Chapter 1: Summary of Salesman's Year-end Personal Work Excellent Over the past year, with the kind care of company leaders and the enthusiastic help of other supervisors, I have changed from an insurance layman to being able to provide insurance consulting services to customers well. I didn't do anything illegal in my own business post, and cooperated with my partners in the whole company to successfully complete all the tasks assigned by the leaders and superiors. The following is a summary of my work in the past year.
First, strive to improve political literacy and ideological and moral level.
Actively participate in all kinds of political study, theme education, vocational education activities, organizational activities and recreational activities organized by superior companies, branches and departments, without being absent without reason; Can adhere to the correct political direction, take the initiative to improve their political literacy and ideological and moral level from all aspects, and make continuous progress ideologically and politically.
Second, strive to improve professional quality and service level.
Actively participate in all kinds of business study, training and examinations organized by superior companies, branches and departments, study diligently, be good at creation, constantly strengthen the training of their own business quality, constantly improve their business operation skills and basic skills of serving customers, master their due professional business skills and service skills, handle all kinds of business skillfully, understand all kinds of business products operated by the company and carry out targeted publicity and promotion.
Third, strictly enforce the rules and regulations
Over the past year, we have strictly implemented the rules and regulations, internal control system and service regulations of superior companies and branches, insisted on using civilized language, and never acted beyond our authority or abused power for personal gain. There are no customer complaints and other irregularities. Do well in your spare time and don't participate in bad behavior.
Four, complete the tasks assigned by the branch and department.
Over the past year, I have been able to work diligently, conscientiously, leave early and return late, stick to my post, contribute silently, and actively complete various tasks assigned by the branch and this department. Can take the initiative to take into account the marketing work and tasks of the department, and actively market e-banking business, various bank cards and other intermediary businesses.
Over the past year or so, with my love for insurance, I have worked hard to fulfill my work and post responsibilities, and made great efforts to do all kinds of work according to the requirements of superior leaders. I have achieved certain results and won the praise of leaders and comrades. Looking back on the past year, we are gratified by the achievements, but we also find some gaps and deficiencies. But I have the confidence and determination to find the gap in my future work, bravely overcome the shortcomings and deficiencies, further improve my overall quality, and do a good job that I should do.
Chapter 2: The year-end personal work summary of sales staff. In a blink of an eye, I have been in xx company for a long time. Through hard work, I have gained a little, so as to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better in the future. If there are any shortcomings, I hope everyone will criticize and guide more in the future.
I. Overview of Preliminary Work
As a new employee, I didn't have any automobile sales experience at the beginning of the year. I just lack sales experience and professional knowledge in this industry because of my enthusiasm and love for sales work. In order to quickly integrate into this industry, I will learn professional knowledge from scratch and open up the market when I come to the company. When I encounter difficulties and problems in sales and specialty, I will consult the department manager and other experienced colleagues in time to seek solutions together. Here, I am very grateful.
By constantly learning professional knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding of the market and can gradually deal with some problems mentioned by customers. While constantly learning professional knowledge and accumulating experience, my ability and professional level have been greatly improved.
Second, the shortcomings
The understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient enough, and good solutions to some big problems can not be come up quickly, and there is a lack of experience in communication with customers.
Third, the market analysis
We are responsible for many models. In the sales process, the most involved problem is the price. Customers are very sensitive to price. How to know the price at the first time needs me to learn and master in my future work. At present, some customers mainly pick up cars from other places, and the price is much lower than ours. And all the cars are in stock, so customers can pick them up at any time as long as they go, so it is undoubtedly a challenge for our sales staff. How can we retain customers? This requires us to constantly improve our business knowledge in the future work, try our best to achieve customer satisfaction and win the market with service.
With the increasingly fierce market competition, salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure. It is very important to have a positive attitude.
Chapter 3: Summary of year-end personal work of salesmen. The excellent year's work has come to an end. On the basis of evaluating and summarizing the previous work, I carefully checked one by one, objectively evaluated my work and actual performance, faced up to the shortcomings and deficiencies in my work with the sincere guidance and help of leaders and colleagues at all levels of the company, actively exerted my work achievements, worked hard to overcome the shortcomings and maintain the achievements, and basically completed the work tasks independently. Now I mainly do the following work this year.
I. Main tasks and business completion
When I first arrived at the real estate, I was not very proficient in real estate knowledge and unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. 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 should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, I have become a qualified salesperson and try my best to do my job well.
A seemingly simple job needs more care and patience. Throughout my work, providing all kinds of sales materials, ordinary and monotonous work has become the cornerstone of sales assistants. By managing these materials, I can learn more about the company's real estate projects and related customers, from unfamiliar to familiar. I'm not familiar with the knowledge of real estate at first, so I'm often caught off guard when answering customers' calls. The sales department is the external image window. Every question we answer from customers is closely related to the interests of the company, and every word we say is responsible for the company, paving the way for establishing a good company image. I feel deeply inexperienced in this respect. Department leaders and colleagues have extended a helping hand to me, giving me a lot of good suggestions and help to solve problems in time. After receiving a customer every time, we should also be good at summing up experience and mistakes to avoid the recurrence of similar mistakes and ensure new improvements in the next work.
With the deepening of my work, I have begun to contact the customers managed by the sales department. Telephone dunning is a language art, which requires not only good expression but also some experience. As the saying goes: "Customer is God", it is my bounden duty to entertain visiting customers and establish a good company image in customer psychology.
As far as the overall work experience is concerned, I think the working environment here is quite satisfactory. First, the concern of leaders and the continuous improvement of working conditions have given me motivation to work; Secondly, the friendship, care, cooperation and mutual assistance among colleagues make me feel comfortable and practical in my work.
Second, the improvement of the current work
With the ups and downs of the real estate market, the company established a joint venture with xx Company in 20xx to complete the sales work together. I actively cooperated with the employees of xx Company, and under the guidance of the company leaders, I completed the formulation of the operating price, and planned and completed the advertising before the Spring Festival, which laid the foundation for the sales climax in xx month. Finally, it ended with a good result of completing the contract amount of xx million yuan in xx months. After the baptism of this enterprise, I have gained a lot of professional knowledge and improved in all aspects.
At the end of 20xx, the company cooperated with xx Company, which was another major change and qualitative leap of the company. This period is mainly aimed at the sale of houses. After the pre-sales department implemented internal subscription and other means, it created a hot scene of xx. In the sales department, I hold two positions: sales office and accountant. Faced with the increase of workload and the systematization and normalization of sales work, the work seems heavy and moderate. At the opening ceremony, I basically have to work overtime every day to finish my work. After more than a month of familiarity and understanding, I immediately entered the role and skillfully completed the work. Due to the huge amount of house payment, I have been cautious and serious in the process of collecting money. Now I have collected tens of millions of house payments, and all accounts complement each other without any mistakes. In addition, in the monthly work summary and weekly meeting in the sales process, constantly sum up your own work experience, find out the shortcomings in time and improve as soon as possible. In a short period of three months, the sales department cleared all the houses in the second phase and all the remaining houses in the first phase were sold out, which was inseparable from the efforts of me and other sales members.
In short, although I have made some achievements in recent months, there is still a certain gap from the requirements of the leaders. After that, I will further strengthen my study, work hard, give full play to my personal advantages and make due contributions to the company's further success.
The above is a summary of my work this year.
Chapter 4: Summary of salesman's year-end personal work Looking back on 20xx, there are too many wonderful memories. Through this year's study, I deeply feel my progress in sales skills, but there are still many problems and deficiencies in dealing with problems and working methods. But I believe that with the help and encouragement of the leaders, I will have a better tomorrow.
I. Summary and Analysis of Sales Work
In the position of sales consultant, first of all, I want to thank one person, that is, the manager of our sales department. I am very grateful to him for his help in my work. Although I have worked in the sales department for some time, I am very lacking in sales experience and work confidence, so my work can be said to be difficult to start. For 20xx years, I have been negotiating with customers and analyzing their situation with the help of the manager. I always think of him when I encounter problems in the sales process, so I am very grateful to my boss for his constant cultivation and encouragement.
Second, the adjustment of professional mentality.
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. If I am less experienced than others, then I am more patient than others. If I don't have as many lists as others, then I am better than others.
Development of key customers. I think attacking customers is the same as setting goals. 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.
Third, the shortcomings in their own work.
In the sales work, some people are eager to clinch a deal, 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, study hard and improve my sales skills as soon as possible.
This year, I will, as always, according to the company's requirements, work harder on the basis of last year's work and carry out the work of 20xx in an all-round way. This work is formulated as follows:
1, for old customers, always keep in touch and stabilize the relationship with customers.
2, because of the purchase restriction, you need to shake the number to buy a car, so you should cherish customer resources more.
If you want to have good performance, you must strengthen business study, broaden your horizons, enrich your knowledge and adopt diversified sales methods.
I have the following requirements for myself this year:
1, we should try our best to achieve the monthly sales target.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct next time.
3, to know more about the customer's status and needs, and then make preparations, it is possible not to lose this customer.
Be sure to treat every customer who enters the store with the attitude of "I love you more than you think".
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
7. For this year's sales task, I will try my best to complete the task and create more profits for the company.
Chapter 5: Summary of salesman's year-end personal work. The excellent 20xx year is about to pass. In this nearly a year, I have gained something through my hard work as a sales manager. As the year is approaching, I think it is necessary to make a summary of the work of the sales manager. The purpose is to learn lessons and improve myself, so that I can do a better job as a sales manager, and I have the confidence and determination to do a good job as a sales manager next year. Next, I will briefly summarize my work as a sales manager for one year.
I came to X Company as a sales manager this year and started to set up a marketing department in X. Before I took charge of the marketing department, I had no sales experience in xx, just because I was enthusiastic about sales and lacked sales experience and industry knowledge in xx industry. In order to quickly integrate into this industry, we should start from scratch when we arrive at the company, learn product knowledge and explore the market at the same time. When we encounter difficulties and problems in sales and products, we often consult experienced colleagues such as manager xx and several leaders of Beijing head office to seek solutions to the problems, and study targeted strategies for some difficult customers, which has achieved good results.
By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the xx market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can now come up with a relatively complete plan to deal with some emergencies. For a project, you can always operate.
First, there are shortcomings.
I don't know the xx market deeply enough, and I have a weak grasp of the technical problems of the products, so I can't explain them clearly to customers, and I can't come up with good solutions for some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.
Second, the department work summary
In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in Henan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.
Three. The following is the sales profile of the company in XX years.
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. The price of xx products is chaotic, which brings us great pressure to open up the market.
Although there are some objective factors, there are also many problems in other practices of sales manager's work, mainly in the fact that there are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. When I first started working, there were xx recorded customer visits, which were summed up as xx no records, and it took eight months and xx days. Generally speaking, the number of customers visited by three salespeople in a day is xx. Judging from the above figures, our basic work of visiting customers has not been done well.
Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.
There is no clear goal and detailed plan for the work. Sales staff have not formed the habit of writing sales summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as the lack of unified management of sales managers' work, unreasonable distribution of working hours, and chaotic work situation. The development of new business is insufficient, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
Fourth, market analysis.
There are many brands in xx market now, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff. In xx area, our company entered the market late, so we have no advantage in product popularity and price. There is great pressure to open up the market in xx, so we put the main market in regional cities, where the market competition is relatively smaller than that in xx. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. It can be summarized in this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
Verb (abbreviation for verb) 20xx work plan
In the sales manager's work plan for next year, the following tasks will be taken as the main tasks: establishing a relatively stable and familiar sales team. Because talent is the most valuable resource of an enterprise, all sales performance comes from having a good sales.
Chapter 6: Summary of Year-end Personal Work of Salesman The excellent 20xx years' work is over, and the past year is reviewed. There are fruitful joy and melancholy when encountering difficulties and setbacks. Time flies, unconsciously, 20xx years full of hope is accompanied by the loss of time. In the past year, the company carried out new policies and expanded new markets, hoping for better development and market promotion in the new year. This year's work and plans for the coming year are summarized as follows.
1, work hard and complete the task successfully.
I have been working hard and actively since I entered the factory in February. Strive to do a good job in sales, strive to complete monthly sales performance, and strive to improve customer satisfaction. Through the principle of study and hard work in the past year, the total sales volume in this area has been successfully completed this year. At the beginning of the year, the sales target in this region was xx million yuan, and the sales at the end of the year was xx million yuan, which contributed to the transaction of xx million yuan for new customers. With such achievements, I have strengthened my confidence in sales and maintained the principle of hard work. It has provided impetus for the sales work in 20xx, and I believe it will achieve better results in 20xx. Let's go
2. Pay attention to your job and perform your duties seriously.
In order to meet the standard of qualified sales assistant. I have changed from an outsider who knows nothing to an insider who knows the basic rules of the sales industry. Hard work goes without saying.
Market expansion needs our sincere attitude to face. Not from a marketing background, I am well aware of my strengths and weaknesses. I understand that only sincere attitude and excellent service can help me win customers. As a member of the company's sales position, the customer is God, and a good service attitude is necessary. Service is the cornerstone of sales. If you want to get more profits, you must increase sales, which requires paying attention to service and being sincere. Appropriate language, correct attitude, thinking about what customers think, worrying about what customers are anxious about, and providing services to customers with heart, so that customers can feel at ease when using our products. In the process of carrying out my work, I ask myself to keep a serious, pragmatic and honest attitude, try to stand in the position of customers and think for them, meet their needs on the basis of adhering to my own principles and achieve a win-win situation.
3. Experience and gains
Through several months of study and practice, my business knowledge and ability have been improved. Mastered the general product application, independently recommended the general system scheme, and improved the communication ability with customers. This series of achievements, first of all, have to thank the company for providing me with such a good working platform. I have such a good and experienced boss to guide me, such experienced predecessors to lead me, more experienced managers and Chen Gong with rich practical experience in product operation, application, installation and debugging to take me forward; Their practical experience and product knowledge have benefited us a lot. What we learn from them is not only the way of doing things, but also the truth of being a man.