Examples and summary of personal experience in liquor sales _ Personal experience and sales summary

As a salesperson, I not only want to sell products, but also maintain and develop potential customers. The following is my personal liquor sales experience and summary examples, hoping to help you!

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Experience and summary of liquor sales

As a salesperson, work performance is the most important. In addition, it is also important for sales teams to unite and cooperate, help each other, advance and retreat together, and work together in Qi Xin.

Full of confidence and loyalty to the company, team and products, and infect and instill this confidence and loyalty to every colleague, strengthen their own work discipline and atmosphere, always put the interests of the company first, strive to establish a good reputation of high-quality brands, and fully cooperate with the company's policies and regulations.

I. information collection and analysis of competitive products

At present, there are four special liquors, liquor _ _ _ Daqu, _ _ Yunbian, _ _ Phoenix and _ _ Dry liquors on the market. Among them, Brewster wine ranks first in the whole market, followed by liquor.

Competing products are now strongly recommending the set meal and personal consumption activities of the Xie Shi banquet.

1, Xie Shi banquet package: according to the retail price of the shopping mall, add one bottle of red wine, one bottle of Sprite and one bottle of fresh orange to the liquor.

2. Personal consumption: drink designated liquor and give corresponding gifts.

The banquet package of _ _ wine gives the hotel a small profit, but the wine tyrant has no such plan for the time being.

Second, the market sales situation

At present, our products have just entered the market. Compared with competitive products, our products are in a negative state. However, consumers' awareness and trust in our Gu Jing winery is still high. Some consumers will try our Gu Jing Winery, and some unit leaders are loyal consumers of our Gu Jing Winery.

Three. Problems and suggestions

Although our Gu Jing Winery is the old eight famous wines, it is still new in Jiangxi market. It takes a process for a new brand to enter the market and be accepted by consumers. In this process, not only the quality and taste of the product are needed; But it needs more promotion, advertising and changing marketing model and sales skills.

Fourth, the future work ideas and objectives

Constantly increase self-worth and expand knowledge, especially product knowledge. Strive to open up new outlets and maintain existing customers. According to the market situation, think about the corresponding promotion plan. Strive to do everything assigned by the company leaders. Take this job as your career, do it well, do it well. . . . What are you afraid of sweating? What does the sun have to do with this? The key is that in the near future, I believe that my efforts will always pay off, and I also believe that I will do well. I also believe that Gu Jing Winery will become the leader of this market one day.

Liquor sales experience and summary II

For 20__ years, as the manager of winery business department, I was responsible for the sales of all kinds of liquor in _ _ area. In this year, I cherish this job, take responsibility in my work, become a success in the competition, and do a good job in sales to the letter. In the case of poor liquor sales in the financial crisis, I will grit my teeth, strengthen my confidence, pursue Excellence, catch up with the first-class, emancipate my mind, forge ahead in competition, base myself on a higher starting point, adhere to higher standards, achieve faster development and create new glory in liquor sales. We have made gratifying achievements. Below, I will report my work in the past year as follows:

The first is to launch a "zero risk" service.

Because _ _ wine promises "zero risk", I have made a serious investigation and study on zero risk service for consumers, and think that consumers should be served through zero defect products and exquisite market segmentation of _ _ wine. Every bottle of liquor purchased by consumers is printed with 800 national free service telephone numbers. Through communication, the distance between consumers and draft beer is shortened, and the zero-defect quality of _ _ beer is further strengthened. Through professional service, I helped _ _ to speed up the delivery of goods in time, from commodity display to container display to ubiquitous POP posters. 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, bringing rich returns. According to statistics, the annual sales reached _ _ yuan.

Second, broaden the market.

Before the beginning of the year, _ _ _ _ liquor occupied more than 90% market share. However, _ _ liquor lags far behind our liquor. In order to compete, we took measures to improve service quality and advertised in many local media, which achieved obvious results. As a result, _ _ people have become household names about _ _ liquor, 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, this gift is defined as a specially designed advertising poker, which is beautifully designed and can't be bought in the market. It is very popular with farmers' friends, so the sales volume has increased greatly.

Third, summary.

In a word, I have done a lot of work in sales this year, but there are still some shortcomings, mainly due to insufficient publicity and lack of publicity funds. However, with excellent sales performance, we will do better in liquor sales next year.

Liquor sales experience and summary 3

20 _ _+065438+entered the company at the end of June, and cherished the opportunity given by the company leaders. Through a month's efforts, I have mainly achieved the following six aspects.

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 it 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 profound understanding of the knowledge I have trained (company profile, company human resources system, Wuliangye Co., Ltd., _ _ _ 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 in 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's leaders, after careful comparison and repeated weighing, we installed a Tietong telephone (number: 69990998) and broadband (cost: 660 yuan includes broadband antivirus software given by Dr. An after one year's off-line). Pay the deposit in 300 yuan to book 800(400) and 7 100 _ _ toll-free calls.

2. _ _ Building property management, electricity payment, mail collection, telephone broadband installation, etc.

3. Assist _ _ manager to do the office work well.

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

5. 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.). ).

6. Call _ _ _ and _ _ together with Manager Wang for investment.

Fourth, regular meetings.

1. Basically, every weekend, company leaders personally preside over meetings, listen to employees' reports, comment on employees' work problems, praise the advanced and encourage the backward, and make work plans for next week. I carefully record every regular meeting, and I am not afraid of making people laugh. I have gained a lot.

The regular meeting gives me the feeling that I will make progress as soon as I attend. In particular, I am still a newcomer to marketing, and I am still relatively lacking in alcohol marketing. Many marketing practices are still limited to the understanding stage, and the opinions of company leaders are very pertinent, which is really conducive to future marketing work; When I was in a marketing dilemma, the inspiration of the company leaders gave me a new feeling of "no way out, but also going to the village".

Five, _ _ six counties wine market situation.

1. I realize that I have many shortcomings in wine marketing. I hope to exercise myself by actually running the market and actively strive for the wine market research tasks in six counties and districts from the company leaders.

I'm not afraid of the hard journey. After more than a week of centralized collection of information about wine merchants, I have a preliminary understanding of the wine market in _ _ _ _. 3. Collect data of wine merchants: 29 in _ _ city, 26 in _ _ city, 35 in _ _ city, 4/kloc-0 in _ _ county, 30 in _ _ county and 37 in _ _ county (supplementary original data).

Sixth, pay a return visit to the wine merchants in six counties.

1. Those who specialize in making a certain brand of liquor, such as Jin Shiyuan, Yanghe Blue Classic and tanggou Zhenbaofang, will not consider taking other brands of liquor.

2. Basically, winemakers have 2-4 brands in their hands.

3. I am very interested in our 3+2+3 combined marketing model. I think it is very advanced and must do something.

4. There are not many powerful wine merchants (there are mature marketing networks, funds and multiple delivery vehicles), and basically each market is less than 10.

Near the end of the year, most of them are holding an order meeting to actively prepare for the arrival of the Spring Festival in the peak season of gold sales.

6. Wine merchants are very cautious in taking over brands, and they all want to buy less goods and pay less performance bond. Some even proposed to sell a little less goods for trial sale first; Some people say that some goods can be displayed in him first; Someone proposed to set up an office here, and I will do it when the market is mature.

7. Most of them are required to leave investment information and then consider it.

Liquor Sales Experience and Summary IV

Time still follows its eternal law, and another year has become history. Just like many years in the past, it has become a history of 20 years, and there are also many beautiful memories and many feelings. 20__ is an eventful year for liquor industry. Although the impact of the global financial crisis in _ _ is gradually weakening, the overall economic recovery still needs some time. 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 moving, 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, I gave 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 average. 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, in June _ _ _+065438+10, it was decided to operate the Jining market with Jinxiang as the core, and some experience was gained through two months of market operation.

Second, personal growth and shortcomings

With the care and support of company leaders and colleagues, I have made great progress in business development, organization and coordination, management, etc., 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-), and the hotel operation of Shili Wine Lane for more than a year has certain market favorable factors, and later it expanded the circulation market, and the market response is 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 shortcut to operate the market, which truly reflects the effect of "office plus dealer" operation, but the following conditions must be met:

1, the market environment is better, even if it is not too good, it can't be too bad, for example, the local protection is too serious and the place 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, personnel localization;

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, and the first impression of products should give people a feeling of "value for money, value for money";

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

3. Concentrate superior resources and focus on the model market;

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 _ _ _, what we see is hope, bumper harvest and fruitful results!

Liquor Sales Experience and Summary V

Since I entered the liquor company, I have done a good job in every specific job from training to market employment. I have done my own job in strict accordance with the company's relevant instructions and the spirit of the document, and I am serious and responsible for my work. The following is a summary of my recent work:

At work, my main market job is the county. After entering the market, I first made a detailed understanding and investigation of the local market, and made a concrete analysis according to the specific situation. I sent the investment information to some local shops with relatively strong financial strength, such as dealers of various brands, large supermarkets, famous shops, non-staple food wholesale shops, hotels and some local businesses with relatively strong strength, as well as some local government workers, of which 160 was obtained from the market.

There are four interested customers, and after a lot of communication, we chose a dealer who is more suitable to represent our products. At present, we are negotiating. Weng 'an county market information 100 copies, and 90 copies have been sent out. At present, two interested customers are in contact and communication. I learned a lot while working here. Next, I will introduce some of my opinions to you from three aspects and discuss them with you.

First, correct attitude.

In my work, I saw many problems, contradictions and difficulties. Of course, these are inevitable, but I think the main reason why these problems and difficulties can't be solved is attitude, which determines everything. People often say, "If I did what I did, I would do it now …" People often just stay on this sentence and don't really put it into action. How can there be a good result? The competition of liquor is more and more fierce, and there will be new challenges in front of you. What kind of attitude you take towards it, what kind of results you will get. So complaining is meaningless, and active work is what we should do most.

Second, clear objectives.

First of all, any company has its own development goals, and every employee has his own personal development goals. On this issue, I think that as employees of the company, personal goals should be unified with the company's goals. Everyone will be under pressure, but while achieving the company's development goals, they are also achieving their own personal goals.

Secondly, as I mentioned just now, we should have the right attitude and methods to achieve the goal, and actually decompose and implement the goal. Only decomposable and achievable goals are feasible goals.

Third, study.

Regarding learning, an economist once said that "not learning is a sin, learning is economical, learning by economic means, and creating economy by learning." The same is true at work. We need to constantly learn and enrich, and strive to apply what we have learned and complement each other.

As a newly graduated college student, although we have no work experience, we have great dedication and ambition, and lofty ideals and ambitions. Because we are young, we have capital, faith and perseverance to create a place of our own.

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