Unconsciously, the 20th century is drawing to a close, and I have joined the real estate development company for more than half a year, during which I have learned a lot of knowledge and experience. 20 is an extraordinary year for real estate. The more difficult the market environment is, the more we can exercise our business ability, and let our life experience a thrill, a joy, a sadness, and most importantly, an increase in life experience. It can be said that from a layman who knows nothing about real estate, I have gained a lot in the past six months. I am very grateful to every leader and colleague of the company for their help and guidance, and now I can finish the work independently. Now I will summarize my work this year from the following aspects.

First, learn:

There is no end to learning. This is the first formal job in my life. I used to do some part-time sales work when I was a student, which seemed to be related to real estate. In fact, I don't know much about real estate, or even know nothing about it. When I first came to this project, I was unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. Through hard study, I understand the truth and responsibility of real estate consultant, and I deeply like this job, and at the same time I realize that my choice is right.

Second, the mentality:

When I first entered the company, I started systematic training for half a month and began to feel a little boring or even boring. But after a while, looking back at these contents really has a different feeling. I feel that we have really gained a lot. My mood is getting calmer and more mature. With the patient guidance and help of the company leaders, I gradually understand that mentality determines everything. Thinking about working in the front line of sales, the deepest feeling is that it is very important to maintain a good attitude, because we are faced with all kinds of people and things every day. We should learn to control our emotions and face our work and life with a stable, inclusive and positive attitude.

Third, professional knowledge and skills:

During the period of training professional knowledge and sales skills, I felt very boring because I was exposed to this kind of knowledge for the first time, such as architectural knowledge. I insist on reciting and practicing every day. I worked hard because of the exam. Finally, many good things happen. I used to be caught off guard when answering the phone to pick up customers, but now I am handy, which fully proves how important these are. I really felt so tired at that time. Looking back now, it was myself who had to overcome the difficulties in my progress. Although I was very tired at that time, didn't we insist all the time? Of course, this growth is closely related to the help and care of company leaders, and this working atmosphere is also an important reason for my progress. After work, I will also learn some real-time real estate professional knowledge and skills to keep pace with the times and not be eliminated by the times.

Fourth, the details determine success or failure:

From the first call of the customer, all names and telephone etiquette should be in place. Visiting customers, from a humble action to the most basic courtesy, reveals the image of the company everywhere, and everything is in the details. In fact, seemingly simple work requires more care and patience. In the whole work, whether the supervisor emphasizes or provides all kinds of information, in short, it makes us become proficient from unfamiliarity. In my usual work, the two projects also gave me a lot of advice and help, and solved one problem in time. From unprepared to handy, they all came out one by one. The premise of these advances covers our efforts and sorrows. Sometimes lack of patience, for some customers who have more questions or speak more bluntly, they tend to be tit for tat. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust. Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.

Verb (abbreviation for verb) looks to the future:

20xx is the most meaningful, valuable and rewarding year, but no matter how beautiful it is, it was yesterday and will soon become history. In the future, in the future, I will strengthen my professional knowledge and skills on the basis of high quality. In addition, I will have a broad understanding of the dynamics of the whole real estate market and stay at the forefront of the market. As the saying goes, "Customer is God", it is my unshirkable responsibility to receive customers' visits and calls and establish a good company image in customers' psychology. I am very satisfied with the working environment here. The care of the leaders and the continuous improvement of working conditions have given me motivation to work. The friendship, care, cooperation and mutual assistance among colleagues give me a sense of comfort and sureness in my work. So I will go all out to do my job well, so that I can gain more and become stronger at the same time. In short, in this short half-year working time, although I have made some achievements and progress, there is still a certain gap from the requirements of the leaders.

Abstract of intransitive verbs

In the past year's work, there are still many problems and shortcomings in my work. I need to learn working methods and skills from other salespeople and peers. In 20xx, I plan to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:

(1) According to the sales situation and market changes in 20xx, I plan to focus my work on medium and key customer groups.

(2) Find powerful customers among customers with insufficient purchasing power and expand sales channels.

(three) actively cooperate with other sales staff and staff to do a good job in promotion.

(4) While doing a good job, I plan to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality, so as to lay a human resource foundation for the further development of the enterprise.

(5) Strengthen their own ideological construction, enhance their overall awareness, enhance their sense of responsibility, enhance their sense of service and enhance their sense of teamwork. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.

(6) Make a study plan. Being an intermediary in the real estate market is a job that needs to constantly adjust its business ideas according to the changing situation of the market. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Industrial knowledge, marketing knowledge, department management and other factory-related knowledge are all things I want to master. Only by knowing ourselves and ourselves can we be in an invincible position (I also hope that the company will give our business people support in this regard).

(7) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets to expand the market share of products. In the future, I will further strengthen my study and practical work, give full play to my personal advantages and complement each other, be a qualified salesperson, be able to occupy a place in the increasingly fierce market competition and make due contributions to the company's further success!

2. Personal annual marketing work summary

20xx years are about to pass. During this year, the sales department made some achievements through hard work. Near the end of the year, make a summary of the work of the sales department. The purpose is to learn lessons and increase sales, so as to do a better job, so as to have confidence and determination to do a better job next year. Below I will make a simple summary of my work in the past year.

20xx years, resolutely implement the policy of xx manufacturers. Learn and formulate all aspects of sales, the core competitive advantages of the company's products, and plan and publicize the company's image and brand image together with the marketing department, as shown in various media advertisements; Radio stations, newspapers and magazines, etc. , so that our company's popularity is gradually known by customers in Taiyuan market. All the staff of the department sent more than 30 thousand text messages, in team building; Detailed assessment criteria are formulated for the sales staff, operation system, workflow and team culture of the sales department. This is what I think we have done better, but there is still a big gap in other aspects.

In terms of sales volume, our work is not good, and our sales performance is really unsatisfactory.

Although there are some objective factors, there are also great problems in other practices in the work. At present, it is found that the main problems that the sales department needs to solve are:

1, salespeople are not enthusiastic about their work, lack initiative and are lazy, which means they often say that they don't pay enough attention.

2. Poor maintenance of customer relationship. The most basic customer retention rate, basic customers and return visits of sales consultants are too few. In a month's time, a total of * * * eight sales consultants visited more than 20 customers a day, and only seven or eight intended customers were in their hands. From the numerical point of view, the basic customers of sales consultants are very few, and it is not ideal to invite customers every time they engage in activities. Therefore, some activities cannot be carried out.

3。 Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Some questions and requirements put forward by customers can't be responded quickly and handled correctly. When communicating with customers, I don't know how much customers know about our products and how much they accept. It is a fatal mistake not to follow up after being rejected.

4. There is no clear goal and detailed plan for the work. Sales staff have not formed the habit of summarizing and planning their work, sales work is in a state of laissez-faire, unreasonable distribution of working time and chaotic work situation.

5. The quality image and business knowledge of salespeople are not high. Individual salesmen have low quality, many stubborn bad habits, weak sense of responsibility and work planning, and their professional ability, image and quality need to be improved.

3. Personal annual marketing work summary

As the flagship store of XX Group, XX Company has developed rapidly in this year, setting an example for the Group and also driving other companies in the Group to make great strides.

XX is an automobile sales and service company, and perfect marketing is one of the keys for the company to win. As the marketing director of the company, this year, I have mainly completed the following work:

I. Attend relevant meetings of the company, be fully responsible for the work of the marketing department, put the work in place, and report to the general manager regularly and timely.

Second, when the company was established, it organized strong publicity and advertisements, thus greatly enhancing the company's popularity and laying a solid foundation for the company's voyage.

Third, for the new products of the manufacturer in the past year, organize the team members of the department to carry out customer demand surveys for many times, and * * * study and formulate marketing strategies, formulate marketing plans, promptly supervise, follow up for a long time, and supervise the completion of marketing tasks.

Fourth, vigorously practice jdpowar process, strengthen the construction and management of marketing team, and improve the service level of marketing team.

Verb (abbreviation for verb) approves the standard business contract completed by team members.

Six, after the completion of each task in a timely manner marketing statistics and evaluation, customer files summary and management.

Seven, feedback customer opinions, and communicate with other departments.

8. Summarize marketing experience and hold meetings for many times to promote business exchanges among members.

Existing shortcomings:

First, there is still a lot of room in the market. We should further actively grasp the needs of consumers, communicate with manufacturers in time, and grasp the market initiative more quickly.

Second, the publicity is not enough, and the company's popularity may be further improved.

Third, the team is relatively immature and needs longer effective guidance and running-in.

The above is a summary of my work in the past year.

4. Personal annual marketing work summary

After a year and a half of hard work and struggle, as a marketer who has been engaged in credit card marketing in xx Bank for nearly a year, I always think that all marketing products should have: sensitive response ability, knowing how to guess the psychological changes of customers, understanding and interpreting products, language expression ability and good psychological quality.

After a year and a half of hard work and struggle, there are joys, sorrows, laughter, tears, successes and failures in this year's marketing work. However, in a very short time, I deeply realized that no matter what I do, I should have full confidence in myself.

In addition to having enough confidence and experience in yourself, it is more important to have your own mentality. I am a marketer and have just been promoted to the head of a small team. I feel honored to have just been promoted, but invisible pressure is coming at me, but appropriate pressure can give me motivation. I also want to share it with you here. I believe many colleagues who work in the company also have unique opinions. Learn from others, apply what you have learned, and open up a world for yourself!

First, have confidence in yourself.

When I first started my marketing work, I hesitated when I wanted to visit my customers, and I was afraid to enter the door. I finally got up the courage to enter the door, but I was too nervous to know what to say. At the beginning of introducing the product, the customer sent it away in a few words. Repeated visits failed, and I began to make excuses and complain for myself. But I never realized that while making excuses for myself, I had become quite negative. Negative emotions have a great influence on my work. Later, the leader knew about it and talked to me a lot. He told me: "A qualified salesman must first have full confidence. Only when he has full confidence in himself can he eliminate the fear of facing customers, give himself a clear idea and introduce products to customers through fluent language. " These words are deeply engraved in my mind. Whenever I feel depressed, I secretly cheer myself up. I firmly believe that as long as you have confidence in yourself and your products, you have already achieved half the success.

Second, set yourself a goal that can be achieved at different times.

Everyone should arrange their work reasonably every day, with a plan and purpose. In order to avoid blindness, it can be said that there is no direction. This kind of situation often gets twice the result with half the effort, not worth the loss. Now, as a new marketing team leader, I have to lead the team members besides myself. Since you have led a small team, you must have a careful work plan, reasonable time arrangement, adequate personnel deployment, good team spirit and so on. Set a goal for yourself and your team members!

Third, gain the trust of customers instantly.

When marketing products, make friends with customers, so that customers have a good impression and trust in themselves. What you say when you meet a customer for the first time is very important, and a good opening speech is often half the battle. Of course, gaining customers' goodwill and trust in an instant is not only reflected in the first meeting, but customers may be cold to marketers for a long time in the conversation, but some changes in details may win customers' hearts.

Fourth, learn new knowledge in marketing failure.

As the saying goes, "failure is the mother of success"! In the process of marketing, many times you will meet all kinds of customers. Maybe you are lucky to meet easy-going customers, but there are also unlucky days when customers are particularly difficult to catch you. Don't be discouraged after so many failures. We should find the reason from the root of the matter, why it failed, whether the professional knowledge is not in place or the marketing skills are not as good as others. I hope we won't make the same mistake often next time.

The above points are my summaries as a marketer to the head of a small marketing group. If we can do it: "Grasp the present, learn from the past and start to create the future. Imagine a bright future, make a practical plan and do something today to realize it. Clear your goals and explore ways to make your work and life more meaningful, and you will be happier and more successful!

5. Personal annual marketing work summary

Looking back on the past year, all the experiences have turned into beautiful memories. Combined with my own work, I have made some achievements in the past year, but there are still some shortcomings. Transform our outlets, improve service quality and strengthen outlet marketing. Our sub-branch has partially adjusted its staffing, arranged low-counter sales staff, made initial progress in personal financing business, and began to try to provide professional comprehensive personal investment and financing services to high-end customers. I also transferred from the low cabinet to the financial office to engage in personal financial business. Although I encountered many difficulties and problems in my work. However, under the guidance of the financial center of the branch finance department and the great attention of the branch leaders, we will build a team, train talents, grasp business development, expand the market with new products and increase marketing work. The following is a summary of personal work in 20xx:

I. Summary of specific work in XX years:

1) Customer maintenance, mining, management and personal product sales:

1. Grasp the basic work, make a good sales plan and tap the wealth management customer base. Through the front desk counter, using the silver shopkeeper crm system, we will focus on developing vip customers and increasing vip customers.

2. Further collect and improve the basic customer information, integrate customer relationship management, fund management and portfolio management by using the bank shopkeeper crm system, and establish some customer information. At the same time, understand the basic information of customers, and classify and maintain customers. The sales and active marketing of various products have achieved certain results.

3. Intensify publicity, and transmit information through newspapers, mobile phone short messages, display boards, led banners, etc., and achieved certain results.

4. Further promote the listing of new products such as RMB weekend wealth management, steady return series, aggressive wealth management of BOC and precious metal sales according to the investment and wealth management needs of market customers and the work arrangement of the superior bank.

2) Self-training and learning:

Under the great attention of the provincial branch, in March this year, after the selection of individual account managers and internal assessment, I participated in the formal training of afp qualification of Southwestern University of Finance and Economics. With my own efforts, I passed the national afp financial planner qualification examination in July this year, and obtained the qualification certificate in June+10, 5438. Through the standardized training of afp system, I have improved my quality after studying at this stage. At work, as a bank employee, when making investment and financial planning for customers, I properly configure various financial products according to different customers, and take the return on investment created for customers as my work goal. I can turn what I have learned into the ability to serve customers, attend it blueprint training according to the actual situation of the bank, and constantly improve my business ability.

Second, the shortcomings:

Although the Bank's wealth management business has developed initially, due to its late start and low starting point, the development scale of wealth management business is relatively small, and there is a big gap compared with peers, and there are problems such as insufficient personnel, low quality and inadequate management. At present, it is far from enough for our bank to expand its intermediary business income by developing agency insurance and consignment funds. Products need to be more abundant and financing channels need to be expanded. Many of our characteristic wealth management products, such as Huijubao, Waihuibao, paper gold and RMB games, have not been fully promoted (limited by the marketing staff and professional quality) and lack of professional wealth management.

Disadvantages:

1. There are few basic wealth management customers (middle and high-end customers), they don't fully understand customer information (address, number of people, hobbies), and they lack customer maintenance.

2. The marketing efforts are weak, which requires teamwork to strengthen marketing and fails to give full play to individual abilities.

3. Business processes need to be combed and integrated, services need to be optimized to improve service quality, and customer information needs to be transmitted from the front desk to the financial office through multiple channels.

Three. Work plan for the coming year:

1. On the basis of consolidating achievements, understand and master the personal wealth management business market, cope with the competition in the same industry, and develop the wealth management business of the Bank rapidly.

2. Constantly strengthen quality training, self-study and training. Further improve the business level.

3. Increase marketing efforts, promote the realization of various goals, and effectively pay attention to the growth of customer volume.

4. Strengthen study in combination with the actual work of the Bank, do a good job in launching the new it blueprint system, and do a good job in 20xx personal work planning.