Monthly work summary of sales staff 1 July has passed. In this month's time, through hard work, I have gained a little, and 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 in the future. Let me briefly summarize this month's work.
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 know the advantages and disadvantages of competitors' products in a targeted manner, so as to prescribe the right medicine and overcome the disadvantages of customers with our advantages. For example, our equipment is slightly better than our peers in accuracy and speed, which 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 will not 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.
Analysis of sales situation:
There were not many new customers in July, and the purchases of old customers also decreased a lot. There is little new customer development, and some of them are still in the understanding stage. In this case, we should start from different channels in the future. The key now is to cultivate potential customers, dig deeper customer information and make them trust us more!
My sales skills are still lacking and my basic skills are weak, so I will continue to strengthen my study. "Don't make excuses to find a way" is always advocated by our company and myself. Now my ability is not enough, so I will always work hard, study hard, work hard and live hard, so that every day is full of hope. Some people say that "attitude is everything". In short, my attitude towards work is to choose what I like. Now that I have chosen this industry, I may have no choice, but now this is my favorite job, and I will do my best for what I like. During my working time, I think a positive working attitude is a necessary prerequisite for success, so I have devoted 100% passion to my work, and I will keep this passion in my future work.
Problems existing in the work:
Through this period of work, I also clearly see that I still have many shortcomings, mainly:
First, in view of the failure to track the customers who intend to pay a return visit in time, it is necessary to classify the customers' intentions in the future work, mark them well, and pay a return visit regularly to prevent forgetting the customer information.
Second, due to limited ability, some things are still not handled properly. It is necessary to strengthen the study of salesman norms.
The monthly work summary of sales staff is coming to an end on February 2. In the face of this month, my heart is very tangled. One is the influence of social factors, and the other is some things I have experienced in my work. These things have had some impact on me, so I think it's really necessary to sum up in February.
I believe that February of 20xx is the most difficult time for every enterprise, but look carefully, in fact, our sales work went smoothly this month. As a salesman of the company, I know that sales can be done at any time. So in the next few years, I have been contacting my former clients. As a senior insurance salesman, I know that whenever and wherever we are, we should keep good communication with our customers, so as to make them remember us and keep our relationship smooth, so as not to lose customers because of time.
In fact, although no one has stepped into the post this month, for us, it will be years before we really step into the post. As salespeople, we don't have a fixed position, only a fixed job, and we can work all the time, even if there is no fixed place and time, the work can be carried out normally. So after the annual leave, I began to do my own work. First of all, I made a new year's plan for myself. Although there may be some changes in the plan now, in any case, with the goal, I will grow and progress. So it is very important to set a goal for yourself first. This is the beginning of our work and the basic requirement for our better progress.
This month, I have contacted many old and new customers I have communicated with before. In January, everyone had more free time and I had more communication with them. I believe I made a good impression on them, too. I am satisfied with my communication skills, and I am also a person who pays great attention to efficiency, so I won't do anything that has no effect. In this special job, I deeply realized a problem, that is, with a strong heart, things can be done halfway. This special work experience also gave me some other insights, that is, as a salesman, the most important thing is attitude. Whenever and wherever, as long as we have such a heart, the other party will return something, and something must be useful to us. Therefore, only by paying, will there be gains and growth.
When I first arrived in real estate, I was not very proficient in real estate and unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, I have become a qualified salesperson and try my best to do my job well.
A seemingly simple job needs more care and patience. Throughout my work, providing all kinds of sales materials, ordinary and monotonous work has become the cornerstone of sales assistants. By managing these materials, I can learn more about the company's real estate projects and related customers, from unfamiliar to familiar. I'm not familiar with the knowledge of real estate at first, so I'm often caught off guard when answering customers' calls. The sales department is the external image window. Every question we answer from customers is closely related to the interests of the company, and every word we say is responsible for the company, paving the way for establishing a good company image. I feel deeply inexperienced in this respect. Department leaders and colleagues have extended a helping hand to me, giving me a lot of good suggestions and help to solve problems in time. After receiving a customer every time, we should also be good at summing up experience and mistakes, avoiding the recurrence of similar mistakes and ensuring new improvements in the next work.
With the deepening of my work, I have begun to contact the customers managed by the sales department. Telephone dunning is a language art, which requires not only good expression but also some experience. As the saying goes: "Customer is God", it is my bounden duty to entertain visiting customers and establish a good company image in customer psychology.
As far as the overall work experience is concerned, I think the working environment here is quite satisfactory. First, the concern of leaders and the continuous improvement of working conditions have given me motivation to work; Secondly, the friendship, care, cooperation and mutual assistance among colleagues make me feel comfortable and practical in my work.
In short, although some achievements have been made this month, there is still a certain gap from the requirements of the leaders. In the future, I will further strengthen my study, work hard, give full play to my personal advantages and make due contributions to the company's further success.
Monthly work summary of sales staff. Considering the sales situation this month, the customer groups and seasonal factors we are facing, and according to the relevant requirements of the Head Office and the spirit of the document, the Bank made a summary report and work arrangements on June 20th:
First, this month's work summary:
In the past month and a half, with the joint efforts of Mr. Wang, Mr. Kong and all the staff of the sales center, we have formulated the sales strategy, core competitive advantages and publicity materials of the company (new package policy, quotation policies for basic websites and websites of various industries, etc.). ), which have laid a good foundation for the upcoming "crazy" sales season in 65438+February.
In the aspect of team building, the detailed assessment criteria of sales staff are formulated, including the operation system of sales center, the implementation method of single collision, the method of ERP tracking customers, workflow, team culture and so on. This is what I think the company has done well in all our sales, but there are still great problems in other aspects of the business department. Judging from the sales performance of the sales department, my work is not good, basically it can be said that it is a failure.
Second, the problems in the work:
Although there are some objective factors, there are also great problems in other practices in the work, mainly in the following aspects.
1. The development of new customers is not enough (the number of new telephones is too small), the business growth is small, the work responsibility, execution and work planning of individual salesmen are not strong, and the business ability needs to be improved.
2. There are too few basic customer visits in sales work. In a month's time, ten salespeople visited less than one customer on average. Judging from the visit records, we didn't do a good job in the basic work of visiting customers.
3. Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers, can't understand the real thoughts and intentions of customers, and can't respond to customers' questions quickly. Especially in the process of pressing orders at the end of the month, we always understand customers, and making excuses for customers is actually making excuses for ourselves. Originally, the traditional wolf nature and efforts of our company were not enough.
There is no clear goal and detailed plan for the work. Sales staff do not develop good work habits, and sales work is in a state of laissez-faire, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
Third, the work plan for next month:
1. This department must be built into a relatively stable and familiar sales team. Talent is the most precious resource, and ensuring long-term sales performance comes from having a group of capable sales.
2. Building a united and cooperative sales team is the basis to ensure performance. It is an important task to build a harmonious and lethal team in the future work.
3. Improve the sales system and establish a clear and systematic business management method. Sales management is my biggest headache now. Salespeople are in a state of laissez-faire when they take part in work. The purpose of perfecting the sales management system is to let employees exert their consciousness in their work and have a high sense of responsibility for their work. Strengthen the execution of employees, thus improving work efficiency.
4. Cultivate them to find problems, sum up problems and constantly improve their habits. Only the questions I ask can I remember well, and no matter what I say, I can't solve them. They have to ask themselves, and we can all solve it together.
5. Sales target. According to the assigned tasks, the tasks are divided into weekly tasks and daily tasks according to the specific situation; Break down the weekly and daily sales targets to everyone and complete the tasks in each time period. And improve performance on the basis of completing the task.
As a sales industry, goal orientation is the key to marketing. In the new year's marketing work plan, the first thing to do is to formulate marketing objectives, which are concrete and data-based objectives, including the overall annual sales objectives, cost objectives, profit objectives, channel development objectives, terminal construction objectives, staffing objectives and so on. , and do a detailed decomposition. For example, the sales target of end products should be decomposed into every region, every customer, every system and so on. Circulation products are decomposed into every region, every customer, etc.
The second is product planning. New product development plan and product improvement plan based on consumer demand analysis; Analyze regional leading products through sales data and draw up regional product sales mix; According to the characteristics of different regional markets and the existing customer network resources, the channel positioning of regional products is put forward. Then, a standardized price system should be formulated, from the CIF price to the suggested retail price, including the price fluctuation range of all intermediate links. Sometimes it is necessary to draw up a phased price adjustment scheme in combination with the product life cycle.
As a mentor, consultant and coach of sales staff, the sales manager should guide and manage the work summary and report of sales staff.
1, pay attention. The sales manager's attention to the work summary and report of the sales staff will make the sales staff take it seriously.
2. Ask the sales staff to prepare carefully before reporting the work.
3. Go to the podium to speak. The salesperson spoke on the podium.
4. Reward and punishment. Reward and punishment are always a good means of leadership. The sales manager should play the role of reward and punishment.
If the enterprise still has blank areas to fill, or the existing dealers can't afford to sell new products, it is necessary to formulate regional investment promotion plans or customer development plans. Terminal products also need to improve the development planning of Shang Chao store.
Then make a brand promotion plan to expand brand influence and enhance brand reputation and loyalty. It is necessary to define the theme of promotion planning and the form of promotion combination through terminal image construction, promotion activities, advertisements and public relations activities.
Finally, the marketing cost budget, which calculates the distribution ratio of each project cost, each product cost and each stage cost respectively. In this way, the overall annual work summary and the new annual marketing work plan can be considered as a complete system. However, in order to ensure the smooth and efficient development of marketing work, it is necessary to strengthen key work processes and key systems from within the enterprise and cultivate organizational execution.
It takes a short time for salespeople to summarize Article 6 every month, so it is impossible to change much in this month. Therefore, when writing the monthly sales summary, more attention should be paid to the understanding and understanding of the sales situation.
First, the monthly sales summary matters needing attention:
1, and then summarize the full materials. Through different forms, listen to the opinions of all parties, understand the relevant situation, or put forward the ideas and intentions of summing up, and discuss with cadres and the masses in all aspects. We must avoid giving opinions from leaders and find facts among the masses. 2, we must seek truth from facts, achievements are not exaggerated, shortcomings are not narrowed, and we must not resort to deceit. This is analysis,
The basis of learning lessons. The organization should be clear. The summary is written for people to see. If it is not clear, people will not understand it, and even if they do, they don't know why, so the purpose of summary will not be achieved. 4, to tailor, the details are appropriate. Materials are essential and phenomenal; There are important things and minor things, so keep the essence in writing. The problems in the summary should be divided into primary and secondary, detailed, detailed and abbreviated.
Two, in general, a perfect monthly sales summary report should include the following contents:
1. Sales summary: The achievement of sales performance and sales targets requires both detailed data and situation analysis. 2. Action report: What did you do, where did you go, and how did you arrange your working hours? The requirements should be simple and clear. 3. Summarize and analyze the market situation, including: (1) Current market price: the specific price, promotion, rebate and profit of dealers at all levels; (2) Product inventory status: product inventory status of dealers at all levels: quantity, variety and date; (3) Dealer evaluation: What is the mentality, ability and sales performance of major dealers at all levels? (4) Competitor evaluation: analysis of sales performance, price trend, product structure change, important promotion activities and development trend of major competitors in the current month; (5) Market evaluation: whether the market situation is good or bad, what is the development prospect, what are the problems and opportunities. (6) Report on market problems: What problems need the company's assistance to solve in the current month: replacement of overstocked and damaged products, cashing of promotional rebates, application for market expenses, and other matters that need the company's support. 4. Work plan and arrangement for next month: according to the work situation of last month, arrange work for next month. 5. Work self-evaluation: the gains and losses of your work, right and wrong.
Fan wener
Time is like water, years are like songs, and eight months have passed in a blink of an eye. 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 I have had many firsts in the _ _ gold shop. A new look began in the morning. I went to work, next to May Day, facing so many people, I was at a loss.
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.
With the support and help of xx furniture leaders and colleagues, I constantly strengthened my working ability, and earnestly completed various tasks with an attitude of Excellence. My working ability has made great progress, laying a good foundation for my future work and life. Now I will summarize some of my sales work as follows:
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.
Second, keep your feet on the ground and work hard.
As a furniture salesman, we should be thoughtful and independent, whether in work arrangement or in dealing with problems. These are the unshirkable responsibilities of salesmen. To be a qualified direct seller, you must first be familiar with business knowledge and enter the role. Have certain ability to work under pressure, work hard, step by step, and pay attention to details. Secondly, we should take our work and everything given by our leaders seriously. Take it seriously, handle it in time, without delay, delay or perfunctory.
Third, there are problems.
Through a month's work, I also clearly see that I still have many shortcomings, mainly:
First, in view of the failure to track the customers who intend to pay a return visit in time, it is necessary to classify the customers' intentions in the future work, mark them well, and pay a return visit regularly to prevent forgetting the customer information.
Second, due to limited ability, some things are not handled properly. It is necessary to strengthen the study of salesman norms.
In short, in my work, through hard work and continuous exploration, I have gained a lot, but I also have a little regret. I firmly believe that I can do it well as long as I work hard.
Looking back at xx, looking forward to xx! I wish xx furniture a prosperous business and a rolling financial resource in the new year! I also wish myself a soaring performance in the next month!