In the busy work, I ushered in a new year unconsciously. Looking back on the work course of this year, although I have made some achievements in my work as a salesperson and basically achieved the company's set goals, there are still many problems. I have compiled the "Food Sales Supervisor's Work Summary" for reference only, hoping to help you! Chapter 1: summary of the work of food sales supervisor
I am xxX, the account manager of xx, who is in charge of xx food for customers. After 21xx years, the market is changing rapidly. Due to the financial crisis, xx, the key township of our company's sales, and xx and xx towns are seriously challenged. The large industrial zone xxx moved to xx, xx moved to xx, and xx electronic XX factory staff moved away by two thirds. Due to the loss of foreign population, At one time, the business of xx Temple Road 3, one of the company's image streets, was depressed, and the distribution of xxx and xxxx City seriously failed to keep up with our company's footsteps, which caused great pressure on my xx sales. However, with the help and guidance of Manager Zhu, we actively innovated marketing, created consumption hotspots, and strived to optimize the environment and services. Not only were we not overwhelmed by difficulties and pressures, but we also achieved good results.
to sum up the achievements made in the past year, there are mainly four aspects, all of which focus on "adjustment, promotion and development" and service marketing.
1. Last year, there were 2 dealers in xx, with annual sales of xxxx million. After the company adjusted, 1 dealers were shut down, and I was assigned to be responsible for the whole xx. Under the guidance of the correct policy of the company leaders, xxxx million had been completed by October, with a year-on-year increase of 1.76%. In February, it is estimated that the minimum sales will be 219,111-4,111 million yuan. This achievement can be achieved under very difficult circumstances.
2. Distribution structure and control: I divide xx into four areas, xx, xx is responsible for a distribution, xxxx3 town, xx south is responsible for a distribution, xx old city, xx, xx, xxx, xx is responsible for a distribution, and xxx and xx are directly responsible by dealers. In the past, the second batch of the whole xx was delivered by the distributor, who was only responsible for the distribution of the terminal. The enthusiasm for distribution was not high, and very few vehicles were delivered from the company. After market visits and understanding the mentality of distributors, adjustments were made to convince dealers that the second batch of distribution areas were directly controlled by the distribution in their own areas. There should be no goods smuggling in the internal market of xx, and each distributor must pay a deposit of 1,111 yuan to prevent goods smuggling, so that they can do their own market down to earth.
The distribution funds and ideas of the former Food City can't keep up with the company's requirements and pace. The distribution of xxx only pays attention to the special service and wholesale, and the terminal delivery is not timely. The terminal in xxx Town is in a mess, which makes it impossible for the terminal to support the salesman. Only the other products are blank, and the terminal is not good for our company's image. After major adjustment, these two distributors were eliminated at the end of May and the beginning of June this year, and two new distributors were opened. According to the actual market situation, Make a sales task for each distributor, and then break it down to every quarter, and then break it down to every month, so that the distributor can sell with goals instead of blindly. I train the distributor as a dealer, make the distributor feel like a dealer, help the distributor to treat the Daliyuan brand as their own business, and make their enthusiasm high to deliver the whole vehicle from the company.
after regional adjustment and task assignment, I assigned three industry representatives to Dream City Distribution in the old city, with a task of xxx million. Up to now, xxx million has increased by 511,111 year-on-year, xx distribution with two industry representatives has increased by 311,111 year-on-year, food city distribution has been allocated by two industry representatives, and xxx million has increased by 511,111 year-on-year. From the data point of view, distribution has done very well. Its main growth is 611 and its positive, and other sub-products have also increased a lot. On the order meeting, 611 and its positive set a sales performance of X million pieces of xxx million yuan, which is also the correct guiding principle of the company.
However, there are still some shortcomings, such as:
1, the distribution of a lot of funds can't keep up, and in many cases, the total distribution has to bear it.
2, the after-sales service of each promotion activity is not in place, such as: the products are incomplete, the distribution can't be in place in time, which affects the enthusiasm of distribution and terminals.
3, the small terminals in the region are not fully radiated, and only the big retailers and the sales volume are good.
4. Due to price reasons and competition with competing products, some second-batch vendors and terminal stores do not actively promote our products in the sales process.
5. Some terminals are overstocked or poorly sold, resulting in the old date of the month, which we failed to deal with in time, resulting in the phenomenon of expiration at the terminal.
6, the development of new outlets in the region is not in place, such as food stalls, Shaxian snacks and catering, and their sales in some periods are still not small. Combined with the shortcomings of the above 21xx years, we must correct them all in next year's work and let our performance reach another peak.
Channel is an important channel that every company wants to do well, and those who get the channel win the world. The channel is composed of distribution, second batch and terminal stores. Therefore, if we want to do a good job in the channel, we must do a good job in their relationship at each level, so that they can have a good development trend. As an important sales link of our company, distribution plays a connecting role.
1. Next year, we will set a sales task of 1 years for the distribution, which will be divided into a little more details than this year and broken down into each item.
2. The terminal is also the most important link, because the final product is still digested in the terminal, so it is required to distribute and distribute, especially in the peak season, the orders of the industry or the goods called by the terminal store must be on call, at least within 24 hours, to ensure that the terminal supply is sufficient and continuous, otherwise it will not only lose the best sales time, but also lead to the terminal calling for competing products next time.
3. That is, the distribution with insufficient funds this year must ensure sufficient funds and storage capacity in the next year. Now, the whole vehicle is delivered. If the funds and storage are not available, it will easily hinder the company's sales. The distributor with better funds and storage this year will control him more next year, make good use of these resources to make a market for us, and prevent them from having the opportunity to work for competing companies, and the distributor will pursue the maximum profit space. For example, the sales tasks I set for distribution this year, such as quarterly rebate and year-end rebate, have been completed by 1.5%. In addition, the sales of our company and other companies are also relatively good, and the profit of each product is considerable. Moreover, the company is constantly introducing new products to enrich the market share. For example, the 251ml tetra pak peanut milk just released this month, just after the arrival of the goods, more than 411 pieces of x24 specifications were delivered from the warehouse, which also gave them great hope and confidence.
4 terminal stores, that is, the market share, must go up, because we have as many terminals as we have. The information of outlets must be counted well, and then classified, such as how many husband and wife stores, how many small supermarkets, how many large and medium-sized stores and how many special outlets. In the maintenance process, let industry representatives select several streets or stores that sell well, and we will focus on maintenance and make them into image streets or image shops. No matter big stores or small stores, we will strive for the best location and vivid display. At present, there are two image streets in the old city of xxX and xxxXXX in the XX market, and we will strive to add 2-3 image streets next year, and do 3-4 outdoor pulls every month. With the image streets and promotional products, we will be able to drive a good publicity effect.
And this year, I found that many shops in the terminal don't take goods from salesmen, because some two batches are cheaper than those sent by salesmen, which makes salesmen's confidence weak and discourages their enthusiasm, especially in towns with poor regions, which makes it difficult for salesmen to retain people, resulting in the dilemma that the terminal is unattended. Next year, we should control the distribution and strictly control the price of the second batch, and strictly follow the company's price. If Hehe is giving xx yuan to the distribution, the distribution will give xx yuan to the second batch. The second batch is sold to the terminal for xx yuan, which not only ensures that it will not affect the order of the industry, but also ensures the distribution profit. If any second batch does not deliver goods randomly according to the company's price system, it will stop supplying directly to ensure a virtuous circle of the market. In addition, stacking or whole-group shelf display will be made for popular outlets and image stores, so that consumers will be attracted by our products as soon as they enter the supermarket, thus forming a desire to buy, which will also drive sales. For terminal stores, monthly packages will be made, and the funds and warehouses of the terminal stores will be seized at one time. Because the terminal funds and warehouses are limited, other competing products will not be able to enter, so the store owner can only strongly recommend our products to increase sales.
5. For the construction and management of business teams:
(1) According to the regional differences and the number of outlets, divide the regions to ensure that each agent has enough outlets to maintain, thus ensuring the commission income of the agents.
(2) Every morning, the agent will report by the distribution or distribution telephone, and after visiting the last store in the afternoon, he will report to me for work by the phone in the store, so as to ensure that the agent has enough time to visit on the line.
(3), salesmen are required to visit according to fixed posts and fixed routes every day, regardless of whether big or small shops are not allowed to skip visits, they must fill in daily reports and market problems every day to prevent industry representatives from skipping visits and deal with market problems in time.
(4) Every day, follow the line with 1 industry representatives, check the market spread rate and the hands-on ability of the industry representatives, check the daily report of the industry representatives on the same day, and visit the line on the same day to understand the real situation. If there are market problems, call the industry representatives to handle them, and go to the line to assist them in handling the problems that cannot be solved, thus improving the ability of the industry representatives to handle things.
(5) when there is a shortage of people in the area, we should pay close attention to the recruitment of personnel, hold a meeting with the industry representatives every Friday to sum up the work and shortcomings of the week, and conduct skills training for the industry representatives at least once a month, regardless of whether they are old or new. During the training, we should practice in actual combat according to the usual steps of visiting the terminal. Each industry representative plays the role of the store owner and puts forward the problems encountered in the exercise. How to solve the shortcomings, I will give them.
(6), in view of the company's various actions, such as cutting boxes, heaps, freezing points and other vivid display arrangements, the industry representative must efficiently complete all tasks assigned by the company in strict accordance with the work requirements, strengthen the construction of the market base, and strive to build the xx market into a model market.
(7), the industry representatives are required to strictly control the timely replacement of terminal products to ensure a virtuous circle of the market.
(8) Make promotion policies and team outbound rewards every month, so as to stimulate the enthusiasm of industry representatives and better safeguard the market.
The above is my report. I thank the leaders of the company for their support and help to our xx market. I also thank the company for allowing me to develop my ability on this platform. Although I have suffered and been tired, I am quite pleased to look back on the achievements of this year. All the hard work is worthwhile, because the company has really given me a lot of experience and made great progress in my business ability. I strive to raise the xx market to a higher level next year, and strive to break through xxxx million next year. Chapter 2: summary of the work of food sales supervisor
I was honored to join xx Beef Company on October 1, xxxx, and it has been four years. During these four years, I have also experienced many job training, and I was transferred from the sales department to the workshop and then to the sales department.
And on August 11, xxxx, I was in charge of the company's billing work, which was my new position, and at the same time increased my care and responsibility. Billing is different from selling, and the management level is different. I will have a look at all the sales amounts, and I am very happy to have higher sales performance! Because the prosperity of my career is also a personal improvement.
since August 11, xxxx, when the company decided to make a fixed billing, it was my new work destination. At the same time, I also knew how heavy my work was, and a perfect working environment and system would improve my overall quality. During these times, I was very busy, because the sales performance of our company continued to rise, and the number of billing also increased. I was in contact with all our distributors and our branches. We have xx-xx-xx-xx-XX-XX-XX-XX, etc., and in other places, XX customers are messy, and there are many customers. The flat sales method in XX area is cash spot, and XX is different. Some of them do not include discounts, and some include discounts. They pay for the goods first. Here I want to say the most real feeling: all customers of the company increase sales for our company and their own income. For me, they not only belong to the company, but also to my personal customers. This may be too heavy, because receiving orders for shipment makes me contact them more personally, and at the same time I feel a empathy and responsibility. As our chairman said, more pressure means more responsibility, and progress together is also a new starting point. In my new position, my personality has changed a lot, because the work I do has great responsibilities and sometimes I have to be decisive. In order for us to do good things, I have to do this for the sake of trust and sales. It is a person's duty to love and be dedicated, and I will do what I am asked to do with my heart! Also add a little peace of mind to yourself!
For the development of the company, I have some immature suggestions as follows:
1. In order to improve the system, it is necessary to standardize personal thoughts and behaviors and constantly sum up work experience;
2. In order to formalize the workflow and system, everyone's post is clearly arranged. This is to improve the company's management level and improve the work responsibility and comprehensive vocational skills of every employee. In order to improve the work efficiency, we need Qi Xin to work together to take standardized actions. What I ask is that the packaging workshop should keep all products in the finished product warehouse, and it will go on all the time, whether in the off-season or in the peak season, so that it will not be delayed and busy.
3. There are still some shortcomings in delivery. Because it is a little far from the city, except for special circumstances, we have to give our customers a certain time to order, including our delivery time. Because the distance can't meet their needs quickly, ordering like an assembly line will consume unnecessary expenses and reduce work efficiency. Of course, this only refers to the Langzhong area. There are a lot of orders outside, and most of them are consigned. There will be no similar situation.
4. In order to run the working procedure, I want to ask a question that I shouldn't ask. At present, there are more delivery people. As for the delivery procedures, what delivery people should do is to make a single document, which is their delivery. There are also many procedures in delivery, including the collection, arrears and payment methods to be cleared by hand. There must be only me and the cashier here. At the same time; It also includes the formalities of our sales staff, so as not to cause unnecessary worries, and the delivery staff should accurately load the goods list of the consignment department to the other party every time to avoid making mistakes. I have said many times, but there are still similar mistakes. Here, the billing staff includes work items: invoicing-returning goods-receiving orders-and there are three telephones at hand, most of them will call in at the same time. Perhaps this is a fuss.