Sales Manager's Year-end Summary 1 As an accessory sales manager, after summarizing his 20xx years' work, I would like to make the following suggestions to the sales staff in the jurisdiction.
First, the concept of sales.
When accessories sales staff face potential buyers, every sales staff should do the following four things:
1, smile;
2, the instrument is clean and tidy;
3. Pay attention to each other's words;
4. Recommended added value of commodities;
5. Find the most fashionable and concerned topics for consumers to attract them.
Second, understand the characteristics of goods.
As a salesperson, the purpose of knowing the basic knowledge of goods is to help customers build their confidence in buying and promote sales.
1. Explain to customers the value of jewelry and jade and the safety of recycling the world's first package;
2. Explain to customers that the characteristics of goods are valuable advantages.
Third, know your customers.
1, the main obstacle for customers to buy: (1) lack of confidence in jewelry; (2) Lack of confidence in jewelers.
2. Customer type: Knowing what kind of customers are is the basis of doing business with customers. To understand customers, we can start from these aspects.
(1) Observe carefully; (2) Speaking and listening.
3. Customers' purchasing motivation.
4, the customer's purchase process.
(1) produces desire; (2) collecting information; (3) choose goods; (4) purchase decision; (5) Post-purchase evaluation.
Four. Common sales terms
As employees of jewelry stores, using standardized and professional common sales terms can not only establish brand image, but also establish customers' purchasing confidence. Therefore, every clerk is required to use the following common expressions.
1. Greeting when customers enter the store: "Hello!" "Good morning!" "Welcome!" "What do you need? what can I do for you? ) ""Please feel free to look around. " "Just a moment, please." "I'm sorry to have kept you waiting." "Welcome next time, goodbye."
2. Professional terms when displaying goods:
(1) Introduce jewelry terminology: ABC goods, etc. Who can add value?
(2) Common sales terms to encourage customers to try on.
(1) This Yu Pei is a natural A product, and the price is particularly suitable.
These are the new styles in our shop. Please have a look.
(c) These models are classic wedding ornaments. You can try.
This style suits you very well.
You have a good taste. This is the most popular style this season. You might as well try.
(f) All the jades sold in this shop are genuine jade, so we will pay 20 yuan for the fake jade.
There are hundreds of styles in our shop. As long as you choose patiently, there will always be something suitable for you.
(3) Polite expressions at the reception desk
This is a beautiful gift. Let me wrap it for you.
Here is your receipt. Please keep it.
(c) I charge you XXX yuan, and I give you XXX yuan. Thank you!
(4) polite expressions when customers leave.
Unfortunately, there is no product you are satisfied with this time. Please come again next time.
We will call you as soon as the new goods arrive.
(c) Here's a brochure about jewelry knowledge and jewelry maintenance for you.
This is a good model essay, mainly describing customers, sales, jade, oneself, work, us, terminals and managers. I hope everyone can learn something.
Sales manager 2 year-end summary I entered the marketing department in xxxx, and was appointed as the supervisor of account manager after the opening of xxX business department in April XX, and stayed in the company for three years. Now I will make a report on the work during this period.
Our marketing department focuses on sales business, supplemented by bank outlets. In the early stage, we looked for potential customers through every phone call. In order to establish a trust relationship, we should communicate with every customer. Let them feel from the bottom of their hearts that we always serve them, focus on helping them, and take "what we can do, what we can do in coordination" as the working principle. In this way, when the business work is basically completed, it not only meets their needs, but also obtains the benefits we deserve. And by opening an account with us, our service won their trust and got the opportunity for customers to introduce customers next time. For example, after the opening of Xinxiang Sales Department, the employees of our department will work well, and at a special stage, they will be able to do things well at this stage without any interference from external factors. Whether it is customer tracking or service, they can still stick to their intentions and use quality. The work and tasks for xx years have been determined. All the plans have been implemented, and it is inevitable to do things strictly according to the plan. I believe that even if we encounter problems in the future, we will choose the fastest and best way to solve them.
I came here unconsciously in the past six months. I am also under great pressure and at a loss. But I met a good leader, a team that belongs to me. Their help and tolerance is an important factor in my personal growth at this stage. It is also the most rewarding half year for me to understand how to be a man and do things during my work.
The past is the past. Every day is a new starting point, a new beginning.
In this year's work, focusing on "being diligent in business and specializing in majors", my team members and I should make full use of our spare time, whether in professional knowledge and club activities or in marketing strategies, and adopt diversified forms to find more books, read more books, study more and run more. Broaden your horizons and enrich your knowledge. Let's combine the theory we have learned with customer communication and put it into practice. In different ways, let everyone find their own way of working, and then complement each other, so that the strength of the team can play the greatest role in the embodiment of performance. Supplementing fresh blood and energy for the development of teamwork. At the same time, in the process of improving their ability, quality and performance. Take "bringing out excellent teams" as our responsibility and base ourselves on past experience. Create this year's performance, and at the same time improve everyone's ability and quality. Everyone should exercise their independent and strong business work ability. No matter what you do in the future, you can reassure and satisfy the leaders.
Entering this highly competitive society, each of us should learn how to survive. Whatever you do. It is most important to have a healthy, optimistic and positive work attitude. Learn to be a man and learn to do things. Learn to do things with your own mind and solve problems with your own wisdom. Since you have chosen this career and this job, you should do it wholeheartedly. This is also a responsibility to yourself.
Through this year's work, I feel the same. I saw the changes in the company. I also feel the determination that the company will definitely move forward. I believe: "The company has clear strategy, accurate positioning and correct decision-making." Therefore, in the future work, I will lead all the staff of the "Tiantiansheng" team to adjust themselves in time with the development of the company and find their roles and positioning in time and correctly. For the company in the process of vigorous development to do our modest personal strength.
Looking back, we are full of enthusiasm; Looking forward to the future, we have high morale. Today, the "Everyday Up" team is proud to work here; Tomorrow, the "Everyday Up" team department will make the company proud of our work!
Year-end summary of sales manager 3 I started as the sales manager of the company in X this year, and started to set up the marketing department in X. Before I took charge of the marketing department, I had no sales experience in xx, and I lacked sales experience and industry knowledge in xx only because of my enthusiasm for sales. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often ask the manager, several leaders of the head office and other experienced colleagues to seek solutions to problems and study targeted strategies for some difficult customers, which has achieved good results.
By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the xx market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers.
Therefore, after half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can now come up with a relatively complete plan to deal with some emergencies. For a project, you can always operate.
First, there are shortcomings.
I don't know the market deeply enough, and I have a weak grasp of the technical problems of the products, so I can't explain them clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.
Second, the department work summary
In the past year, through the joint efforts of all the staff in the marketing department, our company's product popularity has gradually been recognized by customers in xx market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.
Third, the company's total sales in 20xx.
1, judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. The product price is chaotic, which brings us great pressure to open up the market.
2. Although there are some objective factors. Other practices in the sales manager's work also have great problems, mainly in the fact that there are too few basic customer visits in the sales work. The marketing department started to work in the middle of this year. At the beginning of work, there were xx customer visits with records, and the summary without records was xx. Generally speaking, the number of customers visited by three salespeople in a day is xx. Judging from the above figures, our basic work of visiting customers has not been done well.
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 and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Automobile transportation co., ltd is an obvious example.
There is no clear goal and detailed plan for the work. Sales staff have not formed the habit of writing sales summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as the lack of unified management of sales managers' work, unreasonable distribution of working hours, and chaotic work situation.
5. The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
There are many brands in xx market now, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products.
In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff. In xx area, our company entered the market late, so we have no advantage in product popularity and price. There is great pressure to open up the market in xx, so we put the main market in regional cities, where the market competition is relatively smaller than that in xx. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. It can be summarized in this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
Four. 20xx work plan
In the sales manager's work plan for next year, the following tasks will be mainly completed:
1. Establish a sales team that is familiar with business and relatively stable.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. In the sales manager's work next year, it is an important task to build a xx, lethal team.
2. Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the salespeople exert their subjective initiative in their work, have a high sense of responsibility for the work of the sales manager, and improve the sense of ownership of the salespeople.
3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve the comprehensive quality of salespeople. In the work of sales manager, I can find and summarize problems, put forward my own opinions and suggestions, and improve my business ability to a new level.
4. Establish sales and service outlets in regions and cities. According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
5, sales target, the most basic sales target this year is to have a list of monthly income. According to the sales task assigned by the company, the task is divided into month, week and day according to the specific situation. Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks.
I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving the standard of execution, establishing an excellent sales team, and having a good working mode and working environment for the sales manager are the keys to the work.
Sales manager's year-end summary 4 I was lucky enough to join the vision team at the end of 10. In these short ten days, under the kind guidance and care of the vice president, with the support and help of the manager and colleagues, I have continuously enhanced my working ability and earnestly completed all the tasks I undertook with an attitude of Excellence. My working ability has made great progress, which has laid a good foundation for my future work and life. The work is summarized as follows:
First, study hard and strive to improve.
Because of the mismatch between major and work, I encountered some difficulties at the beginning of my work, but this is not the reason. Although I graduated from mechatronics, I believe I can do a good job in the sales office. At ordinary times, I am modest and prudent in my work, eager to learn, and earnestly study the little experience of my colleagues. I believe it will always pay off.
Second, keep your feet on the ground and work hard.
I know that the office is a department with complicated work and heavy tasks. As a salesman, he shoulders the heavy responsibility of leading assistant, at the same time, he has to take into account many experts in the normal operation of the organization. No matter in the work arrangement or in dealing with problems, he must think carefully, be independent and not enter the work for a long time. First of all, he must be familiar with his business and enter the role. Often go to the workshop to learn from the grass-roots employees, and ask them if they don't understand, because they are the main force in the production line, know the production process of products, and know the precautions and safety. Sales background is the bridge between the company and customers, and doing a good job in sales plays an important role in the sales operation of the whole company's products. So whether it's paperwork, back office management or sales, I try my best to satisfy my leaders and customers. Take matters assigned by leaders seriously, handle them in time, without delay, delay or perfunctory; As long as it is within the scope of principles, employees should not be pretentious, glib and difficult. The mobile phone version does every subtle work in a down-to-earth manner, and does not dare to have the slightest negligence.
Third, the correct style and correct position.
In my work, I will adhere to the diligent, pragmatic and efficient work style and do a good job seriously. Obey the leadership division of labor, regardless of gains and losses, do not pick the weight. We only pay attention to the work, regardless of the thickness of the other party, and strive to do our best in the least time. In the future work, we can't delay anything assigned by the leaders. If you don't know or understand, ask clearly in time to ensure that the final result of what you have done is correct and will not bring losses to the interests of the company and customers. And often think about ways and means to make the sales backstage work better.
Fourth, the existing problems
Through a period of work, I also clearly see that I still have many shortcomings, mainly:
1, my work pace is always slower than the tasks assigned to me, so I have to prioritize my work and record every job in this book in case I miss anything. A familiar proverb is better than a bad article.
2, due to limited ability, some things are not handled properly. I will seriously study the norms of sales staff. Actively understand the performance of each product and assist the salesman to do a good job in sales. In short, in my work, I have gained a lot through hard work and continuous exploration. I firmly believe that I can do it well as long as I work hard. I believe I can develop well on the platform of sales office and become a salesman. Of course, I must do a good job in the sales office first.