Monthly Work Summary of Sales Department 1 This month, under the correct leadership of higher authorities, Laian Marketing Department insisted on standardized operation, improved the level and ability of customer service, intensified brand cultivation, and comprehensively improved the coverage and success rate of online ordering. With the joint efforts of all marketing staff, Laian Marketing Department successfully completed all tasks assigned by superior leaders, ensured the supply of cigarette market and basically met the market demand. The main work reports carried out this month are as follows:
First, the completion of cigarette sales targets.
Lai 'an Marketing Department 1 1 month plans to sell 65,438+0,050 boxes. At the request of the leader of the superior department, the sales volume predicted by the account manager is 1, 654,38+0,59.4 boxes, and the actual sales volume of cigarettes is 1, 654,38+0,47.304 boxes. The accuracy of demand forecast is 98.96%, and the sales revenue of planned task1.009 30999999999 is 23,380110,000 yuan, an increase of 2,665,500 yuan, or 65.438+02.87%. The gross sales profit was 5,250,300 yuan, an increase of 642,800 yuan year-on-year, with an increase of 654,380+03.95%; Gross profit per box is 4576. 19 yuan, up13.39% year-on-year; The average price of single product is 8 1.5 1 yuan, 8.94 yuan/piece year-on-year, with an increase of 12.32%. Among them, 237.964 boxes of foreign cigarettes were sold in the province, accounting for 85.6 1% of the planned task of 320 boxes, accounting for 23.88% of the sales this month. Sales volume decreased by 40.3 1 box, with a decrease of 65.438+02.83%, and the proportion of sales decreased by 3.65 percentage points. The planned task of low-grade cigarettes was 170 cases, and the actual sales volume was 149.776 cases, accounting for 88. 1% of the planned task of low-grade cigarettes, and the sales volume decreased by 32.37% year-on-year. Huangshan brand actually sold 424.76 boxes of three or more cigarettes, accounting for 139.27% of 305 boxes, and the sales volume increased by 126.328 boxes, with an increase rate of 42.33%, accounting for 37.02% of the total sales volume. "Double Low" brand sold 69.444 cases this month, accounting for 99.2 1% of 70 cases and 6.05% of the total sales this month. The main characteristics of sales:
1, the total cigarette sales task was overfulfilled, and the sales volume increased year-on-year. Mainly due to the increase in cigarette demand in the market this month, the amount of cigarettes used for social work has increased significantly. At the same time, the marketing center requires no increase in customers this month. Most customers basically booked their own contracts, which increased cigarette purchase and inventory, so the overall task completion rate this month was good, with a slight increase year-on-year.
2. The sales task of low-grade cigarettes was not completed, and the sales volume dropped significantly year-on-year. With the continuous improvement of people's living standards, the market demand for low-grade cigarettes has gradually decreased, and the extent is very large. Some customers deliberately reduced the purchase and inventory of low-grade cigarettes, and at the same time, when the sales profit of low-grade cigarettes was low, customers did not choose to change brands to purchase, so the sales of low-grade cigarettes dropped sharply year-on-year.
3. This month, the sales task of cigarettes outside the province was not completed, and the sales volume and sales proportion dropped sharply year-on-year. The main reason is the tight supply of cigarettes outside the province this month. For example, Soft Yuxi only supplies cigarettes for seven days, which has a serious impact on the completion of cigarette sales tasks outside the province.
Second, the main work carried out this month
1, the cigarette sales task was completed well, with a slight increase year-on-year. The cigarette marketing center requires us to maintain a certain increase in cigarette sales in 10 this month, so the marketing requires customers to increase the total demand forecast, which is nearly 1 1050 boxes more than the original planned quantity. At the same time, the marketing department requires account managers to strengthen publicity and guidance to guide customers to increase the purchase and inventory of cigarettes. In the case of tight cigarette supply outside the province, account managers strengthen the promotion of brands with the same price in the province to make up for market demand. Thanks to the efforts of the account manager, the cigarette sales of our department increased year-on-year this month, and the tasks assigned by the superior leaders were well completed.
2. In order to further promote the creation of excellent marketing department, Laian Marketing Department has strengthened the collation of the creation materials of excellent county-level marketing departments. Under the guidance of the Municipal Bureau Company, we further improved and rectified the ppt report materials. At the same time, the collation of materials needed for creative work has also begun. Under the care and guidance of the superior leaders, and under the personal questioning of the leaders of the county bureau and the marketing department, our department will continue to do all the preparatory work to ensure that the future creation activities will be carried out in a colorful way, reaching the acceptance standards of provincial and municipal bureaus and ensuring the passing.
3. This month, according to the scientific and technological innovation work in the first half of the year, the qc team selected by the marketing department with the theme of "improving the online order rate" began to summarize the results and prepare to release the results at the end of this year. According to the usual qc team work, our department actively sorts out, summarizes and summarizes all traces of work, and makes ppt report materials for the release of results. Now we are going to release the results only when the city's scientific and technological innovation work is summarized, and strive to release the results successfully.
4. According to the requirements of "Implementation Plan for Centralized Renovation of Cigarette Retail Terminals in the City", this month, our department will continue to organize and implement centralized rectification effect evaluation to enhance the image of customer terminals. On June 5438+00 and June 5438+0 10, our department conducted two evaluation activities for eight account managers in Lai 'an Marketing Department. Aiming at the evaluation of cigarette display by customers, the evaluation table of cigarette display competition is formulated. Five households are randomly selected from the list of 20 customers who need to be rectified reported by each account manager, with the total score 100 as the standard. The marketing manager and the information manager take photos of the results of the cigarette display activities of the selected customers, and finally the marketing manager, the marketing manager and the account manager score the same with photos. After examination, account managers Jiang Youheng, Zhang Ruan and Mao ranked in the top three. After the appraisal, the top three comrades exchanged working methods and experiences with other account managers, so that account managers could find out their own gaps, popularize good working methods and promote the improvement of work quality in the future.
5. Lai 'an Marketing Department always regards the construction of cigarette retail terminal as an important work. According to the requirements of cigarette marketing center and under its guidance, our department has added two credit demonstration stores this year. In mid-June, 1 1, we posted posters for the newly-built credit demonstration stores, made clear the commitment cards on the walls, set up a cigarette display area, and displayed cigarettes separately. At the same time, we will hold the awarding ceremony for two new credit demonstration stores in June 5438+early February, so that these two new credit demonstration stores will officially enter the ranks of retail customers. In the future, we will continue to do a good job in the management and service of the integrity demonstration store and maintain its "demonstration" role.
6. According to the requirements of superior leaders, our department has been strengthening the publicity and guidance of online ordering to ensure the coverage and success rate of online ordering. In June 1 1, excluding the influence of customers who stopped working, our department added six online ordering customers, which further improved the online ordering rate. The marketing department requires the account manager to strengthen the training and telephone communication guidance for the newly opened online ordering customers, so as to ensure that the customers participating in online ordering can master the online ordering process skillfully and make the business go smoothly. Through the strong publicity and guidance of the account manager, all customers who participate in online ordering can make good use of computers to order online. The success rate of online ordering has been greatly improved compared with the previous period, but it has not reached more than 95%, and further efforts are needed. In the next step, our department will continue to increase publicity and strive to promote online ordering, so that the online ordering rate will reach more than 65% in June 5438+February.
7. This month, the marketing department asked the account manager to continue to increase the publicity and promotion of "double-low brands" and strive to improve the visibility of "double-low brands" so as to improve the specifications and quantity of "double-low brands" on the counter. In the monthly cigarette brand cultivation plan, the marketing department has clearly established different specifications and different quantities of double-low-brand listing counters according to customer value, requiring account managers to increase publicity and promotion according to the plan requirements, guide customers to buy and sell, and strive to improve the over-the-counter rate and quantity of double-low-brand. Through market visits and inspections, the number of counter specifications of double-low brands has increased significantly this month compared with the previous period, and the seriousness of customers to double-low brands has also improved greatly.
8, in order to standardize the market information collection, strictly implement and implement the provisions of the Municipal Bureau (company) cigarette retail terminal information collection management measures, strengthen market information collection and market information scanning point monitoring. The marketing department requires the account manager to do a good job in customer publicity and guidance, and guide customers at market information collection points how to do a good job in market information collection, so as to ensure that the data collected by market information is reported accurately and timely. At the same time, the marketing department requires the account manager to patiently, seriously and carefully check the real inventory of customers at the information collection point, strengthen customer communication, check the actual data of the market information collection point, and understand and master the trends and changes of the cigarette market.
9. In view of the upgrade and maintenance of the postal savings bank system in the early stage, some new electronic settlement customers have failed to pay and settle. In order to reduce the work intensity of the distribution staff and the hidden danger of fund security, the marketing department actively contacted the Postal Savings Bank to find out the problems and solve them together. At the same time, the account manager is also required to replace the settlement bank for those customers who have failed in electronic settlement for many times, and strive to improve the success rate of electronic settlement. The marketing department requires the account manager to always strengthen the publicity and guidance of electronic settlement, guide customers to deposit in full and on time, ensure that customers can transfer cigarettes normally, and keep the success rate of electronic settlement at a high level.
10. this month, the marketing department strengthened market visits and inspections. In daily work, pay attention to the account manager's inspection of the filling of basic software data, prompt and urge the errors and reports in time, and incorporate the problems into the account manager's monthly work quality assessment. This month, by strengthening the inspection of the basic software data and market service work of account managers, the quality of marketing work has been significantly improved and the marketing work has become more standardized and orderly. We will continue to maintain this good work attitude and style, and strive to achieve good results in the annual work assessment of higher authorities.
1 1. In view of the cold weather, rainy and foggy weather and unsafe factors appearing at any time, the marketing department has intensified safety education and tips. Taking various meetings as an opportunity, we will strengthen the safety tips and education for account managers, and require account managers to strictly abide by the Regulations on Road Traffic Safety Management and the "Ten Prohibitions" on the way to visit, and pay attention to self-protection while ensuring safety and no accidents. The marketing department also investigated the safety hazards and hazards in daily work, and no safety hazards were found during the inspection.
Third, problems in the work.
1, the instability of the online ordering system makes customers impatient when ordering online. Many customers ask the account manager to change the ordering method back to telephone ordering, and many customers simply ask the account manager to help them order. It is difficult for the account manager to publicize and explain, and the work intensity increases.
2. Electronic Settlement Work Due to the maintenance and upgrading of the Postal Savings Bank system, the Agricultural Bank of China refused to bind the credit union customers, which led to the unsuccessful electronic settlement business of many new customers, which led to an increase in the labor intensity of the dispatchers and an increase in the potential safety risks of funds.
IV. Next Work Plan
1. Carefully collect and forecast the customer's demand for the agreed order quantity of 1 month, be close to the market, grasp the actual demand, and ensure that 1 month gets off to a good start.
2. Strengthen the publicity work of ordering time and cycle arrangement of cigarettes in January, and ensure that each customer clearly knows his ordering time and delivery time.
3, efforts to do a good job in cigarette sales, strengthen the cigarette business guidance to customers, actively digest unreasonable inventory and unsalable cigarettes, and prepare sufficient funds.
4. Actively carry out the creation activities of excellent marketing departments, do a good job in compiling the basic information of various marketing work, and meet the creation and acceptance of superior departments.
5. Strengthen the construction of credit demonstration stores, strengthen service and management, and improve the follow-up work of new credit demonstration stores.
Monthly work summary of the sales department 2 Time flies, the pace is still looking for the harbor of struggle, and the highest belief is still looking for the beginning of the market. September slipped away quietly, leaving no amazing results and no gratifying results. Although time has passed, it has taken away the fatigue of work, the vicissitudes of work, the pressure of work and my own vicissitudes!
In September, my performance was average and I had to face the reality. I have to work in a conventional way without breaking through new methods. I can only walk around the town's pharmacies and a few poor clinics and health stations, but I can't find the real terminal, the real market I need, and the real customers, which leads to my poor performance and poor performance. Looking at the fierce competition in the market and the ever-changing market, I am sometimes caught off guard, sometimes at a loss, and sometimes frustrated and annoyed. Looking at the manufacturers' updating methods and improvisation, I found that I had many shortcomings. In September, the four pharmaceutical companies did not adjust their goods well. The total is more than ten thousand. Guangdong Bafang Pharmaceutical Company has more than 3,000 kinds of commodities. Guangdong Kang Min Pharmaceutical Company and Guangdong Huiheng Pharmaceutical Company didn't sell much, mainly because the terminal follow-up was not in place. Their main focus was on Yangchun, and the handover of leadership in late September brought new vitality, new hope, new dawn and new journey!
The mode of operation here is to go down by yourself, not to follow the car of the pharmaceutical factory. Although we can take advantage of their advantages, we don't have enough time to get familiar with the relationship between deliverymen and customers. It is difficult to order food, expensive to follow the car, low efficiency, less harvest and less return! Guangdong is mainly a pharmacy, but for my drugs, pharmacies are hard to eliminate, and the trend of selling more drugs and dispensing less makes me unbelievable. There is no doubt that pharmacies are not the life of prescription drugs. Health stations and clinics are our biggest markets, and injecting vitality into the market is my biggest market. Guangdong Bafang Pharmaceutical Co., Ltd. is mainly engaged in health stations, hospitals and clinics. The development model of all directions is a powerful object of our development and conforms to our development. I buy good granules (ribavirin, azithromycin granules, etc. ) in all directions, and I can sell 500 to 600 boxes a month, and the customers want a large quantity. The competition in Yangjiang market is fierce. This is incredible for this market. Guangdong Huiheng and Guangdong Kang Min Pharmaceutical Co., Ltd. have many similar varieties. Many pharmaceutical companies have low customer loyalty. After the ticket dealers and salesmen have done their work, the sales growth rate is still not fast, mainly because they have not followed up customers well and there are fewer terminals.
In September, a new leader came, bringing new operation methods, with great results, great gains, and rapid market results. Earth-shaking changes have taken place, doubling the market from more than 10,000 to more than 30,000. The main thing is to go down to pull the bill and visit customers. A town can sell four or five thousand yuan, and the pilot effect in Yangchun is great. Guangdong Yitian is our key pharmaceutical company, which has sold nearly 20,000 yuan this month. Look at the leaders' agile thinking and keen observation of market forces to inject new vitality into the market and win new results!
At present, the rural cooperative medical service, one station in one village or multiple stations in one village, is our latest, best and largest customer group. We will stick to key points and new markets and promote sales growth. At the same time, I found a new market and improved the old method and technology of drawing orders. After the company's training, I grew up quickly and my methods were flexible. My daily sales have increased greatly, and sometimes I dare not imagine my sales, which makes me feel gratified and surprised unexpectedly.
September is both joyful and depressing. A failed meeting was held by mistake, which made me disappointed and painful. Although there are not many varieties, they are all advertising varieties, and the order quantity is high. Most of the customers attending the meeting are pharmacies. They didn't visit customers before the meeting, and they didn't do a good job of publicity. So it's useless!
September is still gone gently, leaving me still working hard, still struggling, struggling. October is a difficult time for me. I want to travel to every town in Yangchun to make Yangchun market stronger and bigger. I have a motorcycle, and I want to develop customers in every corner. Don't miss the first-line opportunities and markets. Only with goals can we develop, and only with motivation can we make progress!
I will never forget the consistent slogan of western Guangdong: today I am "developing for western Guangdong" with a beautiful vision, and tomorrow I will be happy for success; "Go out and create performance!" Try, try, try again! Brothers and sisters in western Guangdong, our efforts are our happiness. Under the careful guidance of the leaders, we will open up our western Guangdong, expand our western Guangdong market and strive for our ideals!
The work summary of the sales department in March passed the management work of 1 1 month. Although the performance was not very good, there were some gains. As the year is approaching, I think it is necessary for the leaders to make a summary. The purpose is to learn lessons, improve ourselves and do our work better. I have confidence and determination to do a better job in 65438+February.
In the aspect of team building, the detailed assessment criteria of sales staff are formulated, including the operation system of sales center, the implementation method of single collision, the method of ERP tracking customers, workflow, team culture and so on. This is what I think the company has done well in all our sales, but there are still great problems in other aspects of the business department. Judging from the sales performance of the sales department, my work is not good, basically it can be said that it is a failure.
work summary
Although there are some objective factors, there are also great problems in other practices in the work, mainly in:
1. The development of new customers is not enough (the number of new telephones is too small), the business growth is small, the work responsibility, execution and work planning of individual salesmen are not strong, and the business ability needs to be improved.
2. There are too few basic customer visits in sales work. In a month's time, ten salespeople visited less than one customer on average. Judging from the visit records, we didn't do a good job in the basic work of visiting customers.
3. Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers, can't understand the real thoughts and intentions of customers, and can't respond to customers' questions quickly. Especially in the process of pressing orders at the end of the month, we always understand customers, and making excuses for customers is actually making excuses for ourselves. Originally, the traditional wolf nature and efforts of our company were not enough.
There is no clear goal and detailed plan for the work. Sales staff do not develop good work habits, and sales work is in a state of laissez-faire, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
market analysis
Although there are many companies doing websites in Dalian now, the main competitors are those companies. Now our products are basically the best in product quality and function. Of course, not Baidu, just our home. On the surface, there is fierce competition among companies, but in essence, our company is incomparable to other companies in all aspects. We should show this confidence.
What we lack now is the employees' own work energy. The sales performance of other companies can still be guaranteed even if the products themselves are not as good as ours, which only shows that their sales are better than ours. If our sales are the same as theirs, our performance will be invincible. What 100% growth is completely fine.
65438+ February Work Plan
1. This department must be built into a relatively stable and familiar sales team. Talent is the most precious resource, and the long-term sales performance is guaranteed by the sales of a group of scalpers.
2. Building a united and cooperative sales team is the basis to ensure performance. It is an important task to build a harmonious and lethal team in the future work.
3. Improve the sales system and establish a clear and systematic business management method. Sales management is my biggest headache now. Salespeople are in a state of laissez-faire when they take part in work. The purpose of perfecting the sales management system is to let employees exert their consciousness in their work and have a high sense of responsibility for their work. Strengthen the execution of employees, thus improving work efficiency.
4. Cultivate them to find problems, sum up problems and constantly improve their habits. Only the questions I ask can I remember well, and no matter what I say, I can't solve them. They have to ask themselves, and we can all solve it together.
5. Sales target. According to the assigned tasks, the tasks are divided into weekly tasks and daily tasks according to the specific situation; Break down the weekly and daily sales targets to everyone and complete the tasks in each time period. And improve performance on the basis of completing the task.
Finally, I summarize two points:
1. Improve the implementation standards and establish a good sales team.
2. Having a good working mode and working habits is the key to our work.
Bottom line: Go all out.