Sales manager's work summary and plan model essay
For me, 20 years is a year of growth, a year of struggle, a year of study and a year of gratitude. First of all, I would like to thank Dundun's leaders, colleagues who are United and enterprising for their help and encouragement, colleagues who encouraged me to cheer me up when I was depressed, and collaborators who smiled at me and accepted my products, because their help, recognition, trust and encouragement can make me more interested in my work and love my work more.
Over the past year, I have conscientiously implemented the company's sales objectives and policies, actively worked as a sales manager, worked hard with other sales staff, actively explored the market, and achieved the annual sales target. According to the notice spirit of the Company's Management Assessment Measures and the relevant requirements and contents of year-end debriefing, my personal work in the past year is summarized as follows:
1, _ _ Market annual task completion. For 20 years, I have been in charge of sales in _ _ _ area. The annual sales in this area is RMB _ _ _ _, and the annual target is RMB 65,438+0 _ _ _ _, an increase of RMB _ _ _ over the same period last year. Compared with last year, the sales of old dealers have increased, the sales of new customers are basically stable, and the sales of new customers are expected to make a big breakthrough in 20 years.
2. Reorganize the sales network. On the basis of the original sales network, intensive cultivation. With each dealer as the center, from one market to another, we have woven the sales network of Wuzhou products together with the dealers. Through our efforts, we will seriously communicate with dealers, work patiently, make clear the distribution areas of dealers, avoid duplication and malicious collusion, and solve various problems such as after-sales service one by one, so as to finally let dealers regain their confidence in selling Wuzhou products.
3. Develop the blank market. _ _ region By the end of 20_, there were only six dealers in three regions, and only four could deliver goods normally. There are too many blank counties and cities, and too few can be sold normally. At the beginning of 20_, I re-investigated the blank areas, combined with the consumption habits of regional household paper, made a detailed market development plan, found suitable target customers, and promoted and sold products in a targeted manner. After a year's efforts, 6 new customers were developed throughout the year, and the terminal supermarket chain 1 family.
4. Organize the sales work this year. Actively publicize the company's sales policies and short-term storage and long-term sales policies. This year, the sales volume in northern Jiangsu has increased by more than 8 million compared with 20 years. Our company's products are the first to fill the dealers' warehouses, so that they can't store the products of other companies. When the peak season came, dealers gave priority to our products, which greatly increased the company's sales, and even some varieties were out of stock. If the delivery is timely, the sales volume can be increased by one piece this year.
5. Do a good job in the monthly sales analysis of northern Jiangsu market, implement the payment schedule and report the monthly completion to the company leaders, summarize and analyze the sales work of the month and make the sales plan for the next month according to the sales situation of the month and the annual sales tasks.
6. At least once a month, analyze the problems existing in the marketing process with key customers in the region, solve these problems in time, analyze competitors with customers, explore ways to improve market share, and feed back valuable opinions and methods to superior leaders in time.
7. Actively participate in and assist the superior leaders to formulate some sales policies and processes, and follow up the implementation, assist and guide the back office work.
One year has passed, although the marketing work in northern Jiangsu has made breakthrough progress in sales volume and sales management, there are still some problems:
1, our sales work is not meticulous, our understanding and analysis of the market are not in place, and our response to the fierce competition in the market is not fast enough, which makes us lose part of the market.
2. Market cross-border commodity supervision is not in place. Due to the change of sales policy this year, the sales pressure of dealers is relatively high. Compared with last year, there have been some cross-selling situations in some areas. Although we discussed the issue of cross-selling this year, the work was not done well, and the problem of cross-selling continued to exist, which had a great negative impact on the distribution of our products and dealt a great blow to the confidence of dealers. Our sales staff did not do a comprehensive job in information collection and feedback. Some regions can provide information to help prevent cross-selling, while others cannot. This shows that the business ability of our business personnel needs to be improved faster and better.
3, _ _ market network planning is not good, the secondary and tertiary markets are chaotic, the market norms are not in place, and the phenomenon of indiscriminate selling is more serious.
Combined with the achievements and existing problems in the sales work in 2000, according to the sales target of 654.38+500 million yuan next year, we plan to carry out the sales work next year from the following aspects:
1. Strengthen marketing and publicity.
On the basis of consolidating the existing market share, strengthen market penetration and use various effective promotion means or commercial means to ensure market share; Formulate marketing strategies, supervise advertisements, implement multimedia communication plans, and formulate and implement sales activity plans.
2. Improve the marketing network.
Improve the establishment, preservation and classified management of customer information, be responsible for the collection and investigation of customer information, and eliminate blank counties and cities in _ _ province in 20 years.
3. Do a good job in the training and communication of business personnel to further improve the level of sales management.
Next year, we should carry out the task, define the goal, and put the responsibility on people to ensure the realization of the expected goal. At the same time, increase the introduction and integration of sales staff, conduct comprehensive training for new employees, and let more outstanding young people join our sales team.
4, obey the overall situation, unity and cooperation.
In daily work, be an assistant to the sales manager, strive to complete all the tasks assigned by the company leaders, actively create a good atmosphere and environment for the work of other colleagues, respect each other and cooperate with each other. At the same time, be brave in criticism and self-criticism, point out the shortcomings and mistakes of other colleagues in time, and urge them to correct them; I can also try to correct my mistakes in my work and take the initiative to take responsibility.
Next year, I will still work hard with all the sales staff, and strive to increase the sales volume of the company's household paper by _% within 20 years, and strive to achieve the goal of the company's total sales volume of household paper by _ 100 million yuan.
Model essay on sales manager's work summary and plan II
How time flies! In a blink of an eye, history is about to turn a new page. In the past 20 years, the intensified price war in the whole domestic tire market and the overall economic environment of national macro-control have had a certain impact on the daily operation and development of the company. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war".
Looking back on the whole year's work, in the past year, as a sales manager, I was strict with myself and thanked the company leaders for providing me with a good platform. With the strong support of all departments in the company and the concerted efforts of all employees in Qi Xin, I overcame difficulties and made great efforts to make progress, but I still failed to complete the tasks assigned by the head office. In the coming year, we will strive to improve personal work efficiency, constantly learn new sales skills, and strive to complete the tasks assigned by the head office this year. The following work is analyzed in detail:
First, strengthen the target management of the sales team
1, service process standardization.
2. Tabular daily work.
3. Regularization of inspection work.
4. Segmentation of sales indicators.
5. Regular morning meetings and training courses.
6, service indicators into the assessment.
Second, subdivide the market and establish differentiated marketing.
Careful market analysis. We have further subdivided the previous key markets, formulated different sales strategies for different market segments, and adopted corresponding marketing strategies for these markets. Increase investment, take the initiative to go to the door, communicate and feedback regularly, and closely follow the market dynamics. Established a good brand image in the market.
Third, pay attention to information collection and make predictions.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Market forecast has become the guidance and basis for setting periodic sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters. After-sales service is the window and the backing and guarantee of our vehicle sales. Therefore, we put forward higher requirements for the after-sales service department. With the efforts of all the after-sales staff, this work can be completed well.
Fourth, pay attention to team building.
The company is a whole, and only by giving full play to the enthusiasm of each member can the company develop well. Since the beginning of the year, we have established and improved a series of regular meeting systems such as weekly meeting and monthly meeting summary. At the regular meeting, the problems in marketing management were widely discussed, which not only unified the understanding, but also clarified the objectives.
While strengthening self-management, we also rely on external professional training to enhance the cohesion and professional quality of the team. Through professional enterprise management talents, the team spirit of employees has been cultivated, and the service consciousness and concept of all employees have been further strengthened.
Verb (abbreviation of verb) working face
1. A cooperative sales team is the foundation of an enterprise. Establish a sales team that is familiar with business and relatively stable.
2. The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their business ability to a new level.
3. Find out the mode and method suitable for our company's product sales. Change the promotion policy in time.
4. According to the sales task issued by the company, the task is divided into months, weeks and days 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. If there is any unfinished work, find out the reason and correct it in time.
5. How to serve the developed customers and how to urge them to increase their sales or purchases; How to follow up with potential customers?
The above is my year-end summary of 20 years. In the future, our sales team should be more strict with themselves, improve their business knowledge, have good communication with company employees, have a sense of teamwork, communicate and discuss more, constantly improve their business skills, cooperate with the company's booming sales, improve customer satisfaction and increase our personal income. Let's work together, strengthen quality service, and actively strive to complete the sales task.
Sales Manager's Work Summary and Plan Fan Wensan
In a blink of an eye, the first half of 20_ 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. The purpose is to learn a lesson, improve myself, and do a better job in the second half of the year to complete the sales tasks and work assigned by the company.
I. Work Completed in the First Half of the Year
1, sales target completion
In the first half of the year, under the cordial care and correct leadership of leaders at all levels of the company and the joint efforts of dealers, the market sales of _ _ reached 6,543.8+0.57 million yuan, accounting for 52% of the annual plan of 3 million yuan, up 654.38+0.26% year-on-year, and the repayment rate was 654.38+0.00%. Low-grade liquor accounted for 465,438+0% 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 wine accounted for 365,438+0% 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 wholesale price of the sales area and market stipulated by the company, control and supervise the delivery area and price of dealers, and urge them to implement a unified wholesale price to prevent low-price dumping and resale.
Through long-term communication and guidance to all sales terminals, combined with the company's "cabinet-in-cabinet" marketing strategy, unified price labels were placed on all terminals, so that the sales price of products met the company's guidance price. Display products according to the company's requirements for product display in 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 numerous products on display.
3. Market development
In the first half of the year, developers exceeded 1, hotels exceeded 2, and terminals exceeded 13. The newly developed 1 Shang Chao is a shopping plaza with the scale of Chengxian, and the goods on it are all 52 series products; The two hotels are _ _ Hotel and _ _ Hotel respectively. Among them, the products in the hotel are four-star, five-star and eighteen-year, and the products in the hotel are two to five-star and protoplasm 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, mostly 42 series products.
4. Brand promotion and promotion
In order to improve consumers' awareness of "_ _ wine", establish brand image and further establish consumers' brand loyalty, we contacted and assisted advertising companies to produce 35 advertising billboards in lots with high traffic and high ratings and shops with good business, including 29 tobacco and liquor stores and restaurants and 6 other forms of billboards.
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, the dealer's collection account and dealer's sales statistics were established, and the weekly sales report, monthly sales report and monthly goods demand plan were submitted in time. Various sales data files are saved in both paper and electronic forms. Summarize and analyze the sales situation of 20_ years according to dealers and individual items, so as to make the monthly purchasing plan more objective and accurate. At the end of each month, the sales situation and cumulative sales situation of this month 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.
Second, the second half of the work plan
Although a lot of work was done in the first half of the year, some aspects of the work were not in place because of the short time as a sales manager and the lack of knowledge, experience and skills in marketing. In view of this, I intend to start from the following aspects in the second half of the year, improve my business ability as soon as possible, do a good job, ensure the completion of the sales task of 3 million, and strive for 3.5 million.
1, study hard and improve your professional quality.
One is to spend time learning marketing knowledge (especially liquor marketing) through various channels, and learn some successful marketing cases and cutting-edge marketing methods, so that their marketing work has certain knowledge support. Secondly, I often consult, communicate and learn from company leaders, regional merchants and marketers in other industries in the market, so that my business level, market operation and grasp, interpersonal communication and other aspects have been greatly improved.
2. Further expand sales channels.
_ _ The sales channels in the 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 with many system numbers and heavy reception tasks, and gradually penetrate into other enterprises and institutions.
3. Do a good job in market research.
Make further investigation and exploration of the market, record all kinds of data in detail, improve all kinds of archival data, and make some analysis and countermeasures supported by stronger data to make it more scientific and 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 marketing strategies in time.
4. Work closely with dealers to do a good job in sales.
While stabilizing the existing network and consumer groups, assist dealers to fully expand their sales network and tap potential consumer groups. Whenever a dealer is angry, he must have a thick skin. Listen to his complaints, you can't explain the reasons first. He is angry and just wants to be angry, so let him be angry. At this time, he must endure any injustice. When he calms down, 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 the dealer can't understand, you must explain it carefully. You can't break the jar. Let it develop and learn to control the development of the situation in various ways.
Finally, I hope the company leaders will give me more criticism, guidance and support in my future work.
Sales manager's work summary and plan model essay
I worked in a company on the 20th. During my tenure, I am very grateful to the leaders and colleagues for their support and help. With the support and help of company leaders and colleagues, I quickly integrated into our collective and became a member of this big family, and my working style and mode also made major breakthroughs and changes. During my tenure, I strictly demand myself to do my job well. This year's work is summarized as follows:
First, the daily work of the sales office
As the sales office of the company, I am well aware of the heavy work of this position and can also improve my personal communication skills. The backstage of the sales department is an important hub for connecting the preceding with the following, communicating inside and outside, coordinating the left and right, and contacting the four parties, mastering the collection of the latest purchase user information in the market and doing a good job of sales staff. Arrangement of some documents, signing of installment sales contract, overdue debts of users, sales quantity, etc. Are all useful decision-making documents. In the face of these tedious daily affairs, we should stick to it and enhance our sense of coordination, which basically ensures that everything is settled.
Second, timely understand the amount of arrears and overdue situation of users.
As the sales office of the company, I am responsible for the amount of payment and overdue debts of users. The main content is whether the user's repayment schedule is timely, which is related to the company's capital turnover and the company's economic benefits. It is necessary to keep abreast of the progress of purchasing users and increase the dunning efforts so as not to cause unnecessary losses to the company. When submitting the details of customer accounts receivable, it should be timely and accurate, so that the company leaders can aim at different accounts according to this form.
Third, the direction of future efforts
Since I joined the company, I have worked diligently and creatively. Although I have made achievements, there are still some problems and shortcomings. The main manifestations are as follows: First, the amount returned by users is somewhat uncoordinated, perhaps just coming into contact with this business; Second, strengthen self-study, expand knowledge, study hard the professional knowledge of construction machinery, and understand the development and overall planning of the same industry; Third, we should seek truth from facts, get on and off, and be a good leader's assistant!
In the future work, I will foster strengths and avoid weaknesses, become a well-known sales office, and grow together with the enterprise.
Sales manager's work summary and plan model essay
With the passage of time, we will unconsciously go through 20 years in our busy work and usher in 20 16. I joined the _ _ family in April this year. Looking back on my work and life in _ _ in the past six months, as a member of the _ _ sales team, I have made some achievements in business and established a trust, cooperation and tacit team relationship with other colleagues in the team. Although I didn't achieve the regional sales target set by the company, I made great efforts for the target set by the company. Of course, because of many problems, I failed to achieve it. In order to provide a better plan for the next year's work, I would like to summarize the situation since I took over this year and make a 20-year work plan.
Summary of one year's work
In our _ _ Environmental Protection and Energy Saving Electrical Appliance Co., Ltd., my position is a township enterprise. In the final analysis, it is responsible for the direct sales of six towns under the jurisdiction of Dongguan (Da Lang, Dongkeng, Qiaotou, Qishi, Hengli and Changping) and assisting agents to do a good job in market maintenance in the escrow area. Since I entered _ _ in April this year, I have gradually realized that as a successful sales company, besides having a group of dedicated, loyal, United, enterprising, active and diligent sales staff, I also need a high-quality, wise, decisive, able to control market ups and downs and dare to make decisions. This is also one of the factors that _ _ team can continue to grow and develop.
From joining _ _ to August, I was in charge of another field, so I won't talk about the past here. In August, I came to Changping due to the transfer of work area. When I first came here, my first step was to make a thorough investigation of the whole region, to have a clear understanding of the distribution of various dealers (cooperative customers and customers to be cooperated) in the region, and then to understand what problems or suggestions the cooperative customers have in cooperation and whether they can solve them within their own capabilities. What are the reasons why uncooperative customers don't cooperate? Are there any possibilities for cooperation in the future? In the four months after I took over, the regional business I was responsible for basically showed an upward trend. Most of the annual sales of stores in various channels are on the rise. In terms of comprehensive electrical business, new stores have been opened in two towns. Of course, there are also cases where store sales have declined. I have summarized the reasons and experience and tried to reverse this downward trend in my work next year. Among them, the sales performance of Qiaotou, Qishi and Hengli in the direct-operated area increased significantly. Of course, this is also inseparable from the good maintenance of the market by the merchants before and the reasons for entering the sales season. Among the three categories of electrical appliances, electric heating and kitchen utensils, the sales volume of kitchen utensils is the second, followed by electric heating, and the burning heat is the lowest. Of course, the sales of kitchen utensils vary greatly in different towns and stores. In some shops in Qishi and hengli town, some kitchen utensils sold as high as 6 sets, while others sold 0 sets. This shows that in some areas, the potential consumption demand of kitchen utensils needs to be developed in the next 20 years. This will be a powerful growth point for us to increase sales in the coming year. When it comes to beauty cosmetics, you may be most familiar with other products under its brand. Kitchen appliances and water heaters are rising stars of beauty. What we _ _ have done is to expand its business in the field of water heaters and kitchen appliances under this beautiful tree.
Summary section
Looking back on the past six months, I think my work has been improved in terms of market and personal ability through my serious attitude.
Looking at the kitchen utensils and water heater industries that _ _ is facing, it shows that the urban market will tap the potential of high-end products and the demand in the rural market will increase. And I am mainly responsible for rural or urban business. The kitchen appliance industry is a traditional industry with fierce competition. In addition, in recent years, the introduction of national real estate control policies has reduced the demand for buying a full set of household appliances, resulting in a slowdown in the growth of the kitchen appliance market. However, with the continuous improvement of people's pursuit of living standards, new kitchen appliances are gradually accepted by people, and products such as gas stoves, range hoods and microwave ovens, which were widely used in the 1990s, are frequently updated after several years of use.
In recent years, with the introduction of national policies such as home appliances going to the countryside and energy-saving subsidies, the market demand for rural home appliances has shown a trend of increasing in volume, especially kitchen appliances, which are still in the early stage of development. Disinfection cabinets, electric ovens, range hoods and other products have just begun to spread in rural areas, and there is a lot of room for growth in the future. It is precisely because the rural market remains to be developed that kitchen appliance manufacturers need to seize the opportunity of market segmentation and launch products suitable for rural areas with simple operation and high cost performance, so as to promote rural users' understanding of modern kitchen appliances and further expand the market. Therefore, the whole kitchen industry will become another hot spot in China kitchen appliance industry in the next stage. On the other hand, new kitchen appliances such as dishwashers, water purification equipment and juicers have only made achievements in the high-end consumer market at present, but the radiation power and user ownership rate of the overall market are still very low. In the future, some manufacturers should seize the opportunity of upgrading kitchen appliances and accelerate the promotion of new product concepts, especially with the overall kitchen, which may greatly accelerate the popularization of new kitchen appliances. In the future, with the word-of-mouth effect of consumers and the continuous promotion of manufacturers, all kinds of new kitchen appliances will continue to enter consumers' families.
In a word, I think the potential of home appliances in the rural market is still great, and the heat is not decreasing.
I am honored to make progress with my colleagues, and I have learned a lot from them. The feeling in my heart in the past six months is that it is not difficult to be a qualified salesperson, but it is not so simple to be an excellent salesperson. I think: a good salesman should not only be modest and upright, but also be conscientious about his career. But also in ideological, political and professional abilities. As a young salesman, I still have a lot to learn. Therefore, I am very grateful to the company for giving me the opportunity to participate in a training of Midea's national flagship store in June 5438+065438+ 10, so that I can learn systematic product knowledge training, visit Midea's modern and magnificent production line, and even be fortunate to see the visual enjoyment brought by the standardization of KA system terminal material placement and sample display in Wuhu Headquarters, which is of great help to my future work.
Plans for next year
Through this half year's work, I am lucky to have learned a lot and made some achievements in my business. But this is not enough, especially in developing new markets. I will continue to study more, think more, try more and do my work better in the future.
working face
1. Maintain the market: At present, the existing outlets still have certain potential to be tapped, and most of them have certain room for improvement. Through the efforts in recent months, there are also many customers with strong follow-up, such as Qiaotou Guangming, Kistler Classic and Huasheng System Store, which have obvious growth compared with the previous data.
2. In addition to maintaining existing cooperative customers, we will expand our business in Da Lang, Dongkeng and other towns next year, and strive to open more new stores in other towns. Of course, it is mainly placed in places where the company's products are relatively weak, such as building materials cities, cabinet stores and landmark stores, and the progress is relatively slow at present.
This will further expand the market. In addition, for the heat-burning part with small sales volume, we should increase publicity and channel construction. Strive to improve the overall sales in 20__ years. Because from the perspective of 13, among the three categories of electrical appliances, heating, electric heating and kitchen utensils, the sales volume of kitchen utensils is the second and the heating is the lowest. Of course, the sales of kitchen utensils vary greatly in different towns and stores.
4. Not only that, but also to further improve the good cooperative relationship with channel stores and strengthen the business influence of _ _ in my responsible area.
5 sales manager's work summary and planning related articles:
★ Sales Manager's Work Summary: 5 selected latest model essays.
★ Four model essays on sales manager's work summary and work plan in 2020
★ 5 sales manager's annual work summaries
★ 5 model articles on sales work summary and plan.
★ Sales manager's personal work summary format 5 model articles
★ Work summary of sales manager in the first half of 2020: 5 short articles.
★ Five model essays on the sales manager's work plan
★ 20 19 sales manager's personal annual work summary; 5 essays on the work summary of the sales manager.
★ 5 monthly work summaries of sales managers in 2020.
★ The company sells 5 individual annual work summaries and work plan templates.
var _ HMT = _ HMT | |[]； (function(){ var hm = document . createelement(" script ")； hm.src = "/hm.js？ 2697 f5ae 036705 b 1309 c 90 adafb 920 af "； var s = document . getelementsbytagname(" script ")[0]； s.parentNode.insertBefore(hm，s)； })();