Sales Monthly Personal Work Summary 1
X months have passed, and through this month's efforts, I have gained something. 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 in the future. Let me briefly summarize this month's work.
As a qualified salesperson, you must first be familiar with the products you sell, know the advantages and disadvantages of your products, which industries are suitable for, and which customer groups are, so as to better show your professionalism and products to customers and win their attention and trust. Of course, don't ignore your competitors.
It is necessary to know the advantages and disadvantages of competitors' products in a targeted manner, so as to prescribe the right medicine and overcome the disadvantages of customers with our advantages. For example, our equipment is slightly better than our peers in accuracy and speed, which is our advantage. When introducing products to customers, we should introduce the advantages of our products as much as possible. Shortcomings should be mentioned as little as possible, but the shortcomings and deficiencies of the equipment itself, that is, the shortcomings and deficiencies of the equipment in all peers, can be properly explained to customers. After all, nothing is perfect. Always say how good your product is, others won't believe it all. Don't maliciously attack and criticize the shortcomings and deficiencies of peers, but guide customers to analyze and judge and recommend customers to visit on the spot.
Analysis of sales situation:
There are not many new customers of X, and the purchases of old customers have also decreased a lot. There is little new customer development, and some of them are still in the understanding stage. In this case, we should start from different channels in the future. The key now is to cultivate potential customers, dig deeper customer information and make them trust us more!
My sales skills are still lacking and my basic skills are weak, so I will continue to strengthen my study. "Don't make excuses to find a way" is always advocated by our company and myself. Now my ability is not enough, so I will always work hard, study hard, work hard and live hard, so that every day is full of hope. Some people say that "attitude is everything". In short, my attitude towards work is to choose what I like. Now that I have chosen this industry, I may have no choice, but now this is my favorite job, and I will do my best for what I like. During my working time, I think a positive working attitude is a necessary prerequisite for success, so I have devoted 100% passion to my work, and I will keep this passion in my future work.
Problems existing in the work:
Through this period of work, I also clearly see that I still have many shortcomings, mainly:
First, in view of the failure to track the customers who intend to pay a return visit in time, it is necessary to classify the customers' intentions in the future work, mark them well, and pay a return visit regularly to prevent forgetting the customer information.
Second, due to limited ability, some things are still not handled properly. It is necessary to strengthen the study of salesman norms.
Work objectives in May:
Next, a new sales focus will be ushered in, that is, regional division, which basically includes __X, __X and __X, with great potential. We have been running in these places before, but we have not achieved good results. Through the regional division of the company, take the team as the center and give play to the strength of the team. This time, our region has also formed a team. The members are __X and __X and me, both excellent business people. We should learn from them, learn their advantages and make up for our shortcomings! I will continue to work hard, hoping to reach a new level and create a new world!
Sales Monthly Personal Work Summary II
Time flies, and in a blink of an eye, the work of 20__ is drawing to a close. Looking back on this year, I have been concerned about my leaders and harmonious colleagues. I have learned a lot of professional and humanistic knowledge, and my ability has been greatly improved. In order to better carry out the work, sum up experience, foster strengths and avoid weaknesses, and improve their professional skills and business capabilities, my personal work in 20__ years is summarized as follows:
I. Work report
20__, joined the work in August and worked in the sales position for more than a year. In this more than a year, I studied hard, thought positively, and finished all the work seriously, and my working ability was gradually improved.
1, study job responsibilities and product information carefully, and do a good job.
Because I have just entered a new job, I have many shortcomings in my professional ability and thinking. In order to adapt to the new working environment as soon as possible, the leading colleagues gave me great encouragement and help, which gave me a clearer goal. From the beginning of the most basic, seriously study the job responsibilities of sales positions, learn product technology, understand products, and be familiar with products. After half a year's study, I have a deep understanding of the products.
Practice is the only criterion for testing theory. 20__, visit the old customers in the southwest market at the beginning of the year, develop new customers, and understand the prospect of transformer diaphragm in the southwest market. After visiting and visiting, it is known that the competition of transformer diaphragm products is fierce at present, and the purchase volume is seriously shrinking due to coal. Faced with this problem, we changed our strategy to promote our polyurethane oil package. After the initial visit and subsequent follow-up, we developed two users. Through practice, I learned about the market and found my own shortcomings. I made a serious summary to avoid problems in my future work.
In normal work, do a good job in contract execution, invoicing and delivery. Communicate with users and actively coordinate and solve the problems reflected by users.
2. Implement the company's marketing strategy and do a good job in network construction and promotion.
As a new product of our company, polyurethane series products were not understood and accepted by everyone at first. In view of this situation, the leaders of the branch actively adjust the marketing strategy, combine the traditional marketing model with modern network marketing, and let the outside world know our products as much as possible. The establishment of Chinese and English websites has greatly improved the popularity of the company's products, and customers who call for advice flock to us. Monitor the website every day, collect information, screen and sort out valuable information, and give timely feedback.
3. The demonstration site of clean government culture passed the acceptance and was awarded.
In 20__, around the spirit of the Third Plenary Session of the Party and the spirit of the Group's "Interim Measures for Establishing Clean Culture Demonstration Sites", the branch passed the acceptance and was awarded the clean culture demonstration site. In order to meet the acceptance of the leaders of the group company and smoothly promote the development of the company's clean culture work. Under the leadership of the party and the government, the company has made layout and material supplement. Through a series of work, the branch passed the group acceptance and was awarded the license at the end of 1 1. Through this work, I accepted the baptism of the party's advanced thought and understood that I should be an upright person.
Sales Monthly Personal Work Summary 3
I. Sales Plan
The basic principle of sales work is to make a sales plan and sell according to the plan. Sales plan management includes not only how to make feasible sales targets, but also the methods to achieve them. Everyone has his own characteristics and methods. The key is to find a set of methods that suit you best.
Second, customer relationship management.
If the customer is well managed, the customer will have sales enthusiasm and will actively cooperate. If customers are not effectively managed, or customer relationship management is rough, the result is that customers' sales enthusiasm cannot be mobilized and sales risks cannot be effectively controlled. Therefore, we must try our best to maintain the customer relationship, pay attention to every detail of the customer, and let the customer feel that you are always by his side.
Third, information feedback.
Information is the life of enterprise decision. Sales people are in the front line of the market, and they know the market trends, the characteristics of consumer demand and the changes of competitors best. This information is fed back to the company in time, which is of great significance to decision-making. On the other hand, the problems existing in sales activities should also be fed back to the company in time so that the management can formulate countermeasures in time. The salesman's work results include two aspects: one is sales volume, and the other is market information. For the development of enterprises, market information is more important. Because the sales volume was yesterday, it has been realized, and what has become a reality cannot be changed; Meaningful market information determines tomorrow's sales performance and tomorrow's market.
Fourth, team fighting capacity.
It is important to play the overall effect of the team. A cohesive team, her fighting capacity is the most powerful and unstoppable. So everyone, no matter which department or business, should always remember that he is a member of the team and a positive one. My actions cannot be separated from the team, and my actions will affect the team. In order to continuously consolidate and enhance their combat effectiveness, the team will also be duty-bound to support the positive actions of every salesperson. * * * Work hard together, * * * make progress together, and * * * reap together.
Verb (abbreviation for verb) "There is no small matter in sales"
"Management is no small matter", and excellent managers are also careful leaders. Similarly, "sales are no small matter." Sales should be more cautious and prudent, looking for a win-win rule. Improve in learning, summarizing, practicing, groping and trying.
The above experience, I hope to inspire and help you, and I hope you can make progress with me!
Sales Monthly Personal Work Summary 4
Eteams divides professionals into two types: those who write summaries and those who don't. Someone concluded that "summarizing ability is a springboard for career growth", which makes sense.
Case: Two salesmen's different working methods have brought different sales results. There were two salesmen who came to work in the company that day, one was Mr. A and the other was Mr. B, and both of them began to distribute leaflets.
Mr a is not as handsome as Mr b, but he is very popular. He laughs at everyone and is naturally familiar with it. He does a work summary after work every day. Which clients did you meet today? What personality does it belong to? What marketing model do I adopt? Advantages and disadvantages of this model, I will talk to this type of customers in the future, which way is the most effective and easier to negotiate business?
Mr. B works very hard. He will do everything you give him meticulously, but he won't do it again. He won't do anything outside his business. He is a man who knows how to enjoy life.
In the first two months, Jun B's performance was better than Jun A's, but in the third month, Jun A's performance began to surpass Jun B. After half a year, Jun A's performance was more than twice that of Jun B. The company promoted Mr. A as business manager, but Mr. B was particularly unconvinced. He felt that two people came to the company together, and he worked hard. Why did he only promote Mr. A? The sales director of the company said: in this way, you two go to the same town to develop new agents and let the strength speak. The two of them set off with the samples ready. The next day, they came back and reported at the same time. Mr. B said first: I have already made an agreement with the agent to cooperate on a commission basis. After the sales volume rises, we will cooperate in cash. The final price needs to be decided by the boss. Jun A said: I have been talking to five agents, and all three agents agreed to cooperate in cash and the other two sold them on commission. However, the consignment price is higher than the cash price 10%. Then Mr. A reported the situation of various agents and also talked about other products of the company. Then the sales director asked Mr. B: Now do you know why the company promoted Mr. A?
After reading the above story, I think it is clear to everyone that the improvement of salesman's work efficiency must first be planned. For example, Mr. A made a plan in his mind before starting a business, and what to do first and then what to do. Samples of other products have also been prepared. And Mr. B simply prepared the product samples required by the boss.
Secondly, to improve efficiency, we must cultivate our own thoroughness and logic. A jun didn't take the boss's assessment as an assessment, but as a job. Therefore, he considered how to use one day's time to make greater achievements in his work.
Third, in order to improve work efficiency, we should be innovative and proactive. When selling this job seems simple, but it is not finished, take the initiative to find a job.
Fourth. Learn to achieve multiple goals in one business visit.
Fifth. Doing sales work with passion all the time is the most important guarantee to improve work efficiency.
Sixth, summing up the work is particularly important. Make a summary of your work every day, foster strengths and avoid weaknesses, so it will be difficult for him to succeed.
A lot of things, only done, will have a deep understanding. If we only lament and doubt on the edge of action, we will not feel the joy of doing things and harvesting, because we are only on the edge and have not entered the essence to think. I admit, at first, I was puzzled: why write a summary? Does it matter? Is it worth wasting our time writing? What impact will its existence bring to companies and departments?
Sales Monthly Personal Work Summary 5
As the chief sales manager of channel sales, I shoulder the heavy responsibility of the company's sales channels and sales management. It boils down to the following aspects:
(I) Review and Overview of Channel Work in 20 10 _ _ _ _ _ I officially took over the channel work on X and X. In the first days, I was under great pressure from technology to business, including the trust of leaders, the test of dealers and the unfamiliarity of business processes. With the help of the department manager and other colleagues, I quickly found the "feeling" of being a business representative, successfully completed the channel handover and got my work on the right track.
In the annual work summary on Sunday, October 20th, 2000/kloc-0, the channel sales manager reviewed the following seven points:
1. information transmission: mainly use e-mail and fax to timely transmit product quotation and company inventory, daily answer business calls, product performance introduction of new products, timely issue promotion policies, and distribute color pages and promotional materials.
2. Staff training: during the business trip, take time to do product performance training and sales skills training for dealer employees. /kloc-within 0/0 month, the company trained 14 times.
3. Bidding support: reply to the bidding information reported by the channel in time, fill in the inquiry form carefully, and provide corresponding support for each order according to the actual situation and special circumstances.
4. Signing meeting: With the company's organization and coordination, the company's dealer meeting was successfully completed in fiscal year 20__. Through this meeting, I not only deepened my understanding of dealers again, but also improved my meeting ability. More importantly, it has strengthened the all-round affirmation of the strength and financial resources of dealers, greatly promoted long-term cooperation and laid the foundation for future friendly business cooperation.
5. Fiscal year signing: under the arrangement of company leaders, enter the jurisdiction in advance, so that fourteen computer companies in six cities can have a more detailed understanding. Based on the sales situation and market functions of companies that have signed contracts last year, it is reasonable to conclude that signing contracts for a group of companies that enjoy a certain popularity or have strong capital and market ability in various places has laid a foundation for the stability and development of our company's sales market, thus successfully completing the signing of commercial products in the new fiscal year, and at the same time, my foreign-related ability has been greatly improved through this trip.
6. Geological survey: * * participated in geological survey 8 times this year, 2 times in the region, 5 times in the region 1 time, and * * * won the bid 3 times, with a total bid amount of nearly 2.8 million.
7. Internal cooperation: fourteen stops, seven stops and one stop, cooperating with the marketing department. And the launch of new products for large computers. The new product has four stops in the channel area for nearly a month. A series of new product release station activities around "".
(2) Evaluation of my work in the past year.
In the channel work in the past year, from a big perspective, it is quite satisfactory to quickly change from after-sales to sales, quickly take over the channel work, and successfully complete the channel signing in the new fiscal year. From a small point of view, I can treat everything persistently and treat everything as my own business, so that I can be worthy of my heart. To sum up, there are two aspects:
1. Help dealers with the advantages of the company, adhere to the company's system in general, strictly abide by the company's principles in policy, treat problems with a positive attitude, and try our best to solve problems for dealers. In case of special circumstances, dealers are very anxious at this time. They can always take the initiative to do the detailed work and some practical work, such as not being able to deliver the goods on Sunday, the company's related contacts being absent, the company's collective activities and so on. So I will try my best to help them without violating the company system. If there is no delivery on Sunday, I will deliver it myself, whether it is business or private affairs of the dealer. As long as they find me, I will try my best to do it well, and finally the dealer will recognize me.
2. Observe the market, understand its changes, and patiently analyze the dealers in combination with the company's situation to help them eliminate distractions and build confidence. I work from the perspective of the company's long-term development. For example, from the company's loyalty, the support of manufacturers' resources (publicity, market activities, conditions for opening specialty stores, etc. ); From our evaluation of credit funds for dealers and price support for other products, etc. In addition, through a lot of meticulous work, since the company implemented the new credit system, except for our maintenance reasons, thirteen dealers in the channel have not overdue for five months, which is gratifying.
(3) Experience and experience
After ten months of channel work, I deeply feel that it is easy to do channel work, but it is difficult to do it well. We can sum up six experiences: one detail, two diligence and three essentials. One is careful, the other is diligent in mouth and legs, and the third is thick-skinned and sweet-hearted.
1, be careful
For example, in the process of daily work, dealers often ask me questions such as quotation, inventory and logistics. Usually they ask things in a few days, maybe not a few days, but suddenly they will ask, if you carefully forget their things, it will make the dealer feel that you don't pay enough attention to him. Although it's a small matter, it's enough to see big things, so we must remember that, in addition, when communicating at ordinary times, we should pay attention to some details, such as the development direction of the company, the turnover of more than tens of thousands, the recent sales volume, the anniversary of the company's opening, the birthday of the boss, etc. And care about them from all aspects. (Channel dealers are more emotional! )
2, the mouth is diligent
As the saying goes: shopping malls are like battlefields! Information is very important, and an important information can bring huge profits. Therefore, in the daily work process, it is very important to transmit information, especially the price adjustment, inventory and promotion policies. , must be transmitted in time.
Step 3 be diligent in your legs
As a local distributor, the business representative of the channel department is the most familiar. The first thing that comes to mind is to find me to solve it. Then I will not hesitate to do it when the distributor has not fully adapted to too many company interfaces. I'll remind you when I'm finished. For example, I will directly ask others the price of this equipment next time. When something happens, you can't put it off. Do it first!
4. Be thick-skinned
Telemarketing Skills Training Materials Whenever a dealer is angry, he must be thick-skinned. Listen to his complaints, you can't explain the reasons first. He is angry and just wants to be angry, so let him be angry. At this time, he must endure any injustice. When he calms down, explain the reason to him, make him understand that the fire just now should not be made, and make him feel guilty. When you encounter something that the dealer can't understand, you must explain it carefully. You can't break the jar. Let it develop and learn to control the development of the situation in various ways.
5, the mouth should be sweet
No one doesn't like being praised, so be sure to pay attention to when you can call him by his first name and when you must call him "General". Give face if you want face. There are also opportunities to meet the employees of dealers on daily business trips, and to mingle with them, especially to chat and eat with their business backbones. You can learn a lot from the side. For the person in charge of finance, they are generally the closest relatives of the boss and cannot "overcome corruption". Therefore, it depends on sweetness, which is often said by big sisters and aunts. Is it necessary to buy some fruit to express our condolences? It plays a great role in collecting money. For example, give the statement to the boss in time, and the boss said to let the money do it right away.
6, the heart should be ruthless
When dealing with some issues of principle, we must be ruthless and stand on the right side. You can't blindly accommodate him because of your usual sales ability. When dealing with bidding support, personal feelings should not be mixed. You should handle it according to the actual situation.
The above six points are my experience and experience summed up in ten months of channel work. I feel that my understanding is very one-sided, and I sincerely hope that the company leaders can correct me.
(4) Problems existing in the work and lessons learned.
In the past year's work, there have been many problems in my self-feeling, mainly in the following aspects.
1, busy
I always feel busy when I go to work in the company every day, but when I look back at my work every day, I always feel that I have got nothing, that I am just a busy word, but I can't say why I did it. Through the last training, I found that the main reason was that I didn't deal with urgent but unimportant things and problems that were not urgent and unimportant. I spent a lot of time dealing with these things every day, so I felt that I was busy all day, but I always felt that I had nothing.
2. Lack of experience
In the process of work, what I do most is to deal with people, and all of them are dealing with company bosses. Often encounter some problems to give dealers a little reason to convince people. Before this time, I felt a little overwhelmed, because this time requires a lot of knowledge and experience and a lot of professional theoretical knowledge. So I want to sum up this year's shortcomings in the work process next year and recharge myself at any time. Colleagues also hope that the company can give me more. Can better work for the company.
Obviously, I lack experience in answering questions on the spot, preparing bidding materials, mastering bidding prices, and understanding competitors. After each bid, I sort out the bidding process and problems. I hope the company can give me more opportunities to exercise in the new year, and I can do some training in this field when I have the opportunity.
Step 3 be lazy
In the experience summarized above, 100% is sometimes not achieved when it is usually implemented. I hope the leaders can often correct me in the future work.
Step 3 explore
Personally, I am still not satisfied with the channel work I am doing at present. I think the channel work should be multi-faceted, but I can only do some things that I have summed up at present, so I hope the company leaders can give me the greatest help at the end of this year and guide me to develop in the right direction.
Time flies, and it is the second time to write a work summary, which reminds me of my choice when I graduated. I chose this company without hesitation. Since I chose to join the job and gave up working in a government unit, I just wanted to cherish my precious time. The company's leaders transferred me to the Ministry of Commerce, which implies great trust in me and bears great responsibility. Therefore, I will strive to do a good job in channel work in the future and live up to the trust and cultivation of the company!
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