In order to be able to recognize the enterprise before the opening of the professional courses, understand the enterprise, internship experience as a salesperson's actual life, business operations, in the practice of the report to understand the professional basics and skills, I carried out a 20-day awareness of the internship. Internship unit is xx city xx food industry limited company (hereinafter referred to as xx company), internship in the department is the sales department.　　In these 20 days, my first task was to understand the company, its products and its price system. Afterwards, I followed different salespersons to understand the basic operation and sales situation of the products in each channel.　　In the following, I will briefly introduce my internship organization: xx City xx Food Industry Co., Ltd. and the company's products as well as their sales channels.　　xx city xx food industry co., ltd. is a specialized joint-stock company which focuses on the production and marketing of Shanxi special agricultural products such as jujube, red fruit, walnut and other fruits and vegetables. The company to the national agricultural industrial structure of high-speed adjustment of the guidelines and policies as a guide, to explore Shanxi's rich jujube fruit and dryland fruit and vegetable resource advantages, take the "brand enterprise + base + farmers" form, in the famous jujube origin Liulin, Linxian, Shilou and xx yangqu cooperation development of high-quality fruits and vegetables bases, around the brand management, formed to "xx" brand as an outline, with China's largest vacuum low-temperature jujube deep-processing production base as the basis, set planting, processing, marketing development of the industrial pattern, for the national jujube industry specialized production and marketing scale of one of the largest enterprises. The company's management structure for the departmental system structure, its products are sold to the whole country, there are offices all over the country, responsible for market maintenance and product sales. My internship in the sales department is the sales headquarters in Shanxi Province, the main office is mainly responsible for the market in the xx region, under the Datong, Shuozhou, Linfen three sales offices.　　The company's products are mainly divided into three series, namely, jujube series, nutritional mud series and jujube thick milk series.　　In the jujube series, there are Gongjube product series and crispy jujube product series. All these products are deep-processed jujube, which improves the added value of the products. In addition, the company has carried out product innovation, developed xx wild acid jujube (rich in sea buckthorn), xx Colla Corii Asini jujube (Colla Corii Asini Low Sugar), xx xylitol jujube (mint flavor), to meet the needs of different consumers in the market. The xx crispy jujube is a major innovative product in the jujube products industry, and its biggest selling point is that it is not only crispy and delicious, naturally brittle, but also retains the unique color and flavor of jujube and rich nutrients, making it a leisure food with special nutritional value.　　Nutritional mud series under the products are ah woo bite of pure hawthorn pulp puree, ah woo bite of hawthorn walnut puree, fiber Wei jujube konjac puree. Ah woo bite of pure hawthorn pulp puree and ah woo bite of hawthorn walnut puree is specially for children's research and development, the product in the taste of sweet and sour, favored by the children; products in the publicity of the children's parents, highlighting the product's food to replenish the blood, rich in calcium and zinc, can improve the immunity, the brain brain so that the children thrive the function. Like ah oo bite pure hawthorn pulp puree, ah oo bite hawthorn walnut puree such products, the consumer and the buyer are separated: the consumer is the child, the buyer is the parent. Therefore, the value of publicity for different people is different: for children, the edibility of the product, i.e., the flavor of the product and the packaging of the product are very important; while for parents, the focus of publicity is mainly on the functionality of the product. This point xx company did very well, in the product just listed, in the store to do promotions, product sampling activities, experiential marketing so that children feel the taste of the product, the store promoter's explanation and product leaflets for parents to understand the functionality of the product. Two-pronged approach, in the purchasing power conditions allow, parents will pay for the child's strong growth. Fiber Wei red dates magic (This article is from the first FanWen.com , reproduced please retain this mark.) Taro puree is designed for fashionable young people, especially fashionable women this consumer group design and development, the product is highly functional, rich in dietary fiber to promote gastrointestinal motility, increase the sense of satiety, able to lose weight and body shaping.　　Jujube thick syrup series is a new health care drink launched by xx company. According to its health care function, it has developed 12 kinds of products for different target consumer groups, for example, red date and Colla Corii Asini thick syrup is suitable for female consumer groups, red date and turtle ling thick syrup nourishes yin and replenishes the kidney, prevents rheumatism and dampness and is suitable for men's consumer groups as well as middle-aged and old-aged age groups, pure hawthorn thick syrup is suitable for people with indigestion, weak spleen and stomach, and there are also pregnant women and maternity companion and maternity companion which are specially researched and developed for pregnant women and maternity women. There are also pregnant women and maternal companion and maternal companion specially developed for pregnant women and women in labor. The product has been on the market for more than a year, but now the sales volume is not good, I think the reasons are as follows: 1, the price of the product is high, the consumers do not have a high cognition of the value of the product, and they are more sensitive to the price. 2, it's now the summer season, and this kind of jujube-based health care drink is easy to get on fire, so its sales volume is not as good as that of the fall and winter seasons. 3, the product is overly reliant on the superstores.　　xx company's sales channels are: large supermarket stores (such as Metro supermarkets, Walmart supermarkets, Beijing Hualian supermarket, etc.), convenience chain stores (such as Tangjiu supermarkets and Jinhu convenience), direct (individual stores, food wholesalers, souvenir stores, baby stores, etc.).　　On the basis of understanding the basic situation of the company and the products, I followed the salesmen of different channels to run the market, to understand the sales process of the products in different channels, the sales situation, the settlement method and the work content of the salesmen. In the process of field internship, I found some problems related to product sales and management.　　First, about the terminal sales channels of jujube thick syrup gift box xx company most of the jujube thick syrup gift box placed in the shelves of large-scale superstores, but I think the terminal of the jujube thick syrup gift box should not be just large-scale superstores. The reasons are as follows: 1, although the traffic volume of the superstore is large, the product audience is wide, but the target of the product is not strong. 2, in the superstore on the shelf cost is high, if the product mobility is not strong, it will be sold by the store to lock the code or request to withdraw, product sales is relatively passive. 3, single product and gift box placed together, the price comparison is high. The same two bottles of thick syrup, individual purchase price of 113 yuan, while there are promotional activities, while the gift box is priced at 160 yuan, more than a gift box and gift cups in the gift box, but the price is increased by nearly 50 yuan. If it is to send friends and relatives, there is not much to say, rational consumers will never buy gift boxes. 4, the packaging of the gift box is not exquisite enough to make people feel cheesy, send not out of hand.　　The definition of the gift itself is limited to the buyer and purchase scenarios, i.e., visiting relatives, visiting the sick, condolences, visits, etc., and the characteristics of the gift decided to separate the buyer and the user. Purchasers are not price-sensitive, low price elasticity of the product, and these purchasers really need is the meaning of the gift to the grantor and the value of the gift to the grantor as well as the product to bring the purchaser's psychological satisfaction and sense of honor to make the purchaser feel that it is decent to send such a gift.　　According to the above analysis, I put forward a few suggestions 1, for the gift box to put the channel according to the gift box product different functions and buyers of different purchase purpose, for example, pregnant women partner maternity partner put in the pregnancy and baby stores and hospitals near the store and gift store, red date gelatin thick syrup, red date tortoise jelly thick syrup and red dates and ginger thick syrup of these three products with the composition of the gift box can be put in hospitals near the store and gift store The first one is that the gift box can be placed in stores near hospitals and gift stores, such as Golden Tiger, Tangjiu convenience stores (stores with better sales of gift boxes) and community stores. 2. The packaging is refined to convey to consumers a concept of only healthy life and giving gifts to send health. Secondly, the management of promoters in major stores Because the company's sales focus is now on nutritional mud and jujube syrup, two-thirds of the promoters in the stores have been switched from the original leisure area (which mainly sells jujube series products) to the mixing area (which mainly sells nutritional mud and jujube syrup series products) to promote the sales of nutritional mud and jujube syrup. But this remaining one-third of the promoters often for various reasons can not be in accordance with the provisions of the post, so that the date series products by other competing brands to low prices, promotions, terminal interception is very serious. Therefore, to strengthen the store promoters, especially the leisure area promoter management, responsible for the store business should be based on the actual situation of the store to develop the appropriate promotional staff assessment system.　　In terms of the reward system for promoters, corresponding adjustments should also be made. Take Metro supermarket as an example, there are 10 Metro stores in xx city ****, although they are all Metro supermarkets, but because of their different geographic locations brought about by different levels of traffic and consumer purchasing power, so the company's products in the sales of the various stores in the Metro are not the same. And the company to the promoter to develop the incentive system is unified, under the unified system, some of the Metro supermarkets because of customer traffic and a series of objective factors, the sales simply do not meet the incentive standard, so the promoter's confidence is very much hit, there is no motivation to do their jobs. Therefore, in the development of incentives should be based on the overall sales of specific stores to develop a different incentive system, so that the development of the incentive system to ensure that the cost of products sold in the stores, but also to stimulate the passion of the sales staff to work, and promote the improvement of sales.　　Third, the mobility of the business, in other words, the business of the company's satisfaction is not high, loyalty is not high.　　Whether it is chain and direct, store managers or store owners are quite critical of XX Company, the reason is that the business change too often, after-sales service can not keep up. Chain stores, a salesman spent nearly a month to understand the location of the store, the situation, sales and store managers to get to know, the second month to familiarize with the store, the sales of the store and the store manager to establish a good relationship with each other are basically familiar with the contact information, the way of work. As a result, it did not take long, the salesman went away, and change a new, all the procedures have to come again, in the process caused by the inconvenience of contact, replenishment is not timely, the expiration date of the goods can not be replaced and other issues. In terms of direct sales, in addition to the above problems, there are also problems caused by the replacement of business between the vendor relationship maintenance is not in place, the loss of customers, management confusion and so on.　　According to my understanding, the reasons for the low satisfaction of the salesman to the company are as follows: 1, low wage level, the salesman thinks that his hard work is not rewarded by the expected salary, the incentive salary - commission ratio is too small to play an incentive role; 2, the salary can not be paid on time; 3, as a salesman, there is no career development Space; This is a conflict between the employee and the employer, the employee complains that the enterprise gives low wages, there is no room for development, the enterprise thinks that the employee does not have the performance how can be employed at a high salary, the enterprise is not a welfare organization. Therefore, the only way to solve the conflict is to increase the sales volume of the product. As a salesman, you have to work hard and think at the same time, work innovatively, try to improve sales, and strive for your own salary through your own efforts, rather than complaining about the enterprise. In xx company sales department internship in 20 days, I (this article from the first model net , reproduced please retain this mark.) Learned a lot, deepen the understanding of the professional basics of the course learned some professional knowledge, in addition to contact with many different people, the company promoters, colleagues, leaders, store management, convenience store chain store manager, individual owners, customers and so on, to experience the contact with different people's way of interaction. In today's society, the only way to be successful is to deal with people in a productive way. How to deal with different people, how to make a seemingly unrelated to you to help you, this is a salesperson must master the ability. This is my weak point, how to get along with people I do not like, how to control their own emotions and so on these situations is I do not know how to deal with. Therefore, I should focus on developing my ability in this area in my future study and life.　　In the future life and learning, to be able to withstand aggravation, Lifan boss Yin Mingshan said "to be able to bend in the bend, only a man on the man", in the work, a lot of aggravation, there is no need to be calculating, we must learn to be able to bend, try to be good at their own, and time will prove everything. Especially in dealing with the leadership, can not be a public leader, do not because of youthful exuberance and bosses call the shots, to do so, the injury is ultimately their own.　　To cultivate their own multi-faceted hobbies, participate in more activities, so that on the one hand, you can enjoy the body and mind, and more importantly, may become a bridge between you and the customer communication.　　Make more friends, contacts for a sales person is crucial, such as to open a new market, have friends to help with no friends to help the degree of difficulty is obviously different. Treatment of customers, customers can be treated as friends to deal with, pay attention to the maintenance of regular relations.　　At work, more effort, less complaining. Now people are always complaining about the difficulty of employment, college graduates are equal to unemployment; and employers but job vacancies, can not find suitable talent. Analyze the reasons in addition to supply and demand information asymmetry in addition to the main reason out of the college students, college students with high academic qualifications, hope that the high salary and high treatment, but do not realize that they do not have the experience, but only "the giant of thought, the action of the dwarf", will not think independently, problem solving, can not make the performance of the enterprise can not meet their requirements. The enterprise can not meet their requirements. The gap between ideal and reality makes them only complain about enterprises and society. So I think that college students should study hard during the school period, and strive to improve the following capabilities: 1, the spirit of hard work Frankly speaking, there is no spirit of hard work to do anything is unlikely to succeed. In marketing, hard-working is not only loyal and honest, hard-working, more should have patience, execution, thinking and the ability to master the environment, cultivate these four abilities can be regarded as able to bear hardships and stand hard work.　　2, ordinary life to be good at observing life everywhere in the marketing, do a person with heart. Always pay attention to the various billboards around you, you can think of which company is doing the brand; take a look at the supermarket and more of which stacks, we know what products are doing promotions; to see a business president frequently in the press, we know that the enterprise began to pay attention to their own image; to see the press continue to comment on a product, we know that the product is undergoing speculation. Always pay attention to the market around you, pay attention to other manufacturers / businesses and activities, to learn from others, or reflect on themselves, or take appropriate measures. So cultivate their own sensitivity to the market, and constantly improve their understanding. 3, correct independent thinking First of all, to develop a correct way of thinking. For example, in marketing to put forward the problem / goal, to make more than three solutions / approaches, each program / approach to evaluate, to determine the best program / approach, the best program / approach to more than three assumptions on the possible problems and unexpected events to develop measures to solve the program / goal quantitatively, divided into a few steps, according to step by step implementation. Second, learn to think independently. During the school period to develop the habit of independent thinking, even if it is to ask for advice from others, and then still have to be their own (This article is from the first Fanwen, reproduced, please retain this mark.) Analyze and think independently to improve discernment.　　Therefore, in order to improve their future treatment, first of all to improve their own efforts to improve their own quality, these days to me the most profound feeling is "not to sweep a house, how to sweep the world", we should lower their own mentality, starting from the small things, in the face of setbacks and failures to look for problems from their own body, do not blame others, in the event of a situation to be diligent in thinking about what to do to talk about Strategy, grasp the company for you to provide every platform, regardless of the size of the platform, wonderful interpretation of their own, all people will see, success will certainly appear, only sooner or later.