The food salesman's work summary model article 1 has been in the company for two months, and I have learned product knowledge through training and self-study, and also made some own summaries through the expansion of 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.
1. Understanding of company products and sales.
I used to sell health food for more than three years, but I mainly sold products and health nutrition, and I rarely contacted the extracts of precious Chinese herbal medicines. After two months of study, I know something about Dendrobium, Gastrodia elata, Eucommia ulmoides, Pueraria lobata and American ginseng. Our company has certain advantages in raw materials, Dendrobium planting technology and production and processing technology. Mature planting technology and production and processing technology, high product quality, good curative effect and no side effects. There is a potential demand for consumers' health, but through the expansion of a large number of fields and channels, we know that the popularity and reputation of our company's products still need to be improved. In the long run, we intend to make our products last for a long time. Only by branding our products, raising their popularity through various means, cultivating consumers and instilling the importance of "homology of medicine and food" and health care, will the company 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, such as the promotion of high-end residential areas, which is in line with the principle of cost saving.
Second, an overview of product channel expansion
Ran a lot of channels, hospitals, supermarkets, health clubs, gift companies, pharmacies and so on. In the past, the company only involved in the development of health care products 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 more 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 at present, such as drugstore channels. Most pharmacies have low prices of health food, which are supported by advertisements. Without support, it is difficult to produce sales in pharmacies. 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, and strive for breakthroughs in these areas, "less detours."
3. Understand 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 more communication and criticism to help correct my work and self-deficiency.
Four: my strengths and weaknesses in my 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. I am concerned about the improvement of my own ability. I have a suitable platform to play my strengths, but at the same time I also have many shortcomings:
1. I feel that my professional knowledge is not perfect and I am not good at it, so I will read more 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 own business level, be familiar with the work flow of each position, and improve their ability to find, analyze 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.
Five: 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, more communication between leaders and employees, so as to learn more about the company, planning, and the shortcomings of their recent work.
Six: the direction of future efforts
I applied for the position of regional sales manager and engaged in the following work:
1. I will strive to improve my quality, improve my professional knowledge and learn marketing management knowledge. With familiar professional knowledge, you can persuade customer service, learn more marketing management knowledge, learn more about the operation, objectives, performance management, social responsibility and primary functions of the enterprise, and actively pay attention to training your eloquence, adaptability, coordination, organization and leadership.
2. A large number of targeted product sales expansion, temporarily abandon some infeasible channels such as pharmacies, focus on expanding feasible channels such as gift companies, and adopt effective methods to increase sales.
3. Improve work execution, carry out the work arranged by superiors, and pay attention to practical work.
4. Establish database marketing, obtain more high-quality customer resources, pay attention to the pre-sale, in-sale and after-sale services of products, and improve service quality.
5. Have a deeper understanding of the company's corporate culture, work together, improve work efficiency and performance, and build an excellent regional sales team.
6. Have a deeper understanding of the market situation of products. Only by mastering more accurate and timely information can we grasp the market and increase sales.
First of all, I want to sum up the shortcomings I have seen about the company in xx years. It's all my personal opinion. It's a little naive. Please forgive me if there is anything wrong.
1. Dealers influence our sales for profit.
2. The influence of zero price difference on sales.
3. Advertising disadvantages.
In my work, I gradually learned about the policy of the dealer to intercept in order to win high profits, and directly gave up the second batch and made the third batch, but the dealer himself could not completely deliver the goods to the terminal. As a result, dealers relaxed and made more money with less work, but our terminal market was lost, and dealers exchanged their economic income with the interests of our company. The company believes that this situation is not rare! This is also an important reason why sometimes two batches of empty warehouses are unwilling to receive goods, pick up cheap goods and even prefer to make other products. If not corrected, our market share will not increase (even decrease), which will affect our competitive advantage. Therefore, once this situation is discovered, we must seriously investigate and take immediate measures to rebuild the second batch of networks to unload the goods. If the dealer is unwilling to implement it, we can clearly tell him that we will open a few more accounts for the second batch and will not be responsible for its inventory. Since it harms our interests, of course we will not consider taking care of its interests.
Formulate a reasonable price difference strategy to mobilize the sales enthusiasm of dealers at all levels. At present, our mainstream products are well-known among consumers, such as pure water and milk drinks, which are the first brands. However, continuous sales lead to insufficient price difference among dealers at all levels, loss of enthusiasm, impact on sales, and lead to the trend that other companies' products slightly surpass ours. For example, products like our company 1-5 yuan are operated by our salesmen, because the profit given to them by terminal zero is only 1 yuan at most. If such products are not popular, why does the boss sell our products instead of the best-selling products of other companies? For their own benefit, then their choice is obvious. Therefore, I personally feel that we must pay attention to the price difference and straighten it out. This is to give the terminal some flexibility in the price difference on some new products and non-best-selling products that have just started.
Personally, I think Master Kong has handled its Kangshui sales very well and has considerable flexibility. If we adopt this strategy when launching new products, our sales staff are confident to eliminate similar competitive products in this area in just a few months. Give the price some flexibility, although this statement may make the company leaders feel that we have lost our own interests by selling at a reduced price, but it is not: we can take a series of measures such as keeping the ticket price unchanged (or even increasing it) and bring more best-selling products with fewer new products or even unsalable products. In this way, the new and old products will be sold at the terminal in a new way, and the old ones will be sold in a new way, giving a certain zero price difference, which will not only improve their enthusiasm, but also increase our sales volume, bring benefits, and finally mobilize the enthusiasm of dealers and the second batch of merchants.
Compared with our first competitor, Master Kong, the advertising is not in place, which leads to the decline of brand base, the inability to expand new products and the decline of sales of old products. If all the old ones are eaten up, it will be more difficult in the future. Of course, for us, the job is mainly to post pop, and the real advertisement is not the scope of our salesman's discussion. However, advertising does have an immeasurable impact on the stretching effect of sales. Compared with our first competitor, we are at a disadvantage in a series of carriers to display our products, such as media, car bodies, billboards and shop signs.
Next, I sum up my own shortcomings in the past year:
The first is work attitude. I just want to complete the company's tasks every day. Without my own personal breakthrough, my enthusiasm for work has not yet started.
Then there is the working method. Sometimes there are many ways to avoid unnecessary troubles and even improve your work efficiency and change some results. Unfortunately, due to experience, I didn't think much afterwards. I believe I will handle similar things better in my future work.
Looking back on this year's work, I deeply feel the vigorous development of the company and the spirit of unity, enthusiasm, hard work and progress of all my colleagues. As an ordinary employee in the food sales department, I have gone through this year with the encouragement and help of company leaders and colleagues.
Combined with 20xx years' work, it can be summarized as follows:
I. Review and overview of channel work in 20xx:
From the end of 20xx 1 1, I took over BC shopping malls in two towns until the end of June of 20xx. Basically, at the end of 2007, I was only familiar with the market situation, established a preliminary customer situation, and mastered the operation mode of BC shopping mall. The real market still starts from 12. When I first took over the market, it coincided with the adjustment of the company's herbal tea supplier's overpriced system, which was adjusted from 28 yuan to 30.4 yuan. Thanks to the strong support and cooperation of dealers and postmen, as well as the efforts of previous colleagues in the market. So the price was quickly adjusted. After I got familiar with the overall situation of customers and the characteristics of family consumption potential of our products, I planned 35 responsible customers according to the market situation. The first category is important customers, 12. There are 14 high-potential customers on the second floor. The third level is to cultivate potential customers, with 9 companies. After many in-depth communication with customers, plus the support of the company and the cooperation of customers, the actual sales of first-class customers increased by 1.25% on average in the first half of this year, and the sales of best customers increased from 70 pieces 1.90 pieces per month to 2.7 times of the original sales. Secondary and tertiary customers increased by 95% and 65% respectively. The distribution rate of throat lozenges also reached 100%. Unfortunately, due to my personal ability, many customers have not been able to play their best sales potential.
From July of 12, the company transferred me to KA to be responsible for 30 KA stores in 8 towns, including 12 supermarket, 14 department store and 4 trans-regional KA stores. When I first took over, it was the peak season for our products. The related expenses supported by the company are reported one and a half months before the signing time. Because my personal ability and professional knowledge are weak, my market insight is poor, I am not sure about the market, some expenses are not used reasonably, and customer training is not done well, resulting in no obvious increase in sales, which makes me deeply ashamed of the trust and training of the company and the boss.
Second, the experience learned:
Through this year's sales work in shopping malls, I learned a lot of professional knowledge, which made me deeply feel that it is easy to do sales work, but it is not easy to do it well. Combined with the many trainings given to us by the company and my own feelings, I have summed up ten experiences: one fine, two diligent, three more and four strong. First, be careful, second, be diligent, third, communicate with customers more deeply, learn more professional skills, adjust your mentality, and always be optimistic and positive. The top four companies are strong in self-confidence, insight, analysis and planning, and strong in execution (different from the top six companies).
1, very good
For example, what our colleagues who run shopping malls often do: inventory management in shopping malls. Often go to the warehouse of the shopping mall to check the inventory. Because the delivery time of each batch of goods is different, some shopping malls may put each batch of goods in different locations because the warehouses are too crowded. If we don't check the whole warehouse carefully, we will mistakenly think that there is only one place where our goods are available. This will cause the date to be FIFO, the date will be confused, and the inventory will be overstocked, so we must be careful.
Step 2 be diligent
1) Be diligent and observe more. As the saying goes, shopping malls are like battlefields! Information is very important, an important piece of information can bring huge profits, so in the daily work process, we must carefully observe the related trends of competing products. Especially price adjustment, display, promotion policy and so on.
2) It is a manual service. We do fast-moving consumer goods, and we often have to do our own exhibitions, so as to get the best exposure and attract consumers' attention. So we should do more work and arrange more relevant publicity materials. In order to increase sales.
Step 3: bigger
1) Communicate with customers more deeply, and let customers cooperate with me to implement my ordering, display, price adjustment and promotion strategies. Only by communicating with customers more and analyzing the advantages of my products in all categories, the sales volume and profit growth potential brought by my products to customers, will customers list our products as important products. With the support of customers in shopping malls, the exhibition can be strong and the sales volume can be improved.
2) It is to learn more professional knowledge, such as negotiation skills. The customers we face are very professional. We must be more professional if we want to negotiate with purchasing successfully and achieve our goals. The company has given me quite a lot of training in this respect, which has benefited me a lot. It taught me how to communicate with others and benefited me for life.
3) it is to adjust the mentality. In the sales business, you will often face a lot of pressure, such as customers' picky, refusal, non-support, procrastination and so on. Sometimes, I have a good promotion plan, and I am confident, but when I go to talk to my customers, they refuse and don't listen to a word. At this time, we must try our best to adjust our mentality, know more about the reasons why customers refuse, and analyze more, so as to reverse the embarrassing situation. I often encountered such things before, sometimes I had no confidence at all, or my colleagues and supervisors gave me a lot of encouragement and confidence, which made me have a high passion and I was able to overcome all kinds of difficulties. I learned the solution of bad mentality.
4. Strong
1) Strong self-confidence, sales, without self-confidence, nothing can be done. With self-confidence, we can win vitality in despair, seize joy in pain, get rid of troubles under pressure and find hope in failure. I want to thank my colleagues and supervisors for their encouragement and support.
2) Strong insight, fast product sales, high sensitivity to market conditions, customers' adjustment to the display, price and promotion strategy of our products, and the reflection of competing products in the market should be grasped at any time. For example, many manufacturers want a good exhibition space, but there were other products on display at that time, and the agreement was about to expire. At this time, in order to get this position, it is necessary to know more about the situation. If we can know the agreement period of this product first, we can get the position first.
3) Strong analytical and planning skills. After entering KA, I learned a lot about this. Knowing the customers and the market, we should make more analysis, formulate a detailed and executable sales plan, and then implement it step by step, so as to save more time and energy and achieve the ideal effect. In particular, the establishment of the data system allows me to more accurately understand the sales potential of products in each customer and the growth of my products, which is very conducive to the next work plan.
4) Strong execution, which is the most advocated by the company, is not only conducive to the growth of the company and products, but also gives me an exercise for myself. I used to be lazy, especially I didn't like washing clothes. I always use up all the clothes in the closet and then wash them together. After some reasons at work, I gradually got rid of this problem.
Third, its own shortcomings:
In the past year's work, there have been many problems in my self-feeling, mainly in the following aspects.
1, busy
I always feel busy when I go to work in the company every day, but when I look back at my work every day, I always feel that I have got nothing. I feel like I'm just a busy word, but I can't tell you why I did it. Through the guidance of my supervisor for many times, I found that the main reason is that I didn't deal with urgent but unimportant things and problems, and I spent a lot of time dealing with these things every day, so I felt that I was busy all day, but I always felt that I had nothing.
2. Lack of experience
In the process of work, what I do most is to deal with people, and all of them are dealing with shopping malls or store managers, and I often encounter some problems that are difficult to solve at the moment. After I came back, the supervisor asked me a lot of small questions. At this time, I am a little at a loss, because this time requires a lot of knowledge and experience, and requires a lot of professional theoretical knowledge. So I will sum up this year's shortcomings in the work process next year and recharge myself at any time. Colleagues also hope that the company can give me more training opportunities in this field, so that I can grow up quickly. Can better work for the company.
Step 3 be lazy
In the experience summarized above, 100% is sometimes not achieved when it is usually implemented. I hope leaders can often correct me in their future work.