Summing up the annual work, the marketing person (1) time in 2020 still follows its unchanging law, and another year has become history. Just like many years in the past, 2020 has become history, with many beautiful memories and many regrets. 2020 is an eventful year for the xx world. Although the impact of the global financial crisis in 20xx is gradually weakening, it will take some time for the overall economic recovery to be excessive. The adjustment of liquor consumption tax by the state also caused a period of turmoil in the industry, followed by a nationwide crackdown on drunk driving and a local prohibition of alcohol, which made the liquor industry even worse. In such a bumpy year, we stumbled all the way, joy and sadness, passion and helplessness, confusion and emotion, really infinite.
Review and analyze regional sales performance.
(a) performance review
1, the total cash payment for the whole year is xxx million, exceeding the tasks specified by the company;
2. Successfully develop four new customers;
3. It laid a foundation for the company's operation in the key regional market xx centered on xx;
(2) Performance analysis
1. Although I have completed the cash payment task stipulated by the company, I am still far from the goal of xxx million set by myself. The main reasons are:
A, the positioning of key markets in the first half of the year is not clear and firm, and it is first positioned in xx. However, due to the particularity of xx market (local protection) and later the focus of dealers shifted to beer, my original intention was finally changed. Secondly, I am optimistic about Surabaya market. Although the market environment is very good, but the cooperation of dealers is too poor, I gave up. Until later, I chose XX "XXX", which is near the end of the year!
B, the speed of new customers is too slow, and the quality of customers is poor (mostly small customers with small strength);
C, the company's service lags behind, especially the delivery time, which not only affects the market, but also affects the sales confidence of dealers;
2. Explore new customers. Although X new customers have been implemented, I am still two short of my own X goals, and among these X customers, X are small customers, and the sales volume is also very average. This is mainly caused by my own subjectivity, and I don't pay much attention to customer quality in order to pay back the money. As the saying goes, "choice is more important than hard work", and the "strength, network, distribution ability, cooperation and investment consciousness" of dealers directly determine the quality of market operation.
Our company has been operating in xx for a whole year, and the mistake in the past X years is that it failed to "grasp the key points". So I learned the lessons from previous years, and this year I personally put the search for key markets into my daily work. Finally, it is decided to operate xx market with Jinxiang as the core in xx month of 20xx. After two months of market operation, we have also explored some experiences, laying the foundation for next year's operation.
Second, personal growth and shortcomings
With the care and support of company leaders and colleagues, I have made great progress in business development, organization and coordination, management and other aspects in 20xx, but there are also many shortcomings.
1, and the self-regulation ability of mentality is enhanced;
2. The ability to learn, predict and control the market has been enhanced;
3. The ability to deal with emergency problems and grasp the psychological state of others has been enhanced;
4. The overall market awareness needs to be improved;
5. The management experience of the team and the operation ability of the overall regional market need to be improved.
Third, mistakes and shortcomings in the work.
1, xx market
Although local protection is serious, we still have a certain market through the coordination of relations and the low-key operation of the market. Moreover, through a period of market proof, the special songs developed by dealers still cater to the consumption of rural markets. Before the off-season, because I failed to communicate effectively with the dealer and the service was not in place, the dealer finally focused on beer. What's more, the agent took another liquor-Yimeng fellow villager, and the manufacturer's support was quite strong, which was even more diluted for us.
2.xx market
Although there is something wrong with the dealer's personality, the market environment is really good (there is no strong local brand and no local protection-) and xxx's hotel operation for more than a year has certain favorable factors in the market, and then it has expanded the circulation market, and the market response is good. The mistake is that the distributor was not suppressed in cost in advance, and then the management was unbalanced, which eventually led to the failure of cooperation and fell short. The key is that my personal wrist is not hard enough, my foresight is not enough, and my reaction is not fast enough.
3.xx market
The market foundation of xx is still very good, but the investment awareness and company management of dealers are so poor that the market declined seriously after our withdrawal. My mistakes in this market are as follows:
(1), failed to guide dealers to operate the market according to our ideas, and relied too much on manufacturers;
(2) Failing to find suitable other potential high-quality customers to supplement at an appropriate time;
4. Among the new customers I visited in the whole 20xx year, many people have strong intentions, and most of them are visiting the company. But in the end, it was rarely implemented, because the late tracking was not in place, and I lacked confidence and wasted a lot of resources!
Four, 20xx years ago, part of the work and problem solving in the old market.
Because we didn't grasp the market well in the past and didn't control the cost effectively, the problem of cost contradiction appeared in the market 20xx years ago. After consultation with the company leaders, we take the principle of "harmonious development" and adopt the policy of "one place, one policy" to solve the problems in different markets.
1, xx: although the company has expenses, it must pay back the money, and both parties can accept and understand the settlement in the form of multiple goods;
2.xx: Make your own packaging, make your own bottles, make drinks at the company's expense, and do your own marketing.
3.xx: Tongteng Prefecture
4.xx: Not yet solved
Through the above methods, the market problems have been solved one by one. Although there were some conflicts in the early stage, they were accepted and operated smoothly, which completely solved the psychology of relying too much on manufacturers before.
Five, the operation mode of "office plus dealer" to operate the regional market.
According to the actual situation of the company and the market situation in recent years, we have been exploring a shortcut to operate the market, which truly reflects the effect of "office plus dealer" operation, but the following conditions must be met:
1, the market environment is better, even if it is not too good, it can't be too bad, for example, the local protection is too serious and the place is too strong;
2. The quality of dealers must be good, such as "strength, network, distribution and cooperation";
Specific matters related to the operation of the office:
1, management office, personnel localization;
? 2. Popularization of products, mainly aimed at mid-range consumers;
? 3. Channelized and personalized operation, focusing on circulation channels and focusing on major customers;
? 4. Focus on supporting first-class business, and the office truly reflects the role of joint marketing;
Six, some suggestions to the company
1, strengthen the hardware investment of products, and the first impression of products should give people a feeling of "value for money, value for money";
2. Improve various rules and regulations and salary system, and give full play to the subjective initiative of personnel;
3. Concentrate superior resources and focus on the model market;
4. Pay attention to the shaping of brand image.
Annual work summary, 2020 marketing personnel (2), under the leadership of the company, participate in the company's strategic continuous improvement activities, timely and accurately complete the daily work of the sales department, coordinate, balance, supervise and track the implementation of orders and delivery plans; Participate in the timely delivery of customer products and customer follow-up, continuously develop new customers and new products, and cooperate with various departments to complete the company's production and sales tasks in time. The work in 2020 is summarized as follows:
1. Make and modify the delivery plan in time according to customer orders; Responsible for the process monitoring and specific implementation of the delivery plan; Coordinate shipping booking and related affairs, ensure the normal delivery of products, and report the progress to the leader in time.
2. Information collection, timely transmission and timely processing of foreign customers, such as drawings and PPAP information feedback; And keep abreast of the news of international machinery manufacturing market and foreign exchange market, and provide information support for the company's development and growth.
3. Complete the preparation and delivery of all documents required for delivery, and deliver the documents to customers on time, including invoices, packing lists, commercial invoices, transport contracts, transport customs declarations, certificates of origin, etc.
4. Communicate effectively with customers on related matters involved in delivery in time.
5. Participate in the production evaluation and implementation process monitoring of the company's new product projects. For example, release new product review drawings and track progress.
6. Accurately complete the statistics of monthly export details and monthly foreign exchange receivable details, and reconcile with finance.
7. Urge foreign customers to pay accounts payable, including generating ASN and invoice in WEBEDI, making paper receipts, etc. Pay in time and be actively responsible for unpaid items.
8. Participate in regular production and operation meetings, keep meeting minutes and implement meeting resolutions.
9. Complete the temporary tasks assigned by the superior leaders at any time.
10. Understand and master the quality system documents used in this position, complete all quality activities according to the quality system documents, and strictly implement the procedure documents and relevant management regulations for the links involving the sales department.
1 1. Enhance your comprehensive business analysis ability, learn and master product technical knowledge, master relevant knowledge of production technology, and better apply it to practical work.
12, the staff of this department will, as always, unite and cooperate, coordinate and handle the problems in the implementation of the plan and budget of this department, and actively assist the leaders in handling emergencies and major events.
With the active cooperation of all departments of the company, it is estimated that the target of shipping more than XX tons and selling more than XX million dollars will be achieved in 20021year.
In the work in 2020, the department will ensure that all tasks are completed on time, improve customer satisfaction, make more profits for the company, make more contributions to the company's long-term development, and make continuous efforts to build the company into a first-class international investment casting enterprise as soon as possible.
Summary of Marketing Staff's Annual Work in 2020 (III) The past year of 2020 can be regarded as another turning point and a new beginning of my work. Especially since I took over the marketing planning work in X this year, I have been unconscious for half a year. Looking back on this year's work experience, there are hardships, growth, gains and more prospects. This year not only contains too many hardships and difficulties, but also achieved good work performance. This achievement is inseparable from my efforts and the support and help of my leaders and colleagues. The work summary report for 2002 is as follows, please review it by company leaders and colleagues.
I. Completion of work performance
1. Complete sales performance;
2. Complete the design and production of sales materials (French layout book, French layout book, high-rise apartment book, project brochure, project building book, pre-sale agreement, lottery ticket, visit ticket, etc.). );
3. Complete the implementation of media promotion (outdoor, newspapers, magazines, radio, buses, internet, etc.). );
4. Complete the temporary work assigned by the company leaders (the opening summary of the first phase of French layout, the group price of the original Geely surplus house, festival layout, etc.). );
5. Assist the leaders to complete the preparatory work for the opening of Fenglingyuan townhouse;
6. Assist the leaders to organize and implement the customer exchange meeting of townhouses;
7. Assist the leaders to complete the media exchange meeting in the demonstration room;
8. Assist the leaders to complete the layout and display of the model room passage.
Second, increase emotions.
This year, with the continuous growth of the company, I have been growing. Looking back on my growth experience, I feel a lot.
(1) Diligent study is the basis of doing a good job. People can't be ignorant, but they can't be afraid and helpless. The less they want stupid birds to fly first, the harder they study. Especially after taking over the marketing planning work in X this year, I have a certain understanding of the sales process from a little knowledge to now. In fact, I have put a lot of effort and time behind my back, and of course I need the help of my colleagues. Only after contacting the marketing planning work did I understand that although the workload is not large, there are many things to learn and the sales knowledge is always bottomless, but because of this, I enjoy it and like this job more and more. I think as a real estate consultant, we should not only be proficient in selling houses, but also have a detailed understanding of the surrounding knowledge, so as to better serve our customers, make them feel that we have advantages over other real estate projects in terms of corporate brand, community environment, property quality and employee quality, and strengthen their purchasing confidence. In order to solve this problem, I give full play to the advantages of thinking in my daily sales work, sum up many new sales skills and customer maintenance methods through observation, study and experience of my colleagues, and modify and improve them through practice in the follow-up work. Facts have proved that knowledge and creativity are always endless.
(2) Enthusiastic service is the key to doing a good job. As a real estate consultant, it is not enough to be diligent in dealing with clients. We should also have a warm service attitude, greet customers from all directions with a smile, gather millions of wealth and serve customers, so that they can realize our thoughtful and warm service attitude in Greentown. I have a deep understanding and feeling about this. I think the buying mentality and personal temperament of different income groups are definitely different, so the sales methods of different customers must also be changed accordingly. For example, in the face of customers with different cultural levels and different buying mentality, we should have relative negotiation skills and tone to receive them, so that they can buy happily and want to buy again in the future. In practice, I also found that a truly successful salesperson should not only have the personality that can infect customers, but also have the ability to adapt to different consumer mentality at any time. At the same time, keep in mind that he is professional, polite and proactive, giving customers more than he imagined, and insisting on the professional ethics of putting the company's interests first. Therefore, in order to do a good job in sales, I urgently need to improve my self-cultivation and make myself a qualified real estate consultant from my personal temperament and professional ability.
(3) Love and dedication is the premise of doing a good job. Only by being dedicated, loyal, conscientious and meticulous, learning business knowledge with an open mind, cultivating strict character and going all out can we make extraordinary achievements in ordinary posts and enhance our own value. This year, I experienced countless gains and losses, and the process was full of ups and downs. I have learned a lot from the industry culture, and I have grown up in the interaction with people, so that I can always keep a grateful heart to face people and things. I like to surpass my opponent and challenge myself. This industry suits me very well. I like dancing with wolves at work. This is a road of continuous transcendence and survival of the fittest. I live by knowledge and wisdom. I found a life path that suits me. I like this job. More importantly, I found my own shortcomings, constantly improved myself, made continuous progress, persevered and worked enthusiastically. Enthusiasm is the soul of work. Enthusiasm is the power to overcome all difficulties. Enthusiasm, tenacity and self-confidence can be found in every link of the work.
(4) Gratitude and loyalty are the basis of doing a good job. During this year, I have gained too much in this company to talk about. It is not just one or two people to thank, and it is not easy to say "thank you". I want to thank the supervisor. When I first entered the marketing planning department, I had too many defects and deficiencies. She taught me forbearingly and used her off-duty time to talk to me many times, which corrected many of my problems. At the same time, it gave me timely pressure and encouragement in my work, which made me sometimes walk on thin ice and sometimes full of confidence. Never dare to relax easily, and gradually grow into a qualified real estate consultant. What makes me luckier is that we have a mature and harmonious sales team. Competition among colleagues is more helpful. Every disagreement can always be eliminated in communication, and every problem is often solved by brainstorming. It is because of such a group of colleagues that I can improve myself quickly in the sales department. As the saying goes, people near Zhu Zhechi are all black, because such a strong corporate atmosphere and team spirit have given me the nutrients I need for growth. Loyalty to work, first of all, my feeling is whether we have devoted all our energy and wisdom to the company and are completely satisfied with our daily work. I firmly believe that every boss wants his employees to remain loyal, and every employee also wants a perfect boss. From the day of Greentown, I took "Don't work hard today, try to find a job tomorrow" as my motto.
Three. 20xx work plan
20xx is not only a new year for me, but also a brand-new beginning. I have too many hopes and dreams for the coming year, life and work. In the new year, I intend to focus on the following tasks:
First, do a good job in sales and service. In my work, I will think carefully about my customers, win the trust of the market and customers through my good quality display and frank, polite, thoughtful and thoughtful service, and establish a good personal image and company image in the hearts of potential customers and old customers, so as to improve the visibility and reputation of the enterprise and its real estate products, lay a good foundation for the marketing success of the company's real estate products now and in the future, and also accumulate extensive customer resources for its future development.
The second is to do a good job in marketing planning. Actively cultivate market awareness, often investigate the market, and keep abreast of all kinds of information about real estate sales, as well as the development trends of competitors and similar projects. Especially in the frequent contact with customers or prospective customers, we can learn the latest market information, grasp the market situation and development trend, listen carefully to customers' evaluation and comments on real estate products and some reasonable improvement opinions or suggestions, so as to serve the formulation of correct real estate development plans and marketing strategies.
The third is to study corporate culture seriously. Actively participate in the study and training of corporate culture, deeply understand the content of corporate culture, understand the importance of corporate culture construction, further improve their professionalism, better serve customers and promote the development of various businesses.
The fourth is to improve their comprehensive quality. I will further strengthen my study and understand the whole process of real estate development, from product research and development to project management to marketing planning. In this way, in the sales process, the questions raised by customers can be well fed back to the superior leaders, thus improving the products and improving the quality of life.
The fifth is to complete the work temporarily assigned by the leaders.
In short, in this promising new year, I will fully serve the company, love my post, work hard, continue to study, face my customers with mission-like passion, face my career with a serious and rigorous attitude, and create feelings for customers and the company.