Model report on sales background experience 1
Unconsciously, it has been more than a month since I joined the southeast. In this month, there are bitter and sweet! Generally speaking, I am not satisfied with myself, but I am a little pleased with what I have learned and made progress during this period. Below I will summarize my past work into several points.
I. Business Development
One month in the southeast, there are two weeks of systematic product training. In other words, there is only two weeks for business investigation. As a social newcomer, I chose universities and scientific research units as my entrepreneurial targets. I made a business visit according to the instructions of the old salesman. During this period, my purpose is to accumulate customer resources, because only with strong customer resources can we find more sales opportunities and ensure sales.
Developing customers is a long time. Most customers have a period of trust in us, especially universities and scientific research units, which are regarded by many peers as a powerful driving force to ensure sales because of their unlimited potential. Therefore, to be a university and scientific research unit, we must be prepared for a protracted war. At the beginning, the senior salesman gave me a phone book and asked me to call! Because this kind of work has never been done before, there are still many problems in calling! After stuttering about 20 phone calls, I took this information to visit my customers. When I first visited a customer, I didn't know how to mine the purchase information. Later, by learning from senior sales staff, I gradually learned a little information mining skills. My responsibilities are scattered, and it is also an area where other senior sales investment is relatively small. To this end, I have to look for customer information myself, including phone number and background information, so as to facilitate the interview. With your help, I met about 60 customers. Many customers are inclined to buy, and even have business negotiations with several customers. So far, there are two subsequent businesses, one is the hot centrifuge of Sun Yat-sen University (the bidding has been basically completed) and the other is the alp autoclave of Guangdong University of Technology.
Second, problems and difficulties in the work
1. For customers who visit for the first time, they often don't see customers when they arrive at the customer's place because they don't make an appointment for the exact time.
Although I have a professional background and am not familiar with some products, sometimes customers can't answer some questions about the products clearly, especially the price. After that, I will check the information and ask my colleagues in the company, and then call to answer customers' questions. But this will waste a lot of time, sometimes customers will not be able to answer their questions in time, and customers will not trust them enough.
3. Insufficient communication with colleagues. Some problems can be easily solved by senior colleagues, but due to insufficient communication with colleagues, they cannot be solved in time and miss opportunities.
In business, I haven't received any training in this field, so I didn't do very well, and many customers didn't have a good impression on me. In the future, you need to visit more important customers to strengthen your business skills.
5, the work enthusiasm is not high, the investment is not enough. Lack of sales skills and mentality, still timid when visiting customers. When rejected by customers, I still feel a little depressed.
Third, the direction and measures of future research.
1, fully study sales skills and exercise sales mentality. Measures: In terms of sales skills, you need to learn on the job. Consult the company's senior sales when encountering problems! Senior sales staff should awaken the spirit of twelve points at work and savor their sales skills. Participate in the relevant training of the company and read more relevant documents after work! Strive to sell independently within one year.
2. In-depth study of product knowledge. Measures: Only by having a good understanding of the products you sell can you gain the trust of customers! So in the future work, we should study product knowledge hard! Its learning direction is as follows:
(1) Understand the brand, model, specification, function and price of products, and make a systematic induction.
(2) Compare similar products of different brands and get their own advantages and disadvantages.
(3) Make a systematic summary of some problems and solutions of the product! Strive to have a systematic induction and understanding of the products within half a year.
3. Deepen communication with senior sales staff. Measures: When both parties are relatively idle, ask senior sales staff for solutions to problems in their work. Summarize the principles and laws of solving problems! Communication can be face to face, qq, etc.
4. Strengthen business skills. Measures: Learn business skills through training, consultation and self-study, and strive to make 80% of customers who contact me have a good impression on me within one year.
5. Strengthen your time management and inspirational management. Measures: Timely handle work-related matters through time management software. Make class A things (important things) finish ahead of time, class B things (relatively important things) finish in time, and class C things (trivial things) choose to finish. Through inspirational management, keep working enthusiasm, and use the method of comparative motivation to improve morale!
Four. target
Successfully passed the exam and really became a member of Southeast Easy Branch.
Be able to pass the examination of sales work and have the ability to complete sales work independently!
Example report on sales back office work experience II
More than half of the past 20 years have passed. At the end of last month, our company held a sales meeting for half a year. The leaders of the company also made a half-year work summary at the meeting, which gave us a deeper understanding of the company's work in the past six months and summarized some experiences for us to share. Therefore, after this meeting, the leader asked us to make a personal summary of our work for half a year, hoping that through the summary, we can better understand ourselves and learn from outstanding colleagues, so as to better carry out the work in the second half of the year. Now I will summarize my work experience and feelings in the past six months as follows:
First, do things in a down-to-earth manner and earnestly perform their duties.
First of all, I can start with product knowledge, while knowing technical knowledge, carefully analyze market information and make marketing plan in time, follow up customers and analyze customer information in time. Secondly, I often communicate with other sales staff frequently to analyze market situation, existing problems and solutions, so as to improve together.
We should always develop new customers, and constantly classify customers among competitors, regard the customers who are most likely to use our products as important customers, focus on the customers who have recently had projects, and allocate the number of visits according to their needs. Strive to promote the list, so as to achieve the purpose of sales.
While analyzing customers, we must establish our own customer base. Finding the right customer base according to the characteristics of our products is the key to success. In the past six months, some of the customers I have dealt with are not very familiar with this industry, or just started in this industry, with weak technology and small list, but the success rate is relatively high and the price can be higher. Customers like this can be included in the main customer base. They are usually transferred from other related industries or newly established departments to monitor the project. Because they have customer resources in this area and have development prospects, if they can maintain these customers well, they will leave a considerable amount in the future.
Second, be proactive and strive to complete the task on time and in quantity.
Take the initiative to visit customers every day to ensure the quality of visits. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. No visits, no sales. And because people have feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.
Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us and an opportunity to sell our products to them. Even if we don't close the deal right away, they will always remember your efforts and will take the initiative to find us if it is useful in the future.
Third, do a good job in after-sales service.
No matter how good the product is, there will be defective products and various problems, so after-sales is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn more about the situation from the customer as soon as possible and try our best to find out the problem. If we can't find the reason, don't worry. First stabilize the customer's mood and comfort him, then promise to help him solve the problem and reassure him, then reply to the company's technicians and try to solve it.
There are many problems among my customers, but after coordination and help, most customers are satisfied with our service. Many of them immediately indicated that they would continue to cooperate. Please contact us immediately if you have any items to purchase.
Fourth, keep learning.
People have to keep learning to make progress. First of all, we must learn our new products, and our product knowledge must be passed; Secondly, learn communication skills to improve their business ability; If you have time, you can learn the product characteristics of some peers and compare them with ours, so that you can understand the advantages of our products and avoid weaknesses in front of customers.
Fifth, learn more about industry information.
Knowing our competitors, knowing our peers, knowing the products that are doing well in the market now, and knowing the relevant policies of the industry are all issues that an excellent salesperson must always care about. Only by knowing the outside world, can we not become a frog sitting on the sidelines, can we make a correct judgment on the information we have in our hands, and can we improvise when encountering problems.
VI. Plans for the second half of the year
At the half-year sales summary meeting, there was a big gap between my data and that of my colleagues in the same department. Her half-year sales were 1.5 million, which was more than 80,000 yuan, while my sales were only over 20,000 yuan, which was far behind. I have to catch up in the second half of the year. Although she entered the company earlier than me for a while, everyone faces the same market and the same number of customers. The gap between them is only the gap between people. In the future, I will learn more sales skills from her and other colleagues, and strive to increase my sales and catch up with them. I want to set a clear goal for myself, and strive to achieve 6.5438+0.5 million in the second half of the year, that is, to achieve about 30,000 per month. At the same time, we should make a good sales plan and assign tasks to our customers, with the general direction from the industry to every customer. In this way, you can clearly know your daily tasks, clarify your purpose of visiting customers, and improve the quality of your visit. Because in the first half of the year, we didn't make a detailed work plan, visited customers blindly, and were not particularly familiar with the products, resulting in less sales, so in the second half of the year, we should change our methods, strive to increase sales, and strive to complete the tasks assigned by the company.
Finally, I would like to thank our leaders and colleagues for their support and help in my work in the first half of the year. I hope that through our joint efforts in the future, we can achieve great success in the second half of the year.
Demonstration report on sales back office work experience 3
In a blink of an eye, another year passed. Looking back on this year's work, under the selfless help and careful guidance of leaders and colleagues, after this period of study and practical operation, all the tasks have been well completed. The following is my personal work summary for 20__ _ years:
I. Work Review
(a) not afraid of hardship, overcome difficulties, do a good job.
I started my job on _ _ _ _ _ _ _ _ 20, and it was my first day of social work. Faced with this strange environment and strange work, I felt that I didn't know where to start, and my eyes and heart were full of confusion. I don't know anything about business operations, even the simplest working terms. With the help of reasonable arrangement of posts by company leaders and colleagues, I quickly mastered the work and business, and became familiar with warehousing operations, warehousing management and outbound operations.
At present, he is the head of Maersk system operation, participated in the warehouse management of Sanyun, and successfully completed the operation of Maersk warehouse system with 100 votes. Complete the drawing of maersk warehouse access flow chart; Organize employees to carry out Maersk system training; Complete the verification and modification of dimensional differences left over from Maersk system history; Draw a plane sketch of Sanyun warehouse; Participate in the audit inventory of Samsonite, etc. Can accurately and timely coordinate with customers to deal with abnormal situations, can better handle all kinds of work details and obey the work arrangement and management system of superiors and companies.
(B) understanding of their own work
1. Knowledge of warehouses: Familiar with the basic situation of Maersk and Sanyun warehouses, including warehouse area, shelves, goods placement, etc.
2. Understanding of the process: familiar with the operation process and system process of Maersk warehouse, and the operation process and system process of Sanyun warehouse; Qc process; The operation process of value-added services; Exception handling flow; Inventory process, etc.
3. Understanding of management: I am familiar with 5s management; Warehouse safety management; Reservoir planning; Placement of goods; Save costs; Personnel arrangements, etc.
4. Understanding of responsibilities: understanding the importance of the team; The importance of reasonable arrangement of work and ensuring efficiency; Better coordinate the work of this group of personnel to ensure accuracy; Be responsible for the work and be able to finish it smoothly on time.
Second, some superficial experience.
(1) Efficient service and good customer service.
Our job is to serve, and serving customers is the main theme of our existence. Only by doing a good job in customer service can we be recognized by customers. Customers will really agree with us. I can provide efficient service. I patiently explain and solve the customer's telephone consultation, and all the questions and needs mentioned by the customer can be answered and solved in time.
(B) professional learning is the source of motivation to do a good job.
What is the value of our work? Is in the work, get continuous improvement, continuous learning and progress. If we are willing to lag behind, then our value will decline again and again until we can't recognize ourselves. Professional study provides theoretical support for our practical operation, and theoretical knowledge is verified by practical operation. Continuous improvement and progress are the real value of our work. The mastery of points, the development of lines and the expansion of interweaving surfaces enable them to cover a larger field and constantly improve their various aspects.
(3) Change with the trend, go with the flow and be yourself.
In all kinds of unexpected situations and emergencies, I quickly changed my thinking, defined my work orientation, and actively discussed improvement methods with my colleagues. Discuss the problems in the process of work. For some things that you don't know professionally, ask other experienced colleagues modestly. The fundamental point is to do your job well. "The world's difficulties must begin with Yi; Major events in the world must precede the details. " Start with simple things and start with details. Today, when the era of refined management has quietly arrived, it is necessary to pay attention to details when cooking big things in small places and doing big things. Only by starting from the grassroots level, building a solid foundation, changing from arrogance and rashness to pragmatism, and changing from impulse to reason, can success meet unexpectedly.
(4) Conscientiousness and responsibility is a powerful guarantee for doing a good job.
Every job you have is for yourself. When you serve others, you get not only the reward of your work, but also skills training, quality improvement and reputation improvement. Life will always return to everyone, whether it is honor or wealth, provided that you change your thinking and understanding and strive to cultivate your conscientious work spirit. Our own irresponsibility often leads to the loss and dissatisfaction of others. We should understand that the salary we get every month is not given by the company or the customers, but the wealth that every conscientious colleague around us is creating for you.
(5) Mentality is everything.
Environment and self-judgment determine our behavior. I think all job changes come from the change of thinking first. Ideological doubts, complaints, indifference and laziness are fatal to work. Knowing that work is your own business will not lead to lazy thoughts.
Three. Existing problems and personal work plan
In the past work, with the help of company leaders and colleagues, through their own efforts, I quickly became familiar with and successfully completed the job requirements, and also made customers have a high evaluation of themselves. But limited to the current work, it is almost blank for other businesses and processes of the company. The company's lms system has not been deeply understood and recognized, and the logistics professional knowledge also has great shortcomings.
In order to adapt to the new situation and plan new development, I am determined to carry forward my achievements, overcome my shortcomings, strengthen my study, work hard and do a good job in marketing in the new year. Determined to do the following:
(1) Learn with an open mind and strive to make new breakthroughs in improving their professional quality. Only by making a study plan can we keep pace with the times and study and summarize carefully every morning. Of course, we should not only learn from books, but also learn the truth of being a man and the methods of dealing with the world, constantly enhance our ability to serve customers, enhance our ability to communicate with customers, and enhance our ability to solve customer problems, so as to become an employee with better overall quality. Strengthen ideological understanding and apply what you have learned.
(2) Strengthen the study of logistics management and supply chain management knowledge, constantly apply this knowledge in the work, integrate theory with practice, constantly find problems in the work, and make progress together with the company.
(3) Set goals and don't discount actions.
(4) Think boldly, carefully verify, and strive to do better.
In _ _, I will strive to improve, make a personal work plan for _ _, and strive to make better achievements. In order to further do a good job and lay a good foundation for us to move towards the advanced level of the industry, we actively participate in departmental training, and the training has achieved good results from the current situation. These trainings not only improve skills, but also promote everyone's enthusiasm for learning. When the training skills are applied to the work, the work becomes no longer boring.
With the continuous expansion, standardization and perfection of the company, we can expect that our work will be more arduous, the requirements will be higher and the knowledge we need to master will be wider. So I will study harder, improve my quality and skills, and adapt to the development requirements of the company.
Example report on sales back office work experience 4
August passed again, because the company decided to unify regional management, so the company divided the region again at the meeting and began to implement simulated regional division management from the second half of the month. This is the direction that the company takes us to a better height, which is both an opportunity and a challenge for us, but the current situation is not optimistic. Perhaps the market has shrunk, but it is definitely related to our lack of efforts.
To sum up, the monthly sales have the following points:
There are not many new customers in _ _ month, and the purchases of old customers are also decreasing. There is little new customer development, and some of them are still in the understanding stage. In this case, we should start from different channels in the future. The key now is to cultivate potential customers, make them more confident, know us better, and dig deeper information of customers.
Our sales skills are still lacking and our basic skills are weak, so we should strengthen our study. "Don't make excuses to find a way" is always advocated by our company and myself. Now my ability is not enough, so I will always work hard, study hard, work hard and live hard, so that every day is full of hope. Some people say that "attitude is everything". In short, my attitude towards work is to choose what I like. Now that we have chosen this industry, there may be no way out, but now this is the only job we like, and we should work hard for what we like. In this period of work, I think a positive working attitude is a necessary prerequisite for success, so we must put our passion into our work.
Work plan for September
The second half of the year will usher in a new sales focus, that is, regional division, which basically includes Daxing, Fengtai and Fangshan, with great potential. We have been running in these places before, but we didn't get good results. Through the regional division of the company, we will focus on the team in the second half of the year and give full play to the strength of the team. This time, a team was formed in our region, including Yin Yun and Zhao Shuai, and me, Yin Yun and Zhao Shuai. They are all excellent business people. We should learn from each other and make progress together, and each of us is working hard. I hope to reach a new height and create a new world.
For the second half of the year, I hope I need to improve my work in the following aspects:
1. Pay regular return visits to old customers to avoid the loss of old customers, and focus on tracking those potential customers the rest of the time.
2, strengthen the understanding of professional knowledge, so that when there is a customer consultation, you can be comfortable. At the same time, focus on strengthening the study of comprehensive theoretical knowledge and sales skills.
3. Get to know the customers around you by communicating with old customers, spread the net wider, and at the same time do your own word-of-mouth promotion and product promotion.
4. Do a good job of attracting new customers. Not every customer can sell. We should cultivate them slowly and finally make their customers become our hardcore customers. At least people won't tell us their shortcomings when they ask. This is a success, and word of mouth is very important.
5. Do a good job in maintaining key customers. There is a "28 rule" in customer relationship, which is still very applicable to us. 80% of sales come from 20% of customers, and 80% of our sales come from 20% of products. Therefore, we must find ways to maintain key customers and constantly develop new customers, and expand the sales of other products while maintaining existing customers.
6. Do well the work arranged by the company, make every effort to complete the tasks specified by the company, persevere and forge ahead.
All in all, I hope we can have better performance and better results in the second half of the year. I hope we can all return home with a full load at the end of the year!
Model essay on sales back office experience report 5
In August, our task was 60,000, and we actually completed 20,000, which is 40,000 short of the task. Because I am responsible for door-to-door work, I still know more about customer traffic. There are not many new customers this month, and the purchases of old customers have decreased.
At work, because I have always been cheerful and optimistic, there is nothing wrong with being a doorman. Some customers say that we girls and boys have a particularly good attitude, but our professional ability needs to be improved. My answer is that we really need lifelong learning.
Especially for Chinese medicine, it is a complex and huge system. For us now, interlacing is like a mountain. We have never been engaged in similar work before, and we have only been in charge for a few months. It takes a process to learn many things from scratch, so we are also actively trying to enrich ourselves.
To sum up, the sales in August are as follows:
1, last month's activities suddenly bought a lot of customers, and old customers can only start with other products and channels. Generally speaking, there are many related products, but the promotion is limited. At the same time, some products, such as Wenyang Tongluo Drink and Baxian Porridge Cangzhou Store, have a limited variety, which cannot meet the individual needs.
2. Few new customers have been developed, and some are still in the understanding stage. For them, the most important thing now is to cultivate confidence and awareness of products.
3. We lack sales skills and knowledge of Chinese medicine, so we should strengthen our study and guidance.
On April 23rd, when teacher Bian came to Cangzhou to give a lecture, the sales volume was good that day. In addition, due to the good publicity before, more than 3000 sales were completed. Generally speaking, our store still lacks a prestigious personal brand.
But "don't make excuses to find a way" is what our store and I personally have always advocated. Maybe my ability is not enough, so I have been working hard, studying hard, working hard and living hard, so that every day is full of hope. Milu said, "Attitude is everything". To put it simply, my attitude towards work is to choose what I like and work hard for what I like. During this period of work, I don't feel that work is a burden, so I can devote so much enthusiasm every day to keep my passion and motivation.
Work plan for September
September will usher in a new promotion high point. Last time, due to the teacher's full preparation in advance and our efforts, we overfulfilled the task. This time, we hope to reach a new level, so each of us is trying our best to prepare. For this month, I hope my work needs to be improved, mainly as follows:
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2. Strengthen your understanding of Bian Shi, so that you will feel comfortable when you have a customer consultation. At the same time, focus on strengthening the study of comprehensive theoretical knowledge and sales skills.
Old customers have many other products at home, which are in urgent need of health, but they are all blind. We can make good use of this and do our word-of-mouth publicity and product promotion well.
4. Do a good job in developing and attracting new customers. Although we don't always pay attention to sales, at least we should cultivate it slowly and become our hardcore. At least we won't speak ill of ourselves when others ask. This is a success, and word of mouth is very important.
5. Do a good job in maintaining key customers. At school, there was a "28 rule" of customer relationship, which is still very applicable to us now. 80% of sales come from 20% of customers, and 80% of our sales come from 20% of products, just like the innate nature. The last activity mainly depends on treasure. Although the proportion is not exactly the same, it is probably the case. Therefore, we should try our best to maintain big customers and constantly develop new customers, and expand the sales of other products while maintaining existing customers' products.
6. Do the work arranged by the manager, and try our best to carry forward our _ _ martial arts spirit with perseverance and courage. Last time I was a doorman, the manager said I was suitable. In fact, I still hope to try other jobs and I hope I can do it well. So I often speak for others when the lecturer is away. Although I don't want to be a substitute for others forever, at least it's an exercise, because at least you can't do anything when you need it.
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