Transactions that are not easy for customers are bound to be harmful to salespeople, which is the most important business ethics. How to write a concise summary of salesman's annual work? Below I bring you a concise version of the salesman's annual work summary, I hope you like it!
Selected articles of concise version of salesman's annual work summary 1 summary and analysis of personal annual work performance in the first year and the twentieth year;
Working hours in March _ _ _ _ _ _ _ _ _ _ _ 65438+ 10/0. Industries involved: more than 40 investment guarantee companies, more than 30 food companies, more than 40 baby products companies, Auto Parts World, Beihuan Auto Parts Plaza, Chenzhai Flower World, International Tea City and Yuzhou. The longest investment time is the investment guarantee (June-65438+February), and the cooperative customers include Enoch Guarantee, Ruiyuan Guarantee, 369 Guarantee, Shangdu Maternity Hospital, Yi Ming Education Abroad, International Tea City, Beihuan Auto Parts Plaza, Chenzhai Flower World, Zhongyuan Flower City, Economic Viewpoint, Hairui Pharmaceutical, Yunmeng Clothing and Xincheng Auto Trade Company. In the past, there was a wrong idea in my work. I always thought that it was a waste of time to develop one guide or more guides, and signing a contract for myself would also bring trouble. I only know the company name and contact number, so I started to contact customers to recommend my products, so the relationship with customers is not particularly ideal.
Second, compared with last year's work summary and plan summary:
_ _ The completion of the annual work plan is not optimistic, mainly because it has been thinking too much, doing too little, always focusing on quantity, lacking too much in the development of new customers and the maintenance of old customers, and has been conducting simple sales. I feel that after so many years of sales and team leadership, I often have the habit of learning at work, but my practical skills are not obvious. The previous work is summarized as follows:
1, the execution is not strong, and I will act according to the plan and objectives every day, strengthen self-monitoring and remind myself every day. Can I accomplish my goals and plans like this? Think about who you can disappoint if you can't finish it.
2. I didn't find the right person, and I didn't talk it over. _ _ Every time I visit a customer, I first understand the customer's infrastructure authorization through the guide or outside, and imagine thinking about the customer's good reply when I visit. I encourage myself in my mind and think about what I want to say and know.
3. I am too anxious to think too much before going to see the customer, but I seldom think clearly about the real needs of the customer and what the target propaganda is like in advance. So when I visit the customer, I fail to convince the customer, but my self-confidence drops, so I must be prepared to avoid blind pursuit and negotiation with the customer on the road of _ _ _ _.
Three, consulting marketing comparative analysis of its own implementation of the six steps and basic requirements:
After six types of training, I gained a lot. Looking back on my previous thinking mode and sales model, I feel that I still have many shortcomings. According to my past situation, make a comparative analysis, and my feelings are as follows:
The first customer analysis of Six Heroes Slaughter the Dragon:
The first step is to change the previous single form in customer analysis, customer data collection and customer data analysis and judgment. For example, customer data collection is the most basic thing to do business. In fact, there were many ways and means in the past, such as surfing the Internet, reading newspapers, 1 14, 12580, outdoor, TV, dm, and industry weekly, which are the most basic.
The second step is to introduce customers' information through personal connections with friends and colleagues. This problem is not big, but it is rarely introduced by old customers, because I always feel that my service to old customers can't satisfy them at all. From doing business to now, only five old customers have introduced me, which is very sad. Whatever the reason, I didn't satisfy my customers. It was my own reason. I have to strengthen interpersonal relationships in the future, for example, through industry gatherings and making friends.
The key point of the third step is the internal data audit, and I can only give myself 10 on this. Therefore, in the future, I should fully understand the personal information of customers, including hobbies, family situation, favorite sports and eating habits, itinerary, and everything should be clear.
The second part of the summary of the salesman's annual work has ushered in a new year unconsciously in the busy work. Looking back on this year's work, as every employee of _ _ enterprise, we deeply feel the hot air of the vigorous development of _ _ enterprise and the spirit of struggle of _ _ people.
He is an ordinary employee of the sales department of X. When he first arrived at the building, he was not very proficient in real estate knowledge and was not familiar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and its real estate market. As a member of the sales department, this comrade feels a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, I have become a qualified salesperson and try my best to do my job well.
With the ups and downs of the real estate market, the company entered into a joint venture with Company X in X to jointly complete the sales work. During this period, I actively cooperated with the employees of X Company, and under the guidance of the company leaders, I completed the formulation of the operating price, and planned and completed the advertising before the Spring Festival, which laid the foundation for the sales climax in _ _ _ _. Finally, it ended with a good result of completing the contract amount of X million yuan in X months. After the baptism of this enterprise, I have gained a lot of professional knowledge and improved in all aspects.
At the end of, the company cooperated with X company, which was another major change and qualitative leap of the company. This period is mainly aimed at the sale of houses. Prior to this, the sales department implemented internal subscription and other means to lay the groundwork and create a hot scene. In the sales department, I held two positions: sales office and accountant. Faced with the increase of workload and the systematization and normalization of sales work, the work seems heavy and moderate. At the opening ceremony, this comrade basically worked overtime to finish his work every day. After more than a month of familiarity and understanding, I immediately entered the role and skillfully completed the work. Due to the huge amount of house payment, the comrade was careful and serious in the process of collecting money. Now he has collected tens of millions of house payments, and all the accounts complement each other without any mistakes. In addition, in the monthly work summary and weekly meeting in the sales process, the comrade constantly summed up his own work experience, found the shortcomings in time and improved as soon as possible. In a short period of three months, the sales department cleared all the houses in the second phase, and the remaining houses in the first phase were also sold out, which was inseparable from the efforts of other members of the sales department.
_ _ years are meaningful, valuable and rewarding. With the efforts of every employee, the company will have new breakthroughs and new atmosphere in the new year, and can occupy a place in the increasingly fierce market competition. In the coming year, we should have confidence, make a good work plan for next year and take ourselves to a new level.
The concise version of "Sales Staff's Annual Work Summary" 3 I. Completion of the overall goal:
Sales reached 2.5 billion yuan, exceeding the target plan (200 million yuan), and the target completion growth rate was 25%.
Second, the experience in the process of goal completion
(1) This year, according to the overall goal set at the beginning of the year and the time-limited goal set by stages in the middle of the year, according to the established sales strategy and tasks, according to the perennial habits, and according to the relationship between market supply and demand, employees are organized to carry out sales tasks for the market. During the work summary and period of the sales clerk, our staff also made their own target plans and sales plans, giving full play to their autonomy and innovation.
(2) This year is the company's profit year, but in fact, the profit is not as expected, which is mainly caused by the following factors:
1, many quality problems.
As we all know, chemical fiber itself has certain harmful components, especially clothing products made of chemical fiber. Therefore, the quality problem is a very important factor in the sales of chemical fiber. There are many kinds of chemical fibers, and the harmfulness of different kinds of chemical fibers is not equal. As far as the demand merchants and consumers buy chemical fiber, the demand for quality is far greater than the demand for other factors such as price. Judging from the feedback information, quality problems still exist. Businessmen are interested in chemical fibers.
2. The competition is fierce, and the prices of other enterprises vary greatly.
In the market economy environment, the competition among enterprises is becoming increasingly fierce. In the case that the products are basically the same or similar, price competition has also become a major barrier to sales channels. On the premise of general product quality, the prices of other enterprises in the same industry are much lower, which leads to a large price contrast. In the case that the brand is not prominent, this disparity in price difference has also caused the pressure of profit creation.
The accounts receivable are too large.
Affected by the big social market environment, customers' payment is delayed, and bills receivable, accounts receivable, prepayments and other receivables are too large, which leads to our untimely withdrawal plan and affects the overall operation of the company.
Three, _ _ year work plan
The work of our department was completed in _ _ _ _ _ _ _ _
Four years have passed. At the end of last month, our company also held a year-end sales meeting. Company leaders also made a annual work summary at the meeting, which gave us a deeper understanding of the company's work in the past year and summarized some experiences for everyone to share. So after this meeting, the leader asked us to make a personal summary of our work in the past year, hoping that through the summary, we can better understand ourselves and learn from outstanding colleagues.
I will summarize my work experience and feelings in the past year as follows:
First, do things in a down-to-earth manner and earnestly perform their duties.
First of all, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time, follow up customers in time and analyze customer information. Secondly, I often communicate with other salespeople frequently to analyze the market situation, existing problems and solutions to improve * * *.
Second, do a good job in customer contact.
We should always develop new customers, at the same time, we should constantly classify the customers among our competitors, regard the customers who are most likely to use our products as important customers, focus on following up the customers who have recently had projects, allocate the number of visits according to their needs, and strive to promote the list, so as to achieve the purpose of sales.
While analyzing customers, it is the key to success to establish your own customer base and find a suitable customer base according to the characteristics of products. Among the clients I have traded in the past six months, several don't know much about the industry, that is, they just started in this industry, with weak technology and small list, but the success rate is relatively high. The price can also be higher. Customers like this can be included in the main customer base. Generally, monitoring projects are received from other related industries or newly established departments. Because they have customer resources in this area and have development prospects, if these customers can be well maintained, their quantity will be considerable in the future.
Take the initiative to visit customers every day and ensure the quality of the visit. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. There is no sales without visiting, and because everyone has feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.
Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us, and it is also an opportunity to push our products to them. Even if they can't make a deal right away, they will always remember your contribution, and useful people will take the initiative to find us in the future.
Third, do a good job in after-sales service.
No matter how good the product is, there will be various problems, so after-sales service is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment, and it is also the key to forming resale. When a customer comes to us in response to a question, we should learn more from the customer and try our best to find out the problem. If you can't find the reason, don't worry, first stabilize the customer's mood, comfort the customer, and then promise to help him solve the problem.
Many of the clients I clinched a deal answered questions, but after coordination and help, most of them were satisfied with our service, and many of them immediately indicated that they would continue to cooperate. If there are any items to buy, they will contact us immediately.
Fourth, keep learning.
People have to keep learning to make progress. First of all, we must know about our new products. Second, we should learn communication skills and improve our business ability. Then, when we have time, we can learn the product characteristics of some peers and compare them with ours, so as to understand the advantages of our products and foster strengths and avoid weaknesses in front of customers.
Fifth, learn more about industry information.
Knowing our competitors, knowing our peers, knowing the products that are doing well in the market now, and knowing the relevant policies of the industry are all issues that an excellent salesperson must always care about. Only by knowing the outside world can he not become a frog sitting on the side, make a correct judgment on the information he has in his hand, and improvise when he encounters problems.
5 __ years will soon pass. Looking back on the past year, I can't help but feel deeply. I came to the company on May 4th, _ _ _ _, and started to learn the station business as a probationary employee. This stage ends from 5th and 4th to 6th and 25th. Under the strict requirements of leaders, systematic rolling training and my unremitting efforts, I have basically mastered the business process. Compared with many old employees. I am a novice, but this cannot be the reason why I can be worse than others. On the contrary, the more you do, the more energy and time you have to pay than others to study, so that you can keep up with everyone's pace. With my hard work, hard work and hard work attitude, I am not only familiar with the operation and processing flow of the business, but also deeply understand the whole operation flow of the station, so that I can be more handy in my work. 8. 17, submitted an application to become a formal employee of New Oriental. In a sense, I began to do the opposite.
Work completed:
In July and February of 65438+ 15, the foreign trade ship * * * completed 9 shifts with 260TEU, 26 shifts with 20995TEU and 5 shifts with 34TEU. While completing the work stipulated by the company, I paid attention to the improvement of my comprehensive business ability. Through the company's regular business training, I have never realized the importance of service quality ideologically. I pay more attention to the improvement of communication skills. I know that as an ordinary salesman, besides knowing some simple technology and professional knowledge, it is more important to communicate with customers and answer their questions and questions. So what I need more is to master comprehensive business knowledge and good service communication skills.
In my usual work, I have carefully studied all kinds of new businesses, new knowledge and new activities, fully understood their spirit and kept it in mind; For some basic business knowledge, I often look it up, so that I can review the old and learn new things, and practice makes perfect. After more than half a year's study, thinking and application, I have formed a harmonious cooperative relationship with shipping companies, terminal schemes and key customers. In this process, my general guiding principle is: reputation first, service first, customer interests first, so as not to delay the case, not to crush the car, poor service will lose or destroy customers. Honesty is a kind of resource, a kind of capital and the soul of quality service. As an employee of the business department, I will look for the gap more carefully, and learn from the advanced experience of other experts to make up for my own shortcomings and make myself grow sturdily in the business department.
Problems in the process of work:
1, there has been an operation error. Whenever there are mistakes in operation, my first consciousness is to remedy them quickly. No matter whose reason it is, I will never let the problem develop. I will never shirk my responsibility for my operational mistakes. Once I have learned my lesson, I will seriously find out the root of the problem and try my best to make the same mistake not happen again.
2. There have been frictions in the process of getting along with colleagues. I think so, too. Differences in personality and ways of doing things are the cause of the problem. Whenever interpersonal relationships are tense in the process of work, I will take the initiative to communicate with them, so as to avoid the influence of relationship problems on my work and be sincere and inclusive. A new employee needs to adapt to a working environment and accept from the big environment. This may take a process.
On the whole, this year has been tense and full. From study to post, I completed the transformation in the shortest time. In the process of work, I try to narrow the gap with the old employees. On the premise of completing the assignment, I keep learning, because I should say that I have gradually matured as a salesperson.
The year _ _ has waved to us, and the new year means a new starting point, new opportunities and new challenges. I believe that with my experience, I will do better after one year! At the same time, I hope the company can consider my situation and increase my workload. Believe me, I can do it!