Personal annual advertising work summary 1 Since I entered xx advertising, I have been deeply infected by xx's entrepreneurial spirit.
Create possibilities with your heart; Be a sincere person, love customers, strive for goals, and never make excuses. Although the words are simple, every sentence is the essence, and what is conveyed to us is the spirit of xx. And this spirit affects everyone and infects everyone. What I realized when I entered xx was a different corporate style. She is young, energetic, rigorous, pragmatic and positive!
The company is like a school, and what we feel here is the atmosphere of the school. I remember when I first came here, the company was holding a creative competition, and we divided everyone into different groups to make plans. Finally, we study together, and professional teachers put forward opinions to correct us and make each group's plan more perfect. The company will also invite professional teachers to give you training from time to time and organize us to study Disciples Rules. All this is done by the company for each of us, and I am grateful to be in such a working environment.
At the same time, I am deeply aware of the importance of every department in the company and the importance of teamwork. When I first started this job, I was also full of confidence. However, when I really entered the work, I found that I had so many shortcomings.
Because I am different from my previous work experience and I am not very familiar with this new workflow, I had many problems at the beginning of my work, and at the same time I exposed many of my own problems, such as lack of communication skills, impatience and so on. I even began to doubt my ability for a time, but I didn't give up and back down because of it.
In my usual work, I cherish every opportunity to communicate with the media and record the content of every communication. If there is anything wrong, the local leaders will help me correct it, where is the phone problem, what should I do in the future, and so on. And in my working life, I learn from experienced colleagues who have worked for a long time, and they also patiently guide me.
After a period of training, my communication level has made great progress. Being able to communicate with media people and write media plans independently, my own problems are gradually being corrected. Although there are still some problems, I believe that anything is possible with your heart! And all my progress is inseparable from the deep help of my colleagues around me. Thanks to my leader xx and my colleague xx, who took me step by step into the media industry! It is they who correct the problems in my work one by one. I am deeply grateful to them! Of course, the improvement of my working ability does not mean stagnation. In my future work, I will be more strict with myself and strive for greater progress.
Mentality determines everything. When a person is in a state of high tension, even if he is very careful, it is useless. This is my initial working state. I didn't put my position right, I couldn't let myself go, and I didn't really integrate into xx. When a person is engaged in a job, it is terrible to work for the sake of work, because without heart, I don't really understand the meaning of work. When you integrate yourself with the industry you are engaged in, you can truly love one thing and achieve something. Maybe, now I dare not say that I really did well enough, but I will try to do better.
In the past two months, as a member of the company, what I can do is to change my working ideas and adapt to the new working methods in the shortest time. At work, we have to provide media prices to colleagues in various business divisions and business departments, and also communicate with the media to coordinate prices, which requires a very strict face. Because we want to maximize the interests of the company, the price must be accurate! Can't make a mistake, because it will involve the interests of the company!
At the same time, we must provide media monitoring reports and media evaluation programs. At first, I was completely unfamiliar with that field. Through constant exploration, I gradually became familiar with how to better write a complete monitoring report and a complete evaluation plan, and make every correction carefully to contribute to my colleagues' work progress.
Sometimes I feel very tired and even a little confused, but I insist on it all the time and see that the constantly revised plan has been recognized by my colleagues. I know what we have done is very meaningful, because my hard work has not been in vain, and the contents of the report I have monitored can bring more practical information to colleagues in various business development departments and business departments. "Pay will be rewarded", and our labor has been recognized by everyone. This is our harvest and motivation.
I majored in film and television in the four-year university, so I can say that I have certain advantages in this job, but I am more interested in learning theory than practice. After entering Wang's advertisement, I have a deeper understanding and understanding of the media industry.
Time flies like a meteor in the sky. I hope I can seize this short moment. Unconsciously, I have been working in * * pharmaceutical company for a month. Looking back on the work during this period, I make the following summary.
One: the change of ideas
Concept can be said to be a relatively fixed thing, and a person must go through a long-term ideological struggle to change his original concept. Although sales are one thing. However, different products face different adaptation groups and different consumer groups. Different companies have different sales models. We must change from passive work to active customer development and many other ideas.
Two: the implementation of job responsibilities.
As a salesman, his job responsibilities are: 1, doing everything possible to accomplish regional sales tasks; 2. Strive to complete the requirements in the sales management measures; 3. Be responsible for strictly implementing all procedures of products; 4. Actively and extensively collect market information and report to leaders in time; 5. Strictly abide by the rules and regulations of the company; 6. Have a high degree of professionalism and a high sense of ownership; 7, complete other work assigned by the leadership. Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding that my actions conform to the terms of my duties. First, I can start with product knowledge, carefully analyze market information while understanding product knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions, analyze the market situation, existing problems and countermeasures, so that in my daily work, after receiving the tasks assigned by the leaders, I actively start and finish the tasks on time on the premise of ensuring the quality of work.
Third, clarify the task objectives and strive to complete them on time with good quality and quantity.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should take the initiative to understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit. On the other hand, I want to actively think about and supplement the marketing model.
Fourth, the current market analysis:
Cloud has only one customer working in Kunming. Take three goods in March; Get three goods in August. Tiopronin injection Kunming and Guizhou Plateau are economically backward. But the market potential is huge. Generally speaking, Guizhou market is developing better than Yunnan market. Yunnan market: customers of cefixime chewable tablets produced by * * * * ate two tablets in March. Guizhou market: Cefoxime chewable tablets have three customers in Zunyi, Guizhou, and tiopronin injection has customers in Taiyi, Kang Xin, Minsheng and Zunyi respectively. Among them, the cumulative annual sales volume of Kang Xin in Guizhou reached 14, but the sales volume in other regions was not satisfactory. Judging from the above sales data, Yunnan is basically a blank market. Cefexoxime chewable tablets are basically blank in Guizhou. Tiopronin occupies less than one-third of the market share in Guizhou. Judging from the economic and market norms of the two places, Yunnan has an advantage over Guizhou. From the product structure, cefixime chewable tablets go to the terminal. Tiopronin injection and betaxolol hydrochloride eye drops can only be used clinically. (All clinical varieties need to win the bid when they enter the hospital, and the early development time is long). The situation is also quite grim.
Five, xx area work ideas
1, for old customers and regular customers, we should always keep in touch and do a good job in customer relations.
2. While having old customers, we should constantly obtain more customer information from various media. (suggestion: all ways to contact the outside world are ok; Such as QQ, universal communication, e-mail)
3. If you want to have a good performance, you must strengthen your business study, broaden your horizons, enrich your knowledge, adopt diversified forms, and combine learning business with communication skills.
Six, this year, I have the following requirements for myself:
1, more than 2 new customers are added every week, and there are 3 to 6 potential customers.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct next time.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no customer's concealment and deception, so there will be no loyal customers. On some issues, you and your customers always agree.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Work attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company.
7. When customers encounter problems, they must try their best to help them solve them. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. Always say to yourself, you are, you are unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
9, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
10. For this year's sales task, I will strive to complete the task amount of 800 to150,000 yuan per month, and create more profits for the company.
Summary of Personal Annual Advertising Work 3 Since 1980s, driven by social and economic development, China's advertising industry has achieved rapid development. Some small advertising companies have sprung up like mushrooms after rain. Compared with well-known advertising companies, these small advertising companies not only need excellent creative planning and design standards, but also need business expansion and continuation. In addition, the dominant position of advertisers has become increasingly prominent, and the competition in the advertising industry has become increasingly fierce, making it increasingly difficult for small advertising companies to survive.
The business of small advertising companies basically relies on the personal resources of the company's bosses and employees to develop their business, and there are no fixed business personnel. Basically, no advertisers take the initiative to come to the door, so the main support point to support the development of such small advertising companies is to grasp the existing advertising business. This paper does not involve how to develop business, mainly aiming at the existing business, how to track and protect it, how to prevent business loss, and how to gradually improve the overall strength and scale of advertising companies.
First, reasonable management.
1, reasonable working hours, advertising companies often work overtime and stay up late. There is no denying that the working hours at night are the most efficient, so the working hours in the morning can be relaxed appropriately to give employees reasonable and humanized working hours.
2. Regarding the arrangement of the division of work, we should arrange the division of work reasonably according to the restrictions of work and working hours, so that the responsibility should be borne by individuals to prevent the occurrence of the "monkey" phenomenon. At the same time, we should pay attention to the task belonging to one person and let one person complete it, instead of arranging two or three people to do it because someone is free, which will indirectly lead to low work efficiency and scattered responsibility points.
3, work environment management, reasonably empty the work environment, don't let employees feel depressed because of the dead working environment, and the work efficiency will naturally be low, but you can't let the voices of KTV and QQ keep jumping, and the work efficiency can be imagined.
Second, customer service.
1, communication, effective communication with customers is the most effective way to work. The project is ultimately aimed at consumers, so it is inevitable according to market demand, but it needs to be recognized by customers first. Therefore, we can only guide customers as much as possible, but we can't impose our consciousness on customers, which will cause contradictions between the two sides and eventually lead to the termination of cooperation.
2, planning, planning is the primary work of a project, according to the needs of customers, targeted design. Effective planning is to accurately grasp the positioning of the project and market demand, so that the works designed on this basis are feasible, rather than imaginative.
3, design, must come from reality, and can not be divorced from reality, while not losing creativity, must have a unique vision, brand-new display.
4, the principle of punctuality, make an appointment to communicate with customers before meeting, arrange the time reasonably, and ensure the appointment is on time.
5, execution, this is the later stage of the project, execution directly affects the success of the advertising company's works, customers will not realize that their execution is not in place, but will feel that there is something wrong with the company's project planning and design, thus affecting future cooperation.
Third, retain employees.
Analyze the two main purposes of employees' work: 1, making money to make a living; Step 2 learn things
The most effective way to retain employees:
1, reasonable salary distribution
2. Training brings new knowledge.
Reasonable economic distribution can effectively reduce the friction between employees and their own dissatisfaction.
Training is also a powerful weapon to retain employees. Training groups can be set up to bring new knowledge to employees, and some customers can also be invited as training lecturers to exchange and learn, which can alleviate the feeling that employees can't learn anything at work.
Fourth, finally, scientific and reasonable planning and positioning.
Advertising companies have achieved the development of many enterprises, and we can't ignore our reasonable positioning planning. According to their actual situation, resource strength and development direction, we should formulate scientific and feasible strategic planning suitable for the development of our advertising company.
The way out for small advertising companies is to retain employees, serve customers sincerely and effectively, and strictly implement their own positioning route.
Walking in the street, we can often see many small advertising companies. Most of these so-called advertising companies are engaged in simple operations such as copying, printing and making business cards, and their living conditions are worrying. Some medium-sized advertising companies are also struggling under the pressure of foreign international advertising companies, and most of them rely on relationships to survive. Where is the way out for small and medium-sized advertising companies?
First, the correct positioning to find the right market positioning
Advertising companies are well versed in positioning theory, successfully positioning other enterprises, brands and products to help them stand out in the fierce competition market. However, many advertising companies ignore the importance of their own positioning. If the advertising company doesn't know its own market positioning, customers can't understand the advertising company, resulting in the unreasonable loss of customers. The high homogeneity among advertising companies not only makes it difficult for customers to choose agents, but also intensifies market competition and makes it more difficult to operate. Although some small and medium-sized advertising companies are not strong, if they can assess the situation, do what they can, occupy a place through positioning and gain a foothold in the market through differentiated marketing, I believe there will be good room for development.
Second, adjust positioning to cope with changes in the market and enterprises.
The positioning of advertising companies is not once and for all, and should be adjusted accordingly with the changes of the market and the company itself. Nowadays, the advertising industry is in the growth stage, and the advertising market is fully open. The rapid development of economy, the change of social consumption concept and the improvement of people's consumption level, the application of emerging media technology, the rapid dissemination of information, the innovative requirements of advertisers' marketing communication and the constant changes of audience groups will all drive the development of advertising industry, promote the subdivision of advertising market and the refinement of advertising division of labor, thus lengthening the industrial chain of advertising industry and opening up new areas of advertising management. These factors have prompted advertising companies to constantly examine their own development plans and corporate positioning, and make corresponding adjustments in view of the changes in the living environment and the advertising industry itself.
Third, form a competitive advantage with core competitiveness.
Building core competitiveness has the advantage of occupying the commanding heights of the market. So, what kind of strength can become the core competitiveness? The diversity of advertising companies determines the diversity of core competitiveness, and the profit model of core competitiveness is mainly composed of six resources: media, creativity, production, special people, service and information. The promotion of competitiveness and the effective play of core competitiveness will help to narrow the gap between local advertising companies and international advertising companies, and at the same time promote the cooperation between companies and the integration of superior resources.
In today's market environment, the vast majority of China enterprises, whether small or medium-sized enterprises or large enterprises, cannot succeed by advertising alone. Xx years ago, because the market noise was low and the products were in short supply, as long as you took an advertisement and dared to put it in, you could make the products sell well.
But today, almost all products are in an era of surplus, and the power of advertising is not so great. Advertisements recognized by enterprises and advertising companies are not so powerful for consumers. Investment of 50 million yuan, the effect is not good; An additional 50 million yuan is still not necessarily effective.
If there is a problem in any link, it is impossible to achieve ideal sales. The burden of selling a product is only on advertising, which is not only unfair but also unrealistic. Then, the problem came out. It stands to reason that an enterprise should plan its own team, channel network and terminal layout. Do it yourself, or hire a professional GU M: NL ǐ consulting company to complete it. But the reality is that most domestic enterprises don't realize it, or don't have extra money to go to Gu M: NL ǐ consulting company and throw these topics that are not included in traditional advertising business to advertising companies either explicitly or implicitly. The so-called uncertainty means that they want to cooperate with advertising companies and must sell their products well. If it sells well, it means that the cooperation is successful; If the sales are not good, the cooperation will fail. And advertising companies do not solve the above problems, products can not sell well. For most advertising companies at present, their core values are creativity and execution.
I know little or nothing about teams, strategies and terminal channels. So, should they meet this challenge, break through the traditional creativity and execution, and get involved in all aspects? In my opinion, if an advertising company wants to be more valuable in the enterprise, whether it is willing or not, I am afraid it will go to this step, deep or shallow. Because enterprises and advertising companies cooperate, what they want is the final result. No matter how good your idea is, if the final sales volume is not reached, you are still in danger of being completely rejected. You may have suffered injustice, but the result is that enterprises feel that spending money is more unfair. In fact, now more and more enterprises pay more attention to the planning ability of advertising companies, not just the creative ability. At this time, the requirements for the quality of advertising company personnel are much higher than before. In other words, the people in the advertising company worked harder. You should know more, because you should learn more, otherwise, you are worthless. For example, in the past, the copywriting of advertising companies ignored the market and did not understand the sales process. After the product flows out of the market, he doesn't care where to go step by step, where to go step by step, how many times the first-level supplier deducts it, and how many times the second-level supplier deducts it. But now you ask him to write the plan of the dealer conference, but he can't write it, and he can't do it without studying. Therefore, I said that our advertising graduate can write general copywriting, and it is difficult for him to write a copywriting with real sales force and real market value. We can't do it without transformation, but this transformation is very painful and such talents are very hard to find. Of course, if this transformation is very difficult, we can also stick to the so-called traditional advertising, that is, only do creativity and performance, while ignoring the headache of channel team and terminal construction. This is also an option. But if this is such a choice, then you should be calm, don't complain that the company gives you too little money, and be prepared for it. Because in the current market situation in China, your creativity and performance may only be worth this money. You should have a peaceful mind. I think that everything should proceed from reality. Why do we always advocate Mao Zedong-style planning? Because his most important point is to proceed from facts, seek truth from facts and analyze specific problems. Don't worry about books or great theories, it's important to look at the facts.
China's early advertisements accepted too many things from the West. Now, it's time to be realistic. No matter how good the theory is, it is also inconsistent with the facts. We should adjust it according to the facts and learn from it, and then maybe we can find a really effective method. Regardless of theories, they are all summed up from facts. As a truly confident industry, you don't have to always look at how developed countries go, that is, how to use them. Because the development of market economy in China is completely different from that in the West. There are many phenomena in China market that cannot be explained by western economic theory. We have many original things, first practice, then theory. We don't need to find a proof in western theory to do one thing now. We should do something with more confidence. As long as the result is good, there will be no problem, so we should make bold progress. So is the theory. At first, it was thought that the advertising theory in developed countries must be good, and many people spared no effort to spread and advocate it on various occasions. In fact, my good things have been submerged, weakened, and even have no sound at all, which is a great pity. It can be seen that culture is also aggressive, terrible and exciting. Everything new and vital has changed from non-mainstream to mainstream. And its vitality is the tangible effect it brings to people. Everything depends on facts, not so-called theories. Goethe put it well: "All theories are gray, and the tree of life is evergreen!" " "
In a blink of an eye, all the opportunities and challenges have passed, and we have ushered in a brand-new one. During this year, with the help of company leaders and colleagues, I have made some progress in all aspects of my work. I deeply feel that as a "xx person" and an "advertiser", I have deep and strong feelings.
20xx 10 to the company. In the second half of the year, according to the instructions of the leaders, I was responsible for the business development department of xx advertising company as the department manager. Over the past six months, with the help of leaders and the support of colleagues, we have made certain achievements in our work. Here, the main work is described as follows:
I. Completion of the plan
Xx advertising plans to complete sales of xx yuan throughout the year; Actually completed xx yuan, but failed to complete the annual sales plan.
Second, strengthen their professional quality and management ability.
Through continuous study and practice, do a good job in the basic knowledge and skills of a department manager.
The job of advertising company is to "focus on xx project and actively expand new marketing business". On the xx project, the business development department assisted the company to complete the second phase of the xx project, mainly including: the approval of the second phase of xx, the concert of xx, the exhibition of xx, the exhibition hall of xx and the distribution office of xx.
Other projects mainly include: xx offshore business promotion conference, design and production of xx office atlas, design and production of district government atlas, distributor chamber of commerce of liquor enterprises, xx award party, xx handbag, district government software release conference, vocational college atlas, the tenth anniversary of customs clearance of xx, xx, etc. At the same time, I actively participated in the training organized by the group and the company, and gained a deeper understanding and mastery of the management outline, company rules and regulations, basic knowledge of real estate, telemarketing, media marketing and business etiquette. , thus enhancing my working ability, enriching my experience, broadening my horizons, and having a further understanding of the company's corporate culture and business philosophy.
In my daily work, I gradually mastered the organization, operation process, venue layout and every detail involved in various activities, improved my professional knowledge and effective experience of activities, and truly realized the weight of "creating value for customers". But as the manager of business development department, I need to master extensive knowledge and operational experience, which is my own deficiency. I need to continue to strengthen my learning ability and accumulate management experience.
Third, adhere to the concept of "creating value for customers" and constantly update service means; Consolidate old customers and attract new customers
Advertising company in Yantai is a fierce and immature industry, with high transparency in the primary market and fierce price competition, which has a great impact on our business.
While expanding the outsourcing units, the Business Development Department has continuously improved the professional level of customer service and product quality, and established and implemented a "reminder" service system, which effectively curbed the trend of price competition to a certain extent.
However, under the premise of more and more transparent advertising business and operation, the company has repeatedly seen the phenomenon that the activity plan is "fixed" and the list is lost. So I strengthened my knowledge about printing and activities, studied all the problems in this area as much as possible, improved my own quality, and was ahead of other advertising companies in professional knowledge, thus establishing a good corporate image for the company.
Fourth, form an internal communication mechanism of "summing up problems and improving ourselves". Guided by market demand, improve work efficiency
The work of advertising companies is more complicated, especially in terms of activities, and there are many jobs that need to be coordinated. In these work, I pay attention to establish a harmonious relationship with design and various outsourcing units in order to carry out my work.
Strengthen their own execution and improve work efficiency. As the manager of business development department, due to many foreign cooperation and complicated affairs, in order to successfully complete the work and improve work efficiency, we must adhere to the work flow and company regulations and insist on not doing anything that violates the system. As long as you do this, you can be called responsible for the company, the department and yourself.
Problems in verb (abbreviation of verb) and future work plan
Looking back on my work in the past six months, I found that there are still many shortcomings and deficiencies:
First of all, due to lack of work experience and simple working methods, dealing with some problems is not calm enough.
Secondly, the level of business theory and management ability need to be further improved. Third, advertising expertise needs a lot of learning to enrich and improve its knowledge base.
These shortcomings need further improvement and research.
In my work, I am determined to:
First of all, I want to strengthen the study of professional knowledge, work and management experience, constantly improve my professional quality and management level, and raise my comprehensive quality to a new level.
Secondly, strengthen the sense of responsibility and crisis, and improve the level of completing the work. For the company's new year's work to a new level, to a higher level to contribute their own strength.
Thirdly, the mainstream direction of advertising company's business development has been unresolved, which has become the shackles of business development. Solving the development direction of advertising companies is the top priority of the work.
This will also be the premise of completing the company's annual planned profit target. Finding my own media, directing production with creativity and effectively integrating with other brother companies will be the direction of my efforts.
Summary:
"The market is the worst coach, and the game has already started before warming up. A considerable part of the result of the competition lies in our understanding and subjective initiative.
At the same time, the market is also the best coach who can teach us skills and development opportunities without training. The key is whether the market participants' vision is long-term and whether their character can stand the test.