I have worked in the company for many years, from a small salesman to the position of sales manager of the company now, how much effort and sweat I have paid, maybe only I know. 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.
With the guidance and help of General Manager X, the leader of the company's operation work, and with the full assistance of all members, I am based on my own work, dedicated to my duties, hard working and hard working. By the end of X, X, X, I have achieved sales of xx yuan in 20xx, the minimum amount of annual sales task is x%, the payment rate is x%, the sales unit price is x% lower than last year, and the sales and payment rate are both lower than last year. 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 countermeasures, so that 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 influence of _x's four-month production restriction 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 will strictly follow the sales and service commitments made by the public. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. 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.
Market analysis of verb (abbreviation of verb) 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:
Market demand analysis:
Although the market potential of coating application is huge, the competition of most coating factories in Beijing has reached a white-hot stage. In addition, after the X meeting, there will be a gap in the New Year due to the xx construction project. In addition, some paint sales have directly threatened our market share. Although we have a good reputation and excellent quality, we don't have an advantage in price and sales means, and the sales task will increase by x%, so the life of the sales manager is not easy. 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.
I came to work in your company on xx, XX. As a new employee, I have no experience in car sales. I came to your company only because of my passion and love for sales and cars, but I lack sales experience and professional knowledge. In order to quickly integrate into this industry, I will learn professional knowledge and explore the market. In case of sales and professional problems, I will consult the department manager and other experienced colleagues in time to seek solutions together.
Through the study of professional knowledge, the understanding of the same industry information and the accumulation of market experience, I have a general understanding of the market at the moment, and I can gradually respond to various questions mentioned by customers clearly and fluently, and I also have the necessary understanding of the market. While learning professional knowledge and accumulating experience, my skills and professional level have also been greatly improved.
Of course, there are also many shortcomings, such as:
The understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient, good solutions to some big problems can not come up soon, and there is a lack of experience in negotiating with customers.
Market analysis The area I am responsible for is around xx, xx and xx. In the sales process, the most involved problem is the price. Customers are very sensitive to price. How to learn the price in the first place needs me to learn and master it in my future work. At present, the car in xx area is mainly from xx, the price is similar, and the time to leave and pick up the car is much shorter than that from xx, so customers do not return to pick up the car directly from xx. What's more, most of the car-to-car dealers are in xx, and some surrounding small cities also place orders directly from xx. At present, the xx government requires the price to be below 250,000 and the displacement to be below 2.5, which is undoubtedly the nightmare of imported cars. Dealers in xx have a better understanding of the prices of many ports, and almost all of them want xx cars. Xx mainly wants xx and xx cars, and they can send xx directly from xx. Domestic cars are mainly a4 and a6. Almost from the car, but there is no absolute advantage in price. Xx and xx are generally received directly from xx, and sometimes our price has an advantage, but the freight from xxx to xx is 8000 yuan, so there is no advantage.
From xx to xx, my total sales volume is 3 sets, one off-road vehicle, one car and one sports car. Total profit 1 1500 yuan, net profit 100 16 yuan, with an average profit of 3,339 yuan per vehicle. The new year is coming, and I have made a new plan for myself. With the increasingly fierce market competition, salespeople are faced with the coexistence of stability and tempering, expectation and opportunity, success and failure. It is very important to have an enterprising attitude.
Finally, I thank the company for giving me a platform to show my skills. I will strictly abide by my professional ethics and move forward in the direction of excellent employees. Persevere in the face of difficulties, take its essence and discard its dross, unite and cooperate with company employees, and let team spirit overcome everything. I am confident that with my efforts, Sibi will be as brilliant as my name.
The intensified price war in the domestic car market and the overall economic environment of national macro-control have caused great difficulties to the daily operation and development of xx Company. With the joint efforts of all staff, xx Company has made a historic breakthrough, and all the indicators such as automobile sales and profits have reached record highs. As the general manager of xx Branch, I am also honored to be awarded the "Outstanding Leadership Contribution Award". Looking back on the whole year's work, I feel that I have gained something in the following aspects and would like to share it with my colleagues in the industry.
Strengthen the response to market competition, subdivide user groups without relying on price wars, and implement differentiated marketing.
In view of the business indicators issued by the company's headquarters this year, and combined with the spirit of the instructions given by General Manager xx at the 20xx business meeting, the branch will focus on differentiated marketing and improving the quality of marketing services throughout the year. In view of the increasingly fierce price competition in the market, our Hanyang branch has not blindly entered the misunderstanding of "price war". I often say that "price is a double-edged sword", and moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We explored a set of countermeasures:
Countermeasure 1: Strengthen the target management of the sales team.
1, service process standardization,
2, the daily work list,
3, check the working rules,
4, sales target segmentation,
5, morning meeting, training meeting,
6, service indicators into the assessment.
Countermeasure 2: subdivide the market and establish differentiated marketing.
1, detailed market analysis. We further subdivided the previous key markets. Different market segments and different sales strategies constitute differentiated marketing. According to the sales situation of xx, we have identified four major markets: taxis, group users, university markets and scattered users. We have adopted corresponding marketing strategies for these four major markets. For the government procurement and taxi market, we have increased investment, set up a taxi sales group and a mass user group, and the branch has become the governing unit of xx Taxi Association, making more use of the propaganda of trade associations to correctly guide taxi companies and publicize xx brand policies. Usually take the initiative to come to the door, communicate and feedback regularly, and closely track the market dynamics. In view of the good opportunity of upgrading taxis in xx market in the past two years, we have always maintained a good cooperative relationship with taxi companies, and took the initiative to come to the door to understand the taxi company's demand for changing cars, the driver's behavior and ideological trends; Follow up with the taxi company by phone every week, and provide on-site service once a month to understand the use of new taxis and solve some common faults on the spot; Negotiate with taxi companies to provide on-site training on taxi drivers' skills and maintenance knowledge. In view of the high level of knowledge of college students' consumers, we give priority to Picasso's recommended sales, supplemented by Citroen's brand introduction and cultural propaganda, so that they can feel Citroen's long history and rich corporate culture. In addition, we teamed up with the logistics group of xx University and successively with the logistics team of xx University of Technology to set up a campus xx maintenance service point, which will
Service is brought into colleges and universities, and free free clinic and maintenance inspection are carried out in branches of colleges and universities regularly, which has established a good brand image in colleges and universities and promoted sales in the college market.
Countermeasure 3: Pay attention to information collection and make scientific guesses. Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market speculation has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system that everyone collects, communicates in time, and is responsible by special personnel. After the information fed back by the sales staff at the sales morning meeting before going to work every day, we made a comparative analysis report of the previous sales in the same period, determined the refinement of the next sales task and the formulation of specific sales methods, and responded immediately if there was demand. At the same time, keep close communication with the relevant departments of the brand department and strive for the source of the branch car. Increase the planning of work and avoid the blindness of work; While paying attention to the absolute quantity of sales, we strengthen our market share. We regard the market share of our branch in xx as the main assessment target of the sales department. Complete this year's xx task and successfully complete the annual sales target issued by the headquarters.
For spare parts sales, we focus on cleaning up some unsalable parts accumulated due to historical reasons, and try our best to reduce the capital backlog of the branch. Due to the change of spare parts business policy this year, the profit margin of dealers has been further compressed. For the new market situation, the leaders of the branch held special meetings with the spare parts business department for many times, and at the same time explored the surrounding spare parts market, especially the big customer market, and combined them.
The new business policy has launched a series of spare parts promotion activities, and achieved good results. Sales turnover of spare parts is xx million yuan. Under the situation that the low-price dumping in the market has greatly affected the sales of retail outlets, using after-sales service to promote the sales of spare parts in the workshop not only reversed the unfavorable situation, but also promoted the sales of working hours in the workshop. After-sales service is the window and the backing and guarantee of our vehicle sales. This year, the branch ushered in the peak of after-sales maintenance since the establishment of xx. To this end, we put forward higher requirements for the after-sales service department, and widely carried out service awareness publicity activities among all after-sales personnel, as well as self-inspection and mutual inspection between teams and groups; A workshop site inspection system attended by department managers every Friday was established, and rectification opinions and time arrangements were put forward for the problems found on the after-sales maintenance site. Users receive special personnel when entering the station, and emphasize language and behavior norms in important links such as car pick-up, trial operation and delivery; In the process of maintenance, emphasize the use of "three cushions and one cover", standardize behavior and language, respect users and care for vehicles; Carry out kanban management in the workshop, receive and post the photos and names of managers on the wall to understand user supervision. In order to further improve user satisfaction and shorten the waiting time of users, since June, the after-sales service time has been extended to 65438+ 0: 00 am every night, and the after-sales club provides 24-hour all-weather rescue; After improving the software and hardware environment of the after-sales maintenance site, it can provide customers with comprehensive and high-quality services, thus improving customer satisfaction. After-sales maintenance picks up xx cars throughout the year, and the net income of working hours is xx million yuan.
I remember on the first day of working in xx, I said excitedly at the morning meeting, "I came here with a warm heart. Thank you for giving me this opportunity to realize one of my dreams. I will work harder and live up to the trust of the leaders! " Today, I can say that I have fulfilled my original promise.
From XX, xx, xx to now, I find that I really like this job. I am actively studying and working happily every day. Busy work makes me feel particularly fulfilled. Although I felt very tired at night, I was full of energy to meet the challenge of the new day the next morning. Especially when being recognized by customers or achieving certain results, I feel very satisfied and have a sense of accomplishment.
In my previous job, I have never been so happy and satisfied as my present job.
In my present job, no matter how busy and tired I am, no matter what challenges and difficulties I have, I can obviously feel my strong work enthusiasm. I am very lucky! I didn't go with the flow, people followed suit; I have not wavered or changed; I haven't lost myself. It worked. I found the job I wanted and turned my imagination into reality!
Having said so much about my inner feelings, let's sum up my work this year.
The first half of the year is mainly about studying and accumulating experience. I am lucky to study under the guidance of a good teacher and manager. I quickly understood and adapted to the automobile industry, and my cooperation with the team became better and better. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise.
Therefore, we should improve our own quality and set high standards for ourselves.
On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we must have a broad understanding of the dynamics of the entire automobile market and stay at the forefront of the market. After nearly a year of training, I have greatly improved in all aspects and become a sales consultant certified by xx Volkswagen.
In 20xx, when the automobile market was booming, xx Volkswagen won the national automobile sales champion with xx million vehicles, and xx Volkswagen also won the national sales first with 6,000 vehicles. It is really proud of its brand and company! From xx to xx, I have sold nearly 100 new cars, and basically achieved the annual task index, especially the milestone of selling 20 new cars in a single month in xx. And what I am most proud of is my customer satisfaction. Basically, there have been no major problems, and my score has always been at the forefront of the team.
To sum up the reasons for my success, there is actually one word, "love"! I love my career, my brand, myself, people around me and every customer.
I love my job, and I won't feel tired no matter how hard and tired I am. I like Volkswagen brand and firmly believe that it is the best industrial product; I face every challenge and test with an optimistic and positive attitude; I use a sincere heart to let customers put down their inner defenses.
Of course, while making progress, I also made two serious mistakes.
1, the first order signed by myself, the vehicle configuration ordered by the customer was wrong, which led the customer to request to return the car after completing the door-to-door formalities.
2. During a test drive during the National Day holiday, it collided with a cyclist, causing customers to be frightened, pedestrians to be slightly injured, and the test drive was extensively repaired.
Generally speaking, these two major mistakes are the reasons for my lack of business knowledge and skills. I am deeply sorry for the troubles and losses caused to the leaders and the company. I also thank the leaders and the company for their help and tolerance during this period.
By summing up these two painful experiences and lessons, I realized that in the future work, every link should be meticulous, and the efficiency of the whole team should not be reduced because of one mistake.