I have the following characteristics:
1. Good communication, team development and collaboration skills;
2. Participated in many large-scale promotion activities of our company nationwide 100, with keen market insight and rich planning schemes. Among them, he also served as the host, and the activity process was clear; Clear sales target!
3. Be able to effectively communicate with local distributors and negotiate business.
Self-evaluation of sales work:
Sincere, cheerful, self-learning ability, good psychological quality, optimism, good team spirit, can quickly integrate into group life. Never pass the buck when you say it; Self-control, always adhere to the beginning and end, never give up halfway; Willing to learn, not to escape if there are problems, willing to learn with an open mind; Confident but not conceited, not self-centered; Will work with 100% enthusiasm and energy. Usually I like reading books, learning all kinds of knowledge, constantly enriching myself, and attending sales training at my own expense to improve my personal ability. I firmly believe that life is full of all kinds of difficulties and setbacks, but these cannot be the reason for me to give up!
Online customer service, display and sales self-evaluation;
Have a good sense of teamwork and the ability of organization and coordination.
Optimism, self-confidence, good psychological quality, excellent learning and adaptability.
Strong sense of responsibility, initiative and meticulous work, good communication skills and work style.
Self-evaluation of sales talents;
I am cheerful, steady, energetic, enthusiastic and sincere: I am serious and responsible, good at communication and coordination, and have strong organizational skills and team spirit; Lively and cheerful, optimistic and enterprising, caring, good at teaching; Only by being self-motivated and diligent in learning can we continuously improve our ability and comprehensive quality. In the future work, I will work hard with abundant energy and the spirit of hard study, constantly improve my working ability and keep up with the development pace of the enterprise. The insurance industry has made me grow rapidly. Dealing with people. Communication skills and so on. I also won the third place in the regional performance. Here I know the strength of the team. The cohesion of a team is terrible. When everyone is moving in one direction with the determination to win, it feels great.
Question 2: How to write the marketing plan content and format of the sales plan?
1. Executive Summary and Key Points of Marketing Plan
Trademark/pricing/important promotion means/target market, etc.
2. Current marketing situation
(1) Market situation: current product market/scale/advertising/market price/profit rate, etc.
(2) Product status: varieties/features/prices/packaging currently on the market.
(3) Competition: the main competitors in the current market and their basic situation.
(4) Distribution status: sales channels, etc.
(5) Macro-environmental conditions: consumer groups and demand conditions.
3. Situation analysis
Advantages: Advantages in sales, economy, technology, management and policy.
Disadvantages: Disadvantages in sales, economy, technology, management and policy (such as policy restrictions such as industrial control).
Probability: Market probability and assurance.
Threat: the biggest threat and risk factor in market competition.
To sum up: how to develop strengths and avoid weaknesses, give full play to your strengths, and avoid weaknesses and risks.
4. Marketing planning to achieve the goal
Financial objectives:
The company's sales revenue forecast for the next 3 or 5 years (if the financing is successful):
(Unit: 10,000 yuan)
Marketing objective: What is the gross profit margin of sales cost?
5. Marketing strategies adopted in marketing planning
Target market:-
Positioning:-
Product line:-
Pricing: the composition of product sales cost and the basis for setting sales price, etc.
Distribution: distribution channels (including agency channels, etc. ).
Sales team: formation and incentive mechanism, etc.
Service: after-sales customer service.
Advertising: the form of advertising.
Promotion: promotion method.
R & ampd: product improvement and new product development plan.
Market research: the main means and methods of market research.
6. Action plan
Marketing activities (time) arrangement.
7. Expected income statement and other important financial planning statements:-
8. Risk control: risk sources and control methods.
Marketing plan step directory 1. Overview 2. Analysis of market conditions. Goal 4. Marketing strategy. 4P combination strategy 6. Action plan. Cover? The cover of the plan can provide the following information:
(1) Name of the plan; 2 plan customers; (3) The name of the planning organization or planner; (4) Planning completion date and planning applicable time period.
The main body of the planning book mainly includes:
1) planning purpose. At the beginning of the opening of the industry, there was no systematic marketing strategy, and it was necessary to plan the marketing plan according to the market characteristics.
2) Analyze the current marketing environment.
1, current market situation and market prospect analysis:
① Marketability, actual market and potential market conditions of products.
(2) Market growth, which stage of the market life cycle the product is currently in. What is the marketing focus of product companies in different market stages, the effect of corresponding marketing strategies, and the impact of demand changes on product markets.
(3) the acceptability of consumers, which requires planners to use their own information to analyze the market development prospects of products.
For example, the planner's risk analysis of a brand mouthwash in Taiwan Province Province, and the case of marketing advertising planning in Diana made a wonderful judgment on the product market. As pointed out in the product market growth analysis:
(1) the good performance of similar products, Li Shidelin shows that Germany has little risk of entering the market. ② The widespread acceptance of another similar product in the market shows that Li Shidelin has defects. (3) Mouthwash belongs to family members' products and has a great market.
(4) The improvement of living standards and the increase of the middle and upper classes indicate its future market growth.
2. Analyze the influencing factors of product market.
This paper mainly analyzes the uncontrollable factors that affect the product, such as macro-environment, political environment and residents' economic conditions, such as consumer income level, consumption structure change and consumption psychology. For some products that are greatly influenced by technological development, such as computers, household appliances and other products, the influence of technological development trends should be considered in marketing planning.
3) Analysis of market opportunities and problems.
Marketing plan is ... >>
Question 3: How to write a sales summary? Hello, friends! Let me answer for you: summary of excellent employees.
Being rated as an excellent employee this year is the support and affirmation of my work by leaders and colleagues. I am very happy, thank you. The following is my personal summary: 1. Abide by the rules and regulations, work hard and constantly improve my work efficiency.
The professional ethics of love and dedication is the guarantee for the smooth development and ultimate success of every job. It is my own working principle to abide by the company's rules and regulations and do my job well. I will complete every task with enthusiasm, enthusiasm and earnest, and perform my duties well. Because of the particularity and accuracy of my work, I strictly require myself to achieve zero error in my work to improve accuracy and work efficiency. Second, actively cooperate with leaders, unite colleagues, learn from each other, respect leaders, obey orders, and actively cooperate with work; Care more about colleagues on weekdays, unite and learn from each other. At work, we are all teachers of each other, and we often see our own shadows from others, both good and bad. In the face of problems, we become each other's backs and help each other shoulder to shoulder. Personally, I have benefited a lot from my work, from doing things to being a man; From looking at the problem to solving it, it has given me new opportunities and experiences. Third, be sincere to customers, serve every customer patiently and sincerely, and patiently listen to and answer every question of customers, so that customers can be satisfied and assured, and unnecessary troubles will not be added to the leaders. If special problems cannot be solved, seek help and support from the leaders. Whenever the host needs help or has questions, I will help the host in time and seriously. 4. Correct working attitude and generous behavior are an important part of people's lives. Whether it is negative or positive, it will bring people different feelings. And wonderful life often comes from meaningful work, so I won't let myself be troubled by the troubles, difficulties and pressures of work, make my work emotional and make my life emotional. When I encounter difficulties, I will actually look at the problem with my usual mentality and tell myself to be a man before doing anything. There are some shortcomings and deficiencies that I can see myself, and some that I can't see. No matter what I see or can't see, I hope everyone can help me and point it out, so that I can be corrected in my future work and life, improve my work efficiency and better serve the owners. In the past year, I earnestly performed my duties, completed my daily work, and combined with my professional expertise, I innovated my work mode, which was recognized by everyone. The work of this year is summarized as follows: 1. Do a good job in guiding the student union in our school. In 2009, we will continue to improve the registration system of students' union members, and each member will establish a work file of students' union, which consists of registration forms, work plans, work summaries and other related materials; Insist on attending the regular meeting of the student union every Tuesday, listen to the work report of the student union, and convey the work dynamics of the student union to the secretary of the Youth League Committee and relevant personnel; Complete the general election of the student union, recruit new students and replenish fresh blood for the student union; In May, we organized the quality development training activities for students' union cadres, which enhanced everyone's cohesion and laid the foundation for the next work. Leading various departments of the Student Union to carry out various cultural, sports and theme education activities, such as the "goblet of fire" English speech contest, the "I love to remember the teacher's words" fun contest, the "red" songs on campus, the welcome party, etc., which enriched students' after-school cultural life and exercised the working ability of students' union members; In line with the principle of "going out", send members of the student union to participate in various training activities. In the first half of the year, he participated in the Tianjin Student Cadre Training Course 1 person, 2 students participated in the Tianjin University Student Association Training Course, 2 students participated in the University Student Forum, 2 students participated in the Tianjin University Student Association Key Quality Development Training Course, and 2 students participated in the social sports instructor training sponsored by the State Sports General Administration, and obtained the basketball project organization and management certificate. Second, do a good job in the management of student associations. In 2009, we will continue to improve the registration system of student associations, and each student association should establish its own file to record the activities of each association in detail; Convene schools regularly ... >>
Question 4: ask a question, how to evaluate the effect of marketing activities? The goal of general marketing activities is to achieve two purposes, one is sales volume and the other is brand awareness.
Therefore, to evaluate the effect of the activity, one is to calculate according to the sales reached during the activity, and generally to calculate by ROI, that is, the return on investment. The lower the ROI, the higher the return on investment. There is also brand awareness, which should be combined with market questionnaires for statistics.
Question 5: How to write the sales summary and plan?
1. Successful case analysis: 1, how to maintain old customers; 2. How do new customers develop and remain stable? 3. How to solve the complaint?
Second, the good experience summarized from the above cases.
Third, what problems have arisen-starting from the problems, what are the shortcomings, and what can be done to better deal with them.
plan
1, set annual big goals ―― such as how many new customers you want to develop, how much money you want to earn, what hardware facilities you want to buy for yourself, and so on. Everything you want is your goal. Don't be afraid to write it. If you don't dare to write, it's over. Don't work hard. Because you have no direction.
2. Refine the annual goal, what is the monthly, weekly or even daily work.
3. The shortcomings summarized from the problems and how to learn and make up for them in the new year.
Finally, give yourself some good incentive and reward plans-if you achieve any goal, you can reward yourself with something.
Sales Summary and Planning Fan Wengeng Ke's "Summary King-Zong Jiewang"
I. Summary of this year's work
The year of 1 1 is coming to an end. Over the past six months, through hard work, I have gained something. At the end of the year, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Below I will make a simple summary of my work in the past six months.
I came to work in the company in September this year, and started to set up the Market Key Account Development Department in 10. Before I was in charge of the key account development department, I had no automobile sales experience, just because I was enthusiastic about sales and lacked sales experience and industry knowledge in the automobile industry. In order to quickly integrate into this industry, everything starts from scratch when we arrive at the company. While learning product knowledge, we open up the market. When we encounter difficulties and problems in sales and products, we often consult several leaders of the company and other experienced colleagues to seek solutions to the problems, and study targeted strategies for some difficult customers, which has achieved good results.
By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the automobile market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, our key account development department has also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, the ability and professional level of each team member have been greatly improved. In view of some changes in the market and the hunger between the same industries, we can now come up with a relatively complete plan to deal with some emergencies. However, for a large project, it is not yet possible to operate the whole process.
Existing shortcomings:
I don't know enough about the automobile market, I have a weak grasp of the technical problems of products, I can't explain them clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the market key account development department.
Two. Department work summary
In the past six months, through the joint efforts of all members of the market key account development department, the popularity of our products has gradually been recognized by customers in Shenzhen market, and our good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.
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. Xxx technology co., ltd is an obvious example.
There is no clear goal and detailed plan for the work. The shop assistant didn't ... >>
Question 6: Highlights sharing In sales work, how to write must highlight the contrast. Your own highlights must be the result of comparison with others or other departments, and you can write with this idea;
Since it is a bright spot, there is no need to be comprehensive. It is enough to highlight your personality or a small detail in the sales process, but this personality or detail is of great help to your sales work, such as helping yourself to clinch a customer and help yourself communicate with customers better.
Question 7: How to write an outline of the self-evaluation (advantages and disadvantages) and improvement measures of the sales department for your reference? You can delete it as needed.
self-assessment
According to the work arrangement of XX unit, the self-evaluation of the sales department is as follows.
I. Overview of work, completion of sales targets and achievements (written in detail)
Second, the existing problems and efforts (write less)
1, there are problems, such as: market development, contract performance, etc.
2, the direction of efforts
In view of the existing problems, our department will XXXXXXXXX.
In the future work, the sales department will continue to work hard to continuously improve its work performance and complete various assessment indicators.
Question 8: How to write an overview of the sales situation and the completion of the sales target in the sales summary?
Problems that arise
cause analysis
next step
Question 9: Reflection on the sales work: Just when I saw the seller's house, I came to say hello to the friends who sold this big family. Today, the boss asked us to write about our sales experience, only to find that after several years of sales, we really calmed down and looked at the road we had traveled.
Mentioning "sales" will make many people love and hate; The mention of "salesman" will make people respect and pity. Many sellers choose marketing because of mistakes in their professional or career choices, or because they do sales in a muddle. Anyway, I entered this industry at random and have been in this industry for several years. Recalling the four years of selling industrial products in this company, my five-flavor bottle seems to have been knocked over. I began to make an unexpected visit in a remote development zone with a heavy bag on my back, and now I drive my own car to pay a return visit to a customer who was strange to me and has now been conquered by me. From a little boy who was embarrassed when he was rejected to a little Jianghu who was rejected n times and came to N+ 1 time, he gained a lot of experience and lost a little momentum. Much more complicated. A little less * * * and naive. There is no initial ecstasy after signing the bill, and there is no previous depression and disappointment after losing the bill. I used to be proud of my game, and I used to be annoyed that I walked into someone else's trap. Now this feeling is very weak. I really don't know whether I am mature or numb on this battlefield.
There is no love or hate in sales, only success or failure. There is no smoke, but it is bloodier than the battlefield. There is no life and death, but it is more painful than death. Knowing that sales is the art of life and death, some people go to heaven and some go to hell. But I still have to follow this road to heaven or hell.
I hope we can all be happy salesmen.
Can you solve your problem?
Question 10: How to write a promotion plan? A perfect promotion plan is divided into twelve parts:
I. Purpose of the activity: Explain the current market situation and the purpose of the activity. What is the current market situation? What is the purpose of this activity? Is it dealing with inventory? Is it to increase sales? Is it to crack down on competitors? Is it a new product? Or enhance brand awareness and reputation? Only when the purpose is clear can the activity be targeted.
Second, the target audience: is the activity aimed at everyone in the target market or a specific group? What is the scope of activity control? Who is the main target of the promotion? Who is the secondary target of promotion? Whether these choices are correct or not will directly affect the final effect of promotion. (supermarket object: June 1 (children),
Three. Activity theme: In this part, we mainly solve two problems:
1, determine the theme of the event.
2. The theme of packaging activities
Price reduction? Price discount? A gift? Lucky draw? Gift certificate? Service promotion? Demonstration and promotion? Consumer credit? Or other promotional tools? What kind of promotion tools and themes to choose should take into account the objectives, competitive conditions and environment of the activity, as well as the budget and distribution of promotion expenses.
After determining the theme, it is necessary to "pull the tiger skin as a banner" as artistically as possible, dilute the commercial purpose of promotion, and make the activity closer to consumers and more impress them. A few years ago, the "Sunshine Action" of Aiduo vcd was a classic, which packaged a simple price reduction promotion action into a caring action to safeguard consumers' rights and interests.
This part is the core part of the promotion plan. We should strive for innovation and make the activity shocking and exclusive.
Fourth, the way of activity: This part mainly expounds the specific way of activity. There are two important issues to consider:
1, determine the partner: pull * * as the backing, or hang the media "sheep head" to sell their own "dog meat"? Does the manufacturer act alone or jointly with the distributor? Or is it jointly promoted with other manufacturers? Cooperation with * * * or the media helps to gain momentum and build momentum; Combine with dealers or other manufacturers to integrate resources and reduce costs and risks.
2. Determine the degree of * * *: In order to make the promotion successful, it is necessary to make the activity * * * powerful and allow the target audience to participate. The higher the degree of * * *, the greater the reaction to promote sales. But this * * * also has a marginal effect. Therefore, it is necessary to analyze and summarize the promotion practice, and determine the appropriate degree of * * * and the corresponding cost input in combination with the objective market environment.
5. Time and place of activities: Choosing the right time and place of promotional activities will get twice the result with half the effort, and improper selection will be thankless. Try to let consumers have free time to participate, and make the location convenient for consumers, and communicate with urban management, industry and commerce departments in advance. Not only is the timing and place of the promotion important, but how long it lasts and the best effect is also important. The duration is too short, and repeated purchases cannot be realized within this time, and many benefits that should be obtained cannot be realized; If it lasts too long, it will cause high cost, the market will not be hot, and the value of customers will be reduced.
6. Advertising cooperation mode: A successful promotion needs all-round advertising cooperation. What kind of advertising creativity and expression do you choose? What kind of media hype do you choose? These all mean different audience arrival rates and cost inputs. (Atmosphere creation)
7. Pre-preparation: The pre-preparation is divided into three parts.
1, personnel arrangement
2, material preparation
3. Test scheme
In terms of personnel arrangements, it is necessary to "everyone has something to do and everything is in charge", and there can be no gaps and overlaps. Who is responsible for communication with * * * and the media? Who is in charge of copywriting? Who is in charge of site management? Who is responsible for distributing gifts? Who is responsible for customer complaints? Every link should be considered clearly, or you will be in trouble if you get cold feet and lose sight of one thing.
In terms of material preparation, everything from vehicles to screws should be listed, and then counted according to the list to ensure foolproof, otherwise there will be a hectic scene.
More importantly, because the activity plan is determined on the basis of experience, it is necessary to conduct necessary experiments to judge whether the selection of promotion tools is correct, whether the degree of * * * is appropriate, and whether the existing channels are ideal. The test method can be to ask consumers, fill out questionnaires or try a scheme in a specific area.
Eight, medium-term operation: medium-term operation is mainly activity discipline and field control.
Discipline is the guarantee of combat effectiveness and the prerequisite for the perfect implementation of the plan. In the plan, all aspects of participants' discipline should be specified in detail.
On-site control is mainly to arrange all links clearly and make them busy and orderly ... >>