The salesman's work experience is summarized as follows: the overall strategic planning of sales is formulated and controlled by the company headquarters. My internship focuses on specific stores: Carrefour and RT Mart.
From May 10, according to the arrangement of the company, I visited (Carrefour: Xinshi Store, Le Kang Store, Wanguo Store and Yuancun Store; RT Mart: Xintang Store and da li Store) have basically mastered the operation mode and maintenance process of some stores after ten days of on-site practice. Now I will sort out my learning experience these days and regard it as the work report of this practice.
First, provide store information so that the company can avoid business risks.
The salesman is the special agent of the company stationed in the store, which is not only the bridge between the company and the store, but also the lubricant, sensor and regulator between the company and the store. Therefore, as an excellent salesperson, you must understand the company's strategic objectives and tactics. Not only should we know the details and characteristics of the products that the company enters the store, but we should also be familiar with the operation process of the store and some little-known hidden rules of the industry; It can not only bear the double pressure of the company and the store, but also eliminate the friction coefficient in operation under this pressure, so that the company and the store can always maintain a happy and harmonious cooperation situation. Only in this way can we successfully collect relevant information such as marketing performance, procurement cycle, return frequency and suppliers' access through all possible channels (such as purchasing department, finance department, section chief, promoters and even cashier's office), and feed it back to the company in time as a reference for the company to avoid store risks.
The background and scale of Carrefour (ignored here) should belong to Class A enterprises in terms of its credibility, market coverage and competitiveness in large chain retail enterprises, and it is also one of our important sales channels. Although its procurement channels, store operation and customer maintenance are much more complicated than those of Wal-Mart, its overall operation is good.
Second, the store business cooperation negotiations
The store business cooperation negotiation mentioned here refers to the arrangement and adjustment of some local and targeted temporary contracts, such as quarterly, monthly and poster promotion activities, which are refined and quantified into a best-selling or unsalable item under the company's established overall policies and strategies. Including providing? Gold monitor? , demonstration platform, etc. There are restrictive and overwhelming convenience conditions for competitive products.
This approach can not only cater to the general operation mode of the store, but also grasp the sales characteristics of the store volume, thus effectively improving the market share of the company's products in the region. More importantly, we can reach a win-win situation with the store, especially the specific executors of the store, so as to turn disadvantages into advantages and lay the foundation for the next expansion.
Third, the maintenance of retail terminals.
Under the guidance of the company's correct and perfect sales strategy and the brand effect of the sudden emergence of the East China market, the company was able to successfully sign contracts with famous stores all over the country. With the continuous expansion of sales channels, sales performance has also increased geometrically. Good market effect not only creates huge economic benefits for the company, but also creates corresponding work difficulties and potential hidden dangers for the company. Therefore, as a first-line enterprise, we must be prepared for danger in times of peace, and at the same time we must face difficulties. Therefore, I think the maintenance of the customer situation of retail terminals has become the top priority of our work, because all the preliminary work and efforts are meaningful only in retail terminals and can produce value.
It can be said that signing a contract with a store is just an upper-level abstract master plan, just like starting a business; Customer maintenance of retail terminals is the concrete operation and implementation of the overall planning, which can even be understood as full support, just like sticking to it. This is the old saying: it is easy to start a business, but difficult to maintain. Therefore, the customer maintenance of retail terminals must be carefully cared for in all aspects!
The specific details may vary from person to person, but in general, it is also human nature. For example, telephone contact, on-site visit to the class teacher, purchasing supervisor, receiving supervisor, financial manager, and even the promoters and cashiers of competing products. If necessary, get together in batches or give small gifts to maintain good relations. In practical work, it is easy to communicate and deal with problems such as new products on the shelves, product promotion delays, counter sales and so on.
In particular, the head of the department is the key public relations target. Once you get the support or acquiescence of the department head, you can arrange promotions and new products on the shelves at any time. In addition, the department head has the power to arrange the layout of a single product, and the location of the layout is very important. A well-laid position will have a multiplier effect. Golden display can not only fully attract customers, but also play a good advertising effect. It can not only improve product awareness and corporate image, but also ensure sales. What's more, even if our promoters display other competing products at random on the edge of the shelf and display our company's products in a wide and eye-catching golden showcase, the class teacher will turn a blind eye as long as it doesn't affect his work and there is no complaint.
Fourth, the promotion and maintenance of orders.
Regularly summarize the order number and inventory number of each store, and compare the purchase amount and sales amount, find out the best-selling and unsalable products, analyze the reasons and solve the problems. According to healthy customer maintenance and good cooperative relationship, actively coordinate the promotion of old products and the process of putting new products on the shelves, promptly and clearly put forward various constructive sales suggestions to stores, so as to urge stores to increase the order quantity and shorten the order cycle, and archive and manage the orders of stores in chronological order, which can be used as sales data and historical files for future reference, and also facilitate timely replenishment of goods arranged at ordinary times.
Maintain communication and supervision with promoters.
Promoters are the direct transformation between products and consumers. It is a compulsory course for merchants to keep in touch with promoters and keep abreast of their trends and mentality. It has long been an indisputable fact in the industry that promoters are highly mobile. Especially in the special period when labor resources are relatively scarce, good promoters are rare. Therefore, as an enterprise, we must always pay attention to recruiting talents and talents, and pay more attention to stabilizing the existing sales team.
An excellent promoter is undoubtedly the guarantee of sales, which I think everyone should not deny. Appropriate encouragement and affirmation of promoters and timely encouragement and guidance can fully mobilize the enthusiasm and enthusiasm of promoters. A skillful, accurate and enthusiastic promoter can not only capture real-time customers, but also win many potential customers. At the same time, it can also shape the brand effect of products and the corporate image of the company.
These are some experiences of this internship. Thank you very much for _X's cultivation and cultivation, and also thank my colleagues for their help. Thanks to the company Luo _ and _X for their busy schedules!
After a period of work and 50 days' efforts, we expected to complete _% of the annual average sales gross profit plan, and actually completed _%, and nearly 50% of the sales team has exceeded it. The top three departments are: fresh food department completed 105%, food department completed 102.7%, and department store department completed 98.9%.
Completed two sales plans in 20 years, which condensed the wisdom and hard work of all cadres and employees. Here, on behalf of _ _ Department Store, I would like to express my heartfelt thanks and high respect to you! The following is a brief summary of the main work of two sales for 20 years:
I. Operational aspects
(A) do a good job in marketing planning, innovation and change. Due to the changes in the retail market situation, in the past 20 years, our department store has also made great efforts in marketing planning and promotion activities, with the aim of grasping the sales of New Year's Day and Spring Festival. We have launched a series of promotional activities, such as exchanging members' points for prizes, winning prizes, buying gifts, discounts, special offers, sending Christmas fruits on Christmas Eve, Wheel of Fortune, large-scale cultural performances, sending couplets during the Spring Festival, sending blessings, sending red envelopes, selling them on a street during the Lantern Festival, sending cash cards for wishing stones on Valentine's Day, sending roses, decorating a chocolate street and so on. These activities all contribute to the gathering of popularity in shopping malls.
Due to our lack of experience in promotion planning, our promotion activities have achieved certain results through the efforts of Manager Zhang and colleagues. We believe that our promotion activities will be more and more and better. A good beginning is half the battle. After the festival, the focus of work will shift from ensuring supply in the peak season to promoting sales in the off-season. Insist? There are sections to borrow and no sections to build? , doing particularly well? Do you make festivals or not? Articles. Strive for the support of manufacturers, integrate all kinds of marketing resources, plan marketing plans in a unified way, and grasp the time, form, scale and intensity of marketing activities in a unified and separate way, so as to enlarge the promotion role of marketing resources.
(2) do a good job in commodity structure adjustment and inventory management, strive for policy support from manufacturers, and adapt to market consumption demand. Due to the changes in the economic situation and the competition pattern in the sales market, it is difficult to grasp the commodity structure and inventory this year. With the arrival of the two peak sales seasons, managers of all departments have always taken adjusting the commodity structure, organizing marketable commodities and optimizing inventory management as an important task. Managers of all departments actively analyzed the sales situation of the two festivals and made a more detailed analysis of the product structure and inventory. According to the principle of survival of the fittest, do a good job in product structure adjustment and inventory management.
1. Fresh Food Department: the department manager and each team leader held a meeting to study the purchase plan, and the final purchase quantity was basically accurate.
In order to attract more customers, department managers frequently communicate with suppliers, and basically achieve the lowest purchase price, which is lower than Xinglong's sales price. In addition, many new products have been added, such as Beijing specialty cakes and glutinous rice cakes in the pastry group; Red mud peanuts, low-priced rock sugar and raisins in the dried fruit group; /kloc-0 of sausage group/0 yuan Goubangzi smoked chicken, Jinjiang sausage, etc. Both increased sales.
2. Food Department: adjust the loading capacity according to the actual situation this year, and the series of beer, middle and low-grade liquor and gift packages are 75% of last year;
Maotai, Wuliangye, Jiannanchun and other high-end wines are 50% of last year; Cooking oil is bought as soon as you go in, and flavored drinks are better than less. After two festivals, the proportion will be correct. In order to enrich the variety of goods and improve the competitiveness, gold wine, imported potato chips, Youqu series potato chips, hanging furnace peanuts, 600g southern black sesame paste, sugar series, baby granule noodles and so on were newly added.
3. Department Store Department: The department manager and each team analyze the existing inventory situation and operation situation, accurately demand goods, and ensure the post-holiday commodity inventory without a large backlog and document damage.
According to folk custom, China people have the habit of changing daily necessities during the Spring Festival. There are more than 100 varieties of daily bowls in department stores, more than 50 kinds of chopsticks, more than 40 kinds of chopping boards, and more than 60 kinds of stainless steel and plastic pots, which make the sales increase steadily.
4. Knitting department: communicate with manufacturers and win some special products: bedding group? 108? Yuan special double quilt, sold nearly 300 pieces, and promoted the sales of other goods.
5. Shoe Department: Strengthen coordination with joint distributors and suppliers, and strive for more preferential policies and promotional resources.
For example, the children's shoes group newly assembled a set of containers, which changed the image and increased the sales volume, and completed the planned 108.6438+0% on average.
6. Clothing Department: Due to the rising prices of raw materials, high commodity prices and declining purchasing power, the whole clothing industry seems deserted, and the sales of all manufacturers have plummeted compared with last year. Department managers and sales staff inspect the market every day and analyze and discuss together.
Tianjin children's wear has become the main commodity in the children's wear group, with moderate price and suitable for sports. Another fashionable style was introduced, which made the sales of children's wear very optimistic, and completed 9 1.3% of the plan.
Summary of salesman's work experience 3 For people who have just come into contact with the sales industry, learning is a never-ending process. 20_ is my first year in the sales team. I learned a lot this year. I summarize this year's work as follows:
At the end of the year, I began to miss many things. Miss the moment when I hugged my roommate when I graduated; I miss the excitement of getting my first formal job; Think of the expression of packaging and the idea of the future along the way; I also want to thank many people at the end of the year. Thanks to the leaders and predecessors who have guided me, it is their selflessness and tolerance that enable me to quickly integrate into this group; Thank you to everyone in China Marketing Department. Although there are not many contacts and expressions, I have always kept your memories in my heart.
Time slips through your fingers inadvertently. It's almost two months since I joined Evonne Footwear Co., Ltd., and I've also started a new job and study. I just walked out of society and never paid attention to fashion. Even stars will be confused if they are not too eye-catching. Choose here, I need to learn a lot. About fashion, about aesthetics, about color, about the four seasons, about design and so on.
Two months is not a long time. The short but impressive military training, the training of company rules and regulations and corporate culture, and the guidance of the seniors on the first day of coming to China Marketing Department, all this seems to have just been staged yesterday. Two months' time is enough for us to integrate into the Evonne group, and we have feelings for it that we can't give up. Its history, its culture, its core values, its rules and regulations and so on. Many words still linger in my ears. The persistent pursuit of quality? Really? 、? Okay？ 、? Beautiful? And the core values about? A cow? Stories and so on. Life here, a little less rush about, more comfortable, we shuttle in the dormitory, canteen, work place, living a busy but fulfilling job.
After two months, I began to like it here, and my work gradually got on the right track. From a complete stranger at the beginning, I can now make footnotes for each pair of shoes by imitating fusion or occasional touch.
When I first arrived here, I browsed some fashion magazines every day, trying to record those beautiful words and thinking about their perspective of writing for each dress or shoe. There are always some words that will move me or trigger some desire in my body. At this time, you will find yourself with many shortcomings. Not very good at writing, completely unfamiliar with the fashion circle, far away from consumers living at that level, with various designs and aesthetics.
In order to adapt to work as soon as possible, I tried to search for all kinds of information, online, in magazines, or in books I bought. My friend who dragged advertisements introduced several books about advertisements, and also took this opportunity to get to know two Taiwanese copywriters, Li Xinpin and Xu Shunying.
This month, I started writing about 20_ Thompson, b&; B fashion trends in spring and summer, as well as the copy of the main shoes. This is a difficult process for me, and before that, I always hoped that Mr. Chen could send me to the design and development team for a period of time to learn about the characteristics and materials of shoes. I read these shoes that need to be written over and over again, trying to write down some characteristics, and then I went to some fashion websites to find some related introductions of similar shoes, and turned to the notes made in fashion magazines. I really have no choice but to go downstairs and look at each pair of shoes. Although I still won't give that unique place a nice name, I will meet some people in the business department when I am lucky, which will make me gain a lot.
No matter what the result is, the process is enjoyable after all, but after many days of hard work, that kind of mood can't be expressed in words. It is necessary for me to be moved by this job. In addition to learning something, I also experienced the fun brought by work.
During the past two months, I was mainly responsible for the following work:
1, written inside and outside the company.
Such as: Thompson's 30th anniversary celebration thank-you letter to members, company New Year greeting cards, New Year promotion information, etc.
2. According to the requirements of the shopping mall, provide promotional texts in uniform packaging in the shopping mall or corporate product copywriting.
Such as: 20_ Tompu fashion trend in spring and summer, B&; B spring and summer fashion trends, dm brochure copy, spring and summer new shoes copy, Jinji Bai Na shopping mall copy, girlfriend information copy and wedding shoes copy writing, etc.
Since I entered the company, I have learned the operation process of various departments through my own dribs and drabs of study and accumulation, as well as the help of leaders and predecessors, and my work has begun to get on the right track. But there is still a long way to go from the requirements of the company and what I pursue as a good copywriter. Of course, there are also shortcomings. For example, writing a copy can't impress me, I have too little knowledge, and occasionally I feel empty-headed, not careful enough, and have little communication with my colleagues in the department. 20_ is a year full of hopes and challenges. I will continue to complete every task entrusted to me as a learner and try to correct these shortcomings.
In order to make the future work more efficient and perfect, I will try to do the following:
1, correct attitude, initiative, study hard, consult modestly and listen to opinions from all sides;
2. Continue to read every fashion magazine attentively and take notes carefully;
3. Collect information related to the company's products, and strive for a comprehensive understanding of the company's brand.
As a learner, I try to finish all the tasks assigned to me efficiently.
5, strengthen the understanding of fashion, shopping malls and other work-related knowledge.
The above is a summary of my work in the past two months. Please correct my shortcomings. Thank you!
Summary of sales staff's working experience. I have been dressed for work for a whole week. I am in a state of intense and busy study every day this week. Through studying, I deeply felt the profoundness of crystal and found that there was too much knowledge to learn. After coming to Crystal, I was assigned to the shoe section. After several days of study, I want to report my study and thinking from the following aspects.
1. Field work
When you come to the shoe area, you should first learn in the on-site closet to understand the classification, quality, price, origin and sales skills of shoes, so as to make up for your ignorance of the items in the area. Secondly, in daily work, supervise the sanitation of the cabinet group, dredge the fire escape, supervise the shopping guide to wear work clothes and hang work cards, pay attention to the neat arrangement and correct writing of the price tag, check the determination of the sales receipt, magnetic buckle and fill in the admission form to achieve the best prevention work. Finally, according to the actual situation, analyze the shortcomings of each cabinet group in order to better improve the work of each cabinet group.
These on-site work seems trivial, but there is no small matter in sales and service, and countless small things are big things when piled up. There is a good book: details determine success or failure. Only by paying attention to details and daily chores can we maintain a good sales environment, ensure good service and ensure better sales performance.
2. Business familiarity
I have also learned a lot in my business these days, from simple business such as correctly entering the entry form, correctly filling in the labels, and the rules and regulations of the shopping guide to difficult business such as following the heavy goods system, after-sales service standards, and the implementation rules of the three guarantees of commodity quality. But I personally think that although I have learned a lot, I can't really use a lot, because everything depends on people and things. To truly serve customers and suppliers, it is not just the backrest system. This requires us to learn the system from practice, understand the concept of crystal, deal with the things we encounter, and constantly learn to improve our own quality in order to become a qualified crystal manager.
Summary of sales staff's working experience. Tell me about my sales experience these days. My current counter position is not very eye-catching. Unlike the previous Gree air conditioner, it is located at the elevator entrance, and others can see it as soon as they get on the elevator. There are few customers in this humble position recently. What is the customer's first reaction? _ What brand is it? Never heard of it? Wait, actually, you can't blame the customer. _ Entering the domestic market itself is a bit late, and I haven't invested too much energy in advertising, so relatively few people will know.
Actually, I don't know much about this brand. When I was working for Fu Wei Jinning Company in Nanjing, the hauled pump body was sealed with adhesive tape, which was marked? Bosch? I didn't pay much attention to the word ""at first, but later I found it through the internet. It's called? _? Brand, but I didn't know it specifically.
I just worked in Fu Wei Jinning Company for a few months, and it happened that the school was holding a job fair, so I took the time to go. At the job fair, I saw Siemens at the job fair site, so I went to see it specially. The company name says? Boxihua (Nanjing) Co., Ltd.? At that time, there were still some doubts in my heart, wondering why I didn't call Siemens, but Bo Xihua.
We won't know until we sell it. It turned out that _ and Siemens merged into a company named Bosxihua, which solved my doubts. As the saying goes:? Wine is not afraid of the deep alley? Now refrigerators, washing machines, _ and Siemens are ranked first. I believe that as long as I know more, people will naturally increase, and I will try my best to refuel!
?