As a manager, his main basic job functions include four aspects: planning, organizing, leading, coordinating and controlling. The following is my summary of sales management, welcome to read. Summary of sales management 1

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 made a comprehensive and detailed summary of the work in the first half of the year, with the aim of 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 volume in X market was RMB 11,111, which was x% of the annual plan of RMB 11,111, an increase of x% over the same period of last year, and the payment rate was X%; Low-grade wine accounted for x% of the total sales, which was x percentage points lower than the same period of last year; Mid-range wine accounted for x% of total sales, an increase of x percentage points over the same period last year; High-grade wine accounted for x% of the total sales, an increase of x 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" marketing strategy, a unified price tag was placed at each terminal, so that the sales price of the products met 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 X shopping plaza in Chengxian County, and the products on it are all products of 52 series. The two hotels are X Hotel and X Hotel respectively, in which the products on X Hotel are four-star, five-star and eighteen-year, and the products on X 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 and promotion

In order to improve consumers' awareness of "X wine", establish 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 kinds of advertising billboards in lots with high traffic and high ratings and retail outlets with good business, including 29 tobacco and alcohol retail outlets 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. The sales situation in 2114 is summarized and analyzed 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 marketing 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 X million yuan, and strive for 3.5 million yuan.

1. Study hard to improve business quality

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

2. Further expand sales channels

The sales channels in the X market are relatively single, 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 marketing 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.

Finally, I hope the company leaders will give me more criticism, guidance and support in my future work. Summary of sales management 2

The first half of xx has ended. In order to better carry out all the work, the work in the first half of xx is summarized as follows:

1. Operation:

By June of XX, the third floor shopping mall had completed x% of its annual sales plan, x% of its profits, and x% of its annual plan. Among them, the sales of men's wear reached. x% in the same period of last year, and the decline was relatively large in cashmere and wool areas, which decreased by x% in the same period. The main reason was that cashmere was bought less by the general environment, mainly relying on retail, and the sales of high-end goods were affected; Men's wear Nakajima decreased by x% in the same period, mainly due to the poor sales of high-end goods of the side hall brand, which supplemented the special products, which made the Nakajima brand lose its price advantage and affected sales. The profit reached x% in the same period last year, mainly because the guaranteed profit in this year's contract was distributed monthly in advance, and the decline in sales did not affect the profit obviously.

the sales of shoes and hats department reached x% in the same period of last year, with the category of Nakajima dropping by x% in the same period. The main reasons are as follows: first, the commercial company's X-yuan group card collection was concentrated in October last year (not this year), and the higher proportion of Nakajima group card collection had a great impact; In addition, the three brands, Red Dragonfly, Hani and Bidenggao, decreased by x% compared with the same period of last year. The main reason is that this year's goods are less than the same period of last year, and there are few new models. Because of financial reasons, the suppliers of Red Dragonfly basically do not supply new models, and their sales have dropped greatly. The third reason for casual shoes is that the unit price of casual shoes is higher this year, with an increase of x% in the same period, and some old customers should wear outdoor with lower prices. The profit reached x% in the same period last year, mainly because the promotion fee this year was higher than that in the same period last year.

two months after taking over the work on the third floor, I mainly did the following work:

1. Strengthen effective communication with brand manufacturers and improve sales performance with the help of factory resources.

We cooperate with manufacturers or big agents for many brands. Their goods are rich in resources, and the weekly activities of manufacturers are greatly discounted, with obvious results. During the Dragon Boat Festival, we contacted Montague manufacturers to launch a large-scale sale, with sales of nearly 11,111 yuan. Qiaodun held a VIP reception during Father's Day, and paid a maximum of RMB 1.1111 yuan to buy goods, reaching sales of RMB 1.1111, an increase of x% over the same period last year. During the employee in-house purchase meeting, Lilang launched large-scale activities such as 31% discount on the whole audience and 11% discount on feedback, and the sales on the floor reached 11,111, an increase of x% over the same period last year.

2. intensify activities and do a good job in festival economy.

On the Dragon Boat Festival, Mother's Day, Father's Day and other important festivals, office managers directly connect with brand suppliers to ensure the strength and effect of the activities. In particular, on the basis of the company's existing activities, Mother's Day and Father's Day departments launched targeted lottery activities corresponding to the business items on the third floor, and made a TV special on Father's Day, which achieved good sales performance. The sales of Mother's Day and Father's Day increased by x% and x% respectively.

3. Take advantage of field promotion opportunities to enhance brand performance and enhance supplier confidence.

in view of the current situation that the market is not good this year and the tasks of individual brands are not satisfactory, the department actively contacted the manufacturers and used the weekend to promote sales in the field, which improved sales. Such as Jin Thibert, Jiu Muwang Pants and other activities have good promotion effects, narrowing the gap between actual sales and the task of guaranteeing the bottom.

2. Management

1. Strengthen service measures, and the service level of the department has been significantly improved.

service is a task that we always make unremitting efforts. Only good service can lead to good sales. In the case of disparity between hardware facilities and competitors, we should work hard on software. This year, the company also stepped up the on-site inspection of our service status, and the department also formulated the service rectification measures on the third floor of the shopping center according to the actual situation.

The department has strengthened the supervision and inspection on the service, and conducted monthly appraisal on a team basis. The good team will be rewarded and praised, and the poor team will be given labor corporal punishment. Make unannounced visits every day and report the next morning. In the department, the system of mutual inspection of pairs of cabinets is introduced, and the adjacent pairs of cabinets check and remind each other about gfd, badge, hygiene and labor discipline before going to work every day, so as to put an end to violations in the bud.

through the mutual inspection of sub-cabinets, the self-discipline of employees has been greatly improved, and the service awareness of employees has also been greatly improved, effectively improving the overall service level of the department.

2. Strengthen the management of commodity prices and quality, and put an end to unqualified commodities coming on the counter.

in may, under the premise of doing a good job in sales, the department strictly controlled the quality of goods. In the department, the inspection of commodity quality and price label was carried out. First, the cabinet group inspected the certificate, internal and external label and price label of the cabinet group brand according to its own actual situation, and rectified the problems found by itself first. The department then conducted a re-examination, and issued a rectification time for the cabinets with expired certificates and incomplete certificates and incomplete price labels, to ensure that the commodity certificates were effective and in place, and to prevent unqualified products from coming to the counter.

3. Always pay attention to safety work, and always remember that safety is the foundation of business.

The department regularly uses the morning meeting to conduct fire training for employees, conduct on-site safety inspection every day, organize fire drills every month, find problems and make timely rectification. Attach great importance to the problems detected by maintenance department and safety management department, actively cooperate with rectification, and put safety first.

Third, the existing problems

1. Not paying enough attention to the newly introduced brands is not conducive to brand cultivation.

2. The lack of brand reserve, the withdrawal of brands or the lack of effective alternate brands when brands need to be eliminated affect the adjustment progress.

3. Employees' awareness of active service needs to be further strengthened.

IV. To sum up, in the second half of X year, the department will focus on the following aspects

(1) Do a good job in brand adjustment and position adjustment of cashmere, wool area, luggage area and pants area.

(2) Pay attention to the daily brand reserve and keep in touch with the target brand, so as to lay the foundation for the future brand structure adjustment.

(3) Develop a new brand promotion plan within the department, and first continue to increase brand publicity) At the same time, require manufacturers to come up with a promotion plan to improve the visibility of new brands and sales performance as soon as possible.

(4) adopt various promotion methods to promote sales by time.

1. Targeted contact with large-scale sale activities, such as Belle's five brands, BOSS casual shoes, Lilang, rabbit cashmere and so on.

2. contact the brand manufacturers' week activities and do a good job in off-season promotion.

3. Organize and do a good job in the celebration of the store, communicate with suppliers for maximum activity, actively contact the source of goods, and prepare special sales of some categories (focusing on men's wear and cashmere).

4. in February, organize the activities of cashmere festival and boots festival to boost passenger flow and promote sales.

(5) strengthen communication with suppliers and stabilize brand development.

the department will strengthen communication with suppliers of various brands from time to time, especially those with poor sales performance, so as to keep up with communication in time and give more reasonable suggestions to manufacturers to ensure the stability of suppliers.

(6) do a good job in hierarchical management and cultivate employees' awareness of active service.

strengthen communication with cabinet leaders, first of all, arouse the enthusiasm of the team leaders, and let some cabinet team leaders with good service and high sales enthusiasm communicate and share the fun of service with employees in the form of morning meetings, so as to arouse the enthusiasm of all employees and gradually cultivate their awareness of active service. Summary of sales management 3

1. Summary of the work in the first half of the year:

1. The sales situation in the whole market is not ideal, which has a great relationship with its own business ability. In the second half of the year, I will strengthen my study of all aspects of knowledge, sort out my work routines, sum up my previous experiences and analyze them in the hope of getting a set of working methods that suit my own brand.

2. Many details in the work are not grasped well, resulting in a lot of work being done in vain. Strive to implement every detail in the future, not aim too high, not anxious, and do every little thing step by step.

3. I didn't treat my work as my own career in the process of work, which led to some stagnation in my thoughts and laziness in my actions. In the second half of the year, adjust your mentality, straighten out your thinking, and adjust according to the company's guiding thinking. We will face the work with a proactive attitude and meet the next challenge.

4. With the passage of working hours, I learned a lot and realized a lot. However, it is still far from enough, the ability in all aspects is still lacking, the grasp of the market is not enough, and the establishment of human relations is not in place. Learn more about the industry, understand the market trends, the relevant information of competing products, and how to deal with the relationship between people.

Work plan and arrangement for the second half of the year:

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