Summary of liquor work plan 1
In a blink of an eye, 20__ years have passed by half, and now I am a formal employee of _ _ wine industry. Looking back on my work in the past six months, I have gradually integrated into this big group. I started my internship in the office from June+10 in 5438, trained in the general factory in March, and was assigned to work in _ _ _ _ county in April. During this period, I have been fulfilling my business responsibilities and obligations and actively carrying out various business work under the leadership of the office. According to my work practice, experience and lessons in the past six months and the principle of seeking truth from facts, my work during this period is summarized as follows:
First of all, work with gratitude.
First of all, I would like to thank the office leaders for their trust in my personal work ability. When the general factory assigned sales staff to major offices, it left me in Shanghai to continue my business work and assigned me to Qixian Department as a salesman stationed in Wuchuan. This fully affirmed my work performance during my internship in Shanghai Office, which made me deeply gratified and encouraged in the whole work process in the future, and also filled me with more work enthusiasm and motivation. I will keep this knowledge in mind and integrate it into my work process. I will work hard and repay the trust of office leaders with better business results. Thanks again to the manager of the Seven Sages Department for teaching me at work and taking care of my life. When I encounter difficulties in my work, the manager will take the initiative to communicate with me properly, correct my working ideas and ideas, and make my business work more smoothly. When we hold different views on the handling of certain things, he rarely pretends to be an identity and directly enforces things. Instead, I can understand the reasons by reasoning and connecting with actual work cases, so that I can give up my stubborn ideas and reduce many detours and mistakes in work details. In life, the department manager helped me contact the house and the heating stove. Because the climate in Wuchuan is cold and windy, Manager Gao often calls me to pay attention to fire safety, which is of great help to my future work and life.
Second, constantly improve working conditions and working mentality.
1. The enterprising spirit and quality cultivation are gradually improved. What was the first contact? What is a strong sense of responsibility and dedication? How to study professional knowledge actively and seriously? Work attitude should be correct and serious. As a salesman of the Seven Sages Department, I feel a heavy responsibility. As the window of Hetao wine industry and the office of Hohhot in Wuchuan, my words and deeds also represent the image of the company. Love my job, be able to treat every job correctly and seriously, observe labor discipline seriously, ensure attendance on time and stick to my post! Therefore, it is particularly important to improve their own quality. We must set high standards and specifications for ourselves and strengthen our business skills.
2. Training of sales knowledge, working ability and business level I came to the office as an intern in April this year and was assigned to the food and beverage department as the basic business work of the department to assist the department manager in doing some trivial work. In order to better complete the basic work, I keep asking the leaders, learning from my colleagues and groping for my own practice. I try to sort out the work of the department in a short time, get familiar with the business process, clarify the work process and direction, and form a clear working idea in the specific work. After I officially came to work in the office in April, I adhered to the principle of "surpassing myself and pursuing perfection". With this high goal, we must develop a sense of innovation, actively and successfully complete all the work assigned by the leaders, and in the remaining time, through the introduction of Wuchuan customers, contact and negotiate with leaders and employees of some governments, enterprises and institutions to lay a good foundation for the next work. Because my heart resists alcohol consumption, I can't feel comfortable in entertainment. Every time I am on the wine table, I keep learning the culture and knowledge of wine, and force myself to practice drinking, and learn the methods and skills of talking and doing things from my colleagues and managers on the wine table! This is also a compulsory course for me in the future, so I must strengthen my exercise in this area!
3. Complete other tasks assigned by office leaders seriously, on time and efficiently. In order to carry out the office work more comprehensively and smoothly and coordinate the work between departments, in addition to doing their own jobs, they also actively cooperate with other colleagues to do their own jobs. In my work, I always know that there is only a relationship between superiors and subordinates, and I treat both internally and externally equally, and I am not careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I actively understand the intention of the leader and the standards and requirements that need to be met, and strive to finish it ahead of time within the required time limit, on the other hand, I actively consider doing my best to make the work more perfect. And make a personal work plan before the start of the work, give priority to the timely completion of all the work, and achieve the expected results, complete the business work with good quality and quantity, learn all aspects of knowledge in the work, and strive to exercise yourself. Through unremitting efforts, the work level has made great progress.
Third, the lack of self-ability still needs to be improved in the future.
The immature temperament of one's own mentality is not stable enough. No matter what small things or circumstances, I always show my reaction on my face. When my work is progressing smoothly and I reach the expected goal in a short time, my mind will jump a little, be unstable and get carried away. May be just graduated from their own inexperience, always a little flustered and unstable, but this is definitely not the reason for just graduating. I will try to overcome my weaknesses in my future work and make myself more suitable for this job! The patience of the mind is not enough. As a salesman in Qixian, I am lonely. The environment and workflow are a bit monotonous and routine. Sometimes I can't stay in my seat. I always want to go back to Hohhot, and the whole person looks a little decadent and depressed. But after a period of tempering and adjustment, I can completely cope with the existing work tasks and working environment. Throw away your youth, calmly treat the development of things, set your sights farther and set your goals higher, so as to bring greater challenges to yourself at work, inspire yourself at work and bring yourself greater interest in work.
Summary of liquor work plan II
Time still follows its eternal law, and another year has become history. Just like many years in the past, it has become a history of 20 years, and there are also many beautiful memories and many feelings. 20__ is an eventful year for liquor industry. Although the impact of the global financial crisis in _ _ is gradually weakening, the overall economic recovery still needs some time. The adjustment of liquor consumption tax by the state also caused a period of turmoil in the industry, followed by a nationwide crackdown on drunk driving and a local prohibition of alcohol, which made the liquor industry even worse. In such a bumpy year, we stumbled all the way, joy and sadness, passion and helplessness, confusion and emotion, really infinite.
Review and analyze regional sales performance.
(A), performance appraisal
1, the total cash payment for the whole year 165438+ ten thousand, exceeding the tasks specified by the company;
2. Successfully develop four new customers;
3. It laid a foundation for the operation of the key regional market in southwest Shandong centered on Jining;
(2), performance analysis
1. Although I have completed the cash distribution task stipulated by the company, I am still far from my goal of 2 million yuan. The main reasons are:
A. The positioning of key markets in the first half of the year was not clear and firm, and Pingyi was the first one. However, due to the particularity of Pingyi market (local protection) and later the focus of dealers shifted to beer, my original intention was finally changed. Secondly, I am optimistic about Surabaya market. Although the market environment is very good, but the cooperation of dealers is too poor, I gave up. It was not until later that I chose Jinxiang "Tianyuan non-staple food", which was near the end of the year!
B, the speed of new customers is too slow, and the quality of customers is poor (mostly small customers with small strength);
C, the company's service lags behind, especially the delivery time, which not only affects the market, but also affects the sales confidence of dealers;
2. Explore new customers. Although four new customers have been implemented, they are still two short of the six goals set by myself, and three of these four customers are small customers, and the sales volume is also very average. This is mainly caused by my own subjectivity, and I don't pay much attention to customer quality in order to pay back the money. As the saying goes, "choice is more important than hard work", and the "strength, network, distribution ability, cooperation and investment consciousness" of dealers directly determine the quality of market operation.
Our company has been operating in Shandong for three years, and the mistake in these three years is that it has not "grasped the key points". So I learned the lessons from previous years, and this year I personally put the search for key markets into my daily work. Finally, in June _ _ _+065438+10, it was decided to operate the Jining market with Jinxiang as the core, and some experience was gained through two months of market operation.
Second, personal growth and shortcomings
With the care and support of company leaders and colleagues, I have made great progress in business development, organization and coordination, management, etc., but there are also many shortcomings.
1, and the self-regulation ability of mentality is enhanced;
2. The ability to learn, predict and control the market has been enhanced;
3. The ability to deal with emergency problems and grasp the psychological state of others has been enhanced;
4. The overall market awareness needs to be improved;
5. The management experience of the team and the operation ability of the overall regional market need to be improved.
Third, mistakes and shortcomings in the work.
Pingyi market 1
Although local protection is serious, we still have a certain market through the coordination of relations and the low-key operation of the market. Moreover, through a period of market proof, the special songs developed by dealers still cater to the consumption of rural markets. Before the off-season, because I failed to communicate effectively with the dealer and the service was not in place, the dealer finally focused on beer. What's more, the agent took another liquor-Yimeng fellow villager, and the manufacturer's support was quite strong, which was even more diluted for us.
2.Surabaya market
Although there is something wrong with the dealer's personality, the market environment is really good (there is no strong local brand and no local protection-), and the hotel operation of Shili Wine Lane for more than a year has certain market favorable factors, and later it expanded the circulation market, and the market response is very good. The mistake is that the distributor was not suppressed in cost in advance, and then the management was unbalanced, which eventually led to the failure of cooperation and fell short. The key is that my personal wrist is not hard enough, my foresight is not enough, and my reaction is not fast enough.
3. Tengzhou market
Tengzhou's market foundation is still very good, but the dealers' investment awareness and company management are so poor that after we quit, the market declined seriously. My mistakes in this market are as follows:
(1), failed to guide dealers to operate the market according to our ideas, and relied too much on manufacturers;
(2) Failing to find suitable other potential high-quality customers to supplement at an appropriate time;
4. Among the new customers I visited throughout the year, there were more than 10 with strong intentions, and most of them came to visit the company. But in the end, it was rarely implemented, because the late tracking was not in place, and I lacked confidence and wasted a lot of resources!
Four, _ _ years ago, some work and problems in the old market were solved.
Due to our poor grasp of the market and ineffective control of costs, the problem of cost contradiction appeared in the market years ago. After consultation with the company leaders, we take the principle of "harmonious development" and adopt the policy of "one place, one policy" to solve the problems in different markets.
1. Tengzhou: Although the company has expenses, it must pay back the money, and both parties can accept and understand the settlement in the form of multiple goods;
2. Weishan: make your own packaging and bottles, and sell them at the company's expense as drinks;
3. Surabaya: Tongteng Prefecture
4. Yicheng: Not yet solved.
Through the above methods, the market problems have been solved one by one. Although there were some conflicts in the early stage, they were accepted and operated smoothly, which completely solved the psychology of relying too much on manufacturers before. Fourth, the operation mode of "office plus dealer" is used to operate the regional market.
According to the actual situation of the company and the market situation in recent years, we have been exploring a shortcut to operate the market, which truly reflects the effect of "office plus dealer" operation, but the following conditions must be met:
1, the market environment is better, even if it is not too good, it can't be too bad, for example, the local protection is too serious and the place is too strong;
2. The quality of dealers must be good, such as "strength, network, distribution and cooperation";
Specific matters related to the operation of the office:
1, management office, personnel localization;
2. Popularization of products, mainly aimed at mid-range consumers;
3. Channelized and personalized operation, focusing on circulation channels and focusing on major customers;
4. Focus on supporting first-class business, and the office truly reflects the role of joint marketing;
Verb (abbreviation of verb) gives some suggestions to the company
1, strengthen the hardware investment of products, and the first impression of products should give people a feeling of "value for money, value for money";
2. Improve various rules and regulations and salary system, and give full play to the subjective initiative of personnel;
3. Concentrate superior resources and focus on the model market;
4. Pay attention to the shaping of brand image.
In a word, the achievements of 20__ years have become history, and a brand-new 20__ years will greet us. Standing on the threshold of _ _ _, what we see is hope, bumper harvest and fruitful results!
Summary of liquor work plan 3
Another year in a blink of an eye. This year, I continue to be responsible for the development of _ _ _ _ _ regional market. From obscurity to household name, I worked hard with my sales team. Over the past year, the sales reached more than 8 million yuan, which was well received by the company and the cooperative relationship was further consolidated.
I. Work this year
1. Conduct market research and expand market space. At present, the competition in liquor market is fierce, and the brand we represent is unknown in the local area. How to open up the market? For the competition, we adopted the methods of improving service quality, making sales advertisements and advertising in many local media, and achieved obvious results. As a result, the local people's popularity of _ _ liquor is well known. At the same time, we vigorously promote alcohol 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.
2. Humanized service. Since the "zero risk" of _ _ wine, I have made a serious investigation and study on the zero risk service for consumers, and think that we should serve consumers through the zero defect products and exquisite market segmentation of _ _ wine. Every bottle of liquor purchased by consumers is printed with 800 national free service telephone numbers. Through communication, the distance between consumers and draft beer is shortened, and the zero-defect quality of _ _ beer is further strengthened. Through professional service, I helped _ _ to speed up the delivery of goods in time, from commodity display to container display to ubiquitous POP posters. 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, bringing rich returns. According to statistics, the annual sales reached _ _ yuan.
Second, the existing problems
Although we have achieved good results this year, there are still some problems, which will affect the sales of our products if they are not corrected and improved. Including the management of salesmen and the cooperation of logistics.
1, the management of salesmen is relatively loose, and there is no effective marketing system, and sometimes it is even fragmented. In the future sales management process, it is necessary to establish an effective management system according to the actual situation to stimulate the enthusiasm of sales staff and improve work efficiency.
2. Logistics cooperation is a bit slow, regular orders have been opened, and the goods can't be delivered, which reduces the trust of customers.
In the coming year, we should pay attention to the problems existing in the previous year, continue to carry forward our advantages and achieve better results in the sales of _ _ wine next year.
Summary of liquor work plan 4
Since I entered the liquor company, I have done a good job in every specific job from training to market employment. I have done my own job in strict accordance with the company's relevant instructions and the spirit of the document, and I am serious and responsible for my work. The following is a summary of my recent work:
At work, my main market job is the county. After entering the market, I first made a detailed understanding and investigation of the local market, and made a concrete analysis according to the specific situation. I sent the investment information to some local shops with relatively strong financial strength, such as dealers of various brands, large supermarkets, famous shops, non-staple food wholesale shops, hotels and some local businesses with relatively strong strength, as well as some local government workers, of which 160 was obtained from the market.
There are four interested customers, and after a lot of communication, we chose a dealer who is more suitable to represent our products. At present, we are negotiating. Weng 'an county market information 100 copies, and 90 copies have been sent out. At present, two interested customers are in contact and communication. I learned a lot while working here. Next, I will introduce some of my opinions to you from three aspects and discuss them with you.
First, correct attitude.
In my work, I saw many problems, contradictions and difficulties. Of course, these are inevitable, but I think the main reason why these problems and difficulties can't be solved is attitude, which determines everything. People often say, "If I were who I am now, I would be …". People often just stay on this statement and don't really put it into action. How can there be a good result? The competition of liquor is more and more fierce, and there will be new challenges in front of you. What kind of attitude you take towards it, what kind of results you will get. So complaining is meaningless, and active work is what we should do most.
Second, clear objectives.
First of all, any company has its own development goals, and every employee has his own personal development goals. On this issue, I think that as employees of the company, personal goals should be unified with the company's goals. Everyone will be under pressure, but while achieving the company's development goals, they are also achieving their own personal goals.
Secondly, as I mentioned just now, we should have the right attitude and methods to achieve the goal, and actually decompose and implement the goal. Only decomposable and achievable goals are feasible goals.
Third, study.
Regarding learning, an economist once said that "not learning is a sin, learning is economical, learning by economic means and creating economy by learning." The same is true at work. We need to constantly learn and enrich, and strive to apply what we have learned and complement each other.
As a newly graduated college student, although we have no work experience, we have great dedication and ambition, and lofty ideals and ambitions. Because we are young, we have capital, faith and perseverance to create a place of our own.
Summary of liquor work plan 5
_ _ liquor store is a famous liquor agency, and its products are _ _ and _ _. Founded 20 years ago, the company has been striving to serve the vast number of consumers with the concept of "honesty and trustworthiness, service at home". The company's main customers are: _ _ shopping malls, _ _ supermarkets, _ _ supermarkets, _ _ hotels, _ _ hotels and so on. More than 200 kinds, but also for the government, enterprises, social groups to provide high-quality and high-priced liquor products! After summing up the development trend of _ _ liquor and the development status of _ _ and _ _ _, the boss of the company resolutely asked all the marketing staff and partners of Chinese liquor stores to fully implement the "direct selling model" and raise "direct selling" to the strategic height of Jinyuwan liquor industry, thus ensuring the all-round development of Chinese liquor stores in the second half of the year. As the strategic thinking of China Liquor Store for 20 years, the "direct sales model" puts forward higher requirements for the business personnel and the dealer team, and constantly learns and improves themselves, which is the requirement of General Manager Duan for himself and every business personnel. Industry summary during internship
1. There are four kinds of terminal channels in the liquor industry: retail stores, supermarkets, shopping malls and hotels (that is, various restaurants providing liquor consumption), which play different roles in the terminal sales of liquor. The hotel is in the primary position, that is, the leadership channel.
1, retail store: Most of the goods sold are middle and low-grade goods. People who buy alcohol in retail stores mostly buy popular and moderately priced alcohol products. They are not consumers, but followers, or random buyers related to price factors, so they should be listed outside the leading consumer groups.
2. Supermarkets and shopping malls: Most people who buy wine in supermarkets are not direct consumers. Domestic managers are the main customers of supermarkets, and such buyers are often influenced by the direct consumers of their families and designate to buy a certain brand. Therefore, the terminal channel does not belong to the supermarket.
3. Hotel: Ordering wine in a hotel often influences each other, and hotels also influence each other. When a liquor brand occupies a certain share in the hotel, the brand plays a leading role in market segmentation and terminal. If the new brand wants to fully start the market segment as soon as possible, it must work hard in the hotel.
Second, the status quo of hotel management
Catering channel is the mainstream sales channel of liquor, but the competition of liquor in catering channel is chaotic;
1. Most hotels require credit supply, and most stores have poor reputation and high risks.
2. Vicious competition in hotel sales: store entry fee, exclusive sales fee, bottle opening fee, promotion fee, public relations fee and other layers of price increases, resulting in product sales price far higher than its own value.
3. Low profit.
4. High sales expenses.
Third, the product positioning defines the scope of the target hotel.
The so-called golden mean positioning of products is to define the category of target hotels, that is, enterprises should position products virtually according to their own comprehensive situation, and balance market opportunities and their own opportunities in combination with hotel market adjustment, so as to accurately position leading products and then push them to target hotels. The steps are as follows:
1, according to the comprehensive situation of the enterprise, find out its own characteristics, assume (virtual) according to its own characteristics, and position the leading products in the market, such as packaging, design, name and price.
2. Conduct an all-round rough-line survey of the target market, find out the best-selling brands of hotels with similar prices according to the prices, and set them as competitors (no more than two, just two).
3. Investigate its market and products in detail, subdivide and compare its products with its own products, find out its advantages and disadvantages, and analyze the advantages and disadvantages of its own virtual products, and opportunities will naturally appear in front of you.
4. On this basis, the leading products undertaken by ourselves are accurately positioned, and then the absolute value of the hotel range in the target market is clarified. The absolute value of the hotel range is the range between the grade and the lowest grade of the hotel that can sell its leading products. Then it is an integral part of effective hotel marketing to investigate and screen again within the absolute value range.
It took me so long to come to this school that I realized that my three years at school were also protected by the school for three years. Leaving school means leaving this protection. During the internship, our shortcomings, our shortcomings and our fragility will be exposed. After leaving school, I began to worry about my future and my food, clothing, housing and transportation. I am a college student. After leaving school, I am a college graduate at the bottom of society, and I can see the news of graduates' employment all day. Social practice can help us get in touch with society, understand society and join society. It helps our college students to update their social concepts and absorb new ideas and knowledge. At the same time, there are many things in social practice that we can't learn in school, such as the ability to communicate with others. In addition, social practice can deepen our feelings with people from all walks of life, narrow our distance from society, broaden our horizons, increase our talents and better determine our goals. So after practice, I made the following summary:
1. Good at communication: As a salesperson, you must learn to communicate with others. No matter who he is, whether he is in a good mood or not, you should ensure that you can calmly explain to him what they don't understand, and at the same time ensure that when you explain the problem, the customer can clearly understand what you say and he can accept the products he sells.
2. Patience and enthusiasm: Smile often at work, which will make those customers feel very comfortable and keep a good feeling for you. In the process of sales promotion, you may meet some products that customers don't want you to promote, and even speak ill of you. At this time, you must have good patience and enthusiasm for this practice, otherwise you will never succeed.
3. Be diligent: Opportunities will not come to you, so if you want to succeed, you have to plan your time reasonably and sell more to customers who you think may need this product. If you don't work hard, chances are that your competitors will deprive you of the opportunity. So be diligent.
4. Learn to find goals: First of all, be clear about what products you sell, what role you play in society, and which groups you are suitable for. Then according to these, I will look around my residence for customers who think I need this product and sell it to them.
5. Have strict logical thinking ability: When negotiating with customers, skills are very important, and thinking is more important. Whether in person or on the phone, when a customer throws a sentence, we don't have much time to react and think. Logical thinking ability is not enough and the response is not good. Naturally, we can't respond well to customers, let alone trap them in their next words. The ability of logical thinking shows that our words guide customers' thinking until we achieve our goal. The purpose is phased, and your purpose may be to meet customers; Perhaps to achieve cooperation; Maybe it's a quick payment; Or ask him to buy the goods you sell, no matter what the purpose is, always remember our purpose, so that thinking can follow.
Of course, summing up means realizing that you still have many shortcomings and deficiencies. For example, sometimes I don't take the initiative, sometimes I don't want to go, and I feel that going out may not be able to successfully sell products; Lack of social experience, sometimes short circuit, or nervous, or for other reasons, do not know how to communicate with customers, ice; The mentality is not calm enough.
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