Fitness sales in the annual work summary mainly find out the main achievements and shortcomings from the work situation of the past year, and then learn lessons to make better plans for the next year! The following is a model essay on fitness sales in the annual work summary, welcome to read!
Over the past year, under the correct leadership of Director Li, Mei Bureau and Meng Bureau, and with the care and support of bureau leaders, the gym in the activity center has continuously improved the ideological quality and professional level of employees according to the plan a year ago, and established the idea of serving veteran cadres and members. In line with the working concept of serving veteran cadres and gyms with enthusiasm, care, patience and sincerity, the main position of the activity center is the leader and xx is the focus.
1. Strengthen internal management and improve the comprehensive quality of service personnel for veteran cadres.
First of all, strengthen political study and improve ideological understanding. All the staff in the gym actively participate in the study of current affairs and politics, learn the principles and policies of veteran cadres, learn to respect the old and love the young, and constantly improve the theoretical level of serving veteran cadres; Strengthen their own business study and improve their service skills. Secondly, the health and safety of veteran cadres should be the top priority.
In order to provide a good fitness environment for veteran cadres, implement the daily cleaning, order maintenance and maintenance of activity facilities, and make long-term work unremitting. The division of labor in the center is clear, and the responsibility lies with people. Carry out sanitation and cleaning work in the contract area every day. Due to the service in place and orderly management, the number of veteran cadres who come to the gym for daily activities is gradually increasing, which makes the veteran cadres feel safe and have fun.
The second is to strengthen the safety of venue equipment and facilities and team building.
The fitness flight room has 10 treadmill, 28 pairs of spinning machines and more than 20 kinds of strength equipment. The daily maintenance of the coach rotation row covers everything, so that all fitness equipment can eliminate potential safety hazards, and the responsibility lies with people. While strengthening the patrol of coaches, we should mobilize the players to supervise each other and conduct activities in an orderly manner. In addition, the gym can also be responsible for or assist in the holding of various sports events and the services of various associations in the activity center. All employees perform their duties, do their best, play a team spirit, cooperate with each other, and must complete the tasks assigned by the leaders.
Third, the conference system.
1, weekly meeting
Time: The foreman meets every afternoon 14: 00. At 2 1: 30 pm, all domestic/export meetings will be held. Content: Summarize last week's performance: each consultant will raise the difficulties encountered in this week's work at the meeting and seek solutions: the supervisor will solve the problems found in this week's work at the meeting and give counseling to the consultants who have problems in sales work one by one;
2. Monthly meeting
Time: the first week of each month: all domestic/export, sales supervisors and club managers of the club.
Content: Summarize last month's performance, arrange the person with the highest performance this month to share work experience with you, and arrange the person with the highest performance in each branch to speak on stage. The sales supervisor summarizes last month's work. The club manager assigns tasks this month and encourages everyone to improve their work enthusiasm and boost sales morale.
In addition: if a meeting needs to be held temporarily due to various circumstances, the temporary notice shall prevail.
Fourth, the reward and punishment system.
1, exceptional
One, outstanding performance, reward according to the relevant provisions of the company. After the domestic sales consultant completes the target task (this task refers to the task assigned to the consultant by the club according to the overall sales target), I will give it to the person with the highest performance in the department in that month? Department's highest performance award? Bonus 200 yuan whole. The highest performance in this group for one year in a row will be rewarded with cash 300 yuan. The highest performance in this department for one year in a row will be rewarded with cash 500 yuan. The company will consider giving a salary increase to the person with the highest personal performance in the department for three consecutive months.
B, according to the individual's usual work performance, business ability, assessment results, etc., give the opportunity to be promoted to the supervisor to reward the enthusiasm and enthusiasm of the sales staff.
Step 2 punish
A. In case of violation of the above-mentioned relevant provisions, it shall be implemented in accordance with the company's rules and regulations;
B those who fail to complete the performance tasks assigned by the company for three consecutive months shall be demoted or dismissed.
Five, for single management system
Handling principle:
★ When a new customer presents a sample coupon or a sales business card or calls out the name of a sales consultant, such a guest is regarded as the designated guest on the day of sales;
★ The member's card transfer, card replacement and product purchase shall be subject to the deposit;
★ Domestic sales consultants and individual customers are subject to payment. Tracking guest records? It is only a way for domestic consultants to manage their clients, but not entirely as evidence to judge their performance;
★ Guests holding gift certificates or gift cards sent by the company are regarded as new guests.
When customers come to a fitness club, they must have their own ideas and purposes. So every time customers come, listening to their needs is the most critical step. Only in this way can we really understand what customers want and what kind of fitness purpose they want to achieve. Only by understanding this can we provide long-term quality service according to the actual situation of customers.
At the same time, I also think that gym member consultants should also do the following:
First, it is best for member consultants to participate in fitness and dare not say that they like it. However, since you have chosen this job, you should at least be familiar with it. It's basic, and we can talk about it as soon as we talk about it, including equipment, coaches, environment, services and so on. Don't ask questions if you don't know When a customer asks you a question, you should ask someone to answer it after consulting. If it sounds bad, what are you doing? Then why should the customer give you money instead of looking for a more professional one, because you are not even worth the service fee for answering questions.
No matter how ugly and beautiful, treat each other warmly. You don't know which tree will blossom. Perhaps the person you don't care about the most is often one of your big customers, or even one of your business influence points. Besides, doing things is being a man. Even if business fails, making some contacts will be very helpful for your future. Don't be so exclusive.
Third, remember that after-sales, many salesmen who have done well in the early stage are very poor after-sales, and they don't care what they receive. This is a short-sighted behavior. Many fitness members are well-off leisure people, so forget it. I'm just in sales, and I don't have any after-sales responsibilities. This is completely personal. Aside from personal connections, you can't miss the introduction. Some members will often communicate with bosses and store managers, and their preferences for you may be.
Fourth, be diligent, consult your predecessors if you don't understand, do more work to earn popular knowledge, and don't have too strong sales intentions. After this training, I really learned a lot that I couldn't learn in class, which made me feel healthy and energetic.
20xx's fitness sales work ended successfully in Fan's annual work summary. I worked in the company's overseas sales department, worked diligently for one year, and completely accomplished my job. Under the influence of the financial crisis, the company's overseas sales have not developed as comprehensively as in previous years, which is not entirely the company's problem. The situation of economic crisis has reduced the purchasing power and desire of many people to the lowest point. However, there are still many things worth summarizing in the work of xx years.
I. Improvements and plans:
A. Product development
1. Every salesperson should make a suggestion on the product to be developed every month. If it is adopted, or a certain amount of reward, it will stimulate sales personnel to communicate with customers and actively obtain information about product development.
2. Independent development and cooperation with product design companies to develop series products.
3. The development of imitation products must avoid patents.
4. It is good for both export and domestic sales to unify the style of product packaging, establish a unified logo and establish a product spleen.
B. Sales business
1. With the continuous appreciation of RMB, the impact on our industry will be greater and greater. In terms of turnover, the requirements should not be too high, and it is ideal to maintain 6-7 million/month, and it is enough to ensure profitability.
2. The export environment is harsh, and customer service and maintenance are needed. Customer service and maintenance, which is the key training content of the export department in 2009.
3. Reduce the ratio of gift orders to oem/odm, and vigorously develop products suitable for Japan City, jumbo, cainz home and Wal-Mart. Only these companies will provide us with lasting and stable orders, and gift orders are difficult to meet. Uneven drought and flood are not good for the factory.
4. List key customers, and treat them as vip customers, giving priority to product development, order distribution and gift distribution.
5. Establish a system of regular telephone contact with buyers, requiring businesses to actively communicate with buyers, understand customers' real intentions and their plans, so as to cooperate with them and expand turnover.
C. Staffing
1. Strengthen the training of newcomers to make them have good sales skills and professionalism. If they really can't integrate into this team, they should be resolutely dismissed.
2. After moving out of Guangzhou, you should recruit a Japanese-speaking business.
3. Open more business exchange meetings, let them exchange experiences and narrow the uneven level.
4. Communicate with each business individually on a regular basis to understand their mentality and stabilize the team.
Encourage businesses to study in their spare time, including Japanese and sales skills. And the company can give them a certain percentage of reimbursement.
6. Take part in some outreach activities to make yourself more team-oriented.
D. Cooperation with factories
1. The instructions to the factory should be clear, so that the factory can produce and sample in strict accordance with the instructions of the sales department.
2. Communicate with the factory supervisor to let them know about the sales work and be willing to cooperate with the sales department.
3. In order to cooperate with the production progress of the factory, our department should establish a customer information supply confirmation form, including the confirmation of packaging materials, wheat heads, design drafts, etc.
4. Extend the delivery time, and the factory has sufficient production space. (except the promotion list).
Second, shortcomings and challenges:
A. Product development
1. failed to provide effective product development direction to the factory.
2. The current product development is to see a good product in the market, buy it back to imitate/copy, and not understand the patent of the product. This is a big risk, and no customer dares to buy/sell the products that may be developed.
3. The current product packaging is poor and the design style is not uniform, which can not highlight our brand characteristics.
4. The geographical division of customers is complicated, so it is impossible to develop products in one market for a specific single market, and it is impossible for a product to be suitable for all markets.
B. Sales business
1. Generally speaking, the sales performance of the export department will be lower than that of last year, which is mainly reflected in the poor start at the beginning of the year 1 and February, and the insufficient orders in the middle of June. The instability of order volume seriously affects the sales performance of the whole year.
2. External policies and political environment have great influence on sales performance. For example, the RMB appreciated by 7% in XX, and the export tax rebate was changed from 1 1% to 5%, and the wages of workers also rose sharply, which affected the pricing of products, made our price system unstable and directly affected customers' willingness to place orders. According to the retail pricing regulations, it is 3 to 8 times the fob price. When the unit price of fob products increases by 5%, the retail price will increase by 15% to 40%. Such a big increase will have a great impact on the sales of products.
3. Mattel incident also made customers wary of China manufacturing, and sgs certificates were required for all plastic products, which was a burden to customers and factories. The willingness to place an order will decrease in the short term. However, it turns out that this is good. Customers don't dare to bargain too hard, and they will also cooperate with large standard chemical plants to make safe money.
4. The proportion of gift orders is too large, the proportion of regular orders is getting smaller and smaller, the proportion of oem/odm orders is too large, the proportion of self-developed products is getting smaller and smaller, there are many imitation/plagiarism products, and there are many patent problems, which limit the sales area and affect the sales volume.
C. Staffing
As my old job, 1. Nico's departure has a certain impact on us, and the specific impact will not be reflected until early next year.
2. At present, the staff is adequate, but it feels a little out of touch. The old business is overloaded, and the new business starts slowly, which can't help much. There are also great differences between the new personality and the old business, so it is difficult to balance them.
3. Newcomers are not professional enough.
4. The business level of salesmen is uneven, which affects the overall performance of the team.
As the most important market of our factory, Japan lacks a Japanese business.
6. We hold weekly meetings to provide a platform for exchanges between businesses and provide training for new businesses, but the overall effect is not satisfactory.
D. Cooperation with factories
1. Generally speaking, it's ok, but the details are not enough. If communication with all departments of the factory is not in place and skills are lacking, it will cause misunderstanding.
2. We don't know the customer's quality requirements and the details of the production process, so there are many defective products and many unprofitable phenomena.
3. The factory doesn't pay enough attention to the model, which leads to the unstable business mood when it loses faith with customers.
4. The mold period was not completed on time, and customers complained frequently, which affected the enthusiasm of the business.
20xx has been a difficult year, with the continuous appreciation of RMB, sharp rise in labor costs and rising energy rental prices. The policy is vigorously encouraging the market that promotes domestic demand. These are the difficulties that our export department has to face. We must practice hard, really improve our service level and provide high-quality products in order to win this tough battle.
20xx is the slowest year for the company's overseas sales over the years, so we must see the current situation clearly and make corresponding countermeasures and plans after fully understanding the prospects of overseas markets, which is undoubtedly the most beneficial to the company's development. As an ordinary employee of the company, I will definitely see the present situation. I believe that with the collective efforts of all the staff in the company's overseas sales department, our work will definitely get better and better!
Annual Work Summary Fan Wensan, a fitness salesman, can learn from these three sentences: Any success comes at a price and requires us to pay a lot, and "inspiration", "skill" and "luck" are also indispensable factors for success. Think we can get the following formula: sales success = diligence+inspiration+skill+luck. Do you agree with this formula? Then how to do a good job in sales has the answer: first, diligence. (Brain diligence, eye diligence, ear diligence, mouth diligence, hand diligence and leg diligence-six diligence) If you want to do a good job in sales, you must first be diligent, which is also an essential quality for a business person. There is a saying in the marketing field: "The performance of a sales mediocrity who stays with customers all day must be higher than that of a sales genius who stays in the office all day." This sentence is very good, "diligence can make up for it"! Diligence is reflected in the following aspects:
First, study hard and constantly improve and enrich yourself. 1. Learn the knowledge of the products you sell, the knowledge of the industry and the knowledge of similar products. Only by knowing yourself and yourself can you appear in front of customers as a "professional" salesperson and win their dependence. Because we also have the feeling that when we go shopping, or when others recommend products to us, if the other person has a little knowledge or a little knowledge, there is no doubt that we will discount what we want to buy and the impression of this person. When we see a doctor, we all like to go to an "expert clinic" because it is reassuring. Now the advertisements are also: China Mobile-Communication Expert, Jiu Wang Mu-Pants Expert,-Kitchen Expert. Our customers are the same. They want a "professional" salesperson to stand in front of them, so that they will accept us as people and our company and products. 2. Learn and accept other knowledge outside the industry. Just like literature and art, sports, politics and so on, we should keep learning. For example, how the Houston Rockets in NBA won or lost recently, Yao Ming's performance, the status of the six superstars of Real Madrid, whether Pele joined Real Madrid and so on. These are all materials for chatting with customers. There are so many things to talk about at work that you are not bothered by him. The work will be finished in a few minutes. What shall we do when it's over? We can't be cold We can talk to him about anything he likes. 3. Learn management knowledge. This is self-improvement, and we can't always stay at the current level. You should manage the customers in this market. What is the customer? It is our God. In other words, they all work for us. If they manage well and give us more serum, our sales performance will go up.
Second, frequent visits. Must have the spirit of hard work. Business people are "copper-headed, iron-tongued, rubber-bellied and scud". 1. "Tongtou"-I often hit the wall, but I am not afraid to touch it, but I dare to touch it again. 2. "iron mouth"-dare to speak, can speak. Talking is not the same as talking. Being able to talk shows that this person likes to talk and talk endlessly; But being able to speak means saying less and being to the point, so dare to speak and be able to speak at the same time. 3. "Rubber belly"-often ridiculed and resentful, so learn to be tolerant and learn to adjust yourself. 4. "Scud"-needless to say, it is the "leg suit" in Liuqin. And take prompt action. If the customer has a problem, you should arrive at the first time when calling you. We'll knock before he puts the phone down. The advantage of frequent visits is that the relationship with customers has always been good, so that he will not forget you in a few days. Even if you can't go in person, call him to deepen his impression of you. In addition, how to save time and effort and improve work efficiency when arranging trips.
Third, think hard. Is to think hard, encounter problems, think carefully about what the root cause of the problem is, and then formulate solutions according to the evidence. There are often some illusions in sales work: sometimes customers look good and refreshing, which makes you walk away in a good mood, but you wait and there is no news at all. Sometimes the surface is very unfriendly to us, even driving us out, and we may not dare to go again. This is because we don't know what the reason is, so we must calm down and think calmly to avoid being misled.
Fourth, communicate diligently. People often say that "the authorities are fascinated", so we should often communicate our market problems with leaders and colleagues. Other people's markets may also exist, and understand how they solve them. Perhaps through the guidance of leaders and colleagues, you will suddenly realize that finding a solution to the problem will improve.
Fifth, be diligent in summarizing. Only by summarizing can we improve. Whether it is success or failure, its experience and lessons are worth summing up. Successful experience can be transplanted, and the lessons of failure will not make us repeat the same mistakes.
Second: inspiration. What is the inspiration? Inspiration is creativity and innovation. If you want to sell well, you can't stick to the rules. You need to break the traditional sales thinking and change your way of thinking to face the market. Inspiration can be said to be everywhere. 1. It was blocked when talking with customers about purchasing goods. I was encouraged to learn that my client was ill or that my relatives and family members were ill. I'm going to buy something to express my condolences. This can break the deadlock, and the customer's initial refusal may change his attitude-buying goods. 2. Product lead-in period: When the promotion is blocked, I suddenly know that other manufacturers are holding a press conference. Inspiration is coming, so let's have a press conference. 3. When I was shopping, I saw that the shoe seller had a shoe rack. Here comes the inspiration. Call the epidemic prevention station and tell them that they were bitten by a dog. Do you have serum? As soon as they hear that someone wants to buy it, they may buy it. Third: skills. What are the skills? It is the method and the sales skills throughout the whole process. We face a wide variety of customers, and we must adhere to one principle: first, we will do what we like; The second is to rescue Zhao from Wei; The third is soft grinding and hard foaming.
There are three main stages in the process of interacting with customers:
First of all, before the visit:
1. Make plans before visiting.
The advantage of (1) is that when you have a plan, you will have a coping strategy during the interview, because sometimes improvisation strategies have little effect.
(2) Think ahead of the obstacles that may be encountered, prepare the elimination plan in advance, and reduce communication obstacles.
(3) If you think carefully in advance, you can expand and contract freely when you change it on site, so as not to panic.
(4) If you are fully prepared, your self-confidence will be enhanced and your psychological stability will be relatively stable.
2. The content of the previous plan. (1) Determine the best visiting time. If you want to invite customers to dinner, you'd better arrive half an hour before work. If you don't want to invite them to dinner, you'd better go early and come back early.
(2) Set the goal of this visit. What purpose do you want to achieve through this visit, to enhance emotional communication or to promote customers to buy goods?
(3) Predict possible problems and solutions.
(4) Prepare relevant materials. Remember whether there are any problems left over from the past and solve them this time. Second, during the visit: 1. Look at our sales behavior from the customer's point of view. From the point of view of sales staff, the purpose of our visit is to promote products, while from the point of view of customers, we regard customers as "targets".
The purpose of the visit is mainly to exchange interest with customers. Don't just introduce the product itself, but focus on the benefits it brings to customers. In this way, the psychological acceptance of customers will be greatly increased, so that we can communicate smoothly under the condition of mutual benefit between buyers and sellers. 3. Different customers have different needs. Every customer's situation is different, and their needs and expectations are naturally different, so before visiting, we should collect information, investigate their needs, and then prescribe the right medicine. Let's introduce the "FAB" rule in communication. When applying this rule, please remember that only by clearly pointing out the benefits can you impress customers. From the standpoint of selling products, it is easy to think that customers must be very concerned about the characteristics of products and always try their best to tell the characteristics of products one by one to convince customers. In fact, the interests of products are what customers care about, so remember that when applying this rule, F and A can be omitted, but B can never be omitted, otherwise it will not impress customers.
Third, after the visit:
1. Be sure to do post-interview analysis.
(1) Take some time to compare the results after the visit with the plan before the visit to see which goals have been achieved and which goals have not been achieved.
(2) Analyze the reasons for not achieving the goal and how to achieve it.
(3) From the customer's point of view, reconsider the feelings during the visit and what was not done well enough.
(4) Analyze whether your attitude and behavior during the visit have contributed to customers.
(5) Further thinking about what needs to be improved to be more effective.
2. Take improvement measures.
(1) Analysis alone is not enough. We should actively take improvement measures to improve our own defects and deficiencies in order to improve better.
(2) "The world is afraid of a willing heart". For customers who refuse or refuse, we should study more methods, find out the best solution, and try again and again, which will certainly bring good results.
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