Sales summary and deficiency 1
Since its establishment on August 2nd, Chengdu Food and Beverage Assault Team of Jinshayuan Bamboo Leaf Beverage, after five days of food and beverage market investigation and preliminary development of high-end food and beverage market, summarizes the work this week as follows, with the purpose of learning lessons, improving team work efficiency, doing the work better and making everyone more confident to do the work well.
I. Summary of this week's work
During this week, we strictly followed the company's management measures. In terms of attendance, no one is late and leaves early, and every employee is actively involved in their daily work. Hold meetings twice a day. In the morning, we will make detailed arrangements for the day's work plan. In the afternoon, summarize the day's work, share the problems and successful experiences encountered in the market, and find solutions and ideas.
By constantly visiting customers, collecting information from the same industry and accumulating market experience, we now have a more comprehensive understanding and understanding of the catering market. Now we can gradually respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers, and communicate well with customers. In this week's work, although no orders have been signed, some customers we visited have gradually developed trust in our company and products.
This week, our catering commando team visited 25 effective high-end restaurants. There are Tanyutou, Xiangtianxia, Dezhong Restaurant, Dezhuang Hotpot, Pangma Hotpot, Liu Yishou, Dayulang Hotpot, Lion Building, Huang Chao Pavilion, Fourth City, Old House and Peony Pavilion. Among them, Tanyutou, Daanzhu, Dayulang and Huang Chao Pavilion basically reached an agreement.
Second, the shortcomings:
The understanding of the market in the early stage was not deep enough, and most restaurants bought out drinks. Some restaurants are interested in our products, but the wine supplier who bought out this restaurant is either the agent of Jinshayuan wine, and they have never delivered the goods, or the wine supplier is selling other drinks, and we can't sell the drinks to the dealers. We can't come up with a good solution to this problem quickly.
Third, the next work plan
In a week's work, through the joint efforts of all staff, we have gained some valuable sales experience, but we still have great problems in market development. We have the following plans for next week's work:
1. Expand the sales team and form a relatively stable, practical and familiar sales team. All sales achievements come from having a good sales staff, and establishing a cohesive and cooperative sales team is the foundation of the enterprise.
2. Improve the sales system and establish a clear and systematic business management method.
Sales management is the key to an enterprise. The purpose of perfecting the sales management system is to make the sales staff exert their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3. Cultivate sales staff to find problems, sum up problems, constantly improve themselves, and raise their business ability to a new level.
4, the formulation of sales targets. Implement performance appraisal to everyone.
According to the sales task issued by the company, the task is broken down into weeks according to the specific situation, and everyone will complete the sales in each time period every day.
I think the development of the company is inseparable from the overall quality, policy and team building of employees. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work. I believe that through our market development for a period of time, the business ability and level of everyone in our team will be greatly improved. In view of some changes in the market and competition in the same industry, we can come up with a relatively complete plan to deal with some emergencies. I can operate the whole project given by the company.
These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
Summary and deficiency of sales work II
I. Work Summary for 20__ years
personal growth
On July 2, 20 _ _, I was lucky enough to enter the big family of SINOMACH, and with the support and help of company leaders and colleagues, I constantly exercised and improved myself. Seeing that 20 years will soon be a thing of the past, I have many feelings when I look back on these six months with my colleagues in China.
I graduated in June this year and came directly to Shanghai as soon as I left school. Before I came here, I was still confused. I don't know what to do, and I haven't given myself a clear position. Because I had two jobs before graduation, both of which were sales, but in the end I failed to persist for various reasons, probably because of these two failures. At that time, I didn't have much affection for sales.
But fate is always so strange. I don't know whether I chose sales or sales chose me. Finally, I came to Zhongji and returned to the sales front line again. On the first day I came to CTU, Mr. Hu accepted my interview. He asked me a few questions, but I didn't answer them very well. Especially when I was asked to introduce myself in English, I didn't express myself clearly for a long time. Unexpectedly, Mr. Hu gave me an opportunity to grow up here with CTU.
I just started to contact with international logistics and don't know anything. I have never heard of DHL, UPS and other internationally renowned express delivery companies. There were not many people in the company at that time. Every Saturday, I discuss the achievements and problems of the past week in the conference room. When colleagues analyze the advantages and disadvantages of channels and some operational processes, I am even more confused. When I entered the company, the last batch of system training had just ended. Mr. Hu and Mr. Guo invited me to be my teachers and gave me a training textbook to familiarize me with relevant knowledge. Due to lack of practical experience, I looked very tired and often fell asleep. A week later, I began to learn to make phone calls. At that time, I made more than 70 phone calls a day, but the effect was not very satisfactory. I often encounter difficulties and disdain from customers, and I haven't made any progress in the past month. I was very depressed at that time, and I didn't know whether to stick to it or find another way out. The leaders also talked to me many times and gave me encouragement. As a result, on the last day of July, I finally made a bill and received my first ticket to South China University of Technology. In the next few months, I gradually added some customers, but compared with other colleagues, the progress was still much slower.
The past six months at CTU have been very fulfilling. Here, I not only do business, but also pay attention to my own improvement. Unlike my previous company, I can improve while learning, and at the same time I can quickly apply what I have learned to practice. When I encounter problems that I don't understand or can't solve, I can always ask my leaders and colleagues for help, and they will not hesitate to help me. This is also my happiest place here. Here, my thirst for knowledge is stronger than when I was a student, because these things are what I urgently need and the value of my work here. The logistics industry, especially international logistics, has always been risky. I have been working hard to improve my professional knowledge, in order to find solutions to various problems and improve my awareness of risk prevention. In the past six months, I can't talk about success, but my work has honed my perseverance and patience, which is my greatest gain. Difficulties and hardships, Yucheng. Although my present performance is not ideal, I believe I will go better in the future.
(b) Performance growth and customer analysis
I analyzed the monthly performance growth from July to now. July is my first month in the company, and this month is quite long for me. Because of the late invoicing, only one ticket was delivered throughout the month, with profit 150 yuan. In August, three new customers were added, among which Lina Clothing Company only took 0.5kg of ordinary goods and never cooperated again, probably because of the long customs clearance time. The total performance of this month is 8 13 yuan. There were no new customers in September, and the performance was mainly supported by two customers, Weishang Sports and Shengli Optoelectronics, with a total performance of 3,063 yuan. On June 5438+ 10, three small customers were added, and the cargo volume was not large. The shipments of Weisheng Sports and Shengli Optoelectronics also decreased, and the performance was sluggish for the whole month, only 1766 yuan. 165438+ 10 added 5 new customers with a monthly performance of 7046 yuan. However, due to one-vote customs declaration, it took Shengli Optoelectronics nearly a month to reach its destination, and it is estimated that it is unlikely to cooperate in the future. Although the volume of goods increased in June165438+1October, the number of customers is still small, and there is always a sense of crisis. Therefore, priority should be given to developing new customers in the future, and sufficient customer resources can ensure the turnover.
I have few customers. Let me briefly analyze the existing customers.
Yiwu Compaq Import and Export Co., Ltd. is my first customer in the company. Because he was in a hurry to pay the bill at that time, the price quoted to him was relatively low, and it is difficult to increase profits now. The company is given by the boss himself, and it is very sensitive to price and likes to compare prices. There have been few deliveries from me recently.
Danyang weisheng sporting goods co., ltd. is my high-quality customer, and the price I gave him is not high. Now I'm basically doing express delivery, and I'm also responsible for some shipping. The company specializes in sports fencing supplies, which are currently in the peak season. Relatively speaking, the shipment volume is considerable.
Shanghai Shengli Optoelectronic Technology Co., Ltd. is also a client I developed in August. This customer mainly produces LED lamps, which are mainly exported to Britain, Germany and other western European regions. The early cooperation was pleasant and the development potential was huge. However, in June of 165438+ 10, there was something wrong with the customs declaration, which made it very unpleasant. Although the main responsibility is not ours, we tried our best to help, but in the end we didn't win the understanding and recognition of our customers. It is understood that all customs declarations of the company are directly handed over to DHL officials, who dare not hand them over to agents. It is estimated that cooperation is unlikely in the future. After the problem is solved, I'm going to go there again and try to make it right.
Xinfengtai Technology Co., Ltd. was transferred to me when Zhang Yujun left. Customers have a single delivery type, all of which are pure batteries. Considering that the company is located in Shenzhen, the competition is fierce and the profit is average. But customers like to delay payment and always delay payment for various reasons. If there is any delivery in the future, you must strictly pay first and then deliver.
Yuanfeng Toys, Huaxia Plastic Industry, Lin Xin Amusement and Hengjing Yide Trading Company have been keeping in touch recently, but the other company's goods are not many, and occasionally they send some samples, but they think their services are not bad, and they don't regard others with special respect because of the small quantity.
Lina clothing is an early development customer. The first ticket to Romania was delayed for more than ten days because of customs clearance. Although customers have always been very understanding and cooperative, they rarely ask me for inquiries and never deliver goods. Yu Rujiang, a private guest, frequently travels to and from Ningbo, Guangzhou and Shenzhen, and his cargo volume is unstable. In June165438+1October, four air tickets to Saudi Arabia were sent in succession, and there was no news since then.
Olympic Sports, Intema Electric Appliances and Aisheng Solar Energy Technology are all new customers, and they are not very big. I've been keeping in touch and trying to get more orders from them.
Summary and deficiency of sales work 3
This year, under the leadership of the company, all the staff in the sales department launched a series of work around the objectives and tasks set at the beginning of _ _ _. In order to better grasp the work experience and shortcomings of the past year and facilitate the development of sales work in the coming year, the following summary is made.
First, the overall goal completion
The completion of the main sales indicators for this year is shown in the following table.
Table of Completion of Main Sales Indicators
Year-on-year growth rate of index name, planned number and completed number
The sales amount is RMB _ _ _ _ _ _%.
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
Second, the factors that affect the sales target
In the past year, although the sales target reached the level set at the beginning of the year, it was still lower than the same industry. Factors limiting sales targets include the following.
1. the business in the southern region has declined seriously. In _ _, the sales in this area reached _ _ million yuan, accounting for% of the company's total sales. However, due to the influence of new leaders and new policies, Southern District has made great efforts to rectify and adjust dealers this year, especially replacing dealers in major regions such as Hangzhou and Shanghai, resulting in a serious decline in sales.
2. The northwest balance has suffered serious losses. Last year, the average sales return rate of our company was%, but it was only% in the northwest region, which was _ percentage points lower than the average level. Although the northwest region also formulated a series of sales collection measures at the beginning of the year, due to the frequent turnover of sales staff, the collection measures have not been effectively implemented, and there have been incidents of buck passing.
3. It is greatly influenced by product quality and delivery time. In the first half of this year, due to the large market demand, our contract processing enterprises often neglected quality in order to catch up with the progress, which led to an increase in customer complaints and affected sales.
4. In terms of capital withdrawal, due to the pressure of major competitors, customers often take post-payment, while some big customers demand deferred payment, which leads to the untimely capital withdrawal plan and affects the overall operation of the company.
Third, the main work review and professional ethics.
In view of the poor organizational discipline and low work efficiency of individual salesmen, two large-scale centralized trainings were conducted in the off-season of sales, and the implementation, execution and supervision of the system were strengthened. Perfect the work reporting system, significantly improve the mental outlook of sales staff and improve work efficiency.
2. Strengthen dealer inventory management, minimize inventory and reduce enterprise risks.
This year, we strengthened the management of dealer's inventory control, so that the sales department can master the dealer's inventory data at any time. Under the premise of ensuring product supply, we reduced the inventory to the maximum extent and reduced the risk of enterprises.
3. Improve the service quality and business ability of sales staff through training. At the same time, in our daily work, we also require sales staff to do the following:
(1) Strengthen communication with customers, make friends first, and then do business;
(2) timely understand the production and operation of customers and competitors, and handle problems in time when found;
(3) Feedback customer requirements and product quality to relevant departments in time, strengthen communication and cooperation with horizontal departments, and make our product quality and service meet customer needs;
(4) concentrate on pre-sale, in-sale and after-sale services, and consolidate and expand the business;
(5) Actively participate in the development of new business.
(6) Strengthen the withdrawal of funds and avoid enterprise risks.
Fourth, the existing problems
1. Through the analysis of this year's sales targets, it is reflected that the daily management of the department needs to be further strengthened.
2. The overall return on funds is not ideal and does not meet the expected requirements.
3. Individual salesmen have weak sense of responsibility and work planning, and their business ability needs to be improved.
4. The development of new business is not enough, and the business growth is small.
Summary and deficiency of sales work 4
September has quietly left us. The arrival of 10 tells us that more than half of the 20 years have passed. At the end of last month, our company held a sales meeting for half a year. The leaders of the company also made a half-year work summary at the meeting, which gave us a deeper understanding of the company's work in the past six months and summarized some experiences for us to share. Therefore, after this meeting, the leader asked us to make a summary of our work for half a year, hoping that through the summary, we can better understand ourselves and learn from outstanding colleagues, so as to better carry out the work in the second half of the year.
Now I will summarize my work experience and feelings in the past six months as follows:
First, do things in a down-to-earth manner and earnestly perform their duties.
First of all, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time, follow up customers in time and analyze customer data. Secondly, I often communicate with other salespeople frequently to analyze the market situation, existing problems and solutions in order to improve together.
We should always develop new customers, and constantly classify customers among competitors, regard the customers who are most likely to use our products as important customers, focus on the customers who have recently had projects, and allocate the number of visits according to their needs. Strive to promote the list, so as to achieve the purpose of sales.
While analyzing customers, we must establish our own customer base. Finding the right customer base according to the characteristics of our products is the key to success. In the past six months, some of the customers I have dealt with are not very familiar with this industry, or just started in this industry, with weak technology and small list, but the success rate is relatively high and the price can be higher. Customers like this can be included in the main customer base. They are usually transferred from other related industries or newly established departments to monitor the project. Because they have customer resources in this area and have development prospects, if they can maintain these customers well, they will leave a considerable amount in the future.
Second, be proactive and strive to complete the task on time and in quantity.
Take the initiative to visit customers every day to ensure the quality of visits. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. No visits, no sales. And because people have feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.
Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us and an opportunity to sell our products to them. Even if we don't close the deal right away, they will always remember your efforts and will take the initiative to find us if it is useful in the future.
Third, do a good job in after-sales service.
No matter how good the product is, there will be defective products and various problems, so after-sales is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn more about the situation from the customer as soon as possible and try our best to find out the problem. If we can't find the reason, don't worry. First stabilize the customer's mood and comfort him, then promise to help him solve the problem and reassure him, then reply to the company's technicians and try to solve it.
There are many problems among my customers, but after coordination and help, most customers are satisfied with our service. Many of them immediately indicated that they would continue to cooperate. Please contact us immediately if you have any items to purchase.
Fourth, keep learning.
People have to keep learning to make progress. First of all, we must learn our new products, and our product knowledge must be passed; Secondly, learn communication skills to improve their business ability; If you have time, you can learn the product characteristics of some peers and compare them with ours, so that you can understand the advantages of our products and avoid weaknesses in front of customers.
Fifth, learn more about industry information.
Knowing our competitors, knowing our peers, knowing the products that are doing well in the market now, and knowing the relevant policies of the industry are all issues that an excellent salesperson must always care about. Only by knowing the outside world, can we not become a frog sitting on the sidelines, can we make a correct judgment on the information we have in our hands, and can we improvise when encountering problems.
VI. Plans for the second half of the year
At the half-year sales summary meeting, there was a big data gap between me and my colleagues in the same department. Her half-year sales were 1.5 million, which was more than 80,000 yuan, while my sales were only over 20,000 yuan, which was far behind. I have to catch up in the second half of the year. Although she entered the company earlier than me for a while, everyone faces the same market and the same number of customers. The gap between them is only the gap between people. In the future, I will learn more sales skills from her and other colleagues, and strive to increase my sales and catch up with them. I want to set a clear goal for myself, and strive to achieve 6.5438+0.5 million in the second half of the year, that is, to achieve about 30,000 per month. At the same time, we should make a good sales plan and assign tasks to our customers, with the general direction from the industry to every customer. In this way, you can clearly know your daily tasks, clarify your purpose of visiting customers, and improve the quality of your visit. Because in the first half of the year, we didn't make a detailed work plan, visited customers blindly, and were not particularly familiar with the products, resulting in less sales, so in the second half of the year, we should change our methods, strive to increase sales, and strive to complete the tasks assigned by the company.
Finally, I would like to thank our leaders and colleagues for their support and help in my work in the first half of the year. I hope that through our joint efforts in the future, we can achieve great success in the second half of the year.
Summary and deficiency of sales work 5
The first half of _ _ has passed, and new challenges are just around the corner. In the first half of the year, there were pressures and challenges. At the beginning of the year, the real estate market has not fully recovered, and the pressure at that time was actually quite great. Customers are worried, and the media is unfavorable. But I firmly believe in the stability and appreciation potential of Qingdao real estate. In the next few months, the housing market picked up, and my colleagues and I seized the opportunity to reach the company's indicators and create good results.
In practice, I have a new understanding of sales, and I would like to sum up some points to share with you:
(a) not artificial, treat each other with sincerity, the customer's statement is sincere and false. Get the trust of customers, and customers will listen to you. On the contrary, everything you say will have the opposite effect.
(2) Understand customer needs. Understand what customers need at the first time and make targeted explanations, otherwise it is a waste of time to say anything.
(3) The recommended house should be sure, know all the houses, including their advantages and disadvantages, and have a reasonable explanation for all the problems of customers. However, don't argue irrationally about obvious injuries. Nothing is perfect. Let customers know that when you see perfection, there must be lies.
(4) Maintain customer relationship. Every customer has various contacts. As long as they are guaranteed to love the project, they will pass on their love, and the resources are endless.
(5) identify yourself. We are not selling houses, but consultants, who help customers with our professional knowledge. More professional knowledge with customers and neutral evaluation of other properties can increase customers' trust.
(6) Unity and cooperation are necessary for a good team.
There are still some areas that need to be improved:
First, sometimes customers who are impatient, have many questions or talk a lot tend to be tit for tat. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust.
Second, not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.
I have been working for more than half a year now. I sold 69 sets in the first half of the year, with a total sales of 60 million. In the future work, I will improve myself, improve myself, and increase my knowledge and understanding of all aspects of Qingdao. I will not only do a good job in this project, but also move south with the company to open up a new battlefield.
Here, thank you very much for giving me this exercise opportunity. I will work harder, study harder and hand over my satisfactory report card.
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