A summary is a written material that is used to review, inspect, analyze and evaluate the study or work at a certain stage afterwards. It can motivate people to work hard, so we need to go back and summarize and write a summary. . How to write a summary so that it is not the same? The following is a summary of the personal advantages and disadvantages of sales staff that I have carefully compiled. It is for reference only. I hope it can help everyone. Summary of Sales Personnel’s Personal Strengths and Weaknesses Part 1

In the blink of an eye, 20xx is about to wave goodbye. On the occasion of the new year, when I think back on the road I have traveled and what I have experienced in more than half a year, there is not much There are many emotions, not too many surprises, not too many achievements, but more of a calm and calm mentality.

1. Work Perception

In these more than xx months, there have been failures and successes. Unfortunately, but gratifiedly, my business knowledge and abilities have improved. First of all, I have to thank the company for providing me with such good working conditions and living environment. There are such good and experienced bosses who guide me and lead me forward; their practical experience will benefit us throughout our lives, and we will learn from them. It is not only the method of doing things, but more importantly, the principles of being a human being. Being a human being is the precursor to doing things

I started to join the company in February. Before I knew it, a year passed in a flash. During this period, Over time, I transformed from a newcomer who knew nothing about product knowledge to a salesperson who could operate the business independently. I completed the professional role change and adapted to the job. The performance is nothing outstanding. The following is a breakdown of one year's work:

When entering a new industry, everyone must be familiar with the knowledge of the industry's products, the company's operating model and the establishment of a customer relationship group. In market development and actual work, how to position the market direction and product direction, capture key customers and track customers, how to arrange time during off-peak seasons and what products are available, of course, this is far from enough, and we should continue to learn. Accumulate and keep pace with the times.

Although I have wasted time at work and wasted 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 is perfect in the world. Everyone has their own advantages and disadvantages. Once there is a lot of work, it is easy to be impatient, or not to take the time to check, or to be careless. When I have a lot of work, I think more about getting it done by myself and running every link by myself. I want to correct this mentality and give full play to my own advantages: trade knowledge, learning and acceptance. Continuously summarize and improve to improve quality.

Self-analysis: Judging from the current behavior, I am not a qualified salesman, or just a salesman who has just started. My conversation and eloquence are not good enough, and my expressive ability is not outstanding enough. The root cause: I have not broken through my own shortcomings, I am not thick-skinned enough, and my psychological quality is not up to par. This is not like myself at all, and I am far from exploring my own potential and making a leap in personality. In my heart, I have always believed that I can become an excellent salesperson, this motivation; this belief has always been stored in my chest, ready to explode at any time, and my heart has always been eager to succeed. "I want to fight like a real man and surpass myself..." I said to myself.

2. Work ideas for 20xx

Summarizing the work of the past year, there are still many problems and deficiencies in my own work. I need to learn from other salesmen and peers in terms of working methods and skills. Study, in 2011 I plan to learn from each other’s strengths and weaknesses based on the gains and losses of last year, and focus on the following aspects:

Based on the sales situation and market changes in 2010, I plan to divide the work focus into regions. Yes; for old customers and regular customers, keep in touch frequently, and when time and conditions permit, send some small gifts or entertain customers to stabilize the relationship with them. 2. While having old customers, you must continue to obtain more customer information from old customers. 3. To achieve good results, you must strengthen business learning, broaden your horizons, enrich knowledge, adopt diversified forms, and combine business learning with communication skills.

1. Add more than one new customer every month and have several potential customers.

2. Before meeting the customer, you need to know more about the customer's status and needs. Only by making preparations can you avoid losing this customer.

3. We must continue to strengthen business learning, read more books, check relevant information online, communicate with peers, and learn better methods from them.

4. You must have the same working attitude towards all customers, but you must not be too arrogant. Give customers a good impression and establish a better image for the company.

5. When customers encounter problems, they cannot ignore them and must do their best to help them solve them. We must first be a person and then do business, and let customers believe in our work strength, so that we can complete the task better.

6. Confidence is very important. Always tell yourself that you are the best and you are unique. Only by having a healthy, optimistic and positive work attitude can you complete your tasks better.

3. Problems and solutions at work

1. The inability to process market information correctly is specifically reflected in the lack of ability to grasp market information. In a modern society with highly developed information, Information is passing by, and there is a lot of effective information flowing around, but it is not grasped; it lacks the ability to process market information. Effective information depends on grasping, analyzing, processing, and submitting. If you master the information in a timely manner, you often fail to grasp it. Lack of how to judge the correctness of information; lack of information exchange, resulting in a lot of effective information being lost in vain. In future work, effective measures should be taken to give full play to the role of information, strengthen the ability to process information, strengthen communication, and be able to correctly judge the accuracy of information.

2. When I was working at the beginning of the year, because of my low professional level and lack of experience, I was unable to figure out the beginning of my work and failed many times. Where did the problem lie? Faced with the lessons of many failures, I looked for my own reasons and found my own shortcomings. In future work, we must continue to strengthen business learning and improve our own abilities.

3. Respond to and reply to any information from customers in a timely manner; replies to customers cannot be a simple question and answer, but must be as thorough as possible Be comprehensive and thoughtful, but not verbose. Make sure your language is professional and relevant, otherwise you will lose the chance to continue the conversation.

4. In the quotation list, the quotation should be appropriate, neither too low nor too high; good things should not be sold cheaply, and ordinary products should not be quoted high. Because customers often judge your honesty from your quotation, and at the same time judge your familiarity with the product; if you quote a price far away from the market for a very simple and ordinary product, or even fail to quote it for a few days, this means that If you are not honest enough and do not understand this business at all, customers will naturally ignore you.

The above is a summary of my work since XX years. If there are any deficiencies, please criticize and correct me. Summary of Sales Personnel’s Personal Strengths and Weaknesses Part 2

Since I started working in sales in xx, 20xx, under the correct leadership of the superior leadership department, and with the care and help of my colleagues, my colleagues have worked hard with their own efforts. , As of xx, 20xx, my general manager *** has completed sales of xxxx million yuan, completing xx% of the annual sales. The sales work since xx is now summarized as follows:

1. Effectively implement job responsibilities and perform your job conscientiously

As a salesperson, your job responsibilities are: < /p>

1. Do everything possible to complete regional sales tasks and collect payment in a timely manner;

2. Efforts to complete various requirements in the sales management measures;

3. Be strictly responsible Carry out product delivery procedures;

4. Actively and extensively collect market information and promptly compile and report to leaders;

5. Strictly abide by factory regulations, factory disciplines and various rules and regulations;

6. Have a high sense of professionalism and ownership of the work;

7. Complete other tasks assigned by the leader.

Job responsibilities are the work requirements of employees, and they are also the standard for measuring the quality of employees' work. Since I have been engaged in business work, I have always taken job responsibilities as the standard of action, starting from every bit of work, Strictly follow the terms of the responsibilities to require your own behavior. In the past few years, in business work, first of all, I can start with product knowledge, while understanding technical knowledge, carefully analyze market information and formulate marketing plans in a timely manner. Secondly, I often communicate with other regional business Communicate frequently with employees, analyze market conditions, existing problems and response plans, in order to achieve common improvement.

In daily work, after receiving the tasks assigned by the leadership, I actively start to complete the tasks on time while ensuring the quality of the work.

In short, several years of practice have proven that business skills and performance as a salesperson are crucial, and are the standard for testing the success and failure of a salesperson's work. This year, due to the inspection and acceptance of the power grid in the northern Shaanxi system, the project was stopped and the rural power system funds were not in place. In addition, the company's own lack of business knowledge, low business skills, and the rapid changes in the market led to poor performance.

2. Clarify the tasks, be proactive, and strive to complete them on time with quality and quantity

During work, I always understand that there is only a superior-subordinate relationship, and treat everyone equally whether it is within or outside the job. Do not be careless or negligent in the work assigned by the leader. When accepting a task, on the one hand, you must actively understand the leader's intention and the standards and requirements that need to be met, and strive to complete it within the required deadline. On the other hand, you must actively consider and supplement it.

For example: In September this year, the Pucheng branch factory suspended production due to the lessee's termination of the lease agreement. It is estimated that about 80 tons of silica and 20 tons of barite were accumulated in the factory. The lessee has left. For safety reasons For consideration, the leader instructed to transport the materials stored in the branch factory as soon as possible. After receiving the task, he contacted the vehicle in the afternoon and negotiated the freight rate. The next day, he followed the vehicle to the Pucheng branch factory and transported it twice in three vehicles according to the original plan. During the loading process, due to inaccurate weight estimation, after the three vehicles were loaded, about 10 tons were left. I promptly reported to the leader and obtained permission, and then hired two local tricycles to transfer the remaining goods at the same freight rate. Materials are shipped back on the same day, which saves time and reduces costs.

3. Treat customer complaints correctly and resolve them promptly and properly

Sales is a long-term and step-by-step job, and product defects are common, so salespeople should treat customer complaints correctly and treat them as Customer complaints are as important as product sales or even more important, and must be handled with caution. In the process of product sales, I strictly follow the sales service commitments formulated by the factory. When receiving customer complaints, I should first carefully record the customer complaints and make a verbal commitment. Secondly, I should report to the leadership and relevant departments in a timely manner. After the leadership's instructions, we will work with relevant department personnel to formulate a response plan. At the same time, we should communicate with customers in a timely manner to ensure that customers are satisfied with the solution.

4. Determine the product varieties that can be represented based on customer needs

Familiarity with product knowledge is the prerequisite for doing a good job in sales. I also pay attention to the learning of product knowledge in the sales process. I can basically answer questions and answers about the uses, performance, and parameters of the products produced by the factory. I can basically master the uses and installation of related products.

According to the factory’s overall arrangement of agent products, and through my own understanding of the northern Shaanxi region, the agent products are divided into two categories: First, products with high technical content and high added value, such as 35KV arresters and 35 fuses and current-limiting fuses, etc. There are problems with the after-sales service of such products; secondly, iron accessories, fittings, bows, cross arms, etc. for 10KV lines. Such products are used in large quantities, but their added value is low and there are many manufacturers, which makes sales difficult. larger.

5. Electrical product market analysis

Northern Shaanxi has a large area, but the power grid construction is relatively backward. With the deepening of power grid transformation, manufacturers will target sales to the backward areas in the west. At the same time, the market continues to be refined and competition becomes increasingly fierce. Most of the power units in northern Shaanxi belong to the rural power system. After several years of rural power network reconstruction and construction, only 40% of the reconstruction tasks were completed due to lack of funds, so the regional market potential is huge. The market analysis of the northern Shaanxi region is as follows:

(1) Market demand analysis

Although the northern Shaanxi region has huge market potential, most county bureaus in the Yan'an region are affiliated to the provincial rural power system. Material procurement is organized and distributed by the Provincial Tendering Bureau. Yulin Power Supply Bureau is under the management of the Provincial Agricultural Power Bureau. However, material procurement is unified by the Provincial Tendering Bureau. The procurement model is that manufacturers recommended by the Bureau are reported to the Provincial Tendering Bureau, and the Tendering Bureau To determine the shortlisted manufacturers, to go deeper, the decision-making power for procurement rests with the Provincial Tendering Bureau. However, our factory did not bid and win the bid with the Provincial Tendering Bureau, and the county bureaus in Yulin area are under the management of Yulin Power Supply Bureau, so it must be determined by the Yulin Power Supply Bureau and the counties. It is indeed difficult to achieve large-scale sales and the provincial bidding bureau must work hard.

According to the information collected so far, whether Yulin Power Supply Bureau continues to transform the power grid depends on the Provincial Agricultural Power Bureau's allocation. The reason is that the funds required for the transformation in recent years are guaranteed by the Provincial Agricultural Power Bureau to use assets to offset the loans. According to the current situation of the Bureau, It is no longer able to repay the loan interest. According to the analysis of relevant personnel within the bureau, the power grid transformation in Yulin area may be stopped.

(2) Competitors and price analysis

Through my own understanding of the region in the past few years, there are two types of electrical manufacturers in northern Shaanxi: one is the West Porcelain Factory ( Branch), Shendian, Jiaotong University, Tongchuan Rongxin, etc. These companies entered the northern Shaanxi market earlier and have strong strength. At the same time, they are shortlisted by the Provincial Bidding Bureau. Their sales prices are basically the same as our factory, so they have formed Large-scale sales; the other type is Hebei Baoding Arrester Factory, etc. This type of enterprise entered the northern Shaanxi market late but the sales price is low. The sales price of YH5WS-17/50 arrester is only 80 yuan/piece, and the sales price of PRW7-10/100 The price is 60 yuan/piece, and this type of company has basically occupied the consignment sales field.

6. Regional work ideas in 20xx

Summarizing the work of the past year, there are still many problems and deficiencies in my own work. I need to learn from other salesmen and other salesmen in terms of working methods and skills. Learning from peers, in 20xx, I plan to learn from each other's strengths and weaknesses based on the gains and losses of last year's work, focusing on the following aspects:

(1) Based on the regional sales and market changes in xx, I plan to improve my work The focus is on the Yan'an area. First, we mainly do a good job in the self-purchase work of each county bureau, and select a few county bureaus with large consumption and good economic conditions, such as Yanchuan Electric Power Bureau and Yanchang Electric Power Bureau as the focus. At the same time, Yan'an Power Supply Bureau has It has been three years since the transformation was completed. The two counties and one district to which it belongs should do the self-purchasing work; the second is to do a good job in purchasing electrical materials for the Yanchang Oil Mine; the third is to use an agency in the Yan'an area and give profits to the agents to carry out the county bureau's work. sales job.

(2) In view of the situation that the county bureaus in the Yulin area have no power to purchase, the plan is to not relax the work of the Yulin Power Supply Bureau. After getting the exact information in time, it should be targeted. Tongjin should report the bureau to the leaders in a timely manner. The situation is in order to do the work of the Provincial Tendering Bureau. At the same time, it is planned to find agents with strength and connections in Daliuta, who will mainly work for Shenhua Group Shendong Coal Co., Ltd. to expand sales channels.

(3) The Yongdeng Electric Power Bureau and Zhangye Electric Power Bureau that have formed sales in Gansu are basically useless due to the suspension of rural power grid transformation in xx. In xx, they plan to actively collect market information and contact them in a timely manner, and strive to participate in the bidding process. Scale sales.

(4) In order to actively cooperate with agent sales, I plan to work hard to learn the knowledge, performance and uses of agent products after determining the product varieties, so that the agent products can quickly enter the market and generate sales.

(5) While doing a good job in business, I plan to seriously study business knowledge, skills and sales practice to improve my theoretical knowledge, and strive to continuously improve my overall quality and lay the human resources for the further development of the enterprise. Base.

(6) In order to ensure the completion of the sales tasks throughout the year, I usually actively collect information and summarize it in a timely manner, striving to develop markets in new areas to expand product market share.

7. Some Suggestions on Sales Management Measures

(1) The 20xx Sales Management Measures should have clear terms, concise and comprehensive terms, and clarify the salesperson’s area, tasks, expenses, assessment, As for rewards, ambiguous clauses will be deleted, and the salespersons will be fully honored according to the method after the evaluation at the end of the year.

(2) In 20xx, the standardized and unified sales management methods should be carefully revised in 20xx on the premise that the factory and sales staff are satisfied with each other, so that they can be adapted to a wide range and adapted to local conditions, and should be adapted to market changes every year. Just adjust the factory price.

(3) In 20xx, if circumstances permit, sales staff should be loosely managed, the fixed eight-hour work system should be lifted, and regular reports and summaries should be adopted. Sales staff can go to the factory 1-2 days a week for processing For other matters, such as business trips, the destination and return time should be reported to the leader, and the salesperson should arrive at the factory on time after being notified by the leader, so that the salesperson has sufficient time for sales planning.

(4) Due to the shrinking regional market, fierce competition among peers and falling prices, leaders in XX should carefully examine and integrate market conditions and information feedback from salespersons to formulate ex-factory prices that are in line with factory conditions and market conditions. , to stimulate the sales enthusiasm of salesmen.

Summary of Sales Personnel’s Personal Strengths and Weaknesses Part 3

The year 20xx has passed. During this year, I have worked hard and gained some gains. As the year-end approaches, I feel it is necessary to do something about my work. Let’s summarize. The purpose is to learn lessons and improve yourself so that you can do a better job and have the confidence and determination to do a better job next year. Next, I will briefly summarize the work of the year.

1. Work Overview

I came to work in the company in September last year. I only relied on my enthusiasm for sales work but lacked sales experience and product knowledge in the automotive industry. In order to quickly integrate into this industry, after arriving at the company, I learned product knowledge while exploring the market. When I encountered difficulties and problems in sales and products, I often consulted the managers and leaders of each line and other experienced colleagues to seek advice together. Problem-solving methods and strategies for dealing with some more difficult customers have achieved significant results.

Through continuous learning of product knowledge, collecting information from peers and accumulating market experience, I now have a general understanding of the market we are in now. Now I am gradually able to respond clearly and fluently to various issues raised by customers, accurately grasp their needs, and communicate well with customers, so I gradually gain the trust of customers. Therefore, after more than half a year of hard work, we have successfully negotiated with some users to purchase our products. While constantly learning product knowledge and accumulating experience, my own abilities and business level have been greatly improved compared to before. In response to some changes in the market and competition among peers, we can now come up with a relatively complete process to deal with some emergencies. Able to fully operate a set of processes.

Also, my work focus in 20xx is the second-line and sales. The second-line work link is very critical and important. Every car sold in our xxxx must pass through the hands of the second-line. The second-line position is the bridge between the sales front-line and users. First, it supplements and improves the work of the front-line, and second, it provides guidance and maintenance to users. In 20xx, I worked in a second-line position for one year. My job satisfaction throughout the year was basically good. The number of users I served throughout the year can be said to be at least one hundred! So many users are I feel a bit proud! I went to the headquarters for molding training at the end of August to become a qualified salesperson. In October, I conducted base sales and market inspections at our secondary xxxx company. I also learned a lot about the business of competing products at ZTE. Knowledge, which is very beneficial to the sales of our products.

2. Problems this year

On xx, xx, 20xx, the country implemented the "xxxx" policy, which forced us to register most of the cars in the library in advance. A summary was made based on the models sold in the first half of the year. Used a car that was registered in advance. We can also predict that the models in the first half of the year will not be digested well in the second half of the year, because the models in the first half of the year are basically close to saturation, so the choice of models to be registered in advance is wrong.

On xx month xx and xx month xx, there was only a difference of RMB 10,000 in car price per day, which users could not understand. As a result, our product inventory was relatively large in the second half of the year, and the financial pressure was also relatively high. In October, we encountered the global xxxx crisis, which made the market worse day by day and made our lives even more difficult.

3. Measures to improve the problems existing in the work in 20xx

Regarding the situation where the car price difference is 10,000 yuan, we have made corresponding adjustments at the xxxx third quarter meeting. At this moment Most users can understand the product prices. There are still some wrong models that were registered in advance. We are ready to digest some of the cars during this year's peak season, see what the market is like, and make an accurate determination! To reduce the financial pressure on the company and departments, let us xxxx people simply go into battle and challenge the next work task!

IV. Personal work goals and plans for 20xx

I adhere to the three basic principles of sales staff in 20xx. Discipline, execute orders, complete tasks, and do the job well in this position.

I hope that the company will give me more learning and training opportunities to enrich and enrich my knowledge!

I hope that in 20xx, I can move from a second-line position to a first-line sales position and become a complete salesperson. As a salesperson, I have mastered a complete set of operating procedures proficiently throughout the year of 20xx. Coupled with my experience in sales work for more than a year, I have some own methods to deal with and handle some emergencies. I believe that I can be a qualified salesperson. If I can enter a front-line sales position, I will work hard to maximize my sales and profits.