Summary of sales work in the first half of the year 1
In a blink of an eye, nearly a year passed with the busy work. I came to a company next semester from my senior year. During this period, I worked hard, constantly challenged myself, honed my working ability in practice and made great progress in my business. Looking back on the stormy course I have experienced, I now make a summary of the sales work of the brand cabinet director:
I really think that sales is an art, and language ability should be emphasized. As a jewelry salesman, to let customers buy satisfactory jewelry, we need to consider the following aspects:
1. It is the key to create a relaxed and happy shopping environment for customers to receive customers seriously, take the initiative to greet and ask questions, and serve with a smile;
Because most customers don't know much about jewelry, so try to introduce the type of jewelry she wants. The more they know, the stronger their desire to buy and the stronger their satisfaction, because customers are the best advertisements.
3, reduce customer pressure, because the value of jewelry is relatively high, therefore, the customer is under great pressure before the final transaction, so the sales staff should take the method of distraction to reduce customer pressure.
4. After purchase, explain the knowledge of wearing and maintenance in detail. Finally, some wishes are to make customers feel happy, enhance their feelings with customers, and look forward to the occurrence of secondary consumption.
5. Wait for the arrival of customers in the best mental state, pay attention to your appearance, wear clean and decent clothes, make up every day, and remember not to wear heavy makeup. It's better to be fresh and elegant.
With the help of leaders and colleagues, I successfully completed my work, learned a lot and exercised myself. Through unremitting efforts, my work performance has made great progress.
Although there is no small progress, there are still many improvements and shortcomings. For example, if you don't know much about jewelry, you should strengthen your study; At the same time, your sales skills should also be improved, because you don't know what kind of temper and hobbies your next customer is, and you need to learn these knowledge. It is very important to learn from the successful experience of others. As a cabinet leader, just like a squad leader who leads troops to fight, it is very important to influence and infect members in the front line. 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. For example, whether the jewelry recommended to customers meets the needs of customers, and whether the attitude towards customers is rigid, causing customer dissatisfaction. Is the jewelry fully displayed to customers? Wait, these all need to be considered. So we learn from each other and make progress together.
Usually, I also pay great attention to my inner self-cultivation. Through the continuous study of newspapers, books and magazines, I have a strong sense of responsibility and dedication, a correct working attitude, serious and responsible, love and respect my post, strengthen the study of professional knowledge and constantly recharge myself. This is a source of confidence in selling jewelry.
In short, I have worked and been happy for the past six months. Through the summary of the sales work of the director of brand cabinets, I have a certain systematic and overall understanding of the past work, and will continue to adhere to the essence and turn dross into essence in the future.
Summary of sales work in the first half of the year II
Half a year, the enterprise marketing manager should write a half-year work summary. However, we should understand that the half-year work summary is by no means a simple description of daily work: what we did and how we did it. Either triumph because of good sales, or discourage criticism because of poor sales. The marketing manager should not be passively instructed to write a work summary for half a year, but should actively and comprehensively analyze the overall market situation and market operation for half a year, deeply introspect, dig out the existing problems, and then put forward the marketing work plan for the second half of the year. Only in this way can we ensure the steady and sustainable development of marketing work. The two are closely related and closely related.
First of all, it summarizes the overall environmental conditions of the market in the past six months, such as changes in the market capacity of the industry, brand concentration and competition situation, changes in the market share ranking of competing products, changes and characteristics of channel models, changes and characteristics of terminal types, changes in consumer demand and characteristics of regional markets. The purpose is to understand the current situation and development trend of the overall market environment and grasp the pulse of the market environment.
Secondly, the performance of the main competing products in the market is deeply analyzed from the aspects of product series, price system, channel model, terminal image, promotion, advertising, marketing team and strategic partners. , so as to know yourself and know yourself. The purpose is to find the excellent marketing model of benchmarking enterprises, and tap the gap and deficiency between themselves and benchmarking enterprises.
Finally, it summarizes and analyzes its own marketing work, including sales data, target market share, product mix, price system, channel construction, sales promotion, brand promotion, marketing organization construction, marketing management system, salary incentive and so on. SWOT analysis should be made for key projects, so as to be comprehensive and systematic. The purpose is to extract the key problems, analyze the initial reasons, and then it is possible to formulate corresponding solutions.
Take precautions and win thousands of miles away. Marketing planning in the second half of the year is to emphasize the first thing and make a systematic and comprehensive planning and deployment of the overall marketing work in the second half of the year. However, we also need to understand that the half-year marketing plan is not a marketing plan, but a strategic thinking based on half-year analysis and summary. A detailed marketing plan needs to be broken down into quarters or months, and only in this way can it be of practical significance.
Goal orientation is the key to marketing. In the marketing planning of the second half of the year, the first thing to do is to draw up marketing objectives, which are concrete and data-based objectives, including overall sales objectives, expense objectives, profit objectives, channel development objectives, terminal construction objectives, staffing objectives and so on. Throughout the year, and do a detailed breakdown. 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.
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 draw up a brand promotion plan to expand brand influence and enhance brand reputation and loyalty, which needs to be divided into terminal image building, promotion activities, advertising, public relations activities and so on. Clarify the theme of promotion planning and the form of promotion combination.
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 half-year work summary and marketing work planning for the second half of the year can be regarded 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.
Summary of sales work in the first half of the year 3
I have been working in the marketing department for half a year. During the past six months, the leaders gave me great support and help, which made me quickly understand and get familiar with the business I was responsible for. At the same time, I feel the enthusiasm of marketing leaders and meticulous care for employees. I also felt the heroism of the marketer "I can't see the rainbow without experiencing the storm" and felt the hardships and firmness of the marketer as the core department of the company. I am honored and happy to have the opportunity to be a member of the marketing department. Over the past six months, under the careful care and guidance of leaders and colleagues, through their own efforts, all aspects have made certain progress. Now I will briefly report my work as follows.
Due to the responsibilities of the post, my current work focuses on: 1. Serving customers directly, and I feel deeply responsible. As the facade and window of the enterprise, it represents the image of the enterprise. This requires us to be enthusiastic, cordial, patient, fast and accurate in the process of direct contact with customers. In the past work, I really realized what services customers need most, and the accumulation of dribs and drabs in my work laid a good foundation for me to serve customers better in the future. At work, in addition to doing a good job in customer telephone calls, accepting cases and complaints, and logistics work in the marketing department, we should always monitor market trends and provide relevant suggestions for maintaining market order and customer management. With the guidance and assistance of leaders and colleagues, the work assigned by leaders at all levels was basically completed on time with good quality and quantity. Second, product price management and customer management, including supervising and inspecting the specific implementation of relevant departments according to relevant sales management systems, and putting forward opinions and suggestions; Keep abreast of market changes, implement dynamic management of customers together with sales department, and do a good job in customer satisfaction survey and customer evaluation; Inspect, supervise and inspect the sales market; Third, other tasks assigned by the leaders.
Through the completion of the above work, I realize that an excellent marketer should have excellent management ability, constantly strengthen the service consciousness, always put himself in the other's shoes when something happens, good coordination and communication skills, the ability to find and solve problems in time, the ability to accurately analyze, judge and predict the market, the ability to ensure the timely and symmetrical information of managers, good language expression ability, fluent writing expression ability and strong innovation ability. To improve work efficiency and quality as the standard, and constantly enhance the appeal, cohesion and combat effectiveness of the work.
With the correct guidance of the leaders of the Ministry and the help of colleagues, I worked out a good personal sales plan through my own efforts according to the requirements of post responsibilities, overcame the difficulties of being unfamiliar with the market and customers, and successfully completed the task.
In just half a year, although we have done some work within our power, there is still a certain gap compared with an excellent market employee standard. Show in:
1. Due to lack of management experience and short working hours, although I can fully understand the significance of innovation in management, my sense of innovation is not strong enough;
2. For various reasons, it is sometimes difficult to coordinate and deal with related problems in the work.
The ability to always put yourself in others' shoes needs to be further strengthened.
In work and life, when communicating with people, the ways and methods of speaking need to be further improved. I think: it is my premise and guarantee to bravely and correctly admit shortcomings and deficiencies and constantly improve in my future work and life.
The above is my personal summary since I worked in the marketing department, and also my personal summary of my work in the first half of 20__. Please correct my shortcomings.
Summary of sales work in the first half of the year 4
For the automobile sales industry, the first half of the year is the off-season, the probability of customers coming to the door is relatively small, and the number of automobile sales is also less than that in other months. In view of this situation, under the sales strategy of "we can't cross the mountain, we will go", we began to implement the strategic policy of "taking the initiative to attack and open up market trends". As a sales consultant, while doing a good job in consulting and selling, I have further achieved door-to-door service and publicity.
I. Objectives
After the analysis and summary at the beginning of the month, the target customers of _ _ are small and medium-sized business owners, powerful self-employed individuals and senior managers of large enterprises. Therefore, in 10, the first publicity campaign was launched for self-employed individuals with strength, through on-site interviews, distribution of publicity materials and inviting interested customers to test drive.
Second, after that
Self-employed, once a brilliant figure in the automobile market, the real estate has developed rapidly this year, thus driving and detonating the local building materials market. Quite a few people naturally become rich. With money, they need to improve their original life. They don't know how to spend, so we need to guide consumption, publicize our cars and bring a touch of color to the lives of potential customers. They will not be allowed to face their own "God" every day and make themselves "God". The publicity has a certain effect, but in the process of my communication, I also clearly realize that the world crisis brought by the end of _ _ has affected the automobile industry and the automobile market. At this time, the building materials market is as deserted as our car exhibition hall in the first half of the year. Now more individual bosses choose to hold money for purchase.
Third, summary.
Although the automobile market has been in a difficult period for some time, it does not mean that it will be in a slump. When the economy improves, my efforts will not be in vain. Whether it is the property market or the auto market, there will always be an economic recovery one day. Now you just need to do what you should do. When sunshine becomes a household name and the economy improves, someone will buy a car!
Fourth, plan
Personally, the work plan for the second half of the year is to take the initiative, supplemented by waiting for rabbits, expand the scope of publicity as soon as possible, and let more people know about our company through various publicity channels! The first half of the year passed. During this period, I have gained a little through my efforts, so I can 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.
By constantly learning professional knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding of the market, which can be gradually clear. Respond to all kinds of questions mentioned by customers fluently and have a certain understanding of the market.
While constantly learning professional knowledge and accumulating experience, my ability and professional level have been greatly improved.
With the increasingly fierce market competition, salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure. It is very important to have a positive attitude.
Summary of sales work in the first half of the year 5
Marketing department's work summary for the first half of the year and plan for the second half of the year. In order to further improve the sales work in the second half of the year and better fulfill the policies, objectives and tasks of the whole year, we have carefully summarized the work in the first half of the year, found the gap against the objectives, and put forward the work plan for the second half of the year.
I. Work Summary In the first half of this year, under the correct leadership of the company, with the strong support and cooperation of relevant departments, all employees of the department worked hard, overcame difficulties and took the initiative to sell, and successfully completed the tasks in the first half of this year. The specific work is as follows:
1, main work
1 and 1 Completion of major economic indicators
Project performance (%) year-on-year crude oil resources (10,000 tons) 62. 855。 6 12。 9 crude oil price (RMB/ton) 3040 188960. Sales volume (ten thousand tons) 53. 852。 9 1。 7 Average unit price (RMB/ton) 4 196297740. 9 Sales revenue (100 million yuan) 22. 6 15。 843 1。 2 crude oil transportation
1, 2 sales
(1) Asphalt Sales With the support of the headquarters, we sold 27% of asphalt throughout the year. 80,000 tons, mainly exported to Jiangsu (50%), Shanghai (2%), Anhui (3%), Jiangxi (12%), Hunan (1 1%), Henan (3%), Hubei (2%) and Shaanxi. Sell asphalt differentiated products. 40,000 tons, an increase of 27. 3%; Among them, the 50 th is for sale. 60,000 tons, a year-on-year increase of 12%. The annual target of% is mainly supplied to Jiangxi Jiurui Expressway, Jiangxi Yingrui Expressway, Jiangxi Dechang Expressway and Hunan Shao Heng Expressway. , and won the bid for Jiangxi Wu Yong Expressway. The project needs 50 tons of asphalt, and it is planned to start supplying in August. The sales of No.30 152 tons decreased by 9 1% year-on-year, which was mainly used for dike construction in Hexian County, Anhui Province and Weifang Tank Farm, Shandong Province; Sales of modified asphalt. 780,000 tons, up 97.3% year-on-year, mainly used for the construction of municipal roads such as Xuji Expressway in Jiangsu, Yancheng Section of National Highway 204, Dongtai Section of Qionggang First Class Highway and Zhenjiang; Sales 14 ton emulsified asphalt, mainly used for highway construction. This is the first time that this new product has been put on the market since its production.
(2) When the international crude oil price fluctuates frequently and the trend is extremely uncertain, fuel oil sales can support the prices of long-term and short-term products by flexibly switching to light cracking raw materials, thus ensuring the balance between production and sales. In the first half of the year, we sold 260,000 tons of secondary oil products, mainly to Jiangsu (56%), Shandong (29%), Shanghai (3%), Zhejiang (3%), Anhui (2%), Hebei (3%), Hunan (65,438+0%) and Liaoning (65,438+0%). Among them, 50,000 tons of light cracked products and 0.2% naphtha. 865,438+100,000 tons, mainly sold to Shandong market; In the first half of the year, the second-line sales of white oil tons continued to strive for benefits for enterprises. 1。 4. In terms of management (1), the customer structure has been optimized and it continues to develop in a diversified direction. The proportion of sales of major customers has gradually decreased, and the demand for projects and small and medium-sized customers have increased significantly. Since the beginning of this year, 45 new project units and small and medium-sized customers have been added, a year-on-year increase of 47%.
(3) Gradually improve the incentive mechanism. At the beginning of the year, we signed a sales target responsibility letter with every salesperson in the asphalt and fuel oil group, with clear rewards and punishments to promote sales.
(four) to strengthen the management of vehicles and vessels, and the transportation of vehicles and vessels was carried out smoothly in the first half of the year.
(5) It changed the previous practice of holding seminars for asphalt and fuel oil customers in the second half of this year, and successfully held a seminar for asphalt customers in Jiamusi, Heilongjiang Province in the first half of this year.
(6) Actively participate in cultural and sports activities organized by the company, such as speech contest, blackboard newspaper joint exhibition contest, badminton contest, etc.
2. Existing shortcomings
2. When the warehouse capacity of some products of 1 is insufficient and the products are not sold well, it will easily affect the normal operation of the device. Recently, the overall asphalt market has shown a downward trend, and the lack of storage capacity has become an important factor restricting asphalt sales.
2. The ability to actively control the market needs to be improved. Faced with the current predicament of asphalt sales, there are not many ways to quickly reduce inventory.
2.3 insufficient market development. When the products are unsalable, we need to constantly tap some non-long-term customers.
2.4 asphalt rubber and emulsified asphalt are new products, and there are certain difficulties in the sales process.
Second, the annual work plan for the second half of the year focuses on the company's planned annual sales of 10000 tons of asphalt and 10000 tons of fuel oil. The measures we intend to take are as follows:
1. In terms of crude oil consumption reduction, we will continue to pay attention to crude oil consumption reduction and continue to ensure zero consumption.
2. sales.
(1) Pay close attention to the trend of crude oil price, adjust marketing strategy in time, and insist on low inventory sales.
(2) Looking for strategic partners in the field of asphalt, reducing asphalt inventory and doubling profits.
(3) Continue to adhere to the blue ocean strategy and take the road of differentiated development.
(4) Continue to expand the light cracking raw material market and support the sales of side oil products.
(5) Promote the new product rubber powder modified asphalt, and strive to achieve zero breakthrough.
(6) Strengthen the management of asphalt bidding project, and supply modified asphalt project of Xuji Expressway in Jiangsu Province, asphalt project No.70 of Tanheng in Hunan Province, asphalt project No.50 of Shao Heng in Hunan Province and Dechang in Jiangxi Province, asphalt project No.50 of Wu Yong Expressway in Jiangxi Province and emulsified asphalt project.
(7) Continue to explore the remote market of atmospheric and vacuum side oil and vigorously develop end customers.
Step 3 manage
(1) Adhere to the sales performance appraisal system, combine monthly assessment with year-end assessment, and implement the last elimination system.
(2) Strengthen contract management to ensure contract execution rate.
(3) Strengthen customer management and optimize customer structure.
(4) Strengthen information communication within the system, realize price coordination, and * * * push together to stabilize prices.
(5) Strengthen the management of railway shipment and improve the utilization rate of tank cars. Marketing Department of China Shipping Asphalt (Co., Ltd.) July 5
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