The work and life of the sales department are over. During this time, I believe everyone is facing many challenges. It's time to write a summary. The following is a summary essay on the work of the sales unit that I carefully arranged for you, hoping to help you.

Looking back on 20__ (1), it is destined to be an extraordinary year. After the economic crisis in _ _ _, the market once again entered a downturn, and the policy no longer forced domestic demand to protect gdp. The terminal has been hit by an unprecedented continuous decline in retail sales, resulting in full inventory, and many stores are in a state of loss or basically unprofitable. In addition, the rapid rise of online sales in the past two years has created a sales myth of _ _% year-on-year growth, which has brought "aggressive and overdraft" influence to the whole industry. In short, the national economy is weak, and there is a serious overcapacity in the online sales and clothing industries, which has caused a large backlog of goods and frozen a large amount of liquidity. In order to revitalize the survival funds, the retail industry in China will be more chaotic, and the traditional retail, order taking and franchisee models will be more severely challenged.

In the face of such a complicated market environment, our brand managers should always keep a clear head, "be prepared for danger in times of peace", update their concepts and ideas, and move from extensive operation to refined operation, from empirical operation to digital and rational professional operation mode. "Channel is king" is not a slogan, it must be implemented in our daily work and even in our blood. Strengthen terminal management and control and take the requirements of terminal stores as the basic starting point of our work. Return to the survival rate and profitability of terminal stores from the initial concern about money, otherwise the development of the brand will be passive water and rootless wood.

Based on such a big situation, our fundamental work goal in the coming year is to "stabilize growth, control inventory and promote terminals", seek development in adversity, rectify and enhance brand depth, improve terminal survival rate and profitability, and become an effective store. "Promoting the terminal", maintaining and serving the terminal, improving the terminal performance and meeting the market demand are the starting point of all our work, and it is also the unshirkable responsibility and obligation of each of our marketers.

In order to achieve the above objectives, our Jiarenyuan Marketing Department should focus on the following work:

First, renew ideas and build confidence.

Strengthen contact with provincial generations, learn from the successful experience of advanced provincial generations, and help backward provincial generations to speed up adjustment and complete brand upgrading and transformation. What I want to say is that the temporary decline in performance is not terrible. What is terrible is the lack of methods and even the lack of determination to change in the face of this situation. Those who are indifferent to the decline in performance or even take it for granted are the most terrible. Confidence is even more valuable than gold in a depressed market.

Second, study hard, improve yourself and dare to take responsibility.

Regional managers and brand managers are important forces for the healthy development of brands. _ _ brand has been committed to the standardization and improvement of internal production system in recent years, lacking understanding and follow-up of the market, relatively weak marketing, and relatively limited support for provincial generation, especially in the communication and control of goods. In order to change this deficiency, next, we marketers must go out to run the market more, learn more from the management experience of advanced provincial generations, and care more about helping those provincial generations who actively ask for progress and want to develop. As a manager, we must have a comprehensive consideration, reasonably distribute everyone's work, and let everyone twist into a rope, so as to do things well together. In 20__ years, we must do this, and we must vigorously strengthen the contact and cooperation with the provincial generation. Now, after a year's running-in, the assistants of regional managers have improved their awareness of the company's brand and can handle their daily work, which is also responsible for their growth.

Third, strengthen terminal control.

In 20__ years, in addition to completing the visit, study and training of the representatives of the above-mentioned key provinces, the representatives of each province in China should take at least one trip to familiarize themselves with the operation, market situation and terminal status of the representatives of each province. Thoroughly go deep into the terminal, and organically combine the national terminal survey with the collection of competitor information. The elimination of the elimination, the upgrade of the upgrade, and submit the terminal investigation report and rectification plan to the company, and supervise the implementation with the provincial generation. At the same time, it is necessary to help backward provinces standardize daily process management. In the process of business trip, marketers must also undertake the task of collecting sample clothes as "buyers". They can set the quantity that each person buys and register it for the record. Designers who use big goods will give appropriate rewards according to the final actual sales situation.

Fourth, we should take "strengthening and deepening commodity control ability and reducing inventory risk" as an important content and always pay attention to inventory.

In the current market situation, we can raise the rate less, but we must not ignore the inventory. Inventory control is a systematic problem. From the inside of the company, every link of product design, production and sales will produce inventory. For the sales department, what we need to do is to pay attention to the analysis of the difference between the order data and evaluation of each item, the distribution of each item, and find out the potential best-selling items. According to the national climate difference, do a scientific sub-band extrusion listing plan. According to the actual sales situation of the terminal, combined with the analysis of potential bestsellers, if they match, you can place an order in advance. Then comprehensively consider the breadth of style order distribution, actual sales time and the proportion of order replenishment, and then confirm the number of single items. For a single store, from site selection, sales profit evaluation, decoration, ordering, loading and promotion process establishment, marketers should be responsible for each store, and experience will make it an effective store. It is necessary to focus on the sales situation of key stores in various provinces, grasp the sales progress and sales discounts of commodities, analyze the year-on-year and quarter-on-quarter situation, and put forward reasonable suggestions. This work mainly depends on the follow-up of advertisers, and it is necessary to speed up the training of internal commodity control knowledge so that they can effectively participate in brand management.

Summary of the work of the sales unit in 20__ (II) Under the leadership of the company, all the business personnel in this department started all kinds of work around the objectives and tasks in 20 _ _, which are summarized as follows:

First, the overall goal completion:

Sales 175__ yuan, 77 _ _(225 _ _) of the target plan was completed.

Return 1 10__ yuan, and the sales income ratio is 6__.

(1) In terms of sales, it is mainly affected by the following factors:

1, the business of Guangzhou Light Industry Export Group declined seriously.

In 200x, the customer achieved sales of 180 _ _. In 200x, due to the new leadership and new policies, Guangqing Company made a major reorganization and adjustment of its iron brand units this year. Especially after several major customers, such as Songbao Group and Huasheng Fan, obtained the qualification of iron brand, our carton sales business declined obviously, and the business of other iron brand customers was also affected to varying degrees. It is estimated that the whole Guangqing Group will sell 80 sets this year.

2. At the beginning of the year, Nengqiang Ceramics Group predicted that the customer's sales would not be less than 50__, but because our quality and price can't meet the customer's demand at present, our business share has not expanded, but is still shrinking. If we can consider preprinting, its sales share will increase.

3. Affected by quality and delivery. Nengqiang, Qiang Hui, Jinke, Oushennuo and other ceramic factories. They are all affected by factors such as paperboard strength, printing color difference and misregister. In addition, our color printing output was saturated in the first half of the year, and our customers could not keep up with the orders, which shook our confidence and affected some sales.

(2) In terms of capital withdrawal, the main reason is that the funds payable to Hongfeng Glass and Huasheng Fan failed to be withdrawn in time, and the business share of Huidong Ceramics and Huasheng Fan increased (the total sales of the two customers was 65__). Although some funds are not due, they account for a large part of accounts receivable.

In addition, due to the influence of the social market environment, the payment of general customers is delayed, which leads to the untimely withdrawal plan and affects the overall operation of the company.

Secondly, we have mainly done the following work:

1, pay attention to work discipline and professional ethics.

In view of the poor organizational discipline and low work efficiency of individual salesmen in this department, on the one hand, they adopt the way of individual heart-to-heart; On the other hand, we have strengthened the implementation, enforcement and supervision of the system. Perfect the work reporting system, significantly improve the mental outlook of sales staff and improve work efficiency. At the same time, timely educate and alert business personnel with some typical cases, develop good professional ethics and literacy, strengthen publicity and monitoring, and prevent the phenomenon of damaging the company's interests and image.

2. Strengthen the review of orders and delivery of inventory products, minimize inventory and reduce enterprise risks.

This year, we learned a lesson from the past, especially for the fan industry. We strictly implement the approval procedures for placing orders, control from the source, and always tell salesmen to actively communicate with customers and try their best to handle them, which has achieved certain results.

3. Improve the service quality and business ability of salesmen, and consolidate and develop the business of a group of old customers.

In our daily work, we ask salesmen to do the following:

(1) Strengthen communication and contact with customers and try every means to establish a good cooperative relationship;

(2) Work should be in place, services should be kept up, customers' production and operation situation and competitors' situation should be known in time, and problems should be handled in time when found;

(3) Feedback customer requirements and product quality to relevant departments in time, strengthen communication and cooperation with horizontal departments, and make our product quality and service meet customer needs;

(4) Concentrate on straightening out the relationship between various aspects of Huide's factory, do a good job in pre-sales, in-sales and after-sales services, and consolidate and expand the business;

(5) Actively participate in the development of new business.

After the efforts in the first half of the year, we have successfully opened up two customers (Jiangmen Jinruibao Ceramics and Sanshui Lu Sheng Antenna Co., Ltd.), which are expected to become new profit growth points in the second half of the year.

(6) Strengthen the withdrawal of funds and avoid enterprise risks.

In terms of collection of money, the whole department has formed a * * * knowledge and put this work in the top priority position. For a long time, the two directors of this department have worked together to personally urge and assist the salesman to recover the payment according to the plan, and have never slacked off. So far, most customers return goods normally, and some customers return goods slowly for some reasons. (such as Hongfeng Factory and Huasheng Factory, etc.). )

Third, the existing problems:

1, the daily management of the department needs to be further strengthened;

2. The overall return of funds is not ideal, and it cannot meet the expected requirements;

3. The effect of warehouse pressing is not obvious;

4. Individual salesmen have weak sense of responsibility and work planning, and their business ability needs to be improved;

5. Lack of new business development and small business growth;

6. The tasks assigned by the company are somewhat divorced from reality, and unreasonable performance appraisal affects the working mood of sales staff.

Summary of the work of the sales unit (Chapter III) 20__ years have slipped away inadvertently. Looking back on this year, step by step! I joined _ _ _ company in February 20. During my tenure, I am very grateful to the leaders and colleagues for their support and help. With the support and help of company leaders and colleagues, I quickly integrated into our collective and became a member of this big family, and my working style and mode also made major breakthroughs and changes. During my tenure, I strictly demand myself to do my job well. The work in the past 20 years is summarized as follows.

First, the back office daily work

As the sales office of _ _ company, I am well aware of the importance of the post and can also improve my personal communication skills. The backstage of the business department is an important hub for connecting the preceding with the following, communicating inside and outside, coordinating the left and right, and contacting the four parties. Mainly from the following aspects to carry out the work:

1, daily business contact, customer service, handling customer complaints, answering customer consultation calls and phone records.

2. Communicate sales policies and send business letters to customers.

3. Arrange, record and track the results of sales meetings.

4. Do a good job in the file management of this department, and establish customer information files (involving the basic information of users, varieties, quantities, prices and settlement methods).

5, all kinds of promotional activities, statistical expenses reimbursement and other assistance.

6. Establish a sales ledger account (reflecting sales revenue and price, transportation and miscellaneous fees, the amount of payment recovered and the amount of payment receivable).

7. Establish a sales expense account (reflecting the internal expenses of the department and the amount of expenses, travel expenses, transportation and miscellaneous expenses, lump-sum or fixed lump-sum expenses extracted by various business personnel).

8. Statistics and summary of various reports, as well as printing and forwarding of reports.

9. The preliminary examination and report of the sales manager's travel expenses shall be signed and approved.

10. All kinds of sales materials and data involving the trade secrets of our factory shall be properly kept and shall not be lost or leaked.

1 1. Analysis and archiving of competitive brand information of similar products, collection, registration and distribution of sales-related publicity materials.

12. Check, track and follow up the monthly repayment amount of customers.

Second, the existing shortcomings and plans

The understanding of solar energy market is not deep enough, the technical problems of products are too weak to explain clearly to customers, and some big problems cannot be solved quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well and the guidance is not enough, which affects the sales performance of the marketing department.

With the coming of 20 years, on the basis of doing my job well, I personally have to try my best to master some technical knowledge and try my best to deal with it freely and calmly. Constantly enhance their ability to distinguish, and on the basis of better communication with customers, they can consider the interests of the company more.

Third, some suggestions for the above departments.

In next year's work plan, we will focus on the following tasks:

1. Establish a sales team that is familiar with business and relatively stable.

Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work.

2. Improve the sales system and establish a clear and systematic business management method.

Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.

3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits.

The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.

4. Sales target

The most basic sales target this year is to have a monthly income statement. According to the sales task assigned by the company, the task is divided into month, week and day according to the specific situation. Decompose the monthly, weekly and daily sales targets on each salesperson to complete the sales tasks in each time period; And improve sales performance on the basis of completing sales tasks.

I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.

Fourth, summary.

Over the past year, we have gained a lot through hard study and continuous exploration. No matter in the work arrangement or in dealing with problems, we should be considerate and independent. I firmly believe that as long as you work hard, you can do it well. After working in the sales office for a year, I sometimes feel that I have some experience, or I have not judged things carefully enough, so I have made many problems and mistakes. Afterwards, I know whether it is my lack of social experience or improper handling. I am determined to improve my quality, rest and learn the philosophy of being a man in my future work, so that I can surpass myself and strive for greater progress!

20 _ _ years have passed, and it has been more than three months since I came to the company. During these three months, through my own efforts, I have a certain understanding of the communication industry and its customers. Although I have no intention to the customer, I know something about the customer's information, the customer's work structure and the way to buy instruments, and I gradually know and understand from my previous ignorance of communication.

As a salesman, I think it is necessary for me to sum up my work in the past 20 years. Looking back on the sales work in the past three months, compared with other salespeople, I realized that my progress was a little slow, so in order to keep up with the pace of the company, do a better job in sales and better complete the tasks assigned by the company in the new year, I learned my own shortcomings and deficiencies, which can be summarized as follows:

(1) Because of my inexperience in sales and short working hours, I can't be as bold and active as other employees in my work. For customers with shallow intentions, my follow-up may not be timely enough. Therefore, in my future work, I must classify customers with different intentions and make records, so as to grasp the speed of follow-up in time and prevent missing orders.

(2) the handling of customer problems is not very positive and direct, and many detours have been taken;

(3) We should improve our activities and exchange experiences with others. In our work and life, when communicating with others, the ways and methods of speaking need to be further improved;

(4) Sales skills need to be strengthened, so in the future work, you must learn more from your colleagues and learn more about sales, hoping to improve your sales skills and abilities.

Through the summary of my three-month internship in our company and the help of the company's department leaders and colleagues, I have also made some plans and arrangements for my work in the coming year, and my work plan for 20 years has gradually become clear. Let me first talk about my specific understanding of the area I am responsible for and the general situation of the area.

I. Analysis of the situation in our own region

In fact, I knew nothing about this information before I started to contact the communication industry. After I entered the company, I divided the regions and began to take charge of Guizhou, Chongqing and Yunnan. However, I don't know what these three terrains look like. After a simple phone call, customers must answer them. Maybe I don't talk to my own clients. Sometimes, I just talk about business with my customers on the phone, but I don't talk about others, so the customer relationship is not so strong, and fewer customers are willing to talk to you. However, I called many times and knew the general situation, so I wouldn't be so blind at first, I didn't know what to say to my customers, and the number of times customers refused was not as much as at first. The following is an analysis of three kinds of terrain:

1. For Guizhou, it may be related to the region. The attitude of contacting customers by telephone is not very good, and little useful information is revealed in the conversation. After a business trip, I actually felt that all the customers were quite good, and I also chatted with some customers about their plans for next year. There is no obvious disclosure, but there is some meaning in the conversation that they need to buy. Therefore, the next job is to establish a good relationship with customers and explore specific purchase intentions in order to win orders.

2. Most customers in Chongqing have unclear intentions here, or they just don't have the right to purchase. Let's talk about it next year. In order to find out the customer's purchase intention, we should also talk to customers more and have a good relationship with customers in the future work, and tap the customer's intention as the key, so as to seize the order;

3. Chatting with customers in Yunnan, I found some useful information. The intention is simple, but the details have not yet been decided, so the following follow-up is particularly important. We need to further close the relationship to get the list smoothly. At the same time, we should also pay close attention to the contact with the planning and purchasing departments to avoid penny wise and pound foolish.

Second, the overall arrangement and planning of work 20__:

The year 20__ is a new year and a new beginning. At the same time, it also faces the problem of becoming a full member, and there will be a corresponding division of tasks. Of course, there will be many assessments. Therefore, you need to know more about product information, customer information and peripheral knowledge in order to improve your conversation. In this way, there will be no customers who don't know what to say, and there will be no simple sales promotion as before.

At the same time, I face the task of next year. I also know that the words and deeds of sales staff represent the image of the company, so we should improve our own quality, set high standards for ourselves and strengthen our professional knowledge and skills on the basis of high standards. At the same time, according to the specific situation of the area under its jurisdiction, we should do the following:

1, study hard and try to improve.

Maybe I met some difficulties at the beginning of my work, I learned slowly and didn't know about the products ... but that's not the reason, so I have to know more about the products and sales staff in the next work so as not to be eliminated in the continuous development and change of the times. At the same time, because our work is constantly changing with the changes of the times, the only way to adapt to this job is to strengthen our learning ability and interpersonal skills.

2. Arrange business trip and telephone assistance.

Many customers may not agree with the telephone, so telephone communication is a bit difficult for some customers and orders. So telephone communication is only part of the sales work. For those who are interested but can't get the order, they should also arrange business trips, give gifts and invite customers to dinner ... As long as they are interested customers, they should try their best to seize the order and never lose their minds.

3, multi-party communication, leak detection.

Everyone studies and works in different ways. Others' may not be suitable for you, but communicating with others may also help you. Therefore, after work, I will communicate with my business colleagues to understand the specific situation of communication between others and customers, and on this basis, I will find the shortcomings and fill in the gaps, which will promote the future work. At the same time, you should always sum up your work and see if you have made a bill during this time. How is the communication with customers? Is there any intention order that can be sealed up? ...

When I first arrived at the company, because I didn't know the company very well and I was not familiar with the new knowledge of my new colleagues, I might seem a little timid in my performance. Although I didn't realize it, it was not good for others to read it. With the help of my colleagues, I gradually realized that the change may be slow, which will make the leaders anxious, so I should pay more attention to this aspect in the future. At the same time, as a salesman, although I haven't become a full member, I also know my tasks and responsibilities, so I have always been strict with myself and tried my best to do my job well. Although I made two small lists, I paid a lot of attention to the leaders because I was a little slow in learning. After being pointed out by the leader, I also deeply realized the seriousness. So in the next work, I must speed up my work, try to catch up with the previous progress, keep up with the pace of the company, and don't hold the company back.

I think: it is my premise and guarantee to bravely and correctly admit shortcomings and deficiencies and constantly improve in my future work and life. I also know that as a salesperson, you must have a certain ability to withstand pressure, and at the same time, you must work hard, step by step, and pay attention to details. Take your work and everything the department leaders tell you seriously, and deal with it in time, without delay or perfunctory.

The above is a summary of my work this year. I hope I can make a breakthrough in my future work, improve myself and not drag down the company. I am also very grateful to the correct guidance of the department leaders and the enthusiastic help of our colleagues. I also thank the company for providing such a good platform. I will live up to my expectations and work hard to do a good job in sales.

Summary of Sales Unit Work (Chapter 5) Busy work has ushered in a new year unconsciously. Looking back on my four-month working experience in the company, I joined the company in August and worked in sales, which won the trust of the company leaders and served as the sales manager. The sales department is the window of the company, and the sales department is the front line of the company. As the leader of the sales team, I know the importance of doing this job well.

Since I took over the sales work, I first learned and sorted out some customer problems left over from the original work, enriched the sales scene, and then learned about the customer groups targeted by the project. I think to improve sales performance, we must first understand our customer groups and the direction of customer concern and trust. Through these publicity, we will definitely arouse customers' voices. Thus, it enriches the revision of sales cases, outdoor publicity, outdoor huge advertisements and leaflets. So as to change the visual impact of customers on their homes in China, and once this step is completed, we will tap potential customers again.

After that, I got to know and communicate with every salesperson in the sales department. There are old employees and new employees (not formally employed). It is difficult for old employees to meet their own quality and requirements, and it is really difficult to drive new employees.

I think this kind of team is too scattered. Although everyone is gold in some ways, they must get together to have energy. After seeing this situation, I called the whole sales team together. We have meetings, discussions and exchanges, and everyone has to talk. I want to change this team through various channels. Change your original work attitude and understanding of sales work. Enhance their sense of urgency. So as to achieve a strong sales team. Although many discordant factors were encountered in the reform, with the support of the company leaders, a certain goal was finally achieved. I raised the price once, adjusted the discount twice and sold 76 suites in four months.

First of all, it is the result of the concerted efforts of Qi Xin. Furthermore, cultivating the company's own sales team is a kind of wealth accumulation.

The sales department has gone from a dozen people to seven or eight people to five people now. Although the number of people is decreasing, the job performance has not decreased with the decrease of each job task. So the strength of the team is infinite. The real estate market is ups and downs. As front-line salespeople, they should know the local real estate market like the back of their hands. For competitive real estate, we should know ourselves, be competitors and learn from them, and establish our own unique characteristics.

Looking back on the work of these months, the support of company leaders is the most important, and the fighting spirit of company leaders deeply shocked me. I hope that in the future work, the company leaders can create more learning and exercise platforms for us, so that each of us can go up a storey still higher.

_ _ is a brilliant, meaningful, valuable and more rewarding year for Jiayuan Company. Everyone in jiayuan is making progress. I think under the leadership of the company, there will be new breakthroughs, new weather and a more brilliant tomorrow.