Sales Department Work Summary 1 year and 20xx year work summary
A page that became dust in 20xx has been turned over. In the past year, under the correct strategic deployment of the group company, the sales department successfully completed the sales tasks issued throughout the year through the joint efforts of all employees, overcoming difficulties, pioneering and enterprising, and uniting with all departments of the company.
1, sales target completion:
After experiencing a slight fluctuation in the number of senior staff this year, under the correct guidance of the company's leaders, the company has carried out a series of work such as promotion activities and personnel construction, and achieved gratifying results. A total of 65,438+0,690 vehicles, 4,964,000 high-quality products, 4,845,000 insurance sales, 436,5438+0,000 car loan fees and rebates, and 65,438+0,985 temporary license plates were sold.
2. Existing problems:
After half a year's running-in, the sales department has merged into a lean, United and progressive team. The team has a division of labor and cooperation. Sales staff have mastered certain sales skills, strengthened the idea of serving customers, and the cooperation of relevant departments can also understand and support each other. At present, in general, there are still many problems in the sales department, and they are in urgent need of improvement.
1) Sales people are not enthusiastic, lack initiative, lazy and have a weak consciousness.
2) Poor customer relationship maintenance. The most basic customer retention rate, basic customers and return visits of sales consultants are too few. There are only 40 interested customers on average. From the numerical point of view, the basic customers of sales consultants are very few, and it is not ideal to invite customers every time they engage in activities. Resulting in poor sales of some activities.
3) The implementation and supervision of the sales process is not thorough, the management function of the sales team leader is not fully exerted, and the service consciousness is not better improved, which leads to the formation of a solidified model for some sales consultants. At present, the interaction and communication among team members, backstage staff and sales department directors is not timely, and it is impossible to ensure timely and comprehensive understanding of the situation so as to adjust the strategy at any time.
4) In the process of communicating with customers, sales staff can't clearly convey our products to customers and understand their real thoughts and intentions; Some questions and requirements put forward by customers can't be responded quickly and handled correctly. When communicating with customers, I don't know how much customers know about our products and how much they accept. It is a fatal mistake not to follow up after being rejected.
5) There is also a bad atmosphere in which individuals breed slander, shirk responsibility and fan the flames. Therefore, we must advocate an open-minded attitude, a tolerant and understanding style, and face customers and colleagues with an open mind, so as to make better progress. When the two armies meet, the wise will win, the wise will meet, and the personality will win.
6) Sales personnel have not formed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation. However, the new customer development department is enough, the old customers are not dug up, the performance growth is small, the active promotion of value-added services is insufficient, the profit growth point is small, the personal sales staff's sense of responsibility and work planning are not strong, and their business ability needs to be improved.
7) The development of value-added services is not good. At present, the growth profit point in the store is driven by fine products and insurance on the one hand, and by SSI and manufacturer's policies on the other. Salespeople are not active enough to promote high-quality products and insurance. How to mobilize everyone's enthusiasm, how to improve everyone's comprehensive quality, and how to make everyone and the company share the same fate.
Two. 20xx Sales Department Work Plan
(a) Sales strategy, principles and priorities
In order to ensure that the sales work has a clear direction of action and the sales work plan goes smoothly, the sales department has specially formulated corresponding strategies and guidelines to guide the sales work throughout the year.
1, sales strategy:
First things first, step by step; Advantage cooperation, mechanism improvement.
First things first: put the problems in order of priority and solve the most important and urgent things in the current sales work first;
Step by step: while solving important problems, give full consideration to the company's strategic planning, while solving immediate problems, make long-term planning and arrangements, and make planned progress.
Advantage cooperation: give full play to the ability of each salesperson and make use of the ability advantage of each salesperson to contribute to the team;
Mechanism promotion: gradually establish a normal mechanism to solve problems and daily work, and promote capacity development, management improvement and performance improvement through mechanisms.
2, the sales department work policy:
On the basis of improving the comprehensive ability of sales staff, the normal mechanism of sales work is gradually formed, and the performance of sales staff and departments is finally improved.
3, the focus of the sales department
1) Plan and implement sales skill training: strengthen sales staff training and gradually form a sales staff growth mechanism.
2) Strengthen the ability of sales planning and strategy: pay attention to sales strategy and pertinence (every customer needs strategy).
3) Standardize daily sales management: strengthen daily sales management, help salespeople manage time, and improve employees' sales enthusiasm and efficiency.
4) Improve the incentive and assessment: formulate the performance assessment of the daily behavior process of the sales department.
5) Strengthening talent and team building: grouping teams, fixing team leaders and vertical management, and gradually discovering management talents in the team through the form of team leaders.
(2), the sales department work plan
1. Establish a sales team that is familiar with business and relatively stable.
All sales achievements come from having a good sales staff, and establishing a cohesive and cooperative sales team is the foundation of the enterprise. Building a harmonious and lethal team is a major task for next year's work.
2. Improve the sales system and establish a set of clear management methods.
The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership. Therefore, we should not only evaluate performance, but also look at the following aspects:
(1) Attendance, penalty rate of 5S spot check in exhibition hall, customer complaint rate, uniform tooling, etc.
(2) business proficiency and completion, sales error rate. Business proficiency can reflect the knowledge level of sales staff, promote employees' learning and innovation, and make the sales department a learning team.
(3) Work attitude, "Attitude is everything" If a person's ability is stronger, it is too right or wrong, then the stronger the ability, the greater the danger. No matter how big the ability is, it will not benefit the company, but will become a black sheep.
(5) the degree of completion of 5)KPI indicators. Such as retention rate, test drive rate, transaction rate and so on.
Summary of Sales Department 2 In a blink of an eye, 20XX years have passed, and I am now a formal employee of Hetao Liquor Industry. Looking back on my work in the past year, I have gradually integrated into this big group. I started my internship in the office in April, trained in the general factory in July, and was assigned to work in the county department in August. 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. Based on my work practice, experience and lessons in the past year, I reviewed my work during this period in the principle of seeking truth from facts:
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 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. 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, professional achievements, quality cultivation gradually improved.
What is the first contact with love and dedication, what is a strong sense of responsibility and dedication, how to actively and seriously study professional knowledge, correct work attitude and be serious and responsible. 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, sales knowledge, work ability and business level of exercise.
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, assisting the department manager to do 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 August, 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 work of the office 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, our own ability is insufficient, and we still need to work hard in the future.
1, immature mentality.
Temperament is not steady 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.
2. Lack of working ability
Grasp the customer's mentality is not accurate enough. I tend to trust dealers and customers who have worked together for some time. In most cases, I trust the feedback of market information from dealers and customers. I have little doubt and no further analysis and judgment. The consequence of this will be that the inaccurate information will lead to the deviation of the office's judgment on the market, which may lead to mistakes in operation.
I seldom think at work, even if I think carefully enough, my way of thinking is relatively simple. Many times I do things according to the prescribed procedures and the instructions of the leaders, and seldom think about customers, markets and the root causes of problems. Because the way of thinking is not always careful thinking and comprehensive analysis of things, the habit of doing things becomes single. As a salesperson, we must consider many things and think about every detail with clear thinking, in order to correctly judge the real situation of customers.
Four. Wuchuan 20xx Work Plan
There are still many problems and shortcomings in the past year's work, so we need to learn working methods and skills from other salespeople and peers. In 20xx, based on our work this year, we plan to learn from each other's strong points and focus on the following aspects:
1, earnestly implement the post responsibilities and earnestly perform their duties. Do your best to complete the regional sales task and urge the payment in time, be responsible for strictly implementing the product delivery procedures, actively and extensively collect market information and report to the leaders in time, and strictly abide by the factory rules and regulations.
2. While trying to do the existing work well, we plan to find powerful and well-connected agents in Wuchuan as soon as possible, mainly selling high-end drinks such as Wang He and Wuxing, expanding sales channels and improving business sales performance.
3. Make great efforts to sell the catering market, strive to make this weak channel work, reasonably and properly rectify the second batch of merchants' maintenance in Wuchuan sales market, and let the maintenance fund play a greater role.
4. In the future work, we should seize all kinds of different customers, analyze and handle all kinds of business work more comprehensively and accurately, strengthen exchanges and communication with customers, and understand their business needs, so as to properly handle business relations and win more and better customers.
While doing business well, I plan to study business knowledge and skills seriously, improve my theoretical knowledge through actual sales, strive to continuously improve my overall quality, have a high sense of professionalism and ownership in my work, and actively complete other tasks assigned by the leaders.
6. In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products.
In a word, although some progress has been made, there are still some shortcomings in many aspects. For example, there are not many creative work ideas, individual work is not perfect enough, and there is too little information about business customers, all of which need to be improved in the future work. I believe that through the work practice in the past year, the experience and lessons learned from it can make me make new progress and improvement in all aspects after reflection, so as to make my work better, more detailed and more perfect.
Looking forward to 20xx, in the new year, I will seriously study various policies and regulations, study business knowledge assiduously, strive to make the work efficiency reach a new level in an all-round way, improve my own ability level, strive to complete the sales tasks and targets of the office, make greater and more contributions to the development of the office, and hope that individuals, offices and companies will reach a new level.
The work summary of the sales department for three or three months passed quickly. In these three months, with the joint efforts of my colleagues, I have achieved better results in the Hubei market. During this period, I personally further improved my ideological understanding. In these three months, my work summary mainly includes the following items:
1, ideological and political performance, moral quality and professional ethics.
Learn from each other through the market, customers and teams: abide by the company's principles, study sales knowledge seriously, love their posts and work hard, have a strong sense of responsibility and dedication, actively and seriously study the skills of talking with customers and the ways to break through, and have a correct working attitude and be serious and responsible.
2. Professional knowledge, working ability and specific work
I graduated from Computer College of Guangxi University in June last year, and now I undertake sales work, mainly to find customers in various stores. Sales work is trivial, but in order to do it well, I am not afraid of trouble, ask my colleagues for advice, and uphold the attitude of learning from each other. I explored my own skills and methods, became familiar with the sales work in a short time, defined the work flow and direction, improved my working ability, and formed a clear working idea in specific work, which enabled me to carry out my work smoothly and skillfully complete the basic work.
In these three months, with the goal of doing better, I cultivated a sense of innovation and actively completed the following duties:
Assist the manager to set up the office, mainly including finding the office location (keeping the office price low and the one-time transaction amount small), recruiting new employees, training new employees (mainly explaining the sales skills of product knowledge and parameters), leading new employees to sell and calming their emotions.
For the smooth progress of the office and the deployment of the department's work, I not only do my own job well, but also actively improve the relationship with other colleagues, so that the manager can do it in full accordance with General Manager Lu's ideas and policies.
3. Work attitude and diligence.
Love my job, be able to treat every task and work input correctly, serve everyone enthusiastically, strictly abide by the company's sales principle, and implement it according to the principle that every little makes a mickle. In this process, there are no holidays, so make effective use of working hours, stick to your posts, continue to do a good job in sales on weekends, and try to complete tasks as efficiently as possible to avoid reducing mistakes in work.
4. Achievements, benefits and contributions of work quality.
Before starting work, make a personal work plan and give priority to completing all tasks in time, which has achieved the goal assigned by the leaders to complete the work with 100% enthusiasm. But because I have no such work experience, there are many mistakes and shortcomings in the process of completing the task, but I will try my best to avoid such things. I am deeply sorry for my shortcomings here, and I can only do better in my future work. At the same time, I also learned a lot at work and exercised myself. Through unremitting efforts, I have made great progress in my work, created a new situation in my work and made my modest contribution to the work of the department.
Summing up the three-month work, although some progress and achievements have been made, there are still some shortcomings in some aspects. For example, there are not many creative ideas, and individual works are not perfect. I will improve it in my future work. In the days to come, I will seriously learn from my colleagues' experience in reducing mistakes, strive to make my ideological consciousness and work efficiency reach a new level in an all-round way, and make greater and more contributions to the development of the company.
Summary of Sales Department's Work 4 I. Summary of this year's work
20xx years are about to pass. In this nearly a year, I have gained a little through hard work. At the end of the year, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.
I came to work in the company in March this year and started to set up the marketing department in April. Before I was in charge of the marketing department, I had no sales experience, just because I was enthusiastic about sales and lacked industry sales experience and industry knowledge. 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 Beijing head office and other experienced colleagues to seek solutions to problems together, and study targeted strategies for some difficult customers, and 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 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.
Existing 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, the popularity of our products has gradually been recognized by customers in Henan 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.
The following is the company's total sales for 20xx years:
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.
Although there are some objective factors, there are also great problems in other practices at work, mainly in the fact that there are too few basic customer visits in sales work. Judging from the above figures, we are not doing well in visiting customers.
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. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.
There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
The development of new business is insufficient, 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.
Third, the market analysis
There are many brands on the 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.
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 next year's work plan, we will mainly do the following work.
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. It is an important task to build a harmonious and lethal team in next year's work.
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 sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
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 their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional 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 monthly income statement. According to the sales task issued 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 execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.