Sales business trip work summary

Sales Business Trip Work Summary 1

In the third week of the business trip, the client was still busy and the project progress was slow.

The longer it takes developers to implement on-site, the more disadvantageous the project will be. First, when going online for the first time, customers are bound to put forward new requirements or change requirements. Developers are present and most of the time they make changes directly within the changeable range of the plan. Due to time, environment and other reasons, it is inefficient and difficult to standardize. Second, developers changing the program on-site will give the illusion that customers can make more demands. If the requirements are changed quickly, you may think that it is so simple that repeated modifications do not matter; if the requirements are difficult to modify, you may think that the development team is disadvantageous and may affect the customer's enthusiasm for participating in the project. Third, the projects are basically modular in design, and the development team members are responsible for different modules, so the launch requires the support of the entire team, which will inevitably lead to a big fight. However, after rigorous internal testing, the probability of serious errors in each module is very small. Fourth, if the customer is busy and cannot cooperate throughout the process, the entire team will fall into an intermittent state. If it is frequent, it will directly affect the enthusiasm of team members. Fifth, before starting implementation, it will be more beneficial to implement the project by drawing up a detailed implementation plan and confirming it with the customer. To sum up the above reasons, it is more conducive to speed up the progress of the project if a dedicated person is responsible for the project implementation and collects changes and new requirements.

This unsatisfactory project launch experience made me even more eager to participate in standardized project development. Sales business trip work summary 2

This business trip went to Henan Province on April xx, 20xx, and returned to the company to work on May 13, 20xx, for a total of ***30 days. We mainly went to the 841 Warehouse in Zhengzhou, Henan, Kaifeng City, Xinxiang City, Anyang City, Hebi City, Puyang City and other cities and individual counties where they are located, and visited more than 20 textile factories. This business trip is mainly summarized in the following aspects:

1. Textile market situation and analysis

1. Spinning mill situation: through visits to various textile cities in the entire northern Henan region of Henan After learning about the situation of the factories, I learned that many textile factories in the Henan market have been unable to maintain due to poor management and poor market conditions in recent years. They have closed down or sold out and switched to other industries. Existing textile mills mainly spin carded yarn with a count of 32-40 and combed yarn with a count of 40. A few textile mills spin low-count yarn of 8-16 count and combed yarn with a count of 50 or more. The equipment used by most textile factories is also the previous textile equipment and is relatively old. Through visits to textile mills, we learned that the cotton yarn market has not been good in the past two years. Textile mills can maintain their business well and do not have too much funds to update equipment. Or even if textile mills have working capital, some private textile companies have no plans to invest in the textile industry. Too much money was invested in the factory, as long as the textile factory could be maintained, and other funds were diverted to other industries for investment.

2. Cotton usage in textile factories: Most of the textile factories in the entire Henan market have been using Xinjiang cotton, and their ability to accept imported cotton is not high and their usage is small. This year, the country has been selling cotton reserves and matching them with a 3:1 quota. Such a policy is extremely tempting for textile mills. Through visits to textile factories, we learned that more than 90% of the textile factories in the entire Henan market are now using state reserve cotton. Some textile factories use all state reserve cotton, and some textile factories use state reserve cotton for their main cotton and use some imported cotton. Indian cotton, American cotton, Australian cotton, etc. are used as matching cotton.

3. Promotion of our company’s black cotton: Through visits to textile factories in the entire northern Henan region, we learned that many textile factories know that most of our company’s black cotton in the 841 warehouse in Zhengzhou, Henan The customer went to see the bulk goods and took samples back to the factory to make indicators, but he was not very enthusiastic about purchasing black cotton from our company. The main reasons are as follows:

(1) The textile factory in Henan Auction In many cases, the cotton mills will sell the quota after getting the quota. In this case, the cost price of the state reserve cotton is not much different from the price of our black cotton, so they are unwilling to purchase black cotton

(2) Through visits to factories and conversations with customers, we found that more than 90% of textile factories in Henan are using state-owned cotton. Some textile factories with auction stocks have acceptable stocks and no need to purchase cotton; some do not use black cotton at all, and some use black cotton. Cotton is also used as a matching cotton, and the amount is very small.

(3) For the black cotton arriving from Henan, the customer returned to the factory and made an indicator and replied that the horse value of our black cotton is between 4.8 and 5.0, and the length is generally around 28mm. Some batches do not meet the standard. to 28mm, short pile rate between 10-16. Some yarn mills cannot use it because the horse value is too high, and some yarn mills cannot use it because the length cannot be reached.

(4) After viewing the large goods, the customer thought that the processing quality of our black cotton was poor, the consistency was poor, there were too many debris, and some batches were yellow in color and looked like old cotton. No intention to purchase. Many customers said that if our company has high-quality black cotton arriving in the warehouse in the future, they can communicate by phone in time and are willing to go to see the goods. In order to better develop the Henan market, leave a good reputation in the textile factory, and lay a solid foundation for the later cotton sales in the Henan market, the following main suggestions are made:

(1) Ship some products with higher quality High, consistent ebony cotton. This will attract textile mills to go to the warehouse to view the goods, and allow some textile mills that have never used black cotton before to dare to start using our black cotton.

(2) Appropriately reduce the sales price. Affected by the state's cotton reserves, the entire Henan market is currently weak, and textile mills are not willing to purchase cotton.

Without a price advantage, the competitiveness of cotton of average quality or cotton of medium and low quality is at a weak point in the Henan market, and sales are prone to stagnation and shipments are slow.

2. Some specific conditions of the more representative textile factories in northern Henan Province

1. Xinxiang City: Huixian Huayu Textile Factory, which is located in Wu, Huixian County, Xinxiang City, Henan Province Mengcun. The factory has 80,000 spindles running, spinning 32-40 counts of carded and 40 counts of combed. When I visited the factory, the warehouse had the last one-month usage of 2008 state-owned cotton. The company also visited our company’s black cotton in the previous period. Mr. Liu of the factory reported that the reason why he did not choose to use our company’s black cotton was because :

(1) Now the country has been selling and stockpiling in conjunction with quotas. According to the current quota market price, the Xinjiang cotton auctioned and stockpiled is almost the same as the imported cotton.

(2) Our company’s black cotton has large impurities and the length generally does not reach 28mm. It has no advantage in cost performance compared to the state-owned cotton. Mr. Liu said that the two sides can strengthen contact and there may be opportunities to cooperate in the future. Zhongzhou Cotton Spinning Mill is currently in full operation with 80,000 spindles. It mainly spins 16-count, 21-count, and 32-count yarns. It mainly uses Xinjiang cotton and West African cotton, combined with chemical fibers. The factory purchased Qingzhou Kuwu cotton from our company last year and has been using it as cotton in a small amount. Mr. Li of the company went to Zhengzhou 841 warehouse to see our black cotton. He reported back that the processing quality of black cotton was not very good. It was difficult to select a batch of usable black cotton among the large goods he saw. He has not purchased it in the near future. Our company's plan.

2. Kaifeng City: Henan Kaifeng Yinhai Textile Factory. Through a visit to the factory, we learned that the factory is a 70,000-spindle yarn factory. It is currently running 50,000 spindles, mainly spinning 8-count, 16-count, and 21-count yarns. The low-count yarn used to make high-end denim is mainly made of state-owned cotton, mixed with imported cotton. I went to Zhengzhou 841 Warehouse to see our black cotton, and took samples back to the factory for inspection. Through a conversation with Mr. Feng of the factory, we learned that the sales volume of low-count yarn was good throughout April, but the price has not been rising, so cotton is purchased as needed and replenished more cautiously.

3. Anyang City: Anyang Delong Textile, the factory has 100,000 spindles, 50,000 spindles are currently in operation, spinning 32-40 count carded cotton, and all the cotton currently used is state reserve cotton. Manager Li of the raw material department of the factory said that Uzbek cotton has been used in the past, but this year the country has been stockpiling it and there is no shortage of supply, so it has not considered buying imported cotton for the time being. Anyang Hengli Textile; This company currently has 30,000 spindles, spinning 40-count carded and combed cotton, and uses a combination of state-owned cotton and imported cotton. I contacted Mr. Chang of the factory. After visiting the factory, I learned that this was the first time that the factory knew about our company. Through the conversation between the two parties, Mr. Chang said that he would contact him frequently in the future. If necessary, he would consider using imported cotton. Our company purchases. I also learned that near Anyang County, there are several small textile factories with 30,000 to 40,000 spindles. Although they are small in scale, they are still doing well. They also use both state-owned cotton and imported cotton. Through visits, some small enterprises can understand and know our Xinjiang Yinlong Company for the first time, establish contact with each other, and promote opportunities for future cooperation. Textile factories in Anyang City are now mainly using state-reserved cotton, along with certain imported cotton. In terms of imported cotton, Indian cotton is mostly used. Through visits to textile factories, we learned that our company also has Indian cotton. After customs clearance, we will strengthen contact and purchase some if the price is suitable.

4. Hebi City; Hebi Chaoge Textile is located in Tiexi Industrial Zone, Qi County, Hebi City. It currently has 100,000 spindles of ring-spun combed yarn and 800 open-end spinning heads. However, not all of them are turned on. The cotton used is mainly the state reserve cotton, with some Australian cotton and American cotton. Regarding our black cotton, the customer said that it cannot meet the spinning requirements and cannot be used temporarily. After contacting Yinhe Textile in Qixian County, Henan Province by phone, we learned that the purchasing staff of the company were on a business trip and did not visit. So I went to Yinhe Textile's office in Hebi City and left my business card and contact information. If there are opportunities for cooperation in the future, I can contact him by phone. Through phone calls and visits, I learned that there are few textile factories in the city, mainly three textile factories, Hebi Chaoge Textile, Qixian Yinhe Textile and Hebi Tongfa Textile, which are of reasonable scale. There are almost no yarn mills with 20,000 to 30,000 spindles in Hebi. Now that the market is not good, few people want to take the initiative to enter this industry.

5. Puyang City; Puyang Sanqiang Textile Factory, which has a total of 200,000 spindles and spins 40, 50 and 60 combed. Since the relocation of the factory from Puyang City to Puyang Development Zone has just been completed, 80,000 spindles are currently in operation, mainly using Australian cotton. Mr. Zhao of the factory said that they also have a textile factory in Zhengzhou with 60,000 spindles. The factory can directly import Australian cotton from foreign businessmen and then supply it to the top three textile factories. The yarn it spins is mainly sold to Guangdong and Fujian, and is directly exported after being made into fabrics. In this way, under the current situation of large price difference between domestic and foreign cotton, they still have an advantage and have reduced the processing costs of textile mills, so that they can survive to this day. After giving him a general introduction to our company's situation, Mr. Zhao said that they have been doing this in the past two years when the price difference between domestic and foreign cotton prices has been obvious. They are not currently purchasing cotton domestically, nor are they auctioning or storing cotton. If there are changes in the market later, there is no price difference advantage or there is an inversion, we will have opportunities to cooperate.

3. Warehouse situation Zhengzhou 841 Warehouse:

This warehouse is located in the suburbs of Zhengzhou City, about 25 kilometers away from the city. After going to the warehouse, I learned that there are currently stored items in the warehouse of Zhengzhou 841 Warehouse. The state reserves about 30,000 tons of cotton, and the rest of the spot stock is our Uzbek cotton. When we arrived at the warehouse, the weather in Zhengzhou was very windy. We asked the warehouse to cover the cotton piled in the goods yard by our company, strengthen inspections, and do a good job in warehouse safety management. When it arrived, our company's black cotton was being shipped out of the warehouse and was also being put into the warehouse. According to the relevant warehouse staff, not many customers went to the warehouse to see the goods recently. Most of the customers mainly looked at Xinjiang cotton, and they also introduced it to them. Our black cotton, but after taking samples for indicators, customers reported that it cannot be used in textile production. We saw a few remaining batches of early arrivals in the warehouse. After taking samples, we saw through our senses that the surface of the cotton contained more impurities and more strings. By pulling the length by hand, I feel that the strength of cotton is better, but the length is generally not enough, especially the length of 1-5/32 cotton, which is less than 29mm.

A small sample was taken and the horse value index was measured in the warehouse inspection room. Most batches of cotton horse value were between 4.5 and 4.8, which is on the high side.

IV. Port Inventory and Trader Situation

Currently, there are about 500,000-600,000 tons of cotton in the bonded warehouse that have not been cleared. The stock of Xinjiang cotton in the storage market will also gradually increase. has decreased, and the actual price of state-owned cotton purchased by textile mills recently has also increased compared with the previous period. Some textile mills have begun to seek better imported cotton procurement in the spot market to reduce costs, and the price will be better in the later period. Foreign cotton may become the first choice for spot purchases by textile companies. After visiting some port traders and communicating, many traders said that there are two main reasons why they dare not stock up and purchase our cotton:

(1) The current domestic cotton market conditions and national policies The regulation plays a vital role. The country has been selling cotton reserves, and some imported cotton has also been selling. In this way, many traders have been waiting and watching, and do not dare to stock up rashly.

(2) In the past two years, the Uzbek cotton of our Xinjiang Yinlong Company has gained a good reputation, especially in Qingdao Port. Everyone, whether cotton merchants or textile companies, knows that Uzbek cotton belongs to our company, unlike Indian cotton. , American cotton, West African cotton and other cotton varieties are produced by many companies in the market, and textile companies cannot find the real number one seller. However, for black cotton textile enterprises, they can directly contact our company for procurement. However, if traders rashly sign contracts and stock up on goods when there is no price advantage, they will not be able to sell. Regarding the cotton purchase price, cotton merchants also said that if there is not enough profit, the purchase price will be 100 yuan/ton lower than our company’s sales price, and then they will just be the “porters” for our company and textile companies. What's more, if they can't afford the amount of cotton purchased from our company, they won't even have the price advantage of 100 yuan/ton. If the purchase volume is large, the risk will be too great and they dare not purchase rashly.

5. Sales situation

During this month of my business trip, I sold about 600 tons of cotton. Most of the cotton sold comes from the Shandong market. Although I went to Henan and visited many textile factories in Henan, and many customers went to the warehouse to see our black cotton, the transactions were minimal. We can only strengthen contact with each other in the future and seek opportunities for cooperation in the future. This was my first business trip. It was necessary to travel. I visited many customers and came into contact with many different people. It gave me a lot of valuable experience and benefited me both in my future work and in my life. Very shallow. Sales business trip work summary 3

First of all, I am really grateful to the company for giving me this opportunity to participate in this nationally famous food and wine fair. To be honest, this is my first time to fly.

I feel a little excited, but I also want to express my feelings. I still like taking the high-speed rail. On the first night, I accompanied my boss to meet with clients in Chengdu. I drank too little, so I got drunk. It was really hard work. Vomited on me all night. I am really worried that it will delay my purpose of coming to Chengdu this time. Fortunately, my boss took care of me, and I felt much better at noon the next day. Then set off to the venue of the sugar and wine party. There are so many people. But it was really an eye-opener. My only regret is that I forgot to bring my camera.

What is different about this China Food and Wine Fair compared to my last wine show in Guangzhou is that the China Food and Wine Fair is richer and has more people. There are many places for us to learn. Let’s talk about it briefly. A relatively powerful company can really attract people's attention in terms of decoration, and they will hire a lot of beautiful models to attract everyone. The other one is actually relatively simple, but it is also visited by many people. It all depends on our staff.

We met our friend Mike who was also exhibiting, so we asked him for advice and learned that they had brought 600 bottles of wine to the Chengdu Sugar and Wine Fair this time, almost the same quantity for each type. The number of wines opened is a little more. Because they have an office in Chengdu, their remaining wine will be placed in the Chengdu office.

Tonight, I attended Mike’s company’s wine tasting party. The main format was casual and not too specific.

Anyway, it was a very relaxed and harmonious atmosphere, and their boss and the owner of a French winery also came over. Everyone was a guest from the wine industry. It feels very natural, I have found the same topic, and the communication is more pleasant. I learned a lot on my own. It will also be a good experience for us to hold wine tasting parties in the future.

We didn’t take many photos this time, but we were quite satisfied with our trip. It’s just that I was drunk and did something bad. I feel dissatisfied with the company. Don't come to me if you really want to drink in the future. I'd rather not go on a business trip. Maintaining a good body is the most important thing. Sales business trip work summary 4

1. Business trip time: February 20xx

2. Business trip location: Songxian County, Jiuxian Town, Dazhang Town, Deting Town

3. Purpose of business trip: to understand the market situation, discover new customers, expand potential customers, so as to expand the market scope and market share and improve the company's efficiency.

IV. The main contents of the business trip:

Nowadays, Luoyang City is undergoing rapid development and is full of house demolition and high-rise construction. There is a huge demand for engineering doors and demolition doors. Today we mainly visited Songxian County and several surrounding towns. Around the Songxian Bus Station, we mainly sold half-door, four-door and steel-wood doors. At the Beidian Street flea market in Songxian, we mainly sold mid- to low-end security doors. There are 40, 50, 60 and 70 doors made in 2.5 and 2.05. The supply of goods mostly comes from two directions: Luoyang and Zhengzhou. The county building materials market is mainly a gathering place for high-end doors such as Panpan and Buyang. The supply of goods mainly comes from Zhejiang and other places. After these visits, the structure and regional distribution of the security door market in Songxian County With different main products, we have more understanding and combined with our company's situation, we use different marketing methods to win customers in different regions. Regarding the Beidian Street flea market, I think there are several of them that may become our customers: 1. The main anti-theft door products in the flea market are 40, 50, 60, and 70 door types, and these are the main products of our company. products; 2. Almost all of these security doors are purchased from Luoyang and Zhengzhou, and some of them are our company's doors; 3. Our company has advantages in ensuring the supply of goods that other manufacturers cannot match. For towns below the county seat, Jiuxian County and Deting are mostly engaged in the security door industry. The main products for security doors are painted doors, mid-to-low-end security doors and indoor doors. Our company does not cover painted doors, but our company has both security doors and interior doors. It is a big advantage, and the township market has different purchase channels and purchase prices. Our company has an advantage over other manufacturers in that our supply is similar to theirs but cheaper than them; or the price is not much different from ours but we have more supply than them. This is the strength of our company. Therefore, township needs are also some of our company's potential customers.

This first business trip made me gain a lot and I realized the difference in quality, specifications and demand for security doors in various regions. A preliminary understanding of the differences between towns and villages regarding security doors. Towns demand quality and fashion, while towns demand price and style. Sales business trip work summary 5

This more than 40 days of business trip passed in the blink of an eye. I grew a lot through this market visit. The following is a summary report of my work.

First, trip review.

This business trip mainly focused on cities with first-level customer dealers in the jurisdiction, and also went to cities with distribution customers in Xiangyang, Hubei and Ji'an, Jiangxi. Please see Appendix 1 for the detailed itinerary.

Second, review and analysis of main work.

1. Visit the previous potential customers again.

2. Visit the first-level dealers in the jurisdiction to screen companies with potential to work for the electric power bureau. 3. Visit power companies, tertiary power industries, JP cabinet companies, complete plants and design institutes. 4. Find potential customers.

Third, information feedback.

In view of the relationship between power companies and tertiary power industry enterprises to find the right key people, our brand must be shortlisted for provincial power grid companies. Generally, the following power tertiary industry enterprises have certain autonomy in non-two-network transformation. For purchasing rights, we can only carry out subsequent business work if we make preparations for shortlisting. However, at present, the power company is a long-term fixed sales customer and involves a lot of expenses. Let the agent deal with the related expenses. Currently, we can really do this. The main focus of good agents is not on the company's products, so the company's work ideas and policies in the provincial network shortlist are obviously not suitable for the company's current development status.

For the larger three-box and JP cabinet companies and complete sets of factories, most of the domestic brands are dominated by Chint, and the current business operation model of Chint and Delixi for this area is the company We have made great efforts to support the development of its agents and reached a tripartite agreement with agents and third parties for supply. Compared with our operating model, it is still half a beat slower. Take Wuhan Shenglong Electric Group as an example. Currently, its annual use of components exceeds one billion. Chint uses 30 million, while we use less than 500,000. This is due to various reasons such as the company's downward pressure, product quality and after-sales issues. The supplying agents are not really dedicated to this business, and for some other reasons our agents do not want our company to get involved in this business on the grounds of disrupting the market order. This affects business improvement in only one aspect. What's more important is that it affects the improvement of the brand; in addition, Wuhan Shenglong Electric Group uses a small brand for pointer watches, and its price is 20% lower than ours, so we lose an important window to display and improve the brand.

Regarding the work of the design institute, through visits to the relevant building materials design institutes, water conservancy and hydropower institutes and non-ferrous metal design institutes, in the work of the design institute, there is currently no right to directly specify the brand and can only The problem of brand usage is hinted at by marking technical parameters, but there are countless competitors that can reach the technical content of our instrument company's products, so we can only operate related work through our information expenses, and our instrument company The design institutes to choose are mainly Electric Power Design Institute, Aluminum Magnesium Institute, Water Conservancy and Hydropower Institute, Chemical Engineering Institute and Architectural Design Institute (Architectural Design Institute is less authoritative). Therefore, we must improve product competitiveness and related support in order to operate related design institute work.

Of course, some of the customers we visited this time also had gratifying information. We still have a large number of customers who recognize our brand and have certain strength and ability to do power grid work with confidence. As long as they We have done a good job in the relevant shortlisting work, and they are still willing to do this work to enhance the brand from all aspects.

Fourth, follow-up work plan.

Based on the current working methods, we have conducted three business trips in the past six months with the four provinces in central China. Each trip lasted about 35 days. We basically had to go to the four provinces, so it was like guerrilla warfare. , there is no focus area for the work, so in the next work, I hope to center on a certain area and focus on carrying forward the spirit of polar bears culling seals to carry out sales business work. After the performance is achieved, the area will be expanded to carry out other related work. Work. Follow-up work ideas:

1. Change the picture, the picture above, mainly for the designers of the Electric Power Design Institute and the Aluminum Magnesium Institute to set the technical parameters in the design plan and appropriately tilt it to our brand products. However, this work adopts a long-term strategy. After all, the project takes a certain amount of time from design to construction.

2. Follow up on the tertiary power industry, mainly to carry out relevant public relations work for the material procurement departments of county-level and municipal power tertiary industry enterprises, but to do a piece of related work requires the brand to do a good job in the national network, at least the provincial network shortlisted work.

3. In the real estate industry, the main focus of the work in this area is on the water and electricity installation companies and Party A. There will be many problems involved in the follow-up work in this area. I hope that the company leaders can provide certain support.