Summary of channel manager's work 1 I'm glad to have the opportunity to join xxx, so that I can have a good platform to show myself in such a big family full of activities, confidence and strong perceptual culture; Give play to one's own advantages and make up for one's own shortcomings; Constantly accumulate your own business experience and life truth, and make contributions to xx! At this time, my heart is full of infinite gratitude and expectation!
It has been one year since I joined xxx on XX, XX, and at the end of this year, my nephew summarized his work in the past year as follows:
First, the system product knowledge accumulation
As I just joined the building materials sales industry, I have a basic process to know and understand the company's products. From the development trend of pipe fittings, plumbing pendants and floor heating to the expansion of Warfield bathroom products, I have been constantly explaining a problem: the company's benign development and growth!
Second, the exploration and construction of business channels.
The sales areas I am responsible for are: xx, xx, xx. From the initial visit to the second purchase channel, * * * has accumulated xx effective customers, including X Class A stores and the rest B customers. One of the stores is a big customer, with a total purchase of xx thousand a year, mainly based on temperature control valves, and plans to make a water heating series at the end of the year or early next year. The customer situation of xx customers is relatively stable, and next year's product sales will increase more products.
Third, brand building is particularly important.
In xx's series of products, the product positioning of "We only do high quality" fully demonstrates the company's foresight, and customers have also given high praise. Every floor drain, every hose, every angle valve and every meter of pipeline embodies the company's self-monitoring and protection of customers from production to sales to after-sales service. Of course, the brand can not be established overnight, relying on implementation, relying on word of mouth, relying on the efforts and dedication of our xx team!
Fourth, the customer is always God.
On the premise of ensuring the company's interests, every question raised by every customer is our attention. Whether it is product improvement or marketing, customers will help us provide valuable advice. So when I encounter a problem, I will think about the solution from the customer's perspective. Of course, customers will appreciate it, and at the same time, it will increase the customer relationship with customers. It is natural to purchase goods.
Verb (abbreviation of verb) sales statistics
By the end of xx, the accumulated sales return in the area I was responsible for was more than XX yuan, and the products sold locally also gained a certain market share, and the dealers were satisfied.
To sum up, it is my own summary of the development of the company, the market and the customers in the past year. Indeed, I have many shortcomings in my work. Under the positive influence of the company's corporate culture, I improved myself with the help of my colleagues, and better integrated into the big family of xx, becoming a qualified family member.
Summary of Channel Manager's Work 2 Looking back on my work this year, with the support and help of leaders and colleagues, I strictly demand myself to actively complete my work according to the requirements and assigned tasks of the company's superiors. Through this year's study and work, my work mode has made a new breakthrough, my skills and experience have been further improved, and my work style has also changed greatly. Specifically, there are the following points:
First, have good work performance.
This year, I opened the xx base station transmission equipment 1xx terminal, optimized the xx network loop, cut over the xx network many times, and worked safely and without accidents all year round, which was praised and praised by the supervision company and XX company many times. This year, I was also rated as an outstanding advanced individual by XX Company.
Second, we should have a correct working attitude.
Insist on self-reflection in thought and strive to improve personality. No matter what the circumstances, I demand myself from the top with morality, and abiding by professional ethics is the basic prerequisite for being qualified for this job. No matter when and where, I always follow the creed of being strict with the law and abide by it seriously. In addition, love and dedication is the key to doing a good job. Dedication means doing a good job, doing every little thing well, grasping every minute, not accumulating steps, not even accumulating steps, not being good at small things, how to achieve great things, starting from me, starting from small things, starting from now.
Three, have a good work style and skilled technical skills.
In work and study, I have a solid style, care for my subordinates, unite with my comrades, pay attention to details, pursue perfection, make no excuses, and earnestly perform my duties. As a professional communication technician, besides having professional knowledge and skills, it is very important to be careful and pay attention to details. The difference in details is small, and the result is far away. Whether doing things or being a person, we must understand that details determine success or failure, and strive for perfection to achieve good results.
Because I feel that my burden is heavy and my knowledge and ability are still limited, I have never dared to treat it lightly. I have been studying, learning from books, learning from leaders around me and learning from colleagues. So I feel like I'm making progress. After continuous study and accumulation, I can calmly cope with the normal work in my daily work. I can treat my work tasks with a correct attitude, love my job, work hard to implement it in practical work, actively improve my own quality, and strive for the initiative of my work, so that I have a strong sense of professionalism and responsibility and strive to improve my work efficiency and quality.
Fourth, have a good team spirit.
Effective teamwork can improve work efficiency. To this end, I not only work hard by myself, but also get along well with my colleagues. In addition to learning from each other at work, I often have heart-to-heart talks with my colleagues in my life, understand their inner thoughts, give advice to each other and find ways. Some colleagues, because of lack of technical experience, not only affected their own work efficiency, but also affected the work efficiency of the whole department. But I take the initiative to teach them and explain all aspects of technical knowledge in their work, so that they can have a new understanding and understanding of their daily work, be able to complete various tasks independently and continuously improve their work efficiency.
20XX is a thing of the past. In the new year of 20XX, I am determined to make persistent efforts, base myself on my own work, take strict requirements as the criterion, forge ahead and make greater contributions to the company.
First of all, as a tribute to the channel management department, I would like to pay tribute to another wonderful performance gradient growth year of the company in 20xx! Calm, but not unexpected. The company is like a character precipitated by the growth of the same person, and the power of breaking the game is hidden under the quiet appearance! With the successful conclusion of xx Company's 20202 1 year-end party and 20xx New Year's Day celebration, my annual work is summarized as follows:
Macroscopically speaking, this year was originally the late autumn of the industry, but our company has experienced the fiery taste of summer from autumn, and it is an honor to implement the scheduled plan step by step. The natural month of 12 in 20xx passed away, and I gained a lot of work experience and wisdom in dealing with the world, as well as the trust of the company and customers. See through the back of the paper, "insight into the customer's heart, avoid reality and be empty", grasp the sales focus, make friends carefully, and make a down-to-earth market. Our customers are our friends. They may still be enjoying their sleep when the natural disaster strikes, and the enthusiasm of customers definitely needs stimulation to improve. Without big channel incentives and channel incentive policies and measures, the Group of Eight in the 28 th Theorem will remain motionless without exception-waiting to be squeezed and eaten by competitors. As a channel manager, my job is to try my best to wake them up and tell them that they must implement the dealer management system and policies, actively expand and change the store management model, and finally complete the reference rule of self-help.
The following are six parts of my report:
I. Hardware Outdoor Promotion Activities
20xx 10 month, began to fully cooperate with xx customers to hold the xx Hardware Exhibition of China International (xx) Door Expo. The activity received the full cooperation and support of xx dealers and companies. The on-site exhibition went smoothly, and my personal ability was tested in the activity. I hope this kind of activity can be further developed in the future. The atmosphere of the event was decorated with warm makeup spots, and the theme of the event was outstanding and the scale was grand. After the curtain call of the program on the same day, the wedding ceremony of the banquet hall attracted wide attention from the decoration colleagues in xx area, the decoration company in xx area and the woodworking group.
Second, the annual work target plan part
In the month of 20xx, the annual distribution agreement of 20xx was formulated, signed and implemented. In this process, through two-way communication with customers, the annual growth plan of distribution was finally determined, and more than xx customers successfully signed annual cooperation agreements, and said that they would strive to complete the objectives and tasks during the year. Compared with 20xx, the overall distributor's customer target completion rate has made good progress. In total, X regions have successfully achieved their sales targets, and some customers have exceeded their targets by a large amount. These sales figures are exciting. We are already on the road of 20xx, and we are looking forward to the New Year greetings!
Third, the maintenance and management of market order.
In 20xx, customers began to adjust and rectify the market. Customer adjustment in xx area is a smooth and instructive thing in a year. In this process, I participated in the company's customer adjustment plan, personally carried out the work according to the predetermined plan, and finally, with everyone's full cooperation, the matter of changing customers was settled.
Fourth, the channel construction work part
Starting from 20xx, with the personal mastery of the relevant business foundation and the gradual enrichment of product professional knowledge, individuals working in newly opened stores gradually participated in the process independently. Personally, I have basically mastered the process of building a specialty store, the essentials of building a store, the implementation of VI standards, the assistance and guidance of building a store, and the on-site layout of the overall store.
Verb (abbreviation of verb) The expansion and construction of hardware network channels
The construction of xx website started from X this year. The recommendation of internal system of trouser rack products has been accepted by some customers. Fully understand the product characteristics, and determine the market positioning and competitive advantage of the product by comparing with the main competitors. Nakajima's suggestion on the display of trouser rack products was put forward and finally implemented, which greatly accelerated the speed of goods distribution and laid the foundation for the future terminal image construction. I hope that in the new year, I can make better use of network resources and do a good job in publicity and promotion.
The company is more in the process of choosing integration-improvement-mitigation this year, and I will continue to work hard! Since there are so many people who are curious about life, full of passion and dedication, I hope my personal organizational skills can be by going up one flight of stairs. We have been on the road for 20xx years, and I will shuttle through the crossroads of this city like ants like other employees, so that the track of non-stop footsteps will be interwoven into a dream blueprint that everyone deserves. Struggle, diligence, dedication, and persistence in making Langgao's platform create more opportunities for employees.
Finally, thank you for the training of the company and the sincere treatment of colleagues! Shunzhu: Happy New Year to all my colleagues! The company's performance is booming! New year, new atmosphere!
Summary of Channel Manager's Work Chapter IV Background Analysis:
Mobile has been operating in channel development for many years, and has always been an advantageous company with very weak competitors, so it can be said that it has a unique advantage. However, since 20xx, in the 3G era, China Telecom and China Unicom have paid more and more attention to channel construction and actively invested a lot of manpower and material resources in channel maintenance and expansion. In addition, the lack of network and terminal advantages and fierce competition among the three major operators have brought new challenges to China Mobile. Therefore, redefining the post competency model of channel managers and improving the professional quality, management ability and marketing ability of channel managers have become the top priority of mobile channel construction and development.
In view of the present situation of channel manager's ability in XX Mobile Company, combined with the concept and strategy of intensive and refined marketing in the development of mobile channels, this course aims to provide specific training for channel managers, make them clearly understand the important role and strategic significance of channel construction, clarify the basic concepts and ideas of channel operation management, clarify the positioning and construction methods of three types of channels, improve the ability of channel development and management evaluation, regional positioning and planning, guide promotion planning and activities, train and control channel dealers, and help them improve their sales performance. We quote a case study:
Background: Boss Yang, a large chain store in the market under the jurisdiction of Fuzhou Mobile Gulou District, has been engaged in mobile business for many years and has successfully established three enterprises. In the investigation of Boss Yang, Mr. Zheng found that Boss Yang's figure is very large and his performance has been leading.
The first stage: Teacher Zheng and Boss Yang analyzed the thinking of how to bind customers in 3G in the future (it only took 10 minutes), and made Boss Yang realize that customers will be bound by multiple lines in the future, so the sales data service is the future development direction.
The second stage: 1 month later, the feedback from Fuzhou Mobile is that Boss Yang's digital letter (value-added) business has increased by more than 100 times, and he often calls the channel manager for indicators.
Analysis: This case shows: ① Channel managers don't know 3G services thoroughly, so they can't let customers do business according to our ideas; ② The professional image of the channel manager has not been established in front of customers, so we can't give them some guidance or even control.
Second, the solution:
Solving the core difficulties of mobile channel managers is the fundamental problem to solve the development of social channels!
Brief details
Second, the project objectives and composition:
Solution: the channel manager's ability to select points quickly and negotiate successfully.
Solution: Marketing planning and supervision ability of channel manager's terminal sales.
Solution: the channel manager's ability to help the agent manage.
Solving the core problem of channel manager is divided into three stages:
Brief details
Project composition:
Content of the project
Time proportion
explain
study
3-4 days
The focus of the study is to find the core of the problem and propose solutions.
give lessons
teach
Thirty percent
Increase students' understanding of the course content, which is convenient for practice and memory preparation.
Video and voice analysis
10%
Pick up mobile local (competitor) videos and photos, analyze them on the spot and propose improvement plans.
case analysis
15%
Take the case of mobile local channel and analyze and comment on the spot.
Cosplay
Thirty percent
Increase students' participation, simulate actual cases for role-playing, and make comments and analysis.
Classroom ability display
15%
It's better to listen to it ten thousand times than to speak it yourself. The channel manager's ability to cultivate channels can be exercised in class.
simulated training
3-6 hours
homework
Homework review (assessment)
1 day
Third, the characteristics of the course
Mr. Zheng has many years of in-depth experience in channel line training and counseling for communication operators and channel upgrade consulting and counseling projects. He has a profound understanding and thorough analysis of the current situation and development trend of operators' social channels and the situation of channel managers, especially for many years. And in Fujian Mobile, Guangdong Mobile, Guangxi Mobile, Sichuan Mobile and other markets have many years of rotation training and project experience. For example, channel dealers want channel managers to help them:
Give meaningful and level communication-communicate how to do business and how to make more money. ※:
Give guidance ability to improve performance-train sales staff in sales skills and guidance, and regularly issue effective promotion plans to agents to help them improve their performance. ※:
Give guidance to the store-give professional guidance to the dealer's store design, which can help the dealer to make a brand, expand business and become a mobile first-class dealer. ※:
Give management support-the management level of dealers is limited and the turnover rate is relatively high. I hope that the channel administrator can give some suggestions to help the boss retain employees and manage them well. ※.
Mr. Zheng has fully understood and analyzed the strategic goal of mobile channel development in 20xx, and integrated it into the training course. In the course, a large number of videos and pictures of local agents are fully used for sand table simulation teaching, combined with on-site counseling, organization and planning actions. ：
For example, in 20xx, XX Mobile took the promotion of stock share and new share and data services, such as MM, TD mobile phones, G3 customers and other Internet applications as its main strategic tasks. Teacher Zheng's courses are mainly in the form of projects, combining teaching+customs clearance examination+practical guidance. After the training, combine this task goal with the channel manager's ability improvement and training, and organize students to make planning schemes and action plans according to several key contents provided by teachers. Leave homework for observation and follow-up, then make coaching comments and improvements, and introduce coaching skills into the course. Let students use it directly in their work after class and make achievements.
Fourth, the target audience
Channel Manager/Channel Administrator
V. Training time
2-3 days (no more than 6 hours per day)
Summary of Channel Manager's Work 5 Summary of Regional Channel Manager's Work My name is xx, 19xx, I was born in X month, and my education is xx. I have worked for xx years, as a sales, marketing manager, comprehensive secretary and VIP account manager. At present, I am a channel manager, mainly responsible for agent training, data entry and agreement signing. Since I joined the work, under the correct leadership of the company, I have taken the initiative to integrate my youth into the long-term mobile career, thoroughly studied and practiced Scientific Outlook on Development, worked hard based on my post responsibilities, and achieved excellent results. In the future work, we are determined to do better and create more brilliant achievements for the mobile communication industry.
First, the understanding of the company
With the rapid development of science and technology, mobile communication plays an increasingly important role in China's economic and social development. Especially in the grim situation that the current financial crisis has not bottomed out and is still spreading, the mobile communication industry in our county is facing enormous challenges, but it is also facing a golden opportunity for development. As the leader of the county's communication industry, xx Mobile Company is not only the main force in the transformation and upgrading of the information service industry, but also the forerunner in promoting the integration of informationization and industrialization, and it is also an important force in promoting scientific development and harmonious development. In order to achieve scientific and long-term development in the increasingly fierce competition, our company should shift its focus to comprehensively promoting the development of TD-SCDMA and building innovative enterprises. By strengthening management, technological innovation, expanding market sales, opening up new customers and improving efficiency, the company will further strengthen and consolidate its leading position in the county's communications industry.
Second, the main work
Since I became a channel manager, I have mainly carried out three aspects of work: First, I have taken various measures to do a good job in training agents. Through professional knowledge lectures, regular visits, distribution of publicity materials and other forms, xx agents were trained, which further improved the theoretical and practical level of agent management, stimulated the cooperation enthusiasm of agents, and formed a strong cooperative alliance between our company and agents. The second is rigorous and meticulous, and do a good job of data entry. The relevant information, data, business types and other materials of agents were registered timely and accurately, and they were carefully entered into the computer, achieving "zero mistakes" and "zero mistakes". Third, strict procedures, standardize the signing of the agreement. Strictly in accordance with the company's system and marketing plan, accurate, efficient and fast, to ensure that the company's interests are not lost. Fourth, the tasks and objectives of sales staff, marketing manager, comprehensive secretary and VIP account manager have been completed with high standards.
Third, work experience.
As a pioneer in consolidating the market, the channel manager is an important representative of the company image. I have accumulated some experience in my work. First of all, we should have a wide range of knowledge. Training agents, in addition to the necessary basic knowledge, but also familiar with marketing, communication products, management, mobile product sales process, customer service and other aspects of knowledge. Secondly, we should have a good service attitude. The channel manager is not only the representative of the company, but also the consultant of the agent. In my work, I set up the idea of "treating others as myself", thinking what the agent thinks and being anxious about what the agent is anxious, and working together to do a good job for the agent based on "communication starts from the heart". Third, we should understand the needs of agents to the greatest extent. Fourth, we should be the "think tank" of agents.
Fourth, performance.
Since I came to work in the company in xx, I have insisted on taking the company's development as my own responsibility, obeying the organization, obeying the leadership, obeying the overall situation, and exemplary observing the company's rules and regulations, with a correct working attitude, strong sense of responsibility and strong working ability; Diligent in thinking, good at learning, open-minded to consult leaders and colleagues, good at finding, analyzing and solving problems; Always be strict with yourself, be diligent and studious, and study business assiduously; Can bear hardships and stand hard work, love their jobs and respect their work, unite colleagues, regard work as life and agent as God, and get unanimous praise from leaders and colleagues.
Verb (abbreviation for verb) working ability
After x years of work, I have the following seven abilities:
1, with strong communication and training skills. The agents I trained showed strong marketing ability when selling the company's products. There is no mistake in the coordination of signing, which has not damaged the company's image and interests.
2. Have the ability to be familiar with all kinds of mobile services. Several years of work experience have given me a comprehensive understanding of mobile business knowledge, especially in marketing and training.
3. Strong problem solving and communication skills.
4. Strong business development ability and keen insight into the market.
5. Have a strong affinity.
6. Have a strong sense of responsibility, initiative and rich work experience, and can work under strong pressure.
7. Strong sense of obedience, adaptability, team spirit and cooperation ability.
Working face of intransitive verbs
According to the company's work plan, combined with the post, the future work plan has been made: At present, with the gradual development of the market, Wenshan Mobile has gradually entered the stage of maturity, development and perfection from the previous product introduction stage. To complete the task at this stage, we must first improve the marketing ability and skills of agents, so that the company can continuously increase its benefits and become bigger and stronger.
1. Make short-term and medium-term training plans, define annual training objectives, tasks and measures, and refine them to quarters and months.
2. Innovative training mechanism. It mainly includes: ① making different training measures for different seats to increase pertinence; (2) The focus of training will be shifted downwards, and on-site training will be carried out in villages and towns; (3) Emergency training, according to the new business of the company, pay special attention to the training of agents at any time to ensure that new business and new products can be delivered to the grassroots in time; ④ Normal training ensures that agents can always maintain strong marketing ability.
3. Strengthen contact and cooperation with marketing, front desk and other departments, keep abreast of market trends, capture all aspects of information, and lay a foundation for training.
4. Broaden the training contents and fields. Mainly to highlight the company image, company culture, company development strategy, company classic marketing cases, agent quality and other aspects, so that the company and agents can build trust and confidence and form a harmonious and cooperative relationship.
5. Do a good job in data entry and establish an "agent file".
6. In strict accordance with the procedures, do a good job in signing the agreement in a standardized, efficient and accurate manner, laying a solid foundation for the company's business growth and efficiency improvement.
Seven, personal shortcomings
Seriously summing up my work and reflecting on myself, I think there are mainly the following shortcomings: First, I don't study often enough, sometimes I relax my requirements for work reasons, and my study is not systematic enough; Second, the mind is not liberated enough, especially in the face of the new situation of the company's development, the concept needs to be further updated and the mind needs to be further liberated; Third, there are not enough villages and towns and agents.
Eight. Improved measures and methods
In view of the existing problems and deficiencies, I will improve and perfect them from four aspects in the future. First, strengthen study and improve professional quality. Further strengthen the study of communication products, training skills, law, mobile product sales, etc., enrich knowledge and be better qualified for the job. The second is to emancipate the mind and broaden the training horizon. Take the form of further study and investigation, emancipate our minds, broaden our horizons, update our concepts, and lay a good foundation for doing a good job. The third is to communicate feelings and strengthen contact with agents. Fourth, innovate methods, comprehensively improve the working ability and level, and make more contributions to the development of Wenshan mobile science. Summary of regional channel manager's work It has been four years since he joined xx Company in 20xx. In these four years, I deeply love this group and this post, and every day with my colleagues is my study time. Thank you all here. In these four years, I have never been satisfied. I've been trying. I know I am not the best, but I strongly hope I am the best. Under the guidance of the company's leaders, I found my own shortcomings and kept asking for advice from my predecessors, which is also the reason why I achieved today's meager results. My job is channel management, and my goal is to consolidate existing customers and develop new customers. Therefore, I often visit cooperative operators and negotiate with them to develop into new customers of China Unicom. I know that although my job is a part of the company's business, it is related to the "source" of the company, so I must not slack off, continue to work hard if I fail, and continue to develop if I succeed. Channel field work is really not an easy job. Although I dare not say hard work, I will still encounter unexpected setbacks during my visit. Of course, no matter how tired or bitter you are in your work, you must go forward without hesitation and never complain.
Many of the areas I am responsible for are urban hypermarkets, cooperation halls and backbone franchise stores. These important agents often bring great pressure to the work. I know that only when the agent fully understands our policy can our work proceed smoothly. Therefore, I attach great importance to communicating the company's policies with agents in time, and I try my best to convey them to every agent as soon as possible. If any intermediary is not clear about the policy, I can explain it at home. In my job, communication is very important, especially with brokers. Of course, it is not enough to communicate with the agent patiently and carefully. We must stick to our principles. Once, I found an agent doing Unicom business, and also doing products of other communication operators. In this case, the company's regulations are absolutely not allowed. I know this problem can't be sloppy. When dealing with the agent, his attitude was very uncooperative, aggressive and difficult. He also said: "I didn't sell it aboveboard, so I didn't see it." Isn't it all about making more money? All good brothers. Come to Japan in the future and take good care of it! ".I know he won't listen. For them, the goal is profit. As long as they feel the benefits, they can do their work better. Therefore, while explaining the company regulations to the agent, ensure that his cooperation office is included in his key maintenance users, and provide as many convenient conditions as possible without violating the company regulations. After an afternoon of persuasion, the agent finally promised not to operate any business other than Unicom in the future. During the subsequent visit, I solved some problems for its service and gradually established a good relationship.
In the middle of 20xx, with the support of my colleagues, I developed 6 stores, 3 cooperation halls and 12 franchise stores, among which the key areas with intensive mobile activities are xx store, xx cooperation hall, xx cooperation hall and xx franchise stores. I hope to make greater achievements in 20xx through my own efforts.
If all my efforts have been affirmed, it must be inseparable from the company's big family atmosphere, as well as the patient guidance of leaders and the selfless support and help of colleagues and friends. Without these, I will accomplish nothing, and my achievements will be castles in the air. Therefore, I feel that the 20xx year that I worked hard is also a year in which the company keeps taking off. We believe that through mutual help and cooperation, we will achieve more brilliant results in the new year. May xx Unicom be more prosperous! thank you