I entered XX store as a sales consultant in 20XX. After that, with the support and help of company leaders and colleagues for many years, I made another big step forward on the original basis. Over the past year, after continuous contact with various customers, I gradually learned the different needs of different customers, and the orders gradually increased, and the treatment of people was greatly improved.
It's not a great success, but my work has honed my perseverance and patience, which is my harvest. Although my grades have yet to be improved, I have always believed that I can achieve better results through my own efforts.
At work, from a more specific place to do self-analysis, I found that I still lack in the following aspects:
First, I didn't do well enough on the watch card. Not paying enough attention to "three meters a card" has led to the loss of customers, or a collision with colleagues, which has also brought troubles to colleagues.
Second, when receiving customers, sometimes customers will wait for a long time because they are dealing with several things at the same time, which will lead to emotional fluctuations, bring trouble to themselves when talking about prices, or fail to follow up in time after making an inquiry.
In view of this deficiency, I think that as a salesperson, we should establish a good relationship with customers, communicate in time, understand their purchase intentions, and keep abreast of their latest developments in order to shorten the distance with customers.
Secondly, we can try to develop new customers in various ways, such as publishing personal sales-related information on platforms such as XX, or using new software such as XX to convey the latest offers and so on, so as to attract customers to enter the store for consultation.
Thirdly, stick to what you can do today and make plans for tomorrow before you leave work, so that the work can be targeted, and what has been completed and what needs improvement can be seen at a glance. Even if there are a lot of things the next day, you won't be lost.
Finally, enhance the initiative of self-work, prioritize things and try not to be disturbed by other external factors. At the same time, we should communicate with colleagues more, learn their advantages and make up for our own shortcomings.
The seven short articles of "Annual Work Summary" and "An Individual Car Salesman" (Part II) passed quickly. We bid farewell to 20XX, ushered in the bell of 20XX, and summarized my work in 20XX.
Looking back on this year, I don't understand what I did. In fact, this year's turnover has not been completed, and there is still a gap of more than XX million. I feel really bad in my heart I should review myself and sum up everything in this year.
I think there are three reasons why this year's performance has not been completed.
1. The market power is not strong enough, so that many customers of XX enterprise have no contact at the moment, and no contracts have been generated! Did not achieve the expected results!
2. Personal style is not diligent enough to stick to the end. The exception is that the number of visits from X to X is abnormal this year.
3. In work and life, when communicating with people, the ways and methods of speaking need to be further improved.
Second, the work plan
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I can't be careless or negligent in the work arranged by the leaders. When understanding the task, on the one hand, we should make progress in understanding the leadership's intention and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, we should make progress and supplement in research.
Performance represents the past, not the past. We should use the shortcomings and problems of the past to spur ourselves to make better breakthroughs in the new era! In order to work in by going up one flight of stairs next year, make the following plans for yourself:
Three main parts:
1. For old customers and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers.
2. While having old customers, we should constantly obtain more customer information from various media.
3. If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
Nine subcategories:
1. There will be more than X new customers and X potential customers every month.
2. See what mistakes you made in your work and correct them in time. Don't do it again.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no concealment and deception to customers, so there will be no loyal customers. You agree with the customer on some issues.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Treat all customers with the same attitude, but don't be too condescending. Make a good impression on customers and establish a better image for the company.
7. Customers can't ignore problems. They must try their best to help them solve these problems. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. We should build up self-confidence for ourselves and always say to ourselves, "I am the best!" I am unique! " . Only a healthy, optimistic and enterprising work attitude can better accomplish the task.
9. Have good communication with other employees of the company, have team consciousness, communicate and discuss more, and constantly increase business skills.
Third, personal goals for next year.
A good salesperson should have: good team, good interpersonal relationship, good communication skills, good sales strategy, good professional knowledge, and extreme enthusiasm for sales! Fight for my goal! Come on!
Annual work summary, personal car salesman, wrote 7 essays (Part III) I. Work situation.
As a salesperson, I will focus on increasing my sales channels this year. In daily work, actively maintain and broaden customers, and increase more potential recommended customers by strengthening the relationship with customers. At the same time, don't forget to increase customers by telephone.
When there are activities, festivals and other activities, I will work harder to promote sales, sort out various activity offers and recommend them to customers, provide better consultation and strengthen the recommendation to interested customers.
In this year, I have done a good job in sales promotion, and I am also trying to improve my working ability and level. Let yourself know about the market and customers and strengthen your sales ability.
Secondly, I also actively learn my own understanding of my own automobile products, and have developed the basic configuration and performance. I am also trying to learn some details about design and other aspects. These seemingly small details often attract customers' attention. To this end, I spent a lot of time to increase this knowledge.
Second, personal shortcomings.
A year's work is not without failure, if not, then I would have become the first in the sales list. I still have many shortcomings and problems in my work. Although many things can't be changed overnight, I still want to work hard and learn to adapt to my work.
Third, summary.
After this year's efforts, I have become much stronger, but these are normal growth after all. If I want to further improve myself, I must make further breakthroughs in myself. Learn from other better colleagues, try to change yourself and make yourself a better person.
However, I also understand that we can't rush for success. I will study hard, work hard and try to make myself better!
20XX years are about to pass. In this year, through hard work, I have gained something. As the year is approaching, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.
20XX came to work in the company on _ _ _ _, only because of his enthusiasm for sales and his lack of sales experience and product knowledge in the automobile industry. In order to quickly integrate into this industry, after I came to the company, I learned product knowledge, explored the market, and encountered difficulties and problems in sales and products. I often consult the managers and leaders of various departments and other experienced colleagues to seek solutions to problems and deal with some difficult customers, and achieved obvious results.
First, by constantly learning product knowledge, collecting information from the same industry and accumulating market experience.
Now we have a general understanding and understanding of the market we are now in. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, we have successfully negotiated with some users to buy our products. While constantly learning product knowledge and accumulating experience, their ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, we can now come up with a relatively complete process to deal with some emergencies. Can operate a whole set of processes.
In addition, my 20XX work focuses on second-line and sales, and second-line work is very important. Every car we sell has to go through the second hand. The location of the second line is a bridge between the first line of sales and users. One is to supplement and improve the front-line work, and the other is to guide and maintain users. 20XX years, working in the second-line post for one year, and basically satisfied with the annual work. I serve at least 100 users! I feel a little proud of so many users! At the end of the month, I went to the headquarters for molding training and became a qualified salesman. In January, I conducted stronghold sales and market research in our secondary company. Now, I have also learned a lot of business knowledge about competing products, which is very beneficial to our product sales.
Second, this year's problems
On _ _ _ _ _ _ _ of 20XX, we made a summary based on the models sold on _ _ _ _. Used in cars that get their licenses in advance. We can also predict that the models in the first half of the year will certainly not be well digested in the second half of the year, because the models in the first half of the year are basically close to saturation, so the choice of models on the previous stage is wrong.
_ _ _ _ _ _ and _ _ _ _ differ by 10,000 car prices only one day, which is unacceptable to some users, resulting in a large inventory of our products and great financial pressure in the second half of the year. 10 In October, we encountered a global financial crisis, and the market was getting worse every day, making our life even more difficult.
Three. Improvement measures for problems existing in 20XX work.
For the price difference of 10,000 yuan, we have made corresponding adjustments in the meeting in the third quarter, and the current product price is acceptable to most users. There are also some models that are wrong in advance. We are going to digest some cars in the peak season this year, look at the market and make an accurate judgment! Reduce the financial pressure of companies and departments, and let our people go into battle easily and challenge the next task!
Four, 20XX personal work goals and plans
For 20XX years, I have always adhered to the three basic principles of salespeople, namely, being the most disciplined, carrying out orders, completing tasks and doing a good job in this position. I hope the company will give me more opportunities to study and exercise and enrich my knowledge!
I hope that in the next 20XX years, I can move from a second-line position to a first-line sales position and become a complete salesperson. In the whole year of 20_, I have mastered a set of operating procedures. Plus more than a year of sales experience, I have my own way to deal with some unexpected things. I believe I can become a qualified salesman. If I can enter the first-line sales position, I will try my best to do my best in sales and profits.
Model of Annual Work Summary for Automobile Sales Staff 7 (5) I. Annual Sales Summary of 20xx
In the year of 20xx, our company achieved a total sales volume of 200 vehicles under the condition of sluggish overall market and weak automobile sales, which increased by 65,438+044% over the same period of 20xx. Among them, Jingyi XL sold 20 vehicles, Jingyi LV sold 36 vehicles, Jingyi SUV sold 23 vehicles, Jingyi X5 sold 40 vehicles, and the total number of Jingyi models was 65,438+044. Lingzhi V3 sold 265,438+0 vehicles, M3 sold 53 vehicles, M5 sold 7 vehicles, and Lingzhi vehicles totaled 865,438+0 vehicles.
In 20xx, the company increased its advertising efforts and invested heavily in offline newspapers and the Internet. Off-line display of Jingyi X5' s commercial supermarket in Times Jinmao, a large number of self-made promotional materials, pasted by our own sales consultants on major road sections and intersections, traveled all over Zhangjiakou 4 District 14 County. This year, I participated in "3. 15 Parkson Auto Show" and "May Day" one after another. Auto Show in Citizen Square, Auto Show in Mid-Autumn Festival and Auto Show in National Day, as well as auto shows in counties such as Zhangbei, Shacheng and Yuxian held by Zhangjiakou Evening News, not only achieved good sales results, but also effectively improved the popularity of brands and 4S stores, laying a solid foundation for increasing sales in the future. At the same time, under the planning of the marketing department, we carried out a variety of theme activities, including road trips, test drive meetings, group buying meetings, etc., which won the good reputation and recognition of new and old customers. I think 20xx is a year of nirvana for Volkswagen. At the beginning of the year, the doors were blocked and we could not operate normally. There is only one sales consultant left, and the monthly sales volume is about 10. Almost everyone is confused about the future of the company. After the chairman finally took over the company, this situation changed completely. We have a brand-new store, and the sales consultant is stable in four important positions, such as market, backstage and customer service. The hardware and software have been greatly improved, but the mental outlook of the whole staff is still lacking. However, with the support of the Chairman and the leadership of Mr. Dong, I am confident to lead our team to achieve the sales target and various business indicators for next year and create greater profits for the company.
Second, the sales management plan
1, vehicle sales target decomposition
Classification by vehicle type: (Chart: omitted)
News time distortion: (chart: omitted)
Monthly sales plan: (Chart: omitted)
2. Profit forecast
In order to increase the market share of vehicle sales in our store next year, I will adjust the profit rate of bicycles to about 3.6%, of which the profit of vehicle sales is 2.4%, and increase the sales of fine products and commercial insurance, with fine products accounting for 0.7% and insurance accounting for 0.5% of the profit. According to this ratio, the average bicycle sales are at least 1000 yuan, the commercial insurance coverage rate is more than or equal to 50%, and the loan car accounts for 10-20% of the total sales.
According to the average selling price of 70,000 yuan per set of popular models, the sales department completed the Ming Dynasty.
The gross profit of the annual sales task was 6.5438+0.78 million yuan, including 6.5438+0.65438+0.8 million yuan for the whole vehicle, 350,000 yuan for fine products and 250,000 yuan for insurance.
The only way to make a profit while maintaining the meager profit of the whole vehicle is
He works hard. From the perspective of company management, it is both pressure and incentive to formulate reasonable and clear assessment objectives, which are directly linked to the personal salary of sales consultants. In addition, it is also essential to strengthen the training of sales consultants and improve their sales skills and service awareness.
There are also many areas that need to be improved for different projects: 1. In terms of high-quality products, it is mainly to increase the types and projects of high-quality products, so that customers have more choices, and sales consultants also have more guns and medicines when promoting sales; 2. Insurance: Our store's current imperfection in insurance claims also affects the confidence of sales consultants in promoting insurance to a certain extent. Therefore, we should increase the number of claim adjusters and improve the one-stop service of insurance claims, so that sales consultants can have more cases to convince customers when recommending insurance. 3. Auto finance: The main thing is that the sales consultant and the financial manager should cooperate in place, control the approval time and the arrival time, try their best to get loans, and don't occupy funds for a long time. The skills of financial managers in their daily work and the success rate of reporting are also very important. Training and self-reinforcement learning are necessary.
3. Promotion plan
① Strategy: In order to achieve the annual sales target of 20xx, the strategy of the promotion plan for next year mainly adopts advertising, promotion and public relations.
② Implementation plan:
Advertising is mainly based on websites and auto shows, supplemented by print media, stop signs and other media; On the basis of previous price concessions and fine gifts, the promotion focuses on small gifts and small gifts to achieve the best results with minimum investment. In view of the relatively concentrated customers of Ganoderma lucidum, long-term publicity and public relations and the number of group purchases are also the focus of sales tasks and profits next year.
4. Staffing
The staffing of the sales department is: sales manager 1, sales back office 1, exhibition hall manager 1, sales supervisor 2 and sales consultant 8; Sales Supervisor of Qujiazhuang Direct Store 1, Sales Consultant1; Marketing manager 1, planning specialist 1. The exhibition hall manager and 1 sales supervisor also serve as seed lecturers in the sales department.
Third, summary.
In the past year, with the correct leadership and strong support of Mr. Dong, the sales department has made certain achievements, gained a certain popularity in the same industry in Zhangjiakou and gained a certain reputation in the eyes of customers. In the new year, while completing the sales task, the sales department should also strengthen the management and standardization of the exhibition hall, improve the overall quality of sales consultants, and lay a solid foundation for more brilliant achievements in the future.
The year of 20_ is an important strategic turning point for XXXX Haima Automobile Sales Company. The intensified price war in the domestic car market and the overall economic environment of national macro-control have caused great difficulties to the daily operation and development of XX Company. With the joint efforts of all the staff, XXXX Haima Automobile Sales Company has made a historic breakthrough, and its automobile sales, profit and other indicators have reached record highs. As the general manager of Haima Automobile Branch, I am also honored to be awarded the Outstanding Leadership Contribution Award. Looking back on the whole year's work, I feel that I have gained something in the following aspects and would like to share it with my colleagues in the industry.
First, strengthen the face of market competition, subdivide user groups without relying on price wars, and implement differentiated marketing.
According to the business indicators issued by the company's headquarters this year, combined with the spirit of instructions given by General Manager Xing at the 20_ _ _ business meeting, the branch will focus on differentiated marketing and improving the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, our Hanyang branch did not blindly enter the misunderstanding of price war. I often say that price is a double-edged sword, and moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We groped for a set of countermeasures:
Countermeasure 1:
Strengthen the target management of the sales team, standardize the service process, make daily work tables, regularize inspection work, subdivide sales indicators, regularize morning meetings and training meetings, and assess service indicators.
Countermeasure 2: subdivide the market, establish differentiated marketing and detailed market analysis.
We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation in XX years, we identified four markets: taxi, group users, university market and scattered users, and adopted corresponding marketing strategies for these four markets. For government procurement and taxi market, we have increased investment, set up a taxi sales group and a large number of users, and the branch company has become an enterprise car unit, making more use of the propaganda of industry associations, correctly guiding taxi companies and publicizing Haima brand policy. Usually take the initiative to come to the door, communicate and feedback regularly, and closely track the market dynamics. In view of the good opportunity of taxi upgrading in XX market in recent two years, we have been maintaining good cooperative relations with taxi companies, and we have taken the initiative to come to the door to learn about the taxi company's demand for changing cars, driver's behavior and ideological trends; Follow up with the taxi company by phone every week, and provide on-site service once a month to understand the use of new taxis and solve some common faults on the spot; Negotiate with taxi companies to provide on-site training on taxi drivers' skills and maintenance knowledge. In view of the high level of knowledge of college students' consumers, we give priority to Picasso's recommended sales, supplemented by Citroen's brand introduction and cultural propaganda, so that they can feel Citroen's long history and rich corporate culture connotation. In addition, we also joined hands with the logistics group of XX University, and successively joined hands with the logistics team of XX University of Technology to set up XX maintenance service points on campus, bringing XX services to colleges and universities, and regularly organizing free free clinics and maintenance inspections in colleges and universities, thus establishing a good brand image in colleges and universities and promoting sales in the college market.
Countermeasure 3: Pay attention to information collection and make scientific prediction.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market forecast has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system that everyone collects, communicates in time, and is responsible by special personnel. Through the data and information fed back by the sales staff at the sales morning meeting before going to work every day, make a comparative analysis report of the previous sales in the same period, determine the refinement of the next sales task and the formulation of specific sales methods, and respond immediately if necessary. At the same time, keep close communication with relevant departments of brand department and actively organize vehicle sources. Increase the planning of work and avoid the blindness of work; While paying attention to the absolute quantity of sales, we strengthen our market share. We regard the branch's share in the local market as the main assessment target of the sales department. Complete the task of the headquarters this year and successfully complete the annual sales target issued by the headquarters.
For spare parts sales, we focus on cleaning up some unsalable parts accumulated due to historical reasons, and try our best to reduce the capital backlog of the branch. Due to the change of spare parts business policy this year, the profit margin of dealers has been further compressed. In view of the new market situation, the leaders of the branch held special meetings with the spare parts business department for many times. While actively exploring the peripheral spare parts market, especially the big customer market, combined with the new business policy, a series of spare parts promotion activities were carried out and achieved good results. Sales turnover of spare parts is XX million yuan. In the case that the low-price dumping in the market has greatly affected the sales of retail outlets, using after-sales service to promote the sales of spare parts in the workshop not only reversed the unfavorable situation, but also promoted the sales of working hours in the workshop.
After-sales service is the window and the backing and guarantee of our vehicle sales. This year, the branch ushered in the peak of after-sales maintenance since its establishment in 0XX. To this end, we put forward higher requirements for the after-sales service department, and widely carried out service awareness publicity activities among all after-sales personnel, as well as self-inspection and mutual inspection between teams and groups; A workshop site inspection system attended by department managers every Friday was established, and rectification opinions and time arrangements were put forward for the problems found on the after-sales maintenance site. Users receive special personnel when entering the station, and emphasize language and behavior norms in important links such as car pick-up, trial operation and delivery; In the process of maintenance, emphasize the use of three cushions and one cover, standardize behavior and language, respect users and care for vehicles; Carry out kanban management in the workshop, receive photos and names of management employees, and accept user supervision. In order to further improve user satisfaction and shorten the waiting time of users in line, since June, the after-sales service time has been extended to 00 am every night, and the after-sales club provides 4-hour all-weather rescue; By improving the software and hardware environment of the after-sales maintenance site, we can provide customers with comprehensive and high-quality services, thus improving customer satisfaction. After-sales maintenance picks up XX cars throughout the year, and the net income of working hours is XX million yuan. Second, strengthen service awareness and improve the quality of marketing services.
20_ is a year of fierce competition in the automobile market. Facing the grim situation, at the beginning of the year, we determined the whole year as the year of service management, and put forward the business policy of driving sales with service and creating benefits with management.
We selected employees who have been engaged in service for many years to set up the customer service department, and established the branch's own customer return visit system and user complaint acceptance system. Each business department holds a regular service meeting once a week, and a regular service meeting at the department manager level every quarter in combination with the service requirements and service rating feedback of the business representative office, so as to strengthen the service awareness in management and take service work as the top priority. At the same time, in internal management, the management service system of front-line business departments and front-line management departments serving customers has been established and improved; In the business department, the principle that serving customers and customers are God is emphasized. In the management department, the emphasis is on the front-line awareness of service sales. Form a management mechanism of second-line service and first-line service for customers. Actively respond to the requirements of the headquarters, improve the service quality, strengthen the staff's service awareness, hold a regular service quality meeting once a week, summarize the service quality improvement actions last week, and make plans for this week to provide users with high-quality and high-priced services. And set up a service quality perspective to track the service quality, find the shortcomings in time, and put forward the next improvement plan. Among all the branches under the jurisdiction of the commercial representative office, the service score is always in the forefront, and the after-sales service has won the first place in the national network for many times. While strengthening the software fitness, we have carried out a series of rectification on the hardware facilities of the branch, established the rest area for maintenance users one after another, and took the lead in implementing the turnkey project in maintenance; In view of the surge in taxi sales, a taxi sales service team was set up in time, and a special taxi sales office was set up to improve the user rest area. According to the characteristics of the current market and the requirements of the brand department, we have launched a series of activities, such as smiling service in March, giving a big gift with a smile on May Day, sending coolness in summer, free inspection of university campus in autumn, free community clinic, and send warm in winter. , has received great response from customers, and the service awareness and quality of the branch have been significantly improved.
In a blink of an eye, I have been in the 4S shop for three months. During the period, I went from a car rookie who didn't even know what at and MT meant to a salesman who knew the performance of the car. Everything starts from scratch. While learning professional knowledge, open up the market. When I encounter difficulties and problems in sales and specialty, I will consult my experienced colleagues in time to find a solution. Here, thank you very much for your help! I am also very grateful to the leaders for giving me a platform to show myself.
During these three months, I not only learned the basic knowledge of cars, but also got a deeper understanding of my own brand, which made me deeply fall in love with my job and the cars I sold. In my opinion, only by loving my post can I do my job well.
In just three months, I learned that it is not enough to sell cars by my passion, but also how to negotiate and analyze customers' situation. These are things that I have never experienced as a new salesman, and our old salesmen often take me as a newcomer and learn negotiation experience in the negotiation process. I am very grateful to my colleagues for this. So, so far, I have difficult clients to talk about. I will learn the negotiation skills of the old salesman to negotiate.
Nowadays, the competition in the automobile sales market is becoming more and more fierce, and all salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure, so a positive attitude is very important.
I should start every day from the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others. These have always been my working attitude. I believe that only in this way can we finish the work better.
The shortcomings: the understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient, and there is a lack of experience in communicating with customers. In the sales work, some people are eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, study actively, ask the old salesman for business knowledge and improve my sales skills as soon as possible.