Three selected graduates' internship experiences and gains

Experience and harvest of graduate internship

As a graduating college student, the purpose of my internship is very clear, that is, to gain work experience and combine theory with practical work, so I made up my mind to do it well on the first day. As soon as I entered the company, I felt a strong working atmosphere. Whether it is pictures and slogans posted on the wall, or various reports and data, it has given me great new ideas. I think this may be the life I want, a job of constantly challenging myself and realizing myself.

As I just came to the company from school, as a newcomer, it is very necessary to be familiar with the job responsibilities and business processes as soon as possible, and I feel my own shortcomings here. Because what the school learns is the knowledge in books, it just stays in theory, and in the usual work, theory is sometimes useless, so it is the key to handle this change well.

After nine days of internship, I gradually got a complete understanding of the whole operation process of the company's transportation production, although there is still a big gap between the post function and the major I studied. Through internship, I have broadened my knowledge, and now my learning experience is summarized as follows:

In this graduation internship, I realized that "the combination of theory and practice is the last word", mastered the methods and skills to solve practical problems, learned effective methods to get along with employees and colleagues, accumulated experience and methods to deal with interpersonal relationships, and also experienced the hardships of social work. I also exposed many shortcomings and deficiencies in my internship, which I think will greatly limit my future work and development.

People often say that universities are ivory towers. Indeed, there are huge differences between schools and workplaces, between study and work, and between students and employees. From campus to society, in the process of this transformation, people's views, behavior patterns, psychology and other aspects should be properly adjusted. Therefore, don't always complain that the company is unwilling to recruit fresh graduates, and sometimes you have to find your own problems. This internship provided me with such an opportunity to get in touch with the real workplace. With internship experience, I can integrate into the new environment faster and better when I graduate, and complete the transformation from students to professionals.

During my internship, I also realized the difficulty of getting books after work. Go to work early every day and go home from work on time at night. I feel very tired, and it is difficult to have the energy to calm down and read. This makes me cherish my time at school more.

The internship is over, but the memories and feelings left in my heart are unforgettable for a long time. In these nine days, I have been nervous, worked hard, been happy, awakened and confident. These unprecedented experiences have made me progress, grow a lot, and learn something that I can't learn at school. What we need to do next is to adjust our mentality, be down-to-earth, diligently enter our next role, do our own stage planning, set up lofty ideals and work hard for it.

Experience and harvest of graduate internship II

The one-month internship is over. Although the time is short, the gains are enormous. I deeply understand the hardships of work and the joy of harvest. Although I have participated in some social practice before, this time it is more formal, and more importantly, this job is related to my university major. So I do it with more care. I choose the real estate industry based on my own interests, and then I want to take this opportunity to learn more about the composition and functions of various departments of the real estate company and the whole workflow of the real estate company, so as to establish my own suitable jobs in this industry. Finally, I want to expand my interpersonal relationship and increase my knowledge.

Here are some of my internship experiences: it is difficult to follow a unified model in interpersonal communication. Everyone's personality is different, and the way to deal with problems is naturally different. For a newcomer who has just stepped into the real estate sales industry, others' sales skills can only be used for reference. In addition to learning from others' practices, it is more important to sum up the appropriate negotiation methods and methods in every process of dealing with customers, so that you can have your own unique sales skills. As long as you pay more attention and practice, everyone can have their own unique sales skills and their own "unique tricks". Therefore, sales skills are more about studying hard, understanding hard and doing things hard.

People engaged in real estate sales should devote themselves to personal and career development, because life will only change with the change of self, and only by continuous learning can they gain a firm foothold in this society. So to be a top salesman, the first thing you must learn is how to keep a positive attitude. A positive attitude is an expectation and commitment to yourself, which determines your life direction, your work goal, and correctly treat and evaluate your ability. What kind of person you think you are is very important.

For example, like me, I think I am a positive, optimistic, friendly, very enthusiastic and enterprising person. This is the image of self. The master said that every morning when she got up, she smiled and said to herself. "I am in a good mood today. I am very happy. I will contact many clients today. I believe I can solve some problems for them or dispel their doubts. I will make a deal "; "As long as you work hard, I believe that you can clinch a deal today and have the best sales performance"; This is an affirmation of yourself.

As a salesperson, affinity is very important. The so-called affinity is the ability of salespeople to communicate with customers. The nature of a salesperson's job is to deal directly with customers face to face. How to better communicate with customers and make them recognize you must be achieved by standardizing your words and deeds. In the sales process, language is the bridge of communication. For salespeople, language should be an art of socialization and communication. Pay attention not only to expressions, attitudes and words, but also to methods and manners, and observe language etiquette, which is the "lubricant" for successful communication results. In interpersonal communication, more than 80% of information is transmitted through politeness, a silent "second language".

Behavior is a kind of "language" that can't speak, including people's standing posture, sitting posture, expression and various actions shown by the body. A look, an expression, a tiny gesture and a gesture can all convey important information. A person's behavior reflects his accomplishment, education and trustworthiness. In interpersonal relationships, it is the starting point for shaping a good personal image. More importantly, while reflecting his personal image, it also shows the overall cultural spirit of the company. Language etiquette is not innate, and beautiful manners are not innate. These are all cultivated through long-term formal training. As long as you practice for 5 minutes every day, you will naturally develop good gfd, manners and posture, use polite language and naturally express your feelings. Only in this way can trained salespeople have affinity.

Secondly, professionalism is also very important. The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Product knowledge and professional knowledge are the basis of sales staff's self-confidence and the guarantee of sales skills. Mastering the product knowledge of real estate is the first step to officially enter the promotion. You have a good attitude and are confident, but you know nothing about real estate products. When customers ask you about the characteristics, apartment type, price and decoration standard of a real estate, you will not buy the real estate recommended by you at all.

We all know the sales rules of real estate. At the time of new listing, due to regional demand, new listing, herd mentality, appreciation expectation, ostentation demand, investment benefit and other consumer demand, new listing quickly entered a period of rapid sales growth. This stage usually lasts about three months. After three months, real estate sales entered a stable period, and about half a year later, sales entered a period of gradual decline. Usually, 40% to 60% of real estate sales are completed during the period of rapid sales growth. In the three to five months when the sales volume of real estate enters a stable period, it is necessary to complete 20% to 30% of the sales volume, that is, to complete more than 80% of the sales performance of real estate in eight months and more than 90% of the sales volume of the whole real estate in one year.

When the real estate is faced with effective demand, the developers supply it effectively, but the sales staff can't sell it effectively or efficiently. Once the growth period and stable period of real estate sales are missed, there will only be a long wait, which is a pity and passive, especially in the case that there are competitive real estate around the real estate sold, and the real estate differentiation is not great, the sales staff who know yourself and know yourself are the decisive weight to beat the competitors. The value of commercial housing is relatively high, and many customers often use their life savings to buy large businesses. Therefore, indecision is a common phenomenon after repeated comparison. When the customer's perceived use value of real estate is still inconclusive, if the salesperson can explain the customer's purchase demand, the success rate will be high.

In addition, we must be able to benefit our customers. Some people say that "the distance from the customer's pocket to the salesperson's pocket" is the longest distance in the world, and I think it is very appropriate. As long as customers don't pay, we will never get it, so how to shorten this distance is very important. When communicating and getting along with customers, we should always think in an altruistic way, how to help customers, how to keep them interested, how to make customers feel intimate, how to help customers solve problems, how to make customers like buying the house you sell, and how to make customers treat you as friends, instead of just being a salesman who always wants to sell the house to him and fails.

The altruistic way of thinking allows us to stand on the same front with our customers to solve problems. You are his comrade-in-arms, not the opposite of business. In the process of sales work, we often unconsciously fall into the misunderstanding of our own creation without knowing it. There are two misunderstandings that we are most likely to fall into, so we must remind ourselves at any time. One is: when we want to sell the house to the customer, does the customer really need it? Does he really need it or do we think he does? If we think he needs it unilaterally, then the transaction may be far away and the opportunity is slim.

Therefore, before selling to customers, how to arouse their "demand awareness" and how to create their needs are the key points that we must pay attention to, because it is absolutely impossible for him to nod and agree to the deal when he thinks he doesn't need it. For customers, the house is a house where customers have generated demand, so sell the demand first and then sell the house to customers, instead of selling the house first and then selling the demand. The second is: whether our opinions are based on customers' needs or just focus on our own performance, whether our opinions are tailored for customers or for ourselves.

These two mentalities have caused different distances between us and our customers. We certainly hope that the bigger the customer's order, the better, and the higher the transaction amount, the better, but the customer's expectation is not the case. Every customer's expectation is the efficiency he hopes to achieve with the lowest amount. Customers are not stingy with spending money, and they are not picky, because if we look at it from another angle, when we decide to spend money to buy a house, we may be more picky than these complaining customers now. A successful salesperson is a customer problem solver in the eyes of customers, but he is definitely not a customer problem maker.

In fact, in this world, the most difficult customers to sell, the most difficult customers to face and the most critical customers are often themselves. Because you know best whether such a house can meet your own needs, it is not easy to convince yourself to buy it. If you can make yourself eager to buy, or even make yourself determined to buy, what do you need? In the process of selling to yourself, the questions you will ask yourself may also be the questions that customers will ask. What kind of answer can satisfy you? If you have been able to convince yourself to buy successfully, you have considered almost all the problems you will face in the market.

This is a good practice method. It's better to try yourself than to try customers. If you can't convince yourself, how can you face your customers with confidence? Therefore, before we sell houses to customers, we should try our best to sell such goods to ourselves and try our best to convince ourselves to buy them. One person plays two roles at the same time to attack and defend. One is what we call a variety of difficult customers, one is a salesperson, one keeps giving reasons for refusing to buy, one keeps putting forward interests, benefits and values, one plays a customer who has no interest in buying, and the other plays a salesperson who constantly digs and creates customer needs. In this kind of attack and defense, if you can successfully sell the goods to yourself, it means that you already know your customers.

In this way, as long as you keep practicing, you can help a real estate consultant improve his reading and reading ability. Finally, you will find yourself more and more aware of what customers want, more and more aware of what customers are thinking, and never complain again. I don't even know what customers are thinking! Because you can easily get into the deepest part of your customers' hearts in the practice of role transformation, this is called truly mastering customer behavior and customer psychology. For real estate consultants, stable and down-to-earth performance starts here.

Experience and harvest of graduate internship III

According to the requirements of school graduation practice, I had an eight-week graduation practice in Chengguan Branch of Ninghai County Branch of Agricultural Bank of China from the end of February to the end of April. During the internship, with the help of teachers in schools and units, I became familiar with the main economic and business activities of financial institutions, systematically studied and mastered the practical work of bank accounting, and both the theoretical level and practical work ability were exercised and improved. Now I will make a systematic summary of the specific situation and experience of graduation internship.

First, the internship unit profile

Agricultural Bank of China is one of the four state-owned banks and an important part of China's financial system. Its headquarters is located in Beijing. In China, Agricultural Bank of China has branches all over urban and rural areas, with strong financial strength and complete service functions. It not only won the trust of customers, but also became one of the banks in China. Overseas, Agricultural Bank of China has also won a good reputation through its own efforts. It was rated as one of the top 500 enterprises in the world by Fortune magazine. Chengguan Sub-branch of Ninghai County Sub-branch of Agricultural Bank of China, as a branch directly under Ninghai County Sub-branch, has been supporting the development of Ninghai economy and playing an extremely important role in local economic construction. With a beautiful environment and rich financial products, we will wholeheartedly provide all-round and high-quality financial services for all kinds of enterprises, institutions and individual customers in cities and towns.

Practical process

The purpose of this internship is to master the basic skills of banking business and get familiar with the operation process and working system of daily banking business through the internship in China Agricultural Bank. The internship process mainly includes the following stages:

(1) Understand the basic situation, organizational structure and staffing of the internship unit.

(2) Learn the basic business processes and transaction codes of banks, mainly including the following aspects: basic skills training of banks, such as counting money, abacus calculation, five-stroke font input and binding. ; Bank's savings business, such as demand deposit, lump-sum deposit and withdrawal, fixed deposit and fixed deposit, etc. ; Corporate business of a bank, such as accepting cash checks and issuing bank drafts; Credit card business of banks, such as account opening, account closing, cash deposit and withdrawal, etc.

(3) Understand the bank's accounting methods, the setting of subjects and accounts, and the determination of bookkeeping methods. Distinguish and compare the similarities and differences between bank accounting subjects and enterprise accounting subjects.

(4) Summarize the internship process and complete the internship manual and internship report.

Third, the internship content

Before formally studying banking business, I first learned the basic skills necessary for banking work under the guidance of the internship instructor, including counting money, bundling money, abacus calculation, five-stroke input method, the use of numeric keypad and so on. This seems to give me a fright. I thought the banking business was quite simple, but I didn't find that I had so many basic skills that I couldn't operate it. Watching colleagues count money skillfully is really envious and envious. But I can only clumsily count from one piece of paper to another. For abacus, at first, I didn't understand why I didn't use a calculator. Isn't it more convenient? Later, I learned that bank tellers often need to check the cash to see if the accounts are consistent, and there are many kinds of RMB, which need to be accumulated when counting money. At this time, it is more convenient to use an abacus than a calculator, because the results displayed by the calculator will disappear after a certain period of time.

After a week of "hard training", although I can't master the basic skills of banking, I have mastered the skills. The so-called practice makes perfect, mainly by practicing with logistics. Then, the practice instructor asked me to learn savings business. The teller responsibility system is implemented in the savings business of this branch, that is, every teller can handle all savings business, that is, opening an account, depositing and withdrawing cash, reporting the loss, disconnecting and exchanging large and small bills.

I have studied the transaction code and operation flow of ABIS system for every transaction, which is divided into two types: single-fold system and credit card word system. In addition, I also learned how to scroll ABIS account and intermediate business account at the end of business, and how to print running account, account balance report, sales table of important blank vouchers and detailed list of important blank vouchers, and check whether the summons number is continuous, the amount is accurate and the voucher elements are complete.

As an intern in a bank, it is essential to learn the reconciliation between tellers in daily handover work. During reconciliation, in addition to checking whether the cash accounts are consistent, it is also necessary to check whether important blank vouchers are missing and whether the summons are continuous. The reconciliation between tellers is also very procedural. Generally, cash is counted first, and then important blank vouchers such as passbooks, bank cards and certificates of deposit are counted.

After a period of study and memorizing the transaction code and operation flow of savings business, I began to learn the accounting business of banks, that is, the business for enterprises. The accounting of corporate business (mainly bill business) is mainly divided into three steps: bookkeeping, review and cashier. The bill business of Chengguan Branch mainly refers to checks, including transfer checks and cash checks. To handle the cash check business, we must first check to see whether the drawer's seal is consistent with the bank's reserved seal.

See whether the amount of words and figures are consistent, whether the face value, date of issue and payee elements have been altered, whether the check exceeds the time limit for presentment for payment, whether the check is overdrawn, whether there is endorsement, and whether the endorser's signature is consistent. It is worth noting that the amount expressed in words can be rounded to yuan, but not to minutes. For the cash check, the accountant bookkeeper checks it, and then passes it to the accountant reviewer, who passes it to the cashier after confirming that it is correct. After the cashier stamps the cash payment stamp, the payee can receive the cash from the cashier (after the cashier and the payee make an oral reconciliation). The contents of the transfer check are the same as those of the cash check. The accountant bookkeeper checks the accounts and the accountant rechecker rechecks them.

Fourth, the harvest and experience of internship

This internship, in addition to giving me a certain understanding of the basic business of ABC and being able to carry out basic operations, I feel that I have gained a lot in other aspects. As I have been living in a simple university campus, this graduation internship has undoubtedly become a platform for me to step into society and laid the foundation for my future step into society.

First of all, I think a big difference between a school and a unit is that you must have a strong sense of responsibility after entering the society. At work, we must have a strong sense of responsibility, be responsible for our own posts and our own business. If we don't finish the work that should be finished that day, the employees must work overtime. If the money is taken by mistake and cannot be recovered, the administrator should also be responsible for compensation.

Secondly, I think everyone must stick to their professional ethics and strive to improve their professional quality after work. As the saying goes, to do a job, you must know the rules of a job. I have a deep understanding from my colleagues in the internship unit. For example, some enterprises need identification documents. Although the customer may be someone he knows, he will also ask the other party to show his certificate. When the other party complains, they always patiently explain why they do it. Now banks are similar to service industries.

Therefore, the issue of employees' work attitude is particularly important, which is my personal experience. By the end of the internship, I have mastered the basic business process, so I will occasionally instruct my teacher to let me work in my spare time. Unexpectedly, there are so many details to pay attention to in actual work, such as: the attitude towards customers, first use honorifics, such as "hello, please sign, please go slow"; Secondly, when delivering information to customers, you must stand up and put it down with both hands. Finally, we must patiently answer some questions and inquiries from customers. This made me realize that what we need in real work is our rigorous and meticulous work attitude, so that we can develop in our posts.

Finally, I think that after the actual work, education is not the most important, mainly depends on personal business ability and communication ability. Anyone who has done any work for a long time will do it, and practical ability is more important in practical work. So I realized that if we combine what we learned in college with more practice and test the truth with practice, an undergraduate will have a strong ability to deal with basic practice and a more systematic professional knowledge.