Regional manager’s personal work summary, 400 words

#WORKSUMMARY# Introductory work summary, year-end summary, half-year summary and quarterly summary are the most common and versatile. As far as its content is concerned, the work summary is to conduct a comprehensive and systematic general inspection, general evaluation, general analysis, and general research of the work in a period of time, and to analyze the shortcomings of the results, so as to draw lessons from the experience. Summary is a kind of applied writing, which is a rational thinking about the work that has been done. Work summary channel!

A 400-word summary of the regional manager’s personal work

In the blink of an eye, 20xx has become history, but we still remember the fierce competition throughout last year. Although the weather in this industry is not particularly cold, the recruitment banners floating everywhere on the street are enough to make people realize that the valve industry will be a big arena in 20xx, and the competition will become even more intense. Marketing directors, sales managers, regional managers, thousands of companies large and small are all competing for talents and markets. Everyone has personally felt the cruelty of the market in Chengdu, and they can only sit back and wait. The summary is to use strengths and avoid weaknesses in the coming year and have a comprehensive understanding of oneself.

1. Mission Completion Status

The actual sales volume this year was 51 million, including 21 million ball valves in the first workshop, 12 million butterfly valves, and 18 million others. The sales volume set at the beginning of this year has basically been completed. Target.

Conventional ball valve products have declined compared with last year, eccentric hemispheres have grown rapidly, and forged steel ball valves have slightly increased compared to last year; but butterfly valve sales are not ideal (the plan is to be around 15 million), and large-diameter butterfly valves ( DN1000 and above) sales volume is very small, and soft sealing butterfly valves have a small increase.

Generally speaking, sales volume is normal and OEM is growing rapidly. However, the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal either.

2. Situations with many customers reporting

For our production and sales enterprises, quality and service are our lives. If we do not do well in these two aspects, the development of the enterprise will be affected. Growth is just talk on paper.

1. Quality status: The quality is unstable, and there are many returns and exchanges. For example, XXX customer's ball valves, XXX customer's butterfly valves, etc. have experienced quality problems one after another, and customers have complained.

2. Insufficient attention to details: such as large weld scars, rough surfaces, wrong paint colors, handwheels falling during delivery, etc. Although it is a small problem, it affects the quality of the entire product and creates a bad impression on customers.

3. Untimely delivery: Inaccurate production cycle planning and improper production scheduling often lead to delivery delays. There are also delivery delays caused by human factors of delivery personnel.

4. Freight problem: There are many complaints from customers about the freight problem, especially old customers, such as XXX, XXX, XXX, etc., who all say that it is more expensive than others, and the same goods use the same means of transportation. , the price today is different from yesterday.

5. Technical support issues: Customers’ questions are not answered or are vague, causing customers to complain and misunderstand the company. XXX, XXX and others have mentioned such problems. The problem is not big, but it is inconsistent with the company's purpose of "customer first" and "customer is God".

6. Quotation problem: Because the company’s internal price system is incomplete, different customer levels cannot be reflected, and old customers and large customers cannot appreciate the company’s care and discounts.

3. Problems in Sales

After nearly two years of running-in, the sales department has integrated into a capable, united and motivated team. The team has division of labor and cooperation, smooth communication and harmonious relationship between personnel; the sales staff have mastered necessary sales skills and enhanced the idea of ??serving customers; they are relatively proficient in business, can take charge of themselves, and are good at summarizing problems at work , summarize, and find reasonable solutions. XXX has done particularly well in this regard. The cooperation between relevant departments is also becoming increasingly smooth, and they can understand and support each other. The good aspects need to be continued and carried forward, but there are also many problems.

1. The staff are not enthusiastic about work and have low autonomy.

Chatting at work, watching movies, playing games, etc. happen from time to time. The reasons are, firstly, weak system supervision, and secondly, sales staff receive low remuneration. They feel that they have done a lot, but their wages are low compared with other departments, resulting in psychological imbalance.

2. The awareness of organizational discipline is weak, and lateness for work and early departure from work often occur. This situation exists in all departments of the company, so the company should have an appropriate attendance system. When adverse phenomena occur, not only department leaders should be responsible for management, but company leaders should also step in to stop them.

3. Conceptual issues of delivery staff: Delivery staff only regard delivery as a simple task, thinking that the goods leave the factory, and they lack the concept of serving customers. In fact, the attention to detail can make customers feel the company's service and sincerity, such as the packaging of goods, clear markings, promptly informing customers of the weight and arrival time of the goods, and minimizing transportation costs for customers, etc.

4. The statistical work is not in place, and there are no statistical reports for finished products or semi-finished products. Every time the sales department needs to ask the workshop about the inventory status of the goods, this may cause the loss of sales opportunities, waste of labor, and customers will also be disappointed. Doubt the company's efficiency. The finished product warehouse and semi-finished product warehouse should provide regular reports to inform the inventory status so that goods can be prepared in a timely manner and customers can be informed of the specific production cycle.

5. Sales, production, procurement and other processes are not smoothly connected, often causing delays in delivery, shirking responsibilities and blaming each other.

6. Technical support is not smooth, and there is a shortage of tender drawings and sales drawings.

7. Department responsibilities are unclear and have not been reversed, resulting in sales department staff having no time to proactively win customers.

The above problems are only a small part of the many problems, and they are also problems that occur from time to time in the sales process. Although they will not affect the fundamentals of the company, if not taken seriously, they may ultimately bring problems to the future development of the company. heavy losses.

IV. Thoughts on company management

After two years of development, our Shuangda company already has advanced hardware facilities, a complete organizational structure, and production management has also made significant progress. It is well-known in Wenzhou and even in the valve industry. It should be said that as long as we have the right strategies, tactics, and personnel, the prospects will be perfect.

"Management produces benefits", everyone understands this principle, but it is not easy to manage a company well. I feel that the company pays more attention to emotional management and not enough institutionalized management. Strictly speaking, the company should be based on institutionalized management and take into account emotional management, so as to achieve the optimization of management results. Take attendance as an example. Cards are punched every day, but there are no penalties for arriving late or leaving early, and there are no rewards for working overtime. So it makes no difference whether to punch in or not. It is better not to punch in at all. Another example is that no one criticizes or corrects an employee for being lazy at work. Even if someone mentions it, nothing will happen in the end. This is appeasement and connivance. In the long run, the company's interests will inevitably be damaged.

The process determines the result, and the details determine success or failure. The reason why a company's goals or a plan eventually deviate is often caused by the imperfect implementation of certain details during the execution process. The bosses have many good ideas, plans, and grand plans, but why do they not bring any obvious results in the end? For example, the warehouse reports and cost accounting that the company ordered at the beginning of the year were mentioned over and over again during the meeting, but they just didn’t happen. As a result, why is it that the government order is blocked and the implementation is not strong enough? This is an important reason why domestic enterprises have paid great attention to "execution power" in recent years. Where does execution power come from? Process control is a key! Complete process control is divided into the following four aspects:

　1) Work reports Relevant personnel and departments report work and progress to the general manager or relevant person in charge regularly or irregularly. Leaders also take the time to proactively understand the progress and provide work guidance

2) Regular meetings Regular meetings Able to understand the collaboration status of various departments, provide suggestions and communicate with each other.

The company has too few regular meetings, especially too little vertical communication. Employees do not understand the bosses’ work plans and views on their own work, and the bosses do not understand employees’ thoughts and needs.

3) Regular inspection of the plan or after the plan has been implemented for a period of time, the company will regularly check its implementation status to see whether it deviates from the plan, whether to make adjustments, and arrange work tasks for the next period

4) Establish a fair incentive system A harmonious team requires a fair incentive mechanism to mobilize employees' enthusiasm and initiative. Otherwise, it will cause conflicts among employees, lack of cooperation between employees, and lack of motivation at work. In my personal opinion, I think the salary in the sales department is on the low side. For a large environment, compare the treatment of sales staff from various valve factories in the industry, and for a small environment, compare the treatment of various departments within the company. Although all employees in the sales department are very dedicated, in fact everyone has some opinions. If the company believes that the sales department is an important department, recognizes the hard work of the sales department employees, and hopes to retain those sales staff who can bring profits to the company, then I recommend that the salary should be adjusted accordingly. After all, the loss of an employee is a loss. Too big.

Another aspect is the company’s management structure and employment issues. Due to the particularity of the company's own structure, phenomena such as cross-level management, multi-head management and over-management are prone to occur in personnel management. Cross-level management can easily lead to the loss of prestige and motivation of department managers. Finally, leaders and employees in the department are not harmonious, and no one takes responsibility when problems arise. Multi-level management can easily make employees unable to adapt to their work and worry about work mistakes. Over-management may cause employees to Losing creativity, employees are not confident in themselves, and it is difficult to cultivate unique talents.

The above is just my personal opinion, and may not all be correct, but I sincerely think about the future development of the company, and I want to do a good job in the sales department wholeheartedly, so as to gain some dignity for the company and myself. Please ask all bosses They pour it.

Regional manager’s personal work summary of 400 words Part 2

In 20**, through the joint efforts of all colleagues in the marketing department, the effective work of the product deployment department and other business of the company With the strong assistance of the departments and administrative departments, as of December 20**, sales reached a record high, reaching **** million yuan, an increase of 30% over the whole year of 2005. The first newly developed specialty store. Looking at the work process throughout the year, there are joys and sorrows, sweetness and bitterness, joy and pain.

Part One: 20** Work Summary

The Marketing Department is responsible for the establishment of the company’s management model and market model, and the premise for the company’s next step planning is based on a strong team of Regarding the sales force and market network, the current actual situation is that the sales force is not strong and the market network is unstable. We can only achieve success by focusing on everyone's advantages, giving full play to the power of the team, working together, and fully respecting the market and facts.

1. Unify thinking and correct attitude

1. About attitude

I believe that many difficulties and difficulties at work are reflected in the work reports of many employees. Problems, such as delivery discounts, leadership issues, franchisee cooperation issues, support strength, etc..., problems and difficulties are naturally inevitable, but I think the main reason why these problems and difficulties cannot be solved is attitude issues. Attitude is everything. If a company wants to build a good team and achieve its goals, it needs to use management tools to manage employees, and it also has the right to manage everyone's every working day.

In this year’s work, the Marketing Department has paid close attention to work mentality and instilled management ideas, so that everyone has changed from passive delivery in the past to proactive attack, from subtle links to overall work layout, everywhere Reflect the idea of ??establishing a good working attitude. However, some areas still more or less reflect a wait-and-see mentality. When encountering problems, they passively wait for the company to solve them, or do everything possible to ask for policies or money from the company.

Yes, we had a lot of problems in the early stages of market operation, but if there were no problems, what else would we all need to do? If, as a regional manager, you complain in front of your team and customers all day long, how can you lead a good team?

Napoleon once said, "There is not much difference between people, only the subtle difference between a positive mentality and a negative mentality, but it is this little difference that determines what will happen twenty years later." There is a huge difference in the lives of two people. "Because you are lacking something, you have to work harder than others to catch up with others. People often say this - "If I was like this at the beginning, then I will definitely be like this now..." People often just stay on this statement without actually taking action. How can there be good results?

The market competition is becoming increasingly fierce, and the market mechanism will become more standardized. Every company and everyone will face constant changes, and new challenges will continue to be placed in front of them. What kind of attitude should you use to treat it? What kind of result will you get.

2. About goals

Any company has company development goals, and every employee working in the company also has his or her own personal development goals. On this issue, I think there are two Points worth thinking about:

First, we must unify personal goals and company goals. Everyone will have pressure and needs, but how to organically integrate them with the company's long-term and short-term development goals so that they can achieve their own personal goals while achieving the company's development goals. This requires integrating one's personal career planning into the development of the company. The company will continue to develop, including launching new products, building its own factories, going on the market... Only when the top and bottom are unified and in step can we move forward. Walk. This requires strengthening mutual communication to achieve the goal of building an excellent team and network.

The second is to have a correct concept and method to achieve the goal, and to effectively break down the goal and implement it. Only goals that are decomposable and achievable are feasible goals. At the beginning of this year, the marketing department ensured the completion of the sales tasks throughout the year by breaking down the sales targets to each person and each franchise store, tracking closely around the goals, and pursuing them relentlessly. In addition, maintaining a good attitude will help employees overcome many difficulties.

3. About learning

Mutual learning is a behavioral habit that has been instilled in the marketing department for a year. An economist once said this: "Not learning is a sin. Learning is economic. Use economic methods to learn and use learning to create economy." We should learn from each other in theory, practice and mutual understanding. When learning through communication, you must not only pay attention to learning methods, but also have a correct learning attitude. Everyone has more or less a critical absorption mentality, which means that we have a questioning attitude before accepting other people's views or opinions. This is what we should correct. We must treat other people's views and opinions with an absorbing and critical attitude, that is, first listen to other people's views with a tolerant and tolerant attitude, and then critically accept their views after careful consideration.

Just like when we organize meetings and trainings, the company spends money and at the same time allows everyone to squeeze out time to gather together to communicate and summarize in their busy work. If we do not have a learning mentality and an empty space, If you treat it with a cup mentality, you will definitely not be able to learn. Everyone has advantages and is worth learning from each other. If you can't change your mentality, you won't make progress.

I also often tell everyone that only by constantly learning, thinking, and summarizing can we continue to improve and do things well.

This process is like playing Go. At first, you start from scratch, and your level is about the same. Then you gradually understand the layout. After you make progress, you will ignore those with lower levels, become self-righteous, and enter a plateau period. ; Then gradually, I will yearn for a higher level. If I continue to study and summarize, I will gradually have an overall view, and I will also know how to sacrifice the small to protect the big. In this way, I will make progress in continuous learning. In fact, in work The same is true, you need to continue to learn and enrich, and the sales department must try its best to create a learning atmosphere to cultivate an excellent team.

We must bring those Jianghu style and lord style into the team, so that our team can feel safe, gain benefits, and be able to grow continuously; we must work hard to cultivate subordinates and use their knowledge and skills without hesitation. Pass it on to them with reservations, and treat it with a mentality that a rising tide lifts all boats rather than a falling stone; it is necessary to effectively strengthen team awareness, strengthen training, and build a truly outstanding team that belongs to the company.

There is a saying that goes well, "A person who does not participate in training cannot be a manager, and a person who cannot train people cannot be a big manager."

As the company develops, there will be more There are many positions and opportunities in front of everyone. In the process of team building, we are faced with a problem of trust and control. We must use various forms to strengthen process management.

5. About management

In the company, each of us is in a role transformation. In front of subordinates, we are managers, and in front of superiors, we are managed. From another perspective, everyone is a social person and a business person, and management is both scientific and artistic. To truly achieve effective management, communication is a very important and effective way when problems arise in the team. So some management scientists even say that management is communication. Its importance cannot be doubted.

Many of our managers often rely too much on their own experience and do not pay attention to market research and materials from the front line of the market. This is a wrong concept and must be corrected. Do you have the awareness to manage a team? When your subordinates encounter difficulties, do you conduct collaborative visits and counseling visits with them?

No rule can make it perfect. Management is a kind of investment. We must seek benefits from management, constantly improve various management systems and methods, and truly implement them into actions.

2. Summarize lessons and promote experience

1. Financial awareness needs to be strengthened

What needs to be emphasized is that the entire operating cost must be strictly controlled in proportion. At the same time, Market development and sales expenses are personal borrowings and involve amortization issues, so you need to stay tight and establish an attitude of financial control.

First of all, we must learn to calculate accounts and strengthen financial analysis. Through accounting and analysis, each regional manager strengthens the analysis of the relationship between different expenses to achieve effective financial management. You must not only calculate the market account, consider how to amortize it, but also calculate the investment account, regard work as your own business, and determine what should be done and what should not be done from your own perspective.

All results ultimately fall on financial indicators. It is necessary to sell and use tight, tighten first and then loosen, and strengthen the integration of cost analysis and market strategies. In particular, regional managers should try their best to strengthen analysis in various concise forms, such as bar charts, pie charts, curve charts, etc., to help the region achieve financial control.

2. Strict standardization and effective management

The main premise of our company's management is budget management. For the annual plan, the target plan must be broken down into each quarter, each month, and Every day, every supervisor, every franchise, every region, every department, every manager. And think carefully about the channels and methods to achieve the goal. Goals are broken down into tasks, and tasks must be completed.

Goal management and time management must be strengthened. At the same time, managers must strictly demand their own management and lead by example in order to lead the team well. For example, if the manager himself is lazy, how can he ask his employees to work diligently? Management has to pay costs, and costs must produce benefits. Next we need to consider an ERP system to simplify management procedures and improve management efficiency and quality.

3. Excessive manpower and waste of resources

First of all, there is a matter of employment standards. We have always advocated that the right one is the one who is suitable, not necessarily the one who is good at it. When it comes to selecting and employing people, Also focus on employee loyalty and professionalism.

Secondly, in terms of formal performance, employees’ work abilities such as communication skills, work efficiency and work saturation are also aspects that need to be considered. Finally, through training, different strategies must be adopted to effectively combine the personal resources of the sales manager with the company's resources to achieve the purpose of integrating resources and giving full play to the team's advantages.

When it comes to training company employees, it is mainly carried out from three aspects. One is to cultivate good working habits and strengthen management through the example of the manager; the other is to hold meetings such as weekly meetings , systematic training meetings to comprehensively train employees on knowledge and skills; third, through mentoring in the market operation process, lead a good team and survive the fittest. We are now in a situation where "the best will not win and the bad will not be eliminated." Only by unifying the long-term goals and short-term goals of all employees with the company's goals, involving real benefits, room for growth, improvement of actual capabilities, and many other aspects, can the team be united and stabilized only by continuously fulfilling and satisfying everyone in the process. And continue to attract more talents to join our business.

4. Market strategies need to be integrated with accurate and scientific market research

Each regional manager has a different feeling about the market. Experience is important, but it is not inevitable for success. Only by combining sensibility and rationality, unifying theory and practice, and adding scientific analysis and research on the basis of market intuition, success is inevitable. You might as well read a story about KFC: When preparing to enter the Chinese market, KFC sent two employees to conduct pre-opening research on the situation in Wangfujing, Beijing. After the first employee arrived in Wangfujing, he saw the bustling flow of people. , and immediately judged by intuition that it was worth opening a store in Wangfujing, so when he returned, he told the company that he could open a store in Wangfujing. After another employee arrived at Wangfujing, he started timing and counting the flow of people passing by at the main intersection, sorting them by level and age. classification, and also conducted a comprehensive investigation into the sources of chickens around Beijing and the chicken feed and other environments. Finally, through data analysis, we came to the conclusion that a store can be opened in Wangfujing. Facts have proved that the final result of opening the store was successful, but the methods and processes of the two employees reaching the conclusion were different. We can easily see the difference, so the first employee was demoted after returning. If we can combine rich market experience with accurate and scientific market research in the process of market operations, success will belong to us.

We must learn to analyze the market, distinguish the main contradictions from the secondary contradictions, the main aspects and the secondary aspects of the main contradictions, and grasp the key points, so as to carry out the work effectively. For example, in the Shanxi market, due to the well-established channels, it may be relatively easy to develop general specialty outlets. Single sales are no longer in line with the trend of large stores, but it is relatively difficult to open large stores. Therefore, the next step in the Shanxi market must be to open large stores. Incline, including giving away business props, etc.; while the Shandong market is relatively weak in market development, so when hiring personnel, people with strong development and maintenance capabilities must be considered. Different markets and different environments require different strategies.

In terms of marketing, we must grasp a center and combine primary and secondary contradictions to effectively avoid the occurrence of a hammer in the east and a stick in the west.

Public sales are the main method commonly used in the current clothing market, especially in the Northeast market, but it is definitely not the only method. Judging from the development trend of the clothing industry, only by providing all-round store solutions to franchisees, specialization and systematization are the future directions. Only by comprehensively using these means to seize the opportunity can we stay ahead of others. Therefore, at this stage, we must first raise our consciousness to a high level, reflect the professional and standardized image of our trousers chain franchise, effectively integrate various resources and methods, and carry out market promotion in a systematic and planned way. The use of correct market strategies can achieve our goals of building a team and building a network.

3. Clarify goals and decompose tasks

In the process of decomposing goals, each region should neither be conservative nor draw pictures to satisfy hunger, but should be realistic and pragmatic and use experience A method that combines values ??and science to determine reasonable and achievable goals for each region.

After the goal is determined, it is broken down into people, franchise stores, quarterly, monthly, and daily. Here, I would like to emphasize the implementation of the eight words "implementation of everything and supervision of everything". Implementation of everything means that everything should be implemented to the people and time; supervision of everything means to implement financial supervision, Supervision at all levels and mutual supervision. Ensure the achievement of goals by strengthening process management and monitoring.

Part 2 20** work plan and outlook

1. Market development

1. Determine key work directions: consolidate the base area (Hebei), Plump the two wings (Shandong and Shanxi) and solve future problems (Henan). There are 35 new stores in the above four provinces.

2. Suspension of market development work in Jiangsu and Anhui.

3. Research and determine a business model suitable for the Northeast market, dispatch long-term representatives to the Shenyang office (cyclical rotation), and open 20 new stores in Liaoning.

4. Establish a special combat team, concentrate effective forces to enter the Shaanxi market, and open 15 new stores.

2. Marketing management

1. Improve employees’ communication skills and language use. Continuous training on telephone communication skills, business language use and customer psychology analysis.

2. Implement various business indicators for each person, each store, and every day. In 20**, annual sales exceeded the 50 million mark.

3. Visualize various work goals and establish and improve a daily work follow-up system.

4. Business personnel will be assessed monthly and a final elimination system will be implemented.

5. Gradually integrate male employees among marketing executives.

6. Improve the standardized construction and resource sharing of various marketing tools.

7. The data networking rate between franchise stores and the company reaches 90%.

8. The marketing department cooperates with the marketing department to realize mobile office.