Personal summary of sales staff in optical shop is brief (1). Another year has passed, and xx has ushered in its third year. Establish a store in 20xx to achieve year-end profit. Xx store was established in 20xx, and a complete set of roadside equipment was introduced. If the first two years were full of more or less good luck, or benefited from the good reputation left by Dr. X, what about 20xx? 20xx is more about facing a series of challenges and dealing with a series of unprecedented problems. Yes, xx survived!
We grasp the achievements made in 20xx from the following points:
1, xx online optician: Since the online optician was launched in 20xx, the effect is not bad. Seeing a case of xx optician that I have never met before, I can feel the great feedback of my achievements and let me devote myself to the production and delivery of advertisements with greater enthusiasm.
2. Diversification of sources of supply: In the past, limited suppliers' sources of supply often appeared out of stock, out of stock and missed some transactions. After many inquiries, communication and the establishment of multiple supplier channels, the successful transaction rate has been greatly improved in the case of customer demand.
3. Sub-channel sales: The sales channels of physical stores and xx network must be effectively separated, and the discount degree of acquaintances should be standardized and reasonable. If you sell at the price of xx, the turnover will still drop sharply. After all, physical stores have to bear high rent pressure, which is not enough in 20xx. Customers who are a little familiar with it often sell it at the price of xx. Although it won favorable comments, the price paid can be imagined. In 20xx, it is necessary to clarify the relationship and establish a set of relatively perfect sales channels.
4. Actively develop dealers: Since the launch of "xx glasses part-time salesman" in the last quarter of 20xx, the results are not bad. The reason is that the strategy is more in line with the concept of modern students-freedom, zero risk and high return. The deficiency lies in the perfection of incentive mechanism, and there is still a lack of specific incentive mechanism on how to tap the potential of salespeople and greatly improve their subjective initiative.
5. Statistical management of turnover: In the past, it was an account book record, which was easy to leak and did not even know the operating conditions. A very simple question, people ask you how much your monthly turnover is. To be honest, I really don't know. I feel that business is ok, but there is no cash. I don't even know where the money is, so I'm confused. I just realized that all the money I earned was used to get goods in xx. Therefore, how much xx earns and how much physical stores earn are unknown, which is very general. In the last quarter of 20xx, a xx statistical software was designed, which can roughly record the inventory, but the query report needs to be improved.
6. The management of key customers is almost blank: A few days ago, X General Physical Examination Center hosted a banquet for key customers, which made me think, how will xx give back to our VIP consumers and maintain a long-term cooperative relationship? Please eat? Give a gift? Call or send a message to say hello on holidays? Whether it is a more scientific method remains to be studied.
7. Scale expansion and joint-stock cooperation: this is even blank. I know that a person's strength is always extremely limited, and I also want to seek cooperation and expand the scale, such as branches or stores. In fact, 20xx has several opportunities. One is the small storefront downstairs, which costs 20xx a month and is shared with others. I like practicing. It doesn't matter even if I lose money. I had to give up in time, but I didn't win. The second is to show sunglasses in the nail salon downstairs and then sell a pair. It seems that the showcase bought for xx yuan is a waste of water. Lesson: Incentive mechanism will not work, because recommendations without benefits are unconvincing.
This is the basic situation in 20xx, and it is just improvised. Many mistakes, omissions and inadequacies. This also exposes the disadvantages of not recording and summarizing in time. But to be honest, 20xx really has nothing to be proud of.
In short, in the fourth year of xx, I will struggle, struggle and practice with more full passion, wiser vision, greater courage, more rational thinking and more scientific wisdom.
Personal summary of sales staff in optical shop (2) Our xx optical company sells not only goods, but also the "feeling" and "feeling" that customers need. Doing business is not only making money for customers, but more importantly, providing customers with a pair of satisfactory glasses.
First, know the customer: know the customer's purchase motivation and consumption demand.
1, purchase motivation:
(1) is cheap.
(2) Practical (firm and durable).
(3) Unique (trendy and avant-garde goods).
(4) seeking beauty (decoration).
(5) Fame (expensive, classy and branded).
2. Consumer demand:
(Price acceptability): high, medium and low prices.
Second, the ideal promotion steps
Ask-attract attention-arouse interest-compare-confirm the purchase
1, q:
(1) state inquiry method: the purpose of state inquiry is to know the factual state and possible psychological state of customers through inquiry.
(2) questioning method: Questioning is the answer you get after the customer's situation happens, in order to explore the customer's dissatisfaction, injustice, anxiety and complaints, that is, to explore the customer's potential needs.
(3) Hint inquiry method: After you find the potential needs of customers, you can use hint inquiry method to propose solutions to customers' dissatisfaction, which is called hint inquiry method.
How long have you been wearing these glasses? (Status query method)
Two years.
Do you always wear it? (Status query method)
Because the degree is relatively high, everyone needs to wear it all the time.
How do you dress now? Is there anything unsatisfactory? (questioning method)
It's heavy and rusty, especially in summer when the skin is allergic and troublesome.
We are now promoting a kind of glasses, which are very light, will not rust, antibacterial, and will not cause your skin allergy because of sweating. Now, the price is very cheap. Are you interested in learning about it? (suggestive inquiry method)
We have a better framework here. Can I try it on for you? (suggestive inquiry method)
The above example is to attract customers' attention and interest by asking questions.
2. Description of products and services
Consider the interests of customers before selling and find out the practical methods of customer interests.
(1) The overall impression (beauty, elegance, personal temperament) that the goods gave him.
(2) Safe and secure (good quality, superior technology, no negative impact).
(3) Convenience (easy to use and carry, suitable for any occasion).
(4) Price (the price is reasonable and can adapt to the customer's purchase budget).
(5) Self-esteem and complacency (beyond the superiority and vanity of others).
Services (pre-sales, in-sales and after-sales services), especially after-sales services (zero services).
Third, the introduction of framework.
1, material characteristics of the frame.
2. Famous brand stories.
3. Related series products.
4, according to the face, skin color, occupation, status, what advantages and benefits will it bring. (Arouse customers' vanity and desire to buy)
Fourthly, the introduction of lenses.
1, lens material characteristics.
2. Brand introduction.
3, according to the actual situation of the frame, degree, etc. Tell it what good it will do. (Let the customer feel that we are thinking of him)
Verb (abbreviation of verb) disagrees with the quality and price of customers' goods
The customer is always right, so it is not easy to refute the argument with the customer when the customer raises different objections to the quality and price of the goods. Winning the customer does not mean that the transaction is completed. Therefore, we should first agree with his statement, indicating that other customers have had such an idea, and then insinuate and explain the doubts of customers from different angles. Be sure to pay attention, the tone of explanation must be sincere, and customers will answer questions one by one. Don't give customers the feeling of being cheated and ridiculed.
Sixth, how to "close the door"
With a firm and friendly attitude and praise tone, explain what advantages and benefits you will get if you buy this product (clothes can be changed every day, but you can wear this pair of glasses every day, which not only makes you feel happy, but also represents a person's taste and appearance). Now everyone pays great attention to this aspect. Although it's worth it, I wear it, hoping to bring peace and smooth work to everyone.
People's hearts (if you earn money, you will definitely earn more).
In sales promotion, we should be good at grasping customers' purchasing psychology (you should know that you can earn more money by grasping customers' hearts), understand customers' personal tastes and styles according to their temperament, clothes, accessories, select matching products for customers to choose from, and pay attention to showing their personalized side, introducing their advantages, focusing on their safety performance and ease of use, so as to dispel unnecessary concerns of customers. We should be modest and sincere when it comes to more sensitive prices. And inform our after-sales service project, so that customers know that they still have the right to enjoy the service after purchase.
When selling goods, the tone of speech should be as sincere, relaxed and harmonious as possible, and the topic should be humorous. Cooperate with appropriate compliments and body language when necessary. When customers come to a single store to pick up parts or services, if they are free, they should try to delay the time and try to make customers spend again.
Personal summary of the salesperson in the optical shop is brief (3) Time flies, and I have worked in xx for a year in a blink of an eye. Stop and look back at your achievements in the past six months. There is only one qualified test paper. The following is my summary and personal thoughts on this year's work.
As a foreigner, I just came to work in xx glasses company. Most of my energy is focused on how to deal with interpersonal relationships and how to integrate into a strange and difficult working environment, and my professional knowledge has been suspended.
At work, because there is no professional systematic study and training, professional knowledge is very limited, so the work is basically in hospitals (free clinics), glasses sales, sales departments, and it is inevitable that it will collide with colleagues' work opinions. But in the face of work, I personally think that as long as I am a member of the company, no matter what position I am in, I will do my part as long as the company needs it.
Our company always adheres to the quality policy of "professional service, Excellence, excellent service and customer first", seeking truth from facts and making continuous progress. When you treat others sincerely, when you are friendly, you always understand and think about each other's feelings and needs from the perspective of others. Your truthfulness and sincerity will definitely bring you trust and return. As an employee of xx, the word "sincerity" is very important to us!
1. Set yourself a step-by-step and practical business goal, aim high and get quick success, which is the ideological source of dishonest sales.
2. Study hard and master the materials of glasses.
3. Introduce products rigorously, pragmatically and seriously. One is one, one is two. You know what you know, but you don't know what you don't know. Practical and honest people are more likely to win the long-term favor of customers and have higher performance. Exaggerated and inaccurate product promotion will often scare away your most valuable customers.
4. Respect customers' wishes and listen to their needs. Customers are diverse, and so are their needs.
5. Respect the products of other competitive brands and show professionalism and tolerance. A single flower is not spring, but colorful flowers are spring. Only competition can benefit customers more.
The company is growing, and I personally want to improve myself with the growth rhythm of the company.
Personal summary of the sales staff of optical shop is brief (4) xx years will pass, and I have learned too much and too much in the X months of xx. From the beginning of cleaning to the present manager, I have experienced a lot, including laughter and confusion. We doubted, we cringed, but fortunately, now we persist. Here I will sum up my work experience and some problems during this period.
A store is like a home, and the manager is the head of the family. Parents should take good care of all the problems of this family, such as personnel, goods, hygiene, furnishings, equipment, safety and so on. If any small detail is not taken into account, it may have a negative impact on the work. The manager is also the leader of a store, the link of corporate culture information transmission, and the executor and concrete operator of company policies; It is the spokesperson of enterprise products and the core of the store.
Therefore, the store manager needs to stand on the position of the operator, comprehensively and scientifically analyze the operation of the store, and fully implement the company as the store manager not only needs to understand the tasks and goals issued by the superiors. It is also necessary to know what needs to be done to achieve this goal and how to achieve the best results. Every customer's information should not be static, but should be constantly enriched. We should pay attention to the accumulation of every customer's detailed information bit by bit, so that customers can really feel concerned in the communication with customers. In addition, through the continuous analysis of the consumption data of the same customer, it will provide the most direct basis for formulating targeted service and sales strategies for this customer. Delivery is the most direct and effective means to obtain new customer information, especially in the case of insufficient passenger flow. It should be regarded as a daily work, on the one hand, it can make full use of human resources, and at the same time, it can better understand customers through this work. Telephone follow-up to customers is an effective means to extend services to the outside world, and after-sales tracking of services is of great help to consolidate the relationship between new customers and customers with signs of loss. In a word, to be a qualified store manager, we must take the overall situation into consideration and repair both inside and outside. Publicity is the lifeblood of the store's development. Only when there are enough new customers can the store survive. At the same time, the quality of service and the understanding of customers can not be ignored, otherwise everything before will be in vain and meaningless.
In addition, the operation and management of the store should also be constantly grasped, which is the basis of the store operation. First of all, we should establish a step-by-step management system, and divide the responsibilities from top to bottom in detail. Make everything in the work managed and implemented, and put an end to dead ends.
Second, we should pay attention to the training of employees in the store, cultivate the collective sense of honor and ownership of employees and salespeople, be proud of the store, let each employee and salespeople give full play to their potential, and make them have high-quality talents who love their jobs, are dedicated, have warm and thoughtful service, understand business and manage.
Thirdly, it is necessary to establish a clear reward and punishment system to motivate and restrain the work of employees and salespeople, so that the whole store can become a United and cooperative group and be invincible in the competition.
Fourth, create a good external environment, coordinate cooperation with government departments, and reduce unnecessary troubles.
In short, the market is good and the situation is grim. If we don't do a good job in the market in a short time and seize this opportunity, we are likely to lose this opportunity and never have a chance to do this market again.
I will conscientiously implement the company's brand strategy and give full play to the functions of the store manager. In the future, I will strive to improve. In the new year, I will do my job better, be a responsible person, be a grateful person, and make xx's career bigger.