Time flies, and a period of work activities has come to an end. This is precious working time and we have gained a lot. Let's sum it up and write it down in the work summary. Are you still worried about writing a work summary? The following is my monthly work summary (5 selected articles) for your reference only. Welcome to read.
The monthly work summary of automobile shop1April is an important strategic turning point for xx automobile sales company. The intensified price war in the domestic automobile market and the overall economic environment of national macro-control have caused great difficulties to the daily operation and development of X company. With the joint efforts of all the staff, xx Automobile Sales Company has made a historic breakthrough, and its automobile sales, profits and other indicators have all 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 work in April, 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 month, combined with the spirit of instructions given by General Manager Xing at this month's business meeting, the branch will focus on differentiated marketing this month to improve the quality of marketing services. 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
1, service process standardization
2. Form daily work
3. Regularization of inspection work
4. Breakdown of sales targets
5. Standardization of morning meetings and training courses.
6, service indicators into the assessment.
Countermeasure 2: subdivide the market and establish differentiated marketing.
1, 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 April, we have identified four markets: taxi, group users, university market and scattered users, and we often adopt 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 renewal in X market in the past two years, we have maintained a good cooperative relationship with taxi companies, and took the initiative to learn about the taxi company's change demand, driver 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 X University, and successively joined hands with the logistics team of X University of Technology to set up X maintenance service points on campus, bring X's services to colleges and universities, and regularly organize free free clinics and maintenance inspections in colleges and universities, thus establishing a good brand image in colleges and universities and promoting the sales of colleges and universities.
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. The sales turnover of spare parts is RMB10,000 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. In April, the company ushered in the peak of after-sales maintenance since the establishment of xx. 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, the service time is extended from 4 copies to 65438+ 0 am every night, and the after-sales club provides 24-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 April, the car was repaired x times, and the net income of working hours was x million yuan.
Second, strengthen service awareness and improve the quality of marketing services.
20XX is a competitive year. Facing the grim situation, in April, we determined the whole year as "the year of service management" and put forward the management policy of "service-driven sales and management-oriented benefits". 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 "turn-key" project for 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, a series of activities such as "Smile Service in March", "Smile as a Gift on May Day", "Cool in Summer", "Free Campus Inspection in Autumn", "Community Free Clinic" and "send warm in Winter" were carried out, which received great response from customers, and the service awareness and quality of the branch were obviously improved.
Third, track the opponent's dynamics and strengthen their own competitive strength.
Internal management, please come in and go out. Standing still and building a car behind closed doors has long been unable to adapt to the current fierce competition in the auto market. By entrusting relevant professional companies, put forward brand-new plans and suggestions for the on-site layout and management of the exhibition hall of the branch; Organize the General Department and relevant business departments to conduct on-the-spot investigation on service stations with a certain scale in X City, especially the competitor's 4s station. Learn from each other, learn from each other's strengths, and accumulate first-hand information for future work and business policy formulation.
Fourth, pay attention to team building.
The branch is a whole, and only by giving full play to the enthusiasm of each member can we. Since the beginning of April, we have established and improved a series of regular meetings, such as weekly manager meeting and monthly business analysis meeting. 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. By hiring a professional enterprise management consulting company, the employees were trained on how to improve team spirit, which further strengthened the service consciousness and concept of all employees.
Monthly Work Summary of Auto Shop 2 According to the advertising plan reported to the region in May 438+10 and the series of activities required by the head office, Longteng commemorative edition is mainly promoted. In Jiangnan Evening News on June 5438+065438+1October 2/kloc-0, the soft article "Dongfeng Citroen is polite every day, releasing Longteng commemorative edition" and Longteng Tianxia colorful vertical edition were published, and a series of preferential activities were launched. After the advertisement was released, we received 23 consultation calls. Due to the limited sale of the commemorative edition, only some users can apologize, so the launch of this commemorative edition has attracted the attention of consumers to a certain extent and achieved good results. In addition, on June 165438+1October16, East China Information Daily put up a banner on the double crown of Fukang cars, and at the same time launched the "Special Offer 3+3" preferential activity, which made some advertisements for the sales at the end of the year, and also made more consumers know more about the racing quality of Dongfeng Citroen brand. For the above two commemorative activities, we also used Yi Labao, banners, flags, posters and other print advertisements in the layout of the exhibition hall.
1 1 At the beginning of the year, we participated in the auto show "With F1* *" jointly organized by B&Q and Wuxi Traffic Station, and broadcast it live on the traffic station, covering the origin of Citroen and the world rally.
In the marketing activities for major customers, our company invited the potential users of Xishan District Government of Wuxi City who are about to change cars to have a deep test drive in Xuelang Ecological Park on June 5438+0 12 10, and to have an orange picking party in the orange garden near Taihu Lake. There were 48 participants in this activity * * *, 6 intended customers, and 4 customers actually clinched the deal at the end of the month.
For the old customers, we organized 20 cars from the auto club to hold a photo-taking activity in Dongshan, Suzhou. * * * More than 70 people participated in this activity. After the activity, the photographic works were evaluated, and the evaluation results will be announced in June 5438+February. At the same time, the photographic works of the competition will be displayed in the lobby, and relevant advertising pictures, photos and articles will be released in Wuxi Auto Market on June 5438+February.
Other brands have also stepped up their efforts this month, hoping to set off a sales climax with the arrival of the peak season at the end of the year, so the sales policies of various brands have emerged one after another. For example, Beijing Hyundai Elantra 1 1 launched "Extraordinary 3+ 1, and there are still good gifts waiting for you" in1October.
1, enjoy free replacement of major maintenance parts within 2 years or 60,000 kilometers;
2. Draw "lucky car owners" to visit the 20XX World Cup in Germany;
3, test drive, that is, get a beautiful gift, as well as car insurance concessions), the overall price has fallen below 98,000; Maxima drastically reduced the price by 6,000 yuan; Therefore, most of them cut prices through various channels to stimulate consumers' desire to buy. Through the implementation of the above marketing plan, our company actively stepped out of the exhibition hall while consolidating old customers, and sought other customer groups by paying a return visit to old customers and in-depth test drive activities. This month, * * * completed the sales of 50 vehicles, accounting for 69.4% of the tasks assigned by the region, which was 18% lower than the sales of 6 1 vehicle in the same period last year, and was the same as the 50 vehicles in1October. In order to complete the large-scale task in June 5438+February, our company also carried out linkage assessment on sales, and combined the unfinished indicators in June 5438+065438+February to complete. In addition, for major customers, we will further follow up, strengthen the contact with the relevant units, carry out various networking activities, formulate corresponding sales policies for major customers, and introduce various models of our company in a targeted manner.
Make two suggestions at the same time:
1, advertising should be increased, especially for deep test drive.
2. The TV, radio and network publicity of Fukang Double Crown and Elysee 16V engine should be further strengthened to further let consumers know the racing quality of Fukang and the excellent performance of Elysee 16V engine.
Work Summary of Auto Shop in March During the car sales in April, I gained a little through my own efforts, so as to make a summary of my work, aiming to learn lessons, improve myself, make my work better, and have confidence and determination to do my future work better. April is summarized as follows:
I came to work in your company on XX, XX. As a new employee, I have no automobile sales experience, only passion and love for sales work, and lack sales experience and professional knowledge in this industry. In order to quickly integrate into this industry, we will start from scratch when we arrive at the company, learn professional knowledge and explore the market. When I encounter difficulties and problems in sales and specialty, I will consult the department manager and other experienced colleagues in time to seek solutions together. Here, I am very grateful to the department manager and other experienced colleagues. By constantly learning professional knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding of the market, which can be gradually clear. Respond to all kinds of questions mentioned by customers fluently and have a certain understanding of the market. While constantly learning professional knowledge and accumulating experience, my ability and professional level have been greatly improved.
First, there are shortcomings.
The understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient enough, and good solutions to some big problems can not be come up quickly, and there is a lack of experience in communication with customers.
Second, the market analysis
The area I am responsible for is X, X and its surroundings. In the sales process, the most involved problem is price, and customers are very sensitive to price. How to know the price at the first time needs me to learn and master in my future work. At present, the car in X area is mainly from Guangdong, the price is similar to that in xx, and the time to leave and pick up the car is much shorter than that in Tianjin, so customers will not take the car directly from Tianjin, and the most favorable thing is to pay the car. Most of X's general dealers are in X, and some small cities around them order directly from X. At present, the X government requires that the bidding should be within 250,000 and the exhaust volume should be 2. Below 5, this is undoubtedly the nightmare of imported cars. X's dealers are familiar with the prices of many ports, and almost all of them ask for cars in X. X mainly asks for cars from X and X, and X can send them directly from X. Domestic cars are mainly a4 and a6. I almost want an X car, but there is no absolute advantage in price. Sometimes our price is advantageous, but the freight is 8000, so there is no advantage.
Third, the next goal.
My total sales this month are X sets, an off-road vehicle, a car and a sports car. Total profit 1 1500 yuan, net profit 100 16 yuan, with an average profit of 3,339 yuan per vehicle. I also made a new plan for myself next month. Next month, the sales volume will reach X units, the profit will reach xx yuan, and X new customers will be developed. I will work towards this goal. I have confidence!
With the increasingly fierce market competition, salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure. It is very important to have a positive attitude.
Summary of monthly work of auto shop 4 With the end of the Spring Festival Golden Week, the auto market has returned to a cold market. Most car buyers have digested it before and after the Spring Festival. This month, the whole car market will be cold. The most important thing is to continuously strengthen the promotion measures, strike while the iron is hot, and finally hit customers who have desires before the Spring Festival but have delayed the progress of car purchase due to various factors. At the same time, the promoted products should also be able to attract those potential customers. Let's summarize the sales situation in February:
This is my February sales:
This month's sales in car sales and insurance are not ideal. In addition to the large objective environmental impact, there are obviously fewer customers entering the store, so the number of customers collected is relatively small, and most customers who enter the store to see the car are not in a hurry to buy a car. It is expected that a follow-up visit will be conducted to bring it to a level change.
February has passed, and the auto market will be a cold market for several months. How to attract customers into the store and reach a deal is the most important thing. In today's fierce and cruel competition in the automobile market, it is impossible to do a good job in software and hardware, and it is possible to be eliminated at any time. The hardware is there, and the key depends on the software. The manners, service skills, etiquette image and service attitude of sales consultants are all very important, and the lessons of "a little difference, a thousand miles lost" abound. At the same time, sales consultants should constantly improve their sales skills, have a good grasp of competing products, and practice the ability to keep an eye on six ways, know yourself and know yourself, and fight invincible. I am confident that I can hand in a clear answer sheet in March. This is a summary of my work in February. We should not be giants of thought, but giants of action.
Monthly work summary of automobile shop 5. In the busy work, I unconsciously ushered in a new year. Looking back on the year I have gone through, I have really gained a lot and I am filled with emotion.
The year of 20XX is the first year when I stepped into automobile sales, and it is also a year when my life has undergone great changes. At the beginning of 20XX, I made the most important decision in my life, giving up my professional and stable job and choosing the job of automobile sales. At that time, during the global financial crisis, major enterprises were cutting salaries or even laying off employees. I decided to resign despite the opposition of my relatives and friends. In fact, long before the global financial crisis broke out, the intention to change careers already existed. I have been engaged in technology-related occupations since I graduated from university for three years. Because the nature of work is always out of step with my own interests, I lack enthusiasm in my usual work and work passively every day. I understand that it is unfair to the company and myself to continue like this, so I chose to leave. I want to choose a job I like and a career I love. Because I like cars and people since I was a child, and cars are a little close to my major, the job of automobile sales consultant is perfect, but it is only my imagination. Finally, with the recommendation of my friends and my own efforts, I was very lucky to enter the Shen Rong public and start my dream trip!
I remember on the first day of my work in Shen Rong, I said excitedly at the morning meeting, "I came here with a warm heart." Thank the leader for giving me this opportunity and making me realize a dream. I will work harder and live up to the trust of the leaders! " Today, I can say that I have fulfilled my original promise. From March 20XX 14 to now, I find that I really like this job. I am actively studying and working happily every day. Busy work makes me feel particularly fulfilled. Although I felt very tired at night, I was full of energy to meet the challenge of the new day the next morning. Especially when being recognized by customers or achieving certain results, I feel very satisfied and have a sense of accomplishment. In my previous job, I have never been so happy and satisfied as my present job. In my present job, no matter how busy and tired I am, no matter what challenges and difficulties I have, I can obviously feel my strong work enthusiasm. I am very lucky! I didn't go with the flow, people followed suit; I have not wavered or changed; I haven't lost myself. It worked. I found the job I wanted and turned my imagination into reality!
Having said so much about my inner feelings, let's sum up my work this year. The first half of the year is mainly about studying and accumulating experience. I am lucky to study under the guidance of a good teacher and manager. I quickly understood and adapted to the automobile industry, and my cooperation with the team became better and better. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we must have a broad understanding of the dynamics of the entire automobile market and stay at the forefront of the market. After nearly a year of training, I have greatly improved in all aspects and become a certified sales consultant of Shanghai Volkswagen.
In 20XX, when the automobile market was booming, Shanghai Volkswagen won the national automobile sales champion with 729,000 vehicles, and Shen Rong Volkswagen also won the national sales first with 6,000 vehicles. It is really proud of its brand and company! From May of 20XX to now, I have sold nearly 100 new cars, and basically completed the annual task index, especially in the month of XX 165438+ 10, I completed the milestone of selling 20 new cars a month. And what I am most proud of is my customer satisfaction. Basically, there have been no major problems, and my score has always been at the forefront of the team. To sum up the reasons for my success, there is actually one word, "love"! I love my career, my brand, myself, people around me and every customer. I love my job, and I won't feel tired no matter how hard and tired I am. I like Volkswagen brand and firmly believe that it is the best industrial product; I face every challenge and test with an optimistic and positive attitude; I use a sincere heart to let customers put down their inner defenses.
Of course, while making progress, I also made two serious mistakes.
1. The first order I signed by myself, the vehicle configuration ordered by the customer was wrong, which caused the customer to request to return the car after completing the door-to-door formalities.
2. During a test drive during the National Day holiday, it collided with a cyclist, causing customers to be frightened, pedestrians to be slightly injured, and the test drive was extensively repaired. Generally speaking, these two major mistakes are the reasons for my lack of business knowledge and skills. I am deeply sorry for the troubles and losses caused to the leaders and the company. I also thank the leaders and the company for their help and tolerance during this period. By summing up these two painful experiences and lessons, I realized that in the future work, every link should be meticulous, and the efficiency of the whole team should not be reduced because of one mistake.
In 20XX, my plan is mainly in two aspects. In detail, improve work efficiency. It mainly includes daily work arrangement, time planning, teamwork and so on. For XX years, I have been weak in this respect. Although I am enthusiastic about my work and willing to sacrifice my time for it, it will affect my physical condition and work status after all. In short, in the new year, we should do more with less. In career planning, I became an excellent sales consultant and gradually approached the management. I still remember that during the second interview, my boss asked me what my career plan was after two years, and I said "sales manager" without hesitation! Now that I think about it, it is really radical. Being a qualified manager is much more difficult than being an excellent sales consultant and requires more abilities. Although the road ahead is bumpy, I believe that the light is always ahead, and I will continue to stick to it step by step!
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