20 19 annual work summary of liquor salesmen (1)
Another year in a blink of an eye. This year, I continue to be responsible for the expansion of xx 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. The following is the work this year:
First, carry out 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 people of xx have a certain popularity for xx wine. 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.
Second, humanized service.
Since xx wine promised "zero risk", 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 xx wine. Every bottle of liquor purchased by consumers is printed with xxx national toll-free service number. Through communication, the distance between consumers and xx has been narrowed, and the quality of xx with zero defects has been further strengthened. Through professional service, I helped xx to speed up the delivery of goods in time, from commodity display to container display to ubiquitous POP poster tips. Business representatives followed the whole process, making every dock a perfect dock and a model project. Xx sells not only commodities, but also professional services, which brings rich returns. According to statistics, the annual sales reached xx yuan.
Third, 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 xx wine next year.
20 19 Annual Work Summary of Liquor Salesmen (2)
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 my summary of one year's work:
At work, my main market job is xxx 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 150 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. There are xxx copies of market information in Weng 'an County, 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 did what I did, I will do it now." 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.
20 19 Annual Work Summary of Liquor Salesmen (3)
As a salesperson, work performance is the most important. In addition, it is also important for sales teams to unite and cooperate, help each other, advance and retreat together, and work together in Qi Xin.
As a salesperson, I not only want to sell products, but also maintain and develop potential customers. Full of confidence and loyalty to the company, team and products, and infect and instill this confidence and loyalty to every colleague, strengthen their own work discipline and atmosphere, always put the interests of the company first, strive to establish a good reputation of high-quality brands, and fully cooperate with the company's policies and regulations.
I. information collection and analysis of competitive products
At present, there are xx, xx and xxx dry liquors on the market. Among them, xx wine ranks first in the whole market, followed by xxx.
Competing products are now strongly recommending the set meal and personal consumption activities of the Xie Shi banquet.
1, Xie Shi banquet package: according to the retail price of the shopping mall, add one bottle of red wine, one bottle of Sprite and one bottle of fresh orange to the liquor.
2. Personal consumption: drink designated liquor and give corresponding gifts.
The banquet package of xx wine gives the hotel a small profit, but the wine tyrant has no such plan for the time being.
Second, the market sales situation
At present, our products have just entered the market. Compared with competitive products, our products are in a negative state. However, consumers' awareness and trust in our xxx wine is still quite high. Some consumers will try our xxx wine, and some unit leaders are loyal consumers of our xxx wine.
Three. Problems and suggestions
Although our xxx wine is the old eight famous wines, it is still new in the xx market. It takes a process for a new brand to enter the market and be accepted by consumers. In this process, not only the quality and taste of the product are needed; But it needs more promotion, advertising and changing marketing model and sales skills.
Fourth, the future work ideas and objectives
Constantly increase self-worth and expand knowledge, especially product knowledge. Strive to open up new outlets and maintain existing customers. According to the market situation, think about the corresponding promotion plan. Strive to do everything assigned by the company leaders. Take this job as your career, work hard and sweat hard. What are you afraid of? What does the sun have to do with it? The key is that in the near future, I believe that hard work will always pay off. I also believe that I will do well, and I believe that xxx will become the leader of this market one day.
Summary of Liquor Salesman's Work in 20 19 (4)
In a blink of an eye, 20xx years passed. Looking back on my work in the past year, I have gradually integrated into this big group. I have been in xxx since October 20xx. During this period, I have been under the leadership of the leadership, fulfilling my business responsibilities and obligations, and actively carrying out various business work. 20xx is an eventful year for the liquor industry, and the adjustment of liquor consumption tax by the state has also made the industry turbulent for a period of time, followed by the nationwide crackdown on drunk driving and local prohibition of alcohol, which is even worse for the liquor industry. In such a bumpy year, we stumbled all the way, joy and sadness, excitement and helplessness, confusion and emotion, really infinite. Based on the work practice and lessons learned in the past year, and in line with the principle of seeking truth from facts, this paper reviews the work process in this period:
First of all, work with gratitude.
First of all, I would like to thank the company leaders for their trust in my personal work ability and their greatest support for my work, which made me deeply gratified and encouraged in the whole work process in the future and filled me with more work enthusiasm and motivation. I will keep this understanding in mind and integrate it into my work process, work hard and repay the trust of leaders with better business performance.
Thank you again, Director Hu, for teaching me at work and taking care of my life. If you encounter difficulties in your work, you will take the initiative to communicate with me properly, correct my working ideas and ideas, and make my business work more smooth. When we hold different views on how to deal with certain things, he rarely pretends to be a leader 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.
Second, constantly improve the working state and working mentality.
1, professional achievements, quality cultivation gradually improved.
2, sales knowledge, work ability and business level of exercise.
3, serious, timely and efficient to complete the work assigned by the leadership.
Third, our own ability is insufficient, and we still need to work hard in the future.
1, immature mentality.
2. Lack of working ability
To sum up, there are many shortcomings in the work of 20xx, which need to be corrected, strengthened and improved. I believe that through this year's work practice, we can learn from it. After a period of annoying introspection, I will make new progress and improvement in this field in 20xx years or even longer, so as to make my work better, more detailed and more perfect.
Summary of Liquor Salesman's Work in 20 19 (5)
20xx is an eventful year for liquor industry. Although the impact of the global financial crisis in xx is gradually weakening, it will take some time for the overall economic recovery. 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 review
1, the total cash payment for the whole year is xx thousand, exceeding the tasks specified by the company;
2. Successfully develop new customers in xx;
3. It laid a foundation for the company's operation in the key regional market xx centered on xx;
(2) Performance analysis
1. Although I have completed the cash payment task stipulated by the company, I am still far from my goal of xx million. 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 xx market (local protection) and later the focus of dealers shifted to beer, my original intention was finally changed. Secondly, I am optimistic about the xx market. Although the market environment was good, the dealers gave up because of their poor cooperation. 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. New customers are open. Although I have implemented X new customers, I am still X short of my own X goals, and among these X customers, X 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 xx for a whole year, and the mistake in the past X years is that it failed to "grasp 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 20xx 10, it was decided to operate the xx market with xx as the core, and some experiences were explored through two months of market operation, which laid the foundation for next year's 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 and other aspects in 20xx, 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.
The market foundation is still very good, but the investment awareness and company management of dealers 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 by themselves according to our ideas and relied too much on manufacturers;
(2) Not looking for other potential high-quality customers to supplement at an appropriate time;
Throughout 20xx, many new customers I visited had 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!
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