General model essay on sales personal work summary

5 sales personal work summary general model essay

Therefore, the competition in the computer market is also increasing, and the quality of our after-sales service is also improving. For a sales company or enterprise, the after-sales system controls the lifeblood of its sustained and rapid development. The following is a general model essay summarizing personal sales work for everyone, hoping to help everyone!

With the deepening of my work, I have come into contact with many new things and encountered many new problems, and these new experiences are all a new tempering process for me.

Looking back on the whole 1 1 month, I learned a lot: I learned to face difficulties calmly; In the face of setbacks, I learned to look up strongly; Behind the repetitive monotonous work, I learned to think and summarize;

When the company's image was damaged, I learned how to maintain it; When misunderstood by customers, I learned how to communicate. The above is the place where I made a slight breakthrough in my work, but this breakthrough does not mean that I can do it well. In the following work, I will constantly improve myself, constantly sum up experience and learn from my failures. Learn their advanced working methods and ideas in the process of working with colleagues; Learn to understand others in the process of communication.

1 1 Monthly personal work summary report is as follows:

I. Work:

1, do a good job of sorting out the basic information and reflect the customer's situation and information to the factory in time; 2. Do a good job in order tracking: after placing an order, confirm whether the factory arranges the order, understand the production process of the ordered products, determine whether the products can be delivered on time, and finally determine whether the customers receive our products on time; 3. Is the collection of payment, confirm the reconciliation list with the customer and confirm the return, send the billing information to the finance department in time, make the billing, and finally confirm that the customer's finance has received the tax bill, requiring timely arrangement; 4. Maintain old customers, keep in constant contact with them, and know the latest trends of customers' demand for products. In addition, we should introduce the latest products of the company to our customers to determine whether they need them.

Second, the problems existing in the work

1, the coordination ability of delivery date is not strong enough, and some delivery dates are urgent. Commodities often can't meet the needs of customers well, and the delivery time is delayed again and again, and some products even take more than 20 days to complete. This situation has caused some customers to complain. The work organization is not enough, and some mistakes often appear in the work; The allocation and utilization of time is not reasonable enough, which greatly reduces the work efficiency; Can not distinguish the priorities of the work well, affecting the overall process of the work.

2. Due to the lack of product knowledge and the limitation of business level, it is impossible to convince customers well in the process of communicating with customers. In this respect, I need to continue to learn to improve my product knowledge and improve my business level.

3. Product quality problems are hard to avoid in mass production, but everyone wants to reduce the incidence of product quality problems. According to statistics, more than a dozen customers complained about the quality of our products last month. Give two cases: Bang Wei (Shengfeng) h07 10 136 single nail collision. Because the bottom nail is not sharp enough and the penetration is not strong enough in the actual mass production process, a large number of bottom nails are bent, interrupted and deformed in the nailing process. This has brought some losses to customers.

After coordination, the customer asked our company to replace the worn bottom nail as soon as possible1000; Bang Wei (Shenglong) h07 10052 simplex buttons, customers complained that our products have serious quality problems. An I-button has several quality problems at the same time: paint dropping, button surface deformation and inconsistent color.

This makes our communication with customers an unprecedented embarrassing scene. Customers are skeptical about the quality of our products and our attitude.

They think we are insincere. Later, our factory took corresponding measures to solve this quality problem. However, the previous problem of poor quality brought a very bad image to customers, which greatly reduced our trust and satisfaction.

In the future work, I will work harder, make a good sales plan, and strive to carry out all the work better.

Personal sales summary 2 __ years will soon pass. In this nearly a year, I have gained something through my hard work as a sales manager. At the end of the year, I think it is 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.

Sales Personal Work Summary 3 Selected Articles of General Model Articles 1. Help customers identify the authenticity of products.

Question: The authenticity of products has always been the most frequently asked question by online shopping customers. After all, online shopping is invisible, and this kind of worry is understandable. So how can we get customers to buy?

Analysis:

1, issue a certificate. Generally speaking, if the products we operate are purchased through formal channels, we can issue certificates in this regard, and customers will not have any doubts.

2. If our products are genuine, but there is no relevant proof for many reasons, then we can use some explanations, such as comparing our products with fakes on the market.

Then show customers the historical sales records of products and tell them that we have so many customer groups. If there were any problems, we would have disappeared on Taobao. Then give the customer a promise: we guarantee the authenticity, and we will return it if there are quality problems.

Summary: find the most convincing evidence to prove your product, and customers will believe it. Of course, if the products you are dealing in are really fake and shoddy, don't use them to deceive people.

Second, tell customers the product effect.

Question: The effect of products is also the most concerned issue for customers. Is this diet pill really as good as it is said on the Internet? Does this dress really suit me? The customer is very confused and the customer service answer is very tangled. No matter how good the product is, it cannot be suitable for everyone. No matter how good the product is, it won't be said that I will get better immediately after using it, or just once.

Analysis: The best way for us to solve this problem that we can't promise is to let customers know the truth: First, tell customers that this product has a lot of feedback from many people, but it can't be guaranteed to be great for everyone. Secondly, users need to pay attention to some of their own problems, such as whether you use diet pills for a long time and whether you pay attention to your daily diet. For example, whether your clothes are properly matched with your other clothes, if these basic customers don't make them themselves, then even the best diet pills and clothes can't meet the needs of customers. For example, the devil's figure depends on long-term maintenance! However, the absorption and adaptability of the body varies from person to person, and MM will only see obvious effects after being used for a period of time!

Summary: this kind of question makes customers understand the fact that it is the most important and rational consumption. Don't blindly exaggerate the efficacy of the product, but if it is not achieved in the end, what is waiting for you is to lose this customer and lose the potential customers that this customer knows. Tell customers the efficacy of products objectively, but win the trust of customers.

Third, help customers make choices.

Problem: In the sales process, customers often compare two or more products, making it difficult to choose. How to help customers choose and make decisions as soon as possible?

Analysis: As a salesperson, in fact, we are not selling products, but more often helping customers make choices. When customers are interested in two or more products, but don't want to buy them all, we are bound to help them make a choice. First, we should understand the real needs of customers. Secondly, we should help customers choose the most suitable products from their own professional knowledge. Finally, list the reasons and tell the customer why you choose this mode. At this time, customers will definitely think that we are awesome, will definitely buy according to our constituency, and will be able to make a decision soon.

Summary: In the sales process, as an excellent salesman, the most important thing is to seize the initiative and let customers follow our ideas, thus achieving more than half of the success. Be good at giving customers multiple-choice questions, telling customers the best answers and letting them choose.

Fourth, how to deal with customer bargaining.

Problem: Bargaining with customers is the most common phenomenon in online sales at present. It is also the biggest pain point of customer service. If you don't make a counter-offer, customers may be lost. If you counter-offer, you will lose again. Most of their online sales prices are lower than the market price.

Analysis: According to our many years' experience, there are generally two situations for customers to bargain.

(1) Love takes advantage of petty gain. It's not that I can't afford it, but it's a habit to take advantage.

(2) find a psychological balance. For those who seek psychological balance, they are generally afraid that we will give preferential treatment to others, not to him. This is a psychological resistance.

Our solution to these two problems are as follow:

(1) For customers who love to take advantage of small things, we will generally guide them from the perspective of other activities or gifts. The price is not enough, but after you place an order, we can give you free postage or give you a gift, and the customer will accept it.

(2) there are unified standards and principles, resolutely do not bargain, but also tell customers that this is the principle. If I make a counter-offer to you privately, it will be unfair to other customers in order to gain their understanding. Hello, I'm very sorry, our products are promised to all consumers, and the principle of one price is non-negotiable. )

Summary:

Be good at guiding customers, get customers' approval, and at the same time let customers get some unexpected surprises in the purchase, so that everyone can be happy, get their own place and achieve a win-win effect.

Five, how to produce joint sales?

Question: We have been doing customer service for a long time and often see such a situation. Some customers work hard but the orders she receives are always the lowest, while others always receive tens of thousands of orders. In fact, I think the fundamental reason is not the ability of two customers, but whether you are a conscientious person in the sales process.

Analysis: Under normal circumstances, many customer services receive a customer, and after the customer has consulted, the transaction is over. However, there are also some attentive customer service, after understanding the customer's needs, they will analyze whether these things purchased by customers are missing anything, but the customers themselves did not think of it. At this time, she will ask the customer and say, I think you need another one. . For example, by the way, most consumers will agree that "it will be better to use _ _ products, and many people buy them this way". Buying together can save postage and so on. Generally, 90% of customers will choose some peripheral products again. The story of diapers and beer is actually a good example. Take luggage as an example. When a customer buys a suitcase, I will check whether the customer's order is complete. When I know all this, I will ask customers some questions, such as whether there is any special leather care oil at home, because the natural oil of leather goods will gradually decrease with time or too many times of use, so the suitcase needs regular maintenance. When the client thinks I know more than he does, he will be willing to listen to you. Tell him to buy whatever he wants. Summary: Ask more questions, make more recommendations, and you will be able to take big orders.

Sixth, the distribution problem.

Problem: Every customer is most concerned about this problem. After I place an order, I want to get the goods as soon as possible, so when the customer confirms the payment, he will keep asking if the goods have been delivered. Why haven't you delivered the goods?

Analysis: If such problems are not handled well, all previous efforts will eventually make customers very dissatisfied. Generally speaking, there are two ways to deal with this kind of problem:

1) First of all, after the customer pays, we should clearly tell the customer the specific time of our logistics delivery. For example, the post office usually delivers goods before 4 pm, and the express delivery is delivered before 6 pm. Therefore, the post office usually delivers goods before 4 pm on the same day and before 6 pm on the same day. If the payment exceeds the time, the goods will be delivered the next day. Please forgive me.

2) If the customer comes to check the logistics, first determine the logistics situation of the customer's order. If it has been delivered, just tell the customer directly and attach the specific logistics information. If you don't find out the specific reasons, you will answer the customer positively and apologize sincerely, so that the customer can feel our sincerity and enhance the customer experience.

Summary: Find out the reason, give a positive answer, sincerely apologize and improve the customer experience.

Sales personal work summary general model essay selection 4 i. training.

_ _ _ _165438+1October 27th —— 65438+February 2nd, the company leaders personally presided over the training. In order to test the training effect, we conducted the final exam after training on February 3, 65438, and the invigilation was very strict. Fortunately, I have been working hard and passed smoothly. The superb marketing knowledge, vivid marketing cases, unusually mature marketing experience and rich marketing experience of the company leaders left a deep memory on me, and the training time arranged was also reasonable: learning marketing knowledge in the morning and digesting marketing knowledge at home in the afternoon.

After a week of training and study, I carefully recorded the class notes, carefully read the training materials, and comprehensively thought and digested the marketing knowledge. A distinct marketing avenue was presented in front of me, which completely cleared the marketing fog in front of me and gave me a feeling of being suddenly enlightened. Marketing could have been done! I had a little knowledge of marketing before, but now I have a certain understanding of marketing through the ultra-intensive short-term training of company leaders, and I have a deep understanding of the knowledge I have trained (company profile, company human resources system, Wuliangye Co., Ltd., Wuliangye Jiangnan ancient wine, 3+2+3 combined marketing model, etc.). ). At the same time, I also know that I will do the same in future training in combination with my human resources work. This is the model and model for my future training, which is worth learning again and again!

Second, human resource management.

According to the arrangement of the company's leaders, I made a simple innovation to the company's human resources system.

: 1, in employee registration form, employee recruitment, performance management and kpi performance appraisal;

2. Prepare attendance sheets, organize employee files and input them into the computer;

3, brewing human resource management system;

4. Recommend and hire Su Feng, a part-time graphic designer of the company.

Third, office and logistics support.

1. According to the instructions of the company leaders, after careful comparison and repeated weighing, we installed a Tietong telephone (number: 69990998) and broadband (cost: unlimited internet access for one year from 660 yuan, including broadband antivirus software presented by Dr. An). Pay the deposit of 300 yuan, and reserve a toll-free number of 800(400)7 100009 (opened after New Year's Day).

2. Outsourcing building property management, electricity fee payment, mail collection, telephone broadband installation consultation.

3. Assist the manager Wang Weiqin's office work.

4. Ensure the normal operation of computers and printers, redo the operating system and install drivers.

4. Do a good job of logistics support for the marketing department manager who is away on business (assist Manager Wang in copying, faxing, telephoning and inputting documents, etc.). ).

5. Cooperate with Manager Wang to attract investment in six counties of Linyi, Zaozhuang and Xuzhou.

I joined the team of the company's food sales department at the beginning of the year, and it has been almost two years now. How time flies! In a blink of an eye, _ _ years will soon pass. At this moment, I recall these exciting and tense days, and I have a lot of thoughts. For the memories of the next year, I feel busy for a year. Although I spent a lot of energy and time, I didn't get close to my heart. There is hope for the new year, and I hope to have a chance to start again. Looking back on the road I have traveled, success or failure will become the cornerstone of my work. Only by summing up experience and analyzing mistakes can we strengthen our confidence and work hard until we succeed!

Looking back on this year's work, I deeply feel the vigorous development of the company and the spirit of unity, enthusiasm, hard work and progress of all my colleagues. As an ordinary employee in the food sales department, I have gone through this year with the encouragement and help of company leaders and colleagues.

Combined with the work of _ _ years, it mainly includes the following aspects:

I. Review and Overview of Channel Work in _ _ _ _:

From the end of _ _ 1 1, take over the BC shopping malls in two towns until the end of _ _ June. Basically, by the end of the year, I was only familiar with the market situation, established a preliminary customer situation, and mastered the operation mode of BC shopping mall. The real market, or from _ _ years. When I first took over the market, it coincided with the adjustment of the company's herbal tea supplier's overpriced system, which was adjusted from 28 yuan to 30.4 yuan. Thanks to the strong support and cooperation of dealers and postmen, as well as the efforts of previous colleagues in the market. So the price was quickly adjusted. After I got familiar with the overall situation of customers and the characteristics of family consumption potential of our products, I planned 35 responsible customers according to the market situation. The first category is important customers, 12. There are 14 high-potential customers on the second floor. The third level is to cultivate potential customers, with 9 companies. After many in-depth communication with customers, plus the support of the company and the cooperation of customers, the actual sales of first-class customers increased by 1.25% on average in the first half of this year, and the sales of best customers increased from 70 pieces 1.90 pieces per month to 2.7 times of the original sales. Secondary and tertiary customers increased by 95% and 65% respectively. The distribution rate of throat lozenges also reached 100%. Unfortunately, due to my personal ability, many customers have not been able to play their best sales potential.

Since July 2008, the company has transferred me to KA to be responsible for 30 KA stores in 8 towns, including 12 supermarket, 14 department store and 4 trans-regional KA stores. When I first took over, it was the peak season for our products. The related expenses supported by the company are reported one and a half months before the signing time. Because my personal ability and professional knowledge are weak, my market insight is poor, I am not sure about the market, some expenses are not used reasonably, and customer training is not done well, resulting in no obvious increase in sales, which makes me deeply ashamed of the trust and training of the company and the boss.

Second, the experience learned:

Through this year's sales work in shopping malls, I learned a lot of professional knowledge, which made me deeply feel that it is easy to do sales work, but it is not easy to do it well. Combined with the many trainings given to us by the company and my own feelings, I have summed up ten experiences: one fine, two diligent, three more and four strong. First, be careful, second, be diligent, third, communicate with customers more deeply, learn more professional skills, adjust your mentality, and always be optimistic and positive. The top four companies are strong in self-confidence, insight, analysis and planning, and strong in execution (different from the top six companies).

1 will do. For example, what our colleagues who run shopping malls often do: inventory management in shopping malls. Often go to the warehouse of the shopping mall to check the inventory. Because the delivery time of each batch of goods is different, some shopping malls may put each batch of goods in different locations because the warehouses are too crowded. If we don't check the whole warehouse carefully, we will mistakenly think that there is only one place where our goods are available. This will cause the date to be FIFO, the date will be confused, and the inventory will be overstocked, so we must be careful.

2 diligence is eye diligence, so you should observe more. As the saying goes, shopping malls are like battlefields! Information is very important, an important piece of information can bring huge profits, so in the daily work process, we must carefully observe the related trends of competing products. Especially price adjustment, display, promotion policy and so on. 2) It is a manual service. We do fast-moving consumer goods, and we often have to do our own exhibitions, so as to get the best exposure and attract consumers' attention. So we should do more work and arrange more relevant publicity materials. In order to increase sales.