Essay on the summary of salesman's daily work 3.

Sales is a stressful job, and excellent salespeople can adjust their mentality at any time in addition to their superb sales skills. To this end, I have compiled three model essays for you about the daily work summary of sales staff. Please refer to them.

Summary Model of Sales Staff's Daily Work 1

I have worked in the company for many years, and perhaps only I know how much effort and sweat I have paid from a small salesman to the position of sales manager of the company. However, I can say that my efforts are several times that of ordinary people, and I have made some achievements in my work.

This year, sweet and sour mixed with sweat, efforts and efforts will be rewarded. For me, the results of the past year are still very good, and I think I did a good job.

Under the leadership and help of general manager Wei, the person in charge of the company's operation, and with the full assistance of all members of the group, I stood on my own job, fulfilled my duties and worked hard. By February 24, I realized the annual sales of 65,438+0,300,000 yuan and completed 60% of the annual sales tasks. 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 make timely reminders;

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 factory rules and regulations and various rules and regulations;

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 that in my daily work, I can actively complete the task on time on the premise of ensuring the quality of work.

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 four-month production limit for hosting the Olympic Games, and my lack of solutions to the ever-changing market, my performance is not good.

Second, clear customer needs, be proactive, and strive to supply on time with good quality and quantity.

At work, I always know that a sales manager must have a clear purpose. On the one hand, he should take the initiative to 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 the goods within the time limit required by the customer. On the other hand, he should actively communicate with customers, know the repayment ability of customers in time, and consider and supplement them.

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 strictly follow the sales and service commitments made by the public. 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 personnel of relevant departments to formulate a response plan. At the same time, I want to communicate with customers in time to make them satisfied with the treatment plan.

Fourth, seriously study our products and related product knowledge, and determine the agent's product variety 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 the coating products produced by the company, and I can basically grasp the use, price and construction requirements of some related products.

Market analysis of verb (abbreviation of verb) coating products

The sales area of coating products is large and the market potential is huge. The market analysis of coating sales is as follows:

(A), market demand analysis

Although the market potential of coating application is huge, the competition of most coating factories in Beijing has been very fierce. In addition, after the Olympic Games, there will be a gap in the New Year due to the Olympic rush to build projects. In addition, some paint 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. Sales tasks will increase by 30%, and sales managers will have a hard time. However, we should also see that we have obtained the certification of three certificates in one this year, which provides more guarantee for next year's efforts. If the last three editions of the market are fully supported by funds, there is still hope to achieve good sales performance. The key is that the company gives greater and stronger support and encouragement to the sales manager.

(2), competitors and price analysis

Through my own understanding of the paint market in recent years, there are two types of paint manufacturers: one is imported and joint venture brands such as DuPont, Shanghai Lin Kai, Shanghai International and Haihong. These enterprises are powerful, and their sales prices have been lowered, and some of them are basically the same as our company, so they have formed scale sales; The other kind is equal to the products produced by our company, and the sales price of such enterprises is lower.

Six, 0* years sales manager's work philosophy

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 sales managers and peers. 0* years, I plan to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:

(1) According to the regional sales situation and market changes in 0* years, I plan to focus on the supply channels of steel structure factories. First, I mainly supply the original steel structure factory, and choose several ones with large consumption and good economic conditions as the focus; The second is to develop new big customers, and the third is to take the form of agents in some areas, so as to make profits for agents to carry out sales work. (2) In 0* year, we should first actively recover the arrears of previous years, and strive to recover the arrears in time, report to the leaders in time, and obtain the support of the company.

(3) In 0 * year, we plan to collect market information more actively, contact in time, strive to participate in bidding, and form large-scale sales.

(4) In order to actively cooperate with agency sales, I plan to study the knowledge, performance and use of agency products after determining the product variety, so as to facilitate the agency products to enter the market quickly and form sales.

(5) 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.

(6) 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.

Seven, some suggestions on sales management measures.

(a), 0* year sales management measures should be clear and concise, clear sales area, task, cost, assessment, reward, delete vague terms, after the end of the year, the sales manager will be paid in full according to this method.

(2) In 0 * years, under the premise of satisfactory negotiation between the company and the sales manager, the standardized and unified sales management measures were carefully revised to make them adapt to a wide range and adjust the ex-factory price according to market changes every year.

(3) In 0 * years, the sales manager was loosely managed, and the fixed eight-hour work system was cancelled, and the form of regular report and summary was adopted. The sales manager will go to the company on business every week 1-2 days. If you are on a business trip, you should report the destination and return time to the leader, and arrive at the company on time after receiving the notice from the leader, so that the sales manager has enough time to make sales planning.

(4) Considering the actual situation of the sales manager, reasonably let the sales manager bear the freight, small packaging fees and capital occupation fees, and reduce or compensate the sales manager for the expenses and losses caused by the company's product quality problems.

(5) Due to the shrinking regional market, fierce competition among peers and falling prices, leaders should carefully review the information fed back by the comprehensive sales manager in 0* years, and work out the ex-factory price of the company in line with the company's market conditions to stimulate the sales enthusiasm of the sales manager.

In the past year, because of the global financial crisis, our company's performance did not increase greatly, but the temporary financial crisis did not have a great impact on our company, but we must be vigilant. No company is safe under the financial crisis. Maybe a good company will go bankrupt tomorrow, so we must be alert and alert to the impact of the financial crisis on us.

In the years to come, I will work harder and harder and try not to make mistakes. This is necessary for me. I am the most strict with myself, and I must do my best for the cause of the company!

I hope the company can continue to develop and improve its performance in the new year, which is a better future for the company!

Summary Model of Sales Staff's Daily Work Part 2

XX years passed quickly. 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. Before I was in charge of the marketing department, I didn't have sales experience in xx, just because I was enthusiastic about sales and lacked sales experience and industry knowledge in xx industry. In order to quickly integrate into this industry, we should start from scratch when we arrive at the company, learn product knowledge and explore the market at the same time. When we encounter difficulties and problems in sales and products, we often consult experienced colleagues such as manager xx and several leaders of Beijing head office to seek solutions to the problems, and study targeted strategies for some difficult customers, which has 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 xx 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 xx market deeply enough, and I have a weak grasp of the technical problems of the products, so I can't explain them clearly to customers, and I can't come up with good solutions for 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.

Two. Department Work Summary In the past year, through the joint efforts of all the staff in the marketing department, our company's product popularity 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 other aspects of our work.

The following is the sales profile of the company in XX years:

Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. The price of xx products 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. When I first started working, there were xx recorded customer visits, which were summed up as xx no records, and it took eight months and xx days. Generally speaking, the number of customers visited by three salespeople in a day is xx. 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.

Third, market analysis Now there are many brands in the xx market, 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 xx area, our company entered the market late, so we have no advantage in product popularity and price. There is great pressure to open up the market in xx, so we put the main market in regional cities, where the market competition is relatively smaller than that in xx. 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.

Four. XX Work Plan In the sales manager's work plan for next year, the following tasks will be the main tasks:

1. Establish a sales team that is familiar with business and relatively stable.

Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. In the work of sales manager next year, it is an important task to build a lethal team.

2. Improve the sales system and establish a clear and systematic business management method.

Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the salespeople exert their subjective initiative in their work, have a high sense of responsibility for the work of the sales manager, and improve the sense of ownership of the salespeople.

3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits.

The purpose of training salespeople to find and summarize problems is to improve the comprehensive quality of salespeople. In the work of sales manager, I can find and summarize problems, put forward my own opinions and suggestions, and improve my business ability to a new level.

4. Establish sales and service outlets in regions and cities. According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.

5. Sales target The most basic sales target this year is to make a monthly list. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks.

I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving the standard of execution, establishing an excellent sales team, and having a good working mode and working environment for the sales manager are the keys to the work.

Summary Model of Sales Staff's Daily Work Chapter 3

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

I. Completion of tasks

The actual sales volume this year is 80 million, including 30 million ball valves, 22 million butterfly valves and 28 million others in the first workshop, which basically achieved the goal set at the beginning of the year.

Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (planned to be around 20 million), the sales volume of large-diameter butterfly valves (DN above 25 million) is very small, and the soft sealing butterfly valves have a slight increase.

Generally speaking, the sales volume is normal, and the main engine factory is growing rapidly, but the growth of the company's own products is not ideal. Shuangda? Brand growth is also not ideal.

Second, customers report many problems.

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

1. Quality status: unstable quality, many returns. For example, the ball valve of Changlong customer and the butterfly valve of Liu Feng customer have quality problems one after another, and customers complain a lot.

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

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

4. Freight: Customers complain a lot about freight, especially old customers, such as Baiqi and Kaiyun, all say that they are more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.

5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. Dong, Kaixuan and others have mentioned such problems. No problem, but with the company? Customer first? The customer is God? The purpose is not harmonious.

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

Third, the problems in sales.

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

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

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

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

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

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

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

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

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

Fourth, put forward my own ideas about company management.

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

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

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

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

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

3) Regularly check the implementation of the plan or scheme for a period of time. The company regularly checks its implementation, whether it deviates from the plan, whether it should be adjusted, and arranges tasks for the next period of time.

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

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