(a) performance review:

1 and XX open up nearly 30 new cooperative customers every year (see statistics of relevant departments for specific data).

2.8-65438+February, the sales receipts exceeded the previous performance in the same period of March-August. (See statistics of relevant departments for specific data)

3. Problems left over from the market have been basically solved. Market players have gradually recovered and have the foundation for further expansion and promotion.

(2) Performance analysis:

1, positive factors contributing to performance:

① Adjust marketing ideas, reduce market expenses and lower the threshold of cooperation funds for new customers. Although it was once ridiculed behind people's backs, "effectiveness is the last word"! The thinking of our company is one of the important factors contributing to the performance.

② The process management of sales staff has been strengthened and the work efficiency has been improved.

(3) The positive attitude of "there must be a brave man under the four rewards" is formed by increasing the commission ratio and developing new customers to give extra rewards, which is also one of the important factors contributing to the performance.

2. Negative factors:

(1) the sales staff don't understand the company's instructions, the customer orientation is not stable enough, and they don't develop customers strictly according to the terminal idea. Some customers made some mistakes in their choices!

(2) The mentality of salespeople and the existence of the company's salary system are all in a state of "quick success and instant benefit". Salespeople just want to get the money back to the company account, and don't think much about whether the customer is suitable for the company's cooperative positioning and long-term development.

When customers choose the company's products, they think more about discounts and low prices, so many of them don't shop in terminal stores, or even have no terminal awareness at all, which directly turns the company's terminal brand into an advantageous circulation product.

Second, the review and analysis of cost input:

(a) cost review:

1. After the adjustment of marketing policy, the market expenses were controlled, the company's profitability was stable, and the profit in August-65438+February increased compared with the same period in March-August. (See statistics of relevant departments for specific data)

2. The fixed risk of personnel costs is reduced, which basically curbed the loss of human resources. From August to 65438+February, compared with the period from March to August, the labor cost decreased and the surplus value increased. (See statistics of relevant departments for specific data)

(2) Cost analysis:

1, positive factors:

① After the company put forward the contract policy of market cost, it prevented the cost trap to the maximum extent and controlled the cost overrun.

② The company adjusted and formulated a new treatment plan for sales staff, which reduced the company's fixed risks and strengthened the competitive awareness and challenges of personnel.

2. Negative factors:

(1) The marketing department is not supported by statistical data, and the cost control is relatively blind.

(2) Reimbursement of market support expenses and personnel expenses, etc. There is a vague phenomenon of "not knowing, not approving" in the marketing department, and the management cannot be strengthened.

(3) The concept of personal personnel management is outdated and conservative, and it is impossible to actively follow hierarchical management, and the whole management lacks scientific processes.

(4) The phenomenon of "one-time signing" by the boss still exists.

Third, the review and analysis of marketing team building:

(A) team building performance appraisal:

1, the phenomenon of "grazing" by sales staff was basically eliminated, and the management of marketing team was strengthened. 2. In terms of treatment, the "big pot phenomenon" is basically exhausted, the salary and treatment are more challenging, and the standards are more scientific and reasonable. 3. The team's execution has been enhanced.

4. It reduces the phenomenon of asking questions without mentioning solutions, and enhances the work initiative of salespeople. 5. The sales staff's working enthusiasm has been enhanced, and their working efficiency has been improved.

(2) Team building analysis:

1, positive factor analysis:

① Take the management form of daily telephone report and monthly work report, to some extent, you can know what the sales staff are doing? How's it going?

(2) Reduce the basic salary of sales staff, and increase the percentage of commission with the increase of repayment amount, thus enhancing the work challenge of sales staff.

(3) By "reminding" the fine and establishing personal management credit, salespeople can feel the seriousness of company management from the system requirements and psychological impression, so the execution will be enhanced.

(4) Management requires each salesperson to propose a solution to the problem, thus "forcing" the salesperson to associate the solution with the problem first when encountering the problem. At the same time, it has established the sense of responsibility of salespeople, reduced the phenomenon of making excuses to find reasons when encountering problems, and gradually established the professional ethics of "solving problems is responsibility".

⑤ In the management practice, the salespeople are constantly given psychological pressure and a sense of work crisis, so that the initiative of salespeople is constantly enhanced. The psychology of "being prepared for danger in times of peace" is conducive to the improvement of work initiative and work effectiveness.