone with a sincere heart.
Second, to complete the work, the sales assistant is a very responsible position.
The company system strictly follows a series of procedures from quotation to contract confirmation, delivery and payment collection. Cherish every opportunity to contact and communicate with customers, seriously deal with each customer's calls and letters, actively cooperate with the sales manager to make timely quotations and deliver goods in time, which guarantees the company's reputation to a certain extent. In this year, more than 200 contracts were made and more than 800 goods were sold, so as not to make mistakes in work.
The establishment of documents and the formulation of systems; Because I just started to take over the work of sales assistant, I didn't complete the handover procedure, and the sales documents and workflow were quite chaotic. After several months of working practice and familiarity, I gradually classified customer contracts by year, computer data by category, and sales documents by unit. Assist the deputy general manager to modify and improve the company's system and workflow.
Third, in the past year, both ideological understanding and working ability have made great progress, but there are still some gaps and deficiencies.
1, the overall thinking of the work is not clear, so I can't take the initiative to give full play to my special skills, so I can only passively adapt to the needs of the work, and the things assigned by the company can be completed, but I can't take the initiative to lead the work, lacking the spirit of serious study and pioneering, and my daily work is busy and has not risen to a certain height, resulting in some passive states in my work.
2. The lack of professional knowledge has brought great obstacles to the usual work.
Finally, I am very grateful to _ _ _ for giving me such a big workspace and development platform in the 20th _ _ _, and thank my colleagues and leaders for their support and help in the past year.
20__ is the last year of our company's "_ _" plan, the last year when we move towards the "_ _" plan with solid steps, and the year when every employee moves towards a well-off life and realizes value. I hope that in 20__, we will cooperate better, face new tasks and new pressures with a brand-new look and a more proactive attitude, meet new challenges, play a greater role in our work and contribute to the development of the company.
4. Personal work summary of sales staff
Spring goes to winter, and in a blink of an eye, history is about to turn a new page. In the past year, under the leadership of _ _ _, with the strong support of all departments of the company, all employees of X Automobile Sales Company overcame difficulties and made great efforts to make progress, and successfully completed the sales tasks assigned by _ _ _. In the coming Spring Festival, we will make the following summary report on our work in the past 20 years:
I. Sales situation
Sales of _ _ _ units in 20__ years, with sales of each model being X33 1 unit respectively; __ 16 1 set; __3 sets; __2 sets; X394。 Of which _ _ sold 35 1 set. _ _ 497 car sales increased by 45% in 20 years (/kloc-342 cars were sold in 0/3 years).
Second, the marketing work
In order to improve the company's popularity and establish a good corporate image, while building a platform for mutual exchange, communication and friendship with customers, we attract more customers to the exhibition hall and collect more sales leads. In 20__ _, the department held auto show and test drive activities, published 34 hard advertisements in newspapers and 4 soft articles, and broadcast them on the radio 140 times, and organized sales staff to pay a positive return visit to users who have bought cars, so that customers can feel our care through the return visit. The company officially promoted and appointed _ _ as the marketing manager of X automobile sales company in X month, 20 _. Submit the marketing form on time every day during work, do your duty and contribute to the company's marketing work.
Iii. Information reporting
The report is a repetitive work, and the position is important, which is related to the audit and acceptance of X automobile sales company in the future. In order to complete this work well, I appointed _ _ as an information reporter in X, 20__. During my work, I worked hard to complete the report delivered by X Automobile Sales Company on time and accurately, and checked the inventory situation every day.
Fourth, file management.
In 20__, in order to improve the file management, I appointed _ _ as the file manager, whose main work included collecting the files of car buyers, registering the sales of vehicles, sending and receiving certificates, and summarizing and reporting the user files to X automobile sales company. During my work, I successfully completed the tasks assigned by the company according to the regulations of the company.
The above is a brief summary of the work in the past 20 years.
Recently, under the arrangement of the company, I have been consulting and studying in Qilu Sunshine for a long time. As the saying goes, a good threesome must have a teacher. After studying, I combined my previous work experience to learn from each other's strengths. Now I make the following arrangements for my work plan for 20 years:
1. Learn the business policies of automobile sales companies in detail and use them reasonably to create favorable conditions for vehicle sales in terms of price.
2. Coordinate with all departments of X Automobile Sales Company to strive for preferential policies and enhance our market competitiveness.
3. Have an early meeting every day to learn about vehicle sales, arrange daily work, accept different opinions from sales staff and learn from each other.
4. Sales staff training, with regular X class hours of training and study every month, to improve sales skills, service skills, team awareness and etiquette.
5. Increase and develop secondary sales outlets, formulate a complete sales policy for secondary outlets, and send sales personnel to our company to achieve a breakthrough in marketing and make our sales work to a higher level.
6, rational use of funds, establish high-quality inventory, strive for the use of funds.
7. Assign the sales tasks to the existing sales staff according to the sales tasks set by X Automobile Sales Company.
8. Redefine the health area and make the health duty table.
9. One-day working mode, as the saying goes, good days are hard, but good days are good.
Finally, on the occasion of the Spring Festival, please allow me, on behalf of all the sales staff of X Automobile Sales Company, to thank the company leaders and all my colleagues for their strong support and help in our work over the past 20 years. I would like to express my deep gratitude here. In the new year of 20__, we will continue to work hard and learn with an open mind. Thank you for your support with better results. Thank you again and wish you a happy New Year and a happy family.
5. Personal work summary of sales staff
As time goes by, the work becomes more and more difficult. For 20 years, the market has been in turmoil since the beginning of the year for many reasons other than work. This crisis has not only brought trouble to our sales work, but also brought a serious blow to our company and even the whole market! Faced with such a situation, our work was completely chaotic for a while, and even it was almost impossible to carry out our work later.
Although this year's work development is not so good, but for our sales, the crisis is an opportunity! We are salesmen, people who make the impossible possible! With expectation for the future and full enthusiasm, we have successfully passed this year's work and this crisis. Under such circumstances, today's achievements can not be achieved without the United efforts and struggles of our team. Now, at the end of this year, I will summarize my work in the past year as follows:
First, strengthen self-management and planning.
Faced with the difficulties in carrying out our work, as salespeople, we actively carry out our own work management under the active formulation of superior leaders. In this year's work, I first set my own goals in my work, and set my personal plan and small-stage goals for my work according to my current situation. I will improve myself step by step in my work and improve my own shortcomings according to my personal plan. In this way, I made a lot of progress in my work.
But it is impossible to talk about it closely if we want to do this plan well. Improve your ability at work, but also improve yourself ideologically in time. As a salesman, I know that the ideas and attitudes of salespeople are important factors to make the work go smoothly. So at work, I have been paying attention to improving myself and keeping myself in a working state.
Second, the work situation
As a field salesperson, my main goal is to bring benefits to the company by developing new customers. But in the early work of this year, we focused on practicing customers by telephone. Although this efficiency is not excellent, I have achieved good results in my work. Of course, this is also related to the excellent guidance of leaders in their work. This year, although the work was not easy to do, it also promoted people's desire for consumption under certain circumstances. We seized this point, actively improved the direction of products and business, seized this rare opportunity, and achieved our work objectives.
Looking back on this year, our achievements are not growth, but should be a rare experience for each of us. In next year's work, we will certainly do better!