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, so that I can learn to move forward. When I left school, I immediately went in and out of 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 gradually learned where to start.
One: (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.
Two: (flexibility of product quotation) After being familiar with the performance of the product itself, the quotation actually seems simple, but 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 price composition and understand the price.
Three: (Network and 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. You have to work hard, but if you are lucky, that's another matter. This work was originally a test of personal endurance and perseverance, and the work went from shallow to deep. First of all, let's talk about how to find our potential markets and customers through the Internet: (1) What is an industry website? Industry websites are websites related to our industry products, such as many well-known websites in China, which are very popular, such as Qinjiayuan, Alibaba, HC, Dunhuang, China Manufacturing Network, Bad Ball Resources, EC2 1 and so on. Find out the industry of your products through various websites, open your own shop, upload the information of your products and sample companies one by one, and pay attention to the comprehensive and detailed information of your products as much as possible, so that the quality of the information released can be higher and it will be more advanced in similar products. Slowly find more other commercial websites through the relevant links of the website, register yourself, publish information, and slowly register more websites. I also learned how to identify which websites are effective, especially those that get buyer information for free. I will manage some websites regularly in the future. An important criterion for judging the quality of a website is whether it can be queried. In theory, the more registered websites, the better, but some effects are not obvious. To know how to deal with a website according to its merits, we need to look at the number of views, search ranking, website update speed, service items and so on. 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.
Four. Dealing with the order of customers at work: looking for business online, I think my work is relatively fast and orderly. I have developed a quotation document with pictures to make it easier to send it to customers. For customers, I have concentrated the customers I have contacted in EXCEL documents as a customer management system to register product analysis, different quotations, customer types and needs, customer sources and telephone numbers, project information and so on. Because we are different from other industries in engineering, we may not contact for a long time after this call, or we may suddenly contact that day. This is also respect for customers. When we call again, we will know which customer this is, and so on. I think it is very important for customers to file, just like some agents file. For the agreed price of agents, we must register the files of each agent's shipment, shipment price, freight and remittance.
Five. The importance of cooperation with the company's internal personnel, and how to cooperate with factory employees and on-site construction personnel are all very important things. 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 in quantity, how many goods have been delivered, how many goods and products have been used for each project. 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.
6. Product market analysis: (1) market demand analysis. Now there are not two companies in our industry that make this kind of product, but the market is still not saturated. From the original tiles to the current imitation tiles, it should be a major change in the market. Because of 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 great. How to open this market? (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.
7: 20 1 1 year regional work and personal and company problems: summing up the work in the past year, there are also many problems in my work, and I may have the habit of being lazy after a long time. Some information is not updated in time, some projects are not followed up better, and there are fewer problems in dealing with some customers' attitudes and comments. These are all to learn from other salesmen or peers. 1 1 plans to learn from each other's strengths 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 to focus on the northern and coastal border cities. (2) How to find some project information related to our products through the network, and how to expand the network and provide more high-quality project information for the company. (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 construction and sales, we should make corresponding regulations on how to manage construction, how to manage materials, how to pay back money, how to make budget and final accounts when the construction site starts, how much materials are needed and various expenses. Construction management personnel shall regularly explain the project to the company at any time. How much materials are used, how many square meters are allocated, and how to establish relations with people who have relations with us on the construction site need to be studied and improved. 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 in the end he will not be in a mess. This is also what the project manager should do. (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, regardless of the technicians and salesmen who come back from this project, you should report what you know about the project and the local situation to the company. Let's think about the possibility of cooperation in this project, how to follow up later, what services are needed, where is the focus of this project, who are the key people in this project, and what information they are concerned about. When these salesmen go, they should understand a little. Our company is like this now. When the technicians and salesmen go back, few people know about it, and then there is no movement in the later period, and a project is scrapped. If this goes on, even the best information will die, and it will never get in later. Maybe we are accompanying 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 the technicians and salesmen get along with our company at this later stage, how to get through this relationship and how to master the project information, we always hold a negative attitude towards each 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 carefully 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 asks about this project one day, it will take so long, maybe people will be early.
In a blink of an eye, 20 14, which means a lot to me, will pass. Joining Jinan Kai Nuo New Building Materials Co., Ltd. is a process of growth and progress for me. I learned a completely unfamiliar working method, work content and workflow from scratch. For the first time, I handled the customer's consulting questions independently, made a quotation independently, 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! !
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