Model sales promotion practice report Part I: Social practice report of mobile phone salesmen in winter vacation
The university is a small society, and stepping into the university is equal to stepping into half the society. We are no longer flowers in the ivory tower that can't withstand the wind and rain. Through the tempering of social practice, we deeply realize that social practice is a fortune and society is a comprehensive university that can exercise people more. Only by going deep into the society, understanding the society, serving the society and engaging in social practice can we find our own shortcomings and create good conditions for going out of school and entering the society in the future. Only in this way can we apply what we have learned, become talents in practice, grow up in service, effectively serve the society and reflect the self-worth of college students.
I didn't choose a professional internship this holiday, but I worked as a salesman in a mobile phone shop and had a very fulfilling time. In this practice, I learned a lot of knowledge that books can't. It broadened my horizons, learned about society, deepened my life and left me with endless aftertaste. I also deepened the knowledge of mobile phones that I have always wanted to know. I think this holiday is very meaningful.
This practice made me deeply understand &; Ldquo said one thing &; Rdquo and & ldquo do one more thing &; Only when rdquo really works can he know that although it is a small job, it will also have many spiritual benefits and unique skills and knowledge. During those days in the mobile phone shop, I went to work at eight in the morning and got off work at five in the evening. During this time, I have to introduce the products they need to customers. Basically, they come first. What price of mobile phone, system, flip cover or bar&; Rdquo confirms these and introduces different styles of mobile phones to customers. First of all, as a product salesman, you should know the basic knowledge of goods. There are basically three ways: first, read the leaflets of goods to understand the basic characteristics of goods and some basic data of goods, including: screen size of mobile phone, capacitance or resistance, what system, cpu size, memory size, battery capacity, pixel height and so on; The second is to inquire and understand the online reputation of the brand's projects through online; Thirdly, we should watch and listen more, and learn from those experienced shop assistants how to sell and publicize our products to customers. You can't learn these things from leaflets, as the teacher often says &; Ldquo theory is a theory, which will be applied to practice eventually. & amprdquo practice can apply the theoretical knowledge we have learned in school to objective reality, so that the theoretical knowledge we have learned can come in handy. Learn without practicing, then what you have learned is equal to zero. Theory should be combined with practice. On the other hand, practice can lay a foundation for finding a job in the future. From them, we can extract things that customers are more concerned about, and they also receive regular training from manufacturers to better understand the functions of each mobile phone.
When other shop assistants talked to me about the features of various mobile phones in Kan Kan, I was really surprised that they grasped the model, price and features of each mobile phone so accurately. I suddenly remembered this sentence &; Ldquo365 lines, each line is the best &; Rdquo makes me feel that this sentence is very reasonable. It is a very admirable thing to do your best in every line. I know, maybe the clerk I met is not the best, but he made me understand two words more deeply. These two words are: perfection and success. Keep moving forward, which can be understood as: If you want to do something to the extreme, perfection requires perseverance and perseverance to do it to the end. And how to understand success? Suc (indicating downward direction) +cess (walking)-> Going on, it can be seen that how to define perfection and success in the eyes of foreigners depends on whether this person has perseverance. This is what China people often say: Persistence is victory. At the same time, I have to mention that the times are developing and people are making progress. Before, I didn't think that the professional knowledge of salespeople was excellent, but when they could tell the components and functions in the mobile phone in detail, my admiration came to me.
This social practice activity made me realize some shortcomings of my seniors, got exercise, and gained a lot about the nature of the job as a salesman. First of all, I realized that as a salesperson, if you want to define your position, you must improve your business level, master sales skills, and do a good job in sales from the perspective of corporate interests. Second, sales staff should trust the enterprise, treat every customer sincerely and provide good service. Personally, the profession of salesman also belongs to a service industry. The service industry first needs you to have an affinity attitude towards your customers, which is also called affinity. In the communication with people, I found that affinity is a bridge for better communication between people. In short, in the process of selling TV, I tried my best to convey happiness to them.
Most importantly, I realized a big shortcoming of my personality: easy to feel inferior. When I first came to the society, I experienced my work for the first time and my life of making money for the first time. At first, everything was so unsatisfactory and inadequate. Compared with those shopkeepers who look smart, I am so inferior to them, and even feel that the difference is so far away. I even began to doubt whether the time, experience and money spent on education for so many years were worth it. However, the words of the store owner left a deep impression on me. I analyzed the reasons for my failure from three aspects: first, although I am good at talking with people, I didn't speak impromptu. Before that, I often made a lot of preparations, even took professional courses, and some people trained me. In the sales industry, I have not received professional training, nor have much practical experience and little social experience, so I can't grasp each other's psychology well in the process of communicating with others. Secondly, the gap between me and those who struggle in society lies in this; They just experienced the setbacks and difficulties I met earlier today.
By contrast, I am still immature. However, because of different social roles, we have different life pressures and different requirements for ourselves. Thirdly, I am not familiar with the product, so I can't better tell customers the advantages of this product in various performances. After analyzing the reasons, I went to solve the problem and learned a lot from the clerk. I realized a very important point. Complete inferiority complex is a bad thing. Inferiority is a terrible thing, a sad psychology, because I found some shortcomings and gaps with others, but I didn't find a solution to the problem in time. Only by finding and solving problems can we gain new self-confidence. One of my teachers once said:&; Ldquo I hate people who say no easily and deny themselves easily. Don't say impossible to yourself, because when you say no to yourself, you can't do anything you can. Tell yourself from the bottom of your heart that you can, maybe you will give yourself a miracle. & amprdquo Self-confidence is a fortune, sometimes it can really create miracles, but it must be watered with sweat in the process.
As a college student in the new century, he should know how to communicate with people from all walks of life and deal with everything that happens in society, which means that college students should attach importance to social practice, which is essential. After all, two years later, I am no longer a college student, but a member of society. Communicating with society is far from being an armchair strategist.
Facing the increasingly severe employment situation and the ever-changing society, I think college students should change their ideas, not simply take summer jobs as a means to earn money or accumulate social experience, but more importantly, take the opportunity to cultivate their entrepreneurial and social practice abilities. In this cold job, I have benefited a lot, which has great inspiration for my future life and study. This part-time job is a beginning and a starting point. I believe that this starting point will make me gradually move towards society and maturity.
The second sample of "Promotion Practice Report":
Practice topic: learning electrical appliance sales skills.
Practice time: _ _ winter vacation.
Practice location: supermarket home appliance sales area
The relevant situation of this practice is now reported as follows:
Practical content:
Social practice is an important aspect of college students' extracurricular education and an important way to cultivate their self-ability. Therefore, for us college students, we can have enough time for practical activities in winter vacation, which gives us an important opportunity to know the society, understand the society and improve our self-ability in this long winter vacation. I accepted the initiative of our college student union and actively participated in various holiday social practice activities organized inside and outside the school. As a student who will enter the society in the future, it is a necessary course to go deep into the society and practice. Because I believe, because of experience, I know that only by understanding society can you truly integrate into society.
In order to better understand the society, exercise myself, feel the current situation of social employment and experience the fun of work, I found a promotion job in this semester's holiday according to my time and my actual situation. Although it is only 10 days, I feel that I have benefited a lot and basically achieved my goal. My short work has made me feel the pressure of employment, the lack of ability and the hardships of society. At the same time, I feel extremely happy at work, a cruel competition that I can't feel in the free world of school. Ldquo Happy &; rdquo； . Practical experience:
Promotion is a good work experience. Through interpersonal communication, we can learn some professional-related knowledge, such as the customs and habits of the Spring Festival, travel plans during the Spring Festival and so on. My promotion work is mainly to promote electrical appliances.
Short training before promotion, electrical knowledge, name, performance, model and quotation, language organization when facing customers, gfd, etc. The next step is the formal work. Start work at 8: 30 every morning, get ready at the designated place, set up promotional materials and gifts, and then adjust your mentality to meet customers. Work 7 hours a day and summarize the work after work in the afternoon. Let's discuss the achievements and existing problems in the promotion work in one day.
Standing in front of the counter with the intern brand, standing there with a naive and confused face, constantly reminding myself to approach customers boldly and attract customers, but standing there for a long time without saying a word. An elder sister taught me how to sell products when there were few customers. I also slowly let go of the courage to try. In fact, this kind of communication is much easier than I thought. Just like being nervous before going on stage, you forget to be nervous when you are only interested in your performance. This is the way to overcome fear. The key is to take the first step boldly. As a supermarket promoter, you can't just sit back and wait, and you can't just wander around the supermarket. You must always pay attention to serving customers. Although there are only classes in the morning or afternoon every day, my back aches and my feet ache after a while. "There is a certain gap between students' practical operation ability and theoretical study at school. In this practice, I am deeply touched by this. At school, I learned a lot of theoretical knowledge, covering almost everything; In practical work, it is probably impossible to use the knowledge in books at all. Maybe it's just a simple problem that can be used in work. A task can be completed just like a set of formulas. Sometimes I think, the actual operation is so simple, but why should I learn such profound knowledge? Does the current education really have great disadvantages, and is it seriously divorced from the practical application of society? Actually, it's not. While learning these difficult knowledge, our learning ability has been improved, and our understanding ability and logical thinking ability have also been enhanced. Many books teach us how to be ourselves and set up lofty ideals, which will better lay the foundation for our social practice. As college students, we are not young, and we are not far from social work. We should know how to communicate with people from all walks of life and deal with all kinds of things happening in society, that is to say, we should pay attention to social practice. After all, after graduation, we can no longer walk into the society with innocent eyes as we did when we first walked into the university. We should enter and serve the society with real skills.
Practical experience:
Promotion is to sell the products of manufacturers to consumers through themselves. For a promoter, to promote products is to sell themselves to others and let others know themselves in their own words and forms. Therefore, an excellent promoter must have good professional quality, good language skills and communication skills with strangers, good psychological quality and frustrated mentality, hard-working spirit and perseverance.
Promotion is a boring job. We stand and smile at different customers every day. This kind of life needs us to persist. A month's hard work is also rewarding. When I got my salary, I was really pleased, but it was not because I had money to take, nor because I finally ended the hard life of working. This is because my efforts have been rewarded and my practice has been rewarded. In retrospect, I really feel valuable. What I have learned this month is very useful.
Practice summary:
Through social practice, on the one hand, I have exercised my ability, grown up in practice, learned in practice, enriched myself, and enhanced my oral expression ability and communication ability. Really walk out of the classroom and let yourself be intoxicated with joy.
On the other hand, I am also aware of my own shortcomings. I have no experience and no ability to communicate with others. In today's society, we should not only have knowledge, but also have some comprehensive qualities such as discrimination. Learning knowledge at school is not enough. From now on, we must cultivate our own abilities.
No matter what you do, attitude determines everything. In service work, customers are God. A good service attitude is necessary. If you want to make more profits, you must increase sales. This requires us to think what customers think, be anxious about what customers are anxious about, and try our best to meet their requirements. Now we should plan ourselves reasonably according to our actual situation and find our own development path. We should improve our ability step by step, exercise ourselves, and make ourselves outstanding talents and serve the society. The end of short-term promotion has made me happy in fatigue and tempered in sweat. I think, as long as we have the ability and confidence, we will definitely create a tomorrow of our own.
Sample Article 3 of the Promotion Report:
I. Introduction
In the next academic year of sophomore year, we set up the course "Theory and Practice of Sales Promotion". As a student majoring in marketing, I know the importance of practice, so I conducted several sales internships during my college years and gained a lot. Now, I will make a detailed summary of these sales practical experiences and analyze them in combination with what I have learned, hoping to gain more sales experience and really improve myself.
Two. Practical experience in sales promotion
In the last semester of freshman year, I promoted learning tools at school.
In _ _ _, I had a summer vacation and a month's internship.
In _ _ _, I started my sophomore year last semester and participated in the subscription of 2 1 century English newspaper on campus.
I have a week's internship in the next semester of my sophomore year.
Three. Promotion practice
(A) the initial promotion, a difficult start
The first marketing practice was shortly after I entered the university. At that time, a high school classmate was doing some stationery business. As soon as I heard that I majored in marketing, I decided to hire me. I remembered my marketing experience, thought about it, and just exercised my courage and agreed.
When doing sales, I found that everything is difficult at the beginning, and the most difficult thing is to start. For the first time, I had great problems in finding and approaching customers.
When I knocked on the bedroom door, I found that I unconsciously explained my purpose in detail because I was afraid of rejection. After listening to my explanation, most people closed their doors or didn't need it, which made me very frustrated at first. This general interview method makes my success rate very low, but in this process, I found that I became concise and hit the nail on the head when explaining my purpose, and I was no longer very afraid of being rejected.
Experience summary: the first sales promotion practice made me understand two very important principles: first, customers rejected you because they really didn't need it, not because you didn't do it well enough; Secondly, the general interview method is widely used, but it takes a long time, so it should be concise when introducing, and then make a more detailed introduction after determining the identity of the prospective customer.
(B) marketing issues-sales transactions, sales negotiations.
I found an internship in _ _ during the summer vacation of my freshman semester. Different from the first sales promotion practice, this time, there is no door-to-door search for customers, but potential customers come to the business hall to trade purposefully. But in this process, I still feel a lot of difficulties, mainly in sales methods and sales negotiations.
During my internship, I have a very important task, which is to handle broadband business. Generally speaking, people who come to the business hall basically have the motivation to handle broadband services. The focus of my promotion is how to make potential customers accept an exclusive E9 package that we are vigorously promoting.
The relatively expensive package fee and complicated billing method of E9 package make me encounter many difficulties in introducing related businesses. Usually I work hard to finish a big business, and the customer turns around and leaves because of the price. After summing up, I think that in the process of approaching sales, the most important thing is to find the point that attracts customers' attention, and the way to find this point is to let customers talk as much as possible, not salesmen. Only by knowing the needs and concerns of customers can salespeople better combine product features with customer needs, attract customers' attention and successfully promote products.
This is similar to what happened when I subscribed to 2 1 century English newspaper. Based on the last door-to-door sales experience, I have made great progress in finding customers, improved work efficiency and saved a lot of time. However, when potential customers ask me the details of "265438+20th Century English Newspaper", I find it difficult to arouse their interest. At first, I attributed the reason to the fact that it is difficult for universities to find a reason to study, but this reason obviously cannot cover up the fact that sales performance is poor. After reflection, I finally paid attention to English for a long time and made reference to CET-4 and CET-6, which aroused the interest of some potential customers, successfully negotiated sales promotion and finally reached a deal.
As long as the promotion is close to success, I find that the promotion negotiation will become relatively easy, because I am in a relatively familiar environment (business hall) during the whole promotion process, and I realize that I should establish a friendly conversation atmosphere with my customers, so that they can feel that I am working for their interests from their perspective.
Experience summary: When approaching sales promotion, we should try to find the attention points that arouse customers' interest. The best way is to let customers talk more and let sales people find what they are interested in from what customers say. Sales negotiation should be done well. Ldquo customers are God&; This sentence, rdquo, stands from the customer's point of view and starts from the customer's needs, and strives to win * * *.
Marketing Key-Sales Negotiation
In the second semester of my sophomore year, I studied the course "Theory and Practice of Sales Promotion" at the suggestion of my teacher.
On the basis of success, I once again had a short-term internship in _ _. The difference between this internship and several sales promotion practices is that after learning a lot of sales promotion theories, I summed up my previous sales promotion experience and gained a lot of experience. The internship after this summary gave me the opportunity to compare with the previous experience and gain a deeper understanding.
This sales practice is obviously different from previous experience. I think it's probably because I didn't calm down and sum up my experience before. In this internship, I pay special attention to combining the theory I learned in class as much as possible. Combined with previous experience, we have made progress in finding customers, approaching customers and sales negotiation.
Because most of the people who come to the business hall are telecom customers, I don't have to spend a lot of time looking for potential customers, and even target customers ask about the specific situation of the business. Marketing methods remain a challenge. I am used to asking questions to understand the needs of customers. For example, some customers learn to install broadband for their children at home, so the high speed, stability and green security of the latest broadband package of telecommunications meet their needs. And if it is because of work needs, I will advise customers to choose a business package with wider bandwidth and extra phone bills, because staff generally have a lot of phone bills. I will try my best to help different customers choose the most suitable broadband service package according to their different needs, instead of blindly choosing the most expensive one, so that customers will really feel that you are thinking of him. Unconsciously, the salesman and the customer stood on the same front, not in a hostile state. This is my truest feeling. When customers agree with you, your promotion will be successful.
Four. Analysis and summary of sales promotion practice
After four times of practice, I summed up these practical experiences at the suggestion of my teacher, which made me gain a lot.
When looking for customers, you should not be afraid to refuse, because strangers know each other and are under great pressure. Moreover, sales work has been misunderstood by many people and discredited by some bad salesmen. Most people have a rejection attitude towards salesmen. It should also be noted that the other party refuses you not necessarily because of you, but because they really don't need the products you sell, and they can't lose confidence because of repeated rejections. I believe there will always be customers who need the products you sell. In addition, when looking for customers, the methods should be as diverse as possible. Because of the limited internship conditions before, only the general interview methods were used, but the methods of information inquiry, conference search, consultation, carpet interview, interpersonal relationship development and central flowering should also be kept in mind, which I believe will be very useful in the future.
Communication skills are very important when approaching customers. Communication ability is the most important and core skill of a salesperson. How to face customers with different preferences, personalities and even moods, and make them interested in listening, first accepting salesmen and then accepting products, is a very professional skill, and it is also difficult to master. Its purpose is to move people with emotion, convince people with reason and lure them to benefit, including the psychology of customers. A salesperson should know the main products of his company, and be familiar with the sales and promotion policies, which is the premise of introducing products to customers. Customers should consider many factors when choosing to use our products, and price and service are the main factors that customers pay attention to. I believe that the product you sell is a necessary condition for a salesman, and this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in it. Customers are not so much convinced by your high-level logic as by your high self-confidence. At the same time, as a salesperson, we should introduce our products to potential customers as friendly as possible, treat customers equally, receive every customer warmly and sincerely, speak appropriately when communicating with customers, and make customers feel valued. Only in this way will customers pay attention to the products we promote and have the opportunity to buy them. It is worth noting that customers who are highly satisfied with the whole promotion and purchase process will automatically recommend products to other customers, which invisibly expands our sales network and establishes good customer relations.
In the promotion negotiation, I usually try to attract customers' attention to the goods first, make them interested in the goods, and want to have more understanding and familiarity with the goods; Then, step up to stimulate customers' demand for goods, stimulate customers' desire to buy, and establish a sales reputation for customers to remember; Finally, take measures to urge customers to decide to buy. This method is theoretically called AIDMA. Generally speaking, in the promotion, we should be ready to grasp the customers' concerns and try our best to put in a good word for the products, but we should not deceive customers in order to promote the products. & ampldquo Customer First &; Rdquo, this is a good standard to promote current affairs in negotiation.
Verb (abbreviation of verb) conclusion
When writing this paper, I found that many theories in class can be applied to work, and practice can also make theories play a better role. Thank you very much, Mr. Wang, for giving us an opportunity to sum up our practice, so that as students majoring in marketing, we can better examine our major and our ability, and at the same time think about the future development direction.
The summary of this practical experience is some conclusions I wrote with my own experience. As a summary of the internship, I hope to point out some inappropriate places.
Thanks for the teacher's approval.