Sales Staff Work Summary 1
In the blink of an eye, _ _ has become history, but we still remember the fierce competition last year. Although the weather is not particularly cold, the recruitment banners flying on the street are enough to make people realize that the valve industry will be another big market in _ _ _, and the competition will become more intense. Marketing directors, sales managers, regional managers and hundreds of large and small enterprises are all competing for talents and markets. Everyone really feels the cruelty of the market and can only sit still. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself.
One. Completion of the task
The actual sales volume this year is 80 million, including 30 million ball valves in the first workshop, 22 million butterfly valves and 28 million others, which basically achieved the goal set at the beginning of the year.
Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (about 10,000 yuan is planned), the sales volume of large-diameter butterfly valves (over DN 2500 million) is very small, and the soft sealing butterfly valves have a slight increase.
Generally speaking, the sales volume is normal and the oem is growing rapidly, but the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal.
Second, customers report more problems.
For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises will be an armchair strategist.
1. Quality status: unstable quality, many returns. For example, the ball valve of Changlong customer and the butterfly valve of Liu Feng customer have quality problems one after another, and customers complain a lot.
2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and leaves a bad impression on customers.
3. Delayed delivery: Inaccurate production cycle planning and improper production scheduling often lead to delayed delivery, which is also caused by the owner's human factors.
4. Freight: Customers complain a lot about freight, especially old customers, such as Baiqi and Kaiyun. They say that freight is more expensive than others, and the price of the same goods and the same means of transportation is different today from yesterday.
5. Technical support questions: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. People like Dong and Kaixuan have mentioned such problems. The problem is not big, but it is not in harmony with the company's purpose of "customer first" and "customer is God".
6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the care and preferential treatment of the company.
Third, the problems in sales.
After nearly two years of running-in, the sales department has merged into a lean, United and enterprising team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered certain sales skills and strengthened the idea of serving customers; Proficient in business, everyone can be independent, and be good at summing up problems in work and finding reasonable solutions, especially in Langfang. The cooperation between relevant departments is getting smoother and smoother, and they can also understand and support each other. The good aspects need to be carried forward, but there are also many problems.
1, employees' work enthusiasm is not high, and their autonomy is not strong. Chatting, watching movies and playing games at work happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, the salary of salespeople is low and they feel that they have done a lot of work, but compared with other departments, their salary is low, which leads to psychological imbalance.
2. The awareness of organizational discipline is weak, and there is often a phenomenon of being late for work and leaving early. This situation exists in all departments of the company, and the company should have an appropriate attendance system. When undesirable phenomena occur, not only department leaders should manage them, but also company leaders should come forward to stop them.
3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory and have no concept of serving customers. In fact, attention to details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.
4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of the goods, this may cause the loss of sales opportunities and waste of labor, and customers also doubt the efficiency of the company. The finished goods warehouse and semi-finished goods warehouse should provide regular reports to inform the inventory situation, so as to timely prepare goods and inform customers of the specific production cycle.
5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility and blame.
6. Poor technical support, lack of bidding drawings and sales drawings.
7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.
The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although they will not affect the company's fundamentals, if they are not taken seriously, they may eventually bring huge losses to the company's future development.
Fourth, put forward my own ideas about company management.
After two years of development, our Shuangda company has advanced hardware facilities, perfect organizational structure and obvious progress in production management, and enjoys a good reputation in Wenzhou and even the valve industry. It should be said that as long as we have the right strategy, tactics and personnel, the prospects will be very bright.
Everyone knows that "management produces benefits", but it is not easy to manage enterprises well. I feel that the company pays more attention to emotional management and institutionalized management is not enough. Strictly speaking, companies should give consideration to emotional management on the basis of institutionalized management, so as to achieve management results. Take attendance as an example. Punch in every day, but those who arrive late and leave early will not be punished, and those who work overtime will not be rewarded. So what's the difference between punching in and not punching in? It's best not to call. Another example is the negligence of employees, and no one criticizes and corrects them. Even if someone mentions it, it won't work. This is appeasement and connivance. In the long run, the company's interests will inevitably suffer.
The process determines the result, and the details determine the success or failure. The final deviation of the company's goals or plans is often caused by some details not being implemented in place during the implementation process. Bosses have many good ideas, schemes and grand plans. Why didn't they finally bring obvious results? For example, the warehouse statements and cost accounting ordered by the company at the beginning of the year were said over and over again during the meeting, but there was no result. Why? This is why the government decrees are unreasonable and the enforcement is not enough. This is an important reason why domestic enterprises attach great importance to "execution" in recent years. Where does execution come from? Process control is the key! Complete process control is divided into the following four aspects:
(1) Work report Relevant personnel and departments report their work to the general manager or relevant person in charge regularly or irregularly, and report the progress. Leaders also take the time to actively understand the progress and give guidance in their work.
(2) Regular meetings Regular meetings can help you understand the cooperation of various departments, make suggestions together and communicate with each other. There are too few regular meetings in the company, especially too few vertical exchanges. Employees don't understand the boss's work plan and their views on their work, and the boss doesn't understand the employees' ideas and needs.
(3) Regularly check the implementation of the plan or scheme. After a period of time, the company regularly checks its implementation, whether it deviates from the plan, whether it should be adjusted, and arranges tasks for the next period.
(4) Fair Incentive A fair incentive mechanism is needed to build a harmonious team and mobilize the enthusiasm and initiative of employees. Otherwise, there will be conflicts between employees, uncoordinated work and no enthusiasm for going to work. Personally, I think the salary in the sales department is low. Compare the treatment of sales staff in various valve factories in the big environment and the treatment of various departments in the company in the small environment. Although all the employees in the sales department are very dedicated, actually everyone has some opinions in their hearts. If the company thinks that the sales department is an important department, recognizes the hard work of salespeople and wants to keep those salespeople who can bring profits to the company, then I suggest adjusting the salary accordingly. After all, the loss of an employee is too great.
Another aspect is the management structure and employment of the company. Due to the particularity of the company's own structure, personnel management is prone to problems such as leapfrog management, multi-head management and excessive management. Leapfrog management easily leads to the loss of prestige and enthusiasm of department managers. Finally, the relationship between leaders and employees in the department is not harmonious, and no one is responsible for the accident; Multi-head management easily makes employees unable to adapt to work and worry about work mistakes; Excessive management may cause employees to lose their creativity, and employees are not confident in themselves, making it difficult to cultivate independent talents.
The above is just my personal opinion, which may not be correct, but I sincerely think about the future development of the company, work hard in the sales department wholeheartedly, and strive for some dignity for the company and myself. Please be careful.
Summary of sales staff work II
Half a year passed in such a hurry. Looking back on half a year's work, with the help of leaders and colleagues, the work has also changed a lot. The work in the past six months is summarized as follows:
First of all, discipline
Every unit and organization has its own management system. For our radio station, the discipline there is stricter. No matter what we do there, we should strive for perfection, be strict with ourselves, do everything well, abide by the rules and regulations in the station and obey the arrangements of the leaders. Therefore, no matter how big or small things are, we should handle our work with a good attitude and be dedicated and happy.
Second, strengthen their own learning and improve their professional level.
Because I feel that I have a heavy burden, and my knowledge, skills and experience are far from my position, I always dare not take it lightly, but keep learning from books, leaders and colleagues around me. After that, I feel that I have made some progress in the past six months, but there is still a necessary gap from my requirements, so I should continue to work hard to improve my professional quality, strive for the initiative in my work, and have a strong professional heart.
Business should not dream about this half year. Although it has been completed so far (3,800 yuan), it is still far from my scheduled task. Look at my customer list, most of them are old customers, and there are not many new customers. I think this is also a big problem. Why are there so few new customers? I think this question should be reflected in my heart. In the past six months, my mind has changed a lot. At present, my working hours are only 8 hours. It can be said that working hours are much simpler than before, working hours are less, and there is time to run advertising business. For me, I can't insist on going out to run business, and I don't have a good attitude to deal with my work. I think the most important thing for me at this moment is to work harder on my business skills, communicate more with my colleagues, learn their business skills, strictly demand myself to complete tasks according to my self-made plan, serve customers well, communicate more with customers, work harder on advertising creativity, learn the advantages of others seriously, get rid of my own shortcomings, consult leaders and colleagues humbly, and improve my business level through continuous learning and exploration.
Third, the procedure.
Speaking of programs, I am most dissatisfied with myself. I have worked in the radio station for so long that my program has not been greatly improved so far. It's embarrassing to think about it. With the joining of new people, we find ourselves with more and more shortcomings. Thousands of listening should be a warm program, which not only allows the audience to listen to songs, order songs and send blessings in the program, but also allows the audience to gain joy there and give them a platform to relax. At present, the information express has been tepid, and it needs a big upgrade. Learn from Beijing Gang.
Half a year has passed in a hurry, but I still see that I still have many shortcomings, such as lack of professional skills, sloppy thinking and lack of experience. In _2 years, I believe that as long as I find the direction, I will make a breakthrough and succeed! In July, the sun is shining, and we meet again. Looking at the smiling faces of every colleague, my heart cannot be calm for a long time. The Dragon Boat Festival has passed, in the farmland; In the new season, the emerald-like seedlings keep swinging their beautiful posture, just like a affectionate girl who can't resist the sweet words of the breeze. In the company; The tense and United working atmosphere makes every colleague strive for progress, just like the Eight Immortals crossing the ocean, showing their magical powers.
This let me see the bright sunshine and experience the vitality of summer. There are too many things worth remembering in the past six months, which are bittersweet and worth remembering. The first half of this year has quietly passed. As a salesperson, it is worth mentioning that the number of contract orders is higher than that of the same period last year. I'm good at summing up past failures, drawing lessons and not making the same mistakes again. My communication skills with customers have gradually matured. Under the wise leadership, my mind is much better than before. I sincerely thank General Manager Lu and his appointment as manager. Strive for better results in the second half of the year.
There are also many shortcomings in the process of self-praise, which is always an alarm. Because there is not much time, the arrangement is a bit chaotic, and the shortcomings are summarized as follows:
First, study hard enough; At the moment, I don't study seriously, procrastinate, don't read or read less, and even fantasize about exam results. Check-think-check, check can really come from something I don't know. Self-laziness, lack of innovation and lack of professional knowledge, so strengthening study is the key.
Second, the documentary is not timely, careful or brave; The principle is that you can go all out to follow your customers, even if you don't stop fighting for them when you die, you must get them back. I feel that the list I can't get has been abandoned, which is very cold. The "phobia" of the big order escaped as always. Strong subjective consciousness, as a result, the East is ignored and the West is ignored. It is not uncommon to lose a single order, just like fighting alone and losing a lot!
Third, sensibility, stubbornness and lack of enthusiasm; With a pair of hands given to me by my parents, although the purpose is far from saving the earth, I may be lucky to support the whole family, but I still made a stupid mistake boldly. I am a sensitive person and a rational person. I really can't change this character for a while, because I have tried n times and all ended in failure. Doing things by feeling, being arrogant, feeling ashamed and being particularly passive can all be said to be shortcomings, which are extremely unfavorable factors for my work development, but I always know my mistakes and correct them in this respect, but I don't admit my mistakes.
Fourth, the role of connecting the preceding with the following has not been brought into play; Since I became a director of Jiahe Company on April 28th this year, I have been treated as a manager with great kindness and love. Maybe it's because I have a comfortable working environment, I haven't made any achievements in my work, the strength of teamwork is not reflected at all, and I don't pay enough attention to my colleagues. This is my dereliction of duty. Don't like to do superficial work, seek truth from facts, be diligent and steady at every step, and the chances of wrestling will naturally decrease. Manager Ren once said to me, "As long as the work is done from beginning to end, it will pay off." I have always regretted who I am today. Maybe this is just the beginning of my work. I must redouble my efforts to move forward. I also want to say that as long as I work hard, I will win.
Fifth, communication begins with "heart"; "Communication starts from the heart" is the advertising slogan of China Mobile Company. I like this sentence very much, so I always remember it and bring it to my work. I hope I can do everything unusual with my heart.
I'm not saying this to boost morale. I am not an ordinary person at the moment. It is precisely because our team is young and has no confrontational ability. It is also because we are young, there is no limit to youth, young and energetic, and young people should struggle. At present, we are only in the training stage at most. The current amount of completion is far from the annual task. Where there is a market, there is a network! In the remaining six months of this year, we will speed up the pace and bravely surpass it. Finish this year's goal as soon as possible. Scolo- Keep cheering for you! Come on, Jiahe If the summary is not good, I hope the leaders will criticize it, which will be great.
Summary of sales staff work 3
Twenty _ _ years have passed. During this year, I gained some gains through hard work. As the year draws to a close, I feel it 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. Let me briefly summarize the work of this year.
I came to work in the company last September. I am only passionate about sales, but I lack sales experience and product knowledge in the automobile industry. In order to quickly integrate into this industry, I came to the company to learn product knowledge and explore the market, and encountered difficulties and problems in sales and products. I often consult the managers and leaders of various departments and other experienced colleagues to find solutions to problems and deal with some difficult customers, and achieved obvious results.
1. By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, we now have a general understanding of our current market.
Now I can respond to all kinds of questions mentioned 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, we have successfully persuaded some users to buy our products. While constantly learning product knowledge and accumulating experience, their ability and professional level have been greatly improved compared with before. In view of some changes in the market and competition in the same industry, we can now come up with a relatively complete process to deal with some unexpected situations. It can operate a complete set of processes.
In addition, my focus in 20__ is second-line sales. The work of the second line is very important. Every car we sell in _ _ has to go through the hands of the second line. The location of the second line is a bridge between the first-line sales and users. One is to supplement and improve the front-line work, and the other is to guide and maintain users. _ _ years, worked in the second-line post for one year, and was basically satisfied with the annual work. I served at least 100 users throughout the year! So many users make me feel a little proud! At the end of August, I went to the head office to participate in molding training and became a qualified salesman. June+10, 5438, I conducted stronghold sales and market research in our secondary company. I also learned a lot of business knowledge about competing products in _ _ _, which is very beneficial to our product sales.
Second, the problems that exist this year.
The implementation of the national policy on _ _ _ _ _ _ _ _ _ is used for pre-licensed cars. We can also predict that the models in the first half of the year will certainly not be well digested in the second half of the year, because the models in the first half of the year are basically close to saturation, so it is wrong to choose the models that are licensed in advance.
Three. Measures to improve the problems existing in the work in the past 20 years.
In view of the price difference of 10,000 yuan, we have made corresponding adjustments at the third quarter meeting of _ _, and the current product price is acceptable to most users.
Some models are wrong in advance. We are going to digest some cars in this year's peak season, look at the market and make an accurate judgment! Reduce the financial pressure of companies and departments, and let us _ _ people go into battle easily and challenge the next task!
Four, _ _ years personal work goals and plans.
In _ _ years, I adhered to the three basic principles of salespeople: the most disciplined, carrying out orders, completing tasks and doing my job well. I hope the company will give me more opportunities to study and train, which will enrich my knowledge!
I hope I can be promoted from a second-line position to a first-line sales position in the next _ _ years and become a full-fledged salesperson. During this year, I mastered a set of operating procedures skillfully. Plus my sales experience of more than one year, I have my own way to deal with some unexpected things. I believe I can become a qualified salesman. If I can enter the position of front-line sales, I will try my best to make my sales and profits.
Summary of sales staff work 4
Looking back on 20 years, there are too many perfect memories. I joined the work in 20__ years, but only this year's study has made me deeply feel self-improvement, but there are still many problems and shortcomings in dealing with problems and working methods, but I believe that with the help and encouragement of leaders, I will definitely have a more perfect tomorrow.
I. Summary of Sales Work
In the position of sales consultant, first of all, I want to thank one person, that is the manager of our sales department. I am very grateful to him for his help in my work. Although I have worked in the sales department for more than a year, I am very lacking in sales experience and work confidence, so my work can be said to be difficult to start. At the beginning of the year, under the guidance of the manager, I always thought of him in customer negotiation, customer situation and difficult problems in sales, so my sales performance and skills were basically improved in January.
Second, adjust the professional mentality.
A salesman's day should start at the first sight in the morning. Every morning, I will wake up from my cheerful and radical noise, and then greet the day's work with full energy and joy. If I am not as experienced as others, then I am more patient than others; If my list is not as many as others, then I am better than others.
Development of key customers. I want to say there: I want to treat class B customers as class A, so that I can have one more class A than others, and one more class A will give me one more chance. Visit customers at least twice a week. I think attacking customers is the same as setting goals. First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.
Third, the shortcomings in self-work.
In the sales work, there are also cases of rushing to clinch a deal, which not only affects the development of self-sales business, but also undermines self-confidence. I think I will abandon these bad practices in my future work and study hard to improve my sales skills as soon as possible.
In 20 _ _ _, I will, as always, work harder on the basis of last year's work and implement the work in 20 _ _ _. This work is formulated as follows:
1, for old customers and regulars, we should always keep in touch to stabilize our relationship with customers.
2. Because of the purchase restriction, you need to shake the number when buying a car, so you should cherish the customer's resources more.
If you want to have a good performance, you must strengthen your business study, broaden your horizons, enrich your knowledge and adopt diversified sales methods.
Fourth, this year, I have the following requirements for myself.
1. Every month, every effort should be made to achieve the sales target.
2, weekly summary, a big knot every month, to see what work mistakes, timely correct next time don't make it again.
3, to know more about the customer's status and needs, and then make preparations, it is possible not to lose this customer.
4. Don't be impatient with customers. You must treat every customer who enters the store with the service concept of _ _, and love you more than you think.
We should constantly strengthen business study, read more books, consult relevant information on the Internet, communicate with peers and learn better methods and means from them.
6, and other employees should have good communication, team consciousness, more exchanges and discussions, in order to continuously increase business skills.
7. For this year's sales task, I will try my best to complete the task and create more profits.
Summary of Sales Staff Work 5
During the year here, I have gained something through hard work, so it is necessary to summarize my work. The purpose is to learn lessons and improve myself, so that I can do my work better, and I have the confidence and determination to do my next job better. The following is my work summary report for 20 years:
Come to work in the company this year 1 month. Before I was in charge of credit work, my credit experience was insufficient, almost zero. I only rely on my enthusiasm for credit work, but I lack credit experience and industry knowledge. In order to quickly integrate into this industry, everything started from scratch after I arrived at the company, and I learned professional knowledge while doing practical work, and achieved good results. Through practical experience accumulation, professional training and self-study, I gradually mastered the loan business and operation process. Professional work ability, comprehensive analysis ability, coordination ability and written language expression ability have been greatly improved. Facing the position of loan officer, I was a little timid at first. For me, who just entered the small loan company, it is very difficult to get in touch with customers in three days and two days, get to know their basic situation and business information on the spot, investigate and master their loan purposes and repayment willingness, and analyze their repayment ability. At first, I always thought, what should I do if I make a wrong analysis and throw money out? So when I go out to investigate with my experienced colleagues, I always pay special attention to their analysis of problems, identify true and false information, exchange doubts with them, and think and summarize myself after getting careful answers. Learning in practice has given me a new understanding of credit work and enhanced my confidence.
At the same time, I deeply feel my own shortcomings in this respect. It is not enough to learn from practice, but also to supplement my theoretical knowledge. So I actively use my spare time to strengthen the study of financial theory and business knowledge, and constantly enrich myself. Actively participate in all kinds of training provided by banks, master all kinds of learning materials issued by the company, apply what they have learned, read financial books and consult successful credit cases in their spare time.
I love my job. I can take every task seriously and reflect the country's financial policy flexibly in my work. Seriously abide by the rules and regulations, be able to complete the tasks assigned by the leaders in time and actively carry out business. Looking back on this year, hard work has finally brought gratifying results.
1, unite and observe discipline, and do our best to improve operating efficiency. Over the past year, I have United my colleagues, obeyed the arrangement of the leaders, and actively done my job.
2. Strengthen awareness and actively market loans. After coming into contact with the credit work, I constantly strengthened the awareness of loan marketing, broke away from the idea of "fearing loans", searched for borrowers with good benefits, actively conducted market research on borrowers on the premise of ensuring the quality of credit assets, and gave credit support to individual industrial and commercial households with market and credit.
3. Adhere to the principle of credit and do a good job in credit investigation. I know that the quality of credit assets is related to our business development plan, and the responsibility is more important than Mount Tai, so we can't be careless at all. Over the past year, a careful investigation has been made on every loan, from the borrower's subject qualification, credit status, current situation and prospect of production and operation projects, repayment ability, to the guarantor's qualification and guarantee ability, and the legal effect of mortgage and pledge; From inventory inspection, current account use inspection to on-site inspection of houses and equipment; From the calculation of assets and liabilities, the analysis of production, sales and profits to the study of net cash flow of operating projects, the determination of loan risks and the reasons for lending and not lending, I have carefully investigated every link without any slack. In the process of pre-loan investigation, I achieved the "three musts", that is, the loan conditions must conform to the policy, the loan documents must be legal originals, the lenders and guarantors must be present to verify and sign, and strangers should be regarded as acquaintances, thus ensuring the compliance and legality of loan issuance.
4. Strengthen management and strive to recover all loans. Urge customers to receive the due loans, make a detailed investigation of the customers' operating conditions in that year, understand the income of customers for 20 _ _ _, and ensure our company to recover the due loans in time.
The year's work is gradually coming to an end, and some achievements can't be achieved without the strong support of the general manager and colleagues. I am well aware that I still have many shortcomings. Through a year of training and training, I have learned a lot of knowledge and the truth of being a man. The road to glory is long, Xiu Yuan, and I'm going up and down.
In the new year, I will strive to overcome my own shortcomings, study hard, improve my own quality, actively explore, perform my duties and obey the leadership. Be a good employee assistant, work together with all my colleagues, Qi Xin, and make due contributions to the improvement of the company's operating efficiency and the completion of various objectives and tasks in the coming year.
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