Fan, 220xx2 1 salesman's annual work summary report, waved goodbye in an instant. On the occasion of the arrival of this new year, I recalled the road I have traveled and the things I have experienced over the past six months. Not too many feelings, not too many surprises, not too many achievements, and gained a calm and calm mentality.
In these xx months, there have been failures and successes, unfortunately; Thank goodness; Their business knowledge and ability have been improved. First of all, I have to thank the company for providing me with such good working conditions and living environment, and having such a good and experienced boss to guide me and take me forward; Their actual combat experience has benefited us for life. What we learn from them is not only the way of doing things, but also the truth of being a man. Being a man is the first thing to do.
/kloc-I started to enter the company in October, and a year passed quickly before I knew it. During this time, I have changed from a newcomer who knows nothing about products to a salesman who can operate the business independently, and I have completed the role transformation of my career and adapted to this job. There is nothing outstanding about this performance. The following is a breakdown of work and business in a year:
To enter a new industry, everyone should be familiar with the product knowledge of this industry, the operation mode of the company and the establishment of customer relationship groups. In market development and practical work, how to locate the market direction and product direction, grasp key customers and follow customers, how to arrange off-season time and what products are available, of course, this is far from enough, and we must continue to learn, accumulate and keep pace with the times.
At work, although I have wasted time and working time, I am serious and responsible for my work. After the baptism of time, I believe I will be better. As the saying goes, only experience can grow. Nothing in the world is perfect. Everyone has his own advantages and disadvantages. Once he has more work, he tends to make a fuss, or he will be careless if he doesn't take the time to check. When I have a lot of work, I want to do it myself and run every link myself. I want to correct this mentality and give full play to my advantages: trade knowledge and learning to accept it. Constantly sum up and improve, improve quality.
Self-analysis: From the current behavior, I am not a qualified salesman, or just a novice salesman. My own speech and eloquence are not good enough, and my expressive ability is not outstanding enough. The root cause: my shortcomings have not been broken, my skin is not thick enough and my psychological quality is not enough. This is nothing like myself, and I am far from discovering my potential and achieving a leap in personality. In my heart, I always believe that I can become an excellent salesman, which is the driving force; This belief has been stored in my chest, ready to explode at any time, and my heart has been eager for success. "I want to fight like a real man and surpass myself." I said to myself.
I. Work Assumption for 20xx
Summing up my work in the past year, I still have many problems and shortcomings in my work, and I need to learn from other salesmen and peers in working methods and skills. In xx, I intend to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:
According to the sales situation and market changes of xx, I plan to divide my work into various regions. For old and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers. Second; While having old customers, we should constantly get more customer information from them. Third; If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
1. Every month, more than 1 new customers will be added, and there will be several potential customers. Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer. 3. We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them. 4. The working attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company. 5, customers encounter problems, can not ignore, we must try our best to help them solve. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task. 6. Self-confidence is very important. Always say to yourself, you are, you are unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
Second, the problems and solutions in the work
1, which can't correctly handle market information, as shown in the following:
Lack of ability to grasp market information, in the modern society with highly developed information, many effective information flows, but they are not grasped;
Lack of ability to deal with market information, effective information depends on grasping, analyzing, processing and submitting, and information is grasped in time, but it is often lack of how to judge the correctness of information;
Lack of information exchange makes a lot of effective information lost in vain. In the future work, we should take effective measures to give full play to the role of information, strengthen the ability of information processing, and strengthen communication, so as to correctly judge the accuracy of information.
2. At the beginning of the year, because of the low professional level and lack of experience, the initial work could not find a clue and failed many times. What's the problem? Faced with many lessons of failure, I found my own reasons and my own shortcomings. In the future work, we should constantly strengthen business study and improve our own ability.
3. Lack of planning and guarantee.
4. Respond to any information of customers in time; You can't simply ask and answer the customer's reply, but try to be comprehensive and thoughtful, but you can't be wordy. Language should be professional and targeted, or you will lose the opportunity to continue the dialogue.
5, quotation sheet, the quotation should be appropriate, not too low, not too high; Good things cannot be sold cheaply, and ordinary products cannot be quoted at high prices. Because customers often judge your integrity from your quotation, and at the same time judge your familiarity with the product; If you quote a price far from the market for a very simple and ordinary product, even if you can't quote it for a few days, it means that you are not honest enough and don't understand this line at all, so natural guests will ignore it.
The above is a summary of my work in the past year. If there are any shortcomings, please criticize and correct them.
Thanks to the training of the company and the careful guidance of the boss and people who care about me, I will definitely work with a proactive, confident and passionate attitude.
202 1 salesman's annual work summary report if you asked me a year ago: do you like doing business? My answer is absolutely not! Business used to be the position I hated the most, and it was also the position I avoided. But if you ask me today: can you do paperwork? Then my answer is definitely no! Because in a year of rolling, I have adapted to my business career and integrated into this role.
That's right. Before I start a business, I think I should stay in this position all my life and be a civil servant. There will be no waves, and there will be no big gains. At that time, the mind was still in the consciousness of most girls, and this is what girls should do. Going into business is not my choice, because I need to work, and I am a little selfish. I always feel that I can't live a mediocre life, so I must find ways to improve my quality! How to improve? That should start with business! There is a saying: I have tried every department and every job in a company, so when I have my own business, I will get twice the result with half the effort! After I have tried all these jobs (the boss and the finance department haven't tried them yet), I am hard from one angle and lucky from another. China gave me a platform to display my talents all the way, and I rewarded my efforts and enthusiasm. A drop of water is rewarded with a spring. This is my character!
When I first came into contact with the business, my mentality was really not so correct. Over and over again, I always feel that I am not suitable for this kind of work. Let's find a stable job and continue that life again and again. But at this time, there will be another voice: no, you can't just do this. You must know that you are the best. Doing those jobs can only waste your youth! Two kinds of voices alternate, and it is very tiring every day, but the most tiring thing is the endurance of the mind. The company is a network communication product, which is comparable to non-traditional industries. Through telephone and online investment, we have no way to know the emotional changes of customers at the other end. You can only judge by your ability on the phone. Because of my inexperience, I basically didn't pay the bill in the first two months, and I relied on the support of the company. Although I am ashamed, it is not enough to make me fall. The boss is an open-minded person. He spent a lot of energy on employee training, and he was even more strict with me. The failure to make the list only shows that I am inexperienced and have not found the right direction and skills. My boss taught me to do business with my hands and provided many opportunities. Slowly, I gradually integrated into this position, and I finally breathed a sigh of relief.
For business people, skill is a very important link, followed by product knowledge. If you are familiar with the products, customers can call in the middle of the night for consultation and answer questions freely. Mentality is very important. Everyone has inertia. At this time, we must rely on others' guidance, and we must rely on consciousness. We have to be taught everything by others, and we will never grow up in that life!
For a year, a whole year, I have been helpless and hesitant, and finally found the direction. Although I can't say that I am handy, I have made some achievements. The biggest gain is that I have grown a lot. My business is a good oil refining tank!
202 1 salesman's annual work summary report model essay three turns to be another year. This year, I continued to be responsible for the development of the wine regional market. From obscurity to household name, I worked hard with my sales team. Over the past year, the sales reached X million yuan, which was well received by the company and the cooperative relationship was further consolidated.
I. Work this year
(a) to carry out market research and expand market space.
At present, the competition in liquor market is fierce, and the brand we represent is unknown in the local area. How to open up the market? For the competition, we adopted the methods of improving service quality, making sales advertisements and advertising in many local media, and achieved obvious results. As a result, the local people are famous for their wine and everyone knows it. At the same time, we vigorously promote alcohol in rural areas.
In the promotion, giving gifts and rewards is attractive to farmers. For example, in view of the fact that some farmers are in urgent need of agricultural machinery but lack of funds, the first prize will be set as an agricultural tricycle in the prize-winning activities, instead of high-end electrical appliances such as color TV sets, refrigerators and air conditioners, and the winners will be vigorously promoted so that farmers can acquire tricycles with their dreams and identify their brands when they consume; In view of the characteristics that many farmers like to play poker after drinking with friends and relatives, this gift is defined as a specially designed advertising poker, which is exquisite in design and can't be bought in the market, and is very popular with farmers' friends, thus the sales volume has increased greatly.
(2) Humanized service
From the "zero risk" of alcohol, I have made a serious investigation and study on the zero risk service for consumers. I think we should serve consumers through zero-defect products and exquisite market segmentation. Every bottle of wine purchased by consumers is printed with 800 national free service numbers. Through communication, the distance between consumers and xx has been narrowed, and the quality of xx defects has been further strengthened. Through professional service, I help to speed up the timely delivery of goods, from commodity display to container display to ubiquitous POP poster tips. Business representatives follow the whole process, making each dock a perfect dock and a model project. Beer sells not only commodities, but also professional services, which bring rich returns. According to statistics, the annual sales amount to RMB.
Second, the existing problems
Although we have achieved good results this year, there are still some problems, which will affect the sales of our products if they are not corrected and improved. Including the management of salesmen and the cooperation of logistics.
1, the management of salesmen is relatively loose, and there is no effective marketing system, and sometimes it is even fragmented. In the future sales management process, it is necessary to establish an effective management system according to the actual situation to stimulate the enthusiasm of sales staff and improve work efficiency.
2. Logistics cooperation is a bit slow, regular orders have been opened, and the goods can't be delivered, which reduces the trust of customers.
In the coming year, we should pay attention to the problems existing in the previous year and continue to develop our advantages, so as to achieve better results in wine sales next year.
202 1 salesman Fan's annual work summary report. At the end of this year, his work in the company for 9 months is now reported as follows:
I. Responsible work
1. After signing the contract, urge the customer to open a letter of credit and review it after receiving it. If there are any problems, inform them to make timely amendments.
2. Contact the freight forwarder to charter the ship and book the shipping space according to the established shipping schedule and related requirements.
3. After confirming the relevant shipping information with the customer, sort out the documents and go through wooden pallet fumigation. And prepare a fumigation certificate.
4. Coordinate the production department and arrange trailer delivery according to the different packaging requirements of customers.
5. Statistic relevant export data, make documents, and entrust export customs declaration.
6, according to the requirements of the letter of credit, make and prepare the corresponding export documents, go to the bank for payment against documents negotiation, and sometimes handle the draft.
7. Register related export materials, and provide packing pictures, box seal number, ship name and voyage data every week according to customer requirements.
8. Organize the filing materials and check the accounts of each sum with the bank at any time. And provide export information to the finance department every month.
Second, there is a lack of work.
1. The trailer was booked late, causing colleagues and workers to work overtime to load containers.
2. Cooperation and coordination with workshops and other departments are not good enough. There is an error in the packaging method of the envelope when typing, and the inspection is not done well.
3, the workshop overtime is not timely, often named by my uncle.
Through this period of hard work, my personal patience, careful degree and reasonable arrangement of work have been tempered, and I have learned to find order in the busy and hope in the crisis.
Third, contact with customers' daily emails.
Mainly responsible for contacting Korean companies about the details of goods exported to the United States, usually confirmed by mail. Including packaging, settlement, delivery date, product quality, wooden pallet dry humidity, Frankfurt booth, new samples and related product changes. Most of them are assisted by general manager X. ..
During this period, because of my business experience, I seldom make mistakes: I contact American customers directly when I encounter something urgent and misunderstand the meaning of Korean. As a result, it causes misunderstanding to customers and always brings trouble to X.
Through this job, my original deficiencies in English writing and speaking have been greatly improved, and I have learned a lot of communication skills and business knowledge with customers. However, it is far from the standard of a successful international trade salesman. In the future work, we will pay more attention to and improve it.
Fourth, develop new products and prepare samples for customers.
Communicate the negotiation results (sometimes listening and recording), product requirements and changes between Mr. Wang and customers to the purchasing and production departments, and be responsible for supervising and reporting the work progress to the leaders at any time. According to the consultation between the two parties and customer requirements, prepare samples and send them to the United States or Korea. According to different requirements, provide customers with pictures, quotations, etc. , and confirm it repeatedly by email. Organize inventory samples and quotations.
Through the contact with this business, I have a further understanding of the company's products, but there is still a long way to go. This is a big drawback of salespeople. I hope the company can organize new employees to study and train regularly in the future, so as to work more smoothly.
5. Deal with daily work and obey the arrangement of company leaders.
Contact Frankfurt booth decoration and invitation letter processing; Prepare materials for the leaders to handle the relocation permit; Keep good relationship with motorcade, fumigation, goods loan, customs broker and express delivery. And settle fees with them regularly; Obey the daily work arranged by the leader; Assist the administration department to formulate departmental responsibilities; Contact copier maintenance, computer maintenance and other daily work.
Generally speaking, all the tasks assigned by the leaders have been successfully completed.
Looking forward to the new year, I will work harder, treat every business seriously and responsibly, strive to win opportunities, seek more customers, win more orders and improve the work of the import and export department. I believe I will complete new tasks and meet new challenges.