I have been in the company for two months, and I have learned product knowledge through training and self-study, and I have also made some summaries by expanding various channels. Through observation and understanding, I realized the company's corporate culture, the company's advantages and the places that need to be worked hard. I have improved myself in the past two months, but I also know that there are still many shortcomings. Try to give full play to your strengths and make up for your shortcomings in future work. Now I report my work and ideas to the leaders and colleagues.
I. Understanding of the company's products and sales
However, it is mainly marketable products and health nutrition, and it has been selling health food for more than three years before. I seldom come into contact with the extracts of precious Chinese herbal medicines. After two months of study, I learned something about Dendrobium, Gastrodia elata, Eucommia ulmoides, Pueraria lobata and American ginseng. The company has certain advantages in raw materials, Dendrobium planting technology and production and processing technology. The planting technology and production and processing technology are mature, and the products have high quality, good curative effect and no toxic side effects, which has potential demand for consumers' health. However, through the expansion of a large number of fields and channels, the popularity and reputation of our products still need to be improved. In the long run, we intend to make our products last for a long time and our company last for a long time. Only by branding products, raising their popularity through various means, cultivating consumers and instilling the importance of "homology of medicine and food" health care, consumers will be more likely to accept the company's products and enterprises will have greater development. In all future work, we will devote ourselves to the promotion of the company's products, and we can do some publicity activities in a proper amount, such as the promotion of high-end residential areas, if it is in line with cost saving.
Second, an overview of product channel expansion
Hospital, ran a lot of channels. Shang Chao, fitness clubs, gift companies, pharmacies, etc. In the past, the company only involved in the development of drugs in pharmacies, and rarely involved in hospitals, fitness clubs, gift companies and other channels. After nearly a month and a half of expansion, I broadened my horizons, learned about the sales channels of health food, contacted the bosses of some companies and expanded my knowledge. At the same time, I also realize that some channels are difficult to develop, such as drugstore channels, because most pharmacies have low prices of health food, with advertising support and no support, and it is difficult to sell products in pharmacies for the time being.
Because most hospitals can only prescribe prescription drugs, and there are restrictions on policies and systems, it is difficult for hospitals to make breakthroughs at present. The consumers of fitness clubs have high purchasing power and are suitable for the sales of company products. They have been to many health centers. At present, they have cooperated with a massage health center and will continue to do this work in the later period. Gift company has a wide range of customers, high-end and low-end gifts have markets, wide demand and flexible cooperation methods, so it is also suitable for the sales expansion of the company's products. In the future, we will focus on this aspect, and the work direction will change from comprehensive expansion to key expansion. Combine the characteristics of the company's products, run more channels suitable for the company's products, strive for breakthroughs in these areas, and take fewer detours. "
Third, understanding the corporate culture of the company.
I always think that the corporate culture and management of a company are very important. Since I entered the company, I have been very quiet at work in the morning. Everyone is doing their own thing, no chatting, no idle play, colleagues are very practical, easy to get along with, and the atmosphere is very harmonious. But at the same time, I feel that there is too little communication between management and employees, and I hope to get communication and criticism to help correct my work and self-deficiency.
Four, their own advantages and disadvantages in the work
Because I have been engaged in conference marketing of health food for three years before, and I have also worked as the store manager and regional sales manager of health nutrition specialty store in Deweikang Bioengineering Co., Ltd., the company attaches great importance to training and learning, so I have accumulated some sales of health food. I worked in Deweikang for half a year, never being late or leaving early, and worked as a miner. I strictly abide by the company's rules and regulations, attach importance to the relationship between colleagues, do not discuss the right and wrong between the company and colleagues, safeguard the company's image, especially abide by the company's financial system, and do not be greedy for things that do not belong to me. What I care about is the improvement of my ability. I have a suitable platform to play my strengths, but there are also many shortcomings.
1, I feel that my professional knowledge is not perfect and I am not good at it, so I will read some books about Gastrodia elata and Dendrobium in the future.
2. The knowledge of marketing and management is far from enough, so we should strengthen our study in this field in the future.
3, improve their business level, familiar with the work process of each position, improve their ability to find problems, analyze problems and solve problems.
Cultivate the habit of summarizing frequently, summarize daily, weekly and monthly, find out your own shortcomings, improve work efficiency and performance through improved methods, and improve negotiation skills, management ability, professional knowledge and execution. In short, I will devote myself to learning, summarizing and improving in the future.
Verb (abbreviation of verb) Some suggestions
1. Because there is no perfect product information to visit customers at present, it is not conducive to the development of the work, so it is recommended to make simple and clear product information in time.
2, communication between departments, leaders and employees, so as to understand the company, planning, and the recent shortcomings in their own work and other aspects of information.
20xx is a life-and-death year for the pharmaceutical industry. The national drug policy is becoming clearer and stricter. This year, I saw countless colleagues fall down and had to switch to other industries. However, our company's business has not stopped falling, but has grown in a big arc, deeply feeling the correctness of the company's leadership decision and the company's rapid transformation.
Although we experienced a dangerous transition period in 20xx, ahead of the same industry, but in the sales process of 20xx, many shortcomings have been reflected. First of all, the market share is too low, although the growth rate is high, but the benchmark is too low, and the absolute value of sales is not great. Although it is better than local general enterprises, it is still too low compared with large local enterprises.
First, the customer layout is not perfect, only a few markets have goods, or the quality of customers is too poor to cultivate loyal customers, and there are still many market gaps, which need to be further improved. Second, some salespeople can't sell their products well, and their sales skills and abilities need to be improved. They need to continue to strengthen their study and training in the coming year. Third, product standardization and improvement. Although there is still some confusion in the current pharmaceutical market, its trend is clear and it must be more and more formal. For example, the company's headset sales accounted for 60% of the total annual sales, indicating that the products produced by the company must be improved in accordance with the requirements of drug laws and regulations. This year, many markets have been unable to sell imperfect products normally.
This has caused a large number of returns and brought a lot of unnecessary losses to the company. Fourth, the company's product quality needs to be improved. For example, the leakage of loquat cream, improper sealing of packaging bags and untimely packaging of products are all factors that affect the sales volume. All the above needs all our staff to improve and improve in the coming year.
In next year's work, we should not only gradually solve the problems found in this year's work, but also reduce costs, save expenses, enhance product competitiveness and maximize benefits for the company while ensuring product quality; Strive for the annual sales growth rate of 20xx to reach 100%. 20xx is an era in which opportunities and challenges coexist. This year, more pharmaceutical companies will be eliminated and more key product companies will grow up. I believe that under the correct leadership of the company's leaders and the joint efforts of all employees, the company will definitely make a qualitative leap by the end of next year. I hope the company will make rapid progress with the arrival of 20__ years!