Personal work summary of automobile sales in the first half of the year 1
The year 2020 is an important strategic turning point for _ _ _ Company. The increasingly fierce competition, price war and the overall economic environment of national macro-control in the domestic special purpose vehicle market have caused great difficulties to the daily operation and development of the company. With the joint efforts of all the staff, _ _ Special Purpose Vehicle Company has made a historic breakthrough, with annual sales, profits and other indicators reaching record highs. Looking back on the work throughout the year, we mainly pay attention to the following aspects:
First, strengthen the market competition that does not rely on price wars.
Subdivide user groups and implement differentiated marketing According to the business indicators issued by the company's headquarters this year, combined with the spirit of the instructions of the company's general manager at the business meeting in _ _ _, the company will focus on differentiated marketing and improving the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war". "Price is a double-edged sword", moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We groped for a set of countermeasures:
Countermeasure 1: Strengthen the target management of the sales team.
1, standardization of service process 2, normalization of daily work 3, normalization of inspection work 4, subdivision of sales indicators 5, normalization of morning meeting and training meeting 6, and inclusion of service indicators in assessment.
Countermeasure 2: subdivide the market and establish a detailed market analysis of differentiated marketing.
We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation in _ _ _, we have determined the group users of tank cars, chemical trucks, sprinklers and bulk cement trucks, aiming at the government procurement market, scattered users and other markets. We have adopted corresponding marketing strategies for these markets. For the relevant special purpose vehicle market, we have increased investment, formed a large number of user groups, and sales companies have also taken the initiative to come to the door, communicate and feedback regularly, and closely follow the market trends. Established a good brand image in the market, and promoted the sales of our company's special purpose vehicles.
Countermeasure 3: Pay attention to information collection and make scientific prediction.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market forecast has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system that everyone collects, communicates in time, and is responsible by special personnel. Through the data and information fed back by the sales staff at the sales morning meeting before going to work every day, make a comparative analysis report of the previous sales in the same period, determine the refinement of the next sales task and the formulation of specific sales methods, and respond immediately if necessary.
At the same time, keep close communication with the production department and other relevant departments to ensure high quality, high efficiency and timely production. Increase the planning of work and avoid the blindness of work; While paying attention to the absolute quantity of sales, we strengthen our market share. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters.
After-sales service is the window and the backing and guarantee of our vehicle sales. To this end, we put forward higher requirements for the after-sales service department, widely carry out service awareness publicity activities among all after-sales personnel, and conduct self-inspection and mutual inspection between teams and groups; Established a workshop site inspection system attended by department managers every Friday.
Second, track the opponent's dynamics and strengthen your competitive strength.
Internal management, please come in and go out. Standing still and building a car behind closed doors has long been unable to adapt to the current fierce competition in the special purpose vehicle market. Put forward brand-new plans and suggestions for the management of the branch by entrusting relevant professional companies; Use spare time to organize the comprehensive department and related business departments to study.
Third, pay attention to team building.
The company is a whole, and only by giving full play to the enthusiasm of each member can the company develop well. Since the beginning of the year, we have established and improved a series of regular meetings, such as weekly manager meeting and monthly business analysis meeting. At the regular meeting, the problems in marketing management were widely discussed, which not only unified the understanding, but also clarified the objectives. While strengthening its own management, it also made a good sales plan with the help of external professional training, which improved the cohesion and professional quality of the team. By hiring professional enterprise management talents, the team spirit of employees has been cultivated, and the service consciousness and concept of all employees have been further strengthened.
2020 is an extraordinary year. Through the joint efforts of all staff, all aspects of the company's work have achieved comprehensive victory, and all business indicators have reached record highs. While rejoicing in the achievements, we are also soberly aware of many shortcomings in marketing and after-sales service, especially in the concept of innovation in market development and quality service, which still has great potential to be tapped. At the same time, we should improve our ability to respond quickly to market changes. Therefore, in the face of 2020, the company's leading group will definitely give full play to the team spirit, and Qi Xin will work together to closely integrate "brand marketing", "service marketing" and "cultural marketing" around the theme of "service management" to ensure the smooth completion of the company's work in 20 1_.
Summary of personal work in the first half of automobile sales II
The year 20__ is coming. In this year's car sales, I have gained a little through hard work, so as to sum up my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do my future work better.
Summary of 20 years' work of automobile salesman; Briefly summarized as follows:
I came to work in your company on the 20th. As a new employee, I have no automobile sales experience, only passion and love for sales work, and lack sales experience and professional knowledge in this industry. In order to quickly integrate into this industry, we will start from scratch when we arrive at the company, learn professional knowledge and explore the market. When I encounter difficulties and problems in sales and specialty, I will consult the department manager and other experienced colleagues in time to seek solutions together. Here, I am very grateful to the department manager and other experienced colleagues.
By constantly learning professional knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding of the market, which can be gradually clear. Respond to all kinds of questions mentioned by customers fluently and have a certain understanding of the market.
While constantly learning professional knowledge and accumulating experience, my ability and professional level have been greatly improved.
Existing shortcomings:
The understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient enough, and good solutions to some big problems can not be come up quickly, and there is a lack of experience in communication with customers.
Market analysis:
My area of responsibility is Ningxia. Tibet. Qinghai. Around Guangxi, in the sales process, the most involved problem is price, and customers are very sensitive to price. How to know the price at the first time needs me to learn and master it in my future work. At present, cars in Guangxi mainly come from Guangdong, and the price is similar, and the departure and pick-up time is much shorter than that in Tianjin, so customers will not take cars directly from Tianjin, and the most favorable thing is to pay for them. Most of the car dealers in Guangxi are in Nanning, and some surrounding small cities order directly from Nanning. At present, the Guangxi government's bidding requirements are less than 250,000, and the exhaust volume is 2. Below 5, this is undoubtedly the nightmare of imported cars.
Dealers in Ningxia have a better understanding of the prices of many ports, and almost all of them want Yinchuan cars. Yinchuan mainly wants cars from Tianjin and Lanzhou, which can be sent directly from Lanzhou.
Domestic cars are mainly a4 and a6. Almost from the car, but there is no absolute advantage in price. Qinghai and Tibet generally quote directly from Tianjin, sometimes our price has an advantage, but the freight from Tianjin to Tibet is 8000 yuan, which has no advantage.
From _ _ _ _ _ _ _ to _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ In 20 19, the annual sales volume reached 80 sets, the profit reached 160000, and new customers were developed 10. I will work towards this goal. I have confidence!
With the increasingly fierce market competition, salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure. It is very important to have a positive attitude.
Summary of personal work in the first half of automobile sales 3
It has been nearly two months since I came to the company on March 3. During these two months, I mainly did several tasks: the study of public transport professional knowledge, the development of telephone customers, the negotiation and visit of customers and the daily work of the company.
During the probation period of nearly two months, I have experienced a process from ignorance to familiarity with the bus industry, and I have reached a familiar level with the models commonly sold by the company's brand buses, as well as some competitive brands. When talking with customers about other competitive brands, I can let them choose our company's brand bus for reasons acceptable to customers.
At present, the main public and civilian buses in _ _ province are _ _, _ _ _, _ _ and so on. Each brand has its own operating mode and competitive advantages with other brands, so many of its brands have survived in this same market for a long time.
For us _ _, among many competitors, our advantage is that the old brand is trustworthy and the high quality is known. But in the current market, we also have many shortcomings, such as slightly higher prices, insufficient policy support such as loans, and poor after-sales service. Therefore, we should combine our own advantages and strategies to make differentiated sales for different industry markets.
The main markets of buses are urban passenger transport, tourism, commuting in enterprises and institutions (including commuting in colleges and universities) and sending children. Different industries have their own characteristics, such as: urban passenger transport is one of the industries with the largest demand for buses, and every time they buy cars in batches, the number is huge. But because of this, this industry is also the most difficult to operate. It has a long operation cycle, large investment in the early stage of operation and many things involved in operation. Compared with urban passenger transport, tourism, corporate commuting and other industries have different advantages. Tourism and _ _ also have many similarities, both of which are privately operated, with a large demand for vehicles and a fast speed of vehicle renewal. However, individuals who run tourism and _ _ are very familiar with the bus industry, so the profit from selling them cars will be very low.
Commuting in enterprises and institutions has its own great advantages over other industries. The large demand for buses and opaque bus prices are good for our bus sales, but there are also some minor difficulties, that is, enterprises and institutions can't find a suitable car buyer and the bus industry can't find a person in charge. Only when we put a lot of energy into market development, find the right person and find the right person, can we achieve the purpose of closing the deal.
Based on the analysis of bus sales in the above industries, I think that our bus sales should focus on commuting in enterprises and institutions, and the tourism industry and sub-industries should work together to properly dredge the urban passenger transport network.
At present, the company has 24 models (excluding sleeping cars and buses), which we should also recommend for different industries and different needs. In the past two months, I have experienced several positive negotiations with customers, but the results are not satisfactory. There are two main reasons: ① I was not very proficient in professional knowledge at first, so I couldn't answer customers' questions convincingly and satisfy customers; I have never been exposed to such high-priced products as buses, and I have no confidence in the price of my products. I can't boldly ask for a normal price, so I can't have better room for price negotiation. But I will grow after the experience. I have learned lessons from the past in my future work and will try to improve my negotiation level.
Face-to-face contact with customers is the premise of concluding a transaction, that is to say, no matter how good the telephone conversation is, it is better to talk face to face. During my work, I visited some customers in a targeted way, with few successes and many failures. I feel that customer visits and telephone customer development are essentially the same and equally important. They should be done simultaneously. If the telephone development fails, we will visit, if the visit effect is not good, we will continue the telephone development.
After working for more than two months, I have stepped into the bus industry from a layman. There are successes and failures, happiness and frustration, but I have gained a lot in more than two months. I hope I can overcome my weaknesses and give full play to my strengths in my future work. I hope to create good results as soon as possible.
Summary of personal work in the first half of automobile sales 4
First of all, I would like to thank the company for providing me with the opportunity to work as an automobile sales consultant, and thank the company leaders and colleagues for their concern and care for my work and life in the past three months. Through this opportunity, I have a deeper understanding of some professional knowledge I have learned, which makes me feel the power of what I have learned. After more than three months of study and work, I seriously thought about my work and recorded it as a phased summary of my work. At the same time, I reported my work to the company leaders and asked them to review and approve my employment application.
On mar 1 day, 20__, I became a probationary employee of the company. Today, my three-month probation period has expired. On-the-job probation, studying and working in the sales department. Car sales are new to me before. With the patient guidance of sales leaders and the enthusiastic help of colleagues, I quickly became familiar with the standardized operation process of automobile sales. Among them, I have mastered the quotation composition of various models, the process of automobile sales and the corresponding policies and regulations of the automobile industry.
In the work of the sales department, I have been strict with myself and do my daily work seriously; When you encounter problems you don't understand, consult your colleagues humbly and constantly improve and enrich yourself. I hope to be independent as soon as possible and make greater contributions to the company. Of course, when you first enter the sales department, your business level and sales experience will inevitably be insufficient. Here, I would like to thank the leaders and colleagues of the sales department for their guidance and careful help, and thank them for reminding me and correcting me at work. After three months' study, I have been able to undertake the general vehicle sales business independently. I will continue to study hard in the future to improve my business ability and strive to become an excellent automobile sales consultant.
I hereby apply for becoming a full member, and urge the leaders to give me the opportunity to continue to exercise myself and realize my ideals. I will do my job well with full enthusiasm and create greater value and sales performance for the company!
Summary of personal work in the first half of automobile sales 5
Your work in the first half of the year has ended, and I am very impressed as a sales manager. I have made great progress in my efforts at this stage. Automobile sales is a technology, and I also need to be able to speak. After working here for three years, it is very difficult to become a sales manager. I also recognize my present work. I believe that in the future work, I will continue to play these things and will seriously implement them.
However, the wind is a very good month, and our achievements are still impressive. Although it takes a lot of time to sell cars, our team is still shy and has good ways to do their job well. I am also glad to see that everyone in my team is so serious and hard-working, as if I saw myself at the beginning, and I worked so hard to do a good job in sales. Every time you sell a car, it is an affirmation of yourself, that is, a promotion of your work. I think I have been here before. Now, as a sales manager, I am more concerned about how to improve the ability of employees and let more people master certain sales skills. This is what I am pursuing now. I also hope that everyone will do a good job in sales and put everything in place. As long as these things are done, only in this way can we say that we are qualified. It takes more energy and time to do car sales. The job at this stage is not to prove yourself, but to let yourself have some experience and do the next thing well.
In the first half of the year, we achieved good results, everyone got a certain promotion, and the team I managed also gained a lot. I have been persisting and working hard. As a sales manager, it is difficult for me to manage a team well, which requires patience and progress. I also hope that I can be promoted in the next stage of my work. Although I am your sales manager, I always hope that more people can make progress instead of gaining something from their work. Looking back, in the first half of the year, everyone worked hard, with a lot of hard work and a lot of seriousness, and worked hard to meet their own requirements while going further. This is my persistence and seriousness in my work. I believe I can do it well, and devote more time and energy to prove that I can. Although the past month is very short, everything I have experienced has benefited me a lot and given me more experience. Although not many things can be smooth sailing, I must have confidence in myself and learn to accept being an automobile sales manager. I need to have such a mentality and stabilize myself. I will definitely work harder in May.
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