Ceramic tile sales summary;
The year 20__ is coming. In this nearly a year, I have gained a little through hard work. At the end of the year, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.
I came to work in the company in March this year and started to set up the marketing department in April. Before I was in charge of the marketing department, I had no experience in ceramic tile sales, but I lacked experience and industry knowledge in ceramic tile industry because of my enthusiasm for sales. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often ask the manager of ceramic tile department, several leaders of Beijing head office and other experienced colleagues to seek solutions to some difficult customers and study targeted strategies, which have achieved good results.
By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the ceramic tile market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can now come up with a relatively complete plan to deal with some emergencies. For a project, you can always operate.
Existing shortcomings:
The understanding of ceramic tile market is not deep enough, the technical problems of products are too weak to explain clearly to customers, and some big problems cannot be solved quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.
Second, the department personal work summary report
In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in Henan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.
The following is the company's total sales for 20__ years:
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. In Henan market, there are many brands of ceramic tile products. Because the ceramic tile star entered the Henan market earlier, the price of ceramic tile products was chaotic, which caused great pressure for us to open up the market.
Although there are some objective factors, there are also great problems in other practices in the work, mainly in:
1) There are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. At the beginning of work, there were _ _ _ _ _ _ _ recorded customer visits, plus eight months of unrecorded tile days, so the total number of customers visited by three salespeople in one day was _ _ _ _ _. Judging from the above figures, our basic work of visiting customers has not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
Third, the market analysis
At present, there are many brands in Henan _ _ _ _ _ _ _ _ market, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff.
In Zhengzhou area, because the ceramic tile market first started in Zhengzhou, Zhengzhou market is a very competitive market. Because our company entered the market late, it has no advantage in product popularity and price, and there is great pressure to open up the market in Zhengzhou, so we put the main market in regional cities, where the market competition is relatively less than that in Zhengzhou. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before. The market is good and the situation is grim. The ceramic tile market in Henan can be summarized by this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
Four, 20__ year work plan
In next year's work plan, we will focus on the following tasks:
1) Establish a relatively stable sales team that is familiar with the business.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work.
2) Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3) Train sales staff to find problems, sum up problems and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.
4) Establish sales and service outlets in regional cities. (Recommended for trial implementation)
According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
5) Sales target
The most basic sales target this year is to have a monthly income statement. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks. I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.
These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
Ceramic tile sales summary Part II:
First, recall the past.
1. Expand new sales areas.
Focusing on the development zone market, we have developed a number of new customers. By the end of July, although the store was renovated, we still established relationships with customers in different communities.
2. Pay attention to brand awareness.
Brand power plays a very important role in promoting the development of a company. In recent months, successful brand products have been sold to various communities. The current sales situation is not good, but I believe it will increase in the future sales process.
3. Provide quality service for old customers.
Focus on customer tracking and service in the development zone market. After 7 months, all kinds of customer complaints have been well solved, and the website has been actively tracked to provide good services.
Second, summarize the present.
1. The product quality needs to be further improved.
Whether it is the company's flagship products or best-selling products, quality complaints come and go. This greatly restricts the development of sales work. Moreover, the development cycle of new customers is too long, which leads to the strange phenomenon that old customers are immature and new customers dare not recommend them.
2. The difficulty of documentary work.
According to the company's previous sales cycle, it is generally 1-3 days. Measured by _ _ weeks, it far exceeds this period. Our delay in delivery will directly affect the customer's sales plan and also have a certain impact on the company's reputation. Especially every delivery, either two pieces of this model are missing or two pieces of that model are added, which not only brings great trouble to the work, but also makes it difficult for customers to explain clearly.
Third, look to the future.
1, development
There is no end to the market development outside the development zone, and the last few months are just a starting point for us. Through exploration and experience, we will grow slowly, and every expansion work in the new year needs the strong support of leaders. The market is cruel. This year will definitely be a year for me to work harder. I firmly believe that every step we take to expand the external market is to sell our products better!
2. Handle customer complaints and solve them properly in time.
Although the problem of customer complaints has been solved in the past, sales is a long-term and step-by-step work, and the defects of product paving are widespread. Therefore, store staff should treat customer complaints correctly, regard customer complaints as equally important as product sales, and deal with them seriously at the same time. In the process of product sales, I strictly follow the sales and service commitments made by the company. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. Secondly, I should report to the leader in time. After receiving the instructions from the leader, I will work out the response plan with relevant personnel, and at the same time, I will communicate with the customer in time to make the customer satisfied with the treatment plan.
3. Product awareness
Seriously study the knowledge of our products and related products, and determine the products that can be sold according to customer needs. Familiarity with product knowledge is the premise of good sales. I also pay attention to the study of product knowledge in the process of sales. I can ask and answer the basic knowledge of the products produced in the store, and I can basically master the knowledge of shop laying.
Summary of working mode of ceramic tile sales Part III:
With the deepening of sales work, I have come into contact with many new things and encountered many new problems, and these new experiences are a new tempering process for me. Looking back on last month, I learned a lot: when encountering contradictions, I learned to face them calmly and solve them calmly; In the face of setbacks, I learned to encourage myself to hold my head high and smile forever; Behind the repetitive monotonous work, I know how to think and summarize; When the company's image and reputation were damaged, I learned how to maintain and repair it; When misunderstood by customers, I learned how to communicate and solve it. The above is my slight breakthrough and progress in my work, but this Zhong Changjin doesn't mean that I can do my current sales job well. I will constantly improve myself in my future work and learn from success and failure. Learn their advanced ways and means in the process of working with colleagues; In the process of communication, learning mutual benefit not only protects the interests of the company, but also obtains orders.
The work in July is summarized as follows:
I. Work:
1, do a good job of sorting out the basic information and reflect the customer's situation and information to the factory in time; 2. Do a good job in order tracking: after placing an order, confirm whether the factory arranges the order, understand the production process of the ordered products, determine whether the products can be delivered on time, and finally determine whether the customers receive our products on time; 3. Is the collection of payment, confirm the reconciliation list with the customer and confirm the return, send the billing information to the finance department in time, make the billing, and finally confirm that the customer's finance has received the tax bill, requiring timely arrangement; 4. Maintain old customers, keep in constant contact with them, and know the latest trends of customers' demand for products. In addition, we should introduce the latest products of the company to our customers to determine whether they need them.
Second, the problems existing in the work
1, the coordination ability of delivery time is not strong enough, and some goods with urgent delivery time often can't meet the needs of customers well, and the delivery time is pushed again and again, and some products even take more than 20 days to complete. This situation has caused some customers to complain. The work is not clear, and some mistakes often appear in the work; The allocation and utilization of time is not reasonable enough, which greatly reduces the work efficiency; Can not distinguish the priorities of the work well, affecting the overall process of the work.
2. Due to the lack of product knowledge and the limitation of business level, it is impossible to convince customers well in the process of communicating with customers. In this respect, I need to continue to learn to improve my product knowledge and improve my business level.
3. Product quality problems are hard to avoid in mass production, but everyone wants to reduce the incidence of product quality problems. According to statistics, more than a dozen customers complained about the quality of our products last month. For example, the color difference of the tiles provided by the factory to customers leads to complaints from agents' users. In order to ensure the interests of the company, we will negotiate to make up the tiles of the other party and give away some calming events to replace the tiles with color difference for the agents. Although it has been remedied, it has caused unprecedented embarrassment in my communication with customers. Customers are skeptical about the quality of our products and our attitude. They think we are insincere. Later, our factory took corresponding measures to solve this quality problem. However, the previous problem of poor quality brought a very bad image to customers, which greatly reduced our trust and satisfaction.
I think the problem of product quality exists objectively. It was unrealistic and naive at that time to ask the tiles produced by the factory to have no quality problems. It is necessary for every salesperson to tolerate a certain number of defective products. If you complain about the products of the factory blindly, it will only make things worse. If there is anything that can make up for the quality problem, it is our attitude. Once there is a quality problem, we should promptly and effectively recover the loss and the trust of customers, and sincerely find a win-win method to achieve the balance between our own interests and customers' interests. This is the first thing to do.
Third, self-analysis
Mentality, I have two problems: first, impatience, and second, scattered responsibilities. I need to make further adjustments and changes.
In the intense work, I often have an impatient psychological state. I tried to alleviate this situation, but the effect was not good. Psychology explains that there are many factors that lead to impatience: working environment, self-quality, living habits and working methods. Besides, I think we should start with our living habits and working methods to adjust our impatient psychological state, because the working environment exists objectively, and it is not a one-off event to improve our quality, especially our psychological quality. What I can grasp now is to adjust my working style and living habits.
Decentralization of responsibilities is an important means to improve work efficiency, but it also has its negative side. When the responsibility of a thing is shared by many people, no one thinks it is their own business. Over time, no one will pay attention to it deliberately, and I can feel it around me. I think the best way to overcome this kind of psychology is to cultivate and strengthen our team spirit. Always put yourself in a group position, because there is no me here, only us.
Work plan for April and August
1. Maintain old customers: mainly follow orders to ensure that customers' goods can leave the factory on time. Do a good job in proofing the summer fair.
2. Do a good job of payment collection. I didn't do well in this respect last month, and the feeling of perfunctory is really unbearable. From now on, I need to be more careful. As the saying goes, everything I say is groundless, and everything must be confirmed.
For new customers, we must act in full accordance with the specifications in the contract. Get the trust and support of new customers as soon as possible.
4. Insist on learning product knowledge and improve your business level. Things change all the time, and I need to constantly add new knowledge to enrich myself. Insist on going out for a walk, keep frequent and effective communication with customers, and truly understand what products customers need.
The above is a summary of my work in July, and the leaders should criticize my shortcomings. In the future work, I will make a personal summary and work plan, strive to carry out all the work better and promote sales performance step by step.
After reading the ceramic tile sales summary, Fan Wen also read:
1. Three-year year-end summary of ceramic tile store.
2. There are three articles summarizing ceramic works.
3. Three model articles on ceramic tile sales work plan
4. E-commerce personal work summary
5. Company's personal year-end summary model essay 3.
6.20/kloc-3 annual work summaries.
7. Decoration company internship summary model essay 3.
8. Logistics manager's year-end summary model essay 3.
9. Three model essays on the year-end summary report of the hotel.
10. Six model articles of market research report