Sales Annual Work Summary 1
In this year's work, I constantly challenge myself, work conscientiously, strictly abide by the rules and regulations of shopping malls, hone my working ability in practice, and greatly improve my business level. I know that my work schedule is assigned with the help of everyone, and I have also been highly recognized by the store leaders. I was appointed as the sales supervisor. Looking back on the year's stormy course, I made the following work summary:
First, the cultivation of moral quality and professional ethics.
Through the continuous study of newspapers, books and magazines, I love my work, have a strong sense of responsibility and dedication, have a correct working attitude, be serious and responsible, strengthen the study of professional knowledge and constantly recharge myself. This is a source of confidence in selling jewelry.
Two. Achievements, benefits and contributions of work quality.
Finish the work with good quality and quantity, and the work efficiency is high. At the same time, I also learned a lot at work and exercised myself. Through unremitting efforts, my work performance has been greatly improved.
Third, work experience.
Sales is an art. As a jewelry salesman, we should pay attention to language skills and let customers buy satisfactory jewelry.
1, greet customers 3m seriously, 1m ask questions, and smile service is the key to artificially create a relaxed and happy shopping environment.
2. fully display jewelry. Because most customers lack jewelry knowledge, it is very important to show jewelry. The more customers know about jewelry, the stronger their satisfaction after buying it. As the saying goes; "Satisfaction |" is the best advertisement for customers.
3. facilitate the transaction. Because the value of jewelry is relatively high, the customer is under great pressure before the final transaction, so the salesperson is required to take a distracting way to reduce the pressure on the customer.
4. Be familiar with the wearing, maintenance, use, origin and quality of jewelry.
5. After-sales service: When the shop assistant's work has not been completed after the customer purchases, it is necessary to introduce the knowledge of wearing and maintenance in detail, and finally say some words of blessing to make the customer feel happy. Strengthen the relationship with customers and look forward to the occurrence of secondary consumption.
6. Seize every sales opportunity, wait for the arrival of customers in the best mental state, pay attention to your appearance, dress neatly and appropriately, and insist on makeup every day.
Fourth, the shortcomings in the work and the direction of efforts.
Summarizing the work of the past year, although there has been no small progress, there are still many improvements and shortcomings. For example, if you don't know enough about jewelry, you should strengthen your study, improve your sales skills and learn this knowledge. It is important to learn from other people's successful experiences. Sometimes the sales are not good and the thoughts are negative, which is unacceptable. Negative thoughts are the enemy of sales. It is not enough to sum up the sales failure. Every sales failure has its reasons, such as whether the jewelry recommended by customers meets the needs of customers, and whether the attitude towards customers is blunt, which leads to customer dissatisfaction. Have you ever shown jewelry to customers? Wait, these all need to be considered. As a cabinet leader, just like the squad leader who leads the troops in combat, it is very important to influence and infect members in the front line. As a cabinet leader, we must first set an example and set an example. A counter is a collective, and full unity can release the greatest energy. Learn from each other and make progress together.
In short, I am very happy at work this year!
Sales Annual Work Summary II
Time flies, 20__ years passed quickly, and a new year came again. Looking back on the past year, I can't help but feel deeply. There is no vigorous victory, but it has experienced extraordinary tests and tempering. In the new year, we will continue to work around the company center, overcome shortcomings and improve methods; In-depth study and master skills; Strengthen management and improve service; Boldly explore new ideas and methods, push the work to a new level and make greater contributions to the healthy and rapid development of the group company!
I. Review of Main Work
Our sales work is mainly divided into two parts: telephone sales and township hospital development. Telephone investment is the main force to open up the market, and the development of township hospitals is the supplement. According to the company's overall market thinking and direction, in the past sales work, we mainly did the following work:
(a) sales receipts
In 20 years, * * completed _ _ pieces of telephone investment (target _ _), township hospitals _ _ yuan, partially completed _ _ pieces (plan _ _), and raised _ _ yuan. * * * RMB _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Telephone investment attracted 340 customers throughout the year and successfully developed 223 new customers.
(B) the establishment of customer base
In the sales of 20__ years, we * * * accumulated 340 customers, successfully developed 223 new customers, finalized _ _ OEM customers, talked about _ _ OEM customers, purchased over 10,000 customers annually, and took _ _ customers at a time, thus establishing a preliminary customer base.
(3) Team building
Talent is the core resource of marketing. Since the establishment of this department, we have actively played the role of team promoter and paid attention to the cultivation of sales backbone. When I first entered this department, most of the salespeople started from scratch and knew nothing about sales, especially the technology, products and target market of this industry. After a series of training and practical training including customer orientation, negotiation, follow-up, order promotion and contract signing. They have become independent sales backbones and are creating more and more market value for the company.
(D) the initial formation of the marketing system
According to the specific content and workflow of marketing work, we have established a detailed and clear customer file, which records a series of information including customer basic information, customer importance classification, customer contact process, quotation, contract sales, customer relationship maintenance, follow-up service and so on. , forming a rich customer dictionary for sales staff to read at any time. According to the above information, analyze the market and customers in various ways, master the general rules of marketing activities, draw inferences from others, and constantly improve business processes.
(5) Training. The sales department is responsible for the sales of all products of the company. It is conceivable that the responsibility is great and the task is arduous. It is very important to establish a high-quality sales team that can recruit good soldiers and complete the company's annual sales task. If a worker wants to do a good job, he must sharpen his tools first. In order to improve the comprehensive professional quality of sales staff, the sales department has carried out uninterrupted vocational skills training and carried out "East-West Integration" activities with the elites of China Merchants Department. With the help of Jinan Investment Promotion Department, the sales ability of sales staff has been greatly improved.
Second, the existing problems and solutions
Problems are always inseparable from work, and the achievements are negligible, but the problems need to be carefully summarized, reflected and discussed. The process of problem solving will be our continuous development and progress, and the effective solution of these problems is exactly what we will strive for in the next sales year. There are four questions:
1, salespeople are not enthusiastic about their work, lack initiative and are lazy, which means they often say that they don't pay enough attention.
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; Some questions and requirements put forward by customers can't be responded quickly and handled correctly. When communicating with customers, I don't know how much customers know about our products and how much they accept. It is a fatal mistake not to follow up after being rejected.
There is no clear goal and detailed plan for the work.
Sales staff have not formed the habit of summarizing and planning their work, sales work is in a state of laissez-faire, unreasonable distribution of working time and chaotic work situation.
4. The quality image and business knowledge of salespeople are not high.
Individual salesmen have low quality, many bad habits, weak sense of responsibility and work planning, and their professional ability, image and quality need to be improved.
The above four points will be the main problems, ideas and efforts we need to solve in the next sales year. I believe that with the support and help of leaders and colleagues, all problems will be solved.
Three, 20__ year work plan
(a) to establish a familiar business, high quality and efficient and relatively stable sales team.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having an excellent sales team. Establishing a cohesive, effective and high-quality sales team is the foundation of an enterprise. Only through high-quality and efficient sales staff can we increase the sales volume of products and enhance the corporate image and the influence of products. Set up a harmonious and efficient sales team as a major task for next year. The team building staff is expanded to 20 people, which is divided into two parts, namely, the first part of investment promotion and the second part of investment promotion, to assist departments in e-commerce and focus on building e-commerce platforms. Build a sales system in an all-round way and comprehensively promote the progress of sales work.
(2) The total sales performance of the telemarketing part exceeds _ _ _, and the annual sales exceeds _ _ _. The sales of some township hospitals exceed _ _, and the annual sales exceed _ _ _
(3) In management, we should take practicality as the principle, improve the supervision and assessment measures, and create a relaxed, standardized and happy sales environment.
1. Improve the sales system and establish a clear and systematic management method.
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. Strengthen the execution of sales staff, thus improving work efficiency.
2, improve the quality of personnel, business ability.
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.
Specific:
(1) Strengthen the management by objectives of the sales team ① Standardize the service process ② Make a table of daily work ③ Standardize the inspection work ④ Divide the sales indicators ⑤ Standardize the morning meeting and training meeting ⑤ Evaluate the service indicators.
(2) In terms of time management, make good use of plans and agreements, achieve daily, weekly and monthly goals as planned, allocate time reasonably, and strengthen study and training.
(3) In customer management, establish customer files, refine customer classification, provide different solutions for different customers, and improve customer service quality.
In the new year, we will obey the overall situation of the company, listen to the arrangement of the leaders, concentrate on opening up the market, serve customers wholeheartedly and strive for better sales performance.
Sales annual work summary 3
Looking back on 20 years, there are too many wonderful memories. After this year's study, I deeply feel that I have made progress, but there are also many problems and shortcomings in dealing with problems and working methods. But I believe it is right to join the automobile sales industry, and I will definitely have a better tomorrow.
First, the year-end summary
1, sales task completed
1) Car series * * * sold 282 sets, and I personally sold 1 15 sets, accounting for 18% of the total number of cars.
2) According to the sales arrangement of the general office, each employee is on duty in turn. I received 1 13 valid customers there, of which 6 were sold. A powerful blow to competitors.
2. Sales job analysis
1) in the sales position, first of all, I want to mention two people, one is the chief of staff and the other is the sales manager. I am very grateful to them for their help in my work. When I was in contact with automobile sales, I was very lacking in automobile knowledge and sales knowledge, so my work can be said to be difficult to start with. In the first two months, under the leadership of the director and manager, we conducted customer negotiations and analyzed the customer situation. Therefore, when we meet difficult customers in sales or compare the advantages of different models, we will always think of them. It is because of their help in sales skills and negotiation and previous experience that I can work independently in my post smoothly. The whole learning process can be said to be the result of two leaders' words and deeds.
2) Adjustment of professional mentality
A salesman's day should start at the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others.
3) Development of key customers. Here I want to say: We should treat the customers of Class B as Class A, so that we can have one more Class A than others, and one more Class A will give us one more chance. Visit customers at least three times a week. I think attacking customers is the same as setting goals. First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.
4) Shortcomings in my own work:
In the sales work, some people are eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, actively learn and consult the business knowledge of old salesmen and improve my sales skills as soon as possible.
Two. Work for 20__ years
In the process of the company's development, I think that to become a qualified salesperson, we must first adjust our thinking, unify our thoughts and goals with the company, and clarify the company's development direction, so as to fully integrate into the company's development and carry out our work in an orderly manner.
First of all, from the concept: I want to be consistent with the company's business philosophy and business philosophy, unify my goals and understanding with the company's top management, and help the company promote corporate culture construction.
Second, in business, we should understand the information, hobbies and family situation of customers, tap customer needs, do a good job in customer relations, and keep abreast of information.
Thirdly, in consciousness, we should abandon the selfish, strong and lazy temperament, learn from the strengths of others with a positive attitude, learn to be modest, and learn to get along more harmoniously with bosses, friends and colleagues.
Finally, I hope the company's performance will be more brilliant next year!
Sales Annual Work Summary 4
I. Summary of this year's work
_ _ years are coming to an end. 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 sales experience. I lacked sales experience and industry knowledge just 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 _ _ manager, 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 _ _ 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:
I don't know the _ _ market deeply enough, and I have a weak grasp of the technical problems of products, so I can't explain them clearly to customers, and I can't come up with good solutions to some big problems 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 work summary
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 other aspects of our work.
The following is the company's total sales in _ _ _:
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. _ _ The product price is chaotic, which brings us great pressure to open up the market.
Although there are some objective factors, there are also great problems in other practices at work, mainly in the fact that 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 the work, there were _ _ recorded customer visits. Add the unrecorded summary of _ _ and eight months _ _, and the total number of customers visited by three salespeople in one day is _ _. Judging from the above figures, our basic work of visiting customers has not been done well. 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.
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.
The development of new business is insufficient, 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
There are many brands on the market now, 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 _ _ _ region, our company entered the market late, and the product popularity and price have no advantage. There is great pressure to open up the market in _ _, so we put the main market in regional cities, where the market competition is relatively less than _ _. 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. It can be summarized in 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, _ _ year work plan
In next year's work plan, we will focus on the following tasks:
1. Establish a sales team that is familiar with business and relatively stable.
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. Cultivate 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 regions and 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.
Sales Annual Work Summary 5
Looking back on the past year, there are too many perfect memories. Through this year's study, I deeply feel self-improvement, but there are still many problems and shortcomings in dealing with problems and working methods. But I believe that with the help and encouragement of leaders, I will have a more perfect tomorrow. Summarize this year's sales work as follows.
I. Analysis of Sales Work
In the position of sales consultant, first of all, I want to thank the manager of the sales department. I want to thank him very much for his help in my work. Although I have worked in the sales department for more than a year, I am very lacking in sales experience and work confidence, so my work can be said to be difficult to start. This year, under the leadership of _ _ _ manager, negotiate with customers and analyze their situation. I always think of a difficult customer when I meet him in sales. Only later did my sales performance and skills improve.
Second, the adjustment of professional mentality.
A salesman's day should start at the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with full energy and joy. If I am not as experienced as others, then I am more patient than others; If I don't have as many lists as others, then I am better than others. Development of key customers. I want to say there: I want to treat class B customers as class A, so that I can have one more class A than others, and one more class A will give me one more chance. Visit customers at least twice a week. I think attacking customers is the same as setting goals. First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.
Third, shortcomings in the work.
In the sales work, some people are eager to clinch a deal, which not only affects the development of self-sales business, but also undermines self-confidence. I think I will abandon these bad practices in my future work, study hard and improve my sales skills as soon as possible. I will, as always, keep in touch with old customers and stabilize the relationship with customers according to the requirements of the company. We should cherish customer resources more. If you want to have a good performance, you must strengthen your business study, broaden your horizons, enrich your knowledge and adopt diversified sales methods.
Do your best to achieve the monthly sales target. Make a summary once a week and a big summary once a month to see what mistakes you have made in your work, correct them in time and don't make them again. It is necessary to know more about the customer's status and needs, and then make preparations so as not to lose this customer. We must treat every customer who enters the store with the service concept of _ _. We should constantly strengthen our business study, read more books, consult relevant information online, communicate with our peers and learn better methods and means from them. Good communication with other employees of the company, team awareness, more exchanges and discussions can continuously increase business skills. In order to sell the task, I will try my best to complete the task and create more profits for the company.