summary of sales management in the first half of this year, Fan Wenyi

Since the first half of this year, people's wait-and-see attitude towards the real estate market has continued, which has made the original complex real estate market even worse. Under this circumstance, with the concern of the company leaders and the support and cooperation of various departments of the company, all employees of the sales management department have adhered to the principle of "taking the completion of economic tasks as the center, Pursuing the maximization of economic benefits as the first, with the theme of improving service quality, developing innovative sales channels and business models, Qi Xin has made unremitting efforts to complete the economic tasks assigned by the company; The main actual sales revenue, main completed work and work plan for the second half of the year are reported as follows:

1. Project revenue in the first half of the year (as of May 31th)

Sales from October to May:

xx Garden: 3,389,763.11 area: 313.13 square meters

xx Apartment: 15,127, 931.11 area: 2,831.93 square meters

xx beautiful territory: 1,244, 311 yuan area: 198.36 square meters

Subtotal: 19,661,994.11 area: 3,332.32 square meters

Cash receipts from sales in October-May:

xx Garden: 3. 746.11

xx beautiful territory: 1,768,859.11 yuan

Subtotal: 19,875,263.11

Second, the work was mainly completed in the first half of the year

In the middle and late May, the sales management system and the sales management commission method were finalized;

2. The recruitment of real estate consultants has been completed. There are 4 new real estate consultants and 1 sales assistants. After many systematic trainings, they are basically familiar with the projects developed by the company and the specific conditions of each project.

3. For the smooth development of the daily management of the new development project "Huigu Sunshine", Comrade Lu Ying has been appointed as the sales supervisor of the new development project;

At the end of April and May, the pre-advertising and site layout of the "Tianyuan Taofang Group" jointly organized by Zhuzhou Evening News and Zhuzhou Online were completed;

5. In the past six months, we have also increased the return visits to old customers, especially in the maintenance and management of existing customers. After sorting out the customer files, the sales staff regularly visit customers every week, on the one hand, strengthening contact, on the other hand, keeping abreast of customer feedback information and customer consumption trends.

6. In order to broaden the channels of sales promotion, we launched a series of activities around "Ten Years of Hi-Tech, Thank you very much" through online platforms, text messages, delivery of bills, newspaper clips and other forms. On the one hand, we promoted the company, on the other hand, we collected information about potential customers, which brought the relationship between customers closer at the same time, and at the same time, we saved customers for the next "Huigu Sunshine".

7. Strengthen the study, communication and training of internal staff.

Third, the problems and shortcomings in the work

1. The citizens hold a wait-and-see attitude. Due to the current national travel restrictions or price reduction news, the citizens stay in a wait-and-see state;

2. The sales team is unstable, especially the lack of experienced sales personnel, and the training of sales personnel needs to be strengthened urgently;

3. There is a lack of ability to capture and process information, which is manifested in the following aspects: a. Lack of ability to grasp market information. In a modern society with highly developed information, some effective information flows by us, but we don't grasp it. B, the lack of information exchange, so that a lot of effective information lost in vain and passive work. In the future work, we should take effective measures to give full play to the role of information, increase the exchange of information, strengthen the processing ability of information and strengthen internal communication;

4. The targeted promotion activities of the company are few, especially during the planning of targeted holidays and major events, resulting in the failure to convey the property information and the company's popularity to the public more deeply. In the second half of the year, we will increase the activities in this regard;

5. During the marketing process, the intended customers generally report that the price is on the high side. At present, the same type of real estate around has advantages over our products in terms of price and location, so many interested customers will eventually choose our competitors after comparison;

6. further strengthen the training of property consultants and improve the quality and professional level of employees. At the same time, in order to create a harmonious and positive work group, organize more meaningful departmental activities to improve the cohesion of the team: standardize the work planning of sales staff; Cultivate the work independence of salespeople. Summary of sales management in the first half of the year Fan Wener

In a blink of an eye, the first half of 21xx has ended. In order to better carry out the work in the second half of the year, I will make a comprehensive and detailed summary of the work in the first half of the year, aiming at learning lessons and improving myself, so as to do the work in the second half of the year better and complete the sales tasks and various tasks assigned by the company.

1. Work completed in the first half of the year

1. Completion of sales targets

In the first half of the year, under the cordial care and correct leadership of leaders at all levels of the company and the concerted efforts of dealers, the sales in xx market reached 1.57 million yuan, accounting for 52% of the annual plan of 3 million yuan, an increase of 1.26% over the same period of last year, and the repayment rate was 1.11%; Low-grade wine accounted for 41% of total sales, down 5 percentage points from the same period last year; Mid-range wine accounted for 28% of the total sales, an increase of 2 percentage points over the same period last year; High-grade liquor accounted for 31% of the total sales, an increase of 3 percentage points over the same period last year.

2. Market management and market maintenance

According to the sales area and wholesale price of the market stipulated by the company, control and supervise the delivery area and delivery price of dealers, and urge them to implement unified wholesale price, so as to prevent the occurrence of low-price dumping and reverse-selling.

through long-term communication and guidance to each sales terminal, combined with the company's "cabinet-in-cabinet" sales strategy, a unified price tag was placed at each terminal to make the sales price of the product meet the company's guidance price. Display products according to the company's requirements for product display of supermarkets, hotels and retail stores, and mobilize and assist stores to keep products clean and tidy. In order to achieve the purpose of brand promotion by using terminal shelf resources, counter labels are affixed to terminals with clean and tidy storefronts and counters and many products on display.

3. Market development

In the first half of the year, there were over 1 developers, 2 hotels and 13 terminals. The newly developed 1 Shangchao is the largest xx shopping plaza in Chengxian County, and the products on it are all products of 52 series. The two hotels are xx Hotel and xx Hotel respectively, in which the products on xx Hotel are four-star, five-star and eighteen-year, and the products on xx Hotel are two to five-star and puree of 42 series. There are 4 newly developed retail terminal cities and 9 townships, and the products are mainly concentrated in the middle and low-grade product areas, and most of them are 42 series products.

4. Brand promotion

In order to improve consumers' awareness of "xx wine", establish a brand image and further establish consumers' brand loyalty, according to the unified publicity signs stipulated by the company, we contacted and assisted advertising companies to make 35 advertising billboards in lots with high traffic and high ratings and retail outlets with good business, including 29 tobacco and alcohol retail outlets and restaurants, and 6 billboards in other forms.

5. Sales data management

According to the unified requirements of the company at the beginning of the year, the management of all kinds of sales data was improved, and the dealer's goods-pulling account and dealer's sales statistics were established, and the sales weekly report, monthly sales report and monthly goods-requesting plan were submitted in time. All kinds of sales data files were saved in both paper and electronic forms. Summarize and analyze the sales situation in 21xx years according to dealers and individual items, which makes the monthly purchase plan more objective and accurate. At the end of each month, the sales situation of this month and the accumulated sales situation are summarized and analyzed from the aspects of dealers, single products and product structure, so as to reflect the market situation more accurately and objectively and guide the future sales work.

Work plan for the second half of the year

Although I have done a lot of work in the first half of the year, I have been engaged in sales for a short time and lack the knowledge, experience and skills of sales work, which makes some aspects of work not in place. In view of this, I plan to start with the following aspects in the second half of the year, improve my business ability as soon as possible, do all the work well, ensure the completion of the sales task of 3 million yuan, and strive for 3.5 million yuan.

1. Study hard to improve business quality

First, take time to learn the knowledge of sales (especially liquor sales) through various channels, and learn some successful sales cases and cutting-edge sales methods, so that your sales work can be supported by certain knowledge. Secondly, I often consult, communicate and learn from company leaders, regional businesses and sales staff in other industries in the market, so that I can greatly improve my business level, market operation and grasp and interpersonal communication.

2. Further expand sales channels

The sales channels in XX market are relatively simple, and most products are sold through circulation channels. In the second half of the year, under the premise of doing a good job in circulation channels, we should further expand to supermarkets, restaurants, hotels and group buying channels. In the second half of the year, we will mainly do more work in the three systems of industry and commerce, education and forestry, which have more system numbers and reception tasks, and gradually penetrate into other enterprises and institutions.

3. Do a good job in market research

Make further research and exploration on the market, record all kinds of data in detail, improve all kinds of archive data, and make some analysis and countermeasures supported by stronger data, making them more scientific, so as to make up for the lack of experience and sensory understanding. Understand and master the sales situation of the company's products and other liquor brand products and the trend of the whole liquor market, so as to cope with various market conditions and adjust the sales strategy in time.

4. Work closely with dealers to do a good job in sales

Assist dealers to fully expand the sales network and tap potential consumer groups while stabilizing the existing network and consumer groups. Whenever a dealer gets angry, he must be thick-skinned. Listen to his complaints, and you can't explain the reasons first. He is angry and just wants to get angry, so let him be angry. At this time, he must endure any grievances. When he is calm, explain the reason to him, make him understand that the fire just now should not be made, and make him feel guilty. When you encounter something that dealers can't understand, you must explain it carefully. You can't break the jar and break it. Let it develop and learn to control the development of the situation in various ways. Summary of sales management in the first half of the year Fan Wensan

Since the beginning of 21xx, the sales department has conscientiously implemented the spirit of the group company's instructions on earnestly grasping the market sales of refrigeration units. Under the correct guidance and management of the company's leaders, the sales department has greatly enriched the sales front-line business staff and organized training, paying attention to the construction of the agency sales network of key fishing ports and the consolidation of target customer groups. The agency sales network of major fishing ports in China has been established one after another, and the communication and coordination ability between salesmen and agents is gradually enhanced. In the process of market development of refrigeration units, we are constantly exploring new methods and new ideas for agency sales. From the current sales situation, our sales work is showing a good development momentum. This paper briefly summarizes the sales situation and existing problems in the first half of the year, and puts forward some views on the next work of the sales department.

1. Composition of sales department

At present, there are 9 business people in the sales department, and the shortest time they have been in the company is 3 months. After many systematic trainings, they have basically become familiar with the technical performance and structure of refrigeration units and the relevant processes of agency sales business operation. For these nine business people, we have divided the tasks according to the business objects and priorities. In the case of relatively few business people, each business person is both a salesman of the end customer and an agent supervisor, which not only highlights the focus of business work, but also prevents gaps and loopholes in the market. At the same time, under the condition of overall sales, the sales minister conducts on-the-spot inspection and supervision of each branch from time to time, communicates with agents face to face, and discusses the sales of refrigeration units in different seasons, so that the work of the sales department develops steadily.

II. Established a set of systematic business management systems and methods

On the basis of summing up last year's work and exploring in the past six months, we have initially established a set of management methods suitable for the sales team and business development of agents, and all the methods are being put into trial operation. First of all, the "Measures for the Examination of Sales Personnel" is formulated, which clearly regulates the attendance methods of business personnel, daily work priorities and established customer targets; Specific requirements have also been made for each specific work content. Secondly, the "Business Management Measures of Sales Department" is issued, which further refines the basic ideas of business development after receiving the delivery notice, such as delivery preparation, delivery process, unit installation and operation after unit installation, and achieves "everything has requirements and everything has standards." Thirdly, the agency sales contract has been formulated and standardized. On the basis of the original agency sales contract, we asked the group legal adviser to re-standardize the agency sales contract. When signing the contract with the agent, there was basically no phenomenon of late signing and non-signing due to the formulation of the contract. Fourthly, the business office meeting system of "summing up problems and improving ourselves" has been formed. After each business trip, the business personnel first report to the sales department, and the sales minister will hold a business office meeting to find out the problems in the work in time, adjust the marketing strategy, respect the opinions of the business personnel, and take the market demand as the guide, which greatly improves the work efficiency.

Third, unify our thinking and correct our attitude

From the beginning of the establishment of the sales department, we stood in the perspective of finding strategic partners and worked with the company to find ways to quickly promote the market of refrigeration units. Adhere to the direction of combining short-term benefits with long-term plans, on the one hand, find agents with good influence and promotion as soon as possible, on the other hand, do a lot of basic work, go deep into fishing ports, understand and master the basic situation of fisheries around the country and fishermen's ideas, benefits and preservation needs, expand fishermen's awareness of products, and pave the way for comprehensively promoting the market in the future. And try to run in the market with the existing price system to ensure the company's interests. We have been insisting from the beginning to now, full of confidence in the products and working hard at no cost.

IV. Building and consolidating a terminal marketing network for agency sales

In our work, we mainly guide the sales of agents and help them establish their own sales network as soon as possible. At the beginning of the establishment of the agency sales network, we intensified the inspection of agents, and received more than 31 agents from all over the country to inspect the company. In the end, we started from 8 strong agents.