Personal Work Summary of Sales Supervisor 1
It has been more than two months since I joined the company. Through in-depth understanding and communication with various departments and branches during this period, I basically have a certain understanding of our company's development and entrepreneurial history, corporate culture, management structure, system and operation mode. The most important thing is to read the company's previous large-scale promotion plans and store management materials, investigate competitors in the regional market at this stage, and personally participate in the planning, supervision and implementation of a series of promotion activities. Now I summarize my work since I joined the company, and put forward my personal opinions and suggestions on my work:
I. Work Review
1. Continue reading the company's various documents and operating procedures, and learn and understand the company's corporate culture, organizational structure, rules and regulations, operation management, etc. And have a deep understanding of the scope of work, operation process, etc.
2. In a short time, I joined the team of this department and successfully participated in the planning, supervision and implementation of various promotional activities in this department, such as: Skyworth's trade-in; Celebrate the teacher's kindness and celebrate the Mid-Autumn Festival; He Siqing and National Day Celebration; New Tang Dian new clothes set sail; Gome reopened its response activities.
3. During the execution of the activity, go deep into each branch to understand the process and effect of the activity, investigate and analyze regional competitors, and timely feedback the promotion strategies of competitors in the same period; He also attended the response meeting of the heads of marketing department, purchasing department and branch company headed by Mr. Tang, and put forward personal suggestions.
4. Sort out all kinds of data, pictures, highlights and shortcomings in the implementation of promotional activities of branches during the National Day, and make a comprehensive, concrete and intuitive summary of the preparation, implementation and follow-up of activities to celebrate the National Day, which has been recognized by relevant leaders and colleagues.
5. In the production of subtitle advertisements during the promotion activities, I suggest that 3D animation effects be widely used to vividly reflect the promotion contents and advantages of our company, so that the audience and consumers can have a new cognitive view of Jiajiale; In the design of various publicity materials, I also gave many innovations and suggestions to make the picture more beautiful, vivid and eye-catching, and better convey our corporate image and activities.
6. Through the audit of the company's early advertising production cost and the investigation and evidence collection of the advertising production market at this stage, the production price of publicity advertisements and promotional materials was re-formulated, which greatly controlled the publicity production cost and saved the company's expenses to a certain extent.
7. Put forward relevant suggestions on creating the atmosphere inside and outside the store and shaping the image of the shopping guide. For example, adjust the layout of the new off-site stage to make it more eye-catching and attractive; It is suggested that five old image cards of Xintang Store should be rebuilt to improve the store environment and better convey the orientation of "brand-new image, brand-new positioning and whole-hearted service" after the renovation of Xintang Store.
8. Organize the theme of our original enterprise feature film (about _ _ minutes) and 30-second image advertising film, and make modifications and adjustments in combination with our current advertising demands, so as to convey our business philosophy and the mental outlook of employees as much as possible, strengthen our quality service and put forward new suggestions on the premise of worry-free whole journey, and reduce the production cost on the basis of the original price.
9. In order to further promote our corporate image and various promotion policies better, more effectively and at lower cost, enhance our popularity and commodity sales, and optimize market competitiveness, under the guidance of Mr. Tang, our company has written the Public Transport Media Delivery Scheme, and actively coordinated with bus companies to reduce delivery costs.
Actively and seriously participated in the company training courses such as "Professional Manager" organized by Yu Shiwei and "Face-to-Face Consulting Sales" organized by Zhou Rong. And learned a lot of management and sales knowledge, understood a lot of truth, and understood that a large part of the competitiveness of enterprises comes from the competition of knowledge and teamwork.
Second, the company's current market environment analysis
(1) Analysis of the surrounding environment of the region:
The neighboring home appliance chain predators are approaching step by step, encroaching on the secondary and tertiary markets such as Gome, Suning and Yongle, and expanding in Guangzhou and Dongguan. The hype of promotion, price reduction and star service by several giants has set off fierce battles one after another in the home appliance industry, which has caused great impact on our regional market, put forward new challenges to our business model and market competitiveness, and forced us to continuously optimize commodity structure, adjust price positioning and improve.
(2) Analysis of regional market environment:
Licheng District 10000 households: After the replacement of Yinxian, in the face of fierce market competition, we initially invested a lot of publicity in TV advertisements, newspapers and leaflets. Although it has had a certain impact on our company and seized a part of the market share, the overall situation is not optimistic with the day-to-day market competition. A series of negative reasons, such as popularity, commodity structure, commodity price similarity, promotion strategy, geographical location, etc., lead to a small flow of households and no improvement in sales. Jintiandi: After re-layout and adjustment of commodity structure positioning, the store image and atmosphere have been enhanced, the advantages of small household appliances, audio-visual products and other series have been enhanced, and the advertising and production efforts have been intensified. To a certain extent, Yahweh Vantage Store has seized the market near Huanong Group and some rural markets: it is positioned as a professional kitchen and bathroom to enrich fashionable kitchen and bathroom products and reasonable and novel layout, and it is fast with the help of powerful kitchen and bathroom brands and manufacturers' resources.
Summary of the work of two sales supervisors
In a blink of an eye, 20 years have become the past and history, but we still remember the fierce competition last year. Although the weather in this industry is not particularly cold, the recruitment banners floating in the street are enough to make people realize that the valve industry will be a Circus Maximus in 20 years and the competition will be more intense. Marketing directors, sales managers, regional managers, and thousands of enterprises, large and small, are all competing for talents and markets. Everyone has personally felt the cruelty of the market and can only do nothing. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself.
I. Completion of tasks
The actual sales volume this year is _ _ _ _ million, including _ _ _ million for ball valves and butterfly valves in the first workshop and _ _ _ _ _ _ _ _ million for the second workshop.
Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (planned150,000 or so), the sales volume of large-diameter butterfly valves (DN 1000 or more) is very small, and the soft sealing butterfly valves have a slight increase.
Generally speaking, the sales volume is normal, and the main engine factory grows rapidly, but the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal.
Second, customers report more situations.
For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises is an armchair strategist.
1. Quality status: unstable quality, many returns. Such as _ _ customer's ball valve and _ _ customer's butterfly valve, quality problems occur one after another, and customers complain a lot.
2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and gives customers a bad impression.
3, delivery is not timely: inaccurate production cycle planning, improper production scheduling often leads to delay in delivery, but also human factors caused by the owner.
4. Freight: Customers complain a lot about freight, especially old customers, such as _ _, _ _, _ _ and others, who say that it is more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.
5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. _ _ _ _ and others have mentioned such a problem. It's not a big problem, but it is not in harmony with the company's tenet of "customer first" and "customer is God".
6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the company's care and preferential treatment.
Third, the problems in sales.
After nearly two years of running-in, the sales department has merged into a lean, United and progressive team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered certain sales skills and strengthened the idea of serving customers; Skilled in business, able to stand alone, good at summing up problems in work and finding reasonable solutions. _ _ _ has done a particularly good job in this regard. The cooperation between relevant departments is getting smoother and smoother, and they can understand and support each other. The good aspects need to be carried forward, but there are also many problems.
1, employees' work enthusiasm is not high, and their autonomy is not strong. Talking at work, watching movies and playing games happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, salespeople have low salaries and feel that they have done a lot, but compared with other departments, their salaries are low, which leads to psychological imbalance.
2. The awareness of organizational discipline is weak, and the phenomenon of being late for work and leaving early often occurs. This situation exists in all departments of the company, and the company should have a suitable attendance system. When a bad phenomenon occurs, not only the department leaders should take charge, but also the company leaders should come forward to stop it.
3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory, and there is no concept of serving customers. In fact, the care in details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.
4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of goods, it may cause the loss of sales opportunities and waste of manpower, and customers also doubt the efficiency of the company. Finished goods warehouse and semi-finished goods warehouse should provide regular reports to inform the inventory situation, so as to prepare goods in time and inform customers of the specific production cycle.
5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility, mutual blame.
6. Poor technical support, lack of tender drawings and sales drawings.
7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.
The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although it will not affect the company's fundamentals, it may eventually bring great losses to the company's future development if it is not taken seriously.
Fourthly, the concept of company management.
After two years of development, our Shuangda company has advanced hardware facilities, perfect organizational structure and obvious progress in production management, and enjoys a high reputation in Wenzhou and even the valve industry. It should be said that as long as we have the right strategy, tactics and personnel, the prospects will be very bright.
Everyone knows that "management produces benefits", but it is not easy to manage enterprises well. I feel that the company pays more attention to emotional management and institutionalized management is not enough. Strictly speaking, companies should take institutionalized management as the basis and give consideration to emotional management, so as to maximize the management effect. Take attendance as an example. Punch in every day, there is no penalty for being late and leaving early, and overtime is not rewarded. So what's the difference between punching in and not punching in? It's best not to call. Another example is the negligence of employees, and no one criticizes and corrects it. Even if someone mentions it, it won't do. This is appeasement and connivance. In the long run, the company's interests will inevitably suffer.
The process determines the result, and the details determine the success or failure. A company's goal or a plan eventually deviates, often because some details are not put in place during the implementation process. Bosses have many good ideas, schemes and grand plans. Why didn't it bring obvious results in the end? For example, the warehouse report and cost accounting ordered by the company at the beginning of the year were said again and again at the meeting, but there was no result. Why? Therefore, the decree is unreasonable and the enforcement is not enough. This is an important reason why domestic enterprises attach great importance to "execution" in recent years. Where does execution come from? Process control is the key! Complete process control is divided into the following four aspects:
1) work report
Relevant personnel and departments regularly or irregularly report their work and progress to the general manager or relevant person in charge, and leaders also take the time to actively understand the progress and give guidance in their work.
2) Regular meetings
Regular meetings can help you understand the cooperation of various departments, and you can make suggestions and communicate with each other. There are too few regular meetings in the company, especially too few vertical exchanges. Employees don't understand their bosses' work plans and views on their work, and bosses don't understand their ideas and needs.
3) Regular inspection
After the plan or scheme has been implemented for a period of time, the company regularly checks its implementation, whether it deviates from the plan, whether it should be adjusted, and arranges tasks for the next period of time.
4) Fair incentives
Building a harmonious team and mobilizing the enthusiasm and initiative of employees all need a fair incentive mechanism. Otherwise, there will be conflicts between employees, uncoordinated work and no enthusiasm for going to work. Personally, I think the salary in the sales department is low. Compare the treatment of sales staff in various valve factories in the big environment and the treatment of various departments in the small environment. Although the employees in the sales department are very dedicated, in fact, everyone has some opinions in their hearts. If the company thinks that the sales department is an important department, recognizes the hard work of salespeople, and wants to keep those salespeople who can bring profits to the company, then I suggest adjusting the salary accordingly. After all, the loss of an employee is too great.
The other aspect is the management structure and employment of the company. Due to the particularity of the company's own structure, personnel management is prone to leapfrog management, multi-head management and excessive management. Leapfrog management easily leads to the loss of prestige and enthusiasm of department managers, and finally leads to discord between leaders and employees in the department, and no one is responsible for accidents; Multi-head management easily makes employees unable to adapt to work and worry about work mistakes; Excessive management may cause employees to lose their creativity, and employees are not confident in themselves, making it difficult to cultivate independent talents.
The above is just my personal opinion, which may not be correct, but I sincerely think about the future development of the company, make every effort to do a good job in the sales department and strive for some dignity for the company and myself. Please be careful.
Verb (abbreviation for verb) Work plan for next year.
(1) sales target
It is preliminarily estimated that the growth rate in 20__ will be about 40% on the basis of the previous year, including about _ _ million butterfly valves, about _ _ million ball valves and about _ _ million others in the first workshop. The formulation of this specific goal hopes that the boss of the company can put forward it in a big way among the sales staff in combination with the actual situation and opinions from all sides. Why should we clearly put forward the sales task? Because a clear sales target is not only the company's phased direction of struggle, but also increases the pressure on sales staff to generate motivation.
(B) Sales strategy
The way of thinking determines the way out, and thought determines action. Only under the guidance of the correct sales strategy can we produce the correct sales means and achieve the established goals. Sales strategy is not immutable. After a period of implementation, it can be checked whether the expected purpose is achieved and the direction is correct, and it can be adjusted in stages:
1. Focus on the office and key customers, and focus on promoting the "_ _" brand on the premise of maintaining a reasonable growth rate. In the long run, it will ultimately depend on the office and some big customers who have invested more in the "_ _" brand. Those Fujian customers who only take the price as the standard are not credible. In view of this, there should be a reasonable price system within 20 years, and there should be a price gradient for office buildings, major customers, retail investors and direct users, such as office buildings 100, small customers 105 and direct users 200. Commitment to the office should be fulfilled as much as possible, especially those offices that promote the brand _ _, and they must be given reasonable protection and thoughtful service, so that they can do their best to promote _ _.
2. The sales department arranges a special person to be responsible for the communication between the office and major customers, to understand their needs and sales situation, to give them special treatment, and to give them more green light, so that customers feel that they attach great importance to them and the service is good. Arrange regular visits by regional managers to deepen understanding and increase trust.
3. Expand sales channels and try direct selling. The entry threshold of the valve industry is very low, the price war of general valves has become white-hot, and the era of low profit has come. Companies can choose some projects with good credit and reasonable payment to try direct sales. This road may be financially risky, but relatively high profits can eliminate this risk. Besides, if the competition is so fierce, the company must do direct sales one day, and there is nothing we can do.
4. Strengthen the service concept and penetrate into the hearts of every employee. Customers are served not only by salespeople and marketers who directly face customers, but also by delivery personnel, production personnel, technicians and financial personnel.
5. Shrink the sales product line. The sales line is too long, which makes customers feel that the company's products are not professional enough, and once the truth is discovered, they may lose their trust in the company. Nowadays, large companies are very cautious in purchasing, and too many product lines may lose their company characteristics.
(3) Management of sales department
1, personnel arrangement
A) One person shall be responsible for the arrangement, tracking and delivery of workshop production tasks, and make sales statistics.
B) One person is responsible for external procurement, goods outsourcing, daily sales report and financial reconciliation, and completes the performance statistics of the regional manager, so as to identify the accounts receivable at the first time.
C) One person is responsible for contacting and tracking important customers, informing the quantity, weight, freight and arrival time of the goods at the first time, understanding the customer's needs and transmitting the company's policy information.
D) One person is responsible for foreign trade documents, inspection, shipment and communication with foreign trade companies, including package size and shipping marks.
E) Designate a special person to be responsible for customer reception and lead customers to visit and communicate in the workshop.
F) All personnel should actively participate in customer quotation and deal with problems in sales.
2. Performance appraisal: The sales department is a team, and every sale is completed by members of the sales department. Therefore, members should not be evaluated only by performance, but by comprehensive evaluation. Similarly, the company's assessment of the sales department can't just look at the performance, because we are also responsible for all aspects of pre-sale, sale and after-sale. The performance appraisal of sales personnel is divided into the following aspects:
A) Attendance: The sales department is the external window of the company, which is not only the external image of the company, but also the internal weather vane. Companies should be firm in this respect, and never tolerate and support different people.
B) Business proficiency and business completion: Business proficiency can reflect the business knowledge level of sales staff, and can be used as the assessment content to promote employees' learning and innovation and make the sales department a learning team.
C) Work attitude: There is a saying in the service industry that "attitude is everything". Without positive work attitude and enthusiastic service consciousness, no matter how great the ability is, it will not benefit the company, but will become a black sheep.
3. Training: Training is a booster for employee growth and a way to increase the company's wealth. One is that the sales department conducts internal training irregularly, and the other is to ask technicians to do training for the sales department. The training content includes sales skills, etiquette, technology, etc.
4. Install professional quotation software to improve quotation efficiency and store quotation results for later investigation.
The above is only the preliminary idea of the sales department in the coming year, which is not complete and mature enough. The final plan also asks the bosses to consider and decide.
Personal Work Summary of Sales Supervisor 3
Starting this year, I am in charge of beer sales. During this year, I earnestly performed my duties and did a good job in sales, and achieved gratifying results. Below, I will report my work in the past year as follows:
The first is to launch a "zero risk" service. Since the promise of "zero risk" in beer, I have made a serious investigation and study on the zero risk service for consumers, and think that we should serve consumers through zero defect beer products and exquisite market segmentation. Every bottle of beer purchased by consumers is printed with 800 national free service numbers. Through communication, the distance between consumers and Tsingtao beer has been shortened, and the quality of beer with zero defects has been further strengthened. Through professional service, I help to speed up the timely delivery of goods, from commodity display to container display to ubiquitous POP poster tips. Business representatives follow the whole process, making each dock a perfect dock and a model project. Beer sells not only commodities, but also professional services, which bring rich returns. According to statistics, the annual sales amount to RMB.
Second, broaden the market. Before the beginning of the year, beer occupied more than 90% market share. Beer lags far behind ours. In order to compete, we have adopted the methods of improving service quality, making sales advertisements and advertising in many local media, and achieved obvious results. Therefore, the local people are familiar with beer and everyone knows it. At the same time, vigorously promote beer in rural areas. In the promotion, giving gifts and rewards is attractive to farmers. For example, in view of the fact that some farmers are in urgent need of agricultural machinery but lack of funds, the first prize will be set as an agricultural tricycle in the prize-winning activities, instead of high-end electrical appliances such as color TV sets, refrigerators and air conditioners, and the winners will be vigorously promoted so that farmers can acquire tricycles with their dreams and identify their brands when they consume; In view of the characteristics that many farmers like to play poker after drinking with relatives and friends, this gift is defined as a specially designed advertising poker, which is beautifully designed and can't be bought in the market. It is very popular with farmers' friends, so the sales volume has increased greatly.
Third, in short, a lot of work has been done in sales this year, but there are still shortcomings, mainly due to insufficient publicity and lack of publicity funds. However, with excellent sales performance, we will do better in beer sales next year.
Personal Work Summary of Sales Supervisor 4
I have made some achievements in my work this year. I am deeply aware of the progress of my work. I really should take the initiative to do a good job in this area. Although there is a lot of pressure in sales, I still think we should try our best to adjust these aspects and give ourselves enough time. Now that I think about it, I really feel a sense of accomplishment.
Looking back on the past year, I have completed my career, and there are some things that should be done seriously. I also think this aspect is very meaningful. In the first quarter, I won the quarterly sales champion of the company. Although I am in management, I still feel that I can achieve such results. This is good, I feel very happy, and I need to prepare more next. This is also the attitude that a sales executive should have. I have been very meaningful recently. I can understand that. Over the past year, these are the basics, and the results have always been the first. I have a deep understanding of myself. At the year-end assessment, I still felt very good. I am in charge of sales, which is also a direction.
Looking back now, it is really necessary to keep in good shape. Colleagues around me also humbly ask for advice, and I can accept other people's opinions. During this time, I really think very clearly. In the future study, I believe I can do better, and I will never ignore these. In the new year's work, I will also set a good sales target. Of course, I still have confidence in myself, and I am eager for my future job. I have the confidence to do it well. I will protect new and old customers, and make relevant preparations as soon as possible if there are new customers. Now I am deeply aware of this, and it is very important to accumulate more new and potential customers. I also hope to do better and have better sales performance in the new year.
I still want to be clear about this. I think I can make more preparations through this matter, which should be kept for me. I also thank the company for its long-term cultivation. In this process, I must keep a good attitude. I have deeply realized this recently. At the end of the year, what I did was quite appropriate. Next, in the sales work, I will definitely make myself do better. Let my contacts develop in a good direction, so I will definitely have a good attitude, be a qualified manager, and hope to get more recognition. The new year will definitely make me insist on doing better.
Personal work summary of sales supervisor 5
It has been 1 year since I joined _ _ jewelry in _ _. 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. In _ _ _, I was appointed as the sales supervisor, which was an affirmation of my work. Looking back on the stormy course I love to experience in the past year, I have 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, the experience in the work
Sales is an art. As a jewelry salesman, we should pay attention to language skills and let customers buy satisfactory jewelry from several aspects:
1, seriously greet customers for 3 meters. 1 meter asks, smiling service is the key, and artificially create a relaxed and happy shopping environment.
2, fully display jewelry, because most customers lack understanding of jewelry knowledge, so the display of jewelry is very important, the more customers know about jewelry, the stronger the satisfaction after purchase, as the saying goes; "Satisfaction |" is an advertisement for customers.
3, promote the transaction, 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 the pressure on the customer.
4. Be familiar with the wearing, maintenance, use, origin and quality of jewelry.
5, after-sales service, when the customer's work is not over after purchase, you should introduce the knowledge of wearing and maintenance in detail, and finally say some words of blessing is the customer's mood. 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 sales supervisor, 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 sales supervisor, we should first set an example and set an example first. 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!