1 marketing experience template

In the busy work, we unconsciously ushered in a new year. Looking back on this year's work process, we have made some achievements in the sales staff's work and basically achieved the company's set goals, but there are also many problems. In order to better complete the marketing work of the project and achieve a win-win situation, the two sides formed a real strategic partnership, and specially wrote the experience of phased sales staff work.

I have just arrived in _ _ _ _ _ _, and I am not very proficient in sales, and I am not familiar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and its real estate market. As a member of the sales department, this comrade feels a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills.

In addition, we should have a broad understanding of the whole market dynamics and stay at the forefront of the market. After this period of training, I strive to become a qualified salesperson as soon as possible and try to do my job well.

In view of this year's sales work, I learned from four aspects:

A, _ _ _ _ company sales project members:

The salespeople in the marketing department are young, energetic, passionate and friendly, but inexperienced, especially in dealing with emergencies and some new problems. Through the early project operation, the ability of sales staff and their understanding of the project have been greatly improved. In the future, this problem will be solved through the training of sales staff and the adjustment of internal personnel.

Due to Party A's running-in of the business philosophy of enterprise brand and real estate brand, the resource allocation of the marketing department has not been fully put in place. Through intensive work in the early stage and continuous communication between the two sides, this problem has been solved.

Second, the work of the marketing department is coordinated and the rights and responsibilities are clear.

Due to poor coordination, a lot of work in the marketing department is procrastinating and wrangling. As the leader of _ _ _ _ _ company, I have a great responsibility in this respect.

Poor coordination or poor communication will lead to differences in work direction. Over time, the two sides will have great differences in ideas and work objectives, which is quite irreparable. Fortunately, knowing the seriousness of the problem, we are also actively working hard in this regard, with the same goal, simplicity and efficiency.

However, there are still some unclear problems about the responsibilities and rights of the marketing department. I think the marketing department should have certain authority and only perform the sales procedures. Regardless of the size of the problem, it is bound to cause inefficiency, and the control of some problems will also have a negative impact on sales. In this way, the marketing department will be passive. Establishing a system with clear rights and responsibilities and clear work flow is the top priority of our next work.

Third, about the meeting.

Meeting is a very important work link and content, but neither the meeting in our company nor the meeting with the development company is very satisfactory, which is related to the vagueness of the meeting content, meeting form and arrangement of participants in our company. Now we want to solve this problem in a targeted way through different organizational forms, such as thematic meetings, leadership meetings, and big meetings. In addition, we can actively communicate with the development company below, which will be more conducive to solving the problem.

Fourth, the management of the marketing department.

In the previous stage, due to the concentration and urgency of the work, the management of the marketing department was also practical, relying too much on everyone's consciousness and not too much on rules and regulations, and there was a great crisis lurking, and some people had problems in their thoughts and actions. In the future, we will strengthen internal management, improve the management system, exchange ideas, understand real ideas, and avoid things that are not conducive to cooperation between the two parties and project operation.

The above is just a rough work experience. Due to the rush of time, there will be many shortcomings I hope your company will correct me, and we will attach great importance to it and solve it in time. Finally, I wish both parties a happy cooperation and a complete success of the project.

Article 2 Drug sales experience

As a medical salesman, he is not an isolated individual. He only accepts instructions from his superiors and then carries them out mechanically. In fact, he faces different regions (districts) and manages dozens or even more medical (pharmacy) teachers in the region. How to fully mobilize their enthusiasm and how to allocate resources (including time) reasonably is a very difficult, complicated and very important thing. It can be said that each region is the basic management unit of the company's sales department. Only by doing it well can the whole company move forward faster. In view of this, district (or regional) management will dredge all links in the field of drug circulation through the rational use of resources (sales time, sales tools, promotion expenses and human resources), make its channels unimpeded, disappear smoothly in the field of circulation, increase market coverage in the region, improve sales performance and reduce sales expenses.

(a) drug circulation channels:

1, under normal circumstances, the drug circulation channels are:

Pharmaceutical companies, distributors, hospitals, retail pharmacies, patients and distributors.

2, drug circulation process in the hospital:

Dealers, pharmacies, small pharmacies, doctors and patients

(2) Smooth drug circulation channels.

It should have been very easy for a new drug with definite curative effect and certain market to be accepted by dealers or hospitals. However, due to the sharp increase in research and development of new drugs in recent two years, dealers or hospitals have a lot of choices, which leads to the problem of difficult sales of new drugs. If a new drug wants to be finally consumed by patients, we must first ensure the smooth channels.

1, the dealer clears:

(1) Attractive business policies:

note:

A, always talk about everything from the standpoint of customers (distributors)

B fully expound and carefully calculate the unusual benefits brought to him.

C. communicate the lofty goals of the present and the future.

(2) Good friends and partnerships

A, fully respect each other, move with sincerity, and conquer each other with sincerity.

B, good communication skills, frequent communication and close relationship.

C, correctly apply the principle of interest-driven, and handle the relationship with companies and individuals.

D, understand the needs of different customers

(3) Strong self-development market ability

A. Introduce in detail the sales force, promotion means and activities of the area (region) under its jurisdiction.

B briefly introduce the company's promotion and development strategy for the national market.

C. Learn more about the efficacy, indications and application promotion of the company's products.

D. Explore ways for both parties to jointly develop the markets in their respective regions (regions).

With the above three items, it should be very easy for a new drug to be recognized and accepted by distributors.

2, the hospital pharmacy (also known as large pharmacy) dredge.

(1) New drugs enter the hospital warehouse:

A, collect hospital information in detail (including dean, pharmaceutical affairs management committee, director of pharmacy department, purchasing or planner, director of product-related departments, experts or important doctors, and even relevant officials of health bureau who manage the hospital).

B, find out the key figures that affect the drug procurement in our hospital, and conduct a comprehensive and detailed investigation and understanding, especially his special needs and difficulties.

C, contact with important people (may be the dean, director of pharmacy, head of relevant departments, etc.). ) to persuade them to make a decision.

(2) Maintaining drug purchase: Although it is an important step for new drugs to enter the drug store, it is even more arduous and long-term and difficult to maintain a certain number of drugs for a long time. Therefore, it is necessary to maintain frequent contacts, deepen mutual understanding, and deal with the problems arising from the cooperation between the two sides from a long-term perspective.

3, hospital pharmacy (small warehouse, small pharmacy) dredge, dredge this link, and the pharmacy head (group leader or supervisor) to maintain a good personal relationship is very important, so you have to do:

(1) Pay more attention to him and meet his needs.

(2) Visit frequently to deepen your impression and understanding.

(3) Reasonable communication expenses

Larger hospitals and pharmacies (large pharmacies) are responsible for purchasing drugs from drug distributors and keeping them properly, while small pharmacies are responsible for receiving and distributing drugs. Without dredging, drugs will not be taken out of the pharmacy. Doctors prescribe prescriptions, patients have no medicine in small pharmacies (outpatient pharmacies, inpatient pharmacies, specialist pharmacies), but the products are in big pharmacies? Sleep? Of course, once a month (or once a quarter), if a meeting of important people who affect medicine is held, in order to let them fully express their opinions, put forward improvement methods and close the relationship between the two sides, a relaxed discussion mode should be adopted.

4. Doctors who have the right to prescribe (also called clinical work or hospital promotion) want to squeeze into the market and occupy the market. The only way is to rely on doctors, who directly face patients and make drugs disappear from the circulation field and enter the consumption field through prescriptions, so as to realize drug sales, create benefits for the company and ensure the company's reasonable profits. This requires doctor Yamatonokusushi to fully understand the products, expand market share and increase prescriptions, but it must be aimed at key doctors. Usually in hospitals above the provincial level (especially medical affiliated hospitals), the authority and guidance of superior doctors are particularly prominent. Therefore, department directors (including experts), attending doctors and general residents are the most important doctors and key prescribers, and it is particularly important to unblock the doctor's prescription. The core dredging methods are as follows:

(1) Face-to-face visit: From the current sales situation of medicine and pharmaceutical industry, face-to-face visit (in person) is the most important method in sales work, accounting for more than 80% of the sales room. It is to sell yourself to doctors (pharmacists) one by one, and promote the application of leaflets, small gifts and personal charm literature samples of the company's products. The purpose is to let the doctor accept it from the heart and let the doctor prescribe the medicine produced by our company.

First, targeted, that is, in-depth discussion and understanding of specific people, specific problems, both sides and products to meet the needs of different levels and different expectations.

B, face-to-face conversation with each other, full of intimacy, easy-going atmosphere is easy to establish the foundation of long-term close cooperation with each other.

C. Face-to-face visits consume a lot of time and cost, and at the same time, they also require high quality and sales skills, so the effects produced in unit time are very different.

D, product introduction is not systematic.

(2) Characteristics of clinical meetings:

A, information can be transmitted to multiple doctors in a short time, with high efficiency and cost saving.

B, introduce the complete system of products, but the depth is not enough to take into account the specific requirements of specific doctors.

C. the combination of speech and discussion will make up for the lack of depth.

D, unable to establish close personal relationships

The above two forms (face-to-face consultation forum) are two important methods of clinical work, and the principles are as follows:

Spend enough money on important doctors through frequent personal visits.

For general target physicians, hold small-scale seminars in departments to introduce companies and products, influence and persuade them.

Chapter III Sales Experience

When I first started as a salesman, my performance was very poor, but I explained to myself: I won't? Because? I didn't finish my plan because I always made excuses and complained. But I never realized that while making excuses for myself, I had become quite negative. At that time, it was you who cursed. It's also interesting to talk about my transformation. A lyric I overheard inspired me a lot? To make life better, you have to work hard and be lucky? . From now on? You have to work hard to get lucky? Deeply engraved in my mind. Whenever I fail and feel depressed, I secretly cheer myself up. I firmly believe that as long as I pay, there will be a return. I began to treat customers with a very positive attitude, and I am willing to learn and think about ways to follow up with customers. It turns out that I am much more successful than before.

Lesson 1: Customer first, reasonable arrangement of time, and doing business with valuable customers.

As salespeople, our time is limited. All customers who come to the store hope to make a deal, but they will not be spared for a day, thus wasting a lot of time on those customers who do not cooperate for objective reasons. The first is to classify customers, so as to find some of the most important customers in the shortest time.

Lesson 2: Know yourself, first know your customers, and then let them know about us.

After the first close contact with customers, you will inevitably meet many difficult guests, and misunderstanding will also lead to the problem of excessive storage. In the face of such obstacles, we can't complain about the customer first because he doesn't understand us enough. In fact, it is possible for us to get these customers back. Although we can't achieve the success rate of 100%, after some efforts, it turns out that we have won back most of our customers. How to get to know customers first? Then we must treat it differently first. For new and resistant guests, the key is not to pay too much attention to what he says, or even think it is just an excuse (remember, customers' hearts will change at any time, and there will never be fixed customers). We just need to remember that we have to tell him the advantages and highlights of our products. You will be surprised to find that the attitude of the guests is slowly changing, so the opportunity is coming!

The third lesson: constantly updating and surpassing-constantly growing and ready to go.

The saw will become dull after being used for a long time, and will be sharpened again after being re-polished. As a salesperson, if you don't know how to improve yourself at any time, you will one day fall from the so-called past glory to the bottom. It is very important for us to learn new knowledge elements in time. Besides books, I think it is very important to study hard at work. I believe that a person's ability is always limited. It is important for our colleagues to exchange rich experience with each other. Next time I can use it on similar customers, we will be more confident of success. We can also learn from our peers so that we can? Know yourself and know yourself, and fight every battle? Put yourself in a favorable position in the competition. We should constantly surpass ourselves, remember one sentence, don't compare with colleagues, it will only make you greedy and let your energy dissipate. Competing with yourself, while you are constantly surpassing yourself, it is very likely that you have surpassed others, but you have not easily reached a peak under any vicious pressure.

The above experience is some simple experience I have gained since I started my business, which can bring you some substantial help.

Experience of selling four short stories

Products should not be made better than customers' samples, nor should they be made worse. They should be the same.

Send express delivery, and tell the customer the waybill number/delivery information in time so that he can track it.

Sales staff must reflect customer feedback to production at the first time, seek solutions and give customers satisfactory answers.

Old salesmen should be different from young salesmen. Consider comprehensively, record well and communicate more. What do you think? Not good? Some, cheeks? Thick? Yes, for customers, it is necessary to apply both hard and soft. You want three points, but you want three points. Talk with people, talk nonsense, as long as we keep our hearts simple/noble, as the saying goes? Dress up as a pig and eat a tiger? .

Remember four unnecessary sales targets:

Don't let customers call their leaders, write emails and tell them about your communication problems.

Don't let customers call you. (You should take the initiative to call)

Don't let your colleagues call the leader, write an email, and talk to him about your communication problems.

Don't let colleagues (including leaders) call you (you should take the initiative to coordinate, ask for instructions early and report later)

Please keep in mind two ultimate goals: don't let customers be dissatisfied and don't let leaders lose face.

Why should you take good care of your customers? Because your competitors are also taking care of him. You should be faster and more considerate than your competitors. Pay attention to all details, e-mail, telephone, samples, contracts, documents, products, quotations, quality and delivery. Become a bridge between production and customers, ensure effective and rapid communication of information, and constantly improve.

Chapter V Hotel Marketing Experience

Time flies. In a blink of an eye, I have been working in the marketing department of Haicheng Hotel for some time. During this time, I was deeply moved by the efforts, wisdom and courage of my colleagues. I am proud to be a member of the team.

From the moment I started working in this department, I knew that the hotel marketing work was tedious and difficult. Just like a performance, including before, during and after the play.

Facing the current fierce market competition, our marketers are overcoming many difficulties, constantly facing challenges, failures and setbacks, and also constantly facing various difficulties and puzzles. So personally, I think that as a marketer, if you want to achieve something on the road of marketing career, you must have a mentality that ordinary people don't have:

First, a positive attitude.

First of all, we need to have a positive attitude. Positive people are like the sun. They glow everywhere they go. Negative people are like the moon, and the fifteenth day of the first month is different. At the same time, a positive attitude not only fills you with the sunshine of struggle, but also brings sunshine to people around you.

Second, a positive attitude

Our work and life are not arranged by heaven, but we actively strive for it ourselves. Initiative is to give yourself more opportunities, exercise yourself and realize your own value. The hotel can only provide you with a stage. The performance needs to be rehearsed by itself. What kind of wonderful programs you can perform and what kind of ratings you have are all up to you.

Third, a confident attitude.

Self-confidence is the source of all actions. Without confidence, there is no action. We should have confidence in our products, our abilities, our colleagues and the future. If we are confident, we will be full of enthusiasm and begin to feel that these things can and should be done.

Fourth, the mentality of action

Actions are the most convincing. A thousand words are not as good as actual actions. We need to prove our existence and value with actions; We need to take action to really care about our customers; We need action to accomplish our goal. If all the plans, goals and visions stay on paper and are not put into action, then the plans can't be implemented, the goals can't be achieved, and the vision is a soap bubble. Action is not as good as action, action decides everything!

Verb (abbreviation of verb) learning mentality

It's never too late to study. Competition is intensifying, and the competition for strength and ability will become more and more fierce. If you don't study, you can't improve, let alone innovate, and your weapons will fall behind. The party concerned is a teacher; The superior is the teacher; Colleagues are teachers; The competitor is a teacher. Learning is not only a state of mind, but also a positive way to face life.

The above points are personal experience. With the development of hotels, we should keep learning. And love your post, love the hotel, love this big family. And sincerely and seriously serve customers and hotels, in order to realize the sublimation of personal life value, no regrets, seize the day!

Article 6 Personal sales experience

How time flies! I have been in the company for eight years. In the past eight years, I have been very happy with different colleagues, learning from each other and helping each other. Just like brothers and sisters, I have integrated into the big family of home appliances.

Chapter VII Sales Training Experience

First of all, thank the company for giving me an opportunity to go out for training and study. I learned a lot about sales and life through these two studies. I believe it can guide me in the future and avoid detours.

Selling in the traditional sense means selling things and getting money back by hook or by crook. All the means here include cheating, and the sales performance is short-lived and accidental. Of course, sales without tactics and methods are also inefficient sales. It's like carrying a machine gun on the road, and the trophy that fell, I don't know why it didn't fall.

In reality, sales elites often have accurate sales, tactics, systems, systems and methods. Just like a sniper in a war, he often kills an enemy with one shot.

Through this training, I have a deeper understanding of sales. 1. The sales of an enterprise consists of three parts: boss marketing power, team marketing power and personal marketing power. The boss is responsible for the marketing system and the team is responsible for marketing management. Personally, communication skills should be implemented according to this general principle, so that sales will enter a virtuous circle, products will sell well, and enterprises will have vitality.

As an individual, we should not only abide by the company's marketing system and process, but also strive to improve our personal communication skills. There are two main points to pay attention to in communication skills. The first is to be able to blur sales objectives and clarify customer information at the initial stage of sales communication. The second point is to be careful, there is a word called moving, and try to do unexpected things for customers as much as possible. The teacher mentioned that 98% of marketing is human nature, and only 2% of transactions are commodities.

How to improve customer satisfaction, the teacher also has a comprehensive exposition. The quality of service, satisfaction is related to expectations, and customers' expectations are related to commitments. All that should be as little as possible can promise too much. In combination with the reality, many customers are picky about our company's instruments and equipment. After careful inspection, the original factory promises that it is not difficult to find out the reasons.

When introducing products, we should add some negative information and digital information, which can quickly improve customers' interest. For example, a factory was fined100000 RBM for exceeding the standard of environmental protection, and a factory was investigated at the customs.

He Laoshi's Secret of Double Sales mainly analyzes and explains some practical cases, such as personal image, basic etiquette, standing posture and sitting posture. In fact, we should pay more attention to all kinds of details. In the game of island escape, I learned that many of us don't know what customers think when analyzing their mentality. Many times we think our customers understand, but they don't. In our real business, there are so many such cases that we don't know anything. Knowing the guest is like a song, which is a university question.

He Laoshi believes that every enterprise should have its own unique charm. Whether it is decent or deviant, doing business is most afraid of no personality. I think this is very correct. In reality, there are too few individual businesses, too many ordinary businesses, too ordinary and too ordinary, which makes it difficult to be unique and easily leads to customer visual fatigue. I think there are still many places to be improved in personality cultivation.

Teacher Shi said that people can only understand the value of life if they know why they were born. This is a big problem. I often think about the answer to this question. I remember Zhou Enlai studying for the rise of China. Why do we live? I hope to be a useful person to society and help more people in need. I think this should be my dream.

Learning is happy, and the harvest is pleasant! Thank you again for giving me this opportunity to learn. I will apply what I have learned in my later life, constantly improve my business skills and methods, and really play a learning role!

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