The one-month sales internship is over, and the internship experience in Bao Bei has given me a preliminary understanding and understanding of sales, and also taught me a lot. Looking back on this month's sales internship, although I was very tired, I lived a full life, experienced hardships in my work and gained the joy of success. Sales are mostly trivial work, and it is often the details that determine success or failure in the process of work. Sales is not a matter of scenery, the so-called scenery is the brilliant performance that the salesman exchanged with hard sweat. During the whole internship, our main job is to stick to the bottom, distribute goods with the car and transfer to different stores to sort goods. This job is boring and hard. We all gritted our teeth and persisted, and learned a lot, from which we also learned that sales were not easy. This month, I thoroughly realized the "440,000" enterprise spirit.
As a salesperson, the most basic thing is to know your own products. Salespeople should know that our company's main products, Bone Noodles, have 12 flavors: pig bones, raw beef bones, sauce-flavored pork bones, sauce-flavored beef bones, spicy beef bones, hot and sour beef bones, bone soup chicken juice, bone soup seafood, potato ribs, corn ribs and tomato ribs. Gu Zhen Bao now has seven flavors: braised beef, spicy beef, hot and sour beef, fried beef with Chili, chicken ribs, pork trotters ribs and spicy cabbage ribs. There are six flavors of Saint Warrior: cumin lamb chop, spicy steak, French chives, Korean barbecue, sizzling beef and roasted chicken wings.
Knowing and being familiar with policies is the guarantee of recommending products. Shopkeepers should consider many factors when choosing to operate our products, and policy is one of the important factors that shopkeepers pay attention to. I believe that your product is a necessary condition for a salesman, and this confidence will be passed on to your customers. If you have no confidence in your product and your product, your customers naturally have no confidence in it. Customers are not so much convinced by your high-level logic as by your high self-confidence.
Salespeople should not blindly pursue sales growth. Sales staff should let dealers know the policies of the enterprise and truly abide by them, thus promoting sales growth. Some improper practices, such as disrupting vicious competition in the market and channeling goods, increase sales, but harm the overall interests of enterprises and are harmful. Therefore, it is an important aspect for salesmen to manage dealers to understand, abide by and cooperate with the policies of enterprises. As a salesperson, you should not only know the policies of your own products, but also have a certain understanding of the policies of competing products, so as to facilitate comparative communication and let customers clearly see and compare the advantages and disadvantages of their products and competing products.
We must learn and remember all the information, brochures and advertisements of the company's products. At the same time, we should collect the advertising materials and brochures of competitors, and do research and analysis before we can do it? Know yourself and yourself? Only in this way can we truly know ourselves and ourselves and take corresponding countermeasures. There is no sales without visiting, but it doesn't mean that sales staff can definitely achieve sales by visiting customers. Some salespeople say three words every time they visit customers: How many goods did they sell last month? How many refunds can I get this month? How many more goods can we get in next month? This does not help to improve sales performance.
The best salesmen are those who have the best attitude, the richest commodity knowledge and the most thoughtful service. Therefore, under the premise of being familiar with the business, salesmen must read more books and magazines about economy and sales, especially newspapers every day, so as to understand the national and social information and news events. This is often the best topic when visiting customers, and it will not appear ignorant and shallow. Sales needs a team to work together to create brilliant achievements. It is far from enough to rely on the efforts of salesmen, but also need the support of company production and the guidance of marketing department. Just sticking the bottom wall gave me a lot of inspiration:
First, negotiation requires skill, and different people say different things. Every store and shopkeeper are not exactly the same, so we should adopt different methods and use the correct negotiation methods. When sticking the bottom cover, some stores agreed to stick it in the store, and some stores never let it stick, while most stores were uncertain and hesitant. In these cases, the focus of the negotiations is different. It doesn't take much effort to explain what you agree to publish. If you don't agree, you can choose a compromise method, and stick it less or stick it in the residence designated by the owner. For those who are hesitant, you should talk more about the benefits of the bottom bar and the benefits after pasting it.
Second, be good at finding ways. There are many ways to solve the problem, and only one method will be adopted and used by us in the end. It is very important to find the most effective and suitable method. For example, the general method of sticking to the bottom wall is to stick to the ladder, but? Ladder work? There are many disadvantages: it takes too much effort to move the ladder, and the space in the store is narrow, so it is inconvenient to use the ladder ... shall we use it? Bamboo pole homework? , not only saves energy, but also is no longer limited by space. The actual operation is simple and easy, and the posting effect is very good.
Third, choose a good tool, and things will be half done. So-called? If you want to do a good job, you must sharpen your tools first? The first thing to do is to process the bamboo pole to stick the bottom circumference with it. The length, thickness and hardness of the bamboo pole, and the smoothness, stability and firmness of the hard paper tied to the top of the bamboo pole all affect the effect of sticking to the bottom wall. If the tools are selected well and the operation is standardized, the effect of sticking to the bottom wall will be very good.
Through sales practice, I not only learned sales knowledge and improved my ability, but also found some problems in my work: First, the products on the market now are mainly big bones, and other categories have not yet opened the market and are not recognized by consumers. There are many hidden dangers in this phenomenon. Once the sales of big bone noodles are affected, other categories can't offset the impact, which will have serious consequences.
In the process of this internship transfer, I specially observed other brands of instant noodles and made a corresponding understanding of their quality, price and promotion methods. The main competitors, Master Kong and Hualong, didn't make any big moves, but Zhongwang Noodle Restaurant made great efforts to use high-quality and strong promotion as a weapon, which had a great impact on our products. In addition, some small factories flood the market with low quality and low price, imitating our main products, such as Shanghai cotton produced in Kyoto. The packaging is basically the same as that of cotton substitute, and it is not easy to find it without careful reading.
Summary of sales practice There is a saying in the 2000-word model: How can you see a rainbow without experiencing wind and rain? I want to change this: how can we understand society without really entering it?
In this internship, the biggest gain for me is that I think I need to explore and discuss a lot of work. I should not be afraid of difficulties and have the courage to move forward. Although some work is one-on-one and repetitive, it is the most effective way to hone your will. I told myself to finish it seriously. I should regard every job as an assessment of myself by the company. If I encounter difficulties in everything, I must try not to give up, not to give up and stick to it? Fight? As long as there is hope, victory must belong to us.
In this professional practice, we visited Company A and Company B and attended two lectures. From practice to theory, we have deepened our understanding of xx major and our deep feeling of connecting with society. As students, we are more concerned about the understanding of textbook knowledge. The advantage of theory is our characteristic, but how to combine theory with practice is a difficult problem before us. The visit to Company A and Company B gave us an intuitive interpretation.
Company A has established a set of quality, cost and delivery systems that meet international standards, and its software development quality control and process improvement capabilities have reached the international advanced level. Create new value with pioneering consciousness? Our company philosophy, constantly follow the international advanced technology and management concepts, develop and provide high-quality software products and technical services, and constantly create and enhance value for customers. It is precisely because of this concept, its complete value chain and meticulous software services, which give us a concrete and practical experience of xx major.
At the same time, the visit of Company B gives us a general understanding of the current situation of domestic logistics enterprises. During the visit, the facilities selection and ground setting of different warehouses let us know more than theory. Through the instructors' explanations, we have a general understanding of the informatization of logistics enterprises in China: the low overall level of informatization of logistics enterprises in China is the core problem of its informatization construction. This includes: the standards are not uniform and the resources are wasted seriously; Large-scale application software system is not widely used and its application level is low; Existing software systems are isolated from each other, forming? Information island? ; The unbalanced development of informatization construction has caused? Information gap? ; The utilization rate of hardware equipment is not high, and resources are wasted seriously; Integrated information system is the inevitable trend of logistics informatization construction.
If the first two visits and internships have given us intuitive visual conflicts and psychological shocks, then the later lectures on informatization have unveiled the mystery of informatization and xx major. Through the ppt demonstration of experienced speakers, I learned about the implementation process of informatization in many industries and the process of transforming specific business into xx professional activities. In reality, once a simple business activity is designed as a successful xx professional process, it will involve multiple business processes, and the overall implementation process is complex and difficult. In view of the fact that xx specialty is not very mature in China and the support from all sides is not complete enough, the development of xx specialty in China is still limited.
As a fresh graduate, this professional internship before graduation undoubtedly gave us a clear understanding of xx major, which is also the biggest feeling of xx major students. Of course, internship is more about feelings, including study, life and work. As far as learning is concerned, professional practice is more focused on application, more detailed and more demanding. As a fresh graduate, if you want to suit your job and realize your ideal in practice, you must constantly increase your ability and be more focused.
As far as life is concerned, professional study shows us the lives of people in different industries, and people in different industries integrate their own industries into their own lives. The life of such a huge group shows us the future life prospects, and what kind of life to choose is also our most important choice now. Once you make up your mind, you should start preparing for life. Victory belongs to those who are prepared. Now we should prepare for our own life and constantly enrich ourselves.
As far as work is concerned, there is no doubt that xx's professional internship has let us see a variety of careers, and as fresh graduates, the choice of career choice is a problem that most people face. As far as our xx major is concerned, what are the common problems in the interview? What does xx major do? Perhaps most students, like me, have no clear concept of xx major, so they can't answer such questions well. Anyway, hardworking people are admirable, but the friends they meet say? Years of work have made me understand that the operation of this society is not controlled by hardworking people, but by a group of deep-rooted politicians and capitalists ... Serious and responsible work is not to please performance, but to hone one's character, for oneself, not for the boss? .
All the above understandings are positive and the main part of my own benefit, but personally, this xx professional internship is more about letting myself realize my own shortcomings. As a graduating student, through this internship, it is more of a review and reflection on the university for four years. Entering society is completely different from being in school. It's only your first month in the company, and people still regard you as a newcomer. After a long time, the company leaders compare you with other colleagues. When you start to avoid customers, customers compare you with those who have been selling for many years. No one treats you as a newcomer, but you treat you as a formal capable person.
Watching those employees come and go busily, their firm attitude is being forged bit by bit. A recognized person must first be a serious and responsible person. A serious and responsible person can stand tall wherever he goes. Compared with experience and technology, these can be accumulated and accumulated over time, but whether you can have a correct attitude varies from person to person, and some people will always feel afraid of locking in. I have never regarded my present job as an internship. I just believe that I am working, not studying.
I study for my job. I study to finish my job better. On the whole, our internship was very successful. We have learned a lot that we can't learn on campus, in class and in textbooks. They also learned a lot about being human, especially the hardships in life and the difficulty in finding a job.
Thank you for this internship, thank you for the internship teachers, and thank you for winning this internship opportunity for us. This internship will definitely turn a new page in my life!