Annual summary of market development work

Annual summary of market development work (generally 5 articles)

Summary is a kind of written material to review and analyze the study, work or completion of a certain stage afterwards. It can help us sum up our previous thoughts and carry forward our achievements. Let's take some time to write a summary. Have you figured out how to write a summary? The following is my summary of market expansion every year for reference only. Welcome to reading.

1 20xx annual summary of market development, with the care and support of all colleagues in the company and its branches, the market development department gradually clarified its thinking, opened up the work situation, actively operated and opened up the market. Explore the road of market expansion in line with the actual situation of Hubei National Reserve.

I. Main Work

(A) gradually clear the future development orientation of the warehouse. Mainly around the development orientation of the four branches. Classify existing businesses, focus on cultivating high-quality customers with high added value that meet future positioning, and gradually eliminate those that do not meet the requirements.

(2) Actively explore the market, contact new customers and try new fields. The company accelerated the negotiations with Lenovo's Meiji Logistics Company in Qin Zhi, transformed the hardware facilities of the warehouse, and introduced the information technology industry into the market. Keep in touch with Xinjiang Tianye listed companies to build a logistics distribution center for chemical raw materials.

(3) Intensify publicity and conduct business promotion through multiple channels. Actively carry out the declaration of key logistics warehouses in Hubei Province; Step up the production of brochures, and now the proof has come out; Contact professional companies to start the preparation of advertising scripts; In view of WISCO's business, an invitation letter was sent to WISCO Logistics Management Company.

(4) Focus on the market and improve the warehouse function. Actively contact Zhengzhou Stock Exchange to declare the declaration of rapeseed meal and rapeseed futures delivery warehouse; In view of the important information that the national cotton purchasing and storage work is heavy this year, we will actively carry out the declaration of cotton reserves.

(V) Strengthen contract management and improve the company's management and control capabilities. In September, 20xx, the Company made a targeted revision according to the operation of the Contract Management Measures (hereinafter referred to as the Measures) in the past year and combined with the actual contract management of the Company. The method was discussed and approved by the general manager's office meeting, and was released and put into trial operation in 20xx 10. On June 5438+065438+ 10 of the same year, all units were required to summarize and report the contract execution and non-contract operation in 20xx according to the Measures. The problems found are being rectified in a targeted manner.

Second, the shortcomings

(1) Branches do not fully understand the top-level design of improving the system and mechanism of the State Administration, and they have different understandings of the purpose of running a company, so the promotion of improving the construction of branches is uneven.

(2) Due to the inertia of thinking, salesmen can only be confined to their own units and existing business fields at present, and the width and depth of the market are not enough.

(3) There is still a long way to go to form a business team from the original business personnel to the company business personnel, and the quality and related business knowledge of business personnel need to be improved.

Three. 20xx work plan

First, increase the intensity of running the market.

The market came out and customers were brought in. So, how to run the market? First, leaders attach importance to it. The attention of leaders is pressure, which can be transformed into motivation, which can enhance the enthusiasm of business people to run the market actively, turn running the market into a normal work and change passivity into initiative. Leaders attach importance to support, which can build confidence and win confidence.

Establish and improve an effective reward and punishment system. An effective salary system can effectively enhance employees' recognition of enterprise value and establish employees' loyalty to the enterprise, thus realizing their life value on this basis. A reasonable punishment system can standardize their behavior, enhance their sense of responsibility, stimulate their reflective ability, correct incorrect values and concepts, and improve their self-ability.

Clear the market direction. We should not blindly run the market, but look for customer resources according to our own needs. Need to analyze their own characteristics, customer needs, market dynamics. Enhance the ability to analyze, study and grasp the market.

Second, clear the main business and open a professional market.

Main business refers to the main activities carried out by an enterprise in its daily activities in order to achieve its business objectives, and is the main source of enterprise income. First of all, combined with their own characteristics, clear the main business. Wuhan Branch and Xiangyang Branch are urban warehouses with strong loading and unloading capacity and fast traffic passage, which are suitable for bulk commodity logistics and urban FMCG operations. Xiaogan branch has the qualification of cotton futures delivery and many years of cotton management experience, which is suitable for developing chemical products and tobacco storage, focusing on cotton futures delivery and storage.

Yichang Branch has accumulated a lot of experience in container business, which can turn container business into main business and gradually optimize storage types. All logistics departments should also combine the current main business, give full play to the management advantages of refined oil, tobacco and seed reserves and the unique asset advantages of special lines, solidify the main business, and expand their own characteristic business. While defining the main business, we should create some distinctive professional markets, such as cotton futures delivery market, container business market, large-scale steel trading market, urban fast-selling commodity market, seed storage and processing market, bamboo and wood trading and processing market, etc.

Annual summary of market development work 2 1. Grab the market, not afraid of difficulties.

Jinzhou area is a newly established business area after considering the business strategy of the company. * * * There are 3 salespeople. Its business scope includes Jinzhou, Huludao, Panjin, Fuxin, Chaoyang and Chifeng, with a wide geographical area and long lines. At the beginning of the establishment of the region, the market share of the company's products in the region was very low. In order to seize the market and suppress competitors, brothers in the region always keep a clear head, straighten out their work ideas and actively seek market breakthroughs.

In the process of opening up the market, we earnestly carry forward the elegant "four thousand spirit", conduct a comprehensive investigation on regional construction projects, and master first-hand information, whether it is 500 kilometers from east to west or 300 kilometers from north to south; No matter tg project or key project, where there are opportunities, there are elegant salesmen in western Liaoning; Where there is competition, there is a strong saying that the elite in western Liaoning will win. At the same time, we also use various methods to collect customer information extensively, make friends with customers, communicate rationally, talk about orders wisely, and flexibly use "make friends first, then talk about business". Do a business, make a friend "and the concept of customer service, so that customers can recognize and accept our products from the use effect and psychology, and lay a solid foundation for the elegant red flag to be inserted all over western Liaoning as soon as possible." "No pains, no gains. Up to now, the output value of Jinzhou has reached 3.8 million yuan, with a market share of over 50%.

Second, pay attention to management and implement regulations.

Doing a good job in management is an important guarantee to improve business quality, and it is also the main measure to improve work efficiency and reduce business risks. Business management can never be separated from sales, and also from various systems formulated by the company for business strategy and management objectives. In order to effectively improve the management effect, our district strives to combine business process management with the company system, stimulate everyone's work enthusiasm through management, and standardize everyone's business behavior. Main realization: 1 Grasp the management of salesman's mentality and thoughts. The salespeople in this area come from different places and have different backgrounds, foundations and habits. They usually have different requirements and wishes in their work and life.

In addition, working in the periphery is long and difficult, and it is difficult to concentrate every day. According to these characteristics, I strive to improve the quality of several meetings every week, compare the company's requirements and culture with everyone's thoughts and behaviors, discuss and study together, create a relaxed and harmonious atmosphere, let everyone have a warm feeling of home, let everyone accept management in harmony, adjust their thoughts and mentality in mutual assistance, and always maintain a vibrant working state. 2 grasp five single management. In order to reduce business risks, our district regards the management of five orders as an important management index, and strives to improve some problems existing in the signing of five orders according to the company's requirements, so as to improve the management quality and the repayment rate. In the first half of the year, the contract withdrawal rate in our district was 8 1%, the acceptance bill withdrawal rate was 76%, and the settlement bill withdrawal rate was 83%. 3. Restore management. In the first half of the year, the collection rate in our district was 32%, which did not reach the expected goal. However, we have not relaxed the requirements and measures for repayment, and have been working hard to improve the execution of contracts. 4. Grasp the management of market resources. According to the characteristics of western Liaoning, the customer resources and market information are combed and integrated, and targeted follow-up visits are conducted to improve work efficiency and customers' trust in elegance. 5. Grasp the daily work management. In the daily management, according to the company's requirements, strictly implement the system of leave, reimbursement and meeting, actively improve the existing problems, and strive to unify the daily management work to the company's requirements.

Third, study hard and improve quality.

Learning is the eternal theme of business work. Only by constantly learning and understanding the company's business knowledge and culture can we improve our pioneering ability, tracking ability, negotiation ability and business control ability. First, through the training organized by the company, the study of business skills and business knowledge has been strengthened. The second is to strengthen the study of the company's various management systems. The third is to strengthen the study of market knowledge under the financial crisis. Fourth, colleagues learn from each other and improve together.

Fourth, the existing problems:

1, the depth and breadth of market expansion are not enough, and there are still dead ends.

2. The effect of business refund is not satisfactory.

3. Business knowledge and negotiation skills need to be improved.

Verb (abbreviation of verb) working ideas in the second half of the year

In the second half of the year, our region will carry forward the strengths of the work in the first half of the year and overcome the shortcomings, mainly doing the following work:

1, continue to increase market development efforts, not only to provide market share, but also to achieve single signing and no single grabbing. Build up confidence that you can win. Strive to increase the market share to over 60%. The total output value strives to reach 8 million.

2. Increase the remuneration. In the second half of the year, our district must insist on grasping with both hands, signing bills with one hand and collecting money with the other. In the collection work, resolutely implement the contract, solve all kinds of problems encountered in the collection in time, and strive to achieve the collection rate of 95% for the old models and 90% for the new models.

3. Strengthen the improvement of management indicators. Strive to achieve 95% contract return rate, 98% acceptance bill return rate and 90% settlement bill return rate. Detailed description of reports and ledgers.

4. Continue to strengthen study. We will not only learn from ourselves and improve ourselves, but also learn from others with an open mind. Training for newcomers will be targeted to help them become independent business experts as soon as possible.

5. Further strengthen daily management, strictly implement the company's various management systems, strictly control expenses, and be serious about work discipline.

6, do a good job in customer maintenance, so that the customer's friend relationship runs through the business.

Annual summary of market development work 3 Since joining the position of head of the marketing department of the company at the end of August this year, under the correct leadership of the leaders, I have actively carried out a series of work such as market research and business development. In the blink of an eye, 20xx years passed quickly. Looking back on the work in the past year, the contribution of the marketing department to the company is meager, but it has finally taken the first step of development. After working in the company for half a year, I have completed some work, accumulated some valuable experience, gained some gains from it, and realized some shortcomings in my work. The following is my summary of my work in the past six months.

Market promotion is ever-changing, and it is most important to find a promotion method suitable for your own enterprise. The marketing promotion of big mouth foreign teachers for half a year is mainly divided into two parts: brand promotion and cross-industry cooperation. Brand promotion mainly includes online advertising, offline English corner activities, offline community activities, peer brand resource sharing and VIP club activities; Cross-industry cooperation mainly consists of data exchange (same industry and cross-industry) and activity cooperation.

I. Market research

1, market information collection

Market information is mainly collected through the Internet and media. The main sponsorship industries are: beauty industry, tourism industry and coffee shop. Main activities cooperation industries: early education industry, music training industry, language training industry; Main data ICBC industry: early education institutions, intellectual development, Chinese studies training, musical instrument training, kindergartens;

2. Offline activities

Offline activities are mainly divided into VIP club activities, English corner, community activities,; VIP club activities are the company's charging activities for big mouth members, mainly including special festivals, English salon activities, cocktail parties and so on. English corner interaction is mainly a public welfare activity for the society, aiming at collecting potential users who need English and improving brand promotion. Community activities are open community classes for high-end communities in Hang Cheng, with a monthly rate of 1 time. The purpose is to enhance the brand and explore potential users.

3. The establishment of marketing information database

The marketing department should establish its own database, and all the information collected by market research should be entered in time through reasonable classification and system integration to facilitate future work. At present, there is little and incomplete information about all aspects of the property market, which will be further improved in the future work.

Existing deficiencies and improvement measures:

1) Some information is wrong and outdated, which affects the business process. In the future market research, we should strengthen the accuracy and timeliness of information.

2) The market research is not strong enough, so it needs to be strengthened. More research channels should be expanded and more energy should be devoted to the research work in order to obtain more and more comprehensive market information.

3) There is no systematic integration of information, which is not easy to consult, so it is necessary to establish a perfect marketing information base.

Second, business development.

1) After the cross-industry cooperation, check the cooperation effect regularly.

2) Clear demand: Learn more about all kinds of activities through internet and telephone, and make clear all kinds of activities.

Whether it is appropriate. And strictly follow the late effect.

3) In the process of business contact, the lack of business ability makes it impossible to provide corresponding help for leaders, and strengthen the study and cultivation of professional ability in future study.

Only by putting yourself in a correct position and being familiar with the basic business of this department can we adapt to the new job as soon as possible. Without skilled professional knowledge, we are not qualified for this job. Familiarity with professional knowledge is the premise of doing a good job. Due to the lack of work practice and related work experience, there are still many shortcomings in the work. You should consciously strengthen your study and self-cultivation and try to adapt to this job. So in addition to catching up in a short time, I also need the guidance and supervision of leaders and colleagues.

Only by actively integrating into the collective and handling all aspects of interpersonal relationships can we maintain a good working condition in the new working environment. Attitude determines everything, the market competition is becoming more and more fierce, the market mechanism will become more and more standardized, every company and everyone will face constant changes, and there will always be new challenges ahead. What kind of attitude you take, what kind of results you will get. A patient and meticulous work attitude is a commitment to yourself. Only by developing a good working attitude at work can we win the recognition of the general manager and colleagues.

We must adhere to principles, implement various rules and regulations, and manage carefully in order to fulfill our due responsibilities. Job responsibilities are the requirements for one's own work and the criteria for judging one's own work. Since you are engaged in business work, you should always take your job responsibilities as the standard of measurement, start from bit by bit in your work, and strictly follow the terms of your duties to demand your behavior. Strive to satisfy the leaders and gain their recognition and trust. Maximize the value of their work.

It is necessary to establish a sense of service and strengthen communication and coordination skills. Strive to improve their work execution,

In order to do a good job. At work, I always remind myself that only the relationship between the superior and the subordinate, internal and external work are treated equally, and all the work arranged by the leaders can not be sloppy and negligent. When accepting a task, on the one hand, we should actively understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, we should actively consider and supplement it. In order to better assist other colleagues in their work.

Here, thank you very much for giving me this platform, support and guidance. In my future work, I will actively learn from my work experience, overcome my shortcomings, love my job, correct my bad work attitude and explore practice. By watching more, learning more and practicing more, I can improve my skills and do better in various businesses. I also hope that our collective will continue to glow with new brilliance and glory in the new year.

Annual summary of market development 4. In the first week, I participated in the World Trade Center Exhibition, and this activity achieved some gains. It is also the first time that I paid the deposit on the spot when I came to the company to participate in the exhibition. The focus of the second week is to digest the B customers left at the exhibition, as well as the classification, archiving and management of customers. There is also a phone call to invite customers to participate in the home improvement night market. For various reasons, the effect is not ideal. The third week is an invitation for Feng Shui design consultation. Not many customers come, most of them are old customers to see the plan. The main work in the fourth week is also telemarketing and community research.

I summed up two questions about the gains and losses of the work in 65438+February.

First, how to adjust the mentality and make yourself in the best state at work? First of all, we should be clear about our values and make a plan for our life and career. What are the real desires and pursuits in our hearts? Everyone has their own values, and so do different customers. We don't know our own values, so how can we know our customers? Self-confidence, courage, diligence and persistence are all people's mentality. We should make ourselves real home decoration consultants and experts in the eyes of customers. And establish a mentality of helping customers. Most customers are not sure about their real needs, we just help them find and get them. This is our job and the value of our existence.

Second, telemarketing lacks skills. Can not give good guidance to customers, can not communicate in depth. In fact, we can only ask our customers some common questions, but we can't discuss our own views, and we haven't instilled in them the concept of consumption. Why? Because we don't know enough about the company's products and competitors' products. Not confident about your products. When we confidently tell our customers that choosing us is a very, very good choice. Customers are usually infected by our enthusiasm. However, we often contact customers with pleading tone and tone, so we are not crisp enough and enthusiastic enough.

We usually know a lot, but we do little. I will keep pushing myself in my future work, hoping to make a qualitative leap in the last month of the third quarter.

Annual Summary of Market Development Work Chapter 5 only smells the song of the Year of the Rabbit and sings the Year of the Loong blessing song. 20xx quietly draws to a close. In this year, all the marketing personnel have always implemented the management policy of "emphasizing marketing outside, strengthening management inside, operating safely and developing steadily", feeling change in stability, innovating in change, developing in innovation and feeling pressure in development. Focusing on the annual business objectives and tasks, Qi Xin made concerted efforts and made unremitting efforts, and successfully completed various tasks throughout the year. The work of the past year is now reported as follows:

First, thinking determines the way out.

Since the beginning of this year, faced with the encirclement of high-star and same-star hotels in urban areas and the impact of various business hotels and specialty restaurants on the market, Dehua hotels have occupied less and less market share. How to break through this bottleneck? Under the guidance of "paying attention to external marketing and strengthening internal management" formulated by the hotel at the beginning of the year, all marketing staff give full play to their subjective initiative and try their best to expand new customers under the leadership of the general manager's office. Under the unfavorable background that various administrative units continue to reduce reception expenses and personnel changes, the consumption of agreed customers has increased slightly compared with the same period of last year.

Second, quality makes a brand.

In order to maintain the brand of Dehua conference reception and enhance the conference brand again, we mainly start from the following aspects: First, we always adhere to the "housekeeper-style" service. On the basis of adhering to the "housekeeper-style" service, effectively carry out "one-stop" service, think about what customers think and worry about what customers are anxious about. In this year's reception of civilized cities, marketing actively plays a coordinating role, cooperates with reception services, conveys information in time, actively completes outreach, and truly achieves Dehua's conference service brand with service quality. The second is to continuously explore the conference market. We pay attention to strengthening the contact with the agreement unit and do not relax any information capture. We are both marketers and waiters. From the moment the meeting came in, we tracked the catering, rooms and meetings and provided all-round services, which not only reduced the troubles of the guests, but also established long-term cooperative friendship with them. Although the hardware of our meeting room is not as good as that of a four-star and five-star hotel, we have won guests because of our "butler-style" and "one-stop" quality service. The third is to stabilize the tourism team market. Over the past year, through rigorous and meticulous market research, combined with the actual situation of the hotel, the corresponding reception price policy and reception plan have been formulated, which has increased the return visit and contact with the appointed travel agency, improved the room occupancy rate, made up for the hotel's idle rooms in the off-season of the conference, and brought certain economic benefits. At the same time, the popularity of the hotel has also increased with the arrival of the team.

Third, play a marketing role to ensure the return of funds.

Collection of accounts is the focus and difficulty of our work this year, mainly because the hotel sales revenue has increased relatively compared with last year. 95% of our agreed customers are financial allocation units, and the funds are limited by the allocation. We treat old accounts and bad debts differently according to the actual situation, and take many door-to-door collections; If the account amount is large, we will collect it by installments. In the process of collecting, although we encountered many unexpected difficulties, sometimes we were cold and hot, and sometimes we were impolite. With sincere and ardent feelings for the hotel, we ensured that foreign accounts receivable were recovered by X million yuan throughout the year, and all kinds of old accounts were sorted out to ensure the safe withdrawal of hotel funds.

Fourth, details determine success or failure, and Dehua emotional marketing.

This year, we take visiting and maintaining customers as an important task, carry out various forms of customer visits, adhere to the form of each salesperson visiting four customers every day, and use corporate communication and mobile phones to send messages to customers before holidays or major marketing measures are introduced to provide customers with fashionable, novel, healthy and fast short messages! Customers send cakes and flowers to celebrate their birthdays in time, which not only connects feelings, but also accurately locates our consumers and creates Dehua marketing characteristics. In addition, we often communicate with customers by telephone, ask for work opinions and send them good wishes. Through these forms, our customers and marketers have established a good consumer cooperation relationship. Now 80% of the guests come to the hotel by calling the marketing staff to make reservations, which ensures the stability of hotel customers.

Expand the retail market. The retail market has always been the weakness of hotel sales. In recent years, the rapid development of Changde hotel industry has amazed people in the industry. It can be said that it has reached a competitive situation, and the phenomenon of "more monks and less porridge" is even more severe. In order to develop this market, marketers carry out publicity work through door-to-door visits and faxes, especially in the maintenance and management of existing agreement customers. After sorting out customer files, marketers visit customers regularly every week.

Fifth, pay attention to marketing to ensure the smooth flow of information.

This year, the hotel pays special attention to collecting customers' information, opinions and suggestions, and pays attention to the latest trends of the hotel market, which is related to the life and death of the hotel, and also provides a powerful reference for hotel decision makers and management departments to adjust their business ideas and correct the shortcomings in their work in time.

Marketing is responsible for information acquisition and communication with customers. Through the daily communication with the appointed customers, we clearly realized the advantages and disadvantages of our hotel, and timely fed back all kinds of opinions to the management department for communication, which was highly valued by the relevant departments and made corresponding adjustments and optimizations to make consumers feel promoted and respected when they stay in Dehua Hotel next time; We also investigate the market information of Changde Hotel from time to time, obtain the management information of other hotels, and provide reference for hotel decision makers to make the next decision.

Sixth, strengthen management and ensure service improvement.

Facing the turnover of sales staff in 20xx years, we strengthened the training for new employees, let them enter the role as soon as possible, and at the same time strengthened the learning and communication of internal employees, which improved the team's combat effectiveness to a certain extent.

Adhere to the weekly meeting, make weekly work plan, cultivate employees' awareness of learning, service, safety and marketing skills, improve the overall cooperation level of the team and stabilize the staff. Through training and management, all employees have changed from passive marketing to active marketing, from disorderly work to orderly work, from inefficient communication with customers to efficient communication with customers, from extensive management without market research and analysis to refined management with monthly market research and analysis and quarterly customer ranking visits, which has improved marketing energy efficiency and quality and won a significant rebound in marketing performance.

The security of marketing is mainly the security of funds when collecting accounts. In this regard, we strengthen the training of employees and require employees to use transfer payment as much as possible when contacting appointed customers. When there is cash payment, we require at least two employees to go at the same time, or try to use taxis when returning to the museum to ensure the safety of employees and hotel funds. There were no safety accidents in this department all year round.

In the past year, of course, we have made some achievements, but we know that no matter how satisfied customers are, the requirement of Excellence cannot be lost, and no matter how the market changes, the principle of honest management cannot be lost; We know that we still have many shortcomings to correct and innovate. Although the market is ever changing, marketing is unique. Win every battle, if you don't advance, you will retreat. In the challenging year of 20xx, under the correct leadership of hotel leaders, all marketing personnel are determined to devote themselves to the hotel's business development and shape a new image and new realm of marketing with forward-looking vision, advanced marketing, courage to innovate, face difficulties and hard work on the premise of ensuring the completion of the objectives and tasks assigned by the hotel!

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