How to write the annual sales summary and plan?

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Sales annual work summary and plan I have been engaged in product sales for some years. On the occasion of the new year, I will do a better job in the new year in the future. Now, I will sum up my work in the past year:

First, do things in a down-to-earth manner and earnestly perform their duties.

First of all, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time, follow up customers in time and analyze customer data. Secondly, I often communicate with other salespeople frequently to analyze the market situation, existing problems and solutions in order to improve together.

Second, do a good job in customer contact.

We should always develop new customers, and constantly classify customers among competitors, regard the customers who are most likely to use our products as important customers, focus on the customers who have recently had projects, and allocate the number of visits according to their needs. Strive to promote the list, so as to achieve the purpose of sales.

While analyzing customers, we must establish our own customer base. Finding the right customer base according to the characteristics of our products is the key to success. In the past six months, some of the customers I have dealt with are not very familiar with this industry, or just started in this industry, with weak technology and small list, but the success rate is relatively high and the price can be higher. Customers like this can be included in the main customer base. They are usually transferred from other related industries or newly established departments to monitor the project. Because they have customer resources in this area and have development prospects, if they can maintain these customers well, they will leave a considerable amount in the future.

Take the initiative to visit customers every day to ensure the quality of visits. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. No visits, no sales. And because people have feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.

Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us and the best opportunity to push our products to them. Even if we don't close the deal right away, they will always remember your efforts and will take the initiative to find us if it is useful in the future.

Third, do a good job in after-sales service.

No matter how good the product is, there will be defective products and various problems, so after-sales is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn more about the situation from the customer as soon as possible and try our best to find out the problem. If we can't find the reason, don't worry. First stabilize the customer's mood and comfort him, then promise to help him solve the problem and reassure him, then reply to the company's technicians and try to solve it.

There are many problems among my customers, but after coordination and help, most customers are satisfied with our service. Many of them immediately indicated that they would continue to cooperate. Please contact us immediately if you have any items to purchase.

Fourth, keep learning.

People have to keep learning to make progress. First of all, we must learn our new products, and our product knowledge must be passed; Secondly, learn communication skills to improve their business ability; If you have time, you can learn the product characteristics of some peers and compare them with ours, so that you can understand the advantages of our products and avoid weaknesses in front of customers.

Fifth, learn more about industry information.

Knowing our competitors, knowing our peers, knowing the products that are doing well in the market now, and knowing the relevant policies of the industry are all issues that an excellent salesperson must always care about. Only by knowing the outside world, can we not become a frog sitting on the sidelines, can we make a correct judgment on the information we have in our hands, and can we improvise when encountering problems.

VI. Plans for the second half of the year

At the half-year sales summary meeting, my data was far from my colleague xx in the same department. Her half-year sales1.5000, returning more than 80000, and my sales are only more than 20000, which is far behind. I have to catch up in the second half of the year. Although she entered the company earlier than me for a while, everyone faces the same market and the same number of customers. The gap between them is only the gap between people. In the future, I will learn more sales skills from her and other colleagues, and strive to increase my sales and catch up with them. I want to set a clear goal for myself, and strive to achieve 6.5438+0.5 million in the second half of the year, that is, to achieve about 30,000 per month. At the same time, we should make a good sales plan and assign tasks to our customers, with the general direction from the industry to every customer. In this way, you can clearly know your daily tasks, clarify your purpose of visiting customers, and improve the quality of your visit. Because in the first half of the year, we didn't make a detailed work plan, visited customers blindly, and were not particularly familiar with the products, resulting in less sales, so in the second half of the year, we should change our methods, strive to increase sales, and strive to complete the tasks assigned by the company.

The above is my summary of the sales work in the coming year, and I believe our work will be better in the future.

Sales annual work summary and plan II. A brief review of the work of 20 1X

The year of 20 1X is a year in which the international trade department continuously deepens and improves the functions of the service and sales departments, and it is also a year in which the market strategy of "developing domestic and foreign trade simultaneously" established at the beginning of the year is implemented. In terms of international trade, based on the performance appraisal system in the back office, we manage it by regions and sub-commissioners (for example, XXX is mainly responsible for the United States and Japan; XXX focuses on markets in Malaysia, Australia and South Korea), which makes the import and export business of 20 1X go smoothly; In terms of domestic sales, the paper products market focusing on Liaoning can be expanded through market segmentation and talent recruitment and training.

(1) Expand the international and domestic markets. By the end of June, 1 1, the export of XXX dollars was 4.72 times that of the same period last year, and the import of XXX dollars was 0 times that of the same period last year. In terms of domestic sales, the paper company completed the backlog of product sales of XXX million yuan, accounting for 80% of the total task.

(2) Taking the propaganda policy of "Go out, please come in", we successfully participated in the annual meeting of the World Poultry and Egg Association and the Japan Cultural Goods Expo held in Hungary. At the same time, we have successfully received more than 30 international key customers, such as Mr. XXX from XXX Farm in Australia, XXX from American companies and XXX from Malaysia. Under the personal leadership of the group leaders, the group has made great progress in many technology export projects such as paper products and biochemical power generation.

(3) The market research on intensive farming areas such as central Liaoning and western Liaoning was completed, and the sales and dealer agency system was basically formed. Since mid-October of165438+1up to now, 30 egg trays, 400,000 pieces of 10 and 12 single-box products have been completed in this area, and 30 pieces100g/piece have been produced for the market through product variety adjustment.

(4) Through market segmentation, the bottleneck of "big customers and small orders" has been broken. For a while, we copied the experience of the Group in finding big customers in the international market, and focused our services on several domestic poultry and egg production enterprises (such as Han Wei Group and Deqing Source), but the results were not great. In September, through e-commerce combined with market field investigation, we found a group of small-scale customers who are consistent with our company's willingness to develop egg box varieties in terms of product variety demand. Through product promotion, stable orders have been formed at present.

(v) Existing problems:

1. Although it has opened up the industrial packaging market, it has not been popularized in the later stage due to insufficient technical and technological preparation.

2. The strength of domestic market visits and the completion rate of orders need to be improved.

3, machinery, paper products, printing, papermaking and other professional training needs to be strengthened. According to the group's requirement of "training every salesman and merchandiser into a customer service expert who can fully answer the market and product technical problems", there is still a certain gap.

4. Some customers have limited ability to resist market risks because of product quality problems, resulting in unstable orders in a certain time and region, so we need to have stronger market response ability.

Two. Work plan for 20 1X years

In 20 1X, the sales head office will further strengthen the integration of the group's sales resources, strengthen the international trade customer service system, and do a good job in process assessment; In domestic trade, it is necessary to improve the responsibility system of district managers, implement the task indicators, focus on selling paper products, take into account the business contracts of coated paper, machinery, molds and printed matter, and constantly expand the market based on the real needs of customers. Strive to complete foreign trade of $ XXX billion; realize domestic sales of $ XXX billion.

(1) In international business, we will continue to adhere to the principle of keeping pace with service and development. While stabilizing existing import and export projects (or customers), increase market development in neighboring countries and regions such as South Korea and Japan. It is planned to complete the import of raw materials for all subsidiaries of the Group in 20 1X, and the export volume will double on the existing basis.

(2) In terms of domestic sales, we will take the market as the guide, adjust and enrich the product varieties, constantly explore the market, take Liaoning as the domestic sales center, sum up experience, expand the results, comprehensively cover the Liaoning market, and gradually sell to Beijing, Tianjin, Hebei, Jilin, Heilongjiang and other provinces and cities. By refining the market (varieties, customers, sales policies and internal quality management of factories), it is planned to win more than 50% market share of paper products in the above areas before the end of June.

(3) Continuously deepen business learning to make professional training more institutionalized and standardized. Learn professional knowledge and skills three times a week.

(4) Improve the performance appraisal system. Summarize the experience and shortcomings in the implementation of back office performance appraisal system in 20 1X years, so as to improve it; Combined with the production practice of the market and subsidiaries, through correct cost accounting, the performance appraisal scheme of sales site is formulated.