Sales year-end summary 1
In 20_ years, under the leadership of the company, all business personnel of this department carried out various tasks around the objectives and tasks of 20_ years, which are summarized as follows:
First, the overall goal completion:
Sales 175__ yuan, 77 _ _(225 _ _) of the target plan was completed.
Return 1 10__ yuan, and the sales income ratio is 6__.
(a) In terms of sales.
Mainly affected by the following factors:
1 and _x group's business declined seriously.
In 20_ years, the customer realized sales of 180 _ _ yuan. In 2000, due to the new leadership and new policies, _x reorganized and adjusted its brand X unit this year, especially after several big customers such as _ Group and _ Fan won the iron brand, which greatly reduced our carton sales business and affected the business of other brand X customers to varying degrees. It is expected that the whole _ X customer will be affected this year.
2. At the beginning of the year, Ceramic Group estimated that the customer sales were not less than 50__. However, because our quality and price can't meet the needs of customers at present, our business share has not expanded, but is still shrinking. If we can consider preprinting, its sales share will increase.
3. Affected by quality and delivery. For example, ceramic factories such as _ _, _ _ and _x are affected by factors such as cardboard strength, printing color difference and overprinter prohibition. In addition, our color printing output was saturated in the first half of the year, and customers could not continue to place orders, which shook their confidence in us and affected some sales.
(B) in terms of capital withdrawal
The main reason is that the due funds of _ glass and _ fan failed to be withdrawn in time, and the business share of X Ceramics and _ fan increased (the total sales of the two customers was 65__). Although some funds are not due, they account for a large part of accounts receivable.
In addition, due to the influence of the social market environment, the payment of general customers is delayed, which leads to the untimely withdrawal plan and affects the overall operation of the company.
Secondly, we have mainly done the following work:
1, pay attention to work discipline and professional ethics.
In view of the poor organizational discipline and low work efficiency of individual salesmen in this department, on the one hand, they adopt the way of individual heart-to-heart; On the other hand, we have strengthened the implementation, enforcement and supervision of the system. Perfect the work reporting system, significantly improve the mental outlook of sales staff and improve work efficiency. At the same time, timely educate and alert business personnel with some typical cases, develop good professional ethics and literacy, strengthen publicity and monitoring, and prevent the phenomenon of damaging the company's interests and image.
2. Strengthen the review of orders and delivery of inventory products, minimize inventory and reduce enterprise risks.
This year, we learned a lesson from the past, especially for the fan industry. We strictly implement the approval procedures for placing orders, control from the source, and always tell salesmen to actively communicate with customers and try their best to handle them, which has achieved certain results.
3. Improve the service quality and business ability of salesmen, and consolidate and develop the business of a group of old customers.
In our daily work, we ask salesmen to do the following:
(1) Strengthen communication and contact with customers and try every means to establish a good cooperative relationship;
(2) Work should be in place, services should be kept up, customers' production and operation situation and competitors' situation should be known in time, and problems should be handled in time when found;
(3) Feedback customer requirements and product quality to relevant departments in time, strengthen communication and cooperation with horizontal departments, and make our product quality and service meet customer needs;
(4) Concentrate on straightening out the relationship between various aspects of Huide's factory, do a good job in pre-sales, in-sales and after-sales services, and consolidate and expand the business;
(5) Actively participate in the development of new business. After the efforts in the first half of the year, we have successfully opened up two customers (__x Ceramics and _ _ Antenna Co., Ltd.), which are expected to become new profit growth points in the second half of the year.
(6) Strengthen the withdrawal of funds and avoid enterprise risks. In terms of collection of money, the whole department has formed a * * * knowledge and put this work in the top priority position. For a long time, the two directors of this department have worked together to personally urge and assist the salesman to recover the payment according to the plan, and have never slacked off. So far, most customers return goods normally, and some customers return goods slowly for some reasons. (such as _ factory, _ factory, etc.). )
Third, the existing problems:
1, the daily management of the department needs to be further strengthened;
2. The overall return of funds is not ideal, and it cannot meet the expected requirements;
3. The effect of warehouse pressing is not obvious;
4. Individual salesmen have weak sense of responsibility and work planning, and their business ability needs to be improved;
5. Lack of new business development and small business growth;
6. The tasks assigned by the company are somewhat divorced from reality, and unreasonable performance appraisal affects the working mood of sales staff.
Year-end sales summary 2
Compared with other colleagues, my achievements are insignificant. By reflecting on the gains and losses during this period, I feel that I still have great shortcomings in my work.
1, there are many things recently, there is no reasonable planning time, and the work is not organized, which wastes a lot of time. Sometimes a lot of things come together and I feel very anxious. I don't know where to start. As a result, I can't do anything well and my efficiency is not high.
2, the work can't grasp the key points. Sometimes, in order to complete the tasks stipulated by the company, a lot of originally planned work is put down, and as a result, the scheduled work is not completed and the task effect is not good. At this point, I feel that I am working passively.
3. There are too few new customers to borrow!
4. Lack of legal innovation, knowledge can't keep up with the progress of the times!
In view of the above shortcomings, I am determined to improve from the following aspects:
1. Try to develop new customers in various ways, find some radical wholesalers, bring their own customer resources into the terminal market, and strengthen the development of the rest by sweeping the building.
2. Stick to what you can do today and make a summary of today and a plan for tomorrow after work. In this way, the summary will be targeted, and it will be clear at a glance what has been completed and what needs improvement. Even if there are many things the next day, I won't lose them.
3. Enhance the initiative of work, prioritize things and try not to be disturbed by other external factors. At the same time, we should communicate with colleagues more, learn their advantages and make up for our own shortcomings.
4. Learn more during the break and read some professional books to increase your knowledge!
In addition to the requirements and expectations for work, I feel that my own quality still has a lot of room for improvement. Being cheerful in doing business and communicating with the outside world is also an obstacle that I can't break through at present. _ year, I want to be more open-minded and truly integrate into the collective life; After work, it is very helpful and necessary for me to go outside to broaden my horizons and enrich my social experience. More importantly, we should learn to handle everything independently and not rely too much on others for everything. In this respect, all leaders and colleagues are examples for me to learn from.
Of course, in the new year, I still have a lot to improve and improve. I will constantly sum up and reflect on myself, strive to adapt to the development requirements of the company and achieve greater breakthroughs.
Year-end sales summary 3
In the busy work, we unconsciously ushered in a new year. Looking back on this year's work process, as every employee of X enterprise, we deeply feel the hot air of the vigorous development of XXX enterprise and the spirit of struggle of XXX. So-and-so is an ordinary employee of X Sales Department. When he first arrived in real estate, this comrade was not very proficient in real estate knowledge and was unfamiliar with the new environment and new things. With the help of company leaders, XXX quickly learned about the nature of the company and its real estate market. As a member of the sales department, this comrade deeply feels his responsibility is great. As the facade and window of an enterprise, what I say and do also represents the image of an 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, Comrade XXX has become a qualified salesman and tried to do his job well.
With the ups and downs of the real estate market, the company made a joint venture with a company in a certain year to jointly complete the sales work. During this period, Comrade XXX cooperated with the employees of XXX Company to set the operating price for the purpose of sales and under the guidance of the company leaders, and planned and completed the advertising campaign before the Spring Festival, which laid the foundation for the sales climax of 1 month. Finally, it ended up with a good result of completing the contract amount 10000 yuan in a month. After the baptism of this enterprise, Comrade XXX gained a lot of professional knowledge and improved in all aspects.
At the end of X, the company cooperated with X Company, which was another major change and qualitative leap of the company. This period is mainly aimed at the sale of houses. Prior to this, the sales department implemented internal subscription and other means to lay the groundwork and create a hot scene. In the sales department, comrades hold two positions: sales office and accountant. In order to cope with the increase of workload and the systematization and normalization of sales work, the work seems heavy and moderate. When the market opened, this comrade basically had to work overtime every day to finish his work. After more than a month of familiarity and understanding, Comrade XXX immediately entered the leading role and skillfully completed his work.
Due to the huge amount of house payment, the comrade was careful and serious in the process of collecting money. Now he has collected tens of millions of house payments, and all the accounts complement each other without any mistakes. In addition, in the monthly work summary and weekly meeting in the sales process, the comrade constantly summed up his own work experience, found the shortcomings in time and improved as soon as possible. In a short period of three months, the sales department cleared all the houses in the second phase, and the remaining houses in the first phase were also sold out, which was inseparable from the efforts of Comrade XXX and other members of the sales department. X years is a meaningful, valuable and rewarding year. With the efforts of every employee, the company will have new breakthroughs and new atmosphere in the new year, and can occupy a place in the increasingly fierce market competition.
Year-end sales summary 4
I joined _x Jewelry for 20 years, and it has been 1 year.
In this year's work, I constantly challenged myself, worked diligently, strictly abided by the rules and regulations of shopping malls, honed my working ability in practice, and greatly improved my business level.
I know that my progress in work can not be separated from everyone's help, and it has also been highly recognized by the leaders of the mall. I was appointed as the head of the cabinet in October, which is an affirmation of my work. Looking back on the stormy course experienced in the past year, I made the following work summary:
First, moral cultivation and professional ethics.
Through the continuous study of newspapers, books and magazines, I love my job, 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.
Second, the quality of work, achievements, benefits and contributions
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 from several aspects, which should be considered at all times:
1. Greet customers 3 meters carefully. 1 meter asks. Smile service is the key to create a relaxed and happy shopping environment.
2. fully display jewelry. Because most customers lack jewelry knowledge, it is very important to display jewelry. The more customers know about jewelry, the stronger their satisfaction after buying it. As the saying goes; "Satisfaction" is the advertisement of customers.
3. Promote transactions. Because the value of jewelry is relatively high, the customer is under great pressure before the final transaction, so the salesperson should take the method of distraction 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 is not finished after the customer buys, he should introduce the knowledge of wearing and maintenance in detail, and finally say some words of blessing to make the customer feel happy. Enhance the feelings with customers and look forward to the occurrence of secondary consumption.
6. Seize every sales opportunity, wait for the arrival of customers with a brand-new mental state, pay attention to your appearance, wear clean and decent clothes, and insist on makeup every day.
Fourth, the shortcomings in the work and the direction of efforts
Summing up the work in the past year, although there is 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 very important to learn from the successful experience of others. Sometimes bad sales can lead to negative thoughts, which is unacceptable. Negative thoughts are the enemy of sales. The summary of sales failure is not enough. 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 and leads to customer dissatisfaction. Is the jewelry fully displayed to customers? Wait, these all need to be considered. As a cabinet leader, just like a squad leader who leads troops to fight, it is very important to rush to the front line to influence and infect members. As a cabinet leader, we should first set an example and set an example. A counter is a collective, and full unity can release energy. Learn from each other and make progress together.
In short, I am working and happy this year! Since I walked out of the ivory tower of the school, like flowers in a greenhouse, I did not hesitate to choose my company at the election meeting: _ Jewelry. From the report that 10 joined this industry to now, one year has passed unconsciously. Originally, I was optimistic about selling tea, but at my insistence, I was finally assigned to the jewelry sales department and started a brand-new "course" in my life that had nothing to do with my major.
Looking back on this year's time carefully, my easy study from nothing to now is full of my ups and downs. But I am deeply grateful that it is because of these experiences that I have become mature and steady step by step.
Year-end sales summary 5
I have been engaged in sales for 20 years. In the past three years, with the leadership and help of the factory leaders and the full assistance of all the staff, I have been loyal to my job, worked hard and worked hard, and achieved the sales performance of _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
First, earnestly implement the post responsibilities and earnestly perform their duties.
As a salesperson, my job responsibilities are:
1, do everything possible to complete the regional sales task and make timely reminders;
2. Strive to complete the requirements in the sales management measures;
3. Be responsible for strictly implementing the outbound procedures of products;
4. Actively and extensively collect market information and report to leaders in time;
5, strictly abide by the factory rules and regulations and various rules and regulations;
6. Have a high degree of professionalism and a high sense of ownership;
7, complete other work assigned by the leadership.
Job responsibilities are the requirements of employees' work, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding my behavior according to the terms of my duties. In recent years, in my business work, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions to analyze market conditions. In my daily work, after receiving the task assigned by the leader, I actively set out to finish the task on time on the premise of ensuring the quality of work.
In a word, through several years' practice, it has been proved that a salesman's business skills and performance are very important, which is the standard to test his work gains and losses. This year, due to the inspection and acceptance of the _ _ system power grid, the project stopped, and the funds for the rural power system were not in place. In addition, my business knowledge and skills are not high, and the market is changing rapidly, resulting in poor performance.
Two, a clear task, proactive, and strive to complete the quality and quantity on time.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should actively understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, I should also actively consider and supplement it.
For example:
1. In September this year, due to the suspension of the lease agreement and production by the lessee, the factory accumulated about 80 tons of silica and 20 tons of barite, but the lessee has left. For safety reasons, the leader instructed to transport the materials stored in the factory back as soon as possible. After receiving the task, he contacted the vehicle in the afternoon and negotiated the freight. The next day, he followed the vehicle to Pucheng Branch, and the three vehicles were delivered twice as planned. In the process of loading, after loading three cars, there is still about 10 ton left. After reporting to the leader in time and obtaining the consent, I hired two tricycles from the local area and shipped the remaining materials back the same day at the same freight rate, which not only saved time, but also reduced costs.
2. In late August this year, I went to _ _ on a business trip to bid for the materials of diversified industrial co., Ltd., and this bidding involves the procurement of materials in the future, which is of great significance. After knowing the details, I reported to the leader in time and sent the relevant materials at the first time. I know this tender is very important to our factory and myself, but because I haven't participated in the formal tender meeting, I don't think I can start, so after careful consideration, I started with the relevant departments of the material purchasing units involved in the tender. Collect detailed information and product supply prices of relevant bidding enterprises to pave the way for bidding. Through our unremitting efforts, we successfully passed the qualification examination, business defense and technical defense in the bidding process, and finally it was worth it. In the end, YHWS- 17/50 zinc oxide arrester produced by our factory won the bid, which laid a solid foundation for the future sales of the products.
Third, correctly handle customer complaints and solve them properly in time.
Sales is a long-term, step-by-step work, and product defects are common, so salespeople should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully at the same time. In the process of product sales, I strictly follow the sales service promise made by the factory. 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 leaders and relevant departments in time. After receiving the instructions from the leader, I will work with the staff of relevant departments to formulate a response plan, and at the same time, I will communicate with customers in time to make them satisfied with the treatment plan.
Fourth, seriously study the knowledge of our products and related products, and determine the product varieties that can be represented 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 basically answer questions about the use, performance and parameters of the products produced by the factory, and I can basically master the use and installation of some related products.
According to the overall arrangement of the factory and my own understanding of northern Shaanxi, the agent products are divided into two categories: first, products with high technical content and great added value, such as 35KV lightning arrester, 35 fuse and current limiting fuse. , which after-sales services have problems; II. Iron accessories, fittings, bow bags, cross arms, etc. for 10KV lines. These products are used in large quantities, but the added value is low and there are many manufacturers, so it is difficult to sell them.
Verb (abbreviation of verb) Market analysis of electrical products
_ _ has a large area, but the power grid construction is relatively backward. With the deepening of power grid transformation, manufacturers are aiming at the backward areas in the west, which leads to the continuous refinement of the market and increasingly fierce competition. Most power units in northern Shaanxi belong to rural power system. After several years of rural power network reconstruction and construction, due to the lack of funds, only 40% of the tasks have been completed, and the regional market potential is huge. The market analysis of _ _ region is as follows:
(A) market demand analysis
Although the market potential in _ _ area is huge, most county bureaus in _ _ area belong to the provincial rural power system, and the material procurement is organized and distributed by the provincial bidding bureau. _ _ The power supply bureau belongs to the management of the provincial rural power bureau, but the material procurement is unified by the provincial bidding bureau. Its procurement mode is that the manufacturers recommended by the bureau are reported to the provincial bidding bureau, and the bidding bureau determines the shortlisted manufacturers. Furthermore, its purchasing decision-making power is in the provincial bidding bureau, and our factory did not bid in the provincial bidding bureau and won the bid. According to the information collected now, whether the _ _ power supply bureau will continue to transform the power grid depends on the allocation of funds by the Provincial Rural Power Bureau. The reason is that in recent years, the funds needed for the transformation are guaranteed by the Provincial Rural Power Bureau, and the assets are used to offset the loans. According to the current situation of the bureau, it is unable to repay the loan interest. According to the analysis of relevant personnel in the bureau, the transformation of power grid in _ _ area may stop.
(B) competitors and price analysis
Through my own understanding of this area in recent years, there are two types of electrical manufacturers in _ _ area: one is _ _ (branch factory), and the other is _ _. These enterprises entered the _ _ market earlier, with strong strength, and were shortlisted by the Provincial Bureau of Tendering at the same time. The sales price was basically the same as that of our factory, and they have formed scale sales. The other is _ _, and so on. These enterprises entered the market late, but the sales price was low. _ _ arrester sales price is only 80 yuan/branch, and PRW7- 10/ 100 sales price is 60 yuan/branch, which basically occupies the field of consignment.
Six, 20__ years of regional work ideas
Summing up my work in the past year, I still have many problems and shortcomings in my work, and I need to learn from other salespeople and peers in my working methods and skills. In _ _ _ _, 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 sales situation and market changes in _ _ _ _ _, I plan to focus my work on Yan 'an. First, I mainly do a good job of self-purchasing by county bureaus, and choose several county bureaus with large consumption and good economic conditions as the focus. At the same time, _ _ has been in transition for three years, and it should be done by two counties and one district; The second is to do a good job in electrical materials procurement of _ _ oil mine, and the third is to adopt the form of agents in _ _ area, so that agents can carry out the sales work of county bureaus.
(2) In view of the situation that the county bureaus in _ _ area have no electricity to buy, the power supply bureau is planned to continue to work, and it is targeted after getting 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 _ _, mainly working in _ _ Co., Ltd. to expand sales channels.
(3) The _ _ Electric Power Bureau and the _ _ Electric Power Bureau, which have formed sales, have basically stopped using the rural power network transformation in _ _ _, and plan to actively collect market information and contact in time in _ _ _, so as to strive to participate in bidding and 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.
Seven, some suggestions on sales management measures.
(1) The sales management measures for the year of 20 _ _ should be concise, define the area, tasks, expenses, assessment and rewards of sales personnel, delete vague terms, and cash them in full according to the methods after the assessment of sales personnel at the end of the year.
(2) In 20 _ _ years, under the premise of satisfactory negotiation between the factory and the salesman, the standardized and unified sales management measures were carefully revised, so that they can be widely adapted to local conditions, and the ex-factory price only needs to be adjusted according to market changes every year.
(3) In 20 _ _ years, the salesman was loosely managed, the fixed eight-hour work system was cancelled, and the form of regular report and summary was adopted. Salespeople can go to the factory to handle other affairs 1-2 days a week. 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) Due to the shrinking regional market, fierce competition among peers and falling prices, _ _ leaders should carefully inspect and synthesize the market situation and the information feedback of sales personnel, work out the ex-factory price in line with the factory situation and market situation, and stimulate the sales enthusiasm of sales personnel.
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