Self-evaluation report of business salesmen-evaluation of individual insurance business of our department in the first half of 20 years;
First, do a good job in business planning and effectively promote business development.
Since 20_ years, according to the guiding ideology of business development of provincial companies, the theme of creating wealth by salespeople has been highlighted in previous business competitions, and two large-scale business planning work within the city has been planned every quarter around this theme:
In the first quarter, in order to realize the first quarter of _ _ _ _, the business got off to a good start in the first month. On February 3rd, 2000, 1 1-65438+3, we took the opportunity of the 20_ _ year appraisal and commendation meeting for helping the rich and invited Mr. Tian Fang to make a good start for more than 200 sales elites and marketing executives in the city. With the help of the training course, we held the first quarter of 20_ in Yaodong Hotel in Yan 'an on June 65438+February 65438+February 4, 2000. Red Bull Intensive Cultivation Spring Full of China? Business competition kick-off meeting, at which the individual business competition scheme was introduced. The task objectives of each unit in the first quarter and the implementation steps and objectives in each stage were clarified, and the methods of subsection operation and subsection assessment were put forward to promote the development of business in each stage. After more than half a month's operation and accumulation, the city's first sales day is 1 20_, and the annual premium income is 5.742 million yuan, ranking first in the province. Achieved the first sales day business start. By March 3 1 day, through the concerted efforts of Qi Xin, the sales staff at all levels in the city, our city * * * realized the income of individual insurance premium payment of RMB18,833,900, and successfully completed the individual insurance business work target issued by the provincial company. .
Section 2 According to the proposal of the provincial company? Half time, the task has passed _ _? And the development idea of speeding up the development of individual insurance delivery business with a term of _ _ years and above in our city, we have formulated the second quarter? Red Bull Intensive Cultivation to Create Wealth and Increase Efficiency? Personal business competition planning scheme. In order to ensure the realization of the program objectives, during the period, according to the spirit of relevant training meetings of provincial companies, we also formulated and issued the "China Life Yan 'an Branch? "Charm China Life will join hands to create wealth? Activity planning scheme ",after extensive sales skills training activities and? One hundred days, millions of people, ten thousand yuan? The purpose of the activity is to create a competitive atmosphere for the development of individual insurance business, improve the level and skills of exhibition sales staff, and consolidate and develop the sales team.
Through hard work, in June of 15, with an annual premium of 2150.10/10,000 yuan, we successfully completed the half-year target task assigned by the provincial company and won the honor in the whole province.
The second is to organize a business kick-off meeting to effectively form a joint force to ensure the realization of the phased goals.
Since the first half of the year, around the introduction of various business planning schemes, we have planned and organized business kick-off meetings to further unify our thinking and gather strength to ensure the realization of objectives and tasks at all stages. During this period, the first season was planned and organized successively? Red Bull Intensive Cultivation Spring Full of China? Have a good business meeting and adopt the method of unit confrontation to create a competitive atmosphere; After the Spring Festival in February, in Yan 'an Communication Hotel, with the help of a letter from the general manager of Wang Xinsheng, a provincial company, to the marketing supervisor and the salesmen, in order to further enhance the supervisor's awareness of independent operation, the personal insurance business after the Spring Festival was organized in time; In March, the city's part-time group training selection training class ended and a one-month part-time group training was held? Join hands to create wealth? Helping activities, through which the basic skills of part-time group training are tested in practice. In April of the second quarter, it was launched in the whole city system 1? Red Bull Intensive Cultivation to Create Wealth and Increase Efficiency? In the second quarter, the personal insurance business was further consolidated by strengthening the fulfillment rate and the success rate of wealth creation and revitalizing the low-performance manpower. And with the help of the elite summit to allocate places, stimulate the enterprising spirit of the sales staff in the development industry, enhance the sense of honor of the elite, unify their thinking and gather together.
Third, strengthen the training of salespeople and improve their display skills.
After the Spring Festival in February, in order to make the sales staff return to their normal business work as soon as possible and enhance the sense of self-superiority of team leaders, we held a training course for marketing leaders in Yan 'an Communication Hotel, and more than 200 senior executives and some elites from the whole city participated in the training. The training class invited Zhen Guoli, an outstanding sales leader from the whole province, to communicate with the leaders of our city from a practical point of view. At the same time, the education and training department of the provincial company also gave us strong support, and selected lecturers to teach some courses, so that the executives once again made clear their job responsibilities and protagonist positioning. In the training class, we passed the Basic Law for all inspectors, so that they can clarify their own interests again and stimulate their willingness to work and autonomy from the perspective of the Basic Law. At the meeting, with the improvement of supervisors' self-management awareness, the company publicized the establishment plan of standardization team in the branch, and notified the rank structure of each supervisor at the end of the year, and analyzed the reasons why the rank could not be maintained. After this training, it kicked off the construction of standardized marketing team in the city and promoted the independent management of team leaders.
Organize pre-job training courses for newcomers with the Education and Training Department every month around the standardization team building. The training course adopts semi-military management mode, and strives to exercise the spirit of struggle and temper the will of all participants from the beginning. After training, all personnel can understand and master the most basic product sales process and professional ethics, laying the foundation for long-term engagement in this work. By the end of June, we had held four semi-militarized pre-job training courses for newcomers, with a total of 277 participants. After each newcomer training course, we put forward a business promotion plan for one month after the newcomers return to the team, and arrange special personnel to follow up. After the implementation of these tasks, these newcomers played an enterprising role in the business sprint in the first and second quarters.
Self-evaluation Report of Business Salesman II During the period of _ _ _, we resolutely implemented the marketing policy of the head office, studied and formulated the sales tactics of all links and the core competitive advantages of the company's products, and planned and publicized the company's image and brand image together with the marketing department, and advertised in various media such as radio, newspapers and magazines, so that our company's popularity was gradually recognized by customers in Taiyuan market. All the staff of the department sent more than 30 thousand messages, in terms of team building; Detailed assessment criteria are formulated for the sales staff, operation system, workflow and team culture of the sales department. This is what I think we have done better, but there is still a big gap in other aspects.
From the perspective of sales volume, our work is not good, and sales performance is really not a dream.
Although there are some objective factors, there are also great problems in other practices in the work. At present, it is found that the main problems that the sales department needs to solve are:
1. Salespeople are not enterprising in their work.
2. Poor maintenance of customer relationship
The most basic customer retention rate, basic customers and return visits of sales consultants are too few. In a month's time, a total of eight sales consultants visited more than 20 customers every day, and their average number of intended customers was only seven or eight. From the numerical point of view, there are very few basic customers of sales consultants, and it is not a dream to invite customers every time they engage in activities, which leads to some activities being impossible.
3. Communication is not deep enough
In the process of communicating with customers, salespeople can't clearly convey the scenes of our products to customers and understand their real thoughts and intentions; Some questions and requirements put forward by customers can't be responded quickly and handled correctly. When communicating with customers, I don't know how much customers know about our products. It is a fatal mistake not to follow up after being rejected.
There is no clear goal and detailed plan for the work.
Sales staff have not formed the habit of job evaluation and planning, sales work is in a state of laissez-faire, unreasonable distribution of working time and chaotic work situation.
5. The quality image and business knowledge of salespeople are not high.
Individual salesmen have low quality, many stubborn bad habits, weak sense of responsibility and work planning, and their business skills, image and quality need to be improved.
I. Market analysis
The market is good and the situation is grim. After the decline in sales of self-owned brand cars this year, manufacturers must adjust their coping strategies. Next year will be a year of great achievements. Internally, we should strengthen our quality and shape our image externally. Build an iron team with iron discipline and fight a beautiful ambush. If we don't do a good job in sales in the next year, we are likely to lose this development opportunity.
Two. _ _ annual work plan
In the annual work of the automobile sales department next year, we will focus on the following tasks:
1) Establish a sales team that is familiar with business, high-quality, efficient and relatively stable.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having an excellent sales team. Establishing a cohesive, effective and high-quality sales team is the foundation of an enterprise. Only high-quality and efficient sales staff can not only increase the sales of automobiles, but also bring the added value of insurance, house purchase and decoration to a new level. Set up a harmonious and efficient sales team as a major task for next year.
2) Improve the sales system and establish a set of clear and systematic management methods.
Sales management is a long-standing problem in enterprises, and the attendance of sales staff and meeting customers are in a state of laissez-faire. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership. Strengthen the execution of sales staff, thus improving work efficiency.
3) Improve personnel quality and professional skills.
The purpose of training salespeople to find and evaluate problems is to improve their comprehensive quality, find and evaluate problems in their work, and put forward their own views and suggestions, so as to raise their business skills to a new level.
4) Establish new sales models and channels.
Grasp the development of insurance and decoration sales model, and make a perfect plan. At the same time, explore new sales channels, make good use of the company's existing resources, and cooperate with in-store sales, telephone sales, invitation sales and auto show sales.
According to the sales task issued by the company, the task is decomposed into sales consultants and then into months, weeks and days according to the specific situation; And improve sales performance on the basis of completing sales tasks. We will lead all employees in the sales department to do their best to achieve the goal.
5) Take the overall situation into consideration and obey the company strategy.
In the future, before making every decision, we must first study the opinions and decisions of the company leaders and abide by the leaders' decisions on various businesses. When you have differences in your work, you should calm down and resolve them through consultation. As long as we can always assess the experience and lessons, give full play to our strengths, correct our shortcomings, consciously put ourselves under the supervision of the company and customers, work hard and set an example. I believe there will be a higher and newer development.
I think the development of the company next year is inseparable from the overall quality of all employees, the company's strategic policy, the policy support of manufacturers and individual efforts. Improve the standard of execution and establish one? Bright sword? A good sales team and good work habits are the key to our work. I believe that this year's complete annual work assessment of the automobile sales department will lead us to a better tomorrow.
Self-evaluation Report of Business Salesman III This year is the first year of the bank. With the care and support of the business leaders, the marketing department has formulated careful work plans and measures, resolutely implemented the work ideas formulated by relevant work meetings, and ensured a good start. Since its opening, all cadres and workers have worked hard as one and achieved good results.
I. Completion of major business indicators
This year is the first year of the establishment of the bank, and it is also a year of laying the foundation. All businesses have been carried out steadily and healthily, showing a good development trend.
(1) The deposits of our department increased steadily. At the end of the year, the balance of RMB deposits in the whole department was 2,454,200 yuan. The increase of personal savings and corporate deposits will become an important source of deposit growth in our department.
(2) The loan scale has increased and the structure has been continuously optimized. At the end of the year, the loan was 65,438+02, with a balance of 58.55 million yuan, mainly invested in low-risk loans such as working capital loans for high-quality customers and small and medium-sized enterprises; Such as Zhaotun Chengda, Gloria, Poultry Farm, Boluofang, Zhongji, Hanqing and other projects; Among them, there are 2 personal loans from high-quality customers and 65,438+00 working capital loans from the company, with a good income level.
Second, the main work measures and successful experience
(A) market segmentation, accurate positioning, focus, active marketing. In 20 15 years, our department mainly provided financial services for individual quality customers and small and medium-sized enterprises. After defining the target positioning, the employees of the department are motivated to work and expand the market in all directions. Highlight competitive advantages, attract customers with quality services, and strive to be better than other banks in terms of service depth and breadth.
(two) adhere to the variety innovation and service innovation, multi-faceted development of business. Fight the tough battle of savings and deposits, strive for valuable private customers and vigorously market savings business.
First, develop standardized services, improve service levels and provide standardized services for depositors.
The second is to expand the marketing scope, fully mobilize and effectively absorb the savings funds of neighboring merchants, households and old customers.
Third, strengthen publicity and take community activities as an opportunity to carry out? Anti _ knowledge lecture? Taking business promotion as the medium, we entered every corner of the community, increased the penetration of the community business market, publicized our business and improved our social visibility.
(3) Strengthen loan marketing, expand loan scale and continuously optimize credit structure. In order to enhance the long-term development potential, we have attached great importance to speeding up the loan marketing from the beginning, striving to expand the loan scale and promote the company's deposit business and settlement business.
1. Loan marketing for excellent customers and actively marketing loans for high-quality customers. At present, two personal high-quality customer loans have been completed.
The second is to increase the marketing of loans for small and medium-sized enterprises, such as Chengda and Hanqing projects.
Third, forge ahead and cooperate with guarantee companies to reduce the risk of credit management by introducing guarantee companies.
(4) Abide by rules and regulations, earnestly perform post responsibilities, strengthen management, and comprehensively improve the management level of credit assets. The account manager of the Bank can conduct pre-lending inspection in strict accordance with bank regulations, actively cooperate with the credit management department to conduct post-lending management inspection, and strive to ensure the safety, liquidity and effectiveness of the Bank's credit assets.
Three. Problems and difficulties in work
(1) Objectively speaking, as the Bank has just been established, there are still problems such as single business means and low social awareness, which have a necessary impact on marketing work.
(2) From the perspective of business performance, RMB deposits have been hovering at a low level for a long time. As the marketing department of the bank, it has not yet reached the requirements of top-level business, which needs attention and improvement.
(3) In terms of subjective efforts, we still have many shortcomings. First, the enterprising spirit of employees has not been well displayed. Some employees don't pay enough attention and enthusiasm to their work. Second, there is a phenomenon of loosening first and then tightening, which leads to our passivity in our work. Third, there is no spirit of in-depth research in the work, no in-depth thinking when encountering difficulties or problems, and insufficient working methods. Fourth, the competitiveness of service level is not enough, and there is no obvious qualitative improvement, which is incompatible with the current rapid development of banks. Fifth, the marketing effect is not obvious, so it is necessary to increase the marketing intensity and accuracy to ensure the stable and rapid growth of benefits.
Four. Future work plan
(A) to strengthen the learning of employees, improve the overall quality of employees.
(two) strictly abide by the rules and regulations, conscientiously perform their duties.
(3) While doing a good job in credit business, pay attention to credit risks and cooperate with credit management departments to ensure the safety of credit assets.
(4) Strengthen team building to ensure coordinated, unified and efficient work.
(5) Deepen marketing awareness, actively explore the market, and make every effort to make the bank's deposit business grow rapidly.
The above problems will be the focus of the marketing department in the future. In the future, we will strictly strengthen management, increase marketing efforts, set high standards and strict requirements, constantly improve and improve under the correct guidance of business leaders, and strive to do all the work well.
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