Let's write a sales unit summary carefully, so that we can make clear the next work direction and avoid detours. How to write a summary so as not to become a mere formality? The following is my practical summary of the work of the sales unit carefully arranged for everyone, hoping to help everyone.

Summary of the actual work of the sales unit 1 Time is like water, and years are like songs. In a blink of an eye, I have been in x'x Gold Store for 8 months. In the past six months, I have grown into a professional jewelry consultant, which is a transformation. There are joys and sorrows. Now, the sales work of the gold clerk is summarized as follows:

Because of the introduction of my friends, I came to the big family of _ _ Jin Dian. I never thought that I would get involved in the jewelry industry, nor did I think that _ _ Jin Dian changed my life.

I used to be very introverted, quiet, afraid to chat with strangers, and a very shy girl. After graduation, I went to work in a drugstore and repeated the same thing every day. There is nothing new. I saw some Chinese herbal medicines and some strange western medicine names that I didn't know before in the store, and I received different patients every day. I just need to introduce drugs to customers and match different prescriptions for different patients. In addition to these words, I can use these words to express "live with a simple mind and developed limbs" It's been a long time. I just want to go out and have a look ... I was a stranger to this industry at first. I got up early in the morning to learn makeup, because this is the first time in my life, and there have been many firsts in x'x gold shop. A new look began in the morning. I went to work, next to May Day, and suddenly I was at a loss in the face of so many people.

A few days later, a master taught me what details to pay attention to at work, some simple common sense, how to receive every customer, how to introduce jewelry, and how to chat with a customer. Suddenly I feel that I can't accept so much at once, and I have a lot to learn. Every time I pick up a customer, the master will analyze what I need to improve and what I need to pay attention to, which helps me a lot. A master is really happy. Slowly, a month passed, and I began to do my own sales slowly. Because I am memorizing information every day now to improve my professional quality.

In this way, after another ten days, I gradually mastered the process. The manager arranged another teacher for me, and this time the teacher asked me to recite "No Questions, No Answers". Because I didn't like reading since I was a child, I felt a lot of pressure when I saw a thick book. I have to recite three questions every day, but I can't recite them or stay and recite them. At that time, I really felt wronged, so I asked myself to recite information every day.

Once, there was a customer, because the customer was a quiet person, and I was also a quiet person. It is quieter to receive such a customer who is quieter than me. I can't arouse the customer's atmosphere during the whole sales process, and the whole atmosphere is very cold. After work, Master talked to me and asked me to cooperate with other colleagues to teach me how to better adjust the atmosphere in the future, so that I could learn more knowledge and master my work more quickly. In this way, every time I see a colleague pick up a customer, I will be the first to cooperate. I found that every colleague picks up a customer in a different way, and different customers pick up in different ways, which made me learn a lot.

After a long time, I feel that I am not a newcomer, and I have begun to call customers boldly, but I am still not used to going to work like this. After a long phone call, I finally got a customer, but I didn't know how to introduce the product. At that time, I was completely at a loss. At this time, my colleague came to help and watched her introduce jewelry to customers. I was completely fascinated at that time. I think she speaks very well and wonderfully, and suddenly I feel _ _

Here, I would like to sum up the sales work of the salespeople in the gold shop. I am very grateful to the leaders for giving me this sales opportunity, to the teachers who guided me, and to my colleagues who helped me come to the big family of the gold shop, giving me warmth and care, and also turning me from a shy girl into a lively and cheerful girl now.

Summary of actual work of sales unit 21-In September, the marketing department successfully completed various sales tasks according to the overall work arrangement at the beginning of the group, which was recognized by the leaders of the group company. The main tasks completed from June to September in 65438 are as follows:

I. Market survey

In the rapidly changing market competition, in order to ensure that our products occupy a certain position and share in the market, our sales department constantly predicts the changes and trends of the market, grasps the price dynamics of various products in time, and reflects the market dynamics to production units in time. According to market demand, product sales cost and other reasons, timely provide product pricing suggestions and sales market conditions to the company.

Second, product sales.

At the beginning of the year, we made a sales plan and set a sales target according to the output of our products. In the case that railway transportation is difficult and affected by the financial crisis, arrange the sales schedule reasonably and cooperate with the railway department to do the delivery work in time. At the same time, we constantly explore new markets, develop new customers, consolidate old customers, successfully complete sales tasks, and achieve sales targets, with a return rate of 100%.

Third, after-sales service work

Obtaining customers' reputation is our sales goal. After each batch of goods is sent out, users will be informed of the quantity, quality and time of delivery in time, so that users can know the delivery situation in time, feedback or solve the objections and quality and measurement disputes raised by users in time, and the customer satisfaction will reach over 98%. Sales statistics are accurate, true and timely, and a lot of work has been done to promote the products of enterprises.

A system of soliciting users' opinions on a regular basis has been formulated. Keep abreast of user trends, collect and sort out opinions and give timely feedback.

Fourth, the quality situation.

According to the requirements of the quality system specification, all the sales staff in the sales office are familiar with the relevant contents of quality certification. In order to better meet the requirements of customers for products, the sales office fully understands and grasps the information of customers and markets, communicates with customers in time, and establishes customer files to meet customer requirements.

Verb (abbreviation for verb) Suggestions and opinions.

In order to achieve higher customer satisfaction and better ensure that our products occupy a certain position and share in the market, it is suggested that the company strengthen the relationship between departments and improve the overall work efficiency of the company.

I have been transferred to the sales department for a year and a half. Looking back on the road we have traveled and the things we have experienced in the past year, we don't feel too much, we don't have too many surprises, and our mentality is calm and calm. With the leadership and help of the company leaders and the full assistance of colleagues in the department, I am based on my own work and the sales work is progressing smoothly. Although the sales situation is good, the repayment rate is not optimistic because the group headquarters does not settle the payment in time. In 20__ years, I will try my best to overcome this factor and solve the payment problem with all subsidiaries in time. The contents and feelings of sales work are summarized as follows:

Usually, the company handles door-to-door business and deals with the problems in the process of product sales. Before that, it conducts friendly communication with various departments and cleans up the accounts payable with the group headquarters in previous years. Because I didn't handle the accounts a few years ago, and some documents were lost and the price or other problems brought a lot of trouble to my present work, I promoted every new product, closely contacted the dealers and analyzed it according to the differences of regions, industries and audiences. In my daily work, I accept the arrangement of the leader.

Summing up the work in the past year, there are still many problems and shortcomings in my work. I need to learn working methods and skills from other salespeople and peers. I plan to learn from each other in 20 years on the basis of my work gains and losses last year, focusing on the following aspects:

1, annual sales task, actively collect information at ordinary times and summarize it in time;

2, the manager's sales work, starting from the price, quantity, quality of products and their own service attitude, seriously communicate with customers;

3. Accuracy and careful review;

4. Timely processing of materials;

5. Maintain and continuously develop new customers;

6, everything, stick to it!

Finally, I summarize the problems in my work.

1 is out of stock. Although the inventory table indicates the minimum inventory of each product, it actually does not match, and many products have even been out of stock. In the case of low inventory, it is suggested that the warehouse contact the production department to place an order in time, or contact the sales department to remind them to place an order. Most cases of flight orders are related to insufficient inventory.

2. The goods were not returned in time. The return time is always delayed. For this phenomenon, buyers' attitudes are mostly irrelevant, and they seldom think about how to solve problems with suppliers, but hope that sales staff can communicate with customers to delay time. This will reduce the credibility of our customers. (This phenomenon is very serious)

3. Purchasing's handling of supplier's return. Many unqualified products are finally picked and sold as qualified products because of the delay of time, which is very inconsistent with our belief of "pursuing high quality" There are often things that are taken out, because the quality problems make the sales staff very embarrassed.

4. For the business that has been sold and has not been repaid, it is necessary to make regular reminders or reminders. Many businesses have been repaid, and the finance department didn't tell the sales staff until several months later. During the period, the sales staff thought that they had been urging not to repay, which gave the customer a very bad impression!

5. The doors don't coordinate. For the convenience of their own work, they often don't care too much about others and don't consider the trouble they bring to others. Sometimes a word or a small matter can be solved, but it makes the sales staff take a lot of detours.

6. There is also the problem of delivering the car.

7. The speed of product development is too slow.

It is worth mentioning that the first half of the year has made great progress compared with the same period last year. Through the joint efforts of all the staff, the company has achieved a comprehensive victory in all its work and all its business indicators have reached a record high. This is encouraging. But we still need to do better and stronger. This year, I will work harder to do my job and help others actively. I also hope that some problems existing in the company can be properly solved. Constantly develop new products and new fields, I believe that the company will go further and have a higher market share, and everyone will be filled with a happy smile!

In the process of commodity management, I think the most important thing is to make a detailed analysis of the sales link, and then use the first-hand sales data to feed back the design and production.

Let's talk about sales first: because the market share of the brand I serve is not a strong posture, in the sales process, we must strive to compete for the market share of competing brands at the same level. Taking Xidan _ _ Store Sports Store 100 as the analysis object, the whole shopping mall mainly sells sports shoes, and the passenger flow of the whole shopping mall is mainly young sports people. With the convening of the Beijing Olympic Games in 20__, and the vigilance and reuse of SARS and bird flu, people's consumption of sports is bound to flourish. I have to match the goods completely, such as: sports shoes+jeans+casual sports tops. The brands around me, the competitive brands I have established are jeans jive and casual shirt bossini. I choose them as our main competitive brands, rather than Levi's and Lee's, because I think competitive brands are brands that we can surpass or be surpassed in the process of strategic development. In the process of competition, try our best to restrain the development of competitive brands within the acceptable profit range. In the process of competition, conceptual warfare and price war are mainly adopted.

However, it is necessary to use tactics flexibly, not to hit a stone with an egg, but to avoid reality and make use of it flexibly. For example, if jive shows a pair of jeans, I will fight with you with jeans with strong price advantage and strong style advantage. No matter what he says, I will resist. If the other side's competitive advantage is too strong, and my profit doesn't allow me to make blind behavior, then I will attack from his weakness. However, in the process of fighting between the two sides, we should also pay attention to the market share of other brands to avoid the benefits of others. In the process of sales, the inventory ratio and display of goods must adapt to the sales ratio of the whole freight yard. However, we still have a comprehensive grasp of the momentum problem. For example, if my sales share of men's T-shirts accounts for 40% and women's T-shirts only accounts for 20%, then I must not adjust my inventory to 40% for men's T-shirts and 20% for women's T-shirts, because if I do so, my motivation for women's clothing will be weakened. Because the integrity of the brand is extremely important, or richness. In terms of goods display, I think the entrance of the freight yard must be open and easy to enter. Because the decisive factor of the whole sales is nothing more than the passenger flow and the customer's stay time in the store. Store managers must know what is the best-selling model and what is the most profitable shelf. In different stages of development, shops adopt different display ideas. If they are in the survival stage, they should display the best-selling models on the most profitable shelves. If it is in the stage of running towards a well-off life, we should adopt different combinations of best-selling models and slow-selling models to achieve the scene of blooming all around.

In addition, the most popular display idea at this stage is color matching, but in the process of color matching, we must pay attention to the overall layout, the display of the smallest display unit, and then the overall combination layout. When displaying, we must make full use of the collocation of green leaves and red flowers. If you simply repeat the colors and don't make the finishing point, there will be an embarrassing situation in which the whole page has no focus. In terms of storefront posters, we must highlight the theme culture of the brand. Design comes from life and feeds back to life. In terms of concept marketing, we must tell our customers where our clothes are worn, so that we can find a * * * sound with our customers' attitude towards life. When collecting sales data, we must treat each store separately so that each store can get a piece of information, so as to give the most accurate feedback on design and production. The setbacks encountered in the sales process should be made up in the plan for the next season. For example, this week, the sales of men's T-shirts only had a market share of 10%. Why 10%? How much can it be improved next season, 15% or something else? This inference must be well-founded and strategic. Promotion: Promotion should be planned, not blindly. Before the start of the whole season, we should make a good promotion plan for the whole year, instead of blindly following competitive brands and being led by them.

There are three points in the formation of promotion:

1, holiday promotion;

2. Guaranteed promotion cannot be completed in the mall;

3. End-of-season inventory promotion. Benefits of promotion: increase sales and reduce inventory. Disadvantages of promotion: customer impression discount of brand image. In order to reduce the discount brought by the promotion to the customer's evaluation impression, every promotion should give the customer a reason to reduce the price as much as possible. When promoting sales, you can also join the intervention of other cultures, such as uniting strong brands in other industries. After each promotion, we should review and summarize in time to grasp the next logistics problem.

Buy goods:

1, push the details back to the perimeter, and then use the perimeter to scrutinize the details.

2. The advantages of last season must be passed down, and some elements with changing trends should be merged in a small amount and remain unchanged.

3, understand the sales cycle of goods, all sales should be in the form of parabola, try to improve the height of the parabola vertex and the length of the abscissa.

4. Ensure the integrity of goods, but try to avoid duplication. Because repetition will form competition in its own field.

5, it depends on the trend of the trend, such as the current super girl wave and the wave of the Olympic Games.

6. The determination of the size ratio and color ratio of commodities shall be calculated according to the period of parabola from top to bottom. It should not be the proportion of sales in the whole season. However, we should also pay attention to honesty.

7. For the launch of new products, what is needed is trial launch, not mass production of new products. Only excellent products can be produced on a large scale. Agent: Try your best to teach and assist, put yourself in the agent's shoes, and think for the agent. In terms of professional knowledge, try to share it with the agent. In terms of data analysis, it should be provided to agents as perfect as possible. Let the agent form a long-term vision. And let agents see the hope of profit. In terms of clothing quality: we should try our best to keep improving and develop repeat customers to the greatest extent. Teamwork is as modest as possible and gives unreserved guidance to subordinates.

The above is my experience summary of clothing commodity management. Due to the limitation of writing, it still needs to be fully developed in many aspects.

The fourth chapter is a practical summary of the work of the sales unit. I am glad that I have the opportunity to join Beijing _ _, so that I can have a good platform to show myself in such a big family full of vitality, self-confidence and strong perceptual culture. Give play to one's own advantages and make up for one's own shortcomings; Constantly accumulate your own business experience and life principles, and make contributions to Beijing _ _! At this time, my heart is full of infinite gratitude and expectation!

It has been half a year since it joined _ _ on June 20__ 10. At the end of this year, my nephew summed up his work in the past six months as follows:

First, the system product knowledge accumulation:

As I just joined the building materials sales industry, I have a basic process to know and understand the company's products. From the development trend of pipe fittings, plumbing pendants and floor heating to the expansion of Warfield bathroom products, I have been constantly explaining a problem: the company's benign development and growth!

Second, the exploration and construction of business channels:

The sales areas I am responsible for are: Qian 'an, Guye and Kaiping. From the first visit to the second purchase channel, there are 27 effective customers, including 8 Class A stores and the rest are Class B customers. One of the Class A stores is a big customer, with a total purchase of more than 100,000 yuan in half a year, mainly based on temperature control valves. It is planned to make a water heating series at the end of the year or early next year. The customer situation of 27 customers is relatively stable, and next year's product sales will increase more products.

Third, brand building is particularly important:

In the series of products of _ _, the product positioning of "We only do high quality" fully shows the company's foresight, and customers also give high praise to it. Every floor drain, every hose, every angle valve and every meter of pipeline embodies the company's self-monitoring and protection of customers from production to sales to after-sales service. Of course, the brand cannot be achieved overnight. Relying on execution, relying on word of mouth, relying on the efforts and dedication of our team!

Chapter 5 summarizes the work in the past year. There are still many problems and shortcomings in my own work, so I need to learn from other salespeople and peers in working methods and skills. In 2008, I plan to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:

(1) According to the regional sales situation and market changes, I plan to focus my work on Yan 'an. First, I mainly do a good job in self-purchasing county bureaus, and choose several county bureaus with large consumption and good economic conditions, such as Yanchuan Electric Power Bureau and Yanchang Electric Power Bureau as the key points. At the same time, Yan' an power supply bureau has been reformed for three years, and its two counties and one district should do a good job of self-purchasing; The second is to do a good job in extending the procurement of oil mines in electrical materials, and the third is to take the form of agents in Yan 'an area, so that agents can carry out the sales work of county bureaus.

(2) In view of the situation that the county bureau in Yulin area has no electricity to buy, it is planned that Yulin Power Supply Bureau will continue to work and get the exact news in time. Golden boy should report the situation of our bureau to the leaders in time in order to do a good job in the provincial bidding bureau. At the same time, we plan to find powerful and well-connected agents in Daliuta, mainly working for Shenhua Shendong Coal Co., Ltd. to expand sales channels.

(3) Yongdeng Electric Power Bureau and Zhangye Electric Power Bureau, which have formed sales in Gansu, have basically stopped using due to the transformation of rural power grid in, and plan to actively collect market information and contact in time in order to participate in bidding to form large-scale sales.

(4) In order to actively cooperate with agency sales, I plan to study the knowledge, performance and use of agency products after determining the product variety, so as to facilitate the agency products to enter the market quickly and form sales.

(5) While doing a good job, I plan to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality, so as to lay a human resource foundation for the further development of the enterprise.

(6) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products.

(7) Suggestions on sales management measures:

1, the annual sales management method should be concise and to the point, clearly define the area, tasks, expenses, assessment and rewards of sales personnel, delete vague terms, and cash in full according to the method after the assessment of sales personnel at the end of the year.

2. Standardized and unified sales management methods should be carefully revised in 2000 on the premise of satisfactory negotiation between factories and salesmen, so that they can be widely used and adapted to local conditions, and only the ex-factory price needs to be adjusted according to market changes every year.

3. In 2008, the salesman should be loosely managed, and the fixed eight-hour work system should be abolished, and the form of regular report and summary should be adopted. Salespeople can go to the factory one day a week to deal with other affairs. For example, if you are on a business trip, you should report the destination and return time to the leader, and arrive at the factory on time after receiving the notice from the leader, so that the salesman can have enough time for sales planning.

4. As the regional market is shrinking, peer competition is fierce and prices are falling, leaders in 2000 should seriously investigate and synthesize the market situation and the information feedback of sales staff to work out the ex-factory price in line with the factory situation and market situation, so as to stimulate the sales enthusiasm of sales staff.