Summary of Sales Staff's Probation and Plan for 2020 (I)
I am a fresh graduate. I joined the sales department of xx Company this year 10, and I have been in xx Company for more than three months unconsciously. During the probation period of more than three months, with the help of leaders and colleagues, I learned a lot of sales knowledge and got a certain understanding of the company's sales process. I also have a certain understanding of my sales position. The following are some of my work experiences in the past few months. I hope the leader will correct my shortcomings and let me study better.
First, understand the workflow of different varieties of sales.
When I first faced this job, I felt very confused and didn't know where to start, but under the guidance of the leaders, I had a deep understanding of the sales process in recent months, including product sales, return and out-of-stock handling, and reconciliation.
Leaders and colleagues often teach me some experiences and take me to visit some customers and leaders. After returning to the company, I will analyze and explain them carefully, which is of great help to my work.
Second, the study of professional knowledge.
As a salesperson, it is essential to learn professional knowledge. If I don't know the performance, characteristics and uses of the products I sell, I can't introduce my products to customers well, or even let customers know more about the products, and miss the opportunity to consult customers, so in order to do a good job in sales, I will learn some information about the company's products in my spare time.
After several months of training, I have summarized the current sales work as follows: First, we should be diligent and practical, learn more about the sales of our products where we already have products, and at the same time, we can learn some project information by the way to see if we need other products of our company. For the shops around us that have not cooperated with our company, we should bring enough information to introduce our products and let them know about our company in order to achieve the purpose of future cooperation.
It is not enough to be diligent in sales, but also to have good communication skills. As a salesperson, in addition to signing a contract to sell things, we also need to check the return, which requires good communication skills. At present, my main direction of efforts is to improve my working methods, study the company's product knowledge deeply, make full use of the resources of manufacturers, and gradually change the passive sales model into active sales to improve the sales level.
Just graduated from the workplace, now you can have your own ideas, and even talk about orders independently in your post. These are all grown up with the help of leaders and colleagues in recent months. They taught me a lot of knowledge that I couldn't learn in class, and even I had some experience and understanding of the work of selling this position. I will devote myself to my future work and study with more full spirit and abundant energy, and strive to become an indispensable sales talent in the department.
Summary of Sales Staff's Probation and Plan for 2020 (II)
In a blink of an eye, my study and probation in xx are coming to an end. In order to better carry out the next work, I will make a comprehensive and detailed summary of the work during the probation period, with the purpose of learning lessons, improving myself, and making myself do the next work better and completing the sales tasks and work assigned by the company.
I. Work completed during the probation period
1, sales situation
Over the past few months, under the cordial care and correct leadership of leaders at all levels of the company and the joint efforts of dealers, the market sales in xx have reached xx million yuan, with a repayment rate of XX; Low-grade liquor accounts for xx of the total sales, in which xx is the first song xxx and xx Daqu is the paperback XX; Mid-range liquor accounts for five-star xx and four-star xx. Among them, the sales in May was xx million yuan, accounting for xx of the total sales, the monthly sales in X was xx million yuan, accounting for xx of the total sales, and the monthly sales in X was xx million yuan, accounting for xx of the total sales.
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, urge them to implement a unified wholesale price, and prevent low-price dumping and smuggling of goods to some extent.
Through long-term communication and guidance to all sales terminals, combined with the company's marketing strategy, the unified price tag of xx wine was posted at all terminals, 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 in supermarkets, hotels and retail stores, and mobilize and assist stores to keep products clean and tidy. Storefronts and counters are clean and tidy, and the display of our products has been promoted accordingly, so that it can use the terminal shelf resources to achieve the purpose of brand promotion.
3. Market development
In the first half of the year, there were ***xx developers and hotel catering. Some newly developed outlets are large supermarkets in downtown areas of xx units, which have a relatively complete display of our products, and wines from low-end to high-end are placed on the counter to varying degrees; Other new outlets are small and medium-sized retail terminals in downtown area of xx unit, and the products are mainly concentrated in the middle and low-grade product areas.
4. Brand promotion and promotion
In order to improve consumers' awareness of "xx wine", establish brand image and further establish consumers' brand loyalty, according to the unified publicity logo stipulated by the company, more than xx posters of xx songs were posted in lots with high traffic and high ratings and retail outlets with good business, and contact and assist X company to make various advertising billboards, which has been completed at present; We actively and effectively implemented the company's tourism visit policy and counted the number of people, and actively cooperated with the company to guide customers in Suining to visit the company. This series of work has played a good role in promoting the company's history and culture, effectively enhancing the brand image and brand awareness, and enabling people in their hometown to further understand and know our company.
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 the dealer's sales statistics were established, and the weekly and monthly sales reports were submitted in time. Various sales data files are saved in both paper and electronic forms, which makes the monthly 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.
6, the market competition brand survey statistics
According to the existing market survey statistics, xx series wine is the main competitive brand of our company's low-end products, especially in the low-end paperback wine, xx and xx are strong competitors in our company's low-end market, with high market share and fast market circulation, which greatly affects the market share and market circulation of our company's xx Touqu and xx Daqu, and also sets a huge obstacle for the promotion of our company's low-end paperback products.
Recently, xx Company implemented a preferential market policy: if you drink xx, xx and other series of wines continuously or once, you can get a maximum of xx brand soymilk machine and an air conditioner with a value of xxx yuan, and you can get a maximum of X million yuan.
On the basis of 3 boxes in a single row, Xx displays 4 or more products and sends them to xx.
Second, the work plan
Although I have done a lot of work during the probation period, due to my short time in sales and lack of knowledge, experience and skills in marketing, some aspects of my work are not in place. In view of this, I am going to start from the following aspects in the next work, improve my business ability as soon as possible, and do all the work well.
1, study hard and improve your professional quality.
One is to spend time learning marketing knowledge (especially xx marketing) through various channels, and learn some successful marketing cases and cutting-edge marketing methods, so that your 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 marketing channel of xx unit city is relatively simple. For various reasons, most products are sold through circulation channels. Next, we should further expand to supermarkets, restaurants, hotels and group buying channels on the premise of doing a good job in circulation 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 market, so as to cope with various market conditions and adjust the marketing strategy in time.
4. Work closely with customers and do a good job in sales.
Assist dealers to stabilize the existing network and consumer groups, at the same time do a good job in customer relations, fully expand the sales network, and tap potential consumer groups.
Finally, I hope the company leaders will give me more instructions and guidance in my future work!
Summary of Sales Staff's Probation and Plan for 2020 (III)
In a blink of an eye, I have been in xx store for three months. During this period, I changed from a novice xx who didn't even know the meaning of xx and xx to a salesman who knew the performance of xx. Everything starts from scratch. While learning professional knowledge, open up the market. When I encounter difficulties and problems in sales and specialty, I will consult my experienced colleagues in time to find a solution. Here, thank you very much for your help! I am also very grateful to the leaders for giving me a platform to show myself.
During these three months, I not only learned the basic knowledge of xx, but also got a deeper understanding of my own brand, which made me deeply fall in love with my work and the xx I sold. In my opinion, only by loving my post can I do my job well.
In just three months, I have learned that it is not enough to rely on my love to do xx sales, but also to learn how to negotiate and how to analyze the customer's situation. These are things that I have never experienced as a new salesman, and our old salesmen often take me as a newcomer and learn negotiation experience in the negotiation process. I am very grateful to my colleagues for this. So, so far, I have difficult clients to talk about. I will learn the negotiation skills of the old salesman to negotiate.
Nowadays, the competition in xx sales market is becoming more and more fierce. What is in front of all the salespeople? Stability and tempering coexist, hope and opportunity coexist, success and failure coexist, so a positive attitude is very important.
I should start every day from the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others. These have always been my working attitude. I believe that only in this way can we finish the work better.
The shortcomings: the understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient, and there is a lack of experience in communicating with customers.
In the sales work, some people are eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, study actively, ask the old salesman for business knowledge and improve my sales skills as soon as possible.
The work plan for the second half of the year is as follows:
In the process of the company's development, I think that to become a qualified salesperson, we must first adjust our thinking, unify our thoughts and goals with the company, and clarify the company's development direction, so as to fully integrate into the company's development and carry out our work in an orderly manner. The following is my work plan for 2020:
1, continue to learn the basic knowledge, and accurately grasp the market dynamics of various similar competitive brands, and grasp the development direction of xx industry in real time.
2. Establish a good cooperative relationship with customers and establish a customer negotiation card every day. At the same time, you must follow up your intended customers in real time and visit your old customers regularly. At the same time, we can develop new customers on the basis of old customers. Let more people know and understand xx and experience it for themselves. Understand customer information, hobbies, family situation, etc. , tap the needs of customers, do a good job in customer relations, and keep abreast of information. Here I want to say: I will treat B-class customers as A-class, so that I can have one more A-class than others, and one more A-class will give me one more chance. Visit customers at least three times a week.
3. Strive to complete the set tasks, put pressure on yourself on the tasks specified by the company, and set tasks for yourself. Not only should we strive to complete the tasks of the company, but colleagues should also complete the tasks set by themselves. I believe that only when there is pressure can there be motivation.
4. Do your daily work conscientiously, and never be lazy or opportunistic.
Learn more successful sales experience in your spare time, and finally use it for yourself.
Finally, I thank the company for giving me a platform to show my ability. I will strictly abide by my professional ethics and move forward in the direction of excellent employees. Persevere in the face of difficulties, take the essence and discard the dross, unite and cooperate with other colleagues in the company, and let team spirit overcome everything.
Summary of Sales Staff's Probation and Plan for 2020 (IV)
It has been three months since I joined xx Company. In retrospect, time passed quickly. From xx company to xx company, I feel that the working modes of the two companies are very different. There are great differences in product expertise, management and working atmosphere. A month ago, I felt that I was not in the state, I couldn't find my direction, and I didn't know what to do every day. At several meetings led by xx, I made suggestions through mutual discussions and speeches. Find a solution to the specific details. Through the company's training and operation of professional knowledge, I found a sense of direction and gradually integrated into this working environment and mode. In the later working hours, every day is very fulfilling, from proofing to receiving customers. Although the attached work failed, it hit me hard, but I believe the hard work will always pay off. There is hope if you work hard. Without hard work, there is no hope. Success belongs to those who are prepared.
With the support and help of xx leaders and colleagues, I have continuously enhanced my work ability, and I have earnestly completed all the tasks I have undertaken with an attitude of Excellence in my work, and my work ability has made great progress, laying a good foundation for my future work and life. Now, some of my sales experience and work are as follows:
Sales experience:
1, don't contradict the customer easily. Listen to the customer's needs first. Even if you don't agree with your point of view, retort politely, give customers a positive attitude and learn to praise.
2. Ask the customer. Don't be shy about asking questions. Don't pretend to know what you don't know. Listen to customers' requirements and their craftsmanship with an open mind.
3. Seek truth from facts. Only by targeting different customers can we be realistic.
4. Know yourself, foster strengths and avoid weaknesses.
As a qualified salesperson, you must first be familiar with the products you sell, know the advantages and disadvantages of your products, which industries are suitable for, and which customer groups are, so as to better show your professionalism and products to customers and win their attention and trust. Of course, don't ignore your competitors. It is necessary to have a targeted understanding of the advantages and disadvantages of rival products; In order to suit the remedy to the case, we can use our advantages to overcome the disadvantages of our customers. For example, our equipment is slightly better than its peers in accuracy and speed. This is our advantage. When introducing products to customers, we should introduce the advantages of our products as much as possible. Shortcomings should be mentioned as little as possible, but the shortcomings and deficiencies of the equipment itself, that is, the shortcomings and deficiencies of the equipment in all peers, can be properly explained to customers. After all, nothing is perfect. Always say how good your product is, others won't believe it all. Don't maliciously attack and criticize the shortcomings and deficiencies of peers, but guide customers to analyze and judge and recommend customers to visit on the spot.
5. Diligence and self-confidence; When talking to customers, speak loudly, pay attention to tone and speed.
6. Ask questions from the customer's point of view, including gradual and greetings. Think about what customers think and worry about what customers are in a hurry.
7. To gain the trust of customers, we should start with friends and communicate emotionally. Care about customers and learn to invest emotionally.
8. Be flexible, be agile, and do things for interest.
9. Trust each other. When selling products, you must first sell yourself, identify with the products, and put your personality before the products.
10, pay attention to gfd, be polite and use civilized language.
1 1, have a balanced mind and don't rush for success. As the saying goes, the heart is like a wave and the surface is like a lake.
12, let customers "ache" first and then "itch".
13, don't slander your peers in front of customers and expose your shortcomings.
14, learning "Advance and retreat strategy".
Work summary:
First, study hard and strive to improve.
Because of the mismatch between major and work, I encountered some difficulties at the beginning of my work, but that's not the reason. I want to learn a lot about the industry and sales staff, so as not to be eliminated in the constant development and change of the times, and the work we do is also changing with the constant change of the times. In order to meet the needs of work, the method is to strengthen my study.
Second, keep your feet on the ground and work hard.
I know that online sales is a very complicated and arduous job. As an e-commerce clerk, it is the unshirkable responsibility of e-commerce to be thoughtful and independent, whether in work arrangement or in dealing with problems. To be a qualified network marketer, we must first be familiar with business knowledge and enter the role. Have certain ability to work under pressure, work hard, step by step, and pay attention to details. Secondly, we should take our work and everything given by our leaders seriously. Take it seriously, handle it in time, without delay, delay or perfunctory.
Third, there are problems.
Through a period of work, I also clearly see that I still have many shortcomings, mainly in the following aspects: First, I didn't follow up and pay a return visit to the intended customers in time, so in the future work, I should classify the customers' intentions, mark them well, and pay a return visit regularly to prevent forgetting the customer information. Second, due to limited ability, some things are still not handled properly. It is necessary to strengthen the study of salesman norms.
In short, in my work, I have gained a lot through hard work and continuous exploration. I firmly believe that I can do it well as long as I work hard.
Summary of Sales Staff's Probation and Plan for 2020 (V)
20 19 is a tense year, but also a busy year, and some gains have been made. Looking back on this year's experience, I have experienced a planning model that the company has never had before, and I have also completed the sales task that I began to feel unrealistic. Let me have a new understanding of marketing planning, but also see the bold way of advertising promotion.
Looking back on this year's work, with the support and help of the company's leaders and colleagues, I improved my work requirements and completed the work seriously according to the company's requirements. In a blink of an eye, the year will be over. Now I'll sum up my work for one year as follows: the most important thing is the change of work focus, followed by the maturity of mind.
This year's sales task was issued from the sales target of xx yuan at the beginning of the year, which really felt a heavy burden. In order to achieve this goal, I go all out to cooperate with every sales node of the company. I put my sales performance aside and focused on the sales performance of the whole sales team. We regard every day as the opening day. Fortunately, the company's planning department has made great efforts to promote our sales this year, ensuring the daily popularity of our sales center.
At this time, I put my work on the general manager and made a good sales atmosphere on the spot, but I really didn't make any money this year. Sometimes I really feel unbalanced and can't get the money (there is no total commission for sales). Sometimes I really want to give up this job. To tell the truth, sales is to eat youth meals and get high salaries. Other colleagues also think that we sold so well this year that I should have made a lot of money, but I didn't, and fortunately X.
The main work in 2020 is as follows:
First, the daily management of the business department
The sales department is the image window of the company's external display, representing the face of a company, the most profitable department of the company and the vanguard. The work of the sales department is also the most direct and based on performance. It is also the most difficult thing to deal with all kinds of people every day, especially some customers are unreasonable and stalking. In the face of these tasks, in order to accomplish the task objectives, strengthen work consciousness, improve work efficiency, refine work content, calmly deal with customer problems, strive to achieve customer satisfaction, create a good customer reputation, and strive to make all work accurate and avoid omissions and mistakes, what we have basically done so far is still relatively perfect.
1, do a good job in market research.
Grasp the information of xx market, carefully analyze competitors' products, make a record of weekly research, and share it with the team in time, so as to provide a basis for the company's product pricing and know yourself.
2. Create a hot sales atmosphere and promote sales.
Cooperate with the activities of the planning department to make adjustments, do a good job in the general control of the sales site, keep an eye on each group of customers at the sales site to make adjustments, deal with emergencies, and check the housing, prices, discounts, etc. To ensure accuracy and avoid omissions and errors.
3. Deal with customer problems.
There are many kinds of customers, such as those who want to check out, those who want to enjoy preferential treatment, those who are dissatisfied with the terms of the contract and so on. On the premise of ensuring that the company's interests are not infringed, it is necessary to negotiate with customers, not only to complete the signing, but also to satisfy customers, improve the company's reputation and improve the recommendation rate of old customers.
4, do a good job of coordination with other departments.
Strengthen communication with all departments of the company, and apply to the administrative department for the use plan of office equipment and vehicles. Keep in touch with customer service department on contract filing and loan policy information; Please ask engineering engineers to answer professional knowledge for sales staff, improve work efficiency and master more comprehensive knowledge.
5. Do a good job in the training and study of consultants. Timely capture policy information, professional knowledge, extracurricular knowledge and other information to share with sales staff. Organizing thematic sharing will enable the sales team to learn and make progress together. Training and learning arrangement and evaluation for new employees.
Second, strengthen self-study and improve self-accomplishment.
In 2020, the company increased its promotion efforts and updated its promotion methods. I am dazzled by all kinds of novel promotion methods. This year, I constantly strengthened my study, learning professional and non-professional knowledge. This year, I read X bestsellers (X books of currency war, X books of 30 years' agitation, from excellent to excellent) to recharge myself.
Learn from the leaders and colleagues around me, especially under the guidance and careful teaching of xx boss and xx manager, I feel that I have made some progress this year. After continuous learning and accumulation, my daily management ability, problem customer handling ability, sales case field sales atmosphere building ability, etc. In this year, it has been improved again, ensuring the normal operation of all the work in this department, and I can treat all the tasks with a correct attitude, love my work and strive to implement it in practical work.
Actively improve their professional quality, strive for initiative in work, have a strong sense of professionalism and responsibility, and strive to improve work efficiency and quality.
Third, the problems existing in the work
In this year, some achievements have been made, but there are also some problems and shortcomings, mainly in:
1, too impatient
Personal psychological endurance is not very good. I have a strong feeling about some things, lack scale in speaking, and have an imperfect grasp of the discretion of doing things. This kind of personality will cause misunderstanding among colleagues in this department and other departments and needs to be changed urgently.
2. Careless
There are too few problems to be carefully considered, and the problems to be considered have not been considered. Some work is not meticulous enough, and some work is not well coordinated.
3. The management style is somewhat "rough"
Not exquisite enough, and the rigor and continuity of the management system are not supervised.
Fourth, the direction of future efforts.
The new year has begun. This is a new era, and the tasks and goals have been issued. This is another challenge and a new beginning. I am determined to seriously improve my business and work level and contribute to the company's leap-forward development. I should try to do:
1. Strengthen study and broaden knowledge.
Study hard on real estate professional knowledge and related legal knowledge. Strengthen the understanding of the context and trend of real estate development, strengthen the understanding and learning of the surrounding environment and the development of the same industry, and have a good idea of the overall planning and current situation of the company.
2. Based on the principle of seeking truth from facts.
Do a good job in releasing the situation of superiors and reporting the situation of subordinates; Really be the assistant of the leader; Be a "bomb disposal team" to solve consulting problems in the industry.
3. Pay attention to the work style construction of this department.
Strengthen management, unite as one, work hard and form a good working atmosphere in the department.
4, improve work enthusiasm
Continuously improve the work enthusiasm and team cohesion of sales team members, do a good job of departmental task decomposition, and go all out to complete the annual task index.
5. Abide by the company's internal rules and regulations
Safeguard the interests of the company, actively create higher value for the company, and strive to achieve greater work results.
"The establishment of the great cause of life lies not in knowledge, but in ability." I am also sure that I want to make progress with you.
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Summary of probation period of sales personnel and articles related to the 2020 plan;
1. summary of the work of sales staff's probation period becoming a full member.
2. Summary of the Work of Turning the Sales Probation Period into a Regular Member Model essay 20 19
3.20 19 summary of the work of sales staff's probation period becoming a full member
4.20 19 summary of the work of sales staff's probation period becoming a full member
5.20 19 summary of sales staff's employment confirmation