Article 1:

I have worked in the company for many years, and perhaps only I know how much effort and sweat I have paid from a small salesman to the position of sales manager of the company. However, I can say that my efforts are several times that of ordinary people, and I have made some achievements in my work.

This year, sweet and sour mixed with sweat, efforts and efforts will be rewarded. For me, the results of the past year are still very good, and I think I did a good job.

Under the guidance and help of general manager Wei, the company's operation leader, and with the full assistance of all members, I am based on my own work, loyal to my duties, hard working and hard working. By February 24th, XX, I realized the sales of RMB10.3 million, with the minimum amount of 60% of the annual sales task and the repayment rate of 80%. Now I will summarize my experience and feelings in sales work in the past year as follows:

First, earnestly implement the post responsibilities and earnestly perform their duties.

As a sales manager, my job responsibilities are:

1, do everything possible to complete the regional sales task and make timely reminders;

2. Strive to complete the requirements in the sales management measures;

3. Be responsible for strictly implementing the outbound procedures of products;

4. Actively and extensively collect market information and report to leaders in time;

5, strictly abide by the factory rules and regulations and various rules and regulations;

6. Have a high degree of professionalism and a high sense of ownership;

7, complete other work assigned by the leadership.

Job responsibilities are the job requirements of employees and the standard to measure the quality of sales manager's work. I always take my job responsibilities as the standard of action, start from bit by bit in my work, and strictly follow the terms in my duties. In business work, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate with other sales managers frequently to analyze the market situation, existing problems and solutions, so as to work together. In my daily work, I can actively complete the task on time on the premise of ensuring the quality of work.

In short, practice has proved that a sales manager's skills and performance are very important, which is the standard to test a sales manager's work gains and losses. This year, due to the four-month production limit for hosting the Olympic Games, and my lack of solutions to the ever-changing market, my performance is not good.

Second, clear customer needs, be proactive, and strive to supply on time with good quality and quantity.

At work, I always know that a sales manager must have a clear purpose. On the one hand, he should take the initiative to understand the customer's intentions and the standards and requirements that need to be met, and strive to prepare as soon as possible and supply the goods within the time limit required by the customer. On the other hand, he should actively communicate with customers, know the repayment ability of customers in time, and consider and supplement them.

Third, correctly handle customer complaints and solve them properly in time.

Sales is a long-term and step-by-step work, and product defects are common, so the sales manager should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully. In the process of product sales, I make the sales service strictly follow the publicity. When I receive a customer complaint, I must first carefully record the customer complaint and make an oral complaint. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work with the personnel of relevant departments to formulate a response plan. At the same time, I want to communicate with customers in time to make them satisfied with the treatment plan.

Fourth, seriously study our products and related product knowledge, and determine the agent's product variety according to customer needs.

Familiarity with product knowledge is the premise of good sales. I also pay attention to the study of product knowledge in the process of sales. I can basically answer questions about the use, performance and parameters of the coating products produced by the company, and I can basically grasp the use, price and construction requirements of some related products. V. Market analysis of coating products

The sales area of coating products is large and the market potential is huge. The market analysis of coating sales is as follows:

(A), market demand analysis

Although the market potential of coating application is huge, the competition of most coating factories in Beijing has been very fierce. In addition, after the Olympic Games, there will be a gap in the New Year due to the Olympic rush to build projects. In addition, some paint sales have directly threatened our market share. Although we have a good reputation and excellent quality, we do not have an advantage in price and sales means. Sales tasks will increase by 30%, and sales managers will have a hard time. However, we should also see that we have obtained the certification of three certificates in one this year, which provides more guarantee for next year's efforts. If the last three editions of the market are fully supported by funds, there is still hope to achieve good sales performance. The key is that the company gives greater and stronger support and encouragement to the sales manager.

(2), competitors and price analysis

Through my own understanding of the paint market in recent years, there are two types of paint manufacturers: one is imported and joint venture brands such as DuPont, Shanghai Lin Kai, Shanghai International and Haihong. These enterprises are powerful, and their sales prices have been lowered, and some of them are basically the same as our company, so they have formed scale sales; The other kind is equal to the products produced by our company, and the sales price of such enterprises is lower.

Six, XX years sales manager's work philosophy

Summing up my work in the past year, I still have many problems and shortcomings in my work, and I need to learn from other sales managers and peers in my working methods and skills. In XX, I intend to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:

(1) According to the regional sales situation and market changes in XX years, I plan to focus on the supply channels of steel structure factories. First, I mainly supply the original steel structure factory, and choose several ones with large consumption and good economic conditions as the focus; The second is to develop new big customers, and the third is to take the form of agents in some areas, so as to make profits for agents to carry out sales work.

(2) In XX, we must first actively recover the arrears of previous years, and try to recover the arrears in time, report to the leaders in time, and obtain the support of the company.

(3) In XX, I plan to collect market information more actively, contact in time, strive to participate in bidding, and form large-scale sales.

(4) In order to actively cooperate with agency sales, I plan to study the knowledge, performance and use of agency products after determining the product variety, so as to facilitate the agency products to enter the market quickly and form sales.

(5) While doing a good job, I intend to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality.

(6) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets to expand the market share of products.

Seven, some suggestions on sales management measures.

(1) The sales management method for ×× years should be clear and concise, and the area, task, cost, assessment and reward of sales staff should be defined, and the vague terms should be deleted. After the end of the year, the sales manager will pay the salary in full according to this method.

(2) In 2)XX years, under the premise of satisfactory negotiation between the company and the sales manager, the standardized and unified sales management measures were carefully revised to make them widely applicable and adapt to local conditions, and the ex-factory price only needs to be adjusted according to market changes every year.

(3) Implement loose management for the sales manager in 3)XX years, cancel the fixed eight-hour work system and adopt the form of regular report and summary. The sales manager will go to the company on business every week 1-2 days. If you are on a business trip, you should report the destination and return time to the leader, and arrive at the company on time after receiving the notice from the leader, so that the sales manager can have enough time for sales planning.

(4) Considering the actual situation of the sales manager, reasonably let the sales manager bear the freight, small packaging fees and capital occupation fees, and reduce or compensate the sales manager for the expenses and losses caused by the company's product quality problems.

(5) Due to the shrinking regional market, fierce competition among peers and falling prices, leaders should carefully review the information fed back by the comprehensive sales manager in 0* years, and work out the ex-factory price of the company in line with the company's market conditions to stimulate the sales enthusiasm of the sales manager.

In the past year, because of the global financial crisis, our company's performance did not increase greatly, but the temporary financial crisis did not have a great impact on our company, but we must be vigilant. No company is safe under the financial crisis. Maybe a good company will go bankrupt tomorrow, so we must be alert and alert to the impact of the financial crisis on us.

In the years to come, I will work harder and harder and try not to make mistakes. This is necessary for me. I am the most strict with myself, and I must do my best for the cause of the company!

I hope the company can continue to develop and improve its performance in the new year, which is a better future for the company!

Article 2:

Inadvertently, 20XX has quietly left. The pace of time has taken away the busyness, worry, depression, struggle and persistence in my heart, so that I still stick to my post. 20XX project performance 20XX work summary 1 month busy with annual summary and annual report accounting;

In February, I received the company's new annual work arrangement, worked out the work plan, and prepared for delivery in Building 9; Deliver buildings 9 and 12 in March, April and May, and communicate with Mr. Liu, the planning department, about the tail house sales plan of the project. I also put forward some ideas about the tail rooms and unsold garages and storage rooms in Jinxiu Jiangnan. With the consent of the developer, Jinxiu Jiangnan held the "Nanchang County Primary School Painting and Calligraphy Competition" and "Nanchang County Middle School Students Composition Competition" in June and July respectively.

It is hoped that with the assistance of the County Education Bureau, the reputation of Zhong Lei real estate will be improved through various activities, and the cultural connotation of Splendid Jiangnan will be enriched. Of course, the ultimate goal is to add fuel to the fire for sales. Unfortunately, the sales did not achieve the expected results, but it is gratifying that the activity itself has been affirmed by the owners and all walks of life.

Problems existing in xx years' work

1, Jinxiu Jiangnan Phase I property right certificate took too long to issue, which caused the owner's dissatisfaction;

2. Although the second phase has been delivered in advance, some owners have delayed delivery due to housing quality problems. Although it is well coordinated with the engineering department, they just accept the reflection and do not solve the problem;

3. At the end of the year, the agency fee was in arrears;

4, sales staff training (professional knowledge, sales skills and on-site response) is not in place;

5. Frequent turnover and replacement of sales staff are unfavorable to both the company and the sales staff; There are some shortcomings in communication with developers, and problems can not be solved in time through consultation with developers, especially with Mr. Li, which once caused tension. The work plan for xx year does have a new look in the new year. The company's commercial project "Xingyun *" in Li Antang is in full swing before entering the market. This new task was also received at the end of the year and the beginning of the year. * Because planning is always the first step in the early stage, and developers also trust the planner Huayang from a preconceived perspective; I encountered some troubles when I participated in the project, but I believe this situation will be improved through my sincere communication.

New year's resolution:

1, I hope Jinxiu Jiangnan can settle the account smoothly.

2. Collect the data of Nebula *, train sales staff for Nebula *, and do a good job in customer accumulation and analysis of Nebula * in the new year.

3. Participate in project planning and make a beautiful turnaround on the project of Nebula.

4. Try to pass the broker qualification examination this year.

Article 3:

First of all, summarize the overall market environment this year, such as changes in industry market capacity, brand concentration and competitive situation, changes in market share ranking of competing products, changes and characteristics of channel models, changes and characteristics of terminal types, changes in consumer demand, and characteristics of regional markets. The purpose is to understand the current situation and development trend of the overall market environment and grasp the pulse of the market environment.

Secondly, the performance of the main competing products in the market is deeply analyzed from the aspects of product series, price system, channel model, terminal image, promotion, advertising, marketing team and strategic partners. , so as to know yourself and know yourself. The purpose is to find the excellent marketing model of benchmarking enterprises, and tap the gap and deficiency between themselves and benchmarking enterprises.

Finally, it summarizes and analyzes its own marketing work, including sales data, target market share, product mix, price system, channel construction, sales promotion, brand promotion, marketing organization construction, marketing management system, salary incentive and so on. SWOT analysis should be made for key projects, so as to be comprehensive and systematic. The purpose is to extract the key problems, analyze the initial reasons, and then it is possible to formulate corresponding solutions.

Take precautions and win thousands of miles away. The marketing work plan for the new year is to emphasize that man proposes something, and to plan and deploy the overall marketing work of the enterprise in the new year systematically and comprehensively. However, we also need to understand that the annual marketing plan is not a marketing plan, but a strategic thinking based on annual analysis and summary. A detailed marketing plan needs to be broken down into quarters or months, and only in this way can it be of practical significance.

Goal orientation is the key to marketing. In the new year's marketing work plan, the first thing to do is to formulate marketing objectives, which are concrete and data-based objectives, including the overall annual sales objectives, cost objectives, profit objectives, channel development objectives, terminal construction objectives, staffing objectives and so on. , and do a detailed decomposition. For example, the sales target of end products should be decomposed into every region, every customer, every system and so on. Circulation products are decomposed into every region, every customer, etc.

The second is product planning. New product development plan and product improvement plan based on consumer demand analysis; Analyze regional leading products through sales data and draw up regional product sales mix; According to the characteristics of different regional markets and the existing customer network resources, the channel positioning of regional products is put forward. Then, a standardized price system should be formulated, from the CIF price to the suggested retail price, including the price fluctuation range of all intermediate links. Sometimes it is necessary to draw up a phased price adjustment scheme in combination with the product life cycle.

If the enterprise still has blank areas to fill, or the existing dealers can't afford to sell new products, it is necessary to formulate regional investment promotion plans or customer development plans. Terminal products also need to improve the development planning of Shang Chao store.

Then draw up a brand promotion plan to expand brand influence and enhance brand reputation and loyalty, which needs to be divided into terminal image building, promotion activities, advertising, public relations activities and so on. Clarify the theme of promotion planning and the form of promotion combination.

Finally, the marketing cost budget, which calculates the distribution ratio of each project cost, each product cost and each stage cost respectively.

In this way, the overall annual work summary and the new annual marketing work plan can be considered as a complete system. However, in order to ensure the smooth and efficient development of marketing work, it is necessary to strengthen key work processes and key systems from within the enterprise and cultivate organizational execution.