65438+February Monthly Summary of E-commerce Operation (1) In the busy work, a new year is ushered in unconsciously. Looking back on this year's work process, I also gained a lot. I still remember that when I just left school and entered the society, I took the first step in my life with great excitement and a little anxiety. This step is often the most important step. Like many people, we grope for progress in the workplace, enrich ourselves and learn. Without any experience, we have more difficulties than others, but the road is often our own. With enthusiasm for life and yearning for work, we finally became a new employee of Jinan Kai Nuo New Building Materials Co., Ltd.
This year may be the most difficult year for me to enter the society, because I can say that my life experience or work experience is almost zero, but the company has never given up on me, but has given me more encouragement and support to learn to move forward. Just out of school, I immediately entered the company and society. The main reason for this maladjustment is that I don't know where to start working and live a life of fear all day. But with the help of the company, I slowly learned where to start, how to do e-commerce, and also had a new explanation on how to do it. Let's summarize this year's work:
First, productization
Familiar with the company's corporate culture and humanistic culture, the most important thing is to gradually get familiar with the products to be sold and the basic business processes, and understand what the company mainly does. Where is the market positioning? Where should our market target be invested? Who are the target market individuals and groups? These are all things I need to learn, to understand the company's product price, each product model, each product category, product composition and product performance, product advantages, and to understand the correlation between wall insulation and our products. How to make the product from the bottom to the surface and how to construct it, a series of problems are gradually known through the training of the company and the help of colleagues.
Slowly know how to understand the product knowledge more effectively, and comprehensively sort out the company's products through EXCEL, including price, category, model, corporate culture, products corresponding to models, English descriptions of various models, and English translations of company products. After doing this series of files, I have a new understanding of the products, which lays the foundation for publishing information on various websites in the future and saves time.
Second, the flexibility of product quotation.
After getting familiar with the performance of the product itself, in fact, the quotation seems simple. In fact, there is a lot of knowledge in it. I didn't know how to quote at first, but I was immediately stopped by the customer. I don't know how the price is composed, which is also related to my unfamiliarity with business. In this way, I always feel that I can't find anything to say to my clients. After the guidance of the company's technicians, I know how to quote, how to analyze the composition of the price, how to communicate with customers about the price and how the price fluctuates.
Third, the network and the market.
As e-commerce and online sales, how to find customers through the Internet and how to open the company's market is a headache. Now is an information age, but how to find potential customers through this platform is a very profound knowledge. It takes hard work, but if you are lucky, it is another matter. This work is a test of personal endurance and perseverance, and the beginning of the work is a process from shallow to deep.
Let's talk about how to find our potential markets and customers through the Internet:
(1) By registering an industry website, what is an industry website? Industry websites are websites related to our industry products. For example, many well-known websites in China are very popular, such as Family Source, Alibaba, HC, Dunhuang, Made in China, Bad Ball Resources, EC2 1 and other popular websites. Through each website, we can find the industry to which our products belong and establish. Upload the information of your own products and sample companies one by one, and try to pay attention to the comprehensiveness and detail of the product information, so that the quality of the information released can be higher and it will be more advanced in similar products. You can slowly find more other commercial websites through the relevant links of websites, register yourself, publish information, register more websites slowly, and learn how to identify which websites are effective. It is particularly important for us to obtain buyer information completely free of charge. In the future, some websites will be managed regularly. An important criterion for judging the quality of a website is whether we can get a query or not. Theoretically, the more registered websites, the better, but some effects are not obvious. To know how to choose the best website, we need to analyze it from the perspectives of page views, search ranking, website update speed and service items.
Some people say it's tiring to do so. It's boring to register dozens of websites and publish tens of thousands of messages every day. Updating daily information every day is also boring. It's really hard. This job seems simple, but in fact it is very hard. It exercises people's endurance and personal perseverance. Updating our products every day ranks high, and the chances of being searched are greater. There will be more opportunities to receive inquiries and more websites to register. You want to search for this keyword in a search engine, and all the information comes out of our company, so the publicity effect of the subsidiary is better, because what we do is free, and we can't see the contact information when inquiring about the buyer information. For ordinary members, direct online inquiry is not bad, but the effect is poor, so suppliers can take the initiative to find buyers under the buyer's market conditions and get more opportunities. If you register a free website, you should be diligent in updating it, otherwise the information released soon will be overwhelmed.
(2) Find customers through search engines, specific operation methods, product keywords+dealers/buyers. Product name+product price. Product name+company short name or full name of well-known buyers in the industry. Looking for industry exhibition websites. Observe the ads on the right side of the search engine. Look for pages with links to major customer websites.
(3) Forum method, go to relevant business forums, where there are many questions about similar products, introduce the company there, so as to promote your own company, and promote your own company through your own blog and chat tools.
(4) Reverse method, we are in the building materials market. Think about the industries that use our products and establish relationships with them, which is also a step towards the market. For example, some insulation companies, real estate companies, construction companies, or construction individuals are all applicable objects of our products. From here on, we will have a chance to find our distributors, and it should be a good choice to promote them.
(5) Through the information platform, there are many engineering websites, from which a lot of engineering information can be obtained. According to the information provided, we can verify the authenticity of the project and let the salesman follow up.
(6) Establishing your own website is also a very important job. How to plan my website reasonably and how to make a reasonable layout are all things I should learn. After a year of hard work, I also got a lot of project information and did some projects, such as Yinchuan, Shanxi Maternal and Child Health Hospital and Liaoning Factory. However, things are always good and bad. Indeed, there is still a lot of useful information this year. I don't know what happened. At the same time, when it is handed over to technicians or salespeople for follow-up, the chances of reaching a deal are very small. Providing the best information in this way is also a problem. How to break through this obstacle will be discussed in detail below.
Fourth, organizations that deal with customers at work.
Looking for business online, I think my work is faster and more orderly. I have developed a quotation document with pictures to make it easier to send it to customers. For customers, I have concentrated all my contacts in EXCEL documents as a customer management system, and registered product analysis, different quotations, customer types and needs, customer sources and telephone numbers, and project information, because we are different from other industries in engineering. Maybe I haven't contacted you for a long time after this call, or I may contact you suddenly that day. This is also respect for customers. When I call again, I know which client this is, and so on. I think it is very important to file files for customers, just like the files of some agents, the prices agreed by agents and so on. Every agent's shipment, delivery price, freight and remittance should be registered well and be aware of it.
Verb (abbreviation of verb) the importance of cooperation with people inside the company
How the employees in the factory cooperate with the builders on the site is a very important thing. Attention should be paid to the links from contract-inventory list-production list-outbound list-logistics-consignee receipt. Pay attention to the quantity shipped, the model of production and shipment, deliver the goods to the consignee on time and with good quality, how many goods have been delivered, how many goods have been used for each project, and how many products have been used. Establish files and keep them in mind. For the customer in Shanxi, there was a problem in the connection between them, which finally made everyone very unhappy, so the process and process coordination need our attention.
Six, product market analysis
(1) Market demand analysis shows that there are more than two companies making this product in our industry now, and the market is not yet saturated. It should be a major change in the market from the original tiles to the current imitation bricks. Due to the defects of ceramic tiles, the rise of thermal insulation and the advocacy of national energy conservation, our products provide better market competition opportunities, so the market power is still very strong. How to open this market, all our employees no matter from themselves.
(2) Competitors and price analysis. Now people are familiar with this thing in the market, that is, Jiu Nuo, SKK, Nippon, Sino-German Wacker, Huashi and so on. So the market competition is quite fierce. Maybe other people's technology is not as mature as ours, but there are many conditions for competition. We have our advantages, but we also have disadvantages. For example, our price may be higher than others, the market relationship is not as mature as others, and the contacts are not as wide as others. The team is incomplete and there is a shortage of technicians. In fact, technicians should not only be proficient in technology, but also how to treat every customer into their circle, how to talk and how to establish relationships are all problems we should learn. I think they are all problems we should consider. Therefore, how to use their own advantages to resist the disadvantages of others and occupy the market is very important.
Seven. Problems between individuals and companies
Summing up the work in the past year, there are also many problems in my own work, such as lazy habits that may occur after a long time, some information is not updated in time, some projects are not well followed up, and there are fewer problems with some customers. These are all to learn from other salesmen or peers. 1 1 year plan will learn from each other on the basis of last year's work, focusing on the following aspects:
(1) According to the regional sales situation and market situation, I mainly plan on the northern and coastal border cities.
(2) How to find some project information related to our products through the network, with quality information, how to expand the network and provide more high-quality project information for the company is my responsibility.
(3) Actively cooperate with the sales of agents, serve the work of agents, and establish a good cooperative relationship with agents.
(4) While doing a good job, seriously study business knowledge, skills and actual sales, improve their theoretical knowledge, strive to continuously improve their comprehensive quality, and lay a human resource foundation for the further development of the enterprise.
(5) In order to ensure the completion of the company's tasks, I usually actively collect information and summarize it in time so as to do a good job in the market next year. (6) Due to fierce competition among peers, the price has dropped. 1 1, leaders should carefully investigate, synthesize the market situation and the information feedback of sales staff, and work out the ex-factory price in line with the market situation.
Eight, the company's problems
(1) There were many problems in the management of the company from the beginning, but after this year's concerted efforts of Qi Xin, many problems have been well solved. Just as we are an enterprise that pays equal attention to both construction and sales, we should make corresponding regulations on how to manage the construction, how to manage the materials sold, how to repay the funds, how to do the site budget and final accounts, how much materials are needed, and all expenses should be reported first. Construction management personnel shall regularly explain the project to the company at any time. We need to know how many materials and square meters are used, and how to establish relationships with people who have relations with us on the construction site. Don't ask me how much material I used in the end. The project manager is in charge of the project, and every time he signs for the materials, he has to make a registration, so he can understand a little without asking how much he has used, and it will not be a mess in the end. This is also a project.
(2) Project information, which is a headache. Every time the project information needs technical or salesman to follow up, I have already handed in the work of this project, and the follow-up in the later period may not be followed up. At this time, no matter whether the project is returned by technicians or salesmen, you should report your understanding of the project and the local situation to the company, so that everyone can think about the possibility of cooperation in this project and how to follow up later. What services are needed, what is the focus of this project, who are the key people in this project, and what information do they care about? These salesmen should know something when they go. Our company is like this now. No matter how many people know after technicians and salespeople go and come back, there will be no movement in the later period, and a project will be scrapped.
If this goes on, even the best information will die, and it will never get in later. Maybe we may be accompanied by many projects and need relationships, but it is impossible for every project to be accompanied by internal relationships. 10 projects always have 1 projects that are not accompanying guests, but I think there are many problems in our later work. No matter how technicians, salespeople and our company get in and how to do it at this later stage.
We always take a negative attitude towards every project and always say that this project is for guests. If so, what difference does it make whether to go or not? Therefore, our staff should analyze the quality and timeliness of this project. Many times, when we report a project, no one cares and no one tells us how to deal with it. When the company suddenly asks about this project, it will take so long. Maybe people have already decided, so it is more important for us to find another opportunity.
In a blink of an eye, this year is coming to an end. Joining Jinan Kai Nuo New Building Materials Co., Ltd. is a process of growth and progress for me. From the very beginning, I learned a completely unfamiliar working method, work content and workflow. For the first time, I independently handled the customer's consulting questions, independently made quotations, and explained the application of this product to customers for the first time. These are all opportunities given to me by the company. The above is my summary of this year's work, which includes both affirmation and criticism. I hope I can do my job well in 1 1 and serve the company with you. I also wish Jinan Kai Nuo New Building Materials Co., Ltd. a better tomorrow!
65438+ monthly summary of e-commerce operation in February (II) I went to XXX office for internship on XX this year. During this month's internship, my main task is to assist the sales staff of the company, including printing, copying, faxing, auditing, reconciliation, statistical data, online promotion, online sales, contacting customers, introducing products and so on. During this time, I personally experienced the life of the company, not only familiar with the sales business, but also saw a lot of contents in the sales process of the company, which made a great leap in theory and practice.
Through this internship, I have a further understanding of e-commerce, a deeper understanding of the basic theory, basic knowledge and basic skills I have learned, contact with society, and combine practice to exercise and improve my ability to integrate theory with practice, and improve my ability to analyze and solve problems and my ability to work in society.
Through this internship, I learned more about the processes of B2B and B2C, and gained a lot. Let me first explain my understanding of the pros and cons of e-commerce:
(1) Make the information exchange between buyers and sellers cheap and fast. Information exchange is the basis for buyers and sellers to realize transactions. The information exchange in traditional business activities is carried out by telephone, telegram or fax, which is different from the transmission of internet information by network hypertext.
(2) Reduce the transaction cost between enterprises. First of all, for sellers, e-commerce can reduce the promotion cost of enterprises. In other words, it can be more economical and effective than traditional TV and newspaper advertisements to publish enterprise-related information and publicize corporate image through the Internet. Because providing multimedia information such as photos and product files of enterprises on the Internet is sometimes better than the "thousands of words" of traditional media. According to IDC survey, advertising on the Internet can increase sales by 10 times, while the cost is only110 of traditional advertising. Secondly, for buyers, e-commerce can reduce procurement costs.
The traditional procurement of raw materials is a complicated process. Using the Internet, enterprises can strengthen cooperation with major suppliers, organically combine raw material procurement and product manufacturing processes, and form an integrated information transmission and processing system. According to the report of General Electric Company, they can save 30% purchasing cost by using e-commerce purchasing system, including 20% labor cost and 10% material cost. In addition, with the help of the Internet, enterprises can also seek the best suppliers in the global market, not just a few original businesses.
(3) Reduce enterprise inventory. In order to cope with the unpredictable market demand, enterprises usually need to keep a certain inventory. The high inventory policy of enterprises will increase the occupation cost, which may not guarantee that products or materials are marketable commodities; The enterprise's low inventory policy may hinder the production plan and delay the delivery. Therefore, seeking the optimal inventory control is one of the goals of enterprise management. E-commerce based on information technology can change the problem of inaccurate and untimely information in enterprise decision-making through the Internet, transmit market demand information to enterprises for decision-making and production, and at the same time transmit demand information to suppliers for supplementary supply in time, thus realizing "zero inventory management".
(4) shorten the production cycle of enterprises. The production of a product is the result of the cooperation of many enterprises, so the design, development, production and marketing of the product are most likely to involve many related enterprises. Through e-commerce, the phenomenon of unnecessary waiting caused by closed information in the past can be changed.
(5)24-hour uninterrupted operation, increasing business opportunities. Traditional transactions are limited by time and space, while Internet-based e-commerce operates 24 hours a day, 7 days a week, and online business can reach the market range that traditional marketers and advertising promotions cannot reach.
Through this internship, I have a more detailed and profound understanding of my major, and it is also the consolidation and application of the knowledge I have learned in the university in recent years. From this internship, I realized that there is a certain distance between the actual work and the knowledge in books, and I need to study further. This internship helped me to have a deeper understanding of the current online marketing. It is no longer limited to books, but has a more comprehensive understanding. Practice has exposed many deficiencies in my knowledge, and it is also a supplement to my theoretical knowledge. In addition, I have made many friends and teachers. We communicate together and promote each other.
Because I know that only by in-depth contact with them will you know more about the nature, experience and methods of life and work. Lay a solid foundation for us to further move towards society in the future. In this social practice, I learned a lot of knowledge that I couldn't learn in class, broadened my horizons, increased my knowledge and got rid of many problems. Know that it is not easy to make money, hard work and complicated society. In order to adapt to the society, we should keep learning, constantly improve ourselves and exercise ourselves in practice, so as to be invincible in the fierce competition.
Through this internship, I also know that if you don't want to be in a hurry, you should form a good habit of doing things in an orderly way. "Everything should be organized", which is the advice given to me by an elder sister of the company. Delay time, waste energy and miss things. So every clerk's desk is in good order. This makes me very moved.
The above is my experience, "A journey of a thousand miles begins with a single step". This short and substantial internship for one month, I think, has played a bridge and transitional role in society, is an important experience in life, is an important step, and is also of great help to my future work. Some basic principles of being a man, such as asking for advice with an open mind, observing organizational discipline and unit rules and regulations, and communicating with people in a civilized way, should be conscientiously implemented in real life and good habits should be cultivated constantly in real life. Most of the experience and knowledge I learned during this period came from the employees and leaders of the company, which is a valuable asset in my life.
Summary of E-commerce Operation Month in 65438+February (3) When I first arrived in xx, the concern of the leaders and colleagues made me feel the humanistic care of the company and let me quickly integrate into the big family of xx. Everyone in the company, old and young, cares about and learns from each other, creating a good atmosphere. I am proud to be able to work, study and live in such an excellent group just after graduation.
Young me is like a newborn sun, full of enthusiasm and vitality, emitting a vibrant light. When I first arrived, everything was so strange and novel, which constantly stimulated my thirst for knowledge; The beautiful vision for the future has also strengthened my determination to struggle after entering the work.
The first day is the basic training for new employees. The specific content is the products operated by the company, the business process of work, the company's attendance system and working methods. There are also some basic business knowledge, such as basic telephone skills, types and prices of certificates. Through one day's training, I have a general understanding of the company's business and working methods.
I tried to make more than 20 phone calls myself, and I didn't know until I did, and I realized that I had many problems. For example, when you call for the first time, you can't help being timid, because timidity leads to a lower voice. In the process of making a phone call, my mind is also very confused, and I don't know what to say and how to say it. At that time, I thought of a sentence, "I finally feel shallow when I get it on paper, and I don't know what to do." Training is just knowledge. In the process of training, we don't know what will happen. Only by doing it yourself can we find our own problems and solve them better.
With the first day's attempt, the next work will be much smoother. Although I am still a little timid and confused, at least I speak louder than before and can communicate with customers simply. This shows that I have made progress and proved that I am growing.
In this way, I grow up in continuous learning and consolidation every day, and gradually get familiar with business processes and some oral expression skills, as well as the operation and promotion of business processes. During the period, I heard that the company will have a stress assessment five days after the new employees join the company, which is to observe and evaluate the comprehensive quality of the new employees and their performance during their work. At the same time, I also witnessed that employees who entered the company before me were eliminated in the stress assessment. At that time, there was only one thought in my heart, that is, I must pass the stress assessment. Five days passed quickly, and I ushered in a new assessment with a high elimination rate-stress assessment.
I was a little nervous before it was my turn. Although in these five days, I have been studying, consulting, consolidating and perfecting my own shortcomings. Although I memorized the quotation sheet of the certificate, to be honest, I still have no bottom in my heart, fearing that I will be eliminated if I make mistakes in the assessment process.
It's finally my turn. At the beginning of the examination, my heart was pounding wildly, but slowly as the examination went on, I calmed down. This also puts me in a state where I can treat evaluation better. The whole evaluation process was not as good as I expected, but there were no big mistakes, so I passed the stress evaluation smoothly.
After passing the stress assessment, I officially became a newcomer to xx. I know this is only the beginning of my career, and there are more "more cruel" assessments waiting for me in the future. I will continue to work hard to make myself capable in all aspects and become an independent person.
In the first month, the company arranged specific training for new employees, including business training and other related knowledge training that is indispensable to us. The specific contents include: sales skills, communication skills, the process of certificate registration, the search and development of customers and talents, the management of emotional intelligence, the relevant knowledge of the construction industry, the organizational structure of the company, etc., which will play an important role in my future life.
During the training, the lecturers spared no effort to teach us what they know, which is my great gratitude and honor to be a member of xx. Moreover, in the training, we play games interactively, learn knowledge through entertaining, and accept the elites precipitated by lecturers in this industry for many years through interaction. Through training, I learned a lot of new things, learned a lot of new knowledge, and also grew up. Through training, let us arm ourselves, make us more cohesive and create more value for the company.
Although the training made me learn a lot of knowledge, it was not completely absorbed and precipitated. Only through practice can I digest this knowledge and try new channels. As the saying goes, "It is better to teach people to fish than to teach them to fish", just as Brother Yu taught us how to find customers and talents instead of giving them to us directly. I think instead of waiting for the company to allocate customers and talents to me, it is better to find them by myself in the way of Columbia University.
So, I started looking for my own customers and talents. At first, I didn't know how to find the contact information of customers accurately, so many of the contact information I found was wrong. Later, more customers were found, and the correct rate of contact information was improved. Gradually, I accumulated four or five hundred customers. Although many have no demand, but there is no demand now, it does not mean that there will be no demand in the future. The most precious thing in sales is resources. I have accumulated more customer resources for myself, and I can make better money by talking about orders in the future. Similarly, I have not been idle in talent training, and I have accumulated some talents for myself, so that I can match talents faster and more effectively in the future, so that I can talk about success alone.
Through the search for customers and talents during this period, I found a problem, which is what I have to do now and what the company has to do-find new channels. Whoever has a channel in the sales industry is one step closer to success than others. At present, many talents in hunting license industry are found on the 58-link, which makes the talents * * * practical. In this way, when I was talking about this talent, other intermediaries were also talking about this talent, and I had no advantage at all. If I have a new channel to find talents, my talents can be said to be basically fresh and different from others, then my chances of becoming single will be greater.
Looking back on the work course of these two months, there are successes and failures, gains and confusion, laughter and tears. But in any case, I grew up in this journey and saw beautiful scenery. After two months of work, I have mastered the business process of work, which has made my business knowledge more solid. Know how to communicate with customers and talents, know some relevant knowledge of hunting license industry, and have the ability to make a simple analysis of this industry. After working for two months, I have completed the transformation from a young college student to a newcomer in the workplace. Of course, the most important thing is that my efforts have paid off.
Finally, to borrow an old saying, "Husband and wife fly far with birds, and people are proud of sages." I believe that in this excellent big family of xx, with the care of the leaders and their continuous efforts in study and practice, they will certainly be able to move from ordinary to excellent and from excellent to excellent.