Tisch

20XX is a year of growth, a year of struggle, a year of study and a year of gratitude for me. First of all, I would like to thank Dundun's leaders, colleagues who are United and enterprising for their help and encouragement, colleagues who encouraged me to cheer me up when I was depressed, and collaborators who smiled at me and accepted my xx products, because their help, recognition, trust and encouragement can make me more interested in my work and love my work more.

Over the past year, I have conscientiously implemented the company's sales objectives and policies, actively worked as a sales manager, worked hard with other sales staff, actively explored the market, and achieved the annual sales target. According to the notice spirit of the Company's Management Assessment Measures and the relevant requirements and contents of year-end debriefing, my personal work in the past year is summarized as follows:

1, xx market annual task completion. In 20xx, I was responsible for sales in xx area. The annual sales of this region is * * million yuan, and the annual target is 1**%, which is * * million yuan higher than the same period of last year, with an increase rate of * *%. Compared with last year, the sales of old dealers have increased, the sales of new customers are basically stable, and the sales of new customers are expected to make a big breakthrough in 20XX.

2. Reorganize the sales network. On the basis of the original sales network, intensive cultivation. With each dealer as the center, from one market to another, we have woven the sales network of Wuzhou products together with the dealers. Through our efforts, we will seriously communicate with dealers, work patiently, make clear the distribution areas of dealers, avoid duplication and malicious collusion, and solve various problems such as after-sales service one by one, so as to finally let dealers regain their confidence in selling Wuzhou products.

3. Develop the blank market. At the end of 20xx, there were only six dealers in three regions of xx, and only four could deliver goods normally. There are too many blank counties and cities, and too few can be sold normally. At the beginning of 20XX, I re-investigated the blank areas, combined with the consumption habits of regional household paper, and made a detailed market development plan to find suitable target customers and promote and sell products in a targeted manner. After a year's efforts, 6 new customers were developed throughout the year, and the terminal supermarket chain 1 family.

4. Organize the sales work this year. Actively publicize the company's sales policies and short-term storage and long-term sales policies. This year, the sales volume in northern Jiangsu increased by more than 8 million compared with 20XX. Our company's products are the first to fill the dealers' warehouses, so that they can't store the products of other companies. When the peak season came, dealers gave priority to our products, which greatly increased the company's sales, and even some varieties were out of stock. If the delivery is timely, the sales volume can be increased by one piece this year.

5. Do a good job in the monthly sales analysis of northern Jiangsu market, implement the payment schedule and report the monthly completion to the company leaders, summarize and analyze the sales work of the month and make the sales plan for the next month according to the sales situation of the month and the annual sales tasks.

6. At least once a month, analyze the problems existing in the marketing process with key customers in the region, solve these problems in time, analyze competitors with customers, explore ways to improve market share, and feed back valuable opinions and methods to superior leaders in time.

7. Actively participate in and assist the superior leaders to formulate some sales policies and processes, and follow up the implementation, assist and guide the back office work.

One year has passed, although the marketing work in northern Jiangsu has made breakthrough progress in sales volume and sales management, there are still some problems:

1, our sales work is not meticulous, our understanding and analysis of the market are not in place, and our response to the fierce competition in the market is not fast enough, which makes us lose part of the market.

2. Market cross-border commodity supervision is not in place. Due to the change of sales policy this year, the sales pressure of dealers is relatively high. Compared with last year, there have been some cross-selling situations in some areas. Although we discussed the issue of cross-selling this year, the work was not done well, and the problem of cross-selling continued to exist, which had a great negative impact on the distribution of our products and dealt a great blow to the confidence of dealers. Our sales staff did not do a comprehensive job in information collection and feedback. Some regions can provide information to help prevent cross-selling, while others cannot. This shows that the business ability of our business personnel needs to be improved faster and better.

3. The 3.xx market network planning is not good, the purchase channels in the secondary and tertiary markets are chaotic, the market norms are not in place, and the phenomenon of indiscriminate selling is more serious.

Combined with the achievements and existing problems in the sales work in 20XX, according to the sales target of 654.38+500 million yuan next year, we plan to carry out the sales work next year from the following aspects:

1. Strengthen marketing and publicity.

On the basis of consolidating the existing market share, strengthen market penetration and use various effective promotion means or commercial means to ensure market share; Formulate marketing strategies, supervise advertisements, implement multimedia communication plans, and formulate and implement sales activity plans.

2. Improve the marketing network.

Improve the establishment, preservation and classified management of customer data, collect and investigate customer information, and eliminate blank counties and cities in xx province in 20XX.

3. Do a good job in the training and communication of business personnel to further improve the level of sales management.

Next year, we should carry out the task, define the goal, and put the responsibility on people to ensure the realization of the expected goal. At the same time, increase the introduction and integration of sales staff, conduct comprehensive training for new employees, and let more outstanding young people join our sales team.

4, obey the overall situation, unity and cooperation.

In daily work, be an assistant to the sales manager, strive to complete all the tasks assigned by the company leaders, actively create a good atmosphere and environment for the work of other colleagues, respect each other and cooperate with each other. At the same time, be brave in criticism and self-criticism, point out the shortcomings and mistakes of other colleagues in time, and urge them to correct them; I can also try to correct my mistakes in my work and take the initiative to take responsibility.

Next year, I will still work hard with all the sales staff to increase the sales volume of the company's household paper by x% in 20XX, and strive to achieve the goal of the total sales volume of the company's household paper by x billion yuan.

extreme

How time flies! In a blink of an eye, history is about to turn a new page. 20 19 the intensified price war in the whole domestic tire market and the overall economic environment of national macro-control have had a certain impact on the daily operation and development of the company. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war".

Looking back on the whole year's work, in the past year, as a sales manager, I was strict with myself and thanked the company leaders for providing me with a good platform. With the strong support of all departments in the company and the concerted efforts of all employees in Qi Xin, I overcame difficulties and made great efforts to make progress, but I still failed to complete the tasks assigned by the head office. In the coming year, we will strive to improve personal work efficiency, constantly learn new sales skills, and strive to complete the tasks assigned by the head office this year. The following work is analyzed in detail:

First, strengthen the target management of the sales team

1, service process standardization.

2. Tabular daily work.

3. Regularization of inspection work.

4. Segmentation of sales indicators.

5. Regular morning meetings and training courses.

6, service indicators into the assessment.

Second, subdivide the market and establish differentiated marketing.

Careful market analysis. We have further subdivided the previous key markets, formulated different sales strategies for different market segments, and adopted corresponding marketing strategies for these markets. Increase investment, take the initiative to go to the door, communicate and feedback regularly, and closely follow the market dynamics. Established a good brand image in the market.

Third, pay attention to information collection and make predictions.

Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Market forecast has become the guidance and basis for setting periodic sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters. After-sales service is the window and the backing and guarantee of our vehicle sales. Therefore, we put forward higher requirements for the after-sales service department. With the efforts of all the after-sales staff, this work can be completed well.

Fourth, pay attention to team building.

The company is a whole, and only by giving full play to the enthusiasm of each member can the company develop well. Since the beginning of the year, we have established and improved a series of regular meeting systems such as weekly meeting and monthly meeting summary. At the regular meeting, the problems in marketing management were widely discussed, which not only unified the understanding, but also clarified the objectives.

While strengthening self-management, we also rely on external professional training to enhance the cohesion and professional quality of the team. Through professional enterprise management talents, the team spirit of employees has been cultivated, and the service consciousness and concept of all employees have been further strengthened.

Verb (abbreviation of verb) working face

1. A cooperative sales team is the foundation of an enterprise. Establish a sales team that is familiar with business and relatively stable.

2. The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their business ability to a new level.

3. Find out the mode and method suitable for our company's product sales. Change the promotion policy in time.

4. According to the sales task issued by the company, the task is divided into months, weeks and days according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks. If there is any unfinished work, find out the reason and correct it in time.

5. How to serve the developed customers and how to urge them to increase their sales or purchases; How to follow up with potential customers?

The above is my year-end summary of 20 19. In the future, our sales team should be more demanding of themselves, improve their business knowledge, have good communication with company employees, have a sense of teamwork, communicate and discuss more, constantly improve their business skills, improve customer satisfaction to match the company's booming sales, and increase our personal income. Let's work together, strengthen quality service, and actively strive to complete the sales task.

Tisso

In a blink of an eye, the first half of 20XX has ended. In order to better carry out the work in the second half of the year, I will make a comprehensive and detailed summary of the work in the first half. The purpose is to learn a lesson, improve myself, and do a better job in the second half of the year to complete the sales tasks and work assigned by the company.

I. Work Completed in the First Half of the Year

1, sales target completion

In the first half of the year, under the cordial care and correct leadership of the company's leaders at all levels, and with the joint efforts of dealers, the market sales of xx was 6,543.8+0.57 million yuan, accounting for 52% of the annual plan of 3 million yuan, with a year-on-year increase of 654.38+0.26% and a repayment rate of 654.38+0.00%. Low-grade liquor accounted for 465,438+0% of total sales, down 5 percentage points from the same period last year; Mid-range wine accounted for 28% of the total sales, an increase of 2 percentage points over the same period last year; High-grade wine accounted for 365,438+0% of the total sales, an increase of 3 percentage points over the same period last year.

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, and urge them to implement a unified wholesale price to prevent low-price dumping and resale.

Through long-term communication and guidance to all sales terminals, combined with the company's "cabinet-in-cabinet" marketing strategy, unified price labels were placed on all terminals, so that the sales price of 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. 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 numerous products on display.

3. Market development

In the first half of the year, developers exceeded 1, hotels exceeded 2, and terminals exceeded 13. The newly developed 1 Shang Chao is a shopping plaza with the scale of Chengxian, and the goods on it are all 52 series products; The two hotels are * * Hotel and * * Hotel respectively, of which * * Hotel's products are four-star, five-star and eighteen-year, and * * Hotel's products are two to five-star and 42 series puree. 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, mostly 42 series products.

4. Brand promotion and promotion

In order to improve consumers' awareness of "* * wine", establish brand image and further establish consumers' brand loyalty, according to the unified publicity logo stipulated by the company, we contacted and assisted the advertising company to make 35 advertising billboards in lots with high traffic and high ratings and shops with good business, including 29 in tobacco hotels and restaurants and 6 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, the dealer's collection account and dealer's sales statistics were established, and the weekly sales report, monthly sales report and monthly goods demand plan were submitted in time. Various sales data files are saved in both paper and electronic forms. The sales situation in 20 19 is summarized and analyzed by dealers and individual items, which makes the monthly purchasing 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.

Second, the second half of the work plan

Although a lot of work was done in the first half of the year, some aspects of the work were not in place because of the short time as a sales manager and the lack of knowledge, experience and skills in marketing. In view of this, I intend to start from the following aspects in the second half of the year, improve my business ability as soon as possible, do a good job, ensure the completion of the sales task of 3 million, and strive for 3.5 million.

1, study hard and improve your professional quality.

One is to spend time learning marketing knowledge (especially liquor marketing) through various channels, and learn some successful marketing cases and cutting-edge marketing methods, so that their 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 sales channels in the market are relatively simple, 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 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 liquor market, so as to cope with various market conditions and adjust marketing strategies in time.

4. Work closely with dealers to do a good job in sales.

While stabilizing the existing network and consumer groups, assist dealers to fully expand their sales network and tap potential consumer groups. Whenever a dealer is angry, he must have a thick skin. Listen to his complaints, you can't explain the reasons first. He is angry and just wants to be angry, so let him be angry. At this time, he must endure any injustice. When he calms down, 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 the dealer can't understand, you must explain it carefully. You can't break the jar. 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.