Summary refers to analyzing and studying the experience or situation in a certain stage of work, study or thought, and making written materials with regular conclusions, which can make clear the next work direction, avoid detours and make fewer mistakes, and improve work efficiency, so prepare a summary well. The following is the summary and deficiency of sales work that I have compiled for you. Welcome to share.

summary and shortage of sales work 1

since the establishment of Chengdu catering assault group of Jinshayuan Lophatherum Beverage on August 2nd, after five days of catering market investigation and preliminary development of high-end catering market, the work this week is summarized as follows, aiming at learning lessons and improving team work efficiency, so as to do the work better, and everyone is more confident to do the post-processing work well.

I. Summary of this week's work

During this week, we strictly followed the company's management measures. In terms of attendance, no one is late or leaves early, and every employee is actively involved in daily work. Every day, we insist on two meetings. In the morning, we will make detailed arrangements for the work plan of the day. In the afternoon, we will summarize the work situation of the day, share the problems and successful experiences encountered in the market, and find ways and ideas to solve them.

through constant visits to customers, collecting information from the same industry and accumulating market experience, we now have a relatively comprehensive understanding and understanding of the catering market. Now we can gradually respond to all kinds of problems mentioned by customers clearly and fluently, accurately grasp the needs of customers and communicate with them well. In this week's work, although no orders have been signed, some customers we visited have gradually gained trust in our company and products.

this week, our catering surprise team visited 25 effective middle and high-end restaurants. There are Tanyutou, Xiangtianxia, Dezhong Restaurant, Dezhuang Hot Pot, Pangma Hot Pot, Liu Yishou, Dayulang Hot Pot, Lion Building, Chaohuang Pavilion, Fourth City, Old House and Peony Pavilion. Among them, Tan Yutou, Tai Anju, Da Yulang and Chaohuang Pavilion basically reached the intention.

Second, there are shortcomings:

In the early stage, we didn't know enough about the market, and most restaurants were bought out of drinks. Some restaurants are interested in our products, but the wine supplier who bought out this restaurant is either the agent of Jinshayuan drinks, and they have not delivered the goods, or the wine supplier is selling other drinks, and we can't sell the drinks to the dealers. We can't come up with a good solution to this kind of problem quickly.

third, the next work plan

during the week's work, through the concerted efforts of all our staff, we have gained some valuable sales experience, but there are still great problems in our approach to market development. Our plan for next week's work is as follows:

1. Strengthen the sales team and form a relatively stable and practical sales team that is familiar with the business. All sales achievements originate from having a good salesperson, and establishing a cohesive and cooperative sales team is the foundation of the enterprise.

2. Improve the sales system and establish a set of clear and systematic business management methods.

Sales management is the key point of an enterprise. The purpose of perfecting the sales management system is to make salespeople exert their subjective initiative in their work, have a high sense of responsibility for their work, and improve their sense of ownership.

3. Train sales staff to find problems, sum up problems, and constantly improve themselves, so as to improve their business ability to a new level.

4. formulation of sales target. Implement performance appraisal to everyone.

according to the sales task issued by the company, the task is broken down into weeks according to the specific situation, and every day, everyone will complete the sales in each time period.

I think the development of the company is inseparable from the comprehensive quality of employees, guidelines and team building. Improving the standard of execution, establishing a good sales team and having a good working mode and working environment are the keys to the work. I believe that through our market development for a period of time, the business ability and level of everyone in our team will be greatly improved. In view of some changes in the market and competition among the same industries, we can come up with a relatively complete plan to deal with some emergencies. I can operate the whole project given by the company.

These are my immature suggestions and opinions. Please forgive me if there is anything wrong.

summary of sales work and less than 2

summary of work in 21 years

(1) personal growth

On July 2, 21 years, I was fortunate to enter the big family of China National Technology Corporation, and with the support and help of company leaders and colleagues, I constantly exercised and improved myself. Seeing that 21__ years will soon be a thing of the past, I have a lot of feelings when I look back on these six months with my Chinese counterparts.

I graduated in June this year, and I came directly to Shanghai as soon as I left school. Before I came here, I was still very confused. I didn't know what to do and didn't give myself a clear position. Because I had two jobs before graduation, both of which were sales, but in the end I failed to persist for various reasons, probably because of these two failures. At that time, I didn't have much affection for sales.

but fate is always so strange. I don't know whether I chose sales or sales chose me. Finally, I came to Zhongji and returned to the front line of sales again. On the first day when I came to CTU, Mr. Hu gave me an interview. He asked me a few questions at that time, but I didn't answer them very well. Especially when I was asked to introduce myself in English, I didn't express myself clearly for a long time. Unexpectedly, Mr. Hu gave me a chance to grow up with CTU here.

I'm new to international logistics, and I don't know anything. I've never heard of internationally renowned express delivery companies such as DHL and UPS. At that time, there were not many people in the company. Every Saturday, I discussed the achievements and problems of the past week in the conference room. When colleagues analyzed the advantages and disadvantages of the channel and some operational procedures, I was even more confused. When I entered the company, the last batch of systematic training had just ended. Mr. Hu and Mr. Guo asked Xiaoye to be my teacher and gave me a training textbook to familiarize myself with the relevant knowledge. Due to lack of practical experience, I looked very tired at that time and often felt sleepy. A week later, I began to learn to make phone calls. At that time, I made more than 71 phone calls a day, but the effect was not very satisfactory. I often encountered difficulties and disdain from customers, and I didn't make any progress for nearly a month. At that time, I was quite depressed and didn't know whether to stick to it or find another way out. The leaders also talked to me many times and gave me encouragement. As a result, on the last day of July, I finally opened the bill and received my first ticket to China Tech. In the next few months, I gradually added some customers, but compared with other colleagues, the progress was still much slower.

The past six months in China Technical College have been very substantial. Here, I don't just do business, but pay more attention to my own improvement. Different from my previous company, I can learn and improve at the same time, and at the same time I can quickly apply what I have learned to practice. I can always ask my leaders and colleagues for help when I encounter problems that I don't understand or I can't solve, and they will not hesitate to help me. This is also the happiest place for me here. Here, I have a desire for knowledge, which is stronger than when I was a student, because these things are what I need urgently and are the value of my work here. The logistics industry, especially international logistics, has always been risky. I have been striving to improve my professional knowledge in order to find solutions to various problems and improve my awareness of risk prevention. In the past six months, I can't talk about success, but my work has honed my perseverance and patience, which is my greatest gain. Difficulties and hardships, jade is successful. Although my current performance is not very satisfactory, I believe I will go better in the future.

(II) Performance growth and customer analysis

I analyzed the monthly performance growth from July to now. July is my first month in the company, and this month is quite long for me. Because of the late billing, I only delivered a ticket for the whole month, with a profit of 151 yuan. In August, three new customers were added, among which Lina Clothing Company only took 1.5kg of ordinary goods and never cooperated again, probably because of the long delay in customs clearance, with a total performance of 813 yuan this month. There were no new customers in September, and the performance was mainly supported by two customers, Weisheng Sports and Shengli Optoelectronics, with a total performance of 3,163 yuan. In October, three small customers were added, and the volume of goods was not large. The shipments of Weisheng Sports and Shengli Optoelectronics also decreased, and the performance of the whole month was sluggish, only 1,766 yuan. In October, five new customers were added, with a monthly performance of 7,146 yuan. However, due to one-vote customs declaration, it took Shengli Optoelectronics nearly a month to reach its destination. It is estimated that there is little possibility of future cooperation. Although the volume of goods has increased in October, the number of customers is still small, and there is always a sense of crisis. Therefore, the development of new customers should be put in the first place in the future, and only with sufficient customer resources can the volume of goods be guaranteed.

I don't have many customers. Let me make a brief analysis of the existing customers.

Yiwu Compaq Import & Export Co., Ltd. is the first customer I developed in the company. Because I was in a hurry to open the bill at that time, the price quoted to him was relatively low, and it is difficult to add profits now. The company is delivered by the boss himself, which is quite sensitive to the price, and likes to compare the price. Recently, few goods have been delivered from me.

Danyang Weisheng Sporting Goods Co., Ltd. is a high-quality customer of mine, and the price I gave him is not high. Now I am basically doing all the express delivery, and I am also responsible for some sea transportation. The company is mainly engaged in sports fencing supplies, and is currently in the peak season. Relatively speaking, the shipment volume is considerable.

Shanghai Shengli Optoelectronic Technology Co., Ltd., which is also a client I developed in August. This customer mainly produces LED lamps, which are mainly exported to Britain, Germany and other western European regions. The early cooperation was pleasant and had great development potential, but it was very unpleasant in October because of a problem with one-vote customs declaration. Although the main responsibility was not ours, we tried our best to help deal with it, but in the end we didn't win the understanding and recognition of customers. It is understood that all the customs declarations of the company are directly handed over to DHL officials, and they dare not hand them over to agents. It is estimated that there is little possibility of cooperation in the future. After the problem is solved, I am going to visit there again to try to save it.

Xinfengtai Technology Co., Ltd. was transferred to me when Zhang Yujun left her job. The customer's delivery type is single, and all of them are pure batteries. Considering that the company is located in Shenzhen, the competition is fierce and the profit is average. However, the customer likes to delay payment, and always delays payment for various reasons. If there is any delivery in the future, it must be strictly paid first and then delivered.

Yuanfeng Toys, Huaxia Plastic Industry, Linxin Amusement and Hengjing Yide Trading Company have been keeping in touch recently, but the other company has a small quantity, and occasionally sends out small samples and the like, but they think their service is not bad, and they don't regard others with special respect because of the small quantity.

Lina Clothing is a customer who developed earlier. The first ticket to Romania was delayed for more than ten days because of customs clearance. Although the customer always understood and cooperated, he rarely asked me for an inquiry and never delivered the goods. Yu Rujiang, a private customer, frequently travels to and from Ningbo, Guangzhou and Shenzhen, and the cargo volume is unstable. In October, he sent four consecutive tickets to Saudi Arabia, and there was no news after that.

Aoyun Sports, Intema Electric Appliances and Aisheng Solar Technology are all newly-built customers, and the volume is not very large. I have been keeping in touch and trying to win more orders from them.

Summary and Shortcomings of Sales Work 3

This year, under the leadership of the company, all the staff in the sales department started a series of work around the objectives and tasks set at the beginning of _ _ _ _. In order to better grasp the work experience and shortcomings in the past year and facilitate the development of sales work in the next year, the summary is as follows.

I. completion of the overall target

the completion of the main sales targets this year is shown in the following table.

table of completion of major sales targets

year-on-year growth rate of target name and planned number

sales of _ _ _ _ _ _ _ _ _ _ _ _ _%

Second, factors affecting sales targets

Although all sales targets have reached the predetermined level at the beginning of the year, they are still lower than those in the same industry, which restricts sales.

1. The business decline in the southern region is serious. In _ _ _ year, the sales volume in this region reached _ _ million yuan, accounting for% of the company's total sales volume. However, due to the influence of new leadership and new policies, Southern District has made great efforts to rectify and adjust its distributors this year, especially the replacement of distributors in Hangzhou, Shanghai and other major regions, resulting in a serious decline in sales volume.

2. The loss of the balance payment in Northwest China is serious. Last year, the average sales return rate of our company was%, but only% in Northwest China, which was _ percentage points lower than the average level. Although Northwest China also formulated a series of sales collection measures at the beginning of the year, due to the frequent turnover of sales personnel, the collection measures were not implemented effectively, and there were also incidents of buck passing.

3. It is greatly influenced by product quality and delivery time. In the first half of this year, due to the large market demand, our company's contract processing enterprises often ignored the quality in order to catch up with the progress, which led to an increase in the number of customer complaints and affected the sales volume.

4. In terms of capital withdrawal, due to the pressure of major competitors, customers often take post-payment, while some big customers ask for deferred payment, resulting in untimely capital withdrawal plan and affecting the overall operation of the company.

third, the main work review and professional ethics.

In view of the unhealthy phenomena of poor organizational discipline and low work efficiency of individual salesmen, we conducted two large-scale intensive trainings in the off-season of sales, and at the same time, we strengthened the implementation, execution and supervision of the system. The work reporting system has been improved, which has significantly improved the mental outlook of salesmen and improved their work efficiency.

2. Strengthen the management of dealers' inventory, minimize inventory and reduce enterprise risks.

this year, we strengthened the management of the inventory control of dealers, so that the sales department can grasp the inventory data of dealers at any time, and on the premise of ensuring the supply of products, we reduced the inventory to the utmost extent and reduced the risk of enterprises.

3. Improve the service quality and business ability of salesmen through training. At the same time, in daily work, we also require salesmen to do the following:

(1) Strengthen communication with customers, make friends first, then do business;

(2) keep abreast of customers' production and operation and competitors' situation, and handle problems in time when found;

(3) Feedback customer requirements and product quality to relevant departments in time, and strengthen communication and cooperation with horizontal departments, so that our product quality and service can meet customer needs;

(4) concentrate on selling well.