5 Summary Reports on Sales Staff's Work Cognition

Summary report on sales staff's job perception 1

In 20-2000, under the leadership of the company, all business personnel of this departmen

5 Summary Reports on Sales Staff's Work Cognition

Summary report on sales staff's job perception 1

In 20-2000, under the leadership of the company, all business personnel of this department carried out various tasks around the objectives and tasks in 20-2000, which are summarized as follows.

First, the overall goal completion:

(1) In terms of sales, it is mainly affected by the following factors.

1, the business of Guangzhou Light Industry Export Group declined seriously.

In 20-2000, the customer achieved sales 180 yuan. In 20-2000, due to the new leadership and new policies, Guangqing Department carried out a major reorganization and adjustment of its iron brand units this year, especially after several major customers such as Songbao Group and Huasheng Fan obtained the qualification of iron brand, which greatly reduced our carton sales business and affected the business of other iron brand customers to varying degrees. This year is expected.

2. At the beginning of the year, Nengqiang Ceramics Group predicted that the customer's sales would not be less than 50-,but because our quality and price can't meet the customer's demand at present, our business share has not expanded, but is still shrinking. If we can consider preprinting, its sales share will increase.

3. Affected by quality and delivery. Nengqiang, Qiang Hui, Jinke, Oushennuo and other ceramic factories. They are all affected by factors such as paperboard strength, printing color difference and misregister. In addition, our color printing output was saturated in the first half of the year, and our customers could not keep up with the orders, which shook our confidence and affected some sales.

(2) In terms of capital withdrawal, the main reason is that the due funds of Hongfeng Glass and Huasheng Fan failed to be withdrawn in time, and the business share of Huidong Ceramics and Huasheng Fan increased (the total sales of the two customers was 65-). Although some funds are not due, they account for a large part of accounts receivable.

In addition, due to the influence of the social market environment, the payment of general customers is delayed, which leads to the untimely withdrawal plan and affects the overall operation of the company.

Secondly, we have mainly done the following work:

1, pay attention to work discipline and professional ethics.

In view of the bad phenomenon of poor organizational discipline and low work efficiency of individual salesmen in this department, on the one hand, we take individual heart-to-heart talks. On the other hand, we have strengthened the implementation, enforcement and supervision of the system. Perfect the work reporting system, significantly improve the mental outlook of sales staff and improve work efficiency. At the same time, timely educate and alert business personnel with some typical cases, develop good professional ethics and literacy, strengthen publicity and monitoring, and prevent the phenomenon of damaging the company's interests and image.

2. Strengthen the review of orders and delivery of inventory products, minimize inventory and reduce enterprise risks.

This year, we learned a lesson from the past, especially for the fan industry. We strictly implement the approval procedures for placing orders, control from the source, and always tell salesmen to actively communicate with customers and try their best to handle them, which has achieved certain results.

3. Improve the service quality and business ability of salesmen, and consolidate and develop the business of a group of old customers.

In our daily work, we ask salesmen to do the following:

(1) Strengthen communication and contact with customers and try every means to establish a good cooperative relationship.

(2) Work should be in place, services should be kept up, customers' production and operation situation and competitors' situation should be known in time, and problems should be handled in time.

(3) Feedback customer requirements and product quality to relevant departments in time, and strengthen communication and cooperation with horizontal departments, so that our product quality and service can meet customer needs.

(4) Concentrate on straightening out all aspects of the relationship between Huide Gang Factory, do a good job in pre-sale, in-sale and after-sale services, and consolidate the business and make it bigger and bigger.

(5) Actively participate in the development of new business.

(6) Strengthen the withdrawal of funds and avoid enterprise risks.

In terms of collection of money, the whole department has formed a * * * knowledge and put this work in the top priority position. For a long time, the two directors of this department have been working together to personally urge and assist the salesman to recover the payment according to the plan, and have never slacked off. It is normal for most customers to return goods to the warehouse, and some customers return goods slowly for some reasons.

Third, the existing problems:

1. The daily management of this department needs to be further strengthened.

2. The overall return of funds is not ideal, and it has not met the expected requirements.

3. The effect of warehouse pressing is not obvious.

4. Individual salesmen have weak sense of responsibility and work planning, and their business ability needs to be improved.

5. The development of new business is not enough, and the business growth is small.

6. The tasks assigned by the company are somewhat divorced from reality, and unreasonable performance appraisal affects the working mood of business personnel.

Summary report on sales staff's job perception II

Open up the market, pay close attention to production management internally, ensure quality, be market-oriented, face the challenge of this year's global financial crisis, seize the opportunity, and all the staff in the sales department work together. Qixin has completed this year's sales task, and now this year is as follows:

I. Annual sales situation

After our company's exhibitions in Beijing and Shanghai and the publicity of professional magazines such as HC and Discovery Resources, our brand products have gained a certain popularity, and customers at home and abroad have a certain understanding of our products. -The boss set a sales volume of 10000 yuan for the sales department in 2008, and our sales department achieved a total sales volume of 10000 yuan for the whole year, with a production and sales rate of 95% and a collection rate of 98%.

Two, strengthen business training, improve the overall quality.

The product sales department is responsible for the sales of all products of the company. It is conceivable that the responsibility is great and the task is arduous. It is very important to establish a high-quality sales team that can recruit good soldiers and complete the company's annual sales task. If a worker wants to do a good job, he must sharpen his tools first. In order to improve the comprehensive professional quality of sales staff, all employees in the sales department must carry out vocational skills training to further improve their sales knowledge. This year, the company added an online version of financial management software with a network speed of 3000, which can clearly reflect the sales and financial management in time.

Our sales staff are trained by-city-technology Co., Ltd., and their professional knowledge and internal information are confidential. Everyone should have professional ethics. The boss leads the sales department, hoping to strengthen the supervision, criticism and professional guidance to our employees, so that our sales staff can learn more professional knowledge and enhance their technical functions and self-appreciation ability. In-I studied iso internal audit training and accounting professional knowledge training, and obtained a nationally recognized certificate. Over the past year, we have fully practiced the management knowledge and methods we have learned in the company's production management, and the display effect is satisfactory.

Third, build a marketing network and cultivate a sales model.

Microphone line sales are the focus of our product sales department, and the sales situation will directly affect the company's economic benefits. Over the past year, the product sales department insisted on consolidating the old market, cultivating new markets, opening up market space, tapping potential markets, and promoting product sales by using our company's brand, and built a sales network pattern with-local as the main body and radiating the whole country.

Fourth, pay attention to industry trends and grasp market information.

With the increasingly fierce market competition among electronic products industries, information plays an increasingly important role in the marketing process, and information is benefit. The sales department pays close attention to market trends, grasps business opportunities, demands benefits from information, and institutionalizes, standardizes and regularizes market research and information collection, analysis and collation. The product sales department has established a stable and reliable information channel through market research, business negotiations, newspapers and magazines, industry associations, computer networks, etc., and paid close attention to the development trend of the industry; Establish customer files and manufacturer files, and strive to collect basic information; According to the market situation, actively send business personnel to track and master the dynamics of the domestic sales market.

After the above, I have clearly realized my working methods and personal planning goals in-and the industries I will set foot in: service industry, hotel, catering, entertainment, education and training, finance and securities.

1, strengthen your time management:-June 65438+1October 21-July 2008, change your previous thinking mode and sales mode, make yourself a consultant marketing, make yourself stronger gradually, fundamentally solve the problems of blindly visiting customers and blindly selling your products, and regularly maintain 20 return visits to customers every day. Communicate and learn more with the old employees and leaders of the company, ask more questions about the problems encountered in the work, and sum up and think about the shortcomings in the work that day every night (what is particularly bad to do today? What is the reason for the bad result? How can we avoid a similar situation next time? What did you do well today? What was the result? How to continue in the future? The detailed work plan for tomorrow will be completed every night as appropriate (how many new customers should I call? How much is the invitation? Visit a few? To what extent? )。

2. 65438+ 10/21-8 February, learn the knowledge in the company (sales process, product introduction, advantages and disadvantages of advertising media, customer analysis vision), ask the first two sales colleagues or leaders of the company for knowledge in the industry, and learn the advantages and disadvantages of our existing media through the network, and how to give full play to the advantages of the media.

3. From now on, spend 1 hour every day studying finance (investment guarantee, insurance), education and training (private education, vocational education), food industry and hotel catering industry (65438+1 October 25th-February1,2 hotel catering, education and training (private education, vocational education).

4. Complete at least two-thirds of the content before June 2008 (information acquisition skills should be obtained from various open resources; Preparation before marketing, there are unresolved issues in marketing and communication between the industry and customers; The application of customer screening skills is efficient, and the evaluation and analysis of customer market stage are reasonable; The intervention reasons, strategy choices and complaints of visiting customers; Perception and experience of the relationship between emotion and behavior (at work); There is a practical statement that distinguishes the customer's views and reactions; Basic information of customers and key requirements; Express media value in combination with customer market; Understand its real industry, reasons for customers' media choice and media views; Good rhythm, good answer to questions; The application of personal learning knowledge in customer communication); -Complete all the contents of the evaluation criteria for the first day of June-June+February, 2008 (excellent use (execution) of existing media, and be able to closely combine the media value with customer needs; Customer information is obtained through various channels, such as: network introduction, special channels; Clarify the promotion purpose of the media and understand the relevant workflow of customer media delivery; When communicating with customers, we should have interactive discussions, guide customers' purchasing needs, put ourselves in other's shoes and observe each other's feelings. ) To achieve the above, we must be strict with ourselves. -From February 2008 to March 2008, I studied Yu Shiwei-Effective communication-March 2008, 1- Ceng Shiqiang-interpersonal relationship-March 2008, February1-April, 15, Shang Zhisheng -—nlp winning marketing -2008.

Summary report on sales staff's job perception 3

Open up the market, pay close attention to production management internally, ensure quality, be market-oriented, face the challenge of this year's global financial crisis, seize the opportunity, and all the staff in the sales department work together. Qi Xin completed the sales task this year, and now the work this year is summarized as follows:

1.20-20 10 annual sales.

After our company's publicity in exhibitions such as-,-and professional magazines such as-,-for 20 years, our brand products have gained a certain popularity, and domestic and foreign customers have a certain understanding and understanding of our products. From 20 to 2008, the boss set a sales volume of 10000 yuan for the sales department, and our sales department achieved an annual total sales volume of 10000 yuan, with a production and sales rate of-%and a collection rate of-%.

Two, strengthen business training, improve the overall quality.

The product sales department is responsible for the sales of all products of the company. It is conceivable that the responsibility is great and the task is arduous. It is very important to establish a high-quality sales team that can recruit good soldiers and complete the company's annual sales task. If a worker wants to do a good job, he must sharpen his tools first. In order to improve the comprehensive professional quality of sales staff, all employees in the sales department must carry out vocational skills training to further improve their sales knowledge.

This year, the company added software, and sales and financial management can be reflected clearly and timely. Our sales staff are trained by-city-technology Co., Ltd., and their professional knowledge and internal information are confidential. Everyone should have professional ethics. The boss leads the sales department, hoping to strengthen the supervision, criticism and professional guidance to our employees, so that we can sell the professional knowledge learned by the sales staff and enhance the technical function and self-appreciation ability.

Third, build a marketing network and cultivate a sales model.

Material sales are the focus of our product sales department, and the sales situation will directly affect the economic benefits of the company. Over the past year, the product sales department insisted on consolidating the old market, cultivating new markets, opening up market space, tapping potential markets, and promoting product sales by using our company's brand, and built a sales network pattern with local as the main body and radiating the whole province and the whole country.

Fourth, pay attention to industry trends and grasp market information.

With the increasingly fierce market competition among electronic products industries, information plays an increasingly important role in the marketing process, and information is benefit. The sales department pays close attention to market trends, grasps business opportunities, demands benefits from information, and institutionalizes, standardizes and regularizes market research and information collection, analysis and collation.

The product sales department has established a stable and reliable information channel through market research, business negotiations, newspapers and magazines, industry associations, computer networks, etc., and paid close attention to the development trend of the industry; Establish customer files and manufacturer files, and strive to collect basic information; According to the market situation, actively send business personnel to track and master the dynamics of the domestic sales market.

Verb (abbreviation of verb) make persistent efforts to meet new challenges.

Looking back on the past year, all the business personnel in our sales department worked hard, United and cooperated, and made positive progress, and achieved good sales performance. Achievements belong to the past. Looking forward to the future, the road ahead of the sales department is longer, more difficult and more arduous. All business personnel in our sales department unanimously stated that they must give full play to their enthusiasm, initiative and creativity in 2000, perform their post responsibilities, do their best to do a good job in sales in 2000, deeply understand the dynamics of the electronics industry, further develop and consolidate the domestic market, and create higher sales performance for the company.

I hope that through a higher level, the sales performance of Science and Technology Co., Ltd. in 20-2000 will be at the forefront of the electronic industry and close to our ideal.

Summary Report of Sales Staff's Work Emotion 4

In a blink of an eye, 20-2000 has become history, but we still remember the fierce competition last year. Although the weather is not particularly cold, the recruitment banners flying all over the street are enough to make people realize that the valve industry will be another big market in 20-2008 and the competition will be more intense. Marketing directors, sales managers, regional managers, and hundreds of enterprises, large and small, are all vying for talents and markets. Everyone has really felt the cruelty of the market and can only sit still. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself.

I. Completion of tasks

The actual sales volume this year is 50 million, including 200,000-1 10,000 for ball valves in the first workshop, 0/20,000 for butterfly valves and 0/80,000 for others, which basically reached the target set at the beginning of the year.

Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (planned150,000 or so), the sales volume of large-diameter butterfly valves (DN 1000 or more) is very small, and the soft sealing butterfly valves have a slight increase.

Generally speaking, the sales volume is normal, and the main engine factory grows rapidly, but the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal.

Second, customers report more situations.

For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises is an armchair strategist.

1. Quality status: unstable quality, many returns. Such as-customer's ball valve,-customer's butterfly valve, etc. Quality problems occurred one after another and customers complained a lot.

2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and gives customers a bad impression.

3, delivery is not timely: inaccurate production cycle planning, improper production scheduling often leads to delay in delivery, but also human factors caused by the owner.

4. Freight: customers complain a lot about freight, especially old customers, such as-,-,-and some people say that it is more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.

5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. -,-Someone else mentioned this question. It's not a big problem, but it is not in harmony with the company's tenet of "customer first" and "customer is God".

6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the company's care and preferential treatment.

Third, the problems in sales.

After nearly two years of running-in, the sales department has merged into a lean, United and progressive team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered certain sales skills and strengthened the idea of serving customers; Proficient in business, everyone can be independent, and the problems in work are good at summing up and finding reasonable solutions, especially in this respect. The cooperation between relevant departments is getting smoother and smoother, and they can understand and support each other. The good aspects need to be carried forward, but there are also many problems.

1, employees' work enthusiasm is not high, and their autonomy is not strong. Talking at work, watching movies and playing games happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, salespeople have low salaries and feel that they have done a lot, but compared with other departments, their salaries are low, which leads to psychological imbalance.

2. The awareness of organizational discipline is weak, and the phenomenon of being late for work and leaving early often occurs. This situation exists in all departments of the company, and the company should have a suitable attendance system. When a bad phenomenon occurs, not only the department leaders should take charge, but also the company leaders should come forward to stop it.

3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory, and there is no concept of serving customers. In fact, the care in details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.

4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of goods, it may cause the loss of sales opportunities and waste of manpower, and customers also doubt the efficiency of the company. Finished goods warehouse and semi-finished goods warehouse should provide regular reports to inform the inventory situation, so as to prepare goods in time and inform customers of the specific production cycle.

5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility, mutual blame.

6. Poor technical support, lack of tender drawings and sales drawings.

7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.

The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although it will not affect the company's fundamentals, it may eventually bring great losses to the company's future development if it is not taken seriously.

Fourthly, the concept of company management.

After two years of development, our Shuangda company has advanced hardware facilities, perfect organizational structure and obvious progress in production management, and enjoys a high reputation in Wenzhou and even the valve industry. It should be said that as long as we have the right strategy, tactics and personnel, the prospects will be very bright.

Everyone knows that "management produces benefits", but it is not easy to manage enterprises well. I feel that the company pays more attention to emotional management and institutionalized management is not enough. Strictly speaking, the company should take institutionalized management as the basis and give consideration to emotional management in order to achieve the management effect. Take attendance as an example. Punch in every day, there is no penalty for being late and leaving early, and overtime is not rewarded. So what's the difference between punching in and not punching in? It's best not to call. Another example is the negligence of employees, and no one criticizes and corrects it. Even if someone mentions it, it won't do. This is appeasement and connivance. In the long run, the company's interests will inevitably suffer.

The process determines the result, and the details determine the success or failure. A company's goal or a plan eventually deviates, often because some details are not put in place during the implementation process. Bosses have many good ideas, schemes and grand plans. Why didn't it bring obvious results in the end? For example, the warehouse report and cost accounting ordered by the company at the beginning of the year were said again and again at the meeting, but there was no result. Why? Therefore, the decree is unreasonable and the enforcement is not enough. This is an important reason why domestic enterprises attach great importance to "execution" in recent years. Where does execution come from? Process control is the key! Complete process control is divided into the following four aspects:

1. Work report Relevant personnel and departments report their work to the general manager or relevant person in charge regularly or irregularly, and report the progress. Leaders will also take the time to actively understand the progress and give guidance in their work.

2, regular meeting regular meeting can understand the cooperation of various departments, and can * * * offer suggestions and communicate with each other. There are too few regular meetings in the company, especially too few vertical exchanges. Employees don't understand their bosses' work plans and views on their work, and bosses don't understand their ideas and needs.

3. Regularly check the implementation of plans or programs after a period of time. The company regularly checks the implementation, whether it deviates from the plan, whether it needs to adjust and arrange the next task.

4. Fair Incentive A fair incentive mechanism is needed to build a harmonious team and mobilize the enthusiasm and initiative of employees. Otherwise, there will be conflicts between employees, uncoordinated work and no enthusiasm for going to work. Personally, I think the salary in the sales department is low. Compare the treatment of sales staff in various valve factories in the big environment and the treatment of various departments in the small environment. Although the employees in the sales department are very dedicated, in fact, everyone has some opinions in their hearts. If the company thinks that the sales department is an important department, recognizes the hard work of salespeople, and wants to keep those salespeople who can bring profits to the company, then I suggest adjusting the salary accordingly. After all, the loss of an employee is too great.

The other aspect is the management structure and employment of the company. Due to the particularity of the company's own structure, personnel management is prone to leapfrog management, multi-head management and excessive management. Leapfrog management easily leads to the loss of prestige and enthusiasm of department managers, and finally leads to discord between leaders and employees in the department, and no one is responsible for accidents; Multi-head management easily makes employees unable to adapt to work and worry about work mistakes; Excessive management may cause employees to lose their creativity, and employees are not confident in themselves, making it difficult to cultivate independent talents.

The above is just my personal opinion, which may not be correct, but I sincerely think about the future development of the company, make every effort to do a good job in the sales department and strive for some dignity for the company and myself. Please be careful.

Summary report on sales staff's job perception 5

Another year in a blink of an eye. This year, I continued to be responsible for the development of the wine regional market. From obscurity to household name, I worked hard with my sales team. In the past year, the sales reached-100 million yuan, which was well received by the company and the cooperative relationship was further consolidated.

I. Work this year

(a) to carry out market research and expand market space.

At present, the competition in liquor market is fierce, and the brand we represent is unknown in the local area. How to open up the market? For the competition, we adopted the methods of improving service quality, making sales advertisements and advertising in many local media, and achieved obvious results. As a result, the local people are famous for their wine and everyone knows it. At the same time, we vigorously promote alcohol in rural areas.

In the promotion, giving gifts and rewards is attractive to farmers. For example, in view of the fact that some farmers are in urgent need of agricultural machinery but lack of funds, the first prize will be set as an agricultural tricycle in the prize-winning activities, instead of high-end electrical appliances such as color TV sets, refrigerators and air conditioners, and the winners will be vigorously promoted so that farmers can acquire tricycles with their dreams and identify their brands when they consume; In view of the characteristics that many farmers like to play poker after drinking with relatives and friends, the gift is defined as a specially designed advertising poker, which is beautifully designed and can't be bought in the market, and is very popular with farmers' friends, thus the sales volume is greatly increased.

(2) Humanized service

From the "zero risk" of alcohol, I have made a serious investigation and study on the zero risk service for consumers. I think we should serve consumers through zero-defect products and fine market segmentation. Every bottle of wine purchased by consumers is printed with 800 national free service numbers. Through communication, the distance between consumers and-has been narrowed, and the quality defects of-have been further strengthened. Through professional service, I help to speed up the timely delivery of goods, from commodity display to container display to ubiquitous POP poster tips. Business representatives follow the whole process, making each dock a perfect dock and a model project. Beer sells not only commodities, but also professional services, which bring rich returns. According to statistics, the annual sales amount to RMB.

Second, the existing problems

Although we have achieved good results this year, there are still some problems, which will affect the sales of our products if they are not corrected and improved. Including the management of salesmen and the cooperation of logistics.

1, the management of salesmen is relatively loose, and there is no effective marketing system, and sometimes it is even fragmented. In the future sales management process, it is necessary to establish an effective management system according to the actual situation to stimulate the enthusiasm of sales staff and improve work efficiency.

2. Logistics cooperation is a bit slow, regular orders have been opened, and the goods can't be delivered, which reduces the trust of customers.

In the coming year, we should pay attention to the problems existing in the previous year and continue to develop our advantages, so as to achieve better results in wine sales next year.

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