Personal summary of account manager of tobacco company 1, everything is renewed. At the end of this year and the beginning of this year, with a very happy mood, I seriously summarized my study and work in the past year, summarized it in the following aspects through review, and reported it to organizations and comrades.
First, study hard and learn business knowledge hungrily.
Knowledge makes people progress. Under the condition of socialist market economy, if we want to constantly adapt to the complicated and changeable sales market, we must constantly learn and always master the party's line, principles, laws and policies. Over the past year, I have studied hard in Deng Xiaoping Theory and Theory of Three Represents.
Law is the guarantee to do all the work well. As an employee of a tobacco company, I know the importance of observing discipline. Therefore, I insist on going to work on time every day. Although there are old people and young people at home, and I live in the city, it is inconvenient to take the bus every day. In case of rain and snow and expressway maintenance, I must leave early to ensure that I can go to work on time. Family chores, make full use of rest days, make proper arrangements, no major matters, never take time off, and have been away from Man Qin for one year.
In the work, we should unite with comrades, respect leaders, obey work arrangements, listen to leaders' deployment, do not ignore importance, do not be selective and compare with others, and do what we can. As an account manager, my main job is to deliver goods to the door in the countryside every day. On sunny days, my legs are covered with mud, and on rainy days, my legs are covered with mud and sweat. Faced with these difficulties, I have never complained about being tired. I have a work-oriented attitude and do my work well every day with enthusiasm.
Second, active, enthusiastic and thoughtful customer service.
Customers are God and our parents. Every day, the account manager faces the customers in the segmentation field. I clearly realize that being an account manager is not to lead them, but to be proactive and provide warm and thoughtful service to customers. In the eyes of many outsiders, tobacco is a monopoly and an exclusive operation. Sending cigarettes by cart is easy and worry-free. Actually, it's not. In a market segment, there are hundreds of customers, hundreds of people and all kinds of people. Some said that cigarettes were delivered less, some said that cigarettes were delivered late, some said that cigarettes from other places could not be sold, and some said that local cigarettes were given to acquaintances. Every time you meet a customer, you should give them a patient and meticulous explanation, publicize policies and explain the situation, from national policies to industry trends to tobacco production planning and supply in recent months. Through reasonable publicity and mobilization, let customers understand the market, grasp the general trend, understand us and do a good job in sales.
How time flies for the account manager of tobacco company to personally summarize 2 tobacco online special articles. In a blink of an eye, 20xx years are about to pass, and a new year is coming. Looking back on my work in the past three years, I found that my journey was not honest, but full of bumps and challenges. But for the author, three years' work as an account manager is not only an exercise, but also a lot of truth in dealing with people and growing up in failure. Let's review and summarize the personal aspects and work this year.
First, personal views on the year 20xx
The purpose of work is not only to earn the weight of life, but more importantly, to win the respect and recognition of society through work, so as to obtain the sense of accomplishment and satisfaction brought by work. However, in this competitive environment, it is not easy to find a stage where you can give full play to your abilities. Since I entered the tobacco company, I am very grateful to my colleagues for their help in work and life, and I can't do without the support of retailers. However, compared with other comrades, the gap between service retailers and other comrades is still very large; There is no clear focus on the implementation of work tasks; There is no flexible response to the consumer groups in low consumption and sparse per capita distribution areas. Through deep reflection on this growth space, I have to adjust my position and mentality more and more, and create more outstanding achievements next year.
Two. Review and summary of 20xx's work
1. With the in-depth development of online ordering, the number of online ordering customers is increasing gradually. The number of online ordering customers is 14 1, accounting for 6 1. 1% of the total number of customers, which is not high and still has great room for development. In the choice of online ordering customers, we mainly start with township streets and main roads, so that new users can feel the convenience of online ordering and gradually attract surrounding retailers to join online ordering. In this way, retailers who are unwilling to buy computers have gradually begun to entrust other retailers to order cigarettes, and some have directly handed over the task of ordering cigarettes to their children at home.
2. Since the implementation of the "135" working method, the working mode has gradually changed and the working direction has gradually become clear. With the implementation of "monthly plan", "weekly arrangement", "weekly summary", "daily visit" and "monthly summary", the working mode is gradually solidified and the working direction is clear. These five contents are roughly as follows: arranging the work plan for next month at the end of the month is conducive to the development of the work plan; Arrange summary in time every week, which is conducive to the review of work; Arrange the object to be visited in advance before each visit, saving the visit time and paying targeted attention to abnormal customers; Monthly summary can summarize the problems found in time.
However, "135" is not a universal formula, so we need to use it flexibly. Make customers satisfied to the greatest extent through work, and then enhance the relationship with customers. The biggest advantage of good customer relationship is to get the heartfelt support of customers and finally get good market benefits. For example, during the visit, we will give guidance to customers on cigarette business, strengthen communication with retailers, and cultivate new brands in a targeted manner. Otherwise, "135" may become a set of four books and five classics.
3. "Diderot effect" is at work. For example, when the account manager visited the market, he met the customer's usual question: "Why are some cigarettes lit by others instead of himself?" "Why do some cigarettes always light less than others?" Please don't give a general answer: "The state implements planned production of cigarettes" and so on. Because customers are not concerned about the overall market environment, but their own immediate interests after comparing with others, it is necessary to explain the differences between different customer categories (such as cigarette sales, cigarette display, counter display, etc.). ), let customers compete to become advanced customer groups, which is the Diderot effect.
4. Exclusive marketing linkage work
At present, there are still some problems in the exclusive marketing mix:
(1) information feedback is not timely, so it is difficult for both parties to reach a comprehensive understanding of * * *, and the effect of exclusive marketing combination is not ideal. Without direct communication, the timeliness of information cannot be guaranteed. Monopoly is very difficult under the new ordering mode.
Avoid friction with retailers during inspection, which is not conducive to maintaining tobacco image.
(2) The daily work of exclusive marketing is lack of supervision or weak supervision. Sometimes, regardless of feelings, mutual entrustment will inevitably occur in daily work, which is not conducive to the normal development of the work of combining exclusive marketing and the healthy development of the work of combining exclusive marketing.
The effective combination of exclusive marketing should start from several aspects:
(1) market visit. Monopoly and marketing teams should not only perform their duties in their daily work, but also supervise each other in their daily visits, such as organizing an account manager and a city manager to visit once a month. When the city manager finds problems in the market inspection and the crackdown on illegal households, he should inform the account manager in time so that the account manager can control the supply of goods.
(2) Information feedback processing. Information is not only the basis of marketing service, but also the basis of monopoly management. Establishing a dynamic market analysis mechanism based on information enjoyment is the core connotation of the combination of exclusive marketing and participation. Timely delivery through the comprehensive information platform, so that problems found can be delivered in time, departments can implement them immediately, and those responsible can solve them within a limited time. At the same time, monopoly and marketing should * * * abide by rules and regulations, * * * abide by rules and regulations, and maintain a good working situation.
Analysis of Cigarette Sales in 5.20xx District
(1) main indicators: the total sales volume in this area is basically the same as last year, the demand for tobacco production in the province has increased, and the average price of cigarettes has also increased. 20xx sold 977.87 boxes of cigarettes, a decrease of 30.26 boxes or 3.00% compared with the same period of last year. Among them, this year's tobacco sales in the province was 850. 13 boxes, an increase of 10. 18% over the same period last year. The average price this year is 85.66 yuan, compared with the same period last year.
73.93 yuan, an increase of 15.865%.
(2) Comparison of sales volume of various cigarettes: 75.47 boxes of first-class cigarettes, up 49.18% year-on-year; 236.39 boxes of second-class cigarettes, up 265,438 0.35% year-on-year; Third-class cigarettes 2 1 1.98 boxes, down1.95% compared with the same period last year; The fourth category of cigarettes was 392.78, a year-on-year decrease of 7.49%; Five kinds of cigarettes 6 1.22 boxes, down 49.782% year-on-year. It can be seen that the sales of low-grade cigarettes account for the smallest proportion among all kinds of cigarettes, and the decline of low-grade cigarettes is also the largest.
The analysis of the decline of low-grade cigarettes is as follows:
(1) Improvement of health awareness. As people pay more and more attention to smoking and health problems, cigarettes with low tar and low harm are gradually accepted by people. But the five types of cigarettes generally do not include low tar cigarettes, which will lead more and more consumers to withdraw from the low-grade cigarette market for health reasons.
(2) Retailers are unprofitable. At present, the wholesale price of cigarettes in the market is too transparent and generally unprofitable, mostly to attract customers to buy spare parts and non-staple food, so these customers are not enthusiastic about selling cigarettes, but these customers can influence the cigarette sales structure in the surrounding areas.
(3) The consumption structure is improving. With the improvement of people's living standards, consumers' cigarette consumption has also increased. For example, cigarettes above 13 yuan are generally used for weddings in the suburbs of cities below the third line, while those used more last year are still above 10 yuan.
Three. Problems in this year's work
1, the phenomenon that small households place orders with large households in the rural market is serious, which affects the verification of customers' real sales. It is suggested that monopoly departments strengthen inspection and ban small households that order for large households.
2. The practical significance of mutual supervision is distorted in the "three members", indicating that good work happens from time to time, which leads to many hidden problems that cannot be discovered and affects the overall image of the company.
3. The customer satisfaction and complaint rate caused by cigarette supply have declined, but the ability to serve customers needs to be strengthened.
4, low-grade cigarette sales situation is still grim, failed to achieve more than half of the time and more than half of the task.
5. Performance appraisal needs to be further improved.
6, failed to pass the primary and intermediate vocational skills registration.
Four. Work plan for the coming year
1, pay close attention to the cigarette market dynamics after the implementation of the new customer assessment, focus on visiting small and medium-sized customers in rural areas, understand the real needs of small and medium-sized customers, and improve the accuracy of the audit.
2. Solidly develop brand cultivation. Taking the brand of municipal companies as the main line, we will focus on building the marketing system of retail customers and consumers within our jurisdiction, improving the brand structure and expanding the brand width.
3. According to the requirements, gradually carry out the work of "135" with one main line, three main points and five steps, and carry out targeted service marketing work to increase cigarette sales in the region.
4. Do a good job in maintaining the basic information of retailers. Mainly to do a good job of order guidance, so that retailers can digest their inventory as soon as possible and maintain the price of cigarettes.
5. Pay attention to the fluctuation of retail sales. For retailers whose cigarette sales fluctuate greatly, communicate in time and contact the district monopoly administrator in time to prevent them from violating the rules.
6, strengthen learning, focus on learning cigarette vocational skills related textbooks, and strive to pass the cigarette salesman intermediate exam next year. Consciously form a good habit of being diligent in learning and thinking, and strengthen self-cultivation and personal quality in learning.
Finally, I sincerely thank the leaders and colleagues for their care and help in the past year. I will work harder in the coming year to contribute to the sustainable development of tobacco in the future.
Personal summary of account manager of tobacco company 3: one yuan to start all over again and update Vientiane. At the end of this year and the beginning of this year, with a very happy mood, I seriously summarized my study and work in the past year, and summarized it as follows through review.
First, study hard and learn business knowledge hungrily.
Knowledge makes people progress and understands the overall dynamics of the tobacco market. The second is to learn business knowledge related to operation, especially marketing knowledge, such as understanding the market, grasping the dynamics, respecting customers, enthusiastic service, modern logistics mode and so on. First, learn books, read the original, and fully understand the spiritual essence. The second is to learn from professional experts, consult other leaders and comrades with problems in their work, and achieve the purpose of solving problems and improving business knowledge through discussion and exchange. Third, take the initiative to participate in the centralized study organized by the unit, study hard, discuss with each other and seek truth. The fourth is to learn through the network system and keep abreast of all kinds of information in our industry.
Second, observe discipline and do your job enthusiastically.
Discipline is the guarantee of doing all the work well. As an employee of a tobacco company, I know the importance of observing discipline. Therefore, I insist on going to work on time every day. My home is far from my work, so it is not convenient to take a bus every day. I must start early to ensure that I can go to work on time. Family chores, make full use of rest days, make proper arrangements, non-major matters, never take time off, and have been away from Man Qin for one year. In the work, we should unite with comrades, respect leaders, obey work arrangements, listen to leaders' deployment, do not ignore importance, do not be selective and compare with others, and do what we can. As an account manager, my main job is to serve customers every day, understand the market and do a good job every day with enthusiasm.
3. Serve customers actively, enthusiastically and thoughtfully. Customers are God and our parents.
Every day, the account manager faces the customers in the segmentation field. I clearly realize that being an account manager is not to lead them, but to be proactive and provide warm and thoughtful service to customers. In the eyes of many outsiders, tobacco is a monopoly and an exclusive operation. Sending cigarettes by cart is easy and worry-free. Actually, it's not. In a market segment, there are hundreds of customers, hundreds of people and all kinds of people. Some said that cigarettes were delivered less, some said that cigarettes were delivered late, some said that cigarettes from other places could not be sold, and some said that local cigarettes were given to acquaintances. Every time you meet a customer, you should give them a patient and meticulous explanation, publicize policies and explain the situation, from national policies to industry trends to tobacco production planning and supply in recent months. Through reasonable publicity and mobilization, let customers understand the market, grasp the general trend, understand us and do a good job in sales. In order to further strengthen cooperation, maintain close contact, trust each other and become friends, I often take the initiative to chat with customers, be caring and attentive, help them sort out shelves, wipe and clean cigarette cabinets, treat them like family members, close the distance between us and customers, and change the relationship between buying and selling into a friend relationship. * * * tries every means to increase sales and complete the task. After reviewing and summarizing, I know that there are still some shortcomings in my work in the past year. First, there is no end to learning, and knowledge is still very shallow. I must continue to work hard, persist in learning and improve myself; Second, when you work hard, you occasionally complain a word or two, and you don't get enough exercise. In the new year, I will make up my mind to overcome my shortcomings, work hard and strive for greater achievements.