Summary of work experience of salesman 1
I. Summary of this year's work
20 19 years has come. In the past year, I have worked hard and gained a little. Near the end of the year, I feel it necessary to sum up my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Next, I will make a simple summary of this year's work.
I came to work for the company in _ _ this year, and started to set up the marketing department in _ _. Before I was in charge of the marketing department, I had no sales experience, just because I was enthusiastic about sales and lacked industry sales experience and industry knowledge. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often ask the manager, several leaders of Beijing head office and other experienced colleagues to seek solutions to problems together, and study targeted strategies for some difficult customers, and achieved good results.
By studying product knowledge, collecting information from the same industry and accumulating market experience, I have a general understanding and understanding of the current market. At this moment, I can gradually respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I gradually gain the trust of customers. Therefore, after more than half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to the necessary extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my skills and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can come up with a relatively complete plan to deal with some emergencies at present. Disadvantages of being able to operate a project in the whole process:
I don't know the market deeply enough, and I have a weak grasp of the technical problems of the products, so I can't explain them clearly to customers, and I can't come up with good solutions to some big problems 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 I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.
Two. Department work summary
In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in the market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.
The following is the general sales scenario of the company in 20 19 years:
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. The product price is chaotic, which brings us great pressure to open up the market.
Although there are some objective factors, there are also great problems in other practices at work, mainly because there are too few customers who patronize the most basic sales work at present. The marketing department began to work in mid-April this year. At the beginning of work, there were 10 recorded customer visits, plus 8 months and 8 days without records, and the total number of customers visited by three salespeople in one day was calculated. Judging from the above figures, our basic work of visiting customers has not been done well.
Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the scenes of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example. When conveying product information, we don't know how much customers know about our products. There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
The development of new business is not enough, the business growth is small, the work responsibility and work planning of individual salesmen are not strong, and the business skills need to be improved.
Three. market analysis
At present, there are many brands in the market, but mainly those companies. At present, our company's products are first-class in product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price. For small customers, price is not too important, but for large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff. Regionally, our company entered the market relatively late, and there is no advantage in product popularity and price, so the pressure to open up the market is great, so we put the main market in the regional market, where the market competition is relatively small. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. It can be summed up in this sentence. Today, with the rapid development of science and technology, next year will be a year of great achievements. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
Four. Work plan for 2020
In next year's work plan, the first few tasks will be completed as the main 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 views and suggestions, so as to raise their business skills to a new level.
4. Establish sales and service outlets in regions and cities. (to be tried out)
According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
5. Sales target.
The most basic sales target this year is to have a monthly income statement. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into 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.
Summary of sales staff's work experience II
Looking back at the end of this year, I have been learning and growing from a novice with little experience, accumulating experience in training and actual combat, and finally have such improvement. Although compared with other colleagues, the gap is still obvious, but the gains after hard work are still worth celebrating. I have been working for one year now, and my experience has also increased for one year. In order to improve myself and gain more in the next year, I will summarize my work in this year as follows:
First, the work scene
As a home appliance salesman, my most important duty is to sell the company's products! At work, I am good at making preparations first, at the same time identifying potential customers and actively promoting our products.
In preparation, I will try my best to learn our products, from product specifications to energy consumption and size information. As for the effect of the product and other practical scenarios, I also collect information from personal experience and feedback from many customers. This kind of full preparation makes me more confident in selling products, and I have more confidence and evidence to prove that our products are reliable and trustworthy when dealing with customers' inquiries.
On the customer side, after a period of time, I also have some customer groups. Although it is still very small, the ego is slowly expanding. After customer maintenance and product discussion, I gained a lot of knowledge about the buyer group, which greatly increased the sales opportunities in my work.
Second, learn the scene.
As a newcomer to home appliance sales, I have been training and studying in most cases during this year. In the past, I naively thought that sales was to learn a few fixed routines and gradually improve myself in practice. However, it turns out that I was wrong. In the process of sales, all kinds of changes are possible. Only by making full preparations and accumulating good experience can we really do this job well.
At first, I followed my colleagues and helped to do some simple work while training. Looking at his skilled work, I gradually understood what my work was like.
In my later work, I began to learn from the practice of being a salesman, and I was constantly promoted and frustrated, but I was also constantly trying to improve myself and find a way that suited me. Finally, with the help of leaders and colleagues, I gradually mastered the rhythm of sales promotion, constantly updated myself, and constantly adapted myself to products and customers to become a qualified salesperson.
Third, summary.
I am really proud of my achievements now, but as a home appliance seller, just like our home appliances are constantly changing, we should adapt to the market and constantly improve ourselves. I hope I can make more and better changes in my work next year!
Summary of sales staff's work experience 3
Lai _ Electric Appliance Company has been employed for more than a year. After this period of in-depth understanding and communication with various departments and branches, I basically have a necessary understanding of our development and entrepreneurial process, corporate culture, management structure, system and operation mode. The most important thing is to read the company's previous large-scale promotion plans and store management materials, investigate competitors in the regional market at this stage, and personally participate in the planning, supervision and implementation of a series of promotion activities. Now I will sum up my work since I joined the company, and put forward my personal views and suggestions on my work.
I. Work Review
1. Continue reading the company's various documents and operating procedures, and learn and understand the company's corporate culture, organizational structure, rules and regulations, operation management, etc. And have a deep understanding of the scope of work, operation process, etc.
2. In a short time, I joined the team of this department and successfully participated in the planning, supervision and implementation of various promotional activities in this department, such as: _ _ trade-in; _ _ Ode to Poetry, and congratulate Mid-Autumn Festival; He Siqing and National Day Celebration; _ _ Store new clothes set sail; _ _ Reopen response activities, etc.
3. During the execution of the activity, go deep into each branch to understand the process and effect of the activity, investigate and analyze regional competitors, and timely feedback the promotion strategies of competitors in the same period; He also attended the response meeting of the heads of marketing department, purchasing department and branch company headed by Mr. Tang, and put forward personal suggestions.
4. Sort out all kinds of data, pictures, highlights and shortcomings in the implementation of promotional activities of branches during the National Day, and make a comprehensive, concrete and intuitive summary of the preparation, implementation and follow-up of activities to celebrate the National Day, which has been recognized by relevant leaders and colleagues.
5. In the production of subtitle advertisements during the promotion activities, I proposed to use 3D animation effects extensively to vividly reflect our promotional materials and advantages, and let the audience and consumers have a new cognitive view of Jiajiale; In the design of various publicity materials, I also gave many innovations and suggestions to make the picture more beautiful, vivid and eye-catching, and better convey our corporate image and activity materials.
6. After reviewing the company's advertising production cost in the early stage and investigating and collecting evidence in the advertising production market at the present stage, the production price of publicity advertisements and promotional materials was re-formulated, which greatly controlled the advertising production cost and saved the company's expenses to a certain extent.
7. Put forward relevant suggestions on creating the atmosphere inside and outside the store and shaping the image of the shopping guide. For example, adjust the off-site stage layout of _ _ to make it more eye-catching and attractive; It is suggested that five old image cards in the store be rebuilt to improve the store environment and better convey the orientation of "brand-new image, brand-new positioning and whole-hearted service" after the renovation of Xintang Store.
8. Sort out the themes of our original corporate feature films (about 1 1 min) and 30-second image advertisements, and modify and adjust them according to our current advertising demands. On the premise of conveying our business philosophy and employees' mental outlook as much as possible, we have formulated a new scheme to reduce the production cost on the basis of the original price.
9. In order to further promote our corporate image and various promotion policies better, more effectively and at lower cost, improve our popularity and commodity sales, and optimize market competitiveness, after investigating and analyzing various promotion channels in the regional market, under the guidance of General Manager Tang, we wrote the Public Transport Media Delivery Scheme, and actively coordinated with public transport companies to reduce the delivery cost.
10. Be proactive and take part in the training courses organized by the company, such as "Professional Manager" in Yu Shiwei and "Face-to-Face Consulting Sales" in Zhou Rong. And learned a lot of management and sales knowledge, understood a lot of truth, and understood that a large part of the competitiveness of enterprises comes from the competition of knowledge and teamwork.
Second, the company's current market environment analysis
Analysis of the surrounding environment of the region: the chain predators of the surrounding home appliances are approaching step by step, encroaching on the secondary and tertiary markets. _ _ _, _ _, _ _ _, _ _ and other regions are constantly expanding, and the hype of several giants about promotion, price reduction and star service is getting higher and higher, which has set off fierce battles one after another in the home appliance industry, which has caused great impact on our regional market and posed new challenges to our operation mode and market competitiveness, forcing us to continuously optimize product structure, adjust price positioning and improve services.
Summary of sales staff's work experience 4
Unconsciously, the new year has come again. Looking back on this year's work, as a salesperson in the advertising department of _ _ company, I deeply feel the enthusiasm of the company's vigorous development and the valuable spirit of _ _ company's hard work. First of all, I will summarize the work of 20 19 people as follows:
I. Sales Scenarios of 20 19
I am a salesperson in the sales department of _ _ company, and I am mainly responsible for following up the media scheduling and delivery work of the media planning specialists and purchasing specialists of _ _ regional advertising agencies, and recommending cooperation. The next performance is the workload. In 20 19, I made progress in promoting our company's business in _ _ _ _ _ _ _, and under the guidance of the company's strategic objectives, I had good cooperation with relevant cooperative customers in media scheduling and delivery. The sales of _ _ is the focus of our company's advertising sales department, and the sales situation greatly affects the company's economic benefits. Over the past year, our sales department has persisted in consolidating the old market, cultivating new markets, developing market customers and tapping potential markets, and used our company's _ _ to promote product sales, which has achieved good results.
With the increasingly fierce market competition of products in _ _ _ region, information plays an increasingly important role in the marketing process, and information is benefit. Our department always pays attention to market trends, grasps business opportunities and demands to benefit from information. Through continuous market research and information collection, analysis and sorting, it will be institutionalized, standardized and regular. Our sales department has established a relatively stable and reliable information channel through market research, business negotiation, computer network and other means, and paid close attention to the development trend of the industry. At the same time, establish customer files, try to collect basic information, and send salesmen to track and master the sales market dynamics according to market conditions. In 20 19, the sales target set by our sales department is _ _, and by the end of the year, the total annual sales volume will be _ _, the production and sales rate will be _ _%, and the collection rate will be _ _%. 20 19 years, the task was completed _ _%, and the main achievements were completed _ _%.
Second, personal ability assessment
The advertising sales department shoulders the sales work of the company's products, with great responsibilities and arduous tasks. A high-quality and skilled sales team is an important guarantee to complete the company's annual sales task. As an employee of the company, I always feel that I have a heavy responsibility. My words and deeds represent the image of the company. Therefore, I constantly demand myself with rigorous work spirit, constantly strengthen my self-cultivation, widely understand the advertising market dynamics, and always do my job well. For the company's sales policy, I earnestly implement it, and play a hard-working spirit in my work to achieve the sales target. At work, I try to get along well with my colleagues and handle my tasks well. We communicate and coordinate with each other in an enterprising way. I carefully analyze and study the opinions and suggestions that are conducive to achieving the sales target, and understand them with an open mind.
Three. Work suggestions and direction of efforts
Looking back on this year, all the sales staff and I carried forward the spirit of hard work and enterprising, and achieved good results in United writing. However, I still haven't finished the task 100%, which is where I should seriously reflect. In any case, achievements belong to the past. Looking ahead, the road ahead of me is still long, there are still many difficulties and the task is still arduous. However, as a salesperson of _ _ company, I should not be afraid of difficulties, but should face them. I will definitely give full play to my initiative, enthusiasm and creativity in 2020. Perform my post responsibilities, do a good job in sales in 2020, deeply understand the dynamics of _ _, further develop and consolidate the _ _ market, and create higher sales performance for the company.
Welcome the Spring Festival, and wish _ _ company a sales performance of by going up one flight of stairs in 2020, be at the forefront of _ _ industry and be closer to its dream.
Summary of sales staff's work experience 5
In the past year, with the temperature rising. Everything is revived, and the earth is blooming in spring. With the warming of the temperature, the sales work of our _ _ store has also begun to be tense and busy in an orderly manner.
As the old saying goes, sharpening the knife does not miss the woodcutter. Even in today's social work, it also profoundly guides and reminds us. On the basis of enterprising work, we must first find the correct ideological direction, that is, we must have a clear consciousness and enterprising work attitude before we can put it into practice. Make it twice the result with half the effort and achieve good results.
Review your work in the past year, ask yourself and sum up frankly. There are still many shortcomings. Therefore, it is more necessary to strengthen self-thinking, correct consciousness and improve the methods, skills and business level of monopoly.
First of all, in terms of shortcomings, it summarizes from its own reasons. In my opinion, the existence of a necessary degree of self lacks the skills to convince customers and impress their purchasing psychology.
As salespeople in our store, our main goal is to build a bridge between our products and customers. Create business performance for the company. Under the guidance of this direction, it is particularly important to impress customers' hearts and stimulate their desire to buy with sales skills and language. Therefore, in the future sales work, I must strive to improve the skills of persuading customers and impress customers' purchasing psychology. At the same time, we should integrate theory with practice and accumulate valuable experience for the next stage of work.
Secondly, pay attention to the details of self-sales, and remember the wise saying that the customer is God in sales theory. Conquer and impress consumers with sincere smile, clear language, meticulous recommendation and thoughtful service. Let all the customers who come to our red dragonfly shop be impulsive and satisfied. Establish the high-quality spirit of our employees in Red Dragonfly Store, and establish our high-quality service brand of Red Dragonfly.
Thirdly, we should deepen our work. Familiar with the article number, size, color and price of each pair of shoes. Do it with your heart Learn to deal with different customers and adopt different promotion skills. Strive to let every customer buy the goods they are satisfied with, and strive to increase the number of sales and improve sales performance.
Finally, correct your self-attitude. The adjustment of his mentality has made me more clear that no matter what I do, I must do my best. Whether this spirit exists or not can determine the success or failure of a person's future career, especially in our monopoly sales work. If a person understands the secret of avoiding efforts through efforts, then he has mastered the principle of success. If you can take the initiative everywhere and have a fighting spirit, you can enrich your life experience in any sales position.
In a word, summing up my work in this year theoretically, I still find many shortcomings. At the same time, I have accumulated experience in future sales work for myself. Sort out the train of thought and clear the direction. In the future work, I will take the company's monopoly management concept as the coordinate, combine my work skills with the company's specific environment, and make use of my energetic and hard-working advantages to learn business training, learn business knowledge and improve sales awareness. Make solid progress, work hard and contribute to the development of the company!
Summary of 5 related articles on sales staff's work experience;
★ Five Summaries of Personal Work of Sales Staff
★ 20 19 5 summaries of personal work of salesmen
★ Five selected sales staff's latest personal work summaries.
★ 20 19 Latest Five Summaries of Personal Work of Sales Staff
★ Excellent Salesman's Personal Work Summary 2020 Selected 5 Articles
★ 5 working experiences of salesmen
★ Five excellent essays written by individual salespeople in the annual work summary.
★ In 2020, there are 5 personal annual work summaries of salespeople.
★ Annual work summary of the selected sales staff in the last five issues.
★ 2020 Company Sales Personal Work Summary 5 articles.