Model essay 1, summarizing the work plan for the second half of the year, time flies, and the work for half a year will soon become history again. Today, standing on this podium, I want to say proudly, "I have lived up to the expectations of the leaders." However, the results of the recent work inspection and the theoretical examination of the warehouse manager did show me many weaknesses in financial management. As the main responsible leader of the finance department, I have an unshirkable responsibility. "Pragmatic, realistic and pragmatic", according to the high standards and strict requirements of the company's lean management, only by adjusting their own ideas, completely changing their concepts, and examining and reorganizing their work from a new perspective can we truly implement all the work. I look for the following questions:
First, since the beginning of the year, the staff of the whole line of the finance department have been unstable, and all major issues are on the body. They often only pay attention to one end and ignore the other end, nodding lightly and failing to fully manage;
Secondly, the instability of personnel makes the work fall into a state of fatigue and a vicious circle, which leads to unclear working ideas and ignores the professional training of administrators.
Third, subjectively, I wavered, didn't give myself pressure, and didn't really enter the role;
Fourth, ignoring team management and lacking communication with leaders at all levels and departments;
Fifth, there is no sense of innovation in working ideas, such as unclear target management ideas, weak performance management and weak problem handling;
The above points are the main sources of problems in our departments and individuals. As a major functional supervision department of the company, the financial department should shoulder the responsibility of "being a good family, managing money and serving the enterprise better". We have great obligations and responsibilities in strengthening management, standardizing economic behavior and improving the competitiveness of enterprises. Only by continuous reflection and summary can management be improved!
"if you don't find enough, you will catch up with the advanced, and you will strive for the advanced based on it." At this time, Runfa Group put forward the activities of "setting an example, learning advanced, promoting development and striving for benefits", and Runfa Machinery once again became a model enterprise of the whole group. Today, "Hong Xin enterprises and our company are competing with each other under the red flag". As individuals, we hope to realize our personal value. As a financial management department, in order to achieve the same goal for the company, we should make every effort to learn the six spirits of Xi Runji: the spirit of hard work, the spirit of reform and innovation, the spirit of expanding the market, the spirit of lean management, the spirit of never being satisfied, and the spirit of taking care of the overall situation. To put these six spirits into practice, the main leaders in charge of the finance department will be responsible for the work in the second half of the year. For the compulsory course "How to Improve Yourself and Serve Enterprises", I will continue to strengthen my study and improve myself, and integrate "learning advanced, catching up with advanced and striving for advanced" into my work, with the emphasis on strengthening warehouse management and financial analysis. I will report my work plan and ideas to the general assembly next:
First, improve the company's internal management system; Departmental responsibility leaders clearly divide responsibilities and strengthen responsibility assessment;
The internal management system has been implemented for nearly a year, but there are still many unreasonable places. In order to make the management system of the enterprise more perfect, the finance department will revise it in conjunction with relevant departments in combination with the requirements of group management.
Clarify the division of responsibilities between the responsible leaders of the department, organize and implement the strengthening in place according to the responsibility contract signed at the beginning of the year, trust and assist each other among the leaders, strengthen the responsibility assessment of the content in charge, and make rewards and punishments clear;
Second, in view of this surprise inspection and the business theory examination of warehouse management personnel, rationally adjust the combined human resources and continue to strengthen training and warehouse management inspection and supervision;
Since the beginning of this year, the personnel have not stabilized, and the strength of the financial department is relatively weak. Through the recent surprise inspection and surprise assessment of warehouse keepers, on the one hand, we regroup and collocate personnel according to the characteristics of warehouse keepers, and carry out efficient and orderly organization, on the other hand, we continue to strengthen training, so that every warehouse keeper must be familiar with the business of each warehouse and truly become adept. Cultural quality and business management level should be improved qualitatively. In March this year, computers were truly connected to the internet, and the computer operation level of administrators needs to be further improved. We will strengthen the training in this area, so that every administrator can be familiar with computers and master computer operation, and improve the business management level of every administrator in a down-to-earth manner. After the meeting, we will strictly implement target management and performance management for warehouse administrators, set goals and achieve them, strengthen assessment and supervision, and truly distinguish rewards and punishments.
Third, strengthen team building and give full play to the role of financial functional departments:
As the responsible leader of the finance department, he is both a financial staff and an organizer of the financial management system. He should have a rigorous and honest work style and a serious and meticulous work attitude, actively guide front-line employees, help them solve problems, give full play to the teamwork spirit, learn from the advanced, catch up with the advanced and surpass the advanced, start competitions in all lines, give full play to the strength of the team, twist into a rope and go all out. While adhering to the principle, we should adhere to "three satisfactions and two reassurances". Three satisfactions are "to satisfy customers, employees and leaders in charge of various departments" and two reassurances are "to reassure leaders of group companies and bosses at all levels".
Fourth, strengthen the control of various expenses and give full play to the functions of financial accounting and supervision;
This year is the year of lean management, efficiency satisfaction and scientific and technological innovation. We will continue to strengthen the control of various expenses, exercise the function of financial supervision, review and control various expenses, do a good job in financial accounting, and carefully handle and review every business;
Fifth, do a good job in financial analysis to provide effective reference for leaders;
I know that reasonable and efficient financial analysis ideas and methods are an important way to improve the management and decision-making level of enterprises, which will make our work get twice the result with half the effort. Learn books on Schenk, the master in the workshop and enterprise cost analysis, do a good job in the breakeven point, economies of scale and sales pricing analysis of enterprise production, operation and sales, quantitatively analyze specific financial data, and provide strong financial information support for enterprise decision-making and management in combination with the overall strategy of the enterprise;
Six, strengthen the management of accounts receivable collection, control the inventory of materials and products, improve the quality of capital operation, and reasonably control the use of funds:
Since the development of the company, raising production funds has been a headache. As we all know, money is as important as human blood. The main characteristics of our company are large quantity of materials purchased, large output and large sales volume. Raising funds is a major function of finance, and a good relationship between banks and enterprises is the link of enterprise financing. At present, we can only control accounts receivable management and inventory management, reduce inventory, rationally produce and control the flow of funds. So as to control the raw and auxiliary materials in stock to the bottom line while ensuring production. In the case of particularly tight funds, the finance department will effectively track the operation of funds from the procurement of materials and finished products;
Seven, continue to do a good job in the accounting of wages and bonuses of various departments:
This year, the company signed responsibility contracts with various departments, and our finance department will continue to review and settle wages in strict accordance with the responsibility contracts, and organize funds to ensure the payment of wages;
The above work is the main work of my finance department in the second half of the year, and a series of work such as handover with the group, waste management and standardizing financial accounting procedures are all my own work in finance. It is not empty talk to "catch up with the advanced if we can't find enough, and strive for the advanced based on the fundamentals". As soon as the horn sounded, we put it into action, brainstorm with team spirit, and all the staff in the financial line made a fuss about how to innovate in management and how to control the cost! In short, in the future work, it is still the sentence at the responsible leadership meeting at the beginning of the year: I will constantly sum up and reflect, constantly urge myself to enrich my energy, improve my quality and professional level, so as to adapt to the development of the times and enterprises, make progress with you and grow with the company.
It has been more than half a year since the lesson plan was summarized in the second half of the year. At the end of last month, our company held a sales meeting for half a year. The leaders of the company also made a half-year work summary at the meeting, which gave us a deeper understanding of the company's work in the past six months and summarized some experiences for us to share. Therefore, after this meeting, the leader asked us to make a summary of our work for half a year, hoping that through the summary, we can better understand ourselves and learn from outstanding colleagues, so as to better carry out the work in the second half of the year.
Now I will summarize my work experience and feelings in the past six months as follows:
First, do things in a down-to-earth manner and earnestly perform their duties.
First of all, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time, follow up customers in time and analyze customer data. Secondly, I often communicate with other salespeople frequently to analyze the market situation, existing problems and solutions in order to improve together.
We should always develop new customers, and constantly classify customers among competitors, regard the customers who are most likely to use our products as important customers, focus on the customers who have recently had projects, and allocate the number of visits according to their needs. Strive to promote the list, so as to achieve the purpose of sales.
While analyzing customers, we must establish our own customer base. Finding the right customer base according to the characteristics of our products is the key to success. In the past six months, some of the customers I have dealt with are not very familiar with this industry, or just started in this industry, with weak technology and small list, but the success rate is relatively high and the price can be higher. Customers like this can be included in the main customer base. They are usually transferred from other related industries or newly established departments to monitor the project. Because they have customer resources in this area and have development prospects, if they can maintain these customers well, they will leave a considerable amount in the future.
Second, be proactive and strive to complete the task on time and in quantity.
Take the initiative to visit customers every day to ensure the quality of visits. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. No visits, no sales. And because people have feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.
Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us and an opportunity to sell our products to them. Even if we don't close the deal right away, they will always remember your efforts and will take the initiative to find us if it is useful in the future.
Third, do a good job in after-sales service.
No matter how good the product is, there will be defective products and various problems, so after-sales is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn more about the situation from the customer as soon as possible and try our best to find out the problem. If we can't find the reason, don't worry. First stabilize the customer's mood and comfort him, then promise to help him solve the problem and reassure him, then reply to the company's technicians and try to solve it.
There are many problems among my customers, but after coordination and help, most customers are satisfied with our service. Many of them immediately indicated that they would continue to cooperate. Please contact us immediately if you have any items to purchase.
It has been more than half a year since the lesson plan was summarized in the second half of the year. At the end of last month, our company held a sales meeting for half a year. The leaders of the company also made a half-year work summary at the meeting, which gave us a deeper understanding of the company's work in the past six months and summarized some experiences for us to share. Therefore, after this meeting, the leader asked us to make a summary of our work for half a year, hoping that through the summary, we can better understand ourselves and learn from outstanding colleagues, so as to better carry out the work in the second half of the year.
Now I will summarize my work experience and feelings in the past six months as follows:
First, do things in a down-to-earth manner and earnestly perform their duties.
First of all, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time, follow up customers in time and analyze customer data. Secondly, I often communicate with other salespeople frequently to analyze the market situation, existing problems and solutions in order to improve together.
We should always develop new customers, and constantly classify customers among competitors, regard the customers who are most likely to use our products as important customers, focus on the customers who have recently had projects, and allocate the number of visits according to their needs. Strive to promote the list, so as to achieve the purpose of sales.
While analyzing customers, we must establish our own customer base. Finding the right customer base according to the characteristics of our products is the key to success. In the past six months, some of the customers I have dealt with are not very familiar with this industry, or just started in this industry, with weak technology and small list, but the success rate is relatively high and the price can be higher. Customers like this can be included in the main customer base. They are usually transferred from other related industries or newly established departments to monitor the project. Because they have customer resources in this area and have development prospects, if they can maintain these customers well, they will leave a considerable amount in the future.
Second, be proactive and strive to complete the task on time and in quantity.
Take the initiative to visit customers every day to ensure the quality of visits. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. No visits, no sales. And because people have feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.
Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us and an opportunity to sell our products to them. Even if we don't close the deal right away, they will always remember your efforts and will take the initiative to find us if it is useful in the future.
Third, do a good job in after-sales service.
No matter how good the product is, there will be defective products and various problems, so after-sales is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn more about the situation from the customer as soon as possible and try our best to find out the problem. If we can't find the reason, don't worry. First stabilize the customer's mood and comfort him, then promise to help him solve the problem and reassure him, then reply to the company's technicians and try to solve it.
There are many problems among my customers, but after coordination and help, most customers are satisfied with our service. Many of them immediately indicated that they would continue to cooperate. Please contact us immediately if you have any items to purchase.
Fourth, keep learning.
People have to keep learning to make progress. First of all, we must learn our new products, and our product knowledge must be passed; Secondly, learn communication skills to improve their business ability; If you have time, you can learn the product characteristics of some peers and compare them with ours, so that you can understand the advantages of our products and avoid weaknesses in front of customers.
Fifth, learn more about industry information.
Knowing our competitors, knowing our peers, knowing the products that are doing well in the market now, and knowing the relevant policies of the industry are all issues that an excellent salesperson must always care about. Only by knowing the outside world, can we not become a frog sitting on the sidelines, can we make a correct judgment on the information we have in our hands, and can we improvise when encountering problems.
Summary of work plan for the second half of the year Since the beginning of the year, the sales department has earnestly implemented the spirit of the instructions of the group company on earnestly grasping the market sales of refrigeration units. Under the correct guidance and management of the company leaders, the sales department has greatly enriched the sales front-line business personnel and organized training, paying attention to the construction of the agent sales network of key fishing ports and the consolidation of target customer groups. The sales network of major fishing ports in China has been established one after another, and the communication and coordination ability between salesmen and agents has been gradually enhanced. In the process of market development of refrigeration units, we constantly explore new methods and new ideas of agency sales. Judging 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.
I. Composition of sales department members
At present, there are 9 business people in the sales department, and the shortest time to arrive at the company is only 3 months. After many times of systematic training, they have been basically familiar with the technical performance and structure of refrigeration units, as well as the relevant processes of agency sales operations. For these nine business people, we divided the tasks according to 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, in the case of overall sales, the sales minister conducts on-the-spot inspection and supervision on all branches from time to time, communicates face to face with agents, and discusses the sales situation of refrigeration units in different seasons, so that the work of the sales department develops steadily.
Second, establish a systematic business management system and methods.
On the basis of summing up last year's work and the exploration in the first half of the year, a set of management methods suitable for the sales team and business development of agents have been initially established, and various methods are being put into trial operation. First of all, formulate the "Sales Staff Assessment Method" to clearly standardize the attendance methods, daily work priorities and established customer goals of business personnel; Specific requirements are also made for each specific work content. Secondly, the "Business Management Measures of the Sales Department" was issued, which further refined the basic ideas of business development after the delivery notice, such as delivery preparation, delivery process, unit installation, unit operation after installation, etc., so as to achieve "everything has requirements and everything has standards." Third, the agency sales contract has been formulated and standardized. On the basis of the original agency sales contract, we ask the group's legal adviser to re-standardize the agency sales contract. When signing a contract with an agent, there is basically no phenomenon of late signing and non-signing because of the formulation of the contract. Fourthly, a 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 thoughts and correct attitudes.
From the beginning of the establishment of the sales department, we stood in the perspective of looking for 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 in all parts of the country and fishermen's ideas, benefits and preservation needs, expand fishermen's awareness of products, and pave the way for comprehensive promotion of the market in the future. And try to use the existing price system in the market to ensure the interests of the company. We have been insisting from the beginning to the present, full of confidence in the products, regardless of the cost of efforts.
Fourth, build and consolidate the terminal marketing network of 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 strengthened the inspection of agents and received more than 30 agents from all over the country to visit the company. Finally, we selected eight powerful agents as the key inspection and training targets. Now five agents have signed agency contracts, one of which is the general agent in Australia and New Zealand. The other four are Wang Xun, the special agent of Zhejiang Zhoushan Dinghai Jieyu Co., Ltd.; Shi Zhiwei, general agent of Xiamen Dezhi Trading Co., Ltd. in Fujian Province; Shao, general agent of Guangdong Province; Zhang Defeng and Shi Limin are the general agents in Hainan Province. In our work, we set tasks, deadlines and burdens for agents. Under the supervision of sales staff and occasional phone calls from backstage staff, the responsibility of agents is enhanced, the coordination ability of business personnel is improved, and the marketing art is also well exercised. Judging from the recent market information fed back by agents, under the unified guidance of the sales department, agents all over the country have gradually established their own sales networks, which has strengthened their confidence in the sales prospects of our refrigeration units.
Five, constantly sum up and vigorously promote the good practices and experiences in product sales.
At present, due to the serious impact of rising international crude oil prices, as well as the reduction of fishery resources, high fishing costs and high risks, most fishing boat owners choose to operate offshore, and a few even stop their boats. Only a few fishing boat owners move their operating areas outward, which directly affects the sales of our products. At the same time, because a few fishing boat owners have moved their working areas outward, it has provided a promotion platform for our products. On the other hand, the amount of ice used by fishing boats docked at ports and at sea is less, which reduces the investment desire of fishing boat owners. But overall, with the further promotion of products, the market prospect of fishing boat tail gas refrigeration unit is very broad.
(a) achieved good results in the demonstration work of key fishing ports.
In March, before the fishing boat docked, in order to make fishermen have a comprehensive understanding of the refrigeration unit, under the leadership of general manager Wang of our company, we organized technical backbones and business personnel to conduct on-site exchanges in several large fishery markets in South China, such as Fujian, Guangdong, Guangxi, Hainan and Zhejiang, to demonstrate the refrigeration effect of the unit, which achieved good results and basically achieved the goal of making fishermen have a new understanding of our products. Excluding the fishermen's technical doubts about this new product, the boatmen basically agree with our refrigeration model and economic benefit analysis. Because they have never used this product personally and have not asked too many questions about this product, many captains who want to buy it invite us to measure their fishing boats. At the same time, we also established cooperation intentions with Fujian ship inspection departments and individual fishing companies, and signed two purchase contracts with Fujian agents, which strengthened the confidence of agents in acting as agents for our products.
(b) Television advertising ensures that products have a chance to occupy the market.
In the process of sending business personnel to various fishing ports to promote products to end customers, we provide TV advertising support to agents. It ensures the favorable opportunity for products to occupy the market quickly, and truly forms an organic combination of the three networks of heaven (advertising), land (company) and people (business) between agents and fishermen, which meets the advertising support requirements of agents.
(3) Actively go online to further consolidate the market position of products.
In view of the slow sales speed, we carefully analyzed the reasons leading to this situation, and held a market situation analysis meeting for business personnel in time. Finally, we decided to take the upper route, so we actively established cooperative relations with provincial science and technology bureau, ship inspection department and fishery company. Through our coordination and in-depth work, we have achieved the result of installing four units in Shandong Shidao Lidao Aquatic Products Company. On the one hand, it can thoroughly test the performance of the unit, on the other hand, it has established its position in the Shandong market, and the most important thing is to eliminate it.