Responsibilities of sales manager 1. Formulation and implementation of regional sales plan: according to the demand analysis of target customers in the region and the company's annual sales plan, decompose and formulate the specific sales targets of sales personnel in the region; Organize subordinates to implement sales policies and strategies, guide their sales skills, check and supervise the completion of sales plans, correct deviations in time, and ensure the realization of market share and sales targets in the region.
2. Sales refund: instruct subordinates to collect information, evaluate customer credit and its importance to the company, approve customer credit limit, and track credit usage at any time to ensure that it is within the normal range; Analyze the feedback information of subordinates' accounts receivable every month, guide subordinates to improve their payment skills and ensure the smooth recovery of payment.
3. Sales expense control: according to the company's sales expense management regulations and the sales department's expense budget indicators, organize subordinates to complete sales tasks in strict accordance with the expense budget indicators, review sales discounts, review, control and continuously reduce sales expenses, and ensure that the company's sales expense control indicators are completed.
4. Market development: according to the company's business development strategy and the business objectives of the sales department, cooperate with the marketing department to organize the implementation of regional market development plans and specific implementation plans to promote the promotion of the company and product brands; Understand customer demand trends, guide subordinates to tap potential customers and track customer development; In order to increase the company's market share.
5. Customer relationship management: according to the needs of the company's business development, through organizing and arranging customers of various customer groups within the jurisdiction to visit, visit and communicate with the company, establish a smooth customer communication channel; Responsible for visiting important customers in the region, supervise and inspect the sales staff to visit customers regularly, and keep abreast of customer needs; Handle customer objections and complaints in time, improve customer satisfaction, and establish long-term, good and stable regional customer relations.
6. After-sales service: According to the company's after-sales service regulations and product characteristics, through communication with relevant departments such as customer service and technology, assist in organizing and coordinating the delivery, product installation, technical support, after-sales maintenance, etc. in the area under its jurisdiction to achieve the after-sales service goal.
7. Sales information management: according to the needs of the company's business development and the characteristics of the regional market, organize subordinates to collect information such as product market changes in the region and sales strategies and market strategies of major competitors, analyze and predict market information, formulate countermeasures, and provide suggestions to relevant departments in time; Comprehensive analysis of customer files and transaction records; Ensure the timeliness, accuracy and completeness of sales information, and provide support for sales, procurement and production decisions.
8. Sales team building: according to the company's long-term development needs and rules and regulations, organize the recruitment, training, task assignment and business guidance of subordinate employees, formulate subordinate assessment objectives, communicate performance assessment results regularly and put forward improvement suggestions, help subordinate employees improve their work performance, enhance team cohesion and cooperation spirit, thus establishing an efficient sales team and supporting the realization of sales objectives.
Sales manager's work summary: I have worked in the company for many years. From a small salesman to the position of company sales manager, how much effort and sweat I have paid, maybe only I know. However, I can say that my efforts are several times that of ordinary people, and I have made some achievements in my work.
This year, sweet and sour mixed with sweat, efforts and efforts will be rewarded. For me, the results of the past year are still very good, and I think I did a good job.
Under the guidance and help of general manager Wei, the company's operation leader, and with the full assistance of all members, I stand on my post, do my duty faithfully, work hard and work hard. By xx, xx, XX, I had achieved sales of RMB xxx, completed 60% of the annual sales task, and the payment rate was 80%. The sales unit price was 65,438+00 lower than last year. Now I will summarize my experience and feelings in sales work in the past year as follows:
First, earnestly implement the post responsibilities and earnestly perform their duties.
As a sales manager, my job responsibilities are:
1, do everything possible to complete the regional sales task and urge the timely payment.
2. Strive to fulfill the requirements in sales management measures.
3. Be responsible for strictly implementing the outbound procedures of products.
4. Actively and extensively collect market information and report to leaders in time.
5, strictly abide by the factory rules and regulations and various rules and regulations.
6. Have a high degree of professionalism and a high sense of ownership.
7, complete other work assigned by the leadership.
Job responsibilities are the job requirements of employees and the standard to measure the quality of sales manager's work. I always take my job responsibilities as the standard of action, start from bit by bit in my work, and strictly follow the terms in my duties. In business work, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate with other sales managers frequently to analyze the market situation, existing problems and countermeasures, so that in my daily work, I can actively complete the task on time on the premise of ensuring the quality of work.
In short, practice has proved that a sales manager's skills and performance are very important, which is the standard to test a sales manager's work gains and losses. This year, due to the four-month production limit for hosting the Olympic Games, and my lack of solutions to the ever-changing market, my performance is not good.
Second, clear customer needs, be proactive, and strive to supply on time with good quality and quantity.
At work, I always know that a sales manager must have a clear purpose. On the one hand, he should take the initiative to understand the customer's intentions and the standards and requirements that need to be met, and strive to prepare as soon as possible and supply the goods within the time limit required by the customer. On the other hand, he should actively communicate with customers, know the repayment ability of customers in time, and consider and supplement them.
Third, correctly handle customer complaints and solve them properly in time.
Sales is a long-term and step-by-step work, and product defects are common, so the sales manager should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully. In the process of product sales, I will strictly follow the sales and service commitments made by the public. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work with the personnel of relevant departments to formulate a response plan. At the same time, I want to communicate with customers in time to make them satisfied with the treatment plan.
The summary of the sales manager's work passed quickly. In a blink of an eye, history is about to turn a new page. In 20xx, the intensified price war in the whole domestic tire market and the overall economic environment of national macro-control have had a certain impact on the daily operation and development of the company. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war".
Looking back on the whole year's work, in the past year, as a sales manager, I was strict with myself and thanked the company leaders for providing me with a good platform. With the strong support of all departments in the company and the concerted efforts of all employees in Qi Xin, I overcame difficulties and made great efforts to make progress, but I still failed to complete the tasks assigned by the head office. In the coming year, we will strive to improve personal work efficiency, constantly learn new sales skills, and strive to complete the tasks assigned by the head office this year. The following work is analyzed in detail:
First, strengthen the target management of the sales team
1, service process standardization.
2. Tabular daily work.
3. Regularization of inspection work.
4. Segmentation of sales indicators.
5. Regular morning meetings and training courses.
6, service indicators into the assessment.
Second, subdivide the market and establish differentiated marketing.
Careful market analysis. We have further subdivided the previous key markets, formulated different sales strategies for different market segments, and adopted corresponding marketing strategies for these markets. Increase investment, take the initiative to go to the door, communicate and feedback regularly, and closely follow the market dynamics. Established a good brand image in the market.
Third, pay attention to information collection and make predictions.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Market forecast has become the guidance and basis for setting periodic sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters. After-sales service is the window and the backing and guarantee of our vehicle sales. Therefore, we put forward higher requirements for the after-sales service department. With the efforts of all the after-sales staff, this work can be completed well.
Fourth, pay attention to team building.
The company is a whole, and only by giving full play to the enthusiasm of each member can the company develop well. Since the beginning of the year, we have established and improved a series of regular meeting systems such as weekly meeting and monthly meeting summary. 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. Through professional enterprise management talents, the team spirit of employees has been cultivated, and the service consciousness and concept of all employees have been further strengthened.
Verb (abbreviation of verb) working face
1. A cooperative sales team is the foundation of an enterprise. Establish a sales team that is familiar with business and relatively stable.
2. The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their business ability to a new level.
3. Find out the mode and method suitable for our company's product sales. Change the promotion policy in time.
4. According to the sales task issued by the company, the task is divided into months, weeks and days according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks. If there is any unfinished work, find out the reason and correct it in time.
5. How to serve the developed customers and how to urge them to increase their sales or purchases; How to follow up with potential customers?
The above is my year-end summary of 20xx. In the future, our sales team should be more strict with themselves, improve their business knowledge, have good communication with company employees, have a sense of teamwork, communicate more and discuss more, and constantly improve their business skills. Cooperate with the booming sales of the company, improve customer satisfaction and increase personal income. Let's work together, strengthen quality service, and actively strive to complete the sales task.
Summary of Sales Manager's Work 3 Since 20xx 10, under the correct leadership of Yingdong Branch of PICC P&C xx Branch, as the sales team manager of the marketing department 4, I have led all sales staff to work hard, actively serve customers, completed their work tasks, achieved good results, and obtained the satisfaction of superior leaders and customers in combination with their own post reality. Personal work is summarized as follows:
I. Personal basic information and work experience
My name is xx, male. I was born in X+09xx, and graduated from xx University with a bachelor's degree in international economy and trade in X+20xx. Worked in October of 20xx, and successively worked in the comprehensive post of the comprehensive department of Yingdong Sub-branch of PICC P&C xx Branch and the exhibition post of the first channel business intermediary, and then served as the marketing team manager post and sales team manager of the second marketing business department and the fourth marketing business department.
Second, study hard to improve business level and work skills.
Since joining PICC P&C insurance, I have realized that the continuous development and business innovation of the insurance industry have put forward higher requirements for insurance practitioners, and we must study hard to improve our business level and work skills to meet the needs of work. To this end, I actively participated in the relevant business training organized by the superior organization, and earnestly studied the insurance business operation process, relevant systems, knowledge of capital market, knowledge of insurance products and how to communicate with customers. , so that customers can quickly and correctly answer customers' questions when asking about insurance products and other related issues, provide customers with suggestions and solutions, and use their professional knowledge to build a bridge to communicate with customers, promote the development of insurance business and create good economic benefits for the unit.
Third, work hard and serve customers well.
Now he is mainly responsible for the insurance business of six 4S stores, such as Great Wall, Fiat, Emgrand, Global Hawk, Pentium, Jianghuai and Yulong luxury car stores in the development zone of xx city, xx province. I lead all sales staff to work hard, serve customers well, promote the development of insurance business and improve the economic benefits of the unit. First, always adhere to the customer-centered, strictly fulfill the "open commitment", "first question is responsible" and "smile service", enhance service awareness, innovate service methods, improve service style, meet customers' diversified needs and improve customer satisfaction. The second is to completely update the concept, consciously standardize the behavior, conscientiously implement the service measures of the branch, practice the basic skills, speed up the business handling, avoid mistakes, grasp the quality and maintain the customer relationship. Third, according to the characteristics of different customers, make great efforts to do a good job in service, win sincere praise from customers, win more loyal customers for branches, and continue to promote the development of insurance business.
Fourth, strive to create good business performance.
Not afraid of difficulties, I made great efforts to create a good business performance for the branch, of which 20xx.06-20xx.06 was xx million yuan, 20xx.06-20xx.06 was xx million yuan, and 20xx.07 realized a monthly operating income of xx million yuan, and made my due efforts and contributions to the development of the branch with practical actions.
In the past few years, although I have completed the task and achieved good results, I can't be satisfied with it. In the future, I will study harder, improve my leadership and business ability, innovate my working methods and service forms, strive to create excellent performance and promote the healthy and sustainable development of the branch.