Salesman refers to a person who is directly engaged in sales. He needs to constantly learn professional knowledge, collect information from the same industry and accumulate market experience. But how to summarize the sales work well? Next, I will bring you a personal summary essay of the salesman. I hope you will like it.
Fan Wen (article 1), a salesman, personally concluded that he had been in the company for a month, and he was really excited and confused in the face of sales work that he had never been exposed to. Fortunately, with the enthusiastic help of my personally led team and colleagues, I have mastered the basic professional knowledge in a short time in my own way and method, and have been well integrated into this sales team, applied to practical work, and constantly improved my skills. Next, I want to
At the beginning, my master and I have been following up his project and bringing heat pipe materials to the developers. I learned a lot that I can't learn in ordinary life. Especially in marketing activities, we have to master only:
1。 Since the product must be recognized in place; Line signature
2。 Must master the knowledge structure, skills and knowledge related to market, socialization, humanities and communication;
3。 You need a firm belief to support your career. When dealing with complex people and complex society, whether we can adopt a treatment method and our own values can be effectively consistent, compatible and integrated;
4。 Professional marketing theory and skills; 5。 Face up to success or failure and sum up experience. This is what everyone engaged in marketing must have.
Next, according to my knowledge, I have a general understanding of the dynamics of the whole real estate development market. Start looking for new projects. Start from scratch, while learning product knowledge, while exploring the market. In case of sales and product problems, consult colleagues and leaders in time to find solutions together. So far, I have searched 20 new projects. With the help of the elderly and leaders, the 18 project was miraculously successful. I know that this is inseparable from everyone's help, and I deeply appreciate the strong cohesion of the company. A complete collection of space album names
I also summed up some of my own little experiences:
1。 Fully understand the building materials market and corresponding industries;
2。 It is particularly important to master the function of self-product;
3。 Don't trust customers too much, take the initiative;
4。 Pay attention to the movements of competitors.
The above is a summary of my sales work, and it will be a busy period. I will struggle, seize the market attentively, learn and summarize, and create more glory for myself and the company!
My Opinion on Salesman (2) I joined _ _ Company in 2000, and it has been one year since then. 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 was distributed with the help of everyone, and it was also highly recognized by the leaders of the mall. I was appointed as the head of the cabinet in October, 20__, which is the greatest affirmation of my work. Looking back on the stormy course I love to experience in the past year, I make 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 the source of confidence in sales.
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, the experience in the work
Sales is an art. As a jewelry salesman, if you want customers to buy satisfactory jewelry, you should pay attention to language skills and several aspects that should be considered at all times. 1 Receive customers seriously and greet customers at 3 meters.
1. Question, smiling 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 display 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. 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 in the best 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 the greatest energy. Learn from each other and make progress together.
In short, I am working and happy this year!
Personal summary of salesman Fan Wen (Chapter III) In the busy work, we unconsciously ushered in a new year. Looking back on this year's work, as an employee of _ _ Di, I deeply feel the vigorous development of _ _ and the spirit of struggle of _ _ people. As the window of the enterprise, a person's words and deeds also represent the image of the enterprise. So we must improve our own quality and set high standards.
Ask yourself exactly. On the basis of high quality, we should strengthen professional knowledge and skills.
Under the leadership of the superior leaders and the strong cooperation of all departments, the sales in 20__ years have achieved better results than last year. Thanks to the strong cooperation of all departments and the support of the superior leaders!
20__ year work summary:
From the opening of the factory to 20__, 65438+February, 3 1, there are three countries in Southeast Asia (_ _, _ _, _ _) * _ _ customers cooperate with each other, and the total sales volume is about _ _:
1.__: customers ***x _ (x new customers in 20 _ _ years, x old customers who haven't replied to orders in 20 _ _ years), with total sales of about _ _ _ RMB; ;
2. _ _: * _ _ customers (new customers in _ _ 20 years, old customers who haven't returned orders in * * * 20 years), with a total sales volume of about _ _;
3. _ _: * _ _ customers (new customers for _ _ 20 years, old customers who haven't returned their orders for * _ _ 20 years), with total sales of about _ _. 00 RMB.
Judging from the above data, the markets in Southeast Asian countries are relatively stable, and the return rate is relatively high (most of the old customers who have not returned orders have no customer contact information, which makes it impossible for us to contact customers actively to obtain information), but the market unit price competition is fierce and the profit margin is small. The return rate in _ _ and _ _ markets is also high, but the order quantity is small and the variety is complex. However, some existing customers are ideal, but we need to keep in touch with more ideal new customers in order to obtain cooperation opportunities and increase sales.
Busy for 20__ years, due to personal lack of work experience and other reasons, there are many big problems in the work.
In April, due to the electroplating material problem in the lamp cup electroplating factory, a large number of serious discoloration anomalies occurred in the direct lamp cup part shipped to customers by our company from April to May. On June+10, 5438, due to the problem of ring electroplating factory, customers complained that iron rings were easy to rust. However, because the company found the root causes of all kinds of products with abnormal quality in time, explained to the guests in time, compensated the guests again for the products with abnormal quality, and promised the guests that we would try our best to improve our work in the future to ensure that the quality of the products would no longer be problematic, so that the old customers did not give up their cooperative relationship with us. However, for the _ _ guests who cooperated with us for the first time, the lamp cups of all the products we delivered to the guests were seriously discolored, which eventually led to the customers' failure to sell normally. Although we later compensated all the new lamp cups for our guests, our customers finally lost trust in the quality of our products, and at the same time gave up the idea of long-term cooperation with us, which made us lose an ideal big customer.
10, _ _ guest, because the guest did not pay the payment in time, many times of communication could not achieve good results, and we lost our credibility with the guest, so we had to arrange for the guest to stop production, and at the same time caused the product inventory of the customer's order, and the funds could not operate normally, which brought serious losses to the company. This problem is still being closely communicated with the guests until the problem is solved.
For all kinds of abnormal problems that happened in 20__ years, I realized my own shortcomings in all aspects, learned lessons from them and gained valuable work experience. In the future work, I will study hard to gain more work experience, so the probability of making mistakes will gradually decrease.
20__ year work plan and personal requirements:
1. For old customers, old customers and potential customers, keep in touch and communicate regularly to stabilize the relationship with customers in order to achieve better sales results;
2. While having old customers, we should constantly explore more high-quality new customers;
3. Explore new customers from Southeast Asian countries that have no cooperative relationship at present, so that our products can be sold more widely;
4. Strengthen all kinds of knowledge learning, broaden horizons, enrich knowledge, adopt diversified forms to improve business level, and combine sales work with communication skills;
5. Be familiar with the company's products in order to better introduce them to the guests;
6. Try to change your bad way of doing things and don't like to communicate with others.
Related suggestions:
1. It is suggested that product details can be drawn up for all products produced by the company. On the one hand, all the details of the lamp can be recorded to improve the information. On the other hand, it is also convenient for sales staff to introduce products to customers more clearly and clearly, so that customers have more confidence in our professional level and strength.
2. It is suggested to develop 1 new products (1 series) every month to attract customers' attention and earn high profits.
With the rapid development of the company and the market, we can expect that our future work will be more arduous, demanding and knowledgeable. To this end, I will study harder, improve my cultural quality and work skills, and make due contributions to the company.
Personal summary of salesman (Chapter 4) He joined the company on October 20, and it has been one month since then. Although the sales performance is not obvious in a month, he has gained a lot in his work, which is inseparable from the help of leaders and colleagues.
In the more than one month since I joined _ _, my life has been tense but orderly. Just entering the company, everything is strange and brand-new, and everything needs to be re-recognized and understood; Confidence comes from understanding, understanding the electrician and lighting industry, understanding the company and understanding the products; The advantages of _ _ series Lonon products are also obvious. Such a platform depends on how you play. Life is a growing process. Maybe the difficulties and obstacles on the road to starting a business make me have to temporarily consider and decide who to grow up with!
It is an honor to join the company and grow with the help of leaders, colleagues and customers; I am very grateful to the leaders for their selfless transfer of experience to me. They are my best teachers. By learning their experience and knowledge, I can greatly reduce my own mistakes and shorten the exploration time. On such a positive platform, as a novice, I must learn more, see more and do more!
For more than a month, the company didn't make any demands on me. I am free to show my talents. A few days before I joined the company, my colleague Zheng Xiao took me to visit customers, which made me feel the whole sales process. Now you can basically find customers, meet customers and communicate with customers. Every step, every link and every item can be analyzed as much as possible. A few days later, _ _ and I began to expand our peripheral business independently. I am a lonely person. I like to deal with people and socialize. See that people never know each other and finally become friends; Looking at one customer after another, I was dug up bit by bit until I made a deal. I enjoy this process and enjoy this challenge. Although my experience and experience are limited, I always insist on doing everything with my heart! Because successful salespeople are people who dare to stick to their goals.
In this more than a month's work, there are still some achievements. It has successively developed dealers such as _ _ Lighting Store _ _ Building Materials City _ _ Store _ _ Store _ _ Store _ _ Store. Next, all counties need to develop channels, improve and start the cooperation of home improvement companies, and _ _ also need to develop one or two distribution stores, as well as _ _ squares. The next work has a long way to go, and I will have a long way to go.
First, we should form the habit of learning.
The first product sold is the salesman himself; A successful salesman can always have a lot of knowledge with customers, which is inseparable from his own knowledge and insight. How much knowledge and courage, how many patterns. I still lack this aspect, so I must keep learning. This is a process of continuous self-summary and accumulation. I want to study purposefully and constantly enrich myself!
Second, be responsible and professional ethics.
Salesmen have many temptations. I made a serious mistake when I first joined the company. In order to increase my personal income, I use the resources given by the company to run the products of other companies. Thanks to the generosity and tolerance of company leader X, I let bygones be bygones and gave me a new chance to turn over a new leaf. People who want to settle down in the industry must love their work, be honest and trustworthy, and pursue professional ethics. Therefore, in the future work, we must adhere to the sense of responsibility for the company, customers and ourselves, and be positive. Have a sense of responsibility and professional ethics.
Third, be good at summarizing and self-summarizing.
At present, the market grasping ability and analysis ability in my work are still immature and lacking, so these need to be summarized, improved and strengthened in my future work. Now my understanding of sales is only superficial, let alone my ability to grasp the market, so I will work harder and harder than others to constantly improve myself.
Character is always the first, the first element of character is honesty, small victories depend on wisdom, and great victories depend on morality, being earnest and honest.
In fact, business work is an attitude. In order to protect the interests of both parties to the maximum extent, it is sometimes necessary to look at the problem from the perspective of retailers. Only by understanding and grasping the above aspects can we go better and further in our sales career. Learn more and do more while you are young. Don't waste your life. Therefore, I will devote myself to my usual work and study with more full spirit and abundant energy, and I will definitely live up to the trust and training of the company, and I will certainly grow rapidly with the company!
Personal summary of salesman Fan Wen (Chapter 5) I am a salesman of a sales company. Time flies. I have been in the GM family for more than seven years. During these seven years, the leaders of GM gave me great support and help, and at the same time, I felt the cooperation consciousness and cooperation of the sales team. I am even more honored to be a salesman of General Motors. The work report for 20__ years is as follows:
From June to 10 to September, 20__, I was mainly responsible for the sales of Ma Qi brand in Shandong and Dongshan provinces. After 9 months, I have a more professional understanding of the company's Ma Qi brand and serve customers more professionally. I also gave some guidance to my clients through my major. For example, customers in Shandong Rongcheng have hardly been in the pattern of Ma Qi 12R22.5 and XR258 before. Through my understanding of the Shandong market and the use of this pattern in the northeast market, I told Rongcheng boss the basic parameters and usage of the pattern, which was quickly recognized by him and began to be sold in Shandong market. 10- 12 due to the adjustment of the company, I entered the north China business department to do sales. A company is mainly responsible for marketing services in Jilin Province. Jilin Province has completed 77,500 sets (pieces) in 20 years, and the actual completion rate of 6 10900 sets (pieces) is 80%, which is calculated as 100 according to the company's 90%.
As a salesperson of General Motors, I think we should have the following qualities in more than seven years:
First, confidence.
Self-confidence will make us more energetic. We should believe in the company, believe that the company has provided us with opportunities to realize our own value, and believe that we can do our own sales work well. We should be able to see the advantages of the company and products, and face customers and consumers with the belief of winning.
Second, there must be execution.
An excellent salesman must obey the arrangement of the superior leader and seriously carry out the company's instructions, because the leader must be better than us and have better management ability than us. Therefore, to be an excellent salesman, we must carry out the company's instructions and obey the arrangement of the leaders.
Third, teamwork spirit.
Sales depends on cooperation, and sales personnel can't do without the wise decision of the general manager, the strategic planning of the division director, the reasonable planning of the sales manager and the support and cooperation of various departments. Only when we are United can we achieve the effect of breaking the bank's profits.
Fourth, we should constantly learn that salespeople should deal with all kinds of people.
Different people pay attention to different topics and contents. We need extensive knowledge to have the same topic and talk about speculation. We should also learn from people around us, constantly consult our colleagues and cultivate the ability of learning opportunities.
I know that a salesperson should cultivate diligent thinking and summarization. Only by constantly thinking and summarizing can we reach the most satisfactory cooperation with customers. Therefore, I still have many shortcomings, mainly in:
1, I am not familiar with the actual use of the product, so I will gradually accumulate it in the future work, actively visit the market to understand the use of our products in the market, summarize it in time and feed it back to the company in time, so that I can better improve myself through continuous work summary and experience accumulation;
2. I don't study enough. I plan to spend at least 30 minutes every day charging myself to improve my professionalism in products. Only in this way can I be more confident to guide and serve customers.
Personal summary of salesman Fan Wen (Chapter VI) As a salesman, I learned a lot in the process of getting along with others. Today, I am honored to list them to share with you and make progress together.
First of all, the preparation and planning before promotion must not be ignored. Only if you are prepared can you win. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers. We must learn and memorize information, brochures and advertisements related to the company's products. At the same time, we must collect competitors' advertisements, promotional materials and brochures, conduct research and analysis, and know ourselves, so as to truly know ourselves and take corresponding countermeasures. Sales promotion is the application of common sense, but these ideas that have been proved by practice can only produce results if they are applied to activists.
The important rule of a strong first impression is to help people feel important. Face the work with enthusiasm-let every promotion make people feel that this is the best one. When dealing with dealers, "interest is the eternal theme". If you can create lasting profits for him, your value will be affirmed by him and he will be grateful. When the work you do is meaningful to him, your strength will show. The size of this power depends on his dependence on you. The more he depends on you, the stronger your power, that is, your control.
In front-line work, there are always many complaints: there are problems with the company's products, the market competition is too fierce, competitors have good policies and promotional activities, people in our company don't cooperate with the work, promotional products are not in place, and the company's promotional vehicles can't be arranged. In the face of these objective situations in our work, should we wait, rely on and be important, or do our best under the existing conditions? There are thousands of excuses, but we should always adhere to the creed of "don't make excuses for failure, find ways for success"
When a person is old, he is poor and miserable. It is not that he did anything wrong before, but that he did nothing.
Before you get a blockbuster, you must be prepared for boredom.
Sales representatives must read more books and magazines about economy and sales every day, especially newspapers, understand national and social news and news events, and visit customers every day. This is often the best topic, and it will not appear ignorant and shallow.
Before you become an excellent sales representative, you should become an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.
"Experienced and inexperienced" is the evaluation of many salesmen who have been doing business for a long time but have made slow progress. Personal understanding of things does not lie in the length of time, but in the speed and degree of his grasp of the essence and laws of things.
First of all, we must be "enlightened" when doing business. Understanding is a kind of ability, and it is an accurate grasp of the development law of things, human nature and the inherent law of doing business. It is also a comprehensive embodiment of learning ability, observation ability, thinking ability, comprehension ability and judgment ability. Specifically, for business people, even if no one teaches you, you should understand the rules of being a man and doing things at work. Besides, in business, no one will teach you many hidden rules. Just like martial arts, a boxer can only pass on his moves to you, not his kung fu. The same is true of training. The most mysterious thing does not come from words and deeds, but from understanding and comprehension, so as to draw inferences from others and bring forth the new.
"Enlightenment" is especially important for people who have just entered the market. Your savvy determines your adaptability to the new environment and whether you can operate the market independently as soon as possible. What the company has trained should be thoroughly understood, and what has not been trained or is not suitable for training but must be used in the work depends on your own understanding.
Learn to "ponder" in business, that is, learn to think. Walking in the front line of the market, you will encounter many new situations and problems. How to find the problem effectively and find the breakthrough to solve it needs to be thought deeply.
As a salesman, especially an excellent business person, you must be an all-round doctor. He should not only learn to feel the pulse and find market problems, but also learn to provide treatment plans and solve market problems. We should not only find the appearance of the problem, but also see the essence of interests behind the appearance; We should not only solve the problem itself, but also solve the root of the problem. In practical work, the resources provided by companies are often limited. Under certain conditions, we should give full play to our subjective initiative, learn to think independently, make comprehensive judgments and draw conclusions. Especially dealing with dealers is a process of wits and wits. You must be more and farther than Fang thinks.
Do business with proper domineering, that is, "do what you should do", and don't look back and forth. What we should do is that our work should conform to the market rules, company strategy and local reality; What needs to be done is to carry it out resolutely. When you think it's right, you should stick to it and implement it without hesitation. The premise of "domineering" is that as a company's business personnel, we should always think and solve problems from the standpoint of "company interests are above everything else" and "company honor is more important than personal gains and losses". In terms of methods, don't kill the goose to get the egg, proceed from reality, deal with the problem realistically, and organically unify sales volume and market construction; In terms of implementation, it is required to do well. As a salesman in a district, he has the right and responsibility to do a good job in his district without interference from others; At the same time, there should be sufficient reasons to persuade the superior leaders to accept our suggestions and raise their personal ideas to the will of the company. Furthermore, what dealers are required to do must be carried out to the letter, which is related to the principle of brand development in this region, and salespeople cannot be vague or compromise. In addition, in communication with all parties, business personnel should have good oral and written expression skills. Showing domineering, embodied in the firm principle and flexible strategy, is neither humble nor humble, and comes as scheduled.
When doing business, always understand that "waiting will never yield results". In the actual work process, conditions are always limited. The president of a leading enterprise in motorcycle industry once said: the company's products are of the best quality, the cheapest price and the best service, so there is no need to recruit salesmen, just money counters and porters.
In front-line work, there are always many complaints: there are problems with the company's products, the market competition is too fierce, competitors have good policies and promotional activities, people in our company don't cooperate with the work, promotional products are not in place, and the company's promotional vehicles can't be arranged. In the face of these objective situations in our work, should we wait, rely on and be important, or do our best under the existing conditions? There are thousands of excuses, but we should always adhere to the creed of "don't make excuses for failure, find ways for success"
To do business, you must have the courage and ability to take responsibility. Every salesperson has his own field. In his field of management, he shouldn't go to the manager for everything. As the person in charge of a section, you should have the responsibility of managing your own section and constantly improve your independent operation ability, and whether you can take responsibility is also an important symbol of a salesman's maturity. A salesman is not only a businessman, but also an entrepreneur, who cares for and cultivates the healthy growth of brands in his own jurisdiction as he cares for his own children. Make yourself look good.
Personal Summary of Salesman Fan Wen (Chapter 7) Since I entered the company, I have mastered the basic professional knowledge required by the business in a short time with my own methods and methods under the guidance and help of my leaders and colleagues, and have been well integrated into this sales team, which has been applied to practical work to continuously improve my skills.
At the same time, widely understand the dynamics of the whole real estate development market. As far as I know, I started looking for new projects at the end of X. Because I have no experience in pipe sales, I can only start from scratch, while learning product knowledge and exploring the market. When encountering sales and product problems, consult leaders and colleagues in time to jointly find solutions and targeted strategies. So far, I have searched more than 30 new projects. But in the follow-up process, nearly half of the projects have been lost, so I feel that it is really not an easy task to do a good job in sales. For example, I don't know enough about the pipe market, I don't know enough about the technical problems of the products, I can't explain and sell the products clearly to customers, I can't come up with good solutions to some big problems quickly, and I rely too much on and trust customers in the communication with customers, which leads to some adverse reactions. For example, customers promised to designate Taurus brand, neglected to guard against competitors' actions, did not do their own work well, and felt that they were still in the early stage of sales, did not firmly grasp the late stage, and did not do a solid job in customer affairs, resulting in the loss of orders.
It's a shame to say it Up to now, with the help of leaders and colleagues, only the geothermal pipes of Yinchuan Cultural Activity Center, Zhongning Chen Heng Century Fortune Plaza, Qingyuan Fengjing Model Room, Zhenshui Kindergarten, Yingbei Jiayuan and ***5 projects have been supplied, and the total repayment amount is RMB _ _ _. But for my goal, there is still a long way to go. As far as the follow-up projects are concerned, I have learned a lot from the failure, which I simply can't master in my ordinary life. For example, what knowledge must marketing master?
First of all, we must master our own knowledge structure and master the skills and knowledge related to market, humanities, socialization and communication.
Second, the awareness of their own products.
Third, professional marketing theories and skills can be summarized, not written.
Fourth, is there a strong concept to support your recognition of this profession? This strong idea is whether a way of dealing with complex society and complex people can be effectively consistent, compatible and integrated with their own values.
Fifth, is there a kind of willpower to support your view of difficulties and failures? This is what I feel everyone who is a marketing major must have.
Of course, 20__ is a busy year, but it is not a bumper year. It was a year when I laid a good foundation for better development in 20___.