Sales Personal Monthly Work Summary 1
It has been more than a month since I reported to my new unit. During this month, life seems tense but orderly. Just entering the company, everything is brand new and needs to be re-recognized and understood; Confidence comes from understanding, understanding our industry, our company and our products; The platform provided by the company is very large and the product advantages are obvious. Such a good platform depends on how to play. Life is a process of continuous growth, and the most important decision in this life is to decide who to grow with! It is an honor to join our company and grow with the help of leaders and colleagues. I am very grateful to the leaders and colleagues for their selfless transfer of experience to me. Their experiences of success and failure are my best teachers. By learning their experience and knowledge, I can greatly reduce my own mistakes and shorten the exploration time. On such a positive platform of the company, as a novice, I must learn more, see more and do more!
The management mode of the company is very humanized, adapting to local conditions and teaching students in accordance with their aptitude; For more than a month, the company didn't make any demands on me. I can play freely and show my talents. The company will arrange a job that suits you according to your actual ability. A few days before I joined the company, my leaders and colleagues took me to visit customers and often showed me the whole sales process consciously. Then, give me a serious analysis, from finding projects, meeting customers and communicating with customers. Every step, every link and every item can be carefully analyzed, which gives me a deep understanding, familiarity with the company's products and understanding of the company's operation. A few days later, I began to expand my peripheral business independently. I am a person who can't stand loneliness. I like doing business, dealing with people and socializing. See that people never know each other and finally become friends; Looking at one project by one, I dug it out bit by bit until I made a deal. I enjoyed the process very much. I always like to do sales work, like challenges and self-challenges. Although my experience and experience are limited, I always insist on doing everything with my heart! Successful salespeople are people who dare to stick to their goals.
In the future work, I will strive to improve my own quality, overcome my own shortcomings, and work in the following directions:
(1) Develop the habit of learning;
The first product sold by the salesperson is the salesperson himself; Every successful salesperson can always have a lot of knowledge with his customers, which is inseparable from the knowledge and insight of the salesperson himself. How much knowledge and courage, how many patterns. I still lack this aspect, so I must keep learning. This is a process of continuous self-summary and accumulation. I want to study purposefully and constantly enrich myself!
(2) Have a sense of responsibility;
Constantly exercise your courage and perseverance, improve your ability to solve practical problems, adhere to the sense of responsibility to the company, customers and yourself in the work process, and treat every day positively, enthusiastically and seriously! If you can't, you have to! If you must, you can!
(3) Being good at summarizing and self-summarizing;
The ability to grasp and analyze the market in my work is still immature and lacking, so all these need me to sum up, improve and strengthen in my future work. Now my understanding of sales is only superficial, let alone my ability to grasp the market, so I will work harder and harder than others to constantly improve myself.
Personal monthly sales summary II
With the deepening of my work, I have come into contact with many new things and encountered many new problems, and these new experiences are all a new tempering process for me. Looking back on this whole month, I learned a lot: I learned to face difficulties calmly; In the face of setbacks, I learned to look up strongly.
Behind the repetitive monotonous work, I learned to think and summarize; When the company's image was damaged, I learned how to maintain it; When misunderstood by customers, I learned how to communicate.
The above is the place where I made a slight breakthrough in my work, but this breakthrough does not mean that I can do it well. In the following work, I will constantly improve myself, constantly sum up experience and learn from my failures. Learn their advanced working methods and ideas in the process of working with colleagues; Learn to understand others in the process of communication. I don't know how to pull. I used to write when I was doing this job, but I didn't want to write, because my mouth could say that I failed if I didn't score. Now it's useless to write without doing it.
I make an invoice in the sales hall of the company. At first, I thought the work of invoicing was relatively simple, but it was just routine work such as filling out documents. But through the previous stage of study, I realized that my knowledge and understanding of billing work was too superficial. Billing work is not only a great responsibility, but also has many knowledge and technical problems, which need repeated practice and understanding learning to master.
There is still a gap between my theory and practice, and I have insufficient work experience. Fortunately, with the help of the instructor, I learned how to make out an invoice and fill in the bill to ensure the safety and integrity of the bill I handled, learned to use the invoicing software, and learned the process and ins and outs of this business. Through three months' study and practice, I know that we should never use "easy" to do invoice work well, but we must be cautious and take every bill seriously.
Sales billing is an indispensable part of sales work, which requires our billing staff to have superb business level, skilled business skills and rigorous and meticulous work style. As a qualified settlement personnel, they must have the following basic requirements:
(1) Learn, understand and master policies, regulations and company systems, and constantly improve their professional level. Sales invoicing requires strong operational skills. As a full-time bookkeeper, one should not only have the basic knowledge of financial accounting in dealing with general accounting affairs, but also have a high level of professional knowledge and strong ability to use numbers.
(two) to do a good job in sales billing, we must have a rigorous and meticulous work style and professional ethics, have a strong sense of safety, and have an internal division of labor for various bills, each with its own responsibilities and mutual constraints; There should also be external security measures to protect personal safety and company interests from loss.
(three) the billing personnel must have good professional ethics, love their jobs, be meticulous and conscientious, and try their best to serve the overall interests of the unit. At present, our factory has just been put into production, and the workload as a sales billing staff is not large. In the previous stage of work and study, I abided by the company's rules and regulations, did my job well, and completed the work arranged by the leaders on time. But I also found my own shortcomings in my work, and I was not careful enough in some details.
Therefore, I should always remind myself and try to correct my shortcomings. In the future work, we should strengthen business learning, mainly in sales, inventory and finance, and learn how to analyze the operating conditions of enterprises, so as to improve their own quality, be competent for their own work, and improve work efficiency for the development of new business and the expansion of business scope in the future. I am confident to do my job well and make greater achievements for the development of the company.
Personal monthly sales summary 3
One month's pre-sale, the total sales amount is 93 15 yuan, and the total commodity cost is 7 13 1.7 yuan. After deducting the commission and other expenses, the total profit is 2 183.3 yuan. The total sales volume per unit product is 386 pieces, accounting for 32. 16% of the sales target.
First of all, self-review:
The actual sales are far below the target sales. After analysis, the reasons are as follows:
1 overestimates the market demand. Before our products entered the market, many consumers had already bought related products. Moreover, there was no physical store in the early stage of sales, which led some consumers to buy with trepidation.
2. The time for commodities to enter the market is relatively slow. Due to the abnormal weather and temperature this year, winter comes very late, and it is difficult to judge the purchase date. It also misjudged consumers' purchasing motives and psychology. It is believed that consumers will not start buying until the weather starts to get cold. In fact, many consumers have already purchased related products in advance.
3. The ability to predict the quantity of purchased goods is seriously insufficient. Therefore, the sales of some commodities are close to 1/4 of the total sales, while others are not sold. At the same time, for this reason, the inventory of some commodities is too high.
4. Lack of reasonable and effective distribution when sending people to promote sales. As a result, some dormitories are repeatedly sold and human resources are wasted. And there may be conflicts of interest between salesmen.
5. There is something wrong with the supply of sales staff.
In principle, every salesman has a complete set of goods. But in fact, because the salesman sells it at home. Therefore, some salesmen will take more goods at a time to facilitate door-to-door sales. After purchasing a product, consumers can make up the product version in time and then sell it in other dormitories. Because the quantity of goods was not arranged when supplying the salesman. The result is that your own inventory is not enough, and there is too little inventory that can be deployed. Among them, moisturizing lip balm is because of this problem, resulting in too little available inventory, and then buy it from buyers. Finally, the lipstick on the salesman's hand could not be sold, and all of them were returned, resulting in excessive pressure on the goods.
Second, the actual sales process:
1, positioning sales price:
After considering the purchase price, initial employee commission assumption, expenditure and Guangzhou market price, the commodity price is positioned. Finally, it is determined that the commodity price is slightly lower than the market price. The reason for this is the following：
First, considering that the price of goods is much lower than the market price, it may reduce consumers' trust in the authenticity of goods.
Second, considering the low profit, it is impossible to distribute the commission and expenses of employees.
Third, there is enough profit space, which is conducive to the commodity scheduling in the sales process.
For example, some consumers can give appropriate price concessions when buying a variety of goods. It can also provide favorable space for future clearance and price reduction.
2. Commission distribution:
In terms of commission, in order to stimulate the enthusiasm of salesmen. Give a higher commission return. And different units have different sales and commissions. You can get a commission of up to 3 5 yuan/piece. High commission, first, can improve work enthusiasm and efficiency. Second, it can give salespeople more space to allocate their downline. Let the sales network spread quickly in the market. Looking for a salesman, in addition to basic ability and credit, we must also promote the market from two aspects. One is propaganda from one dormitory to another, commonly known as "sweeping the floor". Second, through human resources sales. Try to find some people with a wide circle of friends and prestige in the student organization or department.
3. Publicity work:
We have established related blog sites on the Internet. Print relevant leaflets and stick them in crowded places. Its purpose is to let consumers know that the school has related products for sale, rather than going to the supermarket to buy them immediately. So as to slow down the sales of supermarkets, retain customers and lift the monopoly position of supermarkets in the eyes of consumers. And hand out leaflets to all salesmen, so that they can play by themselves. It not only increases the scope of publicity, but also reduces the workload.
4. Finance:
In the import and export of goods, in addition to using spreadsheets to make records, manual bookkeeping is also very useful. Using basic computer knowledge and spreadsheets, the relevant data can be calculated quickly, so as to facilitate the data reflection and analysis of inventory and purchase quantity.
Monthly work summary of sales staff 4
Time flies, the pace is still looking for the harbor of struggle, and Supreme Faith is still looking for the starting point of the market. September slipped away quietly, leaving no amazing results and no gratifying results. Although time has passed, it has taken away the fatigue of work, the vicissitudes of work and the pressure of work, leaving behind vicissitudes!
In September, my performance was average and I had to face the reality. I have to work in a conventional way without breaking through new methods. I can only walk around the town's pharmacies and a few poor clinics and health stations, but I can't find the real terminal, the real market I need, and the real customers, which leads to my poor performance and poor performance. Looking at the fierce competition in the market and the ever-changing market, I am sometimes caught off guard, sometimes at a loss, and sometimes frustrated and annoyed. Looking at the manufacturers' updating methods and improvisation, I found that I had many shortcomings. In September, the four pharmaceutical companies did not adjust their goods well. The total is more than ten thousand. Guangdong Bafang Pharmaceutical Company has more than 3,000 kinds of commodities. Guangdong Kang Min Pharmaceutical Company and Guangdong Huiheng Pharmaceutical Company didn't sell much, mainly because the terminal follow-up was not in place. Their main focus was on Yangchun, and the handover of leadership in late September brought new vitality, new hope, new dawn and new journey!
The mode of operation here is to go down by yourself, not to follow the car of the pharmaceutical factory. Although we can take advantage of their advantages, we don't have enough time to get familiar with the relationship between deliverymen and customers. It is difficult to order food, expensive to follow the car, low efficiency, less harvest and less return! Guangdong is mainly a pharmacy, but for my drugs, pharmacies are hard to eliminate, and the trend of selling more drugs and dispensing less makes me unbelievable. There is no doubt that pharmacies are not the life of prescription drugs. Health stations and clinics are our biggest markets, and injecting vitality into the market is my biggest market. Guangdong Bafang Pharmaceutical Co., Ltd. is mainly engaged in health stations, hospitals and clinics. The development model of all directions is a powerful object of our development and conforms to our development. The granules I bought in Bafang are very good. I can sell 500 to 600 boxes a month, and the customers want a large quantity. The competition in Yangjiang market is fierce. This is incredible for this market. Guangdong Huiheng and Guangdong Kang Min Pharmaceutical Co., Ltd. have many similar varieties. Many pharmaceutical companies have low customer loyalty. After the ticket dealers and salesmen have done their work, the sales growth rate is still not fast, mainly because they have not followed up customers well and there are fewer terminals.
In September, a new leader came, bringing new operation methods, with great results, great gains, and rapid market results. Earth-shaking changes have taken place, doubling the market from more than 10,000 to more than 30,000. The main thing is to go down to pull the bill and visit customers. A town can sell four or five thousand yuan, and the pilot effect in Yangchun is great. Guangdong Yitian is our key pharmaceutical company, which has sold nearly 20,000 yuan this month. Look at the leaders' agile thinking and keen observation of market forces to inject new vitality into the market and win new results!
At present, the rural cooperative medical service, one station in one village or multiple stations in one village, is our latest, best and largest customer group. We will stick to key points and new markets and promote sales growth. At the same time, I found a new market and improved the old method and technology of drawing orders. After the company's training, I grew up quickly and my methods were flexible. My daily sales have increased greatly, and sometimes I dare not imagine my sales, which makes me feel gratified and surprised unexpectedly.
September is both joyful and depressing. A failed meeting was held by mistake, which made me disappointed and painful. Although there are not many varieties, they are all advertising varieties, and the order quantity is high. Most of the customers attending the meeting are pharmacies. They didn't visit customers before the meeting, and they didn't do a good job of publicity. So it's useless! !
September is still gone gently, leaving me still working hard, still struggling, struggling. October is a difficult time for me. I want to travel to every town in Yangchun to make Yangchun market stronger and bigger. I have a motorcycle, and I want to develop customers in every corner. Don't miss the first-line opportunities and markets. Only with goals can we develop, and only with motivation can we make progress!
I will never forget the consistent slogan of western Guangdong: today I am "developing for western Guangdong" with a beautiful vision, and tomorrow I will be happy for success; "Go out and create performance!" Try, try, try again! Brothers and sisters in western Guangdong, our efforts are our happiness. Under the careful guidance of the leaders, we will open up our western Guangdong, expand our western Guangdong market and strive for our ideals!
Monthly work summary of sales staff 5
Sales is an art. As a jewelry salesman, we should always pay attention to language skills so that customers can buy satisfactory jewelry. Let's summarize several aspects that should be paid attention to in sales:
1, welcome customers with a good mental state.
Compared with other commodities, there are fewer people selling jewelry, and jewelry salesmen are often bored. If it is a specialty store, it should give a good environment and atmosphere to the sales staff, such as playing some light music and some professional magazines. There is no need to stand upright for a long time without customers entering the store. When the customer enters or is ready to enter the store, stand up politely and greet the customer with a smile. They can also give some greetings, such as "hello"! "Welcome". If it is a comprehensive shopping mall, the clerk should always be ready to receive customers. When customers enter the jewelry technology department, they should take measures to attract customers' attention to your counter as much as possible, such as observing diamonds with a magnifying glass and taking out a product to try on. This may make customers interested in your counter, but it is actually a small advertisement.
2. Receive customers in time
When the customer walks to your counter, you should smile at the customer and say hello to him, but don't approach the customer too early. You should create a relaxed shopping environment for customers as much as possible. When a customer stops at a counter and pays attention to an ornament, you should approach the customer softly. I suggest you don't stand in front of customers. A good position is in front of customers. This will not only reduce the pressure that may be caused when you face to face, but also make it easier for customers to talk, because talking with a side face is much more labor-saving than when you face to face, and it also respects customers. In addition, the salesperson can persuade the customer to try it on, which needs to give the customer a message that it is difficult to choose the right jewelry without wearing it, and at the same time dispel the customer's worry. If you don't buy it after trying it on, you may look down, so that you can take the jewelry out without any worries.
3, fully display jewelry
Because most customers lack jewelry knowledge, it is very important for salespeople to show jewelry. Many salespeople mechanically open the counter when a customer asks for a piece of jewelry, and then give it to the customer to praise the style separately. In fact, when you start to take out diamond jewelry, you should first describe the cutting of diamonds, and you should constantly swing the diamond ornaments by hand and move your mouth manually. You basically have to write the description before giving it to the customer, so that the customer will probably imitate your actions to observe the diamond and ask what Belgian cutting is and what is pyrotechnics. Salespeople can answer this question. This kind of question and answer is a skill for salespeople to display jewelry, and it is not limited to their own description, so it is easy to feel boring. When customers choose eye-catching styles, the clerk should recommend two kinds of jewelry with big contrast, and customers should choose long-term observation and re-describe the styles represented by the two styles. In this way, it is easy to lock and narrow the style and scope of customer choice.
4. Take the opportunity of customers' questions to introduce jewelry knowledge as much as possible.
The more customers know about jewelry, the more satisfied they will be after buying it. When a lady wears a newly bought diamond ring to work, she always wants to attract the attention of her colleagues. When others see this diamond ring, she will talk about her understanding of diamonds and fully enjoy the spirit of owning a diamond. At the same time, she is advertising for you. As the saying goes; "Satisfied customers are the best advertisements", "The most influential advertisements are the people around you". However, if you explain jewelry knowledge whether customers want to listen or not, it will also attract customers' boredom. Therefore, timing is very important, seize the opportunity in the whole process of sales, especially when customers question it.
5. Guide consumers out of the purchase misunderstanding, foster strengths and avoid weaknesses, and skillfully explain the quality of diamonds.
Due to the misleading of some marketing units, many consumers demand that the origin of diamonds is South Africa and the purity is VVS, which is very good. When encountering such a problem, the salesperson can neither simply say no nor irresponsibly say yes. For example, if a customer asks if there are any South African diamonds, we can say yes first, and then tell consumers that the quality of diamonds is actually measured by 4C standard. South Africa produces a lot, not all diamonds are good, and most diamonds in the world are mixed by De Beers. Let's say our diamonds come from De Beers. As for the grade of diamonds, salespeople should first take the initiative when obtaining certificates for customers, that is, look at them before handing them over to customers, and make an affirmation of diamonds according to the grade. This is like introducing people, assuming that cleanliness is the figure and whiteness is the appearance, and combining the principles and conditions of diamond grading and price comparison to convince customers.
6. Promote transactions
Because the value of jewelry is relatively high, it is not a small expense for customers. Therefore, before the final transaction, they are often stressed, depressed, indecisive, or even temporarily placed, saying "look again" may never come back. This requires salespeople to take distracting methods to reduce the pressure on customers, such as talking about jewelry fashion to colleagues or customers' peers, and taking out several grades of jewelry boxes for customers to choose from.
7. After-sales service
When the customer decides to buy and pay, the clerk's work is not over. First of all, he should fill in after-sales knowledge, introduce wearing and maintenance knowledge in detail, and spread some new jewelry knowledge at the same time.
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