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Summary report on automobile salesman's practice 1
Time flies, four years of college have passed in an instant, and we are about to enter the society. It is essential to exercise yourself before graduation, and it is also a compulsory course during school. On second thought, I think now is the era of market economy, and the current market economy has already turned to the buyer's market. How to understand customers, sell products to customers and satisfy them is the most needed work at present. Therefore, at present, sales work is an indispensable and very important job. On the other hand, because all kinds of products are flying all over the world, how to let customers choose their own products is also a kind of hard work, so sales work is also a very training work. Sales requires not only good eloquence, but also careful thinking and understanding of customers' ideas. Although I'm not a sales major, I'm from mathematics. I am thoughtful and good at thinking, so I feel I have certain advantages in sales. Furthermore, sales is also a very training position. If we can do this work well, it will be of great benefit to the future development. So I entered the automobile sales and service co., ltd as an intern on February 22nd, 20th/kloc-0th.
I. Objectives and requirements
Understand the car sales model and process, and popularize some car knowledge that is usually lacking. At the same time, I will apply theoretical knowledge to social practice, challenge my work and internship ability, develop good work habits, accumulate work experience, accept social review, and adapt myself to this ever-changing society as soon as possible.
In addition, it is also the purpose of my internship to strengthen my labor viewpoint, socialist enterprising spirit and sense of responsibility. At the same time, strengthen their own quality, learn more sales skills and learn to contact and communicate with customers; Understand the management mode of sales company, further deepen the understanding of book knowledge, and further familiarize yourself with the application of theory and skills in practice; Deepen the understanding of the position and role of cars in national life, consolidate ideas and stimulate passion.
Specific requirements include:
1. Cultivate the business ability of automobile sales personnel, understand the daily business and workflow in automobile sales, and learn how to be a good employee and how to get along with colleagues.
2. Integrate theory with practice, and use the qualities developed in peacetime to solve specific problems in work practice.
3. Learn with an open mind and improve your overall quality. In the internship, I humbly ask the staff, learn from their good quality and work style, improve my overall quality, and cultivate myself into an excellent salesperson.
4. Cultivate the spirit of hard work and social responsibility, and form a good moral character of love and dedication.
5, pave the way for employment, find out the gap between their own quality and social practice, and replenish themselves in time during the later study period, arm themselves, and accumulate knowledge and ability for job hunting and future work.
Second, the internship content and process
I started my internship in-Automobile Sales & Service Co., Ltd. on February 22, 20 10. I majored in information and computing science, which has nothing to do with cars, so I did a simple training in the company at first. Understand-the development history of the car and our company. At the same time, we should also understand the performance, advantages and disadvantages of the model. Under the guidance of manager Wang, the sales manager, I gradually deepened my understanding of cars. Through the internship visit in the after-sales maintenance department, I have a deeper understanding of the internal parts and structure of the car. Through the first week of study and practice, I changed from a layman who knew nothing about cars to a salesman with a certain foundation.
1, professional process of automobile sales
Through learning, I know eight processes of automobile sales:
Reception, consultation, vehicle introduction, test drive, quotation negotiation, contract signing, vehicle delivery and after-sales tracking.
Through the simple training in the early stage of the company, the observation of the old employees, my own personal practice and the constant teaching of Mr. Wang, I quickly got a basic understanding of the automobile sales process. Later, I personally participated in every link and learned the basic form, purpose and requirements of the process.
(1) Reception: Generally speaking, the reception of customers is in the exhibition hall. There are two situations. One is a completely strange customer visit, but an already arranged customer visit. For a strange customer visit, we pay attention to the first impression. Give customers a good first impression, because customers usually have negative ideas about the car buying experience, so the reception of polite professionals will eliminate the negative emotions of customers and lay a happy and harmonious tone for the buying process. Second, for customers who have already made an appointment, just follow the process. Of course, we should also show the spirit of professionalism and courtesy in the reception process.
(2) Consultation: The purpose of consultation is to collect information about customer needs. Salespeople need to collect all the information of customers as much as possible in order to fully explore and understand the accurate car purchase needs of customers. The salesperson's inquiry must be patient and friendly. Moderation and trust are very important at this stage. When answering customers' inquiries, salespeople should have a good grasp of the appropriateness of services, neither under-serving nor over-serving. At this stage, customers should be allowed to express their opinions at will and listen carefully to understand their needs and wishes, so as to sell more effectively in the subsequent stage. Moreover, at the beginning of the reception, the sales staff should take the corresponding promotional materials to the customers for inspection.
(3) Vehicle introduction: The key point is to introduce products according to customers' individual needs, so as to gain customers' trust. Salespeople must convey the relevant product features related to their needs to customers and help them understand how the company's products meet their needs. Only in this way can customers realize the value of products. This step is not completed until the salesperson is recognized by the customer and chooses the desired car.
(4) Test drive: This is the best opportunity for customers to get first-hand information about automobiles. During the test run, the salesperson should let the customer concentrate on the physical examination of the car and avoid too much conversation. Salespeople should explain customers' needs and purchase motives in order to build customers' trust.
(5) Quotation negotiation: In order to avoid arousing customers' doubts in the negotiation stage, it is very important for the salesperson to make customers feel that he has understood all the necessary information and mastered this important step. If the salesperson has understood the customer's requirements for price and other conditions, and then put forward sales suggestions, then the customer will feel that he is dealing with an honest and trustworthy salesperson and will fully consider his financial needs and concerns.
(6) Signing a contract: In the closing stage, there should be no tendency to rush for success, but customers should be given more time to consider and make decisions, but the sales staff should skillfully strengthen customers' confidence in the purchased products. When handling the relevant documents, the sales staff should strive to create a relaxed signing atmosphere.
(7) Delivery: The delivery step is an exciting moment for customers. If the customer has a pleasant delivery experience, it will lay a positive foundation for a long-term relationship. In this step, our goal is to deliver a clean and defect-free car according to the agreed date and time, which will satisfy the customer and enhance his trust in the dealer. It is important to pay attention to the limited time for customers to deliver cars, and should take time to answer any questions.
(8) After-sales tracking: The most important thing is to realize that for a customer who bought a new car, the first maintenance service is his first chance to experience the service process of the dealer. The focus of the tracking step is to continue to promote the relationship between the customer and the first maintenance service to ensure that the customer will return to the dealer for the first maintenance. Tracking the customer after the new car is sold is a bridge between the customer and the service department, so this tracking action is very important, which is the responsibility of the service department.
2. Automobile after-sales service process
The automobile after-sales service process mainly includes 10 steps: reservation, reception, consultation, dispatch, diagnosis, customer approval of additional items, maintenance, quality inspection, delivery and tracking. 1 month's short internship, I have some knowledge of every process of automobile after-sales service, but I only participated in the work of appointment, reception and consultation, which was deeply touched. I deeply know that an effective reservation system can ensure that customers get service when they need it, and can also minimize the waiting time of customers before receiving service. Appointment arrangement can avoid peak hours and give service receptionists more time to contact customers. ; At the initial moment of a customer's visit, the most important thing is to reassure him. When the customer arrives, the receptionist should smile to ease the customer's mood, so as to better communicate with the customer and understand their requirements. This is the important role of reception; Consultation is one of the most important steps in the whole service process, and it is a good opportunity to build customers' confidence in service personnel and service departments. By expressing sincere service attitude, service personnel convey their willingness to provide the required services and pay attention to the individual needs of customers, thus winning the trust of customers. This helps to eliminate customers' doubts and anxieties, and enables them to describe the problems encountered by their cars more frankly. These are my actual feelings. In fact, there are only a hundred words, but it is difficult to do. You must work harder if you want to do it well.
3. Daily maintenance of cars
For cars, daily maintenance is very important. Some customers are the first to buy a car and use it for the first time, and they don't know much about maintenance. This requires us to explain to them. Through a month's internship, I have a preliminary understanding of automobile maintenance knowledge.
The purpose of car maintenance:
(1) If the car is not maintained for a long time, it is likely to have an accident, and a car that is frequently maintained can avoid some accidents.
(2) Laws and regulations have certain provisions on automobiles, and maintenance shall not violate regulations.
(3) As we all know, we can prolong the life of the car and keep it in good condition. So cars, like our skin, need constant maintenance. So how to maintain the car? Several tasks need to be done in car maintenance: clean the appearance of the car, and check whether the door and window glass, wiper, indoor mirror, rearview mirror, door lock and lifter handle are complete and effective. Check whether the water quantity of the radiator, the oil quantity of the crankcase, the oil storage quantity of the oil tank and the electrolyte level in the battery meet the requirements. Check whether the horn and lighting are complete and effective, and whether the installation is firm. Check whether the connecting parts of the steering mechanism are loose and firmly installed. Check whether the tire pressure is sufficient and remove impurities between the tire and the wheel track. Check whether the steering wheel, tire nut, axle bolt, leaf spring riding bolt and T-bolt are firm and reliable. After starting the engine, check whether the instrument works normally and listen to the engine for abnormal sounds. Check whether the vehicle has "four leaks" such as water leakage, oil leakage, air leakage and electric leakage. Check whether the traction device works reliably. If you have any problems, you can find the after-sales service, and of course you can solve them yourself.
4, internship experience and harvest
The internship unit is in my hometown. Although I am in the countryside, it takes me an hour and a half to drive to the place where the social journey begins. Once the hope and fear disappeared at this moment, and I was greeted by this month's tempering.
After coming to-,both leaders and colleagues are more enthusiastic. This made me feel warm when I thought the society would be a little indifferent. At first, I received the company's training and learned about the company's culture and the history of cars. After the training, I will be sent some books about the basic parameters of cars, which are strange to me, so I have to try my best to remember and learn. Besides basic manners, I know a little about car sales. However, my colleagues and teachers are willing to help me, and I constantly improve myself in my study. It's not as easy as the school environment, but it's also this tense environment that ignites my passion. I am eager to keep learning and making progress. I was assigned a master here: Manager Wang, but in fact, everyone here is my master. Every day, in addition to Master Wang's words and deeds, you have to think and ask yourself. Only in this way can you gain more knowledge. In this month, I basically learned how to communicate with customers with my master every day, how to satisfy customers, and at which stage I can guide customers to sign bills ... I have to recite materials at night, because I haven't learned enough during the day and need to consolidate and deepen. Sometimes I feel like a rookie, and I don't understand a lot of knowledge, especially the information of other companies competing for models. Therefore, in the usual study, we should not only immerse ourselves in understanding ourselves, but also understand our opponents and the market. I still remember when I first studied with my master, I could only help him with some simple work. For the first time, the master will explain them one by one. However, the master is very good. When my study is not ideal, the master not only does not blame, but also gives more encouragement. With the help of my master and colleagues, I grew up slowly, and now I still remember talking to a colleague about the joy of becoming a customer.
Through this month's internship, I gained not only the knowledge of automobile sales, but also a new understanding of learning and social experience. Learning in the society, learning faster, the exam is no longer a piece of paper, but real results. Learning in society is no longer one person's learning, but everyone's learning, and everyone may be his own teacher. I would like to thank the master and colleagues during the internship, and thank them for their concern and teaching. I may not be engaged in car sales in the future, but I believe that the knowledge I have learned here for one month will benefit me for life.
Summary report of automobile sales staff internship II
"I'm not selling cars, I'm selling myself." This is the wisdom of the greatest salesman in the world. This is also a sentence that I deeply felt in this training. The two-day training has ended, and I seem to be still immersed in the teacher's extensive knowledge and classic cases. I still want to make a summary report on what I have learned.
On the first day, I mainly talked about some theoretical knowledge of face-to-face consulting sales: for example, its comparison with informed sales, its model and main battlefield; The focus is on the concept of sales. At this point-the most critical point stated by the teacher is that in the sales process, as a salesperson, he mainly sells himself. This is exactly what I mentioned at the beginning: "I'm not selling cars, I'm selling myself." On the first afternoon, we also learned how to communicate with customers and how to convince them. This piece mainly talks about two levels: one is how to speak, that is, as a salesperson, how you should express it to customers; The second is how to listen, that is, how to communicate with customers more sincerely when we express ourselves, so that customers can feel our sincerity. Here, I think it is very important, that is, the classic four sentences taught by the teacher: You are really not simple, I admire you very much, I admire you very much, and you are very special. These are four simple sentences. If we can often express it with colleagues around us, then "harmony", as one of the company's core values, will certainly be better realized.
The next day I mainly learned how to improve my grades and increase my income. In this respect, teachers pay more attention to the combination of theory and practice, and tell some easy-to-understand cases, so that we can more intuitively understand the application of some theoretical knowledge in practice.
As the teacher said, it will never happen overnight to make the content of this training completely clear. More importantly, rely on your own understanding, apply what you have learned to your life, and further enhance your life experience. In this study, I was deeply impressed by several knowledge points and cases, and I want to elaborate on these points.
The first one is the sentence I mentioned at the beginning: "I'm not selling cars, I'm selling myself." As salespeople, we are not selling our own products, but ourselves, which is the trust of our customers. At this point, I think salespeople should do three things: build confidence in products, build confidence in customers, and convey your confidence in products through customers' confidence in you. If the salespeople are divided into four categories, first-class salespeople rely on customers' liking, second-rate salespeople rely on services, third-rate salespeople rely on products, and fourth-rate salespeople rely on discounts. If we do the first point well, then we will take a big step and become second-rate salespeople!
-said: "The elevator to success is always useless. If you want to succeed, you can only climb step by step. " If we just become a second-rate salesperson, it doesn't mean that we can stop. After all, we have many first-class and even extraordinary salespeople in front of us. We are still far from success. If you want to succeed, you can only continue to work hard and climb up step by step. This leads to the second point I got in my research-customers who have no pain will not buy it. Sales is to help customers solve problems. If a customer has no pain and no problem, how can he sell it? If you want customers to like your things and take the initiative to buy your things, then you must let him know that even if you have to pay for your things, it will make him very painful; But if he doesn't buy your things, he will suffer more. As long as you can make the customer understand this truth, then he will be happy to pay for your things, and then you will succeed.
So a classic case is also very enlightening. In this study, I think the wonderful and inspiring example is the monk's example.
-The teacher said this sentence during the lecture: "A person's professional level is inversely proportional to the length of his hair." A male compatriot raised an objection. He said, look at the monks. They all have no hair. Are they the best salesmen in the world? That's what I thought at the time. Monks only need to recite scriptures and knock on wooden fish every day. What can they achieve? But-the teacher smiled and said, "You're right. The professional level of monks is the best in the world. You see, as long as they chant Buddhist scriptures and knock on wooden fish every day, a large number of people give them money and even kneel down and beg them to accept it. " I burst into laughter, but after laughing, I fell into deep thought, which explained the problem, which just explained the teacher's classification of fourth-rate salesmen: a first-class salesman depends on customers' likes. Monks' business is good precisely because their "intangible products" can help customers solve their pains and make them feel calm. This product does not exist at all, and there is no need for monks to sell it at home. It is precisely because he is liked and desired by customers that he can succeed, so the monk is the most successful salesman in the world.
Sales is a deep knowledge, and this study has benefited me a lot. But I also know that this research alone is absolutely not enough. I will use this knowledge to make up for my shortcomings in my future work, actively learn more experience and report to the company.
At the same time, I would like to take this opportunity to thank the company and its leaders for their cultivation. I wish you all the best in your work!
Summary report of automobile sales staff internship 3
Internship is my most precious experience for a newly graduated student, and it is also a stage where I can grow and learn better. This is a difficult but most rewarding stage in my life. I am also very lucky to be a member of this stage. My internship came to a car store and became a car salesman. At work, whether I am at work or in life.
The internship time is not very long. Just a few months of internship is also to make us familiar with and accustomed to the work in the workplace after entering the workplace. After all, the workplace is different from school, no one will care about your inner world, and no one will always pay attention to your emotions. So at work, no matter what happens in my life, I can only adjust my mood by my own efforts. At work, we should treat it with the fullest mental state. What's more, I sell cars as well as cars. The most important thing is to separate my work from my personal feelings. Secondly, I need to learn how to communicate with customers better, how to communicate with customers, and how to complete my sales order faster and better. When I first started working, many clients looked at me as if I was young, so many people didn't trust me enough. My sales are also perfunctory, but I am not lost, because I know in my heart that as a salesperson, I mean the products I sell, but the most important thing is that we need to make our customers believe in themselves, so I also know that in order to make my work smoother, we must first improve ourselves, change ourselves and have a certain understanding of professional knowledge, so I have been learning cars from the beginning. With regard to communication and communication skills, I gradually began to contact customers. Although at the beginning, I still couldn't get the trust of customers and couldn't complete my own orders, I gradually learned more and more about the professional knowledge of automobiles and the skills of communication and sales, so I gradually gained a lot of trust and the work went smoothly.
Through my own efforts during this period, I successfully completed my internship and learned some life truths in my work and life. What impresses me most is that we must persist in understanding. As long as I stick to it and work hard for a goal, I will get better and better.
Summary report of automobile sales staff internship 4
In this internship, I deeply realized the hardships of work and the infinite learning. This internship made me understand the importance of interpersonal relationships, enthusiasm and responsibility for work, and the importance of mentality. I'm still in the internship period, but I'm doing everything the sales consultant is doing, all by myself.
The following is my experience and summary of this internship:
1. Skilled business skills. Proficiency in business operation is the most basic requirement for every employee in the business hall, and it is also the basic embodiment of the core competitiveness of employees.
2. Unity of thinking and clear goals. In other words, as the saying goes, "everyone's heart should be harmonious", and they should not have their own ideas, but run counter to them. Because thoughts guide actions, only when everyone's thoughts are highly unified will they really put their goals into action.
3. Team spirit, not emphasizing individual heroism. Because every employee's performance is linked to the business hall, the whole is not good, and even the best part can't reflect your Excellence. Kannikin's law has explained all this well.
4. Strong sense of responsibility. Individuals should find their place in the team and define their functions. Once there is a problem, don't pass the buck to each other, and be brave enough to take responsibility. Without this, the team can't unite, let alone play a super fighting capacity.
The three-month internship is not only the improvement of my practical ability, but also the baptism of my thoughts. Whether as students or workers, we should conscientiously do everything in life, life and work with a responsible attitude. In the next three months, I will be braver, more frustrated, braver and enterprising, and become an excellent marketer.
Summary report of automobile sales staff internship 5
After many times of training and exercise, I have gained a lot. Not only the working ability has been improved to a certain extent, but also the willpower has been greatly exercised. It's normal to be cold-eyed during work, which means I must endure it!
In the process of sales, I found that all sales are interlinked, only the products sold are different, so after mastering the product knowledge, I have the following points to improve my sales skills:
1, mental state preparation.
A good mental state will give customers a positive, energetic and enterprising atmosphere, then this positive and enterprising mood will always affect customers, so that customers feel that they have an emotional infection.
2. Prepare for customers.
When I know the relevant product knowledge, this is the first step for me to master sales. In order to improve my sales performance, I also need to know the personality and style of customers. Only when I know my customers better can I better grasp their psychology and establish a harmonious relationship with them.
3. Physical preparation.
Only by having a good body can we maintain vigorous energy and work better. These days, the standing guard service in the shopping mall makes me feel very tired, so I can better understand that having a good body can make me work hard.
Through the combination of theory and practice and the communication between individuals and society, we can further cultivate our professional level, interpersonal skills, teamwork spirit and interpersonal skills. Especially the practical work ability of observing, analyzing and solving problems, so as to improve their practical ability and comprehensive quality, help themselves to integrate into society more smoothly and devote themselves to their work better in the future.
Doing everything with your heart, doing every simple thing well is not simple, and doing every ordinary thing well is extraordinary.
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