If the company's development scale is small, and the company's manpower, material resources and financial resources are not strong, the company must operate and sell specific products, so as to see the effect as soon as possible. The following is how to write a personal quarterly sales summary, which I compiled for you, hoping to help you!
How to write personal quarterly work summary in sales? 1 __ The first quarter ended in a blink of an eye. Here is a summary of the completion of all the work in the first quarter.
One: store sales performance is completed.
From _ _ _, the rainfall in February and March was obviously more than that in previous years, which led to the store's performance failing to meet the expected target. The store planned to complete 400,000 vehicles in the first quarter, but the actual target was only 346,000 vehicles, which was significantly lower than the planned target. In the next few quarters, we should strive to improve the overall performance of the store to make up for the difference in the first quarter goals.
Second, the implementation of store standardization
Service standard: the store staff did not change much in the first quarter. A new employee was recruited in March, and the new employee was trained in service standards every day for three days before joining the company. After formally joining the company, I will review the service standards once a week to promote the use of service standards by new employees. In the unannounced visit of the investigation agency, the relevant recommendation of the store has not been in place. In view of this, I stipulate that employees should record relevant recommended cases in the manager's handover book every day, on the one hand, let employees know about the use of relevant recommendations in the service process, on the other hand, let employees develop the awareness of relevant recommendations. Through the efforts of all parties, the results of the first quarter and three months of the investigation institutions gradually stabilized.
Hygienic standard: the basic hygiene work in shopping malls has not been ideal. When the number of employees in the store increased to four, the sanitary area and cleaning cycle were redefined, and the basic hygiene in the store has made remarkable progress at this stage. I will put the hygiene standard in the same important position as the service standard, constantly sum up and improve it, and do the basic hygiene work of the store in place.
Three: store personnel recruitment
Last year, Yixing area has been facing the situation of insufficient recruitment. Starting from _ _ _, through the combination of online recruitment and store recruitment, especially online recruitment, the recruitment pressure has been significantly reduced. Summarized the previous recruitment experience, and increased the refresh frequency of online recruitment information. Basically, every day, candidates call to inquire about the recruitment situation. Among them, the new employees of Store 52 are recruited through online recruitment channels. Although Store No.39 was understaffed at the end of March, the main reason was the staff.
Sudden resignation, coupled with the fact that the store did not reserve enough employees, led to a shortage of personnel, and the recruitment situation has been put in place. Through the good situation of online recruitment in the first quarter, I am full of confidence in future recruitment.
Four: semi-annual inventory
At the beginning of March, the store conducted a semi-annual inventory, which may be the last inventory in the store. Because of full preparation, the inventory in the store went smoothly, and it was basically finished at 0: 30 that night/kloc-0. After the inventory, it took half an hour to summarize the inventory, and emphasized some matters needing attention in the later daily inventory. There are not many mistakes in this inventory through repeated inventory. As a result of inventory loss, the usual commodity management in shopping malls is still reasonable, and it is within the control range, so there is no need to make compensation. The main goal in the later period is to implement the new daily inventory policy, reasonably arrange the inventory time and inventory category, and ensure the smooth implementation of daily inventory.
Verb (abbreviation for verb) holds a staff meeting.
Since I entered _ _, I have held two staff meetings every month, one for the three stores in Yixing and the other for the 52# store:
Staff meeting of the three stores: I will arrange a staff meeting of the three stores before the end of each month to summarize the comprehensive performance of the three stores; Communicate the contents of the monthly meeting and the important matters of office automation; Remind me of some matters needing attention and concerns in my work next month. When I have enough time, I will give you some training. For example, at the staff meeting in March, I trained everyone in mentality through learning and understanding the management course of Wanfang. I will try my best to use my time to conduct some training for everyone at every staff meeting in the future.
Staff meeting of Store 52#: The meeting of Store 52# is mainly held after the investigation institutions come down, and the focus of the meeting is the implementation of the rectification plan of the investigation institutions. Although the submission of the rectification plan has been cancelled since February, I will sum up with you for various investigation institutions and take some new measures for the shortcomings and implement them in the next work; Another focus of the meeting was to summarize all aspects of the work of Store 52#. What has been done by the store as a whole, what has not been done, what should be done next, how is the performance of each employee, and what is the expected performance next? All right.
Praise, and the bad ones will be improved in the next work. Through the separate meeting of the store, we can summarize the store and promote the good work of the store.
Six: Wanfang School of Management courses.
The first quarter * * * study 10 class hours. On the one hand, I apply what I have learned to my work as much as possible, and at the same time, I share it with my employees after work. Only in this way can we realize the progress of ourselves and employees and fulfill the training function of managers. At the same time, at the staff meeting, I also encouraged the management team to learn more courses from the School of Management, at the same time, do a good job in the training function of managers, and constantly pass on their experience to employees, so that employees and stores can make progress together.
The above is a summary of the work in the first quarter, and the following is a plan for the work in the second quarter.
One: Sales performance
According to the plan made at the beginning of the year, the goal of Store 52 in the second quarter is 370,000, and I will try my best to lead everyone to strive for exceeding the goal. To this end, the focus of the work is to prepare goods and arrange personnel during the Golden Week in May, and strive for a breakthrough in sales performance during the Golden Week, thus promoting the overall performance in the second quarter.
Second: standardization
Service standards are still the top priority of stores and remain stable at present. The next goal is to improve on a stable basis, reach a higher standard in service, and take 15# store as the learning goal and the direction of efforts.
The second quarter is also a relatively off-season, so the store's health work should be put in place with high standards, with the goal of improving the health efficiency of each employee and conducting strict inspections.
Three: personnel training
At present, Zhang Lingling of Store 38 has started the course of reserve cadres, and she is also a teacher. I should earnestly shoulder the responsibility of guiding teachers, communicate after each course, pay attention to their performance at work and the practice of what they have learned, and give timely guidance. The goal is to make Zhang Lingling become a star in all aspects through the end of a periodic course, and he can have the skills and sense of responsibility to take care of the store.
Four: Wanfang Business School course study
It is planned to complete 15 class hours in the second quarter, put the practical knowledge learned into practice at work every month, share it with employees, consolidate understanding and train employees at the same time.
The above is my work plan for the second quarter, and I will try my best to implement it to ensure that every item will be effective at the end of the second quarter.
How to write personal quarterly work summary in sales? The third quarter was another major turning point in my life. I changed from a fresh graduate to a salesman. Looking back on the results in the third quarter, I feel that I have learned a lot, but I have brought little benefit to the company. Summarize the previous gains and losses, make plans for future work, and pave the way for tomorrow's victory.
First of all, I am glad that I can engage in sales work on the platform of a well-known domestic Chitian refitting enterprise, which gives me enough confidence in my products, and at the same time gives me an invisible self-confidence and pride when facing customers. Coupled with the company's strong support for sales staff, let me know that it is right to choose Chitian Company, and I am willing to associate my life ideal with the company. Although I am just an ordinary salesman of Chitian Company, Chitian Company is a new voyage of my life, bearing my hopes and dreams.
Secondly, I have only been engaged in sales for three months in Chitian Company. In this short three months, I also deeply realized my own shortcomings. From my personal knowledge framework, communication with customers, and what I need to learn from my own work habits, I suddenly feel at a loss. Although I also know that Rome was not built in a day, it is a process that needs to be gradually accumulated and constantly learned, but this knowledge obviously affects my communication with customers, especially when I don't know how to explain my professional knowledge, which makes me very upset. I am eager to change this situation. When dealing with problems, I also feel inexperienced, especially when I encounter problems that are not caused by customers, I can't solve them well. I wish I could do better.
However, while I am confused, I still see more hope, because knowledge can be learned and experience can be accumulated. The sales predecessors of Akada Company have laid a good foundation for us and left a good reputation for our customers. Moreover, among the customers I have contacted, none of them have raised any objection to the product quality of Chitian Company, which is our rare and precious wealth. In addition, the Shiyan small circulation field that I am responsible for also has great room for development, such as many customers such as Sinotruk, Shaanxi Automobile, Ou Man and Teshang, which need to be further developed; In particular, Dongfeng's small cycle is lightweight, the vehicle model is updated quickly, and it can quickly adapt to some regional markets, which makes me excited. The existing customers of small circulation are also very limited, and the space to be excavated is only a small part, and some small circulation enterprises are hidden and need to be developed; Shaanxi Automobile, Heavy Duty Truck and Ou Man are blank, which makes me full of hope for my own market. And set the following directions for my work:
1, professional knowledge learning:
I firmly believe that an excellent salesperson, only with excellent professional knowledge, can help customers solve problems, impress customers, build trust among customers, and only in this way can we cultivate customer loyalty. In revising knowledge, I can't just stay in the initial training and learning stage. I hope I can constantly sublimate myself in my business and keep pace with the times. In terms of industry-related knowledge, I will strengthen communication with customers, constantly learn from customers, understand their needs, and pay attention to the accumulation of experience in the process of learning.
2. Communicate with customers:
With certain professional knowledge, I have built a good bridge between me and my customers. However, this is not enough. Many things didn't go as smoothly as expected. At this time, how to solve a series of problems such as price and reputation requires all-round communication and understanding. How to establish a deeper relationship with customers and grasp their trends requires me to treat customers with a win-win attitude and pay attention to long-term development. All these require me to keep thinking, learning and summing up in practice, and consult my colleagues and leaders in time when I encounter problems.
3. Good work habits:
Do everything in an orderly way, and be clear about the problems encountered in the work; Be serious and proactive in your work to avoid unnecessary troubles caused by temporary negligence; Solve the customer's affairs in the shortest time. Strengthen further communication with existing important customers, develop new customers on the basis of maintaining existing customers, and understand the progress of new projects.
4. Views on yourself:
Working and living in such a group, I have always been very happy, but I also have some regrets. No matter what the reason or purpose, it is really a great fate to be together today (especially me), but because of personal interests, there will always be some contradictions, which is inevitable and inspiring, but what we have to think about is how to solve them happily. As the saying goes, "big things turn into small things." Why do we always make small things big? In fact, there is often a lack of communication, and I hope to communicate more in the future.
How to write personal quarterly work summary in sales? 3 __ The first quarter has passed, and through these three months of hard work, I have gained a little. I think it is necessary to make a summary of the sales work this year. In order to better learn from experience and lessons, improve myself and do better, I have the confidence and determination to do a better job in the next quarter in the financial crisis. Let me briefly summarize this quarter's work.
I came to work in the company last June165438+1October, and established the comprehensive business department in February 65438. Before I was in charge of this department, I was in charge of the Ministry of Commerce for a month. I rested at home for more than a year before I came to work in the company. In order to quickly integrate into this industry, everything started from scratch after I arrived at the company. While learning product knowledge, we open up the market and encounter difficulties and problems in sales and products. I often ask company leaders and other experienced colleagues and managers. Seek solutions to problems together, and study targeted strategies for some difficult customers, and achieved good results. By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding of Yancheng market. Now I can gradually analyze the problems mentioned by customers clearly and smoothly, accurately grasp the needs of customers, and guide my colleagues to communicate with customers. So after three months of hard work, I have also made some achievements and gained a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved compared with before, but my work is not well done. I feel that I am still in the position of sales staff, and the training and guidance for sales staff is not enough, which affects the overall sales performance of the comprehensive business department.
Department work summary
In the past five months, through the joint efforts of all colleagues in the comprehensive business department, the performance of our comprehensive business department has gradually been recognized by the company, and at the same time, it has gained valuable sales experience. This is what I think we have done well, but there are still great problems in our work in other aspects.
The following is the sales situation of the comprehensive business department in the first quarter:
1 month total performance: 166700
Total score in February: 24 1800
Total score in March: 252,300.
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. In Yancheng market, although there are many companies in _ _ industry, our company has always been in a monopoly position! Then why is the pressure on our performance and market development so great? Although there are some objective factors, there are also great problems in other practices in the work, mainly in:
1) There are too few basic customer visits in sales work. Last year, in 65438+February, the comprehensive business department began to work. At the beginning of its work, there were 3 13 recorded customer visits, plus 46 without records. In a three-month period, the average number of customers visited by salespeople in a month is nine. Judging from the above figures, our basic customer visits have not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The market development ability is not enough, the performance growth is small, individual sales colleagues are not responsible for their work and work planning, and their business ability needs to be improved.
How to write a quarterly summary of personal work in sales? After another year, our car sales have been greatly improved. Under the wise leadership of our general manager, we have achieved this year's sales performance target and completed the task for 20 years. Now briefly sum up:
First, find the right sales customers.
There are many people buying cars now, and the market is huge. However, to sell cars, we need to work together. First, we must identify our customers. The target group we choose must be people who need cars, such as students, not the main group we sell. Although many students have the desire to sell, they have no sales ability. We sell to people who have to be able to buy. Only such people can become our real customers. It is also a customer that we need to pay attention to. Our key sales targets are some people with status and economic strength, such as some business owners, successful people and company executives. These are our consumer groups. When choosing these customers, we must find ways to get their contact information, so that they will be interested in our products and have a desire to buy. This is also what our sales staff need to do. The way is to invite them to visit and choose our automobile city. Let them know more about our products, and few people reach an agreement directly online. For many people, buying a car is not a trivial matter and must be carefully considered. Only when they see the specific car can they make up their minds. Of course, when consumers choose a car, it is often not only one person who comes together. At this time, it is necessary to find out who is the main decision-maker, and the decision-maker can agree to reach a deal. So many times we need not only ability, but also wisdom.
Second, expand publicity channels.
No matter how fragrant osmanthus is, it needs a breeze to let people know its fragrance within ten miles. Good wine is afraid of the deep alley. Now all kinds of cars are full, and the whole time has been completely shrouded. If we want to make our car more powerful, we need to do a good job in publicizing the quality of the car itself. There is still a gap between our sales staff and the company's advertisements, but I often send my news to other customers through my micro-circle of friends. Both potential customers and cooperative customers are the targets of my publicity, which can not only create momentum for me, but also provide me with more customers. Customers look at my updated content and want to know the information of our products. As long as they want to buy, they will definitely buy. What we have to do is to let them buy in the shortest time, which is also the meaning of our work.
Third, do a good job in after-sales service.
As salespeople, we also need to pay attention to after-sales service. Although we don't do after-sales, I often meet cooperative customers who are dissatisfied with after-sales cars and need my help. If I ignore them, it is ok, but it is not appropriate, because it will have a great impact on our sales. Every customer has a circle, and a large number of people will be affected by this circle. If we don't meet the expectations of our customers, we will only disappoint them and make our work difficult, but
After a year of busy and intense work, I also summed up a lot of truth. I must be kind and consistent to my customers, so that they can feel at ease rather than worry. I will continue to work hard in the future and go up a storey still higher.
How to write personal quarterly work summary in sales? In this new field for me, I feel that I lack product knowledge and am not familiar with the rules of this industry. So I began to understand the right products, and now my internship this year is summarized as follows:
In the process of sales, my feeling is that all sales are related, but the products sold are different. So how to improve sales skills after mastering product knowledge? I think in a few days of internship, I summed up the following points:
1, mental state preparation.
In the process of sales, if the salesperson has a good mental state, it will give customers a positive, energetic and enterprising atmosphere, so this positive and enterprising mood will always affect customers, so that customers feel that they have been infected by an emotion, so that customers can stay in our store for a longer time and always choose a suitable dress. The performance of mental state is also shown in our gfd. Only salespeople with certain etiquette knowledge can make customers feel the value of the brand, because when looking at a brand, our salespeople directly reflect our brand image, so the improvement of the quality of salespeople is also an important symbol of brand promotion. Excellent salespeople with good mental state have a much greater chance of reaching a deal.
2. physical preparation,
If we have a good body, we can keep vigorous energy and work better. During this time, the standing service in the store made me feel very tired, so I can better understand that having a good body can make us work harder. Therefore, a dynamic team needs a strong body.
3. Preparation of professional knowledge.
When I received customers, because I was unfamiliar with product knowledge, they wanted a medium sweater, so I couldn't give it to them because I didn't know the size of the medium. When I was in a hurry, the manager took the medium-sized clothes to the customers. After the sale, the manager told me that the sweater size 32 is small, the sweater size 34 is medium, and the sweater size 36 is big. This shows that you have such a little product knowledge. Because you can't provide him with a product that suits him. Therefore, product knowledge is very important in sales.
4. Prepare for customers.
When we know the relevant product knowledge, it is the first time to master sales. In order to improve our sales performance, we also need to know the customer's personality and dress style. Only by knowing customers better can we better grasp their psychology, establish a harmonious relationship with customers, create a relaxed and leisure shopping environment, be good at listening to every word of customers, and then analyze whether customers have the intention to buy and recommend clothes that suit them.
During the internship, a sales by the store manager made me feel that knowing customers is the key to easy sales. After the customer tries on a dress, the store manager arranges the clothes he wears for the customer, which makes the customer feel respected, a kind feeling, and makes the customer have a good impression on the store manager. This is the sales skill of being a good person first, and then doing good things. Then the store manager made a very pertinent evaluation of the clothes worn by the customers, and then told the customers how to match the clothes. If so, they tell customers what the clothes look like, and then the customers think it's appropriate and give them a reason to buy, so the customers buy the leather clothes without hesitation.
It seems so easy to sell, but in fact, many sales techniques are used here. Therefore, there are methods and skills in sales. As long as we work hard, our sales performance will definitely improve. Two months in the store taught me a lot and enriched myself. The staff of this specialty store is seriously drained. But I found that the best specialty stores have five basic solid pillars, which create value for customers in five interrelated fields. Provide solutions. For example, as a store manager, it is not enough to ensure the good quality of clothes sold. You must hire salespeople who can help customers find suitable and decent clothes. They need to have rich professional knowledge and provide professional knowledge. For example, professional tailors are hired to provide delivery services to customers at any time, and they are willing to accept special orders. Of course, the shopping guide must pass every training; Determine the training objectives.
For example, a. service skills training. B. commodity knowledge and management training. C. store operation skills training. D. ideological training. This can improve the comprehensive quality of shopping guides, further improve sales performance or service level, and is more conducive to cultivating team spirit. Really respect customers. Have a positive working attitude, tidy and reasonable items, and have a price list of items. Clearly marked. Establish emotional connection with customers. Give customers the feeling of approaching, liking and trusting.
Memorize some basic skills of getting close to customers: the "three-meter principle" means that customers can say hello, smile and make eye contact when they are three meters away from themselves. Take the initiative to greet customers Shopping guide should also pay attention to: a. customers' expressions and reactions, observe words and colors. B. Be careful when asking questions, and never involve personal privacy. The communication distance between C and customers should not be too close or too far.