First of all, after a year of running-in and development, the sales department has gradually matured its own sales work and expanded its own market. Pushing the business hotel into the tourism market in an all-round way has improved the visibility of the hotel and strived to create maximum economic benefits for the hotel. The following is the monthly sales summary report I compiled for you, hoping to help you!
The monthly report of sales summary (selected articles 1) x months have passed. In this month, I have gained a little through hard work. I think it is necessary to make a summary of my work in order to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better in the future. Let me briefly summarize this month's work.
I came to work in _ _ Hotel in February this year 1. Before I entered your store, I had experience in wine sales. I always seek solutions from managers and other experienced colleagues, because I am passionate about sales and I want to quickly integrate into the sales team for promotion. Now I can gradually respond to the questions mentioned by the guests clearly and fluently, accurately grasp the needs of the guests and communicate with them well, so I have a more transparent understanding of the market. While constantly learning wine brand knowledge and accumulating experience, my ability and sales level have been greatly improved, but there are also many shortcomings: I don't know enough about wine sales, I can't explain it clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with guests, we rely too much on and trust them.
In the work plan for next month, we will focus on the following tasks:
1. Under the leadership of the store manager, unite shop friends and build a relatively stable sales team with you: sales talents are the most valuable resources, and all sales achievements come from having a good sales staff. Building a united and cooperative sales team is the foundation of our store. Building a harmonious and lethal team in the future work is the main goal of me and all our shopping guides.
2. Strictly abide by the sales system: a perfect sales management system allows salespeople to exert their subjective initiative in their work, have a high sense of responsibility for their work, and improve their sense of ownership.
3. Sales target: My basic sales target is to have a sales list every day. According to the sales task assigned by the store, resolutely complete the turnover task assigned by the store, fight hard at the end of the year, and break down the task into weekly tasks and daily tasks according to the specific situation; Break down the weekly and daily sales targets to each of our shopping guides and complete the sales tasks in each time period. And strive to improve sales performance on the basis of completing sales tasks.
I think the development of our Golden Seed Wine is inseparable from the comprehensive quality of all employees, the guidance of the store manager and the team building. Establishing a good sales team and having a good working mode and working environment are the key to work.
These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
Monthly sales summary report (excerpt 2) August is an important strategic turning point for the company. The intensified price war in the domestic automobile market and the overall economic environment of national macro-control have caused great difficulties to the daily operation and development of _ company. With the joint efforts of all the staff, _ Company has made a historic breakthrough, with car sales, profits and other indicators reaching record highs. As the general manager of _ Branch, I am also honored to be awarded the "Outstanding Leadership Contribution Award". Looking back on the whole year's work, I feel that I have gained something in the following aspects and would like to share it with my colleagues in the industry.
First, strengthen the face of market competition, subdivide user groups without relying on price wars, and implement differentiated marketing.
In view of the business targets issued by the company's headquarters this year, combined with the spirit of the instructions given by the general manager at the 2000 business meeting, the branch will focus on differentiated marketing and improving the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, our Hanyang branch did not blindly enter the misunderstanding of "price war". I often say that "price is a double-edged sword", and moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We groped for a set of countermeasures:
Countermeasure 1: Strengthen the target management of the sales team.
1, service process standardization;
2. Tabular daily work;
3. Regularization of inspection work;
4. Subdivision of sales indicators;
5. Regularization of morning meetings and training meetings;
6, service indicators into the assessment.
Countermeasure 2: Make a good sales plan, segment the market and establish differentiated marketing.
1, work summary
Careful market analysis. We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation in _ _ _, we have identified four major markets: taxis, group users, university markets and scattered users. We have adopted corresponding marketing strategies for these four major markets. For the government procurement and taxi market, we have increased investment, set up a taxi sales group and a mass user group, and the branch has become the governing unit of the taxi association, making more use of the publicity of industry associations to correctly guide taxi companies and publicize brand policies. Usually take the initiative to come to the door, communicate and feedback regularly, and closely track the market dynamics. In view of the good opportunity of taxi upgrading in the market in the past two years, we have always maintained a good cooperative relationship with taxi companies, taking the initiative to learn about the taxi changing needs of taxi companies, drivers' behavior and ideological trends; Follow up with the taxi company by phone every week, and provide on-site service once a month to understand the use of new taxis and solve some common faults on the spot; Negotiate with taxi companies to provide on-site training on taxi drivers' skills and maintenance knowledge.
In view of the high level of knowledge of college students' consumers, we give priority to Picasso's recommended sales, supplemented by Citroen's brand introduction and cultural propaganda, so that they can feel Citroen's long history and rich corporate culture connotation. In addition, we have joined hands with _ University Logistics Group and successively with _ University of Technology Logistics Team to set up _ Campus Maintenance Service Point, bringing _' s services to colleges and universities, and regularly organizing free free clinics and maintenance inspections in colleges and universities, which has established a good brand image in colleges and universities and promoted the sales of colleges and universities.
Monthly Sales Work Summary Report (Selected Part 3) Salesman Work 1, Bayi expressway Work
When we first went, we were going to participate as a team. It's agreed that Zhijian will be in charge of the first few pieces, I will be in charge of the middle piece, and the old horse will be in charge of the last piece. The three of them will help each other and try to sign more profitable contracts. However, the development of the latter situation is far less than expected. Other small units strongly recommend construction units in the headquarters, which leads some construction units to refuse to report the information of China Railway Construction Co., Ltd. on the grounds that the company is too big and the price is definitely high. The situation also poses a threat to Henglitong, and we have always been very optimistic. Ma Lao worked tirelessly in 3 1 bid section and established good relations with every construction unit. However, due to the intervention of Yili and Qiaozha, the construction unit had to give up the cooperation with Henglitong under the recommendation of superior leaders and owners.
Seeing that the momentum was wrong, I reported to the office leader and suggested whether to change the strategy. At this rate, we won't sign many contracts, and the price will certainly not be too high. At this rate, even our investment can't be recovered. The work summary is the model essay on monthly work summary of sales. After repeated weighing, the leaders decided to push China Railway Construction Co., Ltd. and refused to enter small units on the grounds of its large scale, good quality and excellent reputation. With the support of the office leaders, I began to communicate with some leaders of the owners. Under the condition of quality first, the owner basically accepted my suggestion and asked the construction unit to conduct public bidding, changing the previous lowest bid winning mode into comprehensive bid evaluation mode, and changing the price from 70 points to 30 points. Even if the price of China Railway Construction is half that of small units, our price score is 15, but our equipment, personnel and performance. But this has dealt a big blow to Ma Lao and Zhijian, who have worked hard for nearly a year. I feel uneasy, too. There is no way. I hope I can understand.
Salesman's job II. Installation of expansion joints in expressway, southern Guangdong
With the joint efforts of our large team of more than 65,438+000 people, it was successfully completed at the end of 20__ in three months, which is the first time that our expansion joint installation has achieved benefits. Talking about individuals in southern Guangdong, I also learned a lot, including the arrangement of foundation completion data and survey data. The fly in the ointment is that Yuenan's payment strength is not so good. The payment was 4 million years ago, and now there are still more than 8 million in arrears, because the owner's document approving the increase of engineering quantity has just come down, which leads to the second survey has not been completed.
The next step is to continue to develop in this field, and do everything possible to let China Railway Construction win the first contract at the first public bid opening, so that the following salesman work will be easy to do. The first principle of signing a contract is never to sign an unprofitable contract on the condition of reducing the price, so as to maximize the profit.
A salesman's job. Suggestions from the company team
I have always been happy to work and live in such a group. As a salesman, I also have some regrets. No matter for what reason or purpose, it is really a great fate to be together today (especially for me), but there will always be some contradictions because of personal interests, which is inevitable, but what we have to think about is how to solve them happily. As the saying goes, "big things turn into small things." Why do we always make small things big? In fact, there is often a lack of communication, and I hope to communicate more in the future.
Generally speaking, I have gained a lot in the past 20 years, learned a lot of sales skills, summed up a lot of experience, and found my own shortcomings. When the new year comes, I will fully adjust my state and make a detailed work plan in order to break through 20 years and reach a new height.
It's been more than a month since the monthly sales summary report (excerpt from the fourth part) was reported to the new company. In this month, life seems tense, but orderly. Just entering the company, everything is brand new and needs to be re-recognized and understood; Confidence comes from understanding, understanding our industry, our company and our products; The platform provided by the company is very large and the product advantages are obvious. Such a good platform depends on how to play.
Life is a process of continuous growth, and the most important decision in this life is to decide who to grow with! It is an honor to join our company and grow with the help of leaders and colleagues. I am very grateful to the leaders and colleagues for their selfless transfer of experience to me. Their experiences of success and failure are my best teachers. By learning their experience and knowledge, I can greatly reduce my own mistakes and shorten the exploration time. On such a positive platform of the company, as a novice, I must learn more, see more and do more!
The management mode of the company is very humanized, adapting to local conditions and teaching students in accordance with their aptitude; For more than a month, the company didn't make any demands on me. I can play freely and show my talents. The company will arrange a job that suits you according to your actual ability.
A few days before I joined the company, my leaders and colleagues took me to visit customers and often showed me the whole sales process consciously. Then, give me a careful analysis, from finding projects, meeting customers, and communicating with customers, every step, every link, and every item can be carefully analyzed, so that I can deeply understand, be familiar with the company's products, and understand the company's operating conditions.
A few days later, I began to expand my peripheral business independently. I am a person who can't stand loneliness. I like doing business, dealing with people and socializing. See that people never know each other and finally become friends; I look at one project by myself and dig it out bit by bit until I make a business. I enjoy this process very much!
I always like to do sales work, like challenges and self-challenges. Although my experience and experience are limited, I always insist on doing everything with my heart! Successful salespeople are people who dare to stick to their goals.
In the future work, I will strive to improve my own quality, overcome my own shortcomings, and work in the following directions:
(1) Develop the habit of learning;
The first product sold by the salesperson is the salesperson himself; Every successful salesperson can always have a lot of knowledge with his customers, which is inseparable from the knowledge and insight of the salesperson himself. How much knowledge and courage, how many patterns. I still lack this aspect, so I must keep learning. This is a process of continuous self-summary and accumulation. I want to study purposefully and constantly enrich myself!
(2) Have a sense of responsibility;
Constantly exercise your courage and perseverance, improve your ability to solve practical problems, adhere to the sense of responsibility to the company, customers and yourself in the work process, and treat every day positively, enthusiastically and seriously! If you can't, you have to! If you must, you can!
(3) Being good at summarizing and self-summarizing;
The ability to grasp and analyze the market in my work is still immature and lacking, so all these need me to sum up, improve and strengthen in my future work. Now my understanding of sales is only superficial, let alone my ability to grasp the market, so I will work harder and harder than others to constantly improve myself.
Monthly sales summary report (selected fifth) X month is about to pass. In this month's time, through hard work, I have gained a little, and 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 in the future. Let me briefly summarize this month's work.
I came to work in _ _ _ men's clothing store on _ _ _ _. Before I entered your store, I had experience in selling women's clothes, but just because of my enthusiasm for sales, I lacked sales experience and industry knowledge in men's wear industry. In order to quickly integrate into the men's wear sales team, everything started from scratch after arriving at the store. While learning the knowledge of men's wear brands, while exploring the market, I encountered difficulties and problems in sales and clothing. I often consult the store manager and other experienced colleagues to seek solutions to problems, and study targeted strategies for some difficult guests, which has achieved good results. Now I can gradually respond to the questions mentioned by the guests clearly and fluently, accurately grasp the needs of the guests and communicate with them well, so I have a more transparent understanding of the market. While constantly learning the knowledge of men's wear brands and accumulating experience, my ability and sales level have been greatly improved. At the same time, there are many shortcomings, such as lack of in-depth understanding of men's wear market sales and weak grasp of men's wear technical problems (such as texture, how to clean and iron, etc.). ), can't explain clearly to customers, and can't come up with a good solution for some big problems quickly. In the process of communicating with guests, we rely too much on and trust them.
1. Under the leadership of the store manager, unite shop friends and build a relatively stable sales team with you. Sales talent is the most precious resource. All sales achievements come from having an excellent sales team. Building a united and cooperative sales team is the foundation of our store. In the future work, building a lethal _ _ team is the main goal of me and all our shopping guides.
2, strictly abide by the sales system, perfect sales management system is to let the sales staff play a subjective initiative in the work, have a high sense of responsibility for the work, improve the sales staff's sense of ownership. This is the premise for us to complete the turnover of X million within X months. I firmly abide by the rules and regulations in the store.
3. Develop the habit of finding problems, summing up problems and constantly improving yourself. The purpose of finding and summarizing 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 sales ability to a new level.
4, sales target, the most basic of my sales target is to have a sales list every day. According to the sales task assigned by the store, resolutely complete the X million turnover task assigned by the store, and fight hard at the end of the year, and break down the task into weekly tasks and daily tasks according to the specific situation; Break down the weekly and daily sales targets to each of our shopping guides and complete the sales tasks in each time period. And strive to improve sales performance on the basis of completing sales tasks.
I think the development of our men's clothing store is inseparable from the comprehensive quality of all employees, the guidance of the store manager and team building. Establishing a good sales team and having a good working mode and working environment are the key to work.
As a salesperson, I always remember that treating every customer as my own relative will make customers feel close to us and make us closer to them. Then I enthusiastically introduced each of our products to our customers. My feeling is that I am not selling products to customers, but choosing every product that suits my relatives.
Insist on studying every day and follow the principle of "never too old to learn". Through studying, I can gradually enhance my self-confidence. I achieved good results in sales of X in 10.
But it is still far from my goal, and I strive to exceed the goal set by the company. Everyone consciously joined the big group of the company. While working hard, we should have some experience, especially a good example of success, which will be of great help to our performance.
First, we should receive customers attentively and never give up until the last moment. Even if customers try a lot, we should be patient. We will encourage them as long as they want to try.
Second, when a customer wants us to be a consultant, we should be his friends and help him choose the right goods, not what he wants. In this way, customers will put on comfortable clothes and bring their relatives and friends.
X month didn't do well in this respect, and the feeling of being perfunctory was really hard. For new customers, we must act in full accordance with the contract specifications. Get the trust and support of new customers as soon as possible. Personal sales monthly report
Insist on learning product knowledge and improve your business level. Things have been changing. I need to constantly add new knowledge to enrich myself. Insist on going out for a walk, keep frequent and effective communication with customers, and truly understand what products customers need.