Model essay on reflection on sales work

Sales is a life test and a way of life, but it exists in a free and unstable state. The following is a model essay on sales reflection that I compiled for you, hoping to help you.

Thinking paper on sales work mode 1

I am fortunate to be a member of the marketing department of _ _ _ _ _. Looking back and summing up the past, with the support and help of my leaders, Master and colleagues, I performed my duties well. I have made great progress in thinking and working ability. We will make a brief report and summary of the work in the past six months:

(A) study hard to improve their overall quality.

At work, as a salesman, I also attach great importance to the study of business knowledge (professional and technical knowledge, psychology) and insist on learning while working. Guide your work and study with correct world outlook, outlook on life and values, and combine your ability to handle and solve things learned in work practice to continuously improve yourself. The first is to learn from the leaders. In the past six months, although I haven't spent much time with the leaders, I have personally felt the leadership style, which has benefited me a lot and gained a lot. Secondly, learn from Master. As a business person, Master has gone through too many roads and twists and turns. They will use their accumulated rich experience to teach me so that I can avoid detours in the future. Thirdly, a salesperson who successfully learns from his colleagues should not only have good communication skills, but also learn product technical knowledge. If he does not learn with an open mind and actively seek advice, the lack of practical experience will definitely become a bottleneck restricting the development of personal work ability. Therefore, every colleague in the unit is my teacher. I insist on learning from leaders, masters and colleagues, learning from the strengths of others, making up for my own shortcomings, and striving to enrich myself, enrich myself and improve myself. Only by constantly learning and seeking advice with an open mind can we continuously improve our own quality and ability.

(2) Work hard and fully cultivate the spirit of love and dedication.

In half a month's practical work, my ideological level and working ability have been greatly improved. Not only have I learned what I haven't learned before, but there is no reason not to cherish this job and not do it well. While trying to do your own job well, strengthen the understanding and mastery of other jobs to meet the needs of your own job as soon as possible. "Do what you do, love what you do, specialize in what you do, and be good at what you do." Cherish your post and every opportunity for work and study as the key link to improve your love for work. No matter what work you are in charge of, you can do your best to complete every specific work, so as to reflect the work mentality of loving your post and dedication in practical work. In the future work, I will try my best to actively participate in the sales work with full enthusiasm and good state, and try my best to complete the tasks assigned by the leaders.

(three) rigorous and meticulous, do a good job in service guarantee.

As salespeople, we are on the front line. We have the responsibility to maintain the good image of the enterprise and emphasize unity and cooperation. We are not alone outside. From the bidding situation of Hainan Power Grid Corporation, I know the power of unity. I am proud to join this team, so I cherish my work in this position very much. Work in a serious and positive attitude into the collective.

(4) Existing problems

It is not terrible for a person to have shortcomings, but it is terrible if he can't find his own shortcomings. Therefore, only by finding your own problems, facing up to your own problems and daring to correct them can you grow and progress in constant summary.

At work, I also see that I still have many shortcomings. The main performance: subjectivity is not strong enough, and little is known about technical knowledge. I will study hard and improve in my future work.

Reflection on the model essay of sales work II

Looking back on the past year, all the experiences have turned into beautiful memories. Combined with my own work, I have made some achievements in the past year, but there are still some shortcomings. Transform our outlets, improve service quality and strengthen outlet marketing. Our sub-branch has partially adjusted its staffing, arranged low-counter sales staff, made initial progress in personal financing business, and began to try to provide professional comprehensive personal investment and financing services to high-end customers. I also transferred from the low cabinet to the financial office to engage in personal financial business. Although I encountered many difficulties and problems in my work. However, under the guidance of the financial center of the branch finance department and the great attention of the branch leaders, we will build a team, train talents, grasp business development, expand the market with new products and increase marketing work. The following is _ _ _ _ annual personal work summary report:

I. Summary of specific work in:

Customer maintenance, mining, management and personal product sales;

1. Grasp the basic work, make a good sales plan and tap the wealth management customer base; Through the front desk counter, using the silver shopkeeper crm system, focus on developing vip customers and adding vip customers;

2. Further collect and improve the basic information of customers, integrate customer relationship management, fund management and portfolio management by using the bank shopkeeper crm system, and establish some customer information. While understanding the basic information of customers, we have carried out a variety of product sales and achieved certain results in active marketing.

3. Strengthen publicity and transmit information through newspapers, SMS, display boards and led banners. , and achieved some results;

4. Further promote the listing of new products such as RMB weekend wealth management, steady return series, aggressive wealth management of BOC and precious metal sales according to the investment and wealth management needs of market customers and the work arrangements of the superior bank.

Self-training and learning:

Under the great attention of the provincial branch, in March this year, after the selection of individual account managers and internal assessment, I participated in the formal training of afp qualification of Southwestern University of Finance and Economics. With my own efforts, I passed the national afp financial planner qualification examination in July this year, and obtained the qualification certificate in June+10, 5438. Through the standardized training of afp system, I have improved my quality after studying at this stage. At work, as a bank employee, when making investment and financial planning for customers, I appropriately configure various financial products according to different customers, aiming at creating the maximum return on investment for customers. I can turn what I have learned into the ability to serve customers, attend it blueprint training according to the actual situation of the bank, and constantly improve my business ability.

Second, the shortcomings:

Although the Bank's wealth management business has developed initially, due to its late start and low starting point, the development scale of wealth management business is relatively small, and there is a big gap compared with peers, and there are problems such as insufficient personnel, low quality and inadequate management. At present, it is far from enough for our bank to expand its intermediary business income by developing agency insurance and consignment funds. Products need to be more abundant and financing channels need to be expanded. Many of our characteristic wealth management products, such as Huijubao, Waihuibao, paper gold and RMB games, have not been fully promoted (limited by the marketing staff and professional quality) and lack of professional wealth management.

Disadvantages:

1. There are few basic wealth management customers (middle and high-end customers), they don't fully understand customer information (address, number of people, hobbies), and they lack customer maintenance;

2. The marketing is weak, which requires teamwork to strengthen marketing and fails to give full play to individual abilities;

3. Business processes need to be combed and integrated, services need to be optimized to improve service quality, and customer information needs to be transmitted from the front desk to the financial office through multiple channels;

Iii. Work plan for the coming year

1. On the basis of consolidating achievements, understand and master the personal wealth management business market, cope with the competition in the same industry, and develop the wealth management business of the Bank rapidly.

2. Constantly strengthen quality training, self-study and participate in training; Further improve the business level

3. Increase marketing efforts, promote the realization of various goals, and effectively pay attention to the growth of customer volume.

4. Strengthen the study in combination with the actual work of the bank, do a good job in launching the new it blueprint system, and do a good job in personal work planning for 20 years.

Reflections on the sales work mode Paper 3

Here, first of all, I would like to thank all the leaders present for their correct leadership this year and my colleagues for their help.

Looking back on 20____, we pay attention to the deep excavation of old customers and actively establish an overseas marketing agency with efficiency as the center. During this period, our biggest gain is that there are few links and high profits. Most directors of overseas offices are active and responsible in operating overseas marketing agencies and have achieved good results on the whole.

A, 20____ year sales performance, see the local report (omitted). Fujian, Nanjing, Chongqing and Taiyuan have all made great progress.

The second is the communication between the headquarters and overseas institutions.

1. Please refer to the year-end report of the marketing department for the reception situation of the marketing department. ; * * * Received 270 batches of customers; Because of this, the three members of the marketing department overcame the unimaginable difficulties of ordinary people, completed their jobs well under various pressures, and made important contributions to the development of the Oriental cause.

The after-sales service department was officially handed over to the sales headquarters in August this year. The specific statistics are not complete, but the irregularity of the original company's after-sales service system is obvious to all. For example: debugging of water supply equipment. At present, the main debugging work is still to send personnel from the headquarters, but some foreign institutions require the headquarters to send personnel before the specific debugging conditions are met, resulting in a waste of manpower and expenses. Since the second half of this year, the sales headquarters has gradually formed a set of after-sales service management system suitable for market requirements. At present, under the auspices of headquarters Zhao Xiangping, we have begun to sort out the Manual for After-sales Service Personnel and the Training Materials for After-sales Service Personnel, hoping to become an important "magic weapon" for the East to beat its competitors in 20____ years and provide a solid foundation for eventually occupying the market and expanding its market share.

3. The business department mainly provides pre-sales services for overseas institutions, decomposes related businesses to overseas units, and completes various tenders and quotations 173, which is of great help to the normal business work of overseas institutions. On this basis, the sales department also completed the sales output value of 2 million. At present, the biggest problem encountered by business departments in their work is after-sales service. When dealing with after-sales service of business departments, overseas institutions often lag behind in arrangement, and the after-sales service is not in place in time, which seriously affects the company's reputation. In the future, I hope everyone will consider the special requirements of the after-sales service of the sales department and arrange the after-sales service as soon as possible.

In addition, we also saw the total output of one year in the bidding production work. At present, there are very few people involved in the preparation of tenders, and the time requirement is very strict. Please draft the selection scheme and quotation scheme as much as possible to improve the rapidity and accuracy of bid preparation.

4. In the construction of the internal management relationship of the sales system, the Ministry of Commerce has worked tirelessly for many years to create business relationships suitable for our internal management, which has really played a role in connecting the headquarters and branches, and provided a large number of statistical data and management opinions for the decision-making of the sales headquarters and the company. In August this year, we initiated the decomposition of the "business relationship" between the headquarters and overseas institutions, basically solved the business relationship between the functional departments of the headquarters and overseas institutions, improved the efficiency of the internal work of the company, and laid a good foundation for the next internal assessment of the company with post responsibility as the main assessment object. Cost evaluation is the core of the healthy development of office management. This year, we took a detour on how to conduct "cost assessment". Due to poor binding in the first half of the year, it has a negative impact on office efficiency and company interests. /kloc-after the directors' meeting in October and July, we explicitly requested and determined a new expense reimbursement system, which improved the rationality and scientificity of expenses and achieved good results after operation in the second half of the year. However, due to our low overall management level, the cost problem can't reach our expected purpose. For example, how to solve the problem of replenishing the reserve fund due to cost overruns has also been bothering us. The write-off system for preparation expenses next year has been added to the office management rules.

5. On the issue of personnel relations, our management rules have always required business personnel who have left their jobs to go through normal handover procedures and report to the personnel department, which has never been done. Starting from 20 _ _ _, we require that no matter what reason you leave your job, the resignation report must be submitted to the sales headquarters, which will hand it over to the personnel department. At the same time, the office must draw up a detailed list of the orders, accounts receivable and related treatment opinions of the resigned personnel and send them to the business department of the company headquarters for the record.

Third, the main problems existing in the current sales work

1, the overall level of sales expenses is still high.

We analyze the reasons for this situation as follows:

A, the target customers are highly mobile. At present, the pump consumption in the construction industry still dominates the company's product market. This target customer has strong mobility, and the characteristics of product purchase behavior are: the owner's purchase is often a one-time behavior, and it is almost impossible to form a fixed long-term supply relationship; For the contractor's procurement behavior, due to the high risk factor and low price, more orders were abandoned this year; The number of suppliers that can form a supply relationship is still relatively small compared with the total order of the company. In other words, due to the influence of factors such as the nature of the contractor, the quality of the contract and the involvement of the owner, it is unlikely that the contractor will become a major customer of our company.

B, for the same target customers, the competition is increasingly fierce, and a number of small enterprises enter; Because of its low operating cost, relatively speaking, the investment in sales expenses is high, which can not be ignored. C, the characteristics of the product is not enough to attract customers. As we all know, products have strong characteristics and pertinence, which will undoubtedly occupy a favorable position in the competition process. Due to the lack of product features, it will undoubtedly increase sales expenses, especially for competitors with larger scale than ours, such as Shuanglun, Kaiquan and Guangyi. D, the sales supervisor lacks planning in project investment. Many of our sales executives lack the necessary analysis and judgment in the early stage and grasp all links in the process, and often progress to the late stage of the project and find many contract quality problems. If it is not implemented, the cost cannot be shared, resulting in such a difficult situation. However, some projects that really need investment lack capital investment. Of course, we can't be very accurate about the business expenses, but at least we should make a decision after comprehensive consideration. E, the competent technical study is not solid, and the quality of the product itself is too high. Many of our business executives, including some directors, don't understand the conditions of use of pumps and use the company's products indiscriminately. The extra cost of our after-sales service is caused by unreasonable selection or improper use, accounting for more than 30%. It is still a serious problem that the office only pays attention to signing the bill and not paying attention to after-sales service. This is not to say that there are no requirements for the quality of the company's products. On the contrary, as our overseas marketing agency, we must realize this. For any product, the quality of after-sales service will extend the quality of the company's products. F, the industry span of existing products is small. It is a waste for such a huge direct selling team. In other words, the supply capacity of the company's production system, that is, the variety and capacity of supply and the speed of supply, can't keep up with the needs of sales. Many communication costs cannot be shared, which should be a major contradiction in the company at present. G, the quality problem of the product itself causes additional expenses for sales expenses, which is a cliche. Here, we hope to see that the company's production system and quality system can have some really effective measures to solve these frequently mentioned problems next year. Here, I personally put forward two requirements for the sales system: First, I should have confidence in the improvement of product quality and actively feedback the problems found in after-sales service to the company. Second, the pump product failure should be investigated and analyzed before speaking.

2. The marketing work conference is not taken seriously, so that the manpower, material resources and financial resources of the project are quite blind. Displayed as:

A, the lack of communication between supervisors and subordinates, the company's decision-making intention is difficult to be fully understood by employees, and employees underestimate the difficulties of the company and the office, leading to management dislocation.

B, a serious lack of project process management. Some offices have not yet completed the minimum project registration and classification. The transparency of project investment has caused dissatisfaction among subordinates and contradictions among employees. We ask all localities to manage the project process, which is undoubtedly to create a fair and reasonable working environment for employees within the company, avoid unnecessary business losses and promote the improvement of the personal quality of salesmen. These intentions are not reflected in many foreign institutions.

C. Without a thorough summary of the failed projects, one salesman made a mistake and made repeated mistakes on another salesman. Does not reflect the team role of the office.

D, the analysis of competitors is not much, limited to individual projects, the reflection of individual salesmen.

3, the regional division is unreasonable, and the salesman fights alone. The business development of a region depends too much on the ability of a salesman. In other words, the business level of a salesman is the market development level of a region. Unable to form a strong market development trend.

4. The awareness of collection has improved compared with last year, but it is still weak. Lack of measures to deal with overdue loans, especially accounts receivable caused by personnel turnover.

Secondly, strengthen process management. Process management in business work, most of our offices basically have a certain foundation. In order to strengthen business process management, we provide various evaluation reports to foreign offices, such as salesmen's work logs, project statistical reports, project tracking records, scheduled transaction reports, etc. However, our progress in this work should be said to be far from satisfactory. Some offices have done it, but most of them have only completed the superficial work. Although some offices have been requested many times, there is no obvious action. The process management in our office is still seriously lacking, and the actions of salesmen are basically in a laissez-faire state. Many salespeople don't have action plans and action plans, and salespeople go their own way in the market, with sloppy behavior and extremely poor efficiency. If we can't organize the sales staff again, it will be impossible for the office to change from an inefficient "personal sales" state to an efficient "system sales" state, and it will never be possible for the office to achieve rapid and healthy development. It is even more impossible to complete the company's sales plan.

In the new year, we ask the directors of foreign offices to work hard on management, start from themselves and establish a process management system. At the headquarters, the Ministry of Commerce mainly cooperates with overseas departments to do this well and accept the inspection of the company headquarters at any time. If there is any unqualified person, it will be corrected within a time limit. If the company still fails to make corrections after repeated education, the company will deal with it seriously.

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