Summary of the work of the company's sales manager 1 As a sales manager, you must first clarify your responsibilities. The following is my understanding of the position of sales manager:
Responsibilities:
1, according to the company's management system, formulate the management rules of the sales department and comprehensively plan and arrange the work of this department.
2, the cooperation between the jurisdiction and other departments.
3. Presided over the formulation of sales strategies and policies, and assisted business executives to successfully expand customers and manage customers.
4, presided over the formulation of perfect sales management system, strict reward and punishment measures.
5. Evaluate the credibility and performance of department employees and be responsible for internal personnel deployment.
6. Payment recovery management.
7. Promotion plan execution management.
8. Check and establish a sales department.
9. Make sales expense budget and manage expenses.
10. Make departmental staff training plans, train sales managers and reserve talents for the company.
1 1. Support, serve, monitor, evaluate and encourage the department's workflow, efficiency and performance, and constantly improve and upgrade.
Recently, after experiencing a small fluctuation in personnel, under the correct guidance of General Manager Song, the sales department withdrew from a certain district, concentrated personnel, and carried out a series of work in a certain market, such as market network construction, promotion of superior products, and activities to stimulate the market, and achieved gratifying results. Now, I will make a simple summary of the achievements and existing problems in the sales department in the past three months, and put forward some views on the next work of the sales department.
Sales data show that achievements are objective and problems are certain. Generally speaking, the sales department is making steady progress towards the predetermined goal.
Then, let's make a summary of the work in these months.
First, we have cultivated and established a relatively stable marketing team and are familiar with the market operation process.
At present, there are *** 1 12 employees in the sales department, including 96 salespeople, 4 managers and 0/2 logistics personnel. When employees first arrive at the company, the marketing experience is different. After many times of systematic training and practical work experience, the staff are fully familiar with the relevant processes of this position and even related positions.
For salespeople, the sales department is divided into two levels according to the business object and business level. * * * There are two levels: sales representatives and regional managers. The division of labor and mutual supervision between levels not only highlights the focus of work, but also prevents market problems from appearing at any time, reflecting the original intention of cooperation and complementarity.
Although the work of this marketing team is tedious and hard, it has a firm thought and behavior of doing its duty for the company and caring for customers. You are a fresh force in the refined operation of the feed industry market, a human resource guarantee that can successfully start the market and conduct in-depth distribution, and a capital that can make the company stronger step by step.
We started late, but we must run ahead!
I thank you on behalf of the company!
Second, the enhancement of team cohesion and the improvement of team combat capability.
1, with the gradual increase of new employees and the development of the company's marketing activities and training, we have changed from strangers to familiarity, and familiarity has become close comrades-in-arms, working closely together, sharing weal and woe, and growing together with the company's development.
2. Set up a small sales team in the local market, so that the sales staff and supervisors can take care of each other in life and cooperate with each other in work, take advantage of the small team, support new and old customers in a targeted manner, and constantly open up and expand the territory for the company.
3. Because everyone comes from all corners of the country, they still have a little consciousness when they come to the company for the first time, but with the gradual integration into the team, the little thoughts and little consciousness gradually fade away. Everyone has only one goal: try my best to make the company stronger!
Three: Dare to explore, dare to try, constantly improve the new marketing model, and procedural.
1, everyone comes from different enterprises, and the inherent marketing concept is deeply rooted in the individual mind, and the market is weak. Being a market only embodies one word: difficult! In this case, with the support of general manager Song, the sales department has made great efforts to reform the marketing model, summed up valuable experience through several market activities, and explored a set of brand-new expansion ideas integrating developing new customers, maintaining old customers and creating momentum in the market, which has achieved impressive achievements in the sales department and even the whole company.
2. Presentation-target dealer's visit-market activities-inviting target dealers to participate in activities-activities-developed target dealers, maintained old customers, improved market visibility, increased market share and increased peripheral influence.
3, a series of success, can not be separated from the efforts of all the staff in the sales department, constantly improve the new marketing model, so that competitors can not imitate, let us be in an invincible position in the market!
Everyone gathers firewood and the flame is high!
Fourth, there are laws to follow, laws must be followed, law enforcement must be strict, and offenders will be prosecuted.
With the deepening of the work process, a set of management methods suitable for the company's marketing team and sales planning has been initially established. All methods are in trial operation, and we will constantly update and gradually improve them.
Execution is the guarantee for the smooth implementation of various policies and rules and regulations of the sales department. The management system of the sales department has been issued by the sales department, which is the balance to test the usual work of the sales staff and the standard to measure the usual work of the sales staff. On this basis,
First of all, the sales department will issue the "Measures for the Examination of Sales Personnel" to clarify the work priorities and objectives of sales personnel at different levels; Specific requirements are also put forward for each specific work content.
Secondly, the sales department will issue the Management Measures for Sales Department, which will further refine the basic ideas of ordering, distribution, promotion, gift distribution and business development on the basis of positioning the sales department. There are clear rewards and punishments, and the business department will also issue the Regulations on Rewards and Punishment of the Business Department, and strive to achieve "everything is standard and everything is guaranteed" in the future work.
Thirdly, the internal communication mechanism of "summing up problems and improving ourselves" has been formed. Find out the problems in the work in time, adjust the marketing strategy, respect the opinions of the sales staff, take the market demand as the guide, and effectively improve the work efficiency.
System is the standard, and execution is the guarantee!
The Lide ship has set sail. For its safety, the Lide people have to act!
Although the above looks good, the existing problems should not be placed on the table, which is also my serious dereliction of duty.
The verb (the abbreviation of verb) "three noes" remains to be solved.
The problem is the breakthrough, the problem is the starting line, and the problem is the foundation and barrier for the next victory.
1, no transparent process
Although the sales department has run a set of systematic management systems and methods, and there are also arrangements and requirements for monthly work, the sales staff have not formed the habit of reporting on time, and only some people report orally and indirectly, so the sales department cannot make comprehensive and timely statistics, plans and coordination, which leads to the implementation and effect of work, plans and systems in some areas being discounted.
2. There is no interaction.
The sales department is responsible for overall planning and accounting, and the interactive communication among front-line personnel, logistics personnel and competent leaders is the inherent requirement and guarantee of development. The sales department needs to know the first-line situation of each region in time, comprehensively and smoothly, so as to adjust the strategy at any time. Any act of concealing information and reporting unilaterally is not conducive to the overall development.
3. There is no open mind.
It is everyone's responsibility to help each other in the same boat! The pressure of unbalanced market supply and demand, the obstruction of peer atmosphere and the inconvenience of objective environment have all produced negative impetus to our marketing work. If we can't face our customers and colleagues with an open mind, a tolerant and understanding style and a positive and open mind, we can't make better progress. We know that other manufacturers breed and spread the bad atmosphere of tearing each other apart, blaming others, curbing consumption and fanning the flames. Be alert to your team building and progress, and don't let people and things that you don't need to care about affect your progress.
When the two armies meet, the brave win, the wise meet and the personality wins.
4. Unplanned development
Market resources are limited, which is the foundation of our survival and development. For the target market, after investigation and analysis, not all regions need to develop step by step according to the overall development, which customers need to develop in time, which customers can't start temporarily, and which customers need complementary linkage. It is not imagination that can achieve the effect. The objective economic laws are inviolable, and even when specific customers should adopt what kind of strategy, when to pay a return visit, face-to-face or telephone calls are needed. Blind, unplanned and repeated visits may lead to vicious rebellion of customer resources and even have a negative impact.
Six or six suggestions are for reference only.
1, reshape the role and functional orientation of the sales department.
While doing network, while doing sales, creating profits and regional brands. Improve product sales and team reputation by improving the terminal network.
2. Unswervingly make the market in your own way.
While ensuring that the products are "in stock" at the terminal, we must also ensure that the products are "marketable". We should carry out "customer-oriented" promotion activities in a planned and multi-level way, and store sales, marketing and conference marketing are gradually forming the inherent mode of our marketing. It is necessary to ensure that there is water in the channel and create an "outlet" for water to flow out.
3, the principle can't move, the salesperson can't act as a deliveryman.
Sales staff actively train customers' ordering plans and supply goods on demand according to customers' needs. However, due to the lack of communication between sales staff and customers, or communication is not in place, cash on delivery is often adopted for new and old customers, and they can only wait for goods, deliver goods and collect money the next day, and even act as porters to improve work efficiency; Reduce payment risk; I hope everyone will stick to the principle at an appropriate time in their future work.
4, dealer product flow control
Many salespeople often pay attention to the dealer's buying and selling situation, where the products are sold, and why they can't follow up. Therefore, in the future work, the sales department will make a relative table to help the sales staff strengthen the control of the product flow of the dealers, thus ensuring the accuracy of our sales plan.
The consciousness of developing new customers must go to a higher level.
In some markets, there are more and more old customers, and the sales staff obviously feel that they can't keep going, and there is no idea of opening new customers at all. In a market, building a network is the most important thing to achieve the expected sales. As long as the market network is not ideal, we must have the idea of establishing a sound network and constantly developing new customers.
6, the improvement of the target achievement rate
For several months, none of them has been able to reach the predetermined sales target. First of all, it was my dereliction of duty. In the future, when making sales targets, I will definitely communicate with you more. However, after communicating with you, the set sales target must be completed. Otherwise, there will be joint fines from the sales representative to the regional manager and then to the sales manager.
Seven. abstract
"The market is the worst coach, and the game has already started before warming up. A considerable part of the result of the competition lies in our understanding and subjective initiative.
At the same time, the market is the best coach. It can teach us skills and development opportunities without training. The key is whether the market participants' vision is long-term and whether their character can stand the test. "
We have experienced enough market tempering, and I firmly believe that through our joint efforts, we will build a "fulcrum" to incite the market, create "potential energy" to release marketing inertia, and integrate to form "fist" energy. I hope that one day, the efforts of the sales department will attract more dealers to operate our products and more farmers to use our products! We will definitely make contributions in the current weak industry!
We are really difficult now, but we will never be poor, because we have a foreseeable future!
thank you
Summary of the company' s sales manager' s work: 20 XX was the year with the highest sales volume of the company. All the work has been improved as never before, and the comprehensive strength has been greatly enhanced. This is the result of unity and hard work, dedication, hard work and sweat of all employees and leaders at all levels. More importantly, the group company has a pragmatic, enterprising and pioneering sales team, which has made indelible contributions to the company's rapid development. After the probation period of half a year, I can officially become a member of the big family of the sales company. The joy is beyond words.
Looking back on my work in the past year, I found that I am self-motivated, dedicated, conscientious and get along well with leaders at all levels. As the end of the year approaches, it is necessary for me to review my work, with the purpose of learning lessons, improving myself, making my work better, and having the confidence and determination to do it better in the new year.
I. Sales overview:
By the end of xx, 65438+February 3 1, I was in charge of 28 customers. In the second half of the year, the task is xx tons, the actual sales volume is _ _ _ _ _ tons, and the target is _ _ _ _%. Annual sales: _ _ _ _ _ Yuan (including freight: _ _ _ _ _ _), Funds recovered: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
Second, the specific performance of duties:
1. Internship period: 20xx1-June.
1) The management company has 13 customers, with monthly shipments ranging from 150t-250t. After half a year's training and the guidance of manager Lin, I can completely cope with delivery and customer communication. In the first half of the year, I handled four customer complaints and basically learned the process of returning goods. I can operate and handle them independently in the future.
2) Complete the statistical report and work summary of new customer development on time every month, and implement the daily newspaper system in June.
3) Start the crm system.
4) Send samples to 60 customers, and track and feedback the trial situation in time, but these customers are small in scale, most of them ask for samples by phone, and some of them only have a small number of orders after half a year of contact (such as Liang Shuang and Keliang), which shows that development is more difficult than maintenance. Successfully developed 40 new customers, but the number of points is small, and the customer base procurement is also unstable.
5) Develop new products of R&D department to find the market: gmt yarn and medium alkali smc yarn; Investigate the transformer and sanitary ware market.
2. Term of the task contract: July, xx-65438+February.
In the second half of the year, we joined East China and officially started our business. Large customers such as Ningbo Shanquan, Sanfang Electric Power and Zhejiang Dexin account for 70% of the total sales. In order to ensure good service tracking, we deal with quality disputes, complaints, complaints, returns and other issues in time to ensure customer satisfaction. When looking for possible new customers, we have formed our own routines, mainly using online industrial and commercial enterprise directories, professional magazine advertisements, trade fairs and other ways. Before contact, you should master the production and operation status, current purchase channels, consumption, settlement methods, key figures, etc. Company, at the same time, grasp all kinds of information that can guarantee effective recommendation; Be as close as possible to the buyer and communicate face to face; Reputation is an important factor in recommending products, and integrity promotes transactions. In the second half of the year, there were more than 65,438+00 new customers who developed East China Membrane, among which chopped felt achieved remarkable results: Shanghai Jingji cooling equipment (7 tons) and Shanghai Jinri cooling equipment (nearly 50 tons delivered in total) were successfully developed, which will maintain stable and continuous supply next year. At the same time, pay attention to the market situation, deeply understand the market of epoxy glass fiber for insulators and chopped glass fiber for friction materials, complete detailed research reports, and feed back the information to R&D departments to provide them with basic market demand information. I went to Guangzhou to attend the 11th China International Composite Material Exhibition, and I came into contact with the exhibition for the first time. I successfully completed the tasks of reception, negotiation, recording, information collection and summary, participated in the customer preparation of the 1 1 International Glass Fiber Annual Conference, assisted in the issuance of customer invitations, guest statistics, accommodation and other work, and completed the aftermath work such as negotiation records and annual meeting summary. After tempering, I am more mature, more skilled in business and more determined in faith. I am full of confidence in my work and company.
Three. Company activities:
After completing the essential work, I participated in some corporate culture activities organized by the company, which not only enriched my spare time, but also improved me in all aspects.
(1) paid close attention to the work of the Youth League Committee and was awarded as an outstanding member of Tongxiang City in xx years;
(2) I was lucky enough to be elected as the host of the Mid-Autumn Festival party and the 1 1 annual meeting;
(3) Assist other departments of the company to carry out corporate culture activities;
(4) With my personal interest in writing, I work as a correspondent for the sales companies "Jushi Daily" and "Jushi Communication". In the future work, I will conscientiously complete the tasks assigned by the company and the Youth League Committee and make my contribution to the development of the company's corporate culture.
Fourth, self-reflection:
Looking back on my sales work in xx and communicating with customers, all departments of the company are in harmony. However, due to the lack of experience and professional marketing knowledge, lack of initiative in work and too much trust in others, the payment is not in place. In the case of tight product supply, insufficient attention is paid to the development of new customers, which makes the development progress of customers relatively slow. In the next year's work, I will try my best to overcome my shortcomings and learn from Yang Jingli and other experienced veteran comrades. In order to draw lessons and make the future work better, I make the following reflections:
1. In order to improve my marketing knowledge, I studied International Trade (undergraduate) in Zhejiang University after work, but I failed to distinguish the focus of my work and put more energy into my work when dealing with the time and mentality of study and work.
2. There is still a lack of seriousness and meticulous work, and there is no proofreading awareness for written materials.
3. Lack of work passion and not fully integrated into the work atmosphere.
4. Too much participation in other activities of the company distracts the attention of sales.
The above reflection is only part of it. There are still many shortcomings in my work. In the future, I will guard against arrogance and rashness and maintain a modest and prudent working attitude.
Verb (abbreviation of verb) xx annual work plan:
(1) Intensify the development of new customers, concentrate on finding information on the Internet, and search one by one by region after sorting and summarizing. As long as there is a glimmer of hope, take the initiative to send samples and go to the scene to track the use results in time.
(2) Because there are still some problems in the quality of chopped felt produced by our company, it is difficult to enter the transparent board industry in Shaoxing and other places. I hope that the product quality will be improved next year and become the key development object of next year's work; There is a big market for plaid, but our price is too high for customers to accept. It is reported that the current supply of Taishan plaid cloth is in short supply, and the price is 8200-8600 yuan/ton. The quality of our products is superior to each other, but the price difference of 2500-3000 yuan/ton is too far. For medium alkali plaid, there is a great market demand. Most of these customers use our yarn, which makes it easier to enter the market, but the price problem is the premise.
(3) With the ignition of100000 tons alkali-free tank kiln next year, the geogrid market in East China, Haining Tianxing, Hailide and Chengrudan will be a growth point.
(4) Zhejiang Dexin will move to Tongxiang next year, add three winding equipment, and partially convert to medium alkali yarn pipeline. It is expected that the demand for medium alkali yarn will increase.
(5) Yarn for medium alkali grid cloth. The purchasing points of xx are Shanquan, Jinwei and Dalian New Oriental, but with the price increase of xx, it is estimated that there will be no sales in the first half of the year.
(6) For the China-alkali pipeline market, China, Huacheng and Tripartite Power will reduce their purchasing volume with the price adjustment. In the second half of the year, 40,000 tons of Chengdu will be ignited before it can operate normally.
According to the above analysis, the pressure in the area I am responsible for in the first half of xx is very high. In the grim situation, if we just keep the original customers, it will be far from complete, so developing new customers is the top priority of our work. However, due to short working hours and lack of experience, I hope to get support and help from the leaders in addition to my own efforts.