The year of 20xx is an important strategic turning point for the company. The increasingly fierce 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 the company. With the joint efforts of all staff, the company has made a historic breakthrough, and many indicators such as automobile sales and profits have reached record highs. As the general manager of the branch, I am also honored to be awarded the "Outstanding Leadership Filial Piety Award". Looking back on the whole year's work, I feel that I have gained some thoughts in the following aspects and would like to share them with my colleagues in the industry.
First, strengthen the implementation of differentiated marketing and face market competition without relying on price wars to segment user groups.
According to the business indicators issued by the company's headquarters this year, combined with the spirit of the general manager's instructions at the 20xx 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 xx branch did not blindly enter the misunderstanding of "price war". I often say that "price is a double-edged sword", and moderate price urging is beneficial 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. Break down the sales indicators.
5. Regular morning meetings and training courses.
6, service indicators into the assessment.
Countermeasure 2: subdivide the market and establish differentiated marketing.
Careful market analysis. We further subdivide the past key markets, formulate different sales strategies for different market segments, and form differentiated marketing; According to the sales situation in 20xx, we have identified four major markets: taxis, group users, university markets and sporadic users. We have adopted an active marketing strategy 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 propaganda of industry associations to correctly guide taxi companies and publicize brand policies. Take the initiative to go to the door every day, communicate and feedback on schedule, and closely track the market dynamics.
In view of the good opportunity to upgrade taxis in the market in the past two years, we have always maintained a good relationship of mutual assistance with taxi companies, taking the initiative to come to the door to understand the taxi company's demand for changing cars, the driver's behavior and ideological trends; Follow up 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 mainly recommend and sell Picasso, supplemented by Citroen's brand introduction day cultural propaganda, so that they can feel Citroen's long history and rich corporate culture. In addition, we have joined hands with the logistics group of universities in the city, and successively joined hands with the logistics motorcade of Polytechnic University to set up campus maintenance service points, bring our services to universities, and regularly organize free free clinics and maintenance inspections in universities, thus establishing a good brand image in universities and promoting the development and sales of the university market.
Countermeasure 3: Pay attention to information collection and make scientific prediction.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market forecast has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system of collection, timely communication and special responsibility. Through the data and information fed back by the sales staff at the sales morning meeting before going to work every day, the comparative analysis report of the previous sales in the same period is made to determine the refinement of the next sales task and the formulation of specific sales methods. It is necessary to respond immediately. At the same time, keep close communication with relevant departments of brand department and actively organize vehicle sources. Increase the planning of work and avoid the blindness of work; While paying attention to absolute sales, consolidate market share. We regard the market share of the branch as the main assessment target of the distribution department. Complete this year's task and successfully complete the annual sales target issued by the headquarters.
For the sales of spare parts, we mainly cleaned up some unsalable parts accumulated due to historical reasons, reducing the capital backlog of the upper limit branch. Due to the changes in the management policy of spare parts this year, the profit margin of dealers has been further compressed. In view of the new market situation, the leaders of the branch held special meetings with the spare parts business department for many times. While actively expanding the surrounding spare parts market, especially the big customer market, combined with the new business policy, a series of spare parts promotion activities have been carried out, and good results have been achieved. Sales turnover of spare parts 10000 yuan. When the retail store sales are greatly affected by the low-price dumping in the market, using after-sales service to promote the sales of workshop spare parts not only reverses the unfavorable situation, but also promotes the sales of workshop hours.
After-sales service is the window and the backing and guarantee of our vehicle sales. This year, the branch ushered in the peak of after-sales maintenance since the establishment of xx. To this end, we put forward higher requirements for the after-sales service department, and widely carried out service awareness publicity activities among all after-sales personnel, as well as self-inspection and mutual inspection between teams and groups; Established a workshop site inspection system attended by department managers every Friday, and put forward rectification opinions and time arrangements for problems found on the after-sales maintenance site; Users receive special personnel when entering the station, and emphasize language and behavior norms in important links such as car pick-up, trial operation and delivery; In the process of maintenance, emphasize the use of "three cushions and one cover", standardize actions and language, and respect users and vehicles; Manage kanban in the workshop, receive and manage employee photos and names on the wall, and take over user supervision.
Second, strengthen service awareness and improve the quality of marketing services.
20xx is a year of fierce competition in the automobile market. Facing the grim situation, at the beginning of the year, we decided that the whole year was the year of service management, and put forward the business policy of "promoting sales through service and creating benefits through management". We selected employees who have been engaged in service for many years to set up the customer service department, and established the branch's own customer return visit system and user complaint acceptance system. Each business department holds a regular service meeting once a week, and a regular service meeting at the department manager level every quarter in combination with the service requirements of the business representative office and the feedback of the service score, so as to consolidate the service consciousness in management and take service work as the top priority. At the same time, in internal management, the management service system of front-line business departments and front-line management departments serving customers has been established and improved; From the business sector, it emphasizes the principle of serving customers, and customers are God. In the management department, the emphasis is on the awareness of service sales and after-sales front line. Form a management mechanism of second-line service and first-line service for customers.
Actively respond to the requirements of the headquarters, carry out service quality innovation, consolidate the service awareness of employees, hold a service quality meeting regularly every week, summarize the service quality innovation actions last week, and make plans for this week to provide users with high-quality and high-quality services. And set up a service quality angle to track the service quality, find out the shortcomings in time, and put forward the next innovation plan. This branch has always been in the forefront of the branches under the jurisdiction of the Commercial Representative Office, and its after-sales service has won the first place in the national network for many times. While strengthening the software fitness, we have carried out a series of rectification on the hardware facilities of the branch, established the rest area for maintenance users one after another, and took the lead in implementing the "turn-key" project for maintenance; In view of the surge in taxi sales, a taxi sales service team was established in time, a special taxi sales studio was established, and the user rest area was improved.
Third, track the opponent's dynamics and enhance their own competitive strength.
Internal management, please come in and go out. Standing still and building a car behind closed doors has long been unable to adapt to the current fierce competition in the auto market. By entrusting relevant professional companies, put forward brand-new plans and suggestions for the on-site layout and management of the exhibition hall of the branch; Organize the General Department and relevant business departments to conduct field research on service stations with a certain scale in the city, especially competitors' 4S stations in their spare time. Learn from each other, learn from each other's strengths, and accumulate first-hand information for future work and business policy formulation.
Fourth, pay attention to team building.
The branch is a whole, and only by giving full play to the enthusiasm of each member can we. Since the beginning of the year, we have established and improved a series of regular meetings, such as weekly manager meeting and monthly business analysis meeting. At the regular meeting, we extensively discussed the incomprehensible problems in marketing management, not only with the same understanding, but also with clear goals.
While strengthening its own management, it also relies on external professional training to enhance the cohesion and professionalism of the team. By employing an international professional enterprise management consulting company, the employees were trained on how to improve team spirit, which further consolidated the service consciousness and concept of all employees.
20xx is an extraordinary year. With the joint efforts of all the staff, the branch company has achieved a comprehensive victory and various business indicators have hit record highs.
In 20xx, I had the honor to be an automobile sales consultant. In the next few days, with the support and help of company leaders and colleagues, I made another big step forward on the original basis. During this year, through constant contact with various customers, I gradually learned about the different needs of different customers, and the orders also increased slowly, and I also made great progress in treating people.
It's not a great success, but my work has honed my perseverance and patience, which is my harvest. Although my grades have yet to be improved, I have always believed that I can achieve better grades through my own efforts.
At work, from a more specific place to do self-analysis, I found that I still lack in the following aspects:
First, I am not familiar with some characteristics and differences between domestic cars and imported cars;
Second, when receiving customers, sometimes customers will have emotional fluctuations because they are dealing with several things at the same time, which will cause trouble when talking about prices, or they will not follow up in time after the customer makes an inquiry;
In view of this deficiency, I think that as a salesperson, we should establish a good relationship with customers, communicate in time, understand their purchase intentions, and keep abreast of their latest developments in order to shorten the distance with customers.
Secondly, we can try to develop new customers in various ways, such as publishing information about automobile sales on the website platform, or using other software to convey the latest offers and other information to attract customers into the store for consultation.
Thirdly, stick to what you can do today and make plans for tomorrow before you leave work, so that the work can be targeted, and what has been completed and what needs improvement can be seen at a glance. Even if there are a lot of things the next day, you won't be lost.
Finally, enhance your initiative in your work, prioritize things and try not to be disturbed by other external factors. At the same time, we should communicate with colleagues more, learn their advantages and make up for our own shortcomings.
First of all, I would like to thank the company for providing me with the opportunity to engage in automobile sales, and thank the company leaders and colleagues for their concern and care for me in their work and life in the past three months. Through this opportunity, I have a deeper understanding of some professional knowledge I have learned, which makes me feel the power of what I have learned. After more than three months of study and work, I seriously thought about my work and recorded it as a phased summary of my work. At the same time, I reported my work to the company leaders and asked them to review and approve my employment application.
I became a probationary employee of the company in 20xx, and the three-month probationary period has expired today. On-the-job probation, studying and working in the sales department. Car sales are new to me before. With the patient guidance of sales leaders and the enthusiastic help of colleagues, I quickly became familiar with the standardized operation process of automobile sales. Among them, I have mastered the quotation composition of various models, the process of automobile sales and the corresponding policies and regulations of the automobile industry.
In the work of the sales department, I have been strict with myself and do my daily work seriously; When you encounter problems you don't understand, consult your colleagues humbly and constantly improve and enrich yourself. I hope to be independent as soon as possible and make greater contributions to the company. Of course, when you first enter the sales department, your business level and sales experience will inevitably be insufficient. Here, I would like to thank the leaders and colleagues of the sales department for their guidance and careful help, and thank them for reminding me and correcting me at work.
After three months' study, I have been able to undertake the general vehicle sales business independently. I will continue to study hard in the future to improve my business ability and strive to become an excellent automobile sales consultant.
I hereby apply for becoming a full member, and urge the leaders to give me the opportunity to continue to exercise myself and realize my ideals. I will do my job well with full enthusiasm and create greater value and sales performance for the company!
Chapter IV: Summary of Personal Work in Automobile Sales One year has passed unconsciously, and I have been in the company for more than one year. Looking back on this year, I have experienced many changes, big and small. In the process of this transformation, the company gave me great help and support, and gave me the opportunity to grow. In 20xx, I earnestly completed the work and tasks assigned by the company leaders, strived to improve personal work efficiency, constantly learned new knowledge, put the company's interests above personal interests, and put the company's interests first in everything. But my qualifications are still relatively shallow, and my ability needs to be strengthened and studied. The following is my summary of 20xx's work.
I. Self-reflection
20xx years, after a year of study and work, I found myself with many shortcomings:
1. First of all, my sales skills are not strong. As a salesperson, this is a fatal shortcoming, because the job of a salesperson is to sell. Therefore, the most important task of 20xx is to improve its sales skills, achieve a qualitative leap in sales performance and create greater profits for the company.
Another important task of 2.20xx is to improve self-control. Sales is a profession with a lot of spare time. I want to make full use of my spare time to improve my professional knowledge and skills. So as to improve their sales skills. You can use these spare time to study and enrich yourself. Respond to the company's call, learn business knowledge and financial knowledge at the same time, and turn yourself into a multi-functional talent. Such talents are the talents that the company needs, thus creating greater profits for the company and creating greater development space for itself.
Second, the work plan
This year, I will, as always, according to the company's requirements, and on the basis of last year's work, make greater efforts to comprehensively carry out the work of 20xx, and make the work plan as follows:
1. Strengthen the sales tracking of old customers and continuously follow up new and potential customers.
2. Broaden your horizons and enrich your knowledge. Adopt diversified sales methods, constantly strengthen business learning, read more books, consult relevant materials online, communicate with peers, and learn better ways and means from them.
You should strive to achieve the monthly sales target and make progress through hard study.
4. Summarize every week and tie a big knot every month. Summarize the mistakes in the work and correct them in time.
5. Know more about customers' needs and make targeted preparations to avoid losing every potential customer.
6. Under the premise of the company's sales target, giving yourself a new sales target will give you greater motivation to learn and progress and better accomplish the company's goals.
Finally, I would like to thank the company leaders and all my colleagues for their strong support and help in my work during this year. I would like to express my deep gratitude here! Thank you. I believe it is not a dream to become a famous sales elite through my own efforts!
Chapter 5: Summary of Personal Work in Automobile Sales This year is my first year in automobile sales, and it is also a year of great changes in my life. At the beginning of this year, I made the most important decision in my life, giving up my professional and stable job and choosing the job of car sales. Because the nature of my previous work is always incompatible with my own interests, I lack enthusiasm in my usual work and work passively every day. I understand that it is unfair to the company and myself to continue like this, so I chose to leave. I want to choose a job I like and a career I love.
Because I like cars and people since I was a child, and cars are a little close to my major, the job of automobile sales consultant is perfect, but it is only my imagination. Finally, with the recommendation of my friends and my own efforts, I was very lucky to enter xx Company, and I embarked on my dream trip!
I remember the first day of working in xx company, I said excitedly at the morning meeting: "I came here with a passionate heart and thanked the leader for giving me this opportunity to realize one of my dreams." I will work harder and live up to the trust of the leaders. " Today, I can say that I have fulfilled my original promise.
Since I joined the company, I have found that I really like this job. I am actively studying and working happily every day. Busy work makes me feel particularly fulfilled. Although I felt very tired at night, I was full of energy to meet the challenge of the new day the next morning. Especially when being recognized by customers or achieving certain results, I feel very satisfied and have a sense of accomplishment.
In my previous job, I have never been so happy and satisfied as my present job. In my present job, no matter how busy and tired I am, no matter what challenges and difficulties I have, I can obviously feel my strong work enthusiasm. I am very lucky! I didn't go with the flow, people followed suit; I have not wavered or changed; I haven't lost myself. It worked. I found the job I wanted and turned my imagination into reality!
Having said so much about my inner feelings, let's sum up my work this year. The first half of the year is mainly about studying and accumulating experience. I am lucky to study under the guidance of a good teacher and manager. I quickly understood and adapted to the automobile industry, and my cooperation with the team became better and better. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we must have a broad understanding of the dynamics of the entire automobile market and stay at the forefront of the market. After nearly a year's training, I have greatly improved in all aspects and become a xx certified sales consultant.
And what I am most proud of is my customer satisfaction. Basically, there have been no major problems, and my score has always been at the forefront of the team. To sum up the reasons for my success, there is actually one word, "love"! I love my career, my brand, myself, people around me and every customer. I love my job, and I won't feel tired no matter how hard and tired I am. I like Volkswagen brand and firmly believe that it is the best industrial product; I face every challenge and test with an optimistic and positive attitude; I use a sincere heart to let customers put down their inner defenses.
Of course, while making progress, I also made two serious mistakes. The first order I signed by myself, the vehicle configuration ordered by the customer was wrong, which led to the customer's request to return the car after completing the door-to-door formalities. During a test drive, it collided with a pedestrian riding a bicycle, causing customers to be frightened and pedestrians to be slightly injured, and the test drive site was extensively repaired. Generally speaking, these two major mistakes are the reasons for my lack of business knowledge and skills. I am deeply sorry for the troubles and losses caused to the leaders and the company. I also thank the leaders and the company for their help and tolerance during this period. By summing up these two painful experiences and lessons, I realized that in the future work, every link should be meticulous, and the efficiency of the whole team should not be reduced because of one mistake.
My plan for next year is mainly in two aspects. In detail, improve work efficiency. It mainly includes daily work arrangement, time planning, teamwork and so on. I am weak in this respect this year. Although I am enthusiastic about my work and willing to sacrifice my time for it, it will affect my physical condition and work status after all. In short, in the new year, we should do more with less.
In career planning, I became an excellent sales consultant and gradually approached the management. I still remember that during the second interview, my boss asked me what my career plan was after two years, and I said "sales manager" without hesitation! Now that I think about it, it is really radical. Being a qualified manager is much more difficult than being an excellent sales consultant and requires more abilities. Although the road ahead is bumpy, I believe that the light is always ahead, and I will continue to stick to it step by step!