Summary of Furniture Sales in 2020
According to the company, the total sales of furniture in xx area in 20xx is 65.438+0 billion yuan, and the total sales volume is 50,000 sets. Let's sum up this achievement:
I. Market analysis
The price war in the air-conditioning market has gradually started for several years. The low-end demand of the secondary and tertiary markets, along with the continuous improvement of urban construction and people's living standards and the arrival of the product upgrading period, has driven the sustained growth of the primary market, thus driving the expansion of the overall market capacity.
In 20XX, the total domestic sales reached19.5 million units, an increase of 1 1.4% compared with 2003. 20XX is expected to reach 25-30 million sets per year. Industry data shows that the global market capacity is between 55 million sets and 60 million sets. China's market capacity is about 38 million units. According to the regional market share capacity, the air-conditioning market capacity in Shenzhen is about 400,000 units, and the sales target of 50,000 units of furniture accounts for 13% of the market share.
At present, the share of xx in Shenzhen air-conditioning market is about 2.8%, but according to industry data, it has been in the reshuffle stage in recent years, and the brand market share will be highly concentrated. According to the strength and product line of the company for 20XX years, the furniture sales target of the company for 20 12 years is completely achievable. In 20XX, there were about 400 air-conditioning brands in China, and by 20XX, it dropped to about 140, with an average annual elimination rate of 32%.
By 20xx, under the encirclement and suppression of first-line brands such as xx, there will be less than 50 active brands in China air-conditioning market, and the elimination rate will be 60%. In 20XX, Lg was accused of dumping by the United States; Xx encountered financial problems and its market share dropped sharply. Xx has also been adversely affected by enterprises and brands, and its market share has also declined. Japanese brands, such as xx, were strongly influenced after the Japanese arrived in China in 20XX, and their market share was relatively large. Xx air conditioners, on the other hand, show a rapid growth trend in the Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. According to the above situation, the following work plan is formulated.
Second, work experience
1, according to the above situation, plan the key work in 20xx:
Furniture sales performance: according to the company's annual sales task and monthly furniture sales task. According to the specific situation of the market. Break it down into monthly, weekly and daily. Decompose the monthly, weekly and daily furniture sales targets into various systems and stores to complete the furniture sales tasks in each period. And on the basis of completing the task, improve the sales performance of furniture.
The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always concentrated in the peak season. In the peak season of furniture sales, we will implement strong furniture promotion activities for professional home appliance systems such as Gome and Suning, and vigorously promote large-scale terminals.
2. Agency management and relationship maintenance
Effectively manage and maintain the relationship with existing k/a customers, agents or future k/a agents, establish customer files for all k/a customers and agents, understand the previous furniture sales and strength, and spread the company's corporate culture and new products in 20XX. This work was completed at the end of August. Irregular transmission after the peak season and before the peak season. Understand the basic situation of each k/a and the agent in charge, visit regularly and communicate effectively.
3. Brand and product promotion
Brand and product promotion cooperate with and implement the company's 20XX-20XX regular brand promotion and product promotion activities, and plan some low-cost public relations publicity activities to enhance the brand image. Such as xx air conditioning health, environmental protection, love my family and other public welfare activities. If possible, joint promotion with various k/a systems can not only expand the influence, but also establish a good customer relationship. Product promotion mainly includes roadshows or outdoor static exhibitions, product promotion and normal business promotion.
4. Terminal layout (in line with channel expansion of business lines)
According to the company's annual furniture sales target of 20XX, the popularity of channel outlets will increase greatly. According to this situation, actively cooperate with the work of business departments at any time and place, and actively cooperate with the image construction of shops in shops, parks in gardens and cabinets in shops (according to the requirements of six atmospheres for the layout of company booths). Actively arrange positions for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business department. The layout standard is strictly in accordance with the company's unified standards. (Special circumstances will be adjusted in time)
The planning and implementation of promotion activities are mainly carried out in the peak season of furniture sales in August of xx. One is to strictly implement the company's furniture promotion activities, and the other is to flexibly plan some furniture promotion activities according to the market situation at that time and competitors' furniture promotion activities. The theme idea avoids its advantages, attacks its disadvantages, and focuses on planning and implementation according to the company's product advantages and resource advantages.
Chapter II Summary of Furniture Sales in 2020
It has been ten months since I joined xxxx Furniture Company. In retrospect, time passed quickly. From xxx company to now, our company feels that the working modes of the two companies are very different. There are great differences in product specialty, management and working atmosphere. In the first three months of coming to our company, I felt out of state and unable to find the direction, but I visited strange customers with the company's product album every day. More customers always need our products. At first, I made a lot of plans and always failed again and again. However, in many separate conversations and meetings with leaders, after mutual discussion and careful explanation, I found a solution to the specific details. Through the company's training and operation of professional knowledge, I found my own sense of direction and gradually integrated into this working environment and mode. I spent a whole day in the later working hours, visiting customers almost every day. Although sometimes the additional labor didn't get the result, which gave me many heavy blows, I believe that the effort will always be rewarded. There is hope if you work hard. Without hard work, there is no hope. Success belongs to those who are prepared.
With the support and help of xx furniture leaders and colleagues, I have continuously strengthened my work ability, earnestly completed all the tasks I undertook with an improved attitude towards work, and made great progress in my work ability, laying a good foundation for my future work and life. Now I will summarize some of my sales experience and work as follows:
Sales experience:
1, don't contradict the customer easily. Listen to the customer's needs first. Even if you don't agree with your point of view, retort politely, give customers a positive attitude and learn to praise.
2. Ask the customer. Don't be shy about asking questions. Don't pretend to know what you don't know. Listen to customers' requirements and their craftsmanship with an open mind.
3. Seek truth from facts. Only by targeting different customers can we be realistic.
4. Know yourself, foster strengths and avoid weaknesses.
As a qualified salesperson, you must first be familiar with the products you sell, know the advantages and disadvantages of your products, which industries are suitable for, and which customer groups are, so as to better show your professionalism and products to customers and win their attention and trust. Of course, don't ignore your competitors. It is necessary to have a targeted understanding of the advantages and disadvantages of rival products; In order to suit the remedy to the case, we can use our advantages to overcome the disadvantages of our customers. For example, our equipment is slightly better than its peers in accuracy and speed. This is our advantage. When introducing products to customers, we should introduce the advantages of our products as much as possible. Shortcomings should be mentioned as little as possible, but the shortcomings and deficiencies of the equipment itself, that is, the shortcomings and deficiencies of the equipment in all peers, can be properly explained to customers. After all, nothing is perfect. Always say how good your product is, others won't believe it all. Don't maliciously attack and criticize the shortcomings and deficiencies of peers, but guide customers to analyze and judge and recommend customers to visit on the spot.
5. Diligence and self-confidence; When talking to customers, speak loudly, pay attention to tone and speed.
6. Ask questions from the customer's point of view, including gradual and greetings. Think about what customers think and worry about what customers are in a hurry.
7. To gain the trust of customers, we should start with friends and communicate emotionally. Care about customers and learn to invest emotionally.
8. Be flexible, be agile, and do things for interest.
9. Trust each other. When selling products, you must first sell yourself, identify with the products, and put your personality before the products.
1 1. Be polite, be polite and use civilized language.
12, have a balanced mind, don't rush for success, as the saying goes: the heart is like a wave, and the surface is like a lake.
13, don't slander your peers in front of customers and expose your shortcomings.
14, learn to advance and retreat strategies.
Work summary:
First, study hard and strive to improve.
Because I worked at the grass-roots level in the furniture industry after graduation, I learned more about furniture institutions at the beginning of my work, which is of great help to my present work. I want to learn a lot about the industry and sales staff, so as not to be eliminated in the constant development and change of the times, and the work we do is also changing with the constant change of the times. The way to adapt to the needs of work is to strengthen study.
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