The ultimate goal of sales is to form sales, but the form is by no means often heard: "What do you think?" I'd like to share with you some five summaries about distribution channel management, hoping to help you.

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# Experience in distribution channel management 1#

How time flies! I have been in _ _ company _ _ store for almost two months. Looking back on my work during this period, with the support and help of leaders and colleagues, I have been able to do my job well and complete the sales task quickly according to the requirements and assigned tasks of the company's superiors. I first worked in the _ _ store, and the company transferred me to the military service agency near _ _ to do mobile phone sales. Under the new working environment and requirements, I have new methods, improved my skills and greatly changed my working methods. Let me briefly summarize my recent work.

I. Abide by professional ethics

I think that no matter what kind of work, observing professional ethics is the basic prerequisite for competence; Is the key to doing a good job. At work, I strictly abide by the company's disciplines, do my job well, do every little thing well, and grasp every minute. Only by starting from me, starting from small things and starting from now can we make different progress every day.

To do this job well, you not only need to be familiar with the relevant knowledge and fluency of each mobile phone product, but also need to have a good attitude, be patient, caring, careful and treat every customer seriously, no matter where he comes from or in what position, he should be serious and responsible for their requirements and do his best to contribute to them. Customers patiently explain to customers when they are young, and choose the mobile phone they need according to different customers to meet customers; When there are many customers, do a good job of taking care of each customer. Every link can't be relaxed. Let customers feel my sincerity while waiting, be familiar with business constantly, and improve service efficiency.

Every time I bring back a new model in the store, I will use other time to explore the functions and parameters of these new mobile phones as soon as possible, so that I can directly introduce these mobile phones to users when I face customers and constantly improve my business ability.

Second, effective teamwork can also improve work efficiency.

To this end, I not only work hard by myself, but also get along well with my colleagues. In addition to learning from each other at work, learn from each other's strengths and apply what they have learned. After a year's work, I constantly enrich my study, and I often sum up my ideas and gain a lot of experience. I always learn and improve myself. I also constantly sum up myself from it, so that my life and work can be improved better and better, because at work, I will always come into contact with new things, and summing up is also very important. After work, I will constantly recharge my thinking and summary, so that I can have more understanding and sentiment in my business work.

Due to the social development and fierce competition in the industry, I feel that my burden is very heavy and my knowledge and ability are still limited, so I always dare not take it lightly. I have been studying, learning from books, learning from leaders around me and learning from colleagues. So I feel like I'm making progress. Through continuous study and accumulation, we can calmly deal with all kinds of problems in daily work, ensure the normal work of this post, treat work tasks with a correct attitude, love our jobs, earnestly implement them in practical work, actively improve our own quality, and strive for the initiative in work, so as to have a strong sense of professionalism and responsibility and strive to improve work efficiency and quality.

In the future work, I will continue to improve my own shortcomings, take continuous progress in my work and improve sales performance as my tireless pursuit goal, and strive to make my ideological consciousness and work efficiency reach a new level in an all-round way and make more contributions to the company.

# Distribution Channel Management Skills 2#

Spring goes to winter, and in a blink of an eye, history is about to turn a new page. In the past year, under the leadership of _ _ _ _, with the strong support of all departments of the company, all the staff of _ _ _ Hall overcame difficulties and made great efforts to make progress, and successfully completed the sales task assigned by _ _ _. In the coming Spring Festival, we will make the following summary report on our work in the past 20 years:

I. Sales situation

In 20 years, the sales volume was 89 1 set, and the sales volume of each model was Fukang 33 1 set; __ 16 1 set; __3 sets; __2 sets; __394 units. Of which _ _ sold 35 1 set. _ _ _ _ The sales volume of 497 vehicles increased by 45 vehicles compared with 2004 (342 private cars were sold in 2004).

Second, the marketing work

In order to improve the company's popularity and establish a good corporate image, while building a platform for mutual exchange, communication and friendship with customers, we attract more customers to the exhibition hall and collect more sales leads. In 20__, our department held 1__ auto show and test drive activities, published 34 hard advertisements, 4 soft articles and 5 _ _ radio broadcasts of 140__, and organized sales staff to pay a positive return visit to the users who have bought cars, so that customers can feel our care through the return visit. In September, 20__ _, the company officially promoted and appointed _ _ _ _ as the marketing manager of _ _ _ _ _ Hall. Submit the marketing form on time every day during work, and do your duty to contribute to the marketing work of the company.

Iii. Information reporting

The report is repetitive work, and the position is important, which is related to the audit and acceptance of _ _ _ _ company in the future. In order to complete this work well, _ _ _ was appointed as the information reporter in May, 2000, and worked hard to complete _ _ on time and accurately during the work.

Fourth, file management.

In 20__ years, in order to improve the file management, I appointed _ _ as the file administrator, and my main work included collecting the files of car buyers, registering vehicle sales, sending and receiving vouchers, and summarizing user files and reporting them to _ _ company. During my work, I successfully completed the tasks assigned by the company according to the regulations of the company.

The above is a brief summary of the work in the past 20 years.

Recently, under the arrangement of the company, I have been consulting and studying in Qilu Sunshine for a long time. As the saying goes, a good threesome must have a teacher. After studying, I combined my previous work experience to learn from each other's strengths. Now I make the following arrangements for my work plan for 20 years:

1. Learn about the company's operating policies in detail and use them reasonably to create favorable conditions for vehicle sales in terms of price.

2. Coordinate the work of various departments of _ _ _ _ Company and strive for preferential policies. Enhance our market competitiveness.

3. Have an early meeting every day to learn about vehicle sales, arrange daily work, accept different opinions from sales staff and learn from each other.

4, sales staff training, monthly regular _ _ class training and learning, in order to improve sales skills, service skills, team awareness, etiquette, etc.

5. Increase and develop secondary sales outlets, formulate a complete sales policy for secondary outlets, and send sales personnel to our company to achieve a breakthrough in marketing and make our sales work to a higher level.

6, rational use of funds, establish high-quality inventory, strive for the use of funds.

7. According to the sales task formulated by _ _ _ _ company, assign the sales task to the existing sales staff.

8. Redefine the health area and make the health duty table.

9. One-day working mode, as the saying goes, good days are hard, but good days are good.

Finally, on the occasion of the Spring Festival, please allow me, on behalf of all the salespeople in _ _ _ _ _ Store, to thank the company leaders and all my colleagues for their strong support and help in our work over the past 20 years. I would like to express my deep gratitude here. In the new year of 20__, we will continue to work hard and learn with an open mind. Thank you for your support with better results. Thank you again and wish you a happy New Year and a happy family.

# Distribution Channel Management Skills 3#

It has been more than 40 days since I came to our company. I am glad to join our company. After graduating in June this year, he officially entered our company and became a new employee of our company. I feel very honored! Although less than two months, but in this short time, I always feel care and warmth. Some leaders pay attention to our growth. I benefited a lot from their inculcation, and I quickly put my position right and made my goals clear. Some colleagues guide us with personal experience. They use their own experience to help us get familiar with our own workflow faster, and let us realize the transformation from school people to professionals. I provide a broad career stage for every employee, so that we can display our talents and create ourselves.

I have my own unique training system, and every new employee who comes to me will benefit from the training system I am good at. I remember when I first came to X, I received the guidance and training from the office department of the company, mainly in corporate culture, which gave me a clearer understanding of the exhibition process of X, and then I was assigned to the sales office for training. The sales office is a dynamic department because I-I just came to the sales office. Tell me about it-tell me about their work experience and guide me constantly-I have been in contact with some professional work, and after a period of study, I-I have a certain understanding of the basic work of the sales office, which is very important to me-I am honored to have such enthusiastic colleagues.

After these days of training, I also learned a lot, which made me understand that I should change my role as soon as possible and integrate into the new working environment as soon as possible. In this process, we will inevitably feel uncomfortable, but this cannot be an excuse for us to escape. From the day we joined the company, we were one of my employees, not the former students, because then we should be familiar with the company's rules and regulations and strengthen discipline, so as to be strict with ourselves, find out our position in the company and integrate into the working environment as soon as possible. I am also clearly aware that I still have many shortcomings and many things to learn, so I must work harder.

# Distribution channel management skills 4#

At work, because I have always been cheerful and optimistic, there is nothing wrong with being a doorman. Some customers say that we girls and boys have a particularly good attitude, but our professional ability needs to be improved. My answer is that we really need lifelong learning.

First, customers bought a lot of activities last month, and old customers can only start with other products and channels. Generally speaking, there are many related products, but the promotion is limited. At the same time, some products such as Wenyang Tongluo Drink have limited types of stores, which cannot meet the individual needs.

Second, there are few new customers for development, and some are still in the understanding stage. For them, the most important thing now is to cultivate confidence and awareness of products.

Third, our sales skills are lacking and our knowledge of Chinese medicine is weak. We should strengthen our study and guidance.

Fourthly, when Mr. X came to _ _ to give a lecture, the sales volume was good that day. Because of the good publicity before, he completed _ _ more sales. Generally speaking, our store still lacks a prestigious personal brand. But "don't make excuses to find a way" is what our store and I personally have always advocated. Maybe my ability is not enough now, so I have been working hard, studying hard, working hard and living hard to make every day full of hope. Milu said, "Attitude is everything". To put it simply, my attitude towards work is to choose what I like and do my best for what I like. During my working time, I don't think work is a burden, so I can put in so much enthusiasm every day to keep my passion and motivation.

As the manager of a clothing store, I feel a great responsibility. Years of work experience have taught me a truth: for a retail store with good economic benefits:

One is to have professional managers;

Second, we should have good professional knowledge as the backing;

The third is to have a good management system.

Observe attentively and communicate with customers attentively, and you can do it well.

The specific summary is as follows:

1, conscientiously implement the company's business policy, and at the same time convey the company's business strategy to every employee correctly and timely, which has played a very good role in connecting the preceding with the following.

2. Do a good job in the ideological work of employees, unite the employees in the store, fully mobilize and give play to the enthusiasm of employees, understand the advantages of each employee, give play to their strengths, and do what they can. Strengthen the cohesion of the shopping mall and make it a United collective.

3, through various channels to understand peer information, to understand the customer's shopping psychology, to know ourselves and ourselves, know fairly well, and have a clear aim, so that our work is more targeted, thus avoiding unnecessary losses.

4. Set an example and be a handsome employee. Constantly instill corporate culture in employees, educate employees to have a sense of the overall situation and do things from the overall interests of the company.

Fifth, attract customers by thoughtful and meticulous service. Give full play to the initiative and creativity of all employees, and let employees change from passive "let me do" to positive "I want to do". In order to create a good shopping environment for customers and create more sales performance for the company, lead employees to do the following work.

First of all, do a good job of cleaning every day to create a comfortable shopping environment for customers;

Secondly, actively serve customers and meet the needs of consumers as much as possible; We should constantly strengthen our sense of service and let our customers leave our store with sincere smiles and polite language.

Six, handle the cooperation between departments, work cooperation between superiors and subordinates, less complaints, more enthusiasm, objectively look at the problems in the work, and solve them with a positive attitude.

Now, the management of the store is gradually becoming digital and scientific, and the improvement of management means puts forward new job requirements for the store manager. Skilled business will help us achieve various operational indicators. The new January has begun, and the result can only represent the past. I will run our _ _ store with more exquisite and skilled business.

# Distribution channel management skills 5#

Shopping guide plays an irreplaceable role in the process of clothing sales, which represents the external image of merchants and accelerates the sales process. Therefore, it is very necessary for merchants to train and improve the sales skills of clothing shopping guides. So what are the sales skills of clothing shopping guide? Clothing shopping guide must first do the following:

1, smile.

Smiling can convey sincerity, and charming smiling is a long-term practice.

2. Praise customers.

A compliment may keep a customer, promote a sale, or change a customer's bad mood.

3. Pay attention to manners.

Etiquette is respect for customers, and customers choose people who can make them like shopping guides.

4. Pay attention to the image.

Shopping guides appear in front of customers in a professional image, which can not only improve the working atmosphere, but also gain the trust of customers. The so-called professional image is to guide the buyer's clothing appearance, manners, mental state, personal hygiene and so on. , can bring good feelings to customers.

5. Listen to customers.

Inexperienced shopping guides often make a mistake, that is, as soon as they come into contact with customers, they talk endlessly about products (from: salesman network:) until customers get bored. Listening carefully to customers' opinions is one of the most important ways for a shopping guide to establish a trust relationship with customers. Customers respect those shopping guides who can listen to their opinions carefully.

The following are the ways for clothing guides to approach customers.

First, the problem teaching method

Hello, what can I do for you?

This dress suits you very well!

What size do you wear?

You have a good eye. This is our latest product.

Secondly, the approach method is introduced.

When you see that customers are interested in a product, introduce it.

Product introduction:

1, features (brand, style, fabric, color)

2. Advantages (generous, solemn and fashionable)

3. Benefits (comfort, sweat absorption and coolness)

Interactive session: introduce the clothes you wear; Note: When using this method, don't ask the customer for advice. If the other party answers "no need" or "don't bother", it will cause an embarrassing situation.

Third, praise the approach method.

That is, praise the appearance and temperament of customers in a "praise" way and get close to customers.

Your bag is special. Where did you buy it?

You are really energetic today.

Children, they are so cute! (Customers with children)

As the saying goes, a good word warms spring; Good words will always be heard. Generally speaking, if you give proper compliments, customers will be friendly and willing to communicate with you.

Fourthly, demonstration approximation method.

Use the product demonstration to show the efficacy of the product, combined with certain language introduction, to help customers understand the product and know the product. The best demonstration is to let customers try it on. According to statistics, 68% of customers will make a deal after trying it on.

Precautions for installation:

1, take the initiative to untie clothes, zippers, shoes, etc. For customers.

2. Guide customers to wait outside the fitting room.

3. Tidy up the customers when they walk out of the fitting room.

4, the evaluation of the try-on effect should be sincere, but slightly exaggerated, praise.

No matter how to approach customers and introduce products, shopping guides must pay attention to the following points:

First, the customer's expression and reaction.

Second, ask questions carefully and never involve personal privacy.

Third, the distance to communicate with customers should not be too close or too far. The correct distance is about one and a half meters, which is what we usually call social distance.

The above is just a brief introduction to some sales skills of clothing shopping guide. In order to acquire more sales skills, shopping guides need to learn and summarize from practice in order to make continuous progress.

Women's clothing sales skills are very popular now, because women's clothing sales are the most active in clothing products, and the love of beauty is women's nature, so it is doomed that the women's clothing sales market and skills competition will continue to soar. The women's clothing market has a specific population and a large market capacity, but because of different categories and brands, the sales population is also mixed. If you want to win a share in this market, you can't just rely on your loud voice. You must learn the skill of making a static drive with four or two weights. The most important thing here is the mentality, the salesperson's and the customer's, which you helped the customer form.

The mentality of salespeople

Attitude is everything. Attitude is a person's motivation to treat things. A good attitude produces good motivation and will inevitably get good results.

1, positive attitude

First of all, we need to have a positive attitude. A positive attitude is to expand the good and correct aspects and put them into it at the first time. A positive attitude not only fills you with the sunshine of struggle, but also brings sunshine to people around you. Thereby affecting every customer who enters the door.

Step 2 have a positive attitude

What is initiative? Initiative is "no one tells you that you are doing the right thing". In the era of fierce competition, passive beatings take the initiative to occupy the dominant position. Actively increase your chances.

3, empty cup mentality

No one is perfect. Everyone has his own shortcomings, where he is relatively weak. You need to rearrange your wisdom with an empty cup mentality and absorb the excellent things that are correct with others now.

4. Win-win mentality

Some people do beheading, but no one does business at a loss. This is a business rule.

5. An inclusive attitude

Clear water means no fish, and all rivers run into the sea. We need to use compassion, we need to accept differences, and we need to tolerate differences.

6. Confident attitude

Self-confidence is the source of all actions. Without confidence, there is no action. If you are full of confidence, you will be full of enthusiasm, and you will begin to feel that these things can be done by us and should be done by us.

The mentality of female customers

In order to formulate a set of standard processes and skills for receiving guests and providing quality services, it is necessary to understand the psychological process of customers who are female customers when buying our clothes. We provide targeted services at different stages.

1, observe and browse two kinds of guests:

Without a clear purchase purpose, I will buy clothes that interest me;

For the purpose of loitering, kill time, go shopping and enjoy all kinds of clothes.

Step 2 attract attention

Guests find the clothes they are looking for, or the style and color of a certain kind of clothes attract guests.

3. Induce association

Associating the feeling of wearing this dress on yourself will immediately produce a feeling of excitement. "I will wear this skirt to the company tomorrow, and my colleagues will definitely praise me. That's great. I have to try! " It is important for guests to associate clothes with life. Decide whether she will take further action. When a guest is interested in one of our clothes, we show it to her. Touching and so on is the best way to make her think better and more!

4, produce desire

After a good relationship, there will be possessiveness. On the contrary, it is often. We can successfully encourage her to try it on, which is the best way to stimulate her possessiveness.

5. Comparative evaluation

The desire to possess does not mean buying immediately. Guests will compare similar clothes of different brands with experience and knowledge, and think about and analyze their personal needs and the style, color, quality and price of clothes. Thinking and analysis are not necessarily rational, but may also be irrational.

At this stage, we will deal with some of her objections and questions about clothes.

Step 6 decide to buy

After comparative evaluation, the guests have confidence in one of our clothes, and then they will buy it; You will also lose confidence and give up your willingness to buy.

There are three reasons for the confidence of the guests:

A, believe the introduction of the shopping guide.

B, believe in shopping malls or brands

C, believe in the style and color of the clothes themselves.

Reasons for the loss of confidence of the guests:

This is not the dress she really wants.

B, the shopping guide doesn't understand commodity knowledge.

C, I feel that quality and after-sales are not guaranteed.

D, conflict with the purchase plan

When a guest loses confidence in a certain kind of clothes, we ask the shopping guide not to force the guest to immediately transfer to other clothes that the guest is interested in, and strive to retain and continue to recommend.

Strengthen customers' purchasing psychology

The point is to be targeted. The design, function, quality, price and other factors of clothing should be suitable for people, so as to truly make the customer's psychology transition from "comparison" to "belief" and finally sell successfully. It is a very important link in sales to make customers have the belief of buying in a very short time. Key sales have the following principles:

1, starting from 4w.

Making suggestions on when to wear, where to wear, who to wear, why to wear, etc., is conducive to sales success.

2. The main points should be brief.

When explaining the characteristics of clothing to customers, the language should be concise and clear, and the content should be easy to understand. The most important characteristics of clothing products should be stated first, and then spread out layer by layer if you have time.

3. Specific performance.

According to the customer's situation, improvise, don't be stereotyped, just say "this dress is good" and "this dress suits you best" and other simplified and generalized marketing languages. Change the way of speaking according to the sales target. Introduce different content to different customers to suit everyone.

4. The clerk grasps the fashion trends, understands the fashion pioneers, and explains to the customers that the clothes conform to the fashion trends.

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