Sales year-end summary and plan ppt

Sales year-end summary and plan ppt

20xx is about to leave quietly, and 20xx has entered our field of vision. Looking back on the work history of this year, overall it is ups and downs. So, how to write a sales year-end summary and plan, do you know how to write it? If you don’t know, let’s take a look at the content I compiled!

Part 1: Sales year-end summary and plan ppt

The year 20xx is coming to an end. In this nearly year, I have gained a little bit through hard work. As the end of the year approaches, I feel it is necessary to summarize my work. The purpose is to learn lessons and improve yourself so that you can do a better job and have the confidence and determination to do a better job next year. Below I will give a brief summary of one year's work.

I came to work in the company in October this year and started to set up a sales department at the same time. After entering the company, I continued to learn product knowledge, collect information from the same industry and accumulate market experience. Now I am responsible for prepaid products. Gained an in-depth knowledge and understanding of the stored value card market. Can clearly and fluently respond to various issues raised by customers, accurately grasp customer needs, communicate well with customers, and gradually gain their trust. Therefore, through hard work, we have obtained several successful customer resources, and gradually accumulated some high-quality customers to a certain extent, and we have a relatively transparent understanding of the market (). While constantly learning product knowledge and accumulating experience, my abilities and professional level have been greatly improved compared to before.

Although I have been engaged in sales-related work before and have certain sales knowledge and experience, there is still a certain distance between outstanding and successful sales management talents. If I don't do my job well, I feel that I am still in the position of a salesperson. The training and guidance of salespersons are not enough, which affects the sales performance of the sales department.

Summary of department work

In nearly three months, through the joint efforts of all employees in the sales department, we discussed and formulated the sales techniques for each link and the core of the company's products. Competitive advantage, the company's promotional material "A Letter to Customers" provides suggestions for various media advertisements and puts forward the core statement of "Everything is worry-free and virtuous in the world", so that the visibility of our company's products is gradually recognized by customers in the Taiyuan market. All employees in the department have sorted out more than 5,000 pieces of Yellow Pages information and sent out more than 3,000 company promotional materials. They braved the cold and visited the tax hall and various office buildings in the High-tech Zone to lay the foundation for the upcoming crazy sales season. Ready. In terms of team building, detailed sales personnel assessment standards, sales department operating systems, work processes, team culture, etc. have been formulated. This is something I think we have done relatively well, but in other aspects there are still big problems with our approach at work.

Judging from the sales performance of the sales department, our work is not good. It can be said that the sales performance is a complete failure.

Although some objective factors exist, there are also big problems with other practices at work, mainly manifested in

2) Insufficient communication. In the process of communicating with customers, sales staff cannot clearly convey the situation of our company's products to customers and understand the customers' real thoughts and intentions; they cannot respond quickly to certain suggestions made by customers. When conveying product information without knowing how much customers understand or accept our products, not following up after being rejected is a fatal mistake.

3) The work does not have a clear goal and detailed plan. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a state of laissez-faire, which leads to various undesirable consequences such as lack of unified management of sales work, lack of reasonable allocation of working time, and chaotic work situation.

4) The development of new business is not enough, business growth is small, individual salespeople’s sense of responsibility and work planning are not strong, and their business capabilities need to be improved.

Market Analysis

Nowadays, there are many brands in Taiyuan consumer card market, but they are mainly those companies. Now our company's products are top-notch products in terms of product quality and function. On the surface, competition among companies is fierce, and the emergence of our company has intensified this competitive war. But calm down and analyze carefully, our company's core competitiveness, such as the supervision of card issuance funds, the quantity and quality of overseas merchants in Shanxi Province, as well as our company's strong financial strength and high-quality customer resources, are unmatched by other companies.

In the Taiyuan market, there are many brands of consumer card products, but with our company’s strong strength as a platform, overwhelming publicity, and the perseverance of our employees, we will gain a large proportion of the consumer card market next year. The market share is a foregone conclusion, and building the first brand in the industry in Shanxi Province is just around the corner.

The market is good, but the situation is grim. The consumer card market in Taiyuan can be summarized in this sentence. Today, with the rapid development of technology, next year will be a promising year. If we do not do a good job in sales within next year and do not seize this opportunity, we are likely to lose this boom. Opportunities for development.

? Part 2: Sales year-end summary and plan ppt

Since June 20xx, under the correct leadership of Yingdong Branch of PICC Fuyang Branch, as the fourth marketing department As a sales team manager, based on the actual situation of my position, I lead all sales staff to work hard and actively serve customers, complete work tasks, achieve good results, and obtain the satisfaction of superior leaders and customers. The relevant personal work situation is summarized as follows:

1. Basic personal situation and work resume

My name is male, born on June 2, 1992, graduated from Zhengzhou University of Technology in June XXXX The college majors in international economics and trade, undergraduate culture. Joined the workforce in June 20xx, and worked successively in the comprehensive department of the Yingdong Branch of PICC Property and Casualty Insurance Company Fuyang Branch, and the intermediary exhibition industry position in the channel business department 1. Later, he served as the individual marketing team manager of the marketing business department 2 and the marketing business department 4. Sales Team Manager.

2. Study hard and improve business level and work skills

Since joining the PICC Property and Casualty Insurance Company, I have realized that the continuous development of the insurance industry and business innovation have placed higher demands on insurance employees. requirements, you must study hard and improve your business level and work skills in order to adapt to the needs of the job. To this end, I actively participated in relevant business training organized by my superiors, and carefully studied insurance business operating procedures, related systems, capital market knowledge, insurance product knowledge, and how to communicate with customers, etc., so that in communicating with customers, When customers ask about insurance products and other related issues, they can quickly and correctly answer their questions, provide customers with suggestions and solutions, use their professional knowledge to build a bridge of communication with customers, promote the development of the insurance business, and serve the unit Create good economic benefits.

3. Work conscientiously and strive to serve customers well

I am now mainly responsible for the Fuyang Development Zone in Anhui Province? Great Wall, Fiat, Emgrand, Global Hawk, Pentium, JAC and Yulongming Car dealership? Insurance business of 6 other 4S stores. I lead all sales staff to work conscientiously, strive to serve customers well, promote the development of insurance business, and improve the economic benefits of the unit. First, we always adhere to customer-centeredness, strictly implement "public commitments", "first question responsible", "service with a smile", enhance service awareness, innovate service methods, improve service style, meet the diversified needs of customers, and improve customer satisfaction. . The second is to completely update concepts, consciously standardize behaviors, conscientiously implement various service measures of the branch, practice basic skills, speed up business processing, avoid mistakes, grasp quality, and maintain good customer relationships. The third is to focus on the characteristics of different customers, be meticulous and strive to provide good service, win heartfelt praise from customers, win more loyal customers for the branch, and continue to promote the development of the insurance business.

4. Work hard and create good business performance

I am not afraid of difficulties and work hard to create good business performance for the branch company, including 1.1 million yuan from 2011.06 to 2012.06, and 1.1 million yuan from 2012.06 to 2013.06 It is 1.1 million yuan, and has achieved business income of XXX million yuan every month since July 2013. It has made its due efforts and contributions to the development of the company through practical actions.

In the past few years, although I have completed tasks and achieved good results, I cannot be satisfied with this. In the future, I will study harder, improve my leadership and business capabilities, innovate working methods and service forms, strive to create excellent performance, and promote the healthy and sustainable development of the branch.

? Part 3: Sales year-end summary and plan ppt

I have worked in the company for many years, from a small salesman to the current position of the company’s sales manager, and I have paid a lot of Maybe only I know how much effort and sweat it took. But I can say that I have achieved certain success in my job by working several times as hard as ordinary people.

After this year, the ups and downs are mixed with sweat. Hard work and dedication will be rewarded. For me, the results achieved in the past year are still very good. I feel that I can It's still very good.

I have been working in sales for 200* years. Under the leadership and help of Mr. Wei, the company’s business leader, and with the full assistance of all members of the team, I have been committed to my own job, dedicated to my duties, worked conscientiously, and worked hard without complaint. As of 0* years On December 24, the sales volume in 0* year was 1.3 million yuan, and the minimum amount was 60% of the annual sales task. The payment collection rate was 80%. The sales unit price dropped by 10% compared with last year. The sales volume and payment collection rate were lower than the same period last year. Decreased 12% and 16%. Here is a summary of my thoughts and feelings on sales work throughout the year as follows:

1. Effectively implement job responsibilities and perform your job conscientiously.

As a sales manager, my job responsibilities are:

1. Do everything possible to complete regional sales tasks and collect payment in a timely manner;

2. Work hard to complete Various requirements in the sales management measures;

3. Responsible for strictly implementing the product delivery procedures;

4. Actively and extensively collect market information and compile and report to the leadership in a timely manner;

5. Strictly abide by factory rules and regulations and various rules and regulations;

6. Have a high level of professionalism and a high sense of ownership for work;

7. Completed Other tasks assigned by leaders.

Job responsibilities are the job requirements of employees and are also the standard for measuring the quality of a sales manager’s work. I always take job responsibilities as the standard of action, start from every step of the work, and strictly follow the responsibilities. The terms require your own behavior. In business work, first of all, you can start with product knowledge, carefully analyze market information while understanding technical knowledge, and formulate marketing plans in a timely manner. Secondly, you often communicate frequently with other sales managers and analyze the market. situation, existing problems and response plans in order to achieve common improvement. In the daily work, I can actively start and complete the tasks on time while ensuring the quality of the work.

In short, it has been proved through practice that the skills and performance of a sales manager are crucial and are the standard for testing the success and failure of a sales manager's work. This year, due to the impact of the four-month production limit due to the hosting of the Olympic Games, and the lack of ways to respond to the rapid changes in the market, the company's performance was poor.

2. Clarify customer needs, be proactive, and strive to ensure quality, quantity and on-time supply.

During work, I always understand that the sales manager must have a clear purpose. On the one hand, he actively understands the customer's intentions and the standards and requirements that need to be met, and strives to prepare early and supply goods within the time limit required by the customer. On the other hand, we should actively communicate with customers to understand their repayment ability in a timely manner, consider and make supplements and improvements.

3. Treat customer complaints correctly and resolve them promptly and properly.

Sales is a long-term and gradual work, and product defects are common, so sales managers should treat customer complaints correctly and regard customer complaints as equally important as product sales or even more important. At the same time, they must be cautious deal with. In the process of product sales, we strictly follow the public sales service commitments. When receiving customer complaints, we should first carefully record the customer complaints and make a verbal commitment. Secondly, we should report to the leadership and relevant departments in a timely manner. After receiving the leadership's instructions, work with relevant department personnel to formulate a response plan. At the same time, you should communicate with customers in a timely manner to ensure that customers are satisfied with the solution.

4. Carefully study our factory’s products and related product knowledge, and determine the product varieties to be represented based on customer needs.

Being familiar with product knowledge is a prerequisite for doing a good job in sales. I also pay attention to the learning of product knowledge during the sales process. I can basically answer questions and answers about the uses, performance, and parameters of the company's coating products. I can basically understand the uses, prices, and construction requirements of related products. .

5. Market analysis of paint products

Paint products have a large sales area, so the market potential is huge. The market analysis of paint sales is as follows:

(1) Market demand analysis

Although the market potential of paint applications is huge, competition among most paint factories in Beijing has reached a fever pitch. In addition, after the Olympic Games, there will be a gap in the new year due to the rush to build projects for the Olympic Games. In addition, some paint sales have directly threatened our market share. Although we have a good reputation and excellent quality, there are still problems in price and sales. There is no advantage in terms of means, and the sales task is increased by 30%. The life of the sales manager is not easy; but we must also see that obtaining the three-in-one certification this year will provide more protection for next year's hard work. If you go to the third edition market, you will get funds. With adequate support, there is still hope of achieving good sales results. The key is that the company gives the sales manager greater and more powerful support and encouragement.

(2) Competitor and price analysis

Through my own understanding of the paint market in the past few years, there are two types of paint manufacturers: the first type is imported and joint venture brands such as DuPont, Shanghai Kailin, Shanghai International, Haihong, etc. Such companies have strong strength and have lowered their sales prices. Some sales prices are basically the same as our company, so they have formed large-scale sales; the other type is the same as our company's products. , such enterprises sell at lower prices.

6. Work Ideas for Sales Managers in 200*

Summarizing the work of the past year, there are still many problems and deficiencies in my own work. I need to learn from other salespeople in terms of working methods and skills. The manager learns from his peers, and in 200* he plans to learn from each other's strengths and weaknesses based on the gains and losses of last year, focusing on the following aspects:

(1) Based on the regional sales situation and market changes in 0* , I plan to focus my work on the supply channels of steel structure plants. First, I will mainly do a good job in supplying the original steel structure plants, and select a few with large consumption and good economic conditions as the focus; second, develop well. For new major customers, the third is to adopt the form of agents in certain areas and give profits to agents to carry out sales work.

(2) In 200*, we must first actively pursue the debts from previous years, find ways to collect the debts in time, report to the leaders in a timely manner, and obtain the support of the company.

(3) In 200*, I plan to be more active in collecting market information and contact you in a timely manner, striving to participate in bidding and form large-scale sales.

(4) In order to actively cooperate with agent sales, I plan to work hard to learn the knowledge, performance and uses of agent products after determining the product varieties, so that the agent products can quickly enter the market and generate sales.

(5) While doing a good job in business, I plan to seriously study business knowledge, skills and sales practice to improve my theoretical knowledge, and strive to continuously improve my overall quality.

(6) In order to ensure the completion of the sales tasks throughout the year, I usually actively collect information and summarize it in a timely manner, striving to develop markets in new areas to expand product market share.

7. Some Suggestions on Sales Management Measures

(1) The 200* sales management method should have clear terms, concise and comprehensive terms, and clarify the salesperson’s area, tasks, expenses, In terms of assessments and rewards, ambiguous terms will be deleted, and sales managers will be assessed and fulfilled according to the method at the end of the year.

(2) In 0*, the standardized and unified sales management methods should be carefully revised after consultation with the company and the sales manager and on the premise that they are satisfied, so that they can be adapted to a wide range and adapted to local conditions, and shall be based on each year Market changes only require adjustment of ex-factory prices.

(3) In 200*, sales managers should be loosely managed if circumstances permit, the fixed eight-hour work system should be lifted, and regular reports and summaries should be adopted. Sales managers should come to the company 1-2 days a week To handle affairs, such as business trips, the destination and return time should be reported to the leader, and arrive at the company on time after being notified by the leader, so that the sales manager has sufficient time to carry out sales planning.

(4) Considering the actual situation of the sales manager, reasonably let the sales manager bear the freight, small packaging fee, capital occupation fee, reduce or reduce the compensation for the expenses and losses incurred by the sales manager due to the company's product quality and other reasons.

(5) Due to the shrinking regional market, fierce competition among peers and falling prices, leaders in 200* should carefully examine and integrate the market conditions and sales manager’s information feedback, fluctuate up and down, and formulate a plan that is in line with the company’s conditions and market conditions. The company's ex-factory price of the market is used to stimulate the sales enthusiasm of the sales manager.

In the past year, our company’s performance did not show a great growth due to the impact of the global financial crisis. However, the temporary financial crisis has not had a great impact on our company, but we must be vigilant. , Under the financial crisis, no company is safe. Maybe a company that is good today will go bankrupt tomorrow, so we must be vigilant and alert to the impact of the financial crisis on us.

In the years to come, I will work harder and harder and try not to make any mistakes. This is a must for me. I have the strictest requirements for myself. , we must do our best for the company's cause!

I hope that the company can continue to develop in the new year and improve the company's performance, which will make the company's future even better! ? ;