Sales manager's work summary 1 (1) to speed up the development of new customer resources.
1, design notice.
(1) According to the situation of your own work department and market, combined with the advanced experience of other marketing departments and the notice sample of the headquarters, you designed the notice suitable for your own work department and increased the collection of the list.
(2) In the design of the notice, it is necessary to improve the quality and specifications of the notice so that customers are willing to throw it away after getting it. It can be designed as coated paper color pages, and the time and place are vacant, printing 30 thousand copies at a time, and the price is relatively cheap.
(3) Change the format of the notice, which can be designed as a three-fold, greeting card or admission ticket, or directly designed as a conference admission ticket. This gives members a different feeling.
2. Design benefits.
(1) Benefits recommended by old customers. According to the different needs of old customers, make personalized interest points and guide old customers to introduce them.
(2) Do a good job of interest and attract new customers to attend the report meeting.
Interest points can be health care, such as meridian health care, diet health care, disease-specific health care, meridian physical therapy and so on. , constantly changing the health care content to attract customers to attend the meeting.
Increase the benefits of participating in gifts and choose more common small gifts for customers. Nowadays, more and more advertisements are given as the welfare of customers to attract customers' participation.
3, a variety of ways to carry out the list collection work.
(1) Collect the list by issuing various notices. The key point is to do a good job in explaining the notice. 100% explains the notice, and explains the notice in person. 100% conveys the information on the notice to the customer. Do a good job in the preview of notice distribution.
(2) For customers who stop taking drugs or return products, we can make large-scale health reports and send letters. By sending letters, invite them to attend large-scale health reports and encourage old members to introduce them.
(3) Collect the list through newspaper clippings. The emphasis is on the selection of newspapers and the design of notices.
(4) Collect the list by contacting the community. By contacting the community and carrying out meridian health research with the community, we can achieve good results.
It is worth emphasizing that in community development, don't rush for success, be patient, and customers in the community should not recommend products, but should slowly infiltrate. Establish a good community foundation through community development, and strengthen community infrastructure construction at the same time, with a solid foundation.
Community development is a step-by-step process, so we can't rush to pick melons, haste makes waste. Why can't many places persist or continue? The reason is nothing more than short-sightedness, only paying attention to immediate interests, holding a community lecture as a hot meeting, and then immediately conducting home visits and attending sales meetings. Everyone knows that they are selling medicines, and the community leaders will not let or no one attend next time. Therefore, we must carry out more activities, first build a long-tail customer base, and then cultivate the waiting melons. We should realize that if we don't occupy others as soon as possible, we will occupy the position of the community. The problems you encounter in the market at present are also the problems of other health care products companies: it is difficult to get here, it is difficult to come to the door, and it is even more difficult to sell goods. You are trying to break through the bottleneck, others are thinking, and others who can think of it can think of it, depending on who can get ahead, do well, get recognition and support.
(5) Make newspaper advertisements and collect lists. Just like newspaper clippings, newspaper advertisements should also choose the right media. Newspaper advertisements should be synchronized with large-scale health reports.
(6) Use the points of old customers to make referrals, and use the points to exchange gifts to encourage old members to publicize and issue notices to achieve the purpose of collecting lists.
(7) Collect the list by holding a large-scale health report.
(8) In combination with the community collection list, set up an instrument testing stage or carry out free medical examination activities in the community.
(9) Organize various large-scale activities in cooperation with relevant units, and we will name or sponsor them to collect lists. For example, speeches, song and dance competitions and various sports competitions.
(10) Strengthen and adhere to the activity of "cleaning up small family medicine boxes" and collect lists.
4. Strengthen the practice of profit receipt, have good speech skills, and strengthen the practice.
(2) Strengthen meeting scheduling.
One of the main factors to achieve this month's heavy volume is to increase the scheduling of meetings. Money, nine silver and ten silver, all departments should seize the favorable opportunity, strengthen the meeting scheduling of the marketing department, and quickly increase market sales.
1. Ensure the size and number of warm-up meetings and sales meetings.
(1) By strengthening the collection of the list, the warm-up meeting will be large in scale, large in scale and large in number of people.
(1) Pay close attention to the site selection of the conference hotel, and choose the site strictly according to the requirements of the headquarters. A good hotel location will get twice the result with half the effort, and the inaccurate location will have a great influence on the number and quality of preheating meetings.
② Preheating will improve the level and make good use of the tactics of the big platform.
Structure of the podium: general manager, ministers, experts, leading members, member leaders, etc.
(3) Strengthening the process of preheating meetings cannot simplify the process. To some extent, it's not that the model doesn't work, but that the process is simplified (no podium, no flowers, no membership card, no meeting minutes, etc. ).
④ Strengthen the membership structure of the warm-up meeting.
Participants in the warm-up meeting should be new customers, recommended customers and old customers. This can not only realize the list collection, but also realize the service of members. At the same time, it ensured the scale and number of the meeting, set off the atmosphere of the meeting and enhanced the image of the project.
(2) Increase the scale and frequency of sales meetings.
(1) to strengthen the proportion of personnel in sales meetings.
The personnel composition of the sales meeting must be composed of new customers and old customers, and the composition ratio is 1: 1.
(2) Strengthen the strategy of meeting management at the sales meeting site.
First, the customer role constitutes the strategy.
New customers, die-hard customers, husband and wife customers, circulation customers, star members, leading members, etc. Invite customers according to the ratio of new and old customers 1: 1. Give old customers the benefits of attending the meeting and ensure that old customers attend the meeting.
Second, the hive seating tactics.
Old members, pre-meeting customers, key potential customers, cross ranking. Convenient for old customers to assist in their work.
Third, the tactics of meeting die-hard customers before the meeting.
Before the sales meeting, hold a small die-hard customer meeting, arrange the sales meeting for the die-hard customers, and do a good job of motivation and mobilization.
Fourth, the tactics of the big podium.
The podium must be large, and the number of people sitting on it should be large. There are not less than six people on the rostrum.
Fifth, the "big" conference room tactics.
The conference room needs to be upgraded, and it has a certain popularity in or around the local area. The air conditioning in the meeting room is better, and the sound and projection equipment are better.
Sixth, healthy stars and outstanding members spoke and presented gifts.
At the sales meeting, arrange healthy stars and outstanding members to speak. The choice of healthy stars and outstanding members should be typical and their speeches should be in place. At the same time, healthy stars and outstanding members can be arranged to present pennants, calligraphy and paintings to the work department.
Seventh, the tactics of grabbing orders safely.
Take advantage of the limited number of reservations, limited number of gifts and limited number of lottery tickets. , do a good job of grabbing orders.
Eighth, lottery tactics.
Attend the meeting customer lottery, order the customer lottery, pull the customer to attend the meeting and pull the customer to order.
Ninth, list analysis typesetting tactics.
Be sure to do a good job of list analysis and typesetting before the meeting. Experts participate in list analysis. Fill in the list analysis and typesetting table, one for the expert, one for the caller and one for the staff. During the meeting, according to the typesetting, do a good job of publicity and ordering for members in a planned, orderly and countermeasures.
Tenth, arrange the meeting time reasonably.
The meeting started early and ended early. Members are required to be present at 7: 30, and the meeting must start at 7: 30 or 8: 00. End the meeting before 1 1: 30. Reasonably arrange the time of each stage: the expert lecture time is controlled at 1 hour, the commendation speech of outstanding members is controlled at 15 to 20 minutes, and all kinds of feature films are controlled at half an hour to ensure the consultation time.
③ Strengthen the sales meeting process.
The sales meeting process should be completed in one go, leaving no regrets, and the sales meeting process links should be well formulated, so as to be interlocking and fascinating, especially the links of customers relaxing before the meeting, pulling after the meeting and consulting. We can learn from the sales model process of large-scale activities, increase pre-meeting games, and let the old members sing and dance before the meeting, so that customers can relax in a festive atmosphere and pave the way for sales.
2. Increase the density and frequency of activities.
In this part, all departments should increase the number of meetings in the autumn and winter campaigns, and increase market sales by increasing the number of meetings. The activities of each marketing department should be restored to three sales meetings a month.
Summary of Sales Manager's Work 2 My sales work has achieved good results in 20xx years, with the leadership and help of company leaders and the full assistance of all business personnel, based on my own work, conscientious and hard-working.
By the end of 20xx, the total sales of all products in the whole year were 25,765,438+053.68 tons of 48% ion-exchange membrane caustic soda, 3,465,438+0352.983 tons of 32% ion-exchange membrane caustic soda and 20,865,438+065,438+00.64 tons of sodium hypochlorite. The sales amount was 876 million yuan, reaching a balance between production and sales. The recovery rate of payment for goods reaches 100%, achieving zero debt, which is second to none in the same industry. 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 make timely reminders;
2. Strive to complete the requirements in the sales management system;
3. Be responsible for strictly implementing the outbound procedures of products;
4. Actively and extensively collect market information and report to company 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 responsibility for work;
7. Complete other tasks assigned by company leaders.
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 the sales managers of other chlor-alkali enterprises to analyze the market situation, existing problems and solutions. In my daily work, I can actively start and complete the sales task on time on the premise of ensuring the quality of work.
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, step-by-step work, and products will encounter many unexpected problems in the process of sales, so the sales manager should correctly treat customer complaints, treat them as equally important or even more important things as product sales, and handle them carefully at the same time. In the process of product sales, I strictly follow the sales system formulated by the company. When I receive a customer complaint, I must first carefully record the customer complaint and make a verbal commitment, weigh the pros and cons, communicate with the customer in time, and make the customer satisfied with the solution.
Four. Suppose sales of 20xx years.
In 20xx, the third phase of the project will be put into production, and the production capacity will be increased to 500,000 tons/year. With the operating rate of 65,438+000%, the monthly output of caustic soda will reach 46,5438+0700 tons (100% off the production line), and the sales task is arduous. Our department will formulate a fair dealer management system, implement regional management, be responsible for products and implement them to people. Investigate customers and sign annual contracts with customers according to their actual needs and the company's strategic development plan. Increase sales in Guangdong and Fujian, and focus on developing Guangxi market. And under the premise of stable operating rate of the industrial park, we will sign export orders in time to ensure smooth shipment.
Sales Manager's Work Summary 3 The first half of the year is the off-season of the automobile sales industry. The probability of customers coming to the door is relatively small, and the number of car sales is also less than that in other months. In view of this situation, Wang, the sales manager of the company, began to implement the strategic policy of "taking the initiative to attack and explore market trends" under the sales strategy of "we can't cross the mountain". As a sales consultant, while doing a good job in consulting and selling, I have further achieved door-to-door service and publicity.
I. Objectives
After the analysis and summary at the beginning of the month, xxx's target customers are small and medium-sized business owners, powerful self-employed individuals and senior managers of large enterprises. Therefore, in 10, the first publicity campaign was launched for self-employed individuals with strength, through on-site interviews, distribution of publicity materials and inviting interested customers to test drive.
Second, after that
Self-employed-self-employed in the automobile market, the real estate in xx has developed rapidly this year, driving and detonating the local building materials market. Quite a few people naturally become rich. With money, they need to improve their original life. They don't know how to consume, and they can't consume. This requires us to guide consumption, publicize our cars and bring a touch of bright color to the life of prospective customers. They will not be allowed to face their "gods" every day and turn themselves into "gods", and publicity has certain effects. However, in the course of my communication, I also clearly realized that the world xx crisis brought about by the end of xxx has not spared the xx automobile industry and the automobile market. At this time, the building materials market is as deserted as our car exhibition hall in the first half of the year. Now more individual bosses choose to wait and see.
Third, summary.
Although the automobile market has been in a difficult period for some time, it does not mean that it will be in a slump. When the economy improves, my efforts will not be in vain. Whether it is the property market or the auto market, there will always be an economic recovery one day. Now we just need to do what we should do to make xx a household name in Rizhao. When the economy improves, someone will buy a car!
Fourth, plan
Personally, the work plan for the second half of the year is to take the initiative, supplemented by waiting for rabbits, expand the scope of publicity as soon as possible, and let more people know about our company through various publicity channels! The first half of the year passed. During this period, I have gained a little through my efforts, so I can make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better in the future.
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.
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.