After a year and a half of hard work and struggle, there are joys, sorrows, laughter, tears, successes and failures in this year's marketing work. The following is the summary report of the salesman's annual work I compiled for you, hoping to help you!

The time for the salesman's annual work summary report 1 is really fast. The work of the past year has ended. I've thought about my achievements. Generally speaking, I will continue to work hard. There are many things I can do well in my work. No matter what I do, I should learn to be serious and careful. As a salesman, I am always on my guard. I have considered it in my future work. There are still some things waiting for me to improve. I have confidence in myself. I hope to find the motivation to work. I also know that some things are not just words, but more actions. Looking back on the achievements of the past year, I can sum up as follows:

First of all, there will still be many problems at work. In the past year, I have been overcoming difficulties in my work. I know that these details are only true when they are handled in my work. Everyone will have problems, but I must know how to deal with them. I've been trying to achieve this for months. I think many things can be improved. My attitude towards work is very correct. The past year has been a whole year. I also feel that I have made a lot of progress, and my business level has improved to some extent. I have been learning from my colleagues around me with an open mind, and I have been working hard in all aspects. Now I can say that I did it. I have been making progress, and some things need to be treated with a good attitude. This is a prerequisite for my work. I have been working very hard this year.

At work, I always do my own job in a down-to-earth manner. I hope I can do what I should do in this process. On the one hand, I should feel comfortable with my daily work. I have done everything seriously this year, and my responsibility cannot be shirked. I also hope that I can continue to handle it well in my future work. There are many things to learn with an open mind. Some problems in work are solved so slowly. I believe that I can do these things more seriously in my future work. In the past year, whenever I do well, I will stick to this point. Some things don't mean I can do well. As a salesperson, I will work harder and do better in the next stage. Looking back on the past year, no matter what I do, I will have a lot to improve in the next work.

I also have some shortcomings in my work. For example, when I talk about customers, my level is still not enough, and there will be some problems in the process of talking about business. These are all my own problems. I will overcome them in the future and continue to break through myself in the next work.

I joined _ _ in October, 20__ and worked in _ _ for x years. Looking back on this year's work, I have gained a lot and grown a lot. This year's work is summarized as follows:

I. Business Development

Over the past year, according to the annual sales task assigned by the superior company, our department has formulated the annual sales plan, and completed the task by monthly, quarterly, semi-annual and annual time-sharing. Due to the lack of effective manpower in our department, there are some difficulties in business development. In the face of fierce market competition, we have not given up our efforts. Through communication and unified understanding with superior departments, we have strived to increase the number of employees so that business personnel can fully understand the company's business objectives and operating conditions. We take stabilizing auto insurance and expanding the new car market as the top priority of our business. On the basis of grasping the number of businesses, resolutely abandon the "junk" businesses that have repeatedly lost money. At the same time, we have established a friendly and cooperative relationship with automobile dealers, and asked them to help us collect and provide new car information, so as to understand the potential new business and new market, fully grasp the market initiative, and fill the business instability factors caused by objective reasons such as competition. Together, we finally made a breakthrough in personal agency business.

Looking back on the work in the past year, although our department has made some achievements and completed various indicators and tasks issued by the company, there are still problems such as insufficient effective manpower and low sales ability. In this regard, we have also carefully analyzed the reasons. Only by constantly improving the overall quality level of business personnel can we expand into more and better businesses. In the future work, we will seize all kinds of learning and training opportunities to promote the continuous improvement of the quality of individual agents and lay a solid foundation for the company's sustained and stable development.

Second, the financial revenue and expenditure work

In addition to business development, I also do the financial collection and payment work of the first sales department. I actively cooperate with the work of the superior department, and can actively and effectively carry out my work in strict accordance with the financial management regulations of the superior company in my daily work, strictly check and carefully review, do a good job in reconciliation and payment of daily accounts and monthly fees, and send them to the relevant competent departments in time.

Third, strengthen the study of professional knowledge.

Engaged in _ _ work, only by constantly strengthening the study of professional knowledge can we build a team with sustainable competitiveness. Through the accumulation of daily work, I found my own shortcomings and studied the terms of the company in my spare time. Usually, I also learn from the billing personnel and claim adjusters, and master the general process of insurance, underwriting and claim settlement, as well as the collection and use of general documents.

Over the past year, with my love for the cause of _ _ _ _, I went all out to perform my work and post responsibilities, and worked hard in all aspects according to the requirements of superior leaders, and achieved certain results and won the praise of leaders and colleagues. Looking back on the past year, I am pleased with my achievements, but I also find that I still need to improve in many aspects. But I have the confidence and determination to find the gap in my future work, bravely overcome the shortcomings and deficiencies, further improve my overall quality, and do a good job that I should do.

The third part of the salesman's annual work summary report: explore the market, pay close attention to production management internally, ensure quality, be market-oriented, face the challenge of this year's global financial crisis, seize the opportunity, and all the staff in the sales department make joint efforts. Qi Xin completed this year's sales task together, and now we will summarize this year's work.

I. Sales in 20 years

After 20 years of exhibitions in Beijing and Shanghai, and publicity by professional magazines such as HC and Discovery Resources, our brand products have gained a certain popularity, and customers at home and abroad have a certain understanding of our products. In the year of 20 _ _ _ _ _ _ _ _ _

Two, strengthen business training, improve the overall quality.

The product sales department is responsible for the sales of all products of the company. It is conceivable that the responsibility is great and the task is arduous. It is very important to establish a high-quality sales team that can recruit good soldiers and complete the company's annual sales task. If a worker wants to do a good job, he must sharpen his tools first. In order to improve the comprehensive professional quality of sales staff, all employees in the sales department must carry out vocational skills training to further improve their sales knowledge. This year, the company added an online version of financial management software with a network speed of 3000, which can clearly reflect the sales and financial management in time. Our sales staff are all trained by _ _ _ _ _ _ _ Technology Co., Ltd., and the professional knowledge and internal information of the company are confidential. Everyone should have professional ethics. The boss is the top leader who leads the sales department. He hopes to strengthen the supervision, criticism and professional guidance of our employees, so that we can learn the professional knowledge of our sales staff and enhance our technical functions and self-appreciation ability. In 20 years, I studied iso internal audit training and accounting professional knowledge training, and obtained the national accreditation certificate. Over the past year, we have fully practiced the management knowledge and methods we have learned in the company's production management, and the display effect is satisfactory.

Third, build a marketing network and cultivate a sales model.

Microphone line sales are the focus of our product sales department, and the sales situation will directly affect the company's economic benefits. Over the past year, the product sales department insisted on consolidating the old market, cultivating new markets, opening up market space, tapping potential markets, promoting product sales by using our company's brand reputation, and building a sales network pattern with _ _ as the main body and radiating the whole province and the whole country.

Fourth, pay attention to industry trends and grasp market information.

With the increasingly fierce market competition among electronic products industries, information plays an increasingly important role in the marketing process, and information is benefit. The sales department pays close attention to market trends, grasps business opportunities, demands benefits from information, and institutionalizes, standardizes and regularizes market research and information collection, analysis and collation. The product sales department has established a stable and reliable information channel through market research, business negotiations, newspapers and magazines, industry associations, computer networks, etc., and paid close attention to the development trend of the industry; Establish customer files and manufacturer files, and strive to collect basic information; According to the market situation, actively send business personnel to track and master the dynamics of the domestic sales market.

Verb (abbreviation of verb) make persistent efforts to meet new challenges.

Looking back on the past year, all the business personnel in our sales department worked hard and made positive progress, and achieved good sales performance. Achievements belong to the past and look forward to the future.

The road ahead of the sales department is longer, more difficult and more arduous. All the business personnel in our sales department unanimously stated that they must give full play to their enthusiasm, initiative and creativity in 20 _ _ _, perform their post responsibilities, go all out to do the sales work in 20 _ _ _, deeply understand the dynamics of the electronics industry, further develop and consolidate the domestic market, and create higher sales performance for the company.

Niu Fu has ushered in the spring, and I wish our _ _ _ _ Technology Co., Ltd. a higher sales performance in 20 years, walk in the forefront of the electronics industry, and be close to our ideals.

4 __ year is a year of more intense competition in the life insurance market, and it is also an important year for the development of _ _ insurance. Under the correct leadership of the General Manager's Office of China Branch, the company earnestly implemented the requirements put forward by the General Manager's Office at the beginning of the year, closely focused on the work indicators issued by the branch and China Branch, took business development as the theme of the whole year, made clear the business ideas, grasped the business priorities, and worked diligently and effectively, which was realized. In order to provide useful reference for future work, the work situation and work plan of _ _ _ _ _ are reported as follows:

First, the operating results and work summary of _ _ years.

By the end of 65438+February, 1, with the joint efforts of all business colleagues and back-office employees, * * * realized the new single premium income of RMB _ _ _. In which RMB _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ There are _ _ supervisors at all levels, including _ _ managers and _ _ directors. Business scale and team manpower are stable.

Looking back on the course of _ _ years, it embodies the spirit of tenacious struggle and persistent struggle of _ _ Taibao people. Focusing on the work priorities of different stages and aiming at the actual situation of each stage, we carefully adjusted our thinking and followed the development pace of the company, and mainly adopted the following specific work measures:

(1) Strengthen your confidence ideologically, make a clear direction, fully understand the market situation, seize opportunities and face challenges.

This year _ _ peer companies compete with us in all aspects. Their personalities are China Renshou, Huatai, Taikang and PICC. In this market environment, only the hard truth is to catch up and develop with your heart. _ _ Fully understand the spirit of superiors and realize that we should not passively turn around the' planned indicators' of municipal companies, but should explore the market with our heart. These are two different development concepts and will achieve completely different development results.

We take every opportunity to change all the concepts of internal and external logistics and change "I want to develop" into "I want to develop". For front-line sales staff, we have repeatedly stressed that it is fundamental to achieve performance and occupy the market. We should see the inexhaustible resources in the life insurance market and realize that making an insurance policy will occupy a market. Only by establishing a new concept of development, constantly occupying market share and competing with peers with service and morale can the marketing team be in an invincible position in the market tide. It is by conquering the ideological fortress and unifying the development concept that the cohesion of _ _ insurance is fundamentally enhanced, and _ _ insurance presents a positive and healthy mental outlook.

(II) In view of the business priorities in all stages of the year, our department cooperated with the arrangement of China Branch, summed up the actual situation of our insurance, started the competition plan in time, and promoted the performance in a targeted manner.

Personality is that in the Hundred Days War in July this year, the competition scheme of "All Britain gathers in the Great Hall of the People" was launched, the stars were planted, the benchmark was set, and the slogan of "Visit every day, make achievements every week, increase staff every month and reach the standard in 100 days" was hung in various workplaces, which effectively strengthened the team cohesion. Through all the internal and external workers 100 days of bloody fighting, we finally achieved the top ten achievements in the province, with a total of _ _ risks.

(3) For the training of individual insurance groups, clarify the responsibility orientation, strengthen post awareness and work responsibilities, and let the on-site partners and backstage staff have a clear direction and perform their duties.

1, strengthen the sense of purpose and enhance the sense of leadership for team leaders.

2. Strengthen the sense of honor, training and cultivation of elite masters.

3. Adjust the department structure, clarify the post responsibilities, and do a good job in team support and service for the internal employees of individual insurance companies.

(4) Pay attention to basic management, improve the quality of the team and keep the team stable; Grasp the product business, improve size premium, and ensure the goal is achieved.

1, basic work, based on long-term development, is the direction that _ _ insurance has been insisting for a long time. The basic management of insurance in _ _ _ _ has reached a new level. From the aspects of morning meeting management, attendance management, systematic training and workplace construction. We will strengthen the training bit by bit, so that all the work can be carried out in an orderly way, the team has formed regular work habits, the quality of the team has been continuously improved, and the stability of the team has been continuously enhanced.

In the management of the morning meeting, _ _ individual insurance attaches great importance to it, and requires group training to make great efforts to ensure the effect of each morning meeting. Over the past year, the business has achieved remarkable results. In order to do a good job in attendance management, Binhai Insurance revised the attendance management method at the beginning of the year, canceled the theory of part-time, put forward a clear attendance reward and punishment mechanism for everyone, established institutional awareness throughout the jurisdiction, and made clear the hard truth of "you can only go to work if you have a job number", guiding the team to further correct the atmosphere and develop a good work style.

2. While grasping basic management, do a good job in organizing and ensuring product briefings and carry out various forms of customer appreciation activities. Since July this year, Personality has held individual performances at various outlets, which has achieved good results and won the recognition of the field staff.

Second, _ _ some problems in the work:

1, the development of personnel recruitment is lagging behind, the overall quality of the team is still low, and the personality is county team. It is necessary to supplement high-quality talents and explore high-end customer markets.

2. Newcomers' single-out rate, positive rate and retention rate are not high, and the phenomenon of big entry and big exit still exists.

3. The responsibilities and work potential of some supervisors can't keep up with the needs of market development, and the overall level needs to be improved.

4. The overall activity of the team is insufficient, and the per capita production capacity and single piece premium are still low, which is far from the market requirements.

Third, _ _ make a hypothesis.

In view of the experience and shortcomings of _ _, it is necessary to do the following work:

1. Continue to follow the rhythm of the municipal company and carry out various tasks according to the deployment of the general manager's office.

2. Do a good job in basic management and really improve the activity volume, performance improvement rate, attendance rate and per capita premium index of business personnel.

3. Do a good job in sales support, build a sales platform, and promote the growth of elite teams.

4. Vigorously carrying out recruitment activities is the personality of the county's recruitment work.

5. Establish a perfect grading training system, do a good job in formal and new personnel training, bridging education and agent examination training, and improve the level of personnel at all levels.

6. Continue to strengthen the construction of township workplaces and realize the large-scale development of existing township outlets. Promotion of various outlets.

Looking ahead, we are full of confidence in the future development. We believe that under the correct leadership of China Branch, with the full cooperation of _ _ Branch, and with the joint efforts of all the back office and office staff, we will certainly be able to achieve more remarkable results and let the flag of CPIC fly forever.

A year has passed, and summer has become the past, but it is still exerting its prestige. How I wish autumn would come soon. Think about it. I've only been in the company for over a year. Now I have been in the office for nearly half a year, and after I have a basic understanding of the company's equipment, I began to run customers outside during the Spring Festival and started my further development, but now I can't get any results for half a year. What's my situation?

I didn't know anything at first, and the client didn't ask anything. I'm getting hungry, getting out of this state, becoming mature and steady, and I can talk to customers with ease. In this way, I grew up in practice, built up my confidence, and felt that many wonderful pictures had been added to my life. Although I got a lot of information in the past six months, I don't know why the probability of success is always high, even almost zero. Is my ability really that bad? Why can others make the same platform and I can't? I keep asking myself so that I can think of some key points.

How big is the gap between people? Yes, everyone has different abilities and views, but as long as you are not a legendary genius, as long as we popular people are under the same conditions and the same platform, our own abilities are the key, but I think what is more important is our own methods and standards, as well as our own beliefs and diligence. I admit that my personal ability is not so outstanding, but I am by no means a mediocre and incompetent person, but at the moment I really feel useless, and now this state has really brought a lot of pressure to myself and my future life. People can make mistakes, but they don't change when they know it. After a long period of self-reflection, I also know my own shortcomings and find some reasons for the low success rate.

The first consideration is to have a tough heart in doing business. I don't hate my present job at all. When you have never come to a meeting to learn something, it is wonderful to experience it personally, but it is a bit difficult for me to devote myself wholeheartedly. It was easy to do well by diligence and persistence at first, but it can be said that it is cowardly for me to insist on doing everything well. I admit that my self-control ability is a little poor, I visit fewer customers, and it is one thing to think about things often, but it is another to act. Having said that, I think of that sentence again: one's enemy is not others, but oneself! I feel this is the main reason.

Secondly, my direction is a little unclear. Now the company's machine tool equipment turnover is quite good, with a large number of people and a wide range. Moreover, as far as X's salesman is concerned, my qualifications are low. It can be said that no one knows more than me. It is precisely because of this that I began to lose several businesses because I was not decisive enough. However, welding and cutting sheet metal is indeed the weakness of the company, and I am a welding major, which can be regarded as having some advantages. Why don't I focus on this level? The important thing is how to find customers and open new customers! This is the key to the problem! Most of them used to be small and medium-sized enterprises. Now it's time to re-screen!

Thirdly, it is the ability of language communication and the expertise of various devices, which can never be learned and are indispensable to oneself. When you understand, you are qualified to talk to customers and gain initial trust! It is often because others know more than you and speak more professionally than you that you fail. There are many examples in this regard!

When I settled down to think about all this, I suddenly felt a lot clearer. As long as I find the root of the problem, I can find a solution!

This year, our company has changed some rules and regulations to make them more reasonable and humanized. What remains unchanged is change, which makes us more energetic and richer.