Model essay on summary of sales manager's probation period

The probation period is a test for the company before I become a full-time employee, to test whether we can complete our work tasks and achieve our work goals. Below, I have compiled several "model essays on the summary of sales manager's probation period" for you, hoping to help you.

I have been in the company for more than two months. After so much work and study, I will make some summary and analysis on the current market situation and the sales work I have carried out. Please forgive me and correct me if there is anything wrong.

Since xx, I have studied the sales reports and products of this company in detail, and found that:

1, the company's sales increased from about 1 10,000 in May to about1.7,000 in June to nearly 3 million in July. In terms of sales, the sales performance increased, but in terms of sales unit price and sales profit, it was in a downward trend.

2. Judging from the number of dealers, Shenzhen's dealer companies also have business dealings, while Dongguan's more powerful ones, such as Gao Chuang, Fame and Yingdong, also have business dealings. However, according to the comprehensive dealer analysis, the above dealers, especially the larger dealers, generally only get Chongqing chromic anhydride (black barrel) and inco nickel sulfate, nickel chloride and other products, and the rest rarely get the goods, and the above products are almost the same.

3. From the analysis of product sales, the company mainly focused on chromic anhydride and inco series in the first few months, with a great increase from June to July, mainly because the more powerful customers created by Tian Li-based Yuan Hua at that time were drooling over Kazakh chromic anhydride and inco series products, which were far below the market price, and a large number of goods were purchased, resulting in a false market bubble phenomenon of short-term growth.

From the comprehensive analysis of the above three issues, our company faces the following operational problems:

First, the problem of sales volume and profit.

With the increase of sales volume and market share in July, the profit of our company has not improved or increased; In fact, this increase in sales and market share is not of great practical significance, and it can even be said to be an extremely dangerous phenomenon. We can imagine: a company with high sales but low profit margin will have huge losses once its profit margin drops.

Judging from the current form of the company, the internal management cost of the company is very low at present, and the external market pressure will be increasing. Once our sales are done, it will first attract the attention of our competitors, and no one wants to give the rice in the bowl to others for free. In this case, competitors will definitely adjust their sales strategies and product prices to seize customer resources. Secondly, under the pressure of sales volume and market, salespeople and companies will try their best to lower the selling price or pay more sales costs to win customers. There is no room for further compression in the price of the company's products. Once the price is lowered under the pressure of market and sales volume and the sales cost is raised again, the higher the sales volume, the lower the profit, which can be said to be more and more loss.

Second, the management and control of customers.

First-class enterprises make rules, second-rate enterprises make brands, and third-rate enterprises make markets. For the Guangdong market, including electroplating materials enterprises except Colliers and Huachuang (Shenzhen and Dongguan), they are still trying to make a market, especially Shenzhen and Dongguan. For those unscrupulous small dealers, in order to survive in the market, their purpose is to pursue maximum benefits. Therefore, there is no loyalty and trust. But according to the current market situation, they are our company's main customers, so our company can't completely win over and control these small dealers. Take our current customer "xx" as an example: in July, the purchase amount of "xx" accounted for nearly one-third of our total sales, and the main purchase amount of "xx" was mainly Kazakhstan chromic acid and inco series products. The prices of these products are far lower than those of Colliers and Huachuang. Tian Li almost requires VAT invoices, but Chongqing chromic anhydride (black barrel) and xx, which we think have certain advantages, are unconvinced, and we have repeatedly told our company that the goods of the above products are far lower than our company (at that time, our sales price was 16.3 yuan/kg), and Huachuang adjusted the tax-included price as follows. The price of Huachuang is absolutely attractive to these small dealers who want to be regular (invoice) because of the large demand, not to mention the number of months Huachuang gives to these invoicing customers. Therefore, these xx-based customers, such as Gao Chuang and Yingdong, who have certain strength in Shenzhen Dongguan, will still focus on Huachuang when purchasing in large quantities, especially when invoices are needed. Huachuang not only gives them a one-month installment, but more importantly, the price also has certain advantages. More attractive to other small retail dealers are: ①, 65438. ② The invoice-free price of some products is lower than the market. But for our company, these small retail investors can be said to operate at a loss after deducting all aspects of labor and sales costs.

Summary of the work of the sales manager during the probation period (II) I officially joined the company on xx+xx, 2009. Prior to this, xx was one of the clients of my previous company. When I received the interview notice, I asked my colleagues who had dealt with xx before, and they suggested: Go ahead, this is the most potential company in the industry at present. So I attended the interview. Fortunately, the interviewer xx and my department leader xxx are closely related to me. I got their approval during the interview and was invited to join the company smoothly.

Time flies. I received an email from the human resources department of the company yesterday, reminding me to apply for full employment. Suddenly more than two months passed and I was not used to writing official documents. So I decided to finish this self-summary during the probation period in my accustomed way.

In my five years of work experience, the first few companies all worked in the financial and business departments, and this time it was completely different. Fate pulled me into a sales team. Financial business has always been a strict department that requires accurate data, while the sales department has always been full of vitality. Although there are differences between the two, my job is to undertake both. In the sales team, business people are always on the front line, and my job is to give them strong support and assistance in the rear. According to my secondary priorities, I am mainly responsible for the following tasks:

1. Monthly daily expense reimbursement for business personnel.

This is the top priority of the monthly work. Xx department has channel sales managers all over the country, and dozens of brothers and sisters' reimbursement receipts will be sorted and pasted by express every month, and the reimbursement forms will be filled out, and the documents will be reviewed and submitted for approval, until the reimbursement is finally checked with the business personnel. This work is not difficult. I also have rich working experience in this field. The only small difference is that each company has its own way of handling expenses, which is similar. Some places did not do it in the early stage. After communicating with the tutor and relevant departments, this part of the work is now familiar and can be completed independently.

2. Terminal promoters pay monthly.

This job is equivalent to a cashier's job, and the only thing that is not needed is bookkeeping. At the beginning of each month, colleagues in the terminal promotion department will be responsible for providing a payment list, and you can pay carefully according to the list. It should be noted that you should be careful not to make mistakes in the remittance of each sum of money.

3. Review the agent's activation reward.

Our business model, signing agents and allies will give some rewards to agents and allies who complete the delivery task every month. This kind of reward comes in the form of kickbacks. Every month, the business personnel will call up the data in the system and calculate the reward according to the reward standard. My job is to check the reward list provided by business people and collect feedback. I am the bridge here. Suggestions are put forward here, suggesting that the system R&D department of the company continue to optimize and improve the system, because in the process of system use, the data of the same day is often inconsistent with the data of other dates, which will have a bad impact on customers.

4. The accounting treatment of the loss of goods and the activation of enterprise managers on the increase of remuneration.

This part is also a kind of supervision for the work of agents and business managers. Data are transferred from the system, listed according to accounting standards, checked by relevant personnel, and finally submitted for approval.

5, the office administrative budget audit.

According to the administrative budget at the beginning of the year, break down the budget table, submit it to each office for budget preparation, summarize and approve the budget table, and reimburse the expenses every month for future reference. It is strictly forbidden to exceed the budget.

6. Daily maintenance of 6.box and qd systems.

This is the system researched by the company itself. Now the main job is to open the authority, and we are still learning by groping. The above content is the focus of work every month. Of course, there will be temporary work at ordinary times, such as making money for the winner of xx action, collecting and sorting out the information of agent meetings and so on. I can adapt to the above work, and anxiety will inevitably appear in the process of work before work. After communication and self-adjustment, there is no problem.

In April, the company held a special sports meeting. I haven't had time to participate in group activities for two or three years. I am very excited about this sports meeting. The existence mentioned in the ceo's manifesto of Cai's company is an excellent culture with confidence and domineering in my introversion. Maybe I am ordinary, and my ordinary existence will definitely create extraordinary things in my life! I have worked here for more than two months, getting along well with my colleagues, working smoothly and having a good mood. I hope I will be cautious, careful, careful and considerate in my future work. Now that the probation period is up, I have the determination and confidence to stay in the company, in order to create more value and complete the double promotion of self and company value. Please approve the company to become a regular employee! Thanks to the leaders, mentors and colleagues who have cared and helped me!

How time flies! In a blink of an eye, it has been almost three months since I joined this big family. During this time with my family, I found myself working hard and making a lot of progress. In this team, I learned a lot that I have never seen before. This is not only a job, but more importantly, this big family has given me an opportunity to study and exercise, and provided me with a happy stage to show. From this time on, I found it easier and longer to communicate with customers, and the problems I considered became more and more comprehensive. I think this is experience. I sincerely thank Huirui's family for their concern and help.

The specific work in these three months is summarized as follows:

Here, I deeply realized the down-to-earth and serious working attitude of the Huirui team from boss to colleagues, and * * * greeted the challenges every day with a positive attitude, which is also a time to remind myself to do a good job every day. In fact, the general direction and purpose of each company's system and regulations are the same, but the details are slightly different. So naturally, I quickly adapted to the working environment and workflow of the company, and tried my best to cooperate with everyone's work. Although there are some shortcomings, with everyone's help, I also actively correct them to avoid making mistakes again. Therefore, I integrated into Huirui's big family and did my job seriously. I like it here very much, and I am willing to use it as a platform to exercise myself, develop together with the company, regard work as a career and make my greatest contribution. In fact, no matter where you are or in which company, you must be enthusiastic, serious, sincere and actively integrated into your work, which is also the basic principle of being an employee. Team spirit is a virtue advocated by every company. I think the development and cooperation between companies is very important. Without the cooperation of various departments and colleagues, the company's work process will inevitably be hindered, the work efficiency will be greatly reduced, and the company's benefits will naturally be damaged, which is unfavorable to the company and individuals.

At Huirui, at present, my work is mainly responsible for the basic business work of the sales department. Click on keywords every day to update b2b website information and get familiar with relevant product information. At the same time, we are also improving our supply information on various websites and adding some new product information to enrich the product information on the website, so that the probability of being concerned will increase. At the same time, I am also assisting the master in sales, sample delivery and express delivery arrangements, and constantly developing new customers here. I am responsible for follow-up and maintenance.

For more than two months, I realized how important it is to have heart, concentration, care and patience at the same time in my work. Take every time I receive a phone call from a customer, I will listen attentively to the needs of any customer, recommend our most suitable products for each customer, carefully explain the usage and precautions of the products to customers, and patiently follow up and maintain all customers.

At work, I deeply feel the urgency of strengthening my study and improving my own quality. First, I study our materials, insist on finding time to read product knowledge every day, and be more professional. The second is to learn from colleagues. We should always keep a modest and prudent attitude in our work and learn from their hard-working, pragmatic work style and problem-solving methods. Third, learn from practice, apply what you have learned to practical work, check your own shortcomings in practice and improve yourself better.

To do a good job, I think the most important thing is to have a sense of responsibility. If you have a responsibility, you will try your best to finish it and do it well. Only by loving your work in this way will your work like you. Don't be discouraged if you fail, sum up the lessons of failure and strive for success next time. In any case, you must always maintain a positive and optimistic attitude in your work and life in order to work better and live more wonderfully.

Summary of the work of the sales manager during the probation period (4) Time flies, and I have been working in the company 1 month before I know it. Looking back on the interview that day, Mr. Li's sincerity and kindness are still vivid. From the first day I entered the company, the kindness of Mr. Zhao and the enthusiasm of my colleagues made me feel warm as a young man who just graduated and entered the society. In the subsequent work, I deeply realized the company's down-to-earth and serious working attitude from the boss to colleagues. It is worth mentioning that General Manager Zhou's seriousness and caution in his work have made me more alert to myself and do my job well. Although each company's system and regulations are slightly different in details, the general direction and purpose are the same. Therefore, I soon got used to the working rules here and tried my best to cooperate with everyone's work. Although there are some mistakes, I actively correct them to avoid making them again. So I quickly integrated into the big family of Kunming Huasheng Technology and did my job well. I think I like it here very much, and I am willing to use it as a platform to exercise myself, develop together with the company and make my greatest contribution.

For me, no matter where I am, in which company, as long as I am lucky enough to be one of them, I will be full of enthusiasm, serious attitude and sincere and positive work. This is the basic principle of being an employee, and team spirit is the virtue advocated by every company. In my opinion, the development and cooperation between companies is very important. Without the cooperation of various departments and colleagues, the company's work progress will be hindered, the work efficiency will be greatly reduced, and the company's benefits will naturally be damaged. This is not good for the company or the individual.

Because I just started to get in touch with my present job, I want to learn more from my predecessors in product knowledge and application. In the next practical work, I will continue to improve and strive to do my best. Kunming Huasheng Technology, my main responsibility is sales channels. Through more than a month's study and work practice, I think it is a very training job to be a sales channel. Because as long as you do one more day's work, you will continue to find better channels, never the best, which is very challenging. You can constantly improve your business level. At the same time of self-improvement, improving the company's profits and transaction probability can be said to be "the best of both worlds."

As for communication with colleagues and bosses, there have been no problems so far. I think as long as I try my best to understand and communicate, as we get familiar with each other, the obstacles in communication will become smaller and smaller. Communication with customers is more important, because it involves issues such as price and customer relationship. I deeply realized this a long time ago, so I have been learning and improving and trying to do my best.

In fact, God is fair to everyone. As a company, too, because the company is a big family, everyone's position in the company is different, their jobs are different, their roles are different, and their natural treatment will be different. Therefore, I will not take these aspects to heart. The only thing worth caring about is whether you can do your job well. Did you get the reward you deserved? At this point, I think as long as we do our job well, the company will give corresponding reasonable treatment.

There is a song that sings well, "Look at success or failure. Life is heroic, just start all over again. " My understanding of it is; If you succeed, don't be proud, and continue to work hard to achieve greater success; Don't be discouraged if you fail, sum up the lessons of failure and strive for success next time. In any case, we must always maintain a positive and optimistic attitude in our work and life in order to work better and live more wonderfully.

Summary of sales manager's probation period (5) xx, 2065438+2009 is the anniversary of my joining the marketing department of xxx company, and it is also the day when my probation period begins. After three months of study and work, I seriously thought about my work and recorded it as a phased summary of my work. At the same time, I reported my work to the company leaders and asked them to review and approve my employment application.

Work achievements and gains

First of all, I would like to thank the human resources department of the company for approving and recruiting me to enter xxx company, and training me in all aspects, giving me the opportunity to develop in the company. Thanks to the company's chairman, general manager, deputy general manager and other leaders and colleagues for their continuous training, teaching and help, which enabled me to learn the most knowledge and information in just three months and improve it. The first day I entered the company, I knew that my biggest lack was my understanding of my company, industry and product system.

1. Seriously study the training on the company history and system organized by the company's human resources department, and have a deeper and more complete understanding of our company. The company's profound historical background, rigorous working atmosphere and scientific management system have strengthened my belief in studying, taking root and developing hard in this fertile soil of the company. I believe that with the development of the company, I will make great progress.

2. During the company's training for new employees, I worked hard to learn the overall situation of the company and the knowledge of the (product) system, mastered the functions, working principles, structure, characteristics and materials of each part of the (product) system, and was able to explain and communicate the whole xx (product) system to the project owner in detail, smoothly and orderly, laying a solid foundation for future business work. This is also two of the three axes that the chairman advocates the success of business work, so I never persevere.

3. Master more industry knowledge in a short time and learn to supplement industry knowledge at any time in the later work. Not only do you study industry knowledge hard during your study, so as to prepare for entering the work role as soon as possible, but you should also make friends, learn industry knowledge, exchange information, learn from each other and strive for long-term development in this industry if you want to make your business work better and integrate into this industry.

4. Seriously studied business knowledge. * The training of business personnel not only attaches importance to business knowledge, but also does not relax, which makes us clearly understand the qualities that sales personnel must have for success, and also enables us to win in the details of business communication. This has strengthened our confidence in success.

During the nearly one-month business trip, I visited the project information of Anhui and Henan provinces, and had a good communication with the relevant personnel of Party A on some projects. Typical projects include 300,000 tons/year ammonia synthesis project of Anhui xxx Group, 654.38+100,000 tons/year methanol project, 600,000 tons/year methanol project, 500,000 tons/year acetic acid project and 300,000 tons/year ethyl acetate project, and 654.38+106,544 of Henan Asia New Energy Group. With the help of the general manager *, we have established a good cooperative relationship with the relevant personnel in charge of xx (products) in the Third Institute of Chemical Technology. In the future, the other party will recommend our company to the owner for the xx (product) project designed by the institute. The equipment purchasing department of the Third Institute of Chemical Technology has been connected to the network and passed the audit. If there is xx (product) system in the general contracting project of the Third Hospital of Chemical Industry in the future, our company will be able to participate in the bidding as one of the bidders of the Third Hospital.

6. Successfully won the bid for the xx (product) system of the 65438+ 10,000-ton benzene hydrogenation project of Shanxi Coking Co., Ltd. ... and took over four days before the project bidding, actively learning the knowledge of xx (product) of benzene hydrogenation from xxx technical general manager, xx technical director and xx electrical engineer, and learning the technical scheme in detail in the shortest time. Get in touch with the relevant person in charge of Shanxi International Bidding Co., Ltd. immediately, and get to know the bidding manufacturers, negotiators and design units of the project, and get the support of the relevant personnel of the bidding company through communication. After arriving in Jiao Shan, actively cooperate with General Manager xxx to communicate with relevant leaders in Jiao Shan, and strive for the support of relevant leaders in Jiao Shan. Actively prepare bidding documents before bid opening. In the end, our company won the bid successfully.

Attitudes and views on work performance

1. Thank you for your support to our business. In order to facilitate the work of our sales staff, the company provided us with notebook computers, PPT to introduce the company's corporate image, and Flash demonstration of the process flow of the product system, which is convenient for us to find projects and introduce product information at work, which is convenient and fast. At the same time, it also enhanced the company's image and increased the chips for commercial success.

2. Diligence is the first prerequisite of business work. During the study and preparation, I will study product knowledge diligently, carefully study various trainings organized by the company, keep study notes and work diaries, and organize language practice to explain the system repeatedly. Project information is a prerequisite for business work. Being diligent in searching for project information, summing up and exchanging experience in finding projects will enable you to get more project information better and have a greater chance of success. In the process of work, diligently sum up the experience and lessons in the work, and boldly try your own ideas and experiences.

3. Be good at learning and summarizing. Learning without thinking is useless, thinking without learning is dangerous. In the process of work, you should be good at summing up and thinking about things in the process of work, project information, working methods and business formats, which are all conditions for work and promotion. If a person only works mechanically without summing up and thinking, he will not make progress. But if you don't practice your ideas after summing up and thinking, it will be useless, just like daydreaming, and you won't make progress.

4, the progress of the work is to pay attention to methods. After working for a period of time, this method is summarized and put into practice by reviewing the previous work. The improvement of working methods is a step-by-step work, a long-term process, and a process of continuous summary and continuous improvement.

5. Go all out in business. Go all out to do your own work, try your best to get all kinds of information, think about the key to success, and try your best to use various methods to gain the recognition of key figures for our company's technology, so as to achieve ultimate success in bidding.

Post-event understanding

1, business work is not simply looking for project information first, and then running Party A's work, but a key. Through long-term work experience, effective information is found through various methods, and the project is successful through various methods. Combined with the introduction of our company's enterprise situation and xx (product) system, it is recognized and trusted by the owner, and finally the project is successful.

2. Business position is not only the sales of products, but also the representative of the company image. The success of marketing work represents the overall appearance of the company to a certain extent. It plays a key role in the company's good reputation in the industry.

3. Marketing work summary is also a system formulated by the company for the continuous growth of business personnel. As a business person, we should take work summary as an important part of our work. Learning without thinking is useless. In order to better improve our future work, we must constantly sum up our previous work.

Marketing is responsible for the whole process of a project from the beginning to the end. From communication, bidding, contract signing, tracking of production and installation process, payment collection, etc. in the early stage of the project. Business personnel must complete the whole process carefully to become a qualified business personnel.

5. Business personnel are also the main way for companies to obtain information. Therefore, when business personnel get all kinds of information, they should give it back to the company in time.

merits and demerits

Overall measure of their work, their strengths and weaknesses in the following areas:

Advantages:

1, good at summarizing. The lack of work experience and knowledge depends on the continuous study and summary of daily work, so if you want to grow, you must summarize.

2. Be careful and earnest. The accumulation of work experience has become a cautious and serious character. For business work, careful and earnest can learn the advantages of others in time and be good at finding key points in business work. Earnestness is the basic quality of success in any work.

Disadvantages:

1. Not familiar with the technical details of xx (product) system. During the bidding process of Jiao Shan benzene hydrogenation xx project, I obviously felt that the owner's answers to some detailed questions were relatively lacking.

Improvement measures: I will follow and learn the manufacturing and installation process of Jiao Shan Hydrogenation xx (product) system. I believe that after understanding the whole process of this system, I will know more about the details of the product system.

2. The details in the bidding process are not good enough. When I made the tender, I made a suitable number of tenders according to the requirements of the tender, but I didn't leave a copy for myself to check at any time, and explained it for reference when bidding. When signing the technical agreement, I found that I didn't prepare a sample of the technical agreement, and so on.

Improvement measures: Through Jiao Shan's bid, I learned the whole process of the bid, and I believe I will make full preparations for the future bid.

I recommend it carefully.