Summary and thinking of sales manager's work

Time passed quickly, and it passed in the blink of an eye. Looking back on my work in the past, I have gained a lot. It's time to settle down and write a work report. Are you still worried about writing the report? The following is my summary and reflection on the work of the sales manager. Welcome to reading. I hope you will like it.

Summary and reflection of sales manager's work 1

Unconsciously, 20__ is drawing to a close, and I have joined _ _ Real Estate Development Co., Ltd. for one year. In this short year of study and work, I have learned a lot of knowledge and experience. 20__ years is an extraordinary year for real estate. The more difficult the market environment is, the more we can exercise our business ability, and let our life experience a thrill, a joy, a sadness, and most importantly, an increase in life experience. It can be said that from a layman who knows nothing about real estate, I have gained a lot in this year. I am very grateful to every leader and colleague of the company for their help and guidance, and now I can finish the work independently. Now I will summarize my work this year from the following aspects.

First, study.

There is no end to learning. This is the first formal job in my life. I used to do some part-time sales work when I was a student, which seemed to be related to real estate. In fact, I don't know much about real estate, or even know nothing about it. When I first came to this project, I was unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. Through hard study, I understand the real connotation and responsibility of real estate consultant, and I deeply like this job, and I also realize that my choice is right.

Second, the mentality.

When I first entered the company, I started systematic training for half a month and began to feel a little boring or even boring. But after a while, looking back at these contents really has a different feeling. I feel that we have really gained a lot. My mood is getting calmer and more mature. With the patient guidance and help of the company leaders, I gradually understand that mentality determines everything. Thinking about working in the front line of sales, the deepest feeling is that it is very important to maintain a good attitude, because we are faced with all kinds of people and things every day. We should learn to control our emotions and face our work and life with a stable, inclusive and positive attitude.

Third, professional knowledge and skills.

During the period of training professional knowledge and sales skills, I felt very boring because I was exposed to this kind of knowledge for the first time, such as architectural knowledge. I insist on reciting and practicing every day. I worked hard because of the exam. Finally, many good things happen. I used to be caught off guard when answering the phone to pick up customers, but now I am handy, which fully proves how important these are. I really felt so tired at that time. Looking back now, the biggest difficulty to overcome in our progress is ourselves. Although I was very tired at that time, didn't we insist all the time? Of course, this growth is closely related to the help and care of company leaders, and this working atmosphere is also an important reason for my progress. After work, I will also learn some real-time real estate professional knowledge and skills to keep pace with the times and not be eliminated by the times.

Fourth, details determine success or failure.

From the first call of the customer, all names and telephone etiquette should be in place. Visiting customers, from a humble action to the most basic courtesy, reveals the image of the company everywhere, and everything is in the details. A seemingly simple job actually requires more care and patience. In the whole work, whether the supervisor emphasizes or provides all kinds of information, in short, it makes us from unfamiliar to skilled. In my usual work, the two projects also gave me a lot of advice and help, and solved one problem in time. From unprepared to handy, they all came out one by one. The premise of these advances covers our efforts and sorrows.

Sometimes lack of patience, for some customers who have more questions or speak more bluntly, they tend to be tit for tat. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust. Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.

Verb (abbreviation for verb) looks to the future.

20__ This year is the most meaningful, valuable and rewarding, but no matter how wonderful it is, it was yesterday and will soon become history. In the future, in the future, I will strengthen my professional knowledge and skills on the basis of high quality. In addition, I will have a broad understanding of the dynamics of the whole real estate market and stay at the forefront of the market. As the saying goes, "Customer is God", it is my unshirkable responsibility to receive customers' visits and calls and establish a good company image in customers' psychology. I am very satisfied with the working environment here. The care of the leaders and the continuous improvement of working conditions have given me motivation to work. The friendship, care, cooperation and mutual assistance among colleagues give me a sense of comfort and sureness in my work. So I will go all out to do my job well, so that I can gain more and become stronger at the same time. In short, in this short one-year working time, although I have made some achievements and progress, there is still a certain gap from the requirements of the leaders.

Summing up the work in the past year, there are still many problems and shortcomings in my work. I need to learn working methods and skills from other salespeople and peers. I plan to learn from each other in 20 years on the basis of my work gains and losses last year, focusing on the following aspects:

(1) According to the sales situation and market changes in the past 20 years, I plan to focus my work on medium and key customer groups.

(2) Find powerful customers among customers with insufficient purchasing power and expand sales channels.

(3), in order to actively cooperate with other sales staff and employees, do a good job in promotion.

(4) While doing a good job, I intend to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality and lay a human resource foundation for the further development of the enterprise.

(5) Strengthen ideological construction, and enhance overall awareness, responsibility awareness, service awareness and team awareness. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.

(6) Make a study plan. Being an intermediary in the real estate market is a job that needs to constantly adjust its business ideas according to the changing situation of the market. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Factory industry knowledge, marketing knowledge, department management and other related knowledge are all the contents I want to master, so that knowing ourselves and knowing ourselves can be invincible.

(7) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets to expand the market share of products.

In the future, I will further strengthen my study and practical work, give full play to my personal advantages and complement each other, be a qualified salesperson, be able to occupy a place in the increasingly fierce market competition and make due contributions to the company's further success!

Summary and thinking of sales manager's work II

Two years of real estate sales experience has made me realize a different life, especially in the case field of Vanke. The baptism under strict and rigorous management has also created my stable and practical work style. Looking back on the footprint of the past year step by step, my summary as a sales manager is as follows:

First, "persistence is victory"

Perseverance and not giving up easily can lead to success step by step. Although we don't know when we will succeed, what is certain is that we are getting closer and closer to our goal. With tenacious spirit, get twice the result with half the effort. Continuous work will inevitably make people tired. Relaxation is human nature. The most difficult time, as long as you stick to it, will pass. Similarly, in sales, customers raise various objections and give up the opportunity to explain to customers, and customers are lost. A little more persistence and persuasion will make a deal.

Often hope lies in one more phone call and one more communication. At the same time, we will persistently learn the relevant knowledge of real estate specialty, so that our excellent professional quality can impress our customers from the heart.

Second, learn to listen and seize opportunities.

I think a good salesman should be a good listener. He should know all aspects of the customer's information by listening, and should not judge a book by its cover. He should not judge customers easily by his own experience. "At first glance, the customer thinks that this customer will not buy a house" and "this customer is too tricky and insincere", which leads to the loss of some customers. We should judge their potential thoughts through their words and deeds, so as to grasp the real information of customers, grasp the psychology of buyers, and hit the nail on the head at the right time.

Third, maintain long-term enthusiasm and enthusiasm for work.

I believe that hard work will make excellent employees. Therefore, from the moment I entered Yiju Company, I have always maintained a serious work attitude and a positive spirit. No matter what small things I do, I will try my best. To promote my products, I must first be fully familiar with my products, love my products and treat customers with enthusiasm and enthusiasm. Down-to-earth follow-up with customers has made the impossible possible and the possibility a reality, and dribs and drabs of accumulation have created my outstanding performance. At the same time, I maintained the accumulated relationship with old customers. They all fully affirmed my earnest work and enthusiastic attitude, which brought me more potential customers and made my work performance by going up one flight of stairs. This is the biggest gain and wealth I have gained from my sales work, and I am most proud of it.

Fourth, keep a good attitude.

Everyone has been in a bad state, and an optimistic salesperson will attribute it to the imperfection of personal ability and experience. They regard this as a necessary tempering process, and they are willing to constantly improve and develop in a good direction, while negative and pessimistic salespeople complain about opportunities and luck, always complaining, waiting and giving up!

The fable of the race between the tortoise and the hare is constantly appearing in real life. Hares tend to be opportunity-oriented, while turtles always adhere to their core competitiveness. In real life, just like the end of the tortoise-hare race, people who keep accumulating core competitiveness will eventually defeat those who chase opportunities. Life is sometimes like climbing a mountain. When I was young and strong, I was always alive and kicking like a rabbit. At the first opportunity, you want to jump ship and take shortcuts. I want to give up my rest when I encounter setbacks.

Life needs accumulation. Experienced people, like turtles, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, every step is firmly on the road of progress, but they can reach the finish line earlier. If you are lucky enough to get ahead, your luck will run out one day.

I have always insisted on doing what I can do well and making steady progress towards my goal step by step.

Summary and thinking of sales manager's work 3

I have been engaged in sales for _ _ _ years. With the overall leadership and help of the company's business leaders and the full assistance of the whole group, I am conscientious, conscientious and hard-working, and have integrated into Jinhua area. Take _ _ _ _ city as the point and spread to the periphery. Now I will summarize my experience and feelings in sales work in the past year as follows:

First, earnestly implement the post responsibilities and earnestly perform their duties.

As a sales manager, my job responsibilities are:

1, do everything possible to complete the regional sales task and track the engineering projects in the region in time;

2. Strive to complete the requirements in the sales management measures;

3. Be responsible for strictly implementing the outbound procedures of products;

4. Actively and extensively collect market information and report to leaders in time;

5. Strictly abide by the rules and regulations formulated by the company;

6. Have a high degree of professionalism and a high sense of ownership;

7, complete other work assigned by the leadership.

Job responsibilities are the job requirements of employees and the standard to measure the quality of sales manager's work. I always take my job responsibilities as the standard of action, start from bit by bit in my work, and strictly follow the terms in my duties. In business work, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate with other sales managers frequently to analyze the market situation, existing problems and countermeasures, so as to lead team members to participate in project bidding and old village reconstruction projects in their daily work, thus improving their business skills as soon as possible.

In short, practice has proved that a sales manager's skills and performance are very important, which is the standard to test a sales manager's work gains and losses. This year, due to the use of aluminum materials in the local "Jinhua Area Engineering Building Materials Information" in the project bidding in Jinhua area, there are not many ways to deal with rapid changes, resulting in poor performance.

2. Make clear the customer's needs and actively inform our scattered processing households in Jinhua and Yiwu to avoid the trend of low-priced goods fleeing from the surrounding areas to our region.

At work, I always know that a sales manager must have a clear purpose. On the one hand, I actively understand the customer's intentions and the standards and requirements that need to be met, and strive to prepare as soon as possible and supply within the time limit required by the customer. On the other hand, I must actively communicate with customers, know the repayment ability of customers in time, consider and supplement the suggestion of picking up goods from Yiwu, avoid mortgage, and let the small processing households in this area grow up gradually.

Third, correctly handle customer complaints and solve them properly in time.

Sales is a long-term and step-by-step work, and product defects are common, so the sales manager should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully. In the process of product sales, I will make sales service commitments in strict accordance with the publicity. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work with the staff of relevant departments to formulate a response plan, and at the same time, I will communicate with customers in time to make them satisfied with the treatment plan. For example, if a customer complains that the imitation wood grain paint falls off, it will be fed back to the technical department, which will make a commitment to change the formula to solve the problem.

Fourth, study our products and related products carefully, and determine the product varieties that can be represented according to customer needs.

Familiarity with product knowledge is the premise of good sales. I also pay attention to the study of product knowledge in the process of sales. I can basically answer questions about the use, performance and parameters of aluminum products produced by the company, and I can basically grasp the use, price and construction requirements of some related products.

Verb (abbreviation of verb) Market analysis of aluminum profile

Aluminum products have a large sales area, so the market potential is huge. The market analysis of aluminum sales is as follows:

(A) market demand analysis

Although the market potential of aluminum application is huge, the competition of most aluminum profile factories in Jinhua area has been very fierce. In addition, too much real estate development will form a gap in the new year because of the new housing reform policy, and some aluminum sales have directly threatened our market share. Although we have a good reputation and excellent quality, we do not have an advantage in price and sales means.

(B) competitors and price analysis

Through my own understanding of the aluminum market in recent years, there are two types of aluminum manufacturers: one is Guangdong brand, such as Xingfa, Mei Jian, Weichang and Lv Feng. These enterprises are strong, the sales price has been lowered, and some of them are basically the same as our company, forming a scale sales; The other is Hubei, Anhui and Jiangxi. The sales price of these enterprises is relatively low, such as 130 yuan per square battery, which basically occupies the consignment field.

Six years, _ _ years' working concept of sales manager.

Summary and reflection of sales manager's work 4

_ _ years are coming to an end. In this nearly a year, I have gained something through my hard work as a sales manager. As the end of the year approaches, I feel it necessary to make a summary of my work as a sales manager. The purpose is to learn lessons and improve myself, so that I can do a better job as a sales manager, and I have the confidence and determination to do a good job as a sales manager next year. Next, I will briefly summarize my work as a sales manager for one year.

In March this year, he began to serve as the company's sales manager, and in April, he began to set up the marketing department. I had no sales experience before I was in charge of the marketing department. I just lack sales experience and industry knowledge because of my enthusiasm for sales. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often ask _ _ manager, several leaders of Beijing head office and other experienced colleagues to seek solutions to some difficult customers and study targeted strategies, which have achieved good results.

By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the _ _ market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can now come up with a relatively complete plan to deal with some emergencies. For a project, you can always operate.

Existing shortcomings:

I don't know the _ _ market deeply enough, and I have a weak grasp of the technical problems of products, so I can't explain them clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.

Department work summary

In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in Henan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.

The following is the company's total sales in _ _ _:

Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. _ _ The product price is chaotic, which brings us great pressure to open up the market.

Although there are some objective factors, there are also many problems in other practices of sales manager's work, mainly in the fact that there are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. At the beginning of the work, there were _ _ recorded customer visits. Add the unrecorded summary of _ _ and eight months _ _, and the total number of customers visited by three salespeople in one day is _ _. Judging from the above figures, our basic work of visiting customers has not been done well.

Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.

There is no clear goal and detailed plan for the work. Sales staff have not formed the habit of writing sales summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as the lack of unified management of sales managers' work, unreasonable distribution of working hours, and chaotic work situation. The development of new business is insufficient, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.

market analysis

There are many brands on the market now, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff. In _ _ _ region, our company entered the market late, and the product popularity and price have no advantage. There is great pressure to open up the market in _ _, so we put the main market in regional cities, where the market competition is relatively less than _ _. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.

The market is good and the situation is grim. It can be summarized in this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.

_ _ Annual Work Plan

In the sales manager's work plan for next year, the following tasks will be taken as the main tasks: establishing a relatively stable and familiar sales team. Because talent is the most valuable resource of an enterprise, all sales performance comes from having a good sales.

Summary and thinking of sales manager's work 5

Time still follows its eternal law, and another year has become history, just like many years in the past. There are also many good memories and regrets in the past 20 years. 20__ is an eventful year for liquor industry. 10 although the impact of the global financial crisis has improved, it will take some time for the overall economy to recover. The adjustment of liquor consumption tax by the state also caused a period of turmoil in the industry, followed by a nationwide crackdown on drunk driving and a local prohibition of alcohol, which made the liquor industry even worse. In such a bumpy year, we stumbled all the way, joy and sadness, passion and helplessness, confusion and emotion, really infinite.

Review and analyze regional sales performance.

(A), performance appraisal

1, the total cash payment for the whole year 165438+ ten thousand, exceeding the tasks specified by the company;

2. Successfully develop four new customers;

3. It laid a foundation for the operation of the key regional market in southwest Shandong centered on Jining;

(2), performance analysis

1. Although I have completed the cash distribution task stipulated by the company, I am still far from my goal of 2 million yuan. The main reasons are:

A. The positioning of key markets in the first half of the year was not clear and firm, and Pingyi was the first one. However, due to the particularity of Pingyi market (local protection) and later the focus of dealers shifted to beer, my original intention was finally changed. Secondly, I am optimistic about Surabaya market. Although the market environment is very good, but the cooperation of dealers is too poor, they have no choice but to give up. It was not until later that I chose Jinxiang "Tianyuan non-staple food", which was near the end of the year!

B, the speed of new customers is too slow, and the quality of customers is poor (mostly small customers with small strength);

C, the company's service lags behind, especially the delivery time, which not only affects the market, but also affects the sales confidence of dealers;

2. Explore new customers. Although four new customers have been implemented, they are still two short of the six goals set by myself, and three of these four customers are small customers, and the sales volume is also very poor. This is mainly caused by my own subjectivity, and I don't pay much attention to customer quality in order to pay back the money. As the saying goes, "choice is more important than hard work", and the "strength, network, distribution ability, cooperation and investment consciousness" of dealers directly determine the quality of market operation.

Our company has been operating in Shandong for three years, and the mistake in these three years is that it has not "grasped the key points". So I learned the lessons from previous years, and this year I personally put the search for key markets into my daily work. Finally, it was decided to operate the Jining market with Jinxiang as the core in June 2009 +065438+ 10. After two months of market operation, I have also explored some experiences for next year.

Second, personal growth and shortcomings

With the care and support of company leaders and colleagues, I have improved my business development, organization and coordination, management and other aspects to a certain extent, but there are also many shortcomings.

1, and the self-regulation ability of mentality is enhanced;

2. The ability to learn, predict and control the market has been enhanced;

3. The ability to deal with emergency problems and grasp the psychological state of others has been enhanced;

4. The overall market awareness needs to be improved;

5. The management experience of the team and the operation ability of the overall regional market need to be improved.

Third, mistakes and shortcomings in the work.

Pingyi market 1

Although local protection is serious, we still have a certain market through the coordination of relations and the low-key operation of the market. Moreover, through a period of market proof, the special songs developed by dealers still cater to the consumption of rural markets. Before the off-season, because I failed to communicate effectively with the dealer and the service was not in place, the dealer finally focused on beer. What's more, the agent took another liquor-Yimeng fellow villager, and the manufacturer's support was quite strong, which was even more diluted for us.

2.Surabaya market

Although there is something wrong with the dealer's personality, the market environment is really good (there is no strong local brand and no local protection-). The hotel operation in Shili Wine Lane for more than a year also has certain market favorable factors, which later expanded the circulation market and the market response was very good. The mistake is that the distributor was not suppressed in cost in advance, and then the management was unbalanced, which eventually led to the failure of cooperation and fell short. The key is that my personal wrist is not hard enough, my foresight is not enough, and my reaction is not fast enough.

3. Tengzhou market

Tengzhou's market foundation is still very good, but the dealers' investment awareness and company management are so poor that after we quit, the market declined seriously. My mistakes in this market are as follows:

(1), failed to guide dealers to operate the market according to our ideas, and relied too much on manufacturers;

(2) Failing to find suitable other potential high-quality customers to supplement at an appropriate time;

4. Among the new customers I visited throughout the year, more than 10 had a strong intention, and most of them visited the company. But in the end, it was rarely implemented, because the late tracking was not in place, and I lacked confidence and wasted a lot of resources!

Four, _ _ years ago, some work and problems in the old market were solved.

Due to our poor grasp of the market and ineffective control of costs, the problem of cost contradiction appeared in the market years ago. After consultation with the company leaders, we take the principle of "harmonious development" and adopt the policy of "one place, one policy" to solve the problems in different markets.

1. Tengzhou: Although the company has expenses, it must pay back the money, and both parties can accept and understand the settlement in the form of multiple goods;

2. Weishan: make your own packaging and bottles, and sell them at the company's expense as drinks;

3. Surabaya: Tongteng Prefecture

4. Yicheng: Not yet solved.

Through the above methods, the market problems have been solved one by one. Although there were some conflicts in the early stage, they were accepted and operated smoothly, which completely solved the psychology of relying too much on manufacturers before. Fourth, the operation mode of "office plus dealer" is used to operate the regional market.

According to the actual situation of the company and the market situation in recent years, we have been exploring a suitable way to really make good use of the cooperation model of "office plus dealer" that we advocated at the beginning, but we must meet the following conditions:

1, the market environment is relatively good, even if it is not too good, it cannot be too bad, for example, local protection is too serious and local wine is too strong;

2. The quality of dealers must be good, such as "strength, network, distribution and cooperation";

Specific matters related to the operation of the office:

1, management office, localization of business personnel;

2. Popularization of products, mainly aimed at mid-range consumers;

3. Channelized and personalized operation, focusing on circulation channels and focusing on major customers;

4. Focus on supporting first-class business, and the office truly reflects the role of joint marketing;

Verb (abbreviation of verb) gives some suggestions to the company

1. Strengthen the hardware investment of products. The first impression of a product should give people a feeling of "value for money, value for money", which must reflect "product power" without brand power;

2. Improve various rules and regulations and salary system, and give full play to the subjective initiative of personnel;

3. Concentrate superior resources, focus on the model market, and truly "focus on key points";

4. Pay attention to the shaping of brand image.

In a word, the achievements of 20__ years have become history, and a brand-new 20__ years will greet us. Standing on the threshold of _ _, we saw hope, a bumper harvest and fruitful results.

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