Reflection and summary of sales work (1)
1, sales task completed
1) and _ _ _ _ _ years, I realized a total sales income of1373,900 yuan (excluding _ _ _ _ _ _ _ _ _ _), and a gross profit of140,600 yuan, accounting for 7% of the company's target and task.
2) According to the work arrangement of the sales department, every new employee has a designated old customer, and I am mainly responsible for the production list of each unit in _ _ _ _ _ _ _ _ _ as follows:
_ _ _ _ _: 980,300 yuan, gross profit 10.08 million yuan; _ _ _ _ _ _143600 yuan, not returned;
_ _ _ _ _ _ 37,800 yuan, which has not been returned; _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
Others: 373,460 yuan, gross profit 37,500 yuan.
In _ _ _ _ _ _ _, we visited 10 new customers, and two of them participated in the quotation, that is, _ _ _ _ _ _ _ _ _ new customers.
2. Summary and analysis of sales work
1) induction speech. In the sales position, first of all, I want to mention two people, one is the former sales director _ _ _ _ _ manager, and the other is the current sales manager _ _ _ _ _. I am very grateful to them for their help in my work. Due to the particularity of _ _ _ company's business model, we are not strangers in the market, nor are we looking for our own target customers, but mainly aim at _ _ _ _ this industry. My work can be said to be very backward because of the lack of product knowledge and oilfield knowledge when I first came into contact with oilfield sales. In the first two months, under the leadership of _ _ _ _ manager and _ _ _ _ _ manager, I studied product knowledge, and learned about _ _ _ _ _ _ customers, distribution, sales skills, conversation methods and details that should be paid attention to in my work. Because of these previous experiences, I was able to work independently in _ _ _ _ _ in August.
The whole learning process can be said to be the result of the words and deeds of two leaders, but it also reflects that the company's training materials for salesmen are not perfect. Every enterprise I have experienced, whether it is a state-owned enterprise, a private enterprise or a joint venture, from large enterprises to small departments, has established its own training materials and training plans, and every training assessment is also reflected in the employee files, which serves as the daily and year-end assessment standard for employees, department managers and training directors. In _ _ _ _ _ _ _ _ company, under this targeted industry sales model, we have not even established basic industry customer training materials, and even the customer's unit, address, name, gender and house number are temporary personal records on the spot; Secondly, there is no special person to do induction training, and new employees only receive an expired company profile and an unmodified complete company system, which also allows employees to see their product knowledge in official website. I admit that the old employees of the company may not be familiar with the company's rules and regulations. Then how can a truly powerful newcomer who pursues continuous progress accept an enterprise with backward management? Suggest the company to improve as soon as possible.
2) career orientation. Joined in June-July, mainly in sales and administration. Because I am unfamiliar with customers and company products, I can't concentrate on these two aspects, and nothing has improved as a result. In August, the company was adjusted, and I began to concentrate on sales. I think a salesman should be a purposeful, enterprising, positive and optimistic person, which is also my position after I arrived at Jingda Company in _ _ _, especially after watching a TV series called Struggle, I strengthened this belief. The content is: an energetic young man with two fathers, one is an entrepreneur and the other is an ordinary person. Faced with two completely different lives, he resolutely chose to work hard for his ideals and persist in self-struggle. Let me get a lot of inspiration from it.
A salesman's day should start at the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. I don't have rich sales experience, I am plain-looking and eloquent, but I won't be discouraged. I said to myself, if my image is not good, then I am simpler than others; If I am not as eloquent as others, then I am more stable than others; If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others. There is always one thing, I will not lose, and I will be recognized by my customers one day. I believe I can do well because I am working hard.
People often say that if you choose this profession, you must accept all the laughter and sadness that this profession brings you. Every time I meet a cold-faced or angry customer, I always say this to myself in my mind. Especially on the list of _ _ _ _ _ _ _ _ ten thousand yuan consumables in September last year, the customer refused the _ _ _ _ _ _ _ _ paper I ordered for profit, lost his temper with me, and refused to receive the goods many times. I ran back and forth for more than a dozen times and was pushed back every time. I am also an angry person. In the face of such unreasonable customers, sometimes I am really angry and want to blame the customers on the spot, but I can't. I always smile, try my best to explain to customers, don't pull my face, don't contradict customers, be modest, and protect the respect of customers and the company. Although the matter was finally solved by the manager of the company _ _ _ _ _, I finally managed to control my bad temper and achieve the quality that a salesperson should have. At the same time, it also taught me a lesson, that is, we must communicate with customers before placing an order.
3) product knowledge. My familiarity with product knowledge is also a bit slow. I have been asking the sales manager questions about product knowledge training for more than a month. Of course, my laziness is also one of the reasons. On the other hand, due to the imperfect operation mechanism and training system, we lack professional knowledge in the early stage of new sales, and sometimes we can't grasp the characteristics and usage of products well when selling to customers, which often gives customers an unprofessional impression. At this time, I always find some new goods or these are the goods of manager _ _ _ _ _ _, and I just help her deliver the goods. But it is definitely not a good method. In the long run, it will always wear bang.
In my later work, under the guidance of manager Li, I read more and asked more questions, and gradually became familiar with the specifications, shapes and prices of some products. But I have a suggestion. First, whenever there is a training meeting for the release of new products or professional knowledge, let everyone participate and create more learning opportunities for everyone; Secondly, for some products that we don't often use, we can give you a training on product functions and usage before sending them to customers or borrowing samples. We can get rid of large machinery and equipment, but we have the conditions to train some of them, such as small recording pens, projectors or VISTA systems commonly used on computers, so that we can introduce them to customers or teach them how to use them, which also makes our business skills more professional.
4) sales awareness. Because there is no professional experience in sales, this aspect should be regarded as a weakness. On the other hand, I set myself too high a goal in the early stage and felt a lot of pressure at first. I go out with courage and hope every day and come back with low spirits every day. Coupled with quick success and instant benefit, it backfired and did not achieve the expected results. After a period of time, it is inevitable that you will be depressed. Until now, I still don't think I am a real salesman. First of all, I think the most basic position of a salesperson is to independently develop the customer's ability. However, after half a year, I only ran away from 10 new customers, and only two participated in the quotation. And in the case that I don't know anything, the customer list has been booked, and I am not less depressed. During this period, I also asked the company to strengthen the training of sales skills, but the effect was not obvious. What impressed me the most was the on-site simulation visit to customers organized by the manager of _ _ _ _ _. I collected some sales materials myself, and even for a time I chewed Og Mandino's parchment every night to cheer myself up. However, the goal of developing a customer on our own in _ _ _ failed, and I don't know where I lost the book Parchment. I also hope that the company will focus on the sales skills of _ _ _ _ _, such as communication skills with customers, including the scale of doing things with customers, negotiation skills, how to leave a good impression on customers, how to break the deadlock, successful cases of salesmen, how new salesmen explore new customers, some strategies in sales and so on.
5) Development of key customers. Divide key and non-key customers according to strength and arrange primary and secondary visits. The order is: _ _ _ _ _ _ → _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.
_ _ _ _ _ _ _ _ is the most important customer in my department, so I put it in the first place. When I contacted _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
Secondly, the _ _ _ _ _ _ company knows that it is the classmate of the _ _ _ _ _ manager, so it is easier to issue bills. I put it in second place. At the same time, _ _ _ _ _ _ _ and the customer in charge of the company _ _ _ _ are in the same building, and we can be partners and cooperate with each other. We decided to visit our clients together. Due to the relationship between _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
On the issue of _ _ _ _ _ _ _ _ company, I feel very guilty and ashamed. _ _ _ _ _ _ _ _ The sales manager introduced me to the development of the company's work, and it was under her leadership that the list was made. Due to the delivery problem of HP, an HP5200 copier has not been supplied (it has been ordered now), so the money has not been recovered.
_ _ _ _ _ _ _ _ company got in touch with the supervisor of _ _ _ _ by repairing the machine, ran many times and used a lot of brains, including teaching them some simple computer knowledge, but these were not enough. _ _ _ _ _ _ _ _ _ _ _ Director still doesn't recognize my attitude. Every time he asks about purchasing, he directly refuses, saying no _ _ _ _ _ _ _ _ _ _ I didn't run the factory. One reason is that I am a new customer, and I haven't won several recent old customers.
6) Other customers. Part of my sales income comes from _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Later, due to the particularity of _ _ _ _ _, it was sent by the company to cooperate with _ _ _ _ _. I feel that I am not doing well in this respect, and I should take the interests of the company as the premise. Although I am not my own customer, I will often go to _ _ _ _ _ _ to learn about sales information and strive to win more orders for the company.
7) Shortcomings in work.
A, I this person is a bit thick-skinned, not too heavy details, was criticized by _ _ _ _ manager for many times. This is reflected in the order _ _ _ _ _ _ _ _ _ A27 computer. At that time, I was forced to re-purchase the A27 computer mainframe provided by _ _ _ _ _ _ _ _ _, and A27 computer brought losses to the company in 300 yuan. Although the money is not much, it can be avoided completely. Secondly, if there are machines purchased for important leaders, can they be sent to customers after the company tests them?
B, in the sales work, there is also the performance of quick success and instant benefit, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, actively learn and consult the business knowledge of old salesmen and improve my sales skills as soon as possible.
C, _ _ _ _ _ list processing. _ _ _ _ _ _ The first tender is the information obtained by the customer when the salesperson _ _ _ _ repaired the machine for the customer. On the issue of public utilities bidding documents, I had a dispute with _ _ _ _ because of the implementation problem, which is a very immature performance as a salesperson. The manager of _ _ _ corrected our problem. Afterwards, we all reflected and realized our own shortcomings. I also apologize to _ _ _ _. Everything should focus on the interests of the company, and only the company can have us as an individual.
D, a complete sales, not only lies in the bill, but also in the collection. Personally, I am not active in dunning. Manager _ _ _ _ proposed it at the previous sales meeting, and manager _ _ _ _ also educated me. I think I will do well in _ _ _ _ _ _ _, and I won't let _ _ _ _ _ _ _ manager and _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
E. weak negotiation ability. In particular, I have no experience in negotiating the list of _ _ _ _ _ _. After several people put my prices together, the _ _ _ _ _ _ _ _ _ _ thousand yuan on the list of ten, I learned from the last experience, and on the basis that I couldn't determine the price online, I used two kinds of _ _ to increase the gross profit to 20 points, thus improving the points of the whole list. Even so, after the negotiation, I was cut four points. Finally, it ends with a gross profit of nearly 1 1 point.
F. financial invoices. Two invoices were really wasted at the end of the year, which added trouble to financial work. I will strengthen communication with customers and try to avoid wasting invoices and causing financial trouble.
Our work still has many shortcomings. In getting along with colleagues, dealing with work and pursuing interests, we should maintain a normal mind and treat them with a healthy and upward attitude. I have also experienced a lot this year. In my work and life, I have a new understanding of life and a new orientation of life goals. In short, the past has passed, and the happy and unhappy have become history. I hope we can all live a better life in _ _ _ _!
Second, the prospect of working in _ _ _
In the process of development, the company has been steady, constantly exploring, constantly looking for new ways out, and formulating new planning and development routes. In my opinion, to be a qualified _ _ _ _ _ _ _ _ employee, we must first adjust our own ideas and unify our thoughts and goals to _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
First of all, from the concept: I want to be consistent with the company's business philosophy and business philosophy, unify my goals and understanding with the company's top management, and help the company promote corporate culture construction.
Second, income: the annual income of _ _ _ _ _ can be double that of _ _ _ _ _ _ _.
Third, self-awareness: whether in sales or product knowledge learning, abandon selfish, strong and lazy temperament, learn the strengths of others with a positive attitude, learn humility, and learn to get along more harmoniously with bosses, friends and colleagues;
Fourth, in business: seize the key customers and insider customers of each unit and understand customer information, such as position, hobbies, family situation, etc. , tap customer needs, do a good job in customer relations, and keep abreast of purchasing information. The target task is expected to reach _ _ _ _ ten thousand yuan, with a gross profit of _ _ _ ten thousand yuan.
Fifth, in life: Of course, I still hope to solve my personal problems as soon as possible in _ _ _, realize my dreams and fulfill my parents' wishes.
Of course, there are still many ideas to be fully considered. Governing a company is the same as governing a country. Only when the company is good will all of us be good. I sincerely hope that _ _ _ _ will always make better development plans for the company and lead everyone to go further!
I wish the company more brilliant tomorrow!
Reflection and Summary of Sales Work (2)
Looking back on the past 12 months, the leaders gave many opportunities, and with their own efforts, they did a lot of things and felt very fulfilled. Especially in doing the following things, I have benefited a lot. Looking back now, I feel a little relieved that I didn't waste this one.
First, actively participate in various activities carried out by the company.
This year, in order to let managers release the pressure brought by work, the company organized many travel plans. March 8 is Women's Day, and the company organized office clerks between two factories to take a one-day trip to Chimelong Happy World. May 1 The night before, the company organized all managers in Panyu to go to karaoke. On July 29th, I went rafting in Huangtengxia, Qingyuan with my colleagues in Panyu Office, and stayed in Xinyinzhan Hot Spring Hotel, Qingyuan for a hot spring bath on July 28th. On September 29th, two days before the National Day, I took a one-day trip to Changlong Water Park with my office colleagues. . . . . . In addition, there are different activities every month, and everyone actively participates. This is the most active year since I joined the company for three years. This represents the company's continuous progress, continuous growth, attention to the interests of employees and physical and mental health results.
Second, do your job well.
1, sense of responsibility and dedication. This is a very important point of our Hua Xun company, which can be said to be one of the essences. Everyone's experience and knowledge level are different, which determines that everyone's ability to do things will be different, but in many cases, whether the work can be done well is not determined by ability. In practical work, a considerable part of the work is not done by ability, but by a strong sense of responsibility to the company, the department and ourselves. Dedication comes from responsibility, and a person who has no sense of responsibility cannot be a person with professionalism. It can be said that a strong sense of responsibility and responsibility is the primary requirement for doing a good job in documentary work, and it is also the most basic quality that business documentary personnel should have.
2. Diligence, unity and mutual assistance. Documentary work is a trivial and tedious work, especially in foreign trade, with many attachments and troublesome procedures. A little laziness may leave a hidden danger for mistakes. An order is often completed by many departments, and the strength of one person is very small in the whole work. Only by serious unity and cooperation can we ensure the smooth completion of the order.
3. Be careful and work hard. Only in this way can we avoid our own mistakes, find out the possible mistakes of customers, put an end to some mistakes at the source and reduce the waste of manpower and property. All the 1 orders I operate are like this. Because the plates were not tested for hardness before leaving the factory, they were found to be unqualified in Taiwan Province Province, and all of them were returned by customers. It can't be taken out of the customs by the end of 65438+February, resulting in human and property losses of the company. Looking back, if these mistakes can be found and handled in time, there will be no serious consequences. You can imagine. I think as our business merchandiser, I can only clearly understand from the bottom of my heart that anyone may make mistakes, but as long as you work hard, you have clear quality requirements for each batch of products, and you passed all the tests before leaving the factory, so as to find and reduce the occurrence of mistakes in time. Making mistakes and getting rewards at home and abroad is the biggest slowdown and waste. Making fewer mistakes means reducing costs, and production and operation are the same.
4, the spirit of suffering. To be a merchandiser, you should have a hard-working spirit. For our merchandisers, sometimes we have to let the employees in the production department make good quality products, and sometimes we have to go down to the production workshop to personally supervise the work, guide the employees to produce perfect products according to customer requirements and their own experience, and learn from them about the production process, which is convenient for our work to be carried out better.
Third, handle the relationship with customers and external cooperation units. Learn to be a man, handle relationships and do things well. Just like the relationship between countries: there are no eternal friends and enemies, only eternal interests. In essence, the relationship with customers and external cooperation units is also the same. It is precisely because cooperation can bring benefits to both sides that the cooperative relationship between the two sides will arise. As a businessman, the most direct pursuit is profit. No matter how good you are, it's no use to him if you have no money to earn. If there is money to earn, other requirements can be appropriately reduced. Recognizing this, when dealing with relevant subjects, we can take a good measure, laugh and scold, and put it away freely.
Looking back, I feel that I have made some insignificant achievements-of course, these achievements include the unremitting care of the leaders and the great assistance of my colleagues-but at the same time, I also deeply realize that I still have many shortcomings in my work, which need to be further studied and improved in the next stage of my work.
First, further strengthen the efforts to learn from leaders, colleagues and customers, and constantly improve themselves. There is no end to learning, especially for us young people, we should always keep an open mind.
Second, strengthen the sorting of order data and straighten out the order data in the folder. This was not done well in the past, mainly because I didn't fully realize it from the bottom of my heart and didn't develop good habits.
Third, strengthen the study of product knowledge, production technology and processing technology knowledge. This is a knowledge that our business documentary is generally lacking at present, and it is also very important. As a merchandiser, if he lacks this knowledge, his knowledge structure is incomplete and impractical for operating orders. It would be great if the company could organize and strengthen training in this field.
Fourth, further standardize your own workflow and strengthen the planning of your work. Standardized workflow can greatly reduce the probability of mistakes. In the new year, we should strictly follow the standardized process to operate orders, avoid some low-level mistakes, reduce confusion and develop good work habits. Strengthen the planning of your work, avoid forgetting what you should do, reduce forgetfulness and change your impatient personality.
Fifth, if there is an opportunity, we should go out and develop more customers, improve our business capabilities and further develop and improve our capabilities in all aspects.
Sixth, strive for more opportunities, play a greater role and make due contributions to the development of the company in all aspects.
In short, I will proceed from my actual situation, give full play to my advantages, take various targeted measures to make up for my shortcomings, constantly improve my abilities in all aspects, seize the great opportunity of our leap-forward development, work hard, make positive progress, work hard with my colleagues, make joint efforts, do my best to do my job well, and make my due contribution to the completion and rapid development of our business objectives!
Reflection and Summary of Sales Work (3)
Selling a department-_ _ _ _ According to the recent problems of individual employees in the company, such as poor execution, low work efficiency and poor awareness of cooperation between departments, we are now rethinking our work. Details are as follows:
1. Execution: Because I just entered the society, I only rely on my love for sales work, but I lack experience and professional marketing knowledge, lack initiative in my work, and trust others too much, which leads to the delay in payment collection; In the case of tight product supply, insufficient attention is paid to the development of new customers, which makes the progress of customer development relatively slow, and the accumulation of potential customers and the number of quotation customers are far from enough.
2. Work efficiency: the sales work is scattered and trivial, the channels for developing customers are diverse, and the situation of the documentary process is ever-changing. Problems in any link will affect the final benefit. The shelf itself belongs to durable goods, and it needs to make deals and develop customers constantly, so the daily work efficiency is very important. Looking back on a year's sales work, although it takes a lot of time, sometimes you can really finish two hours' work in one hour. The use of time can be more reasonable, the rhythm can be more regular, and the most important things can be completed in an effective time.
3. Department cooperation: As a department that directly creates value, the sales department mainly takes orders, but the cooperation with the technical department, purchasing department and installation department is not good enough, and the overall awareness is not strong enough. Just starting from my own work, I often have conflicts with other departments in time. On the one hand, the requirements of customers are urgent, but if I communicate with customers more and do more work in the early stage, I may save a lot of unnecessary risks.
The main reason for the above problems is that I don't have a deep understanding of sales work and don't work hard enough; Sense of responsibility and overall situation is not strong enough.
In my future work, I must further improve my work style, strive to overcome negative thinking and get rid of my bad temper; Strengthen self-construction, study hard the professional knowledge and business skills required for the post, improve the working methods and ways, always maintain a positive mental state with high standards and strict requirements, and do a good job.
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