Sales manager work summary and plan how to write? Time is always busy in the work of the past, as a sales manager to write a summary of work and work plan? The following is my sales manager summary and plan for you to organize 5 _ sales manager summary and plan how to write, welcome to learn and reference, I hope to help you.
Sales Manager Summary and Plan Model Article
20_ years for me is a year of growth, a year of struggle, a year of learning, a year of gratitude; first of all, I would like to thank the leadership of the dun teach, thanks to the unity of the colleagues to help encourage the advancement of the colleagues to encourage me to encourage me to give me encouragement to believe that my colleagues, thank those who give me a smile, accept me to believe that I am a good person. Thanks to those who give me a smile, accept me and ___ product partners, because it is their help, recognition, trust, encouragement to make me more enthusiastic about my work, more love for my work.
Over the past year, I conscientiously implement the company's sales targets and sales policies, and actively do a good job as a sales manager, and other salesmen together with hard work, actively explore the market, and better complete the annual sales target. According to the spirit of the company's management personnel assessment methods of the notice, in accordance with the end of the year to report on the relevant requirements and content, is now a year of personal work is summarized as follows:
1, ___ market tasks completed throughout the year. 20 ___, I am responsible for ___ area of the sales work, the region's annual sales of ___ million yuan to complete the annual target of 1 ___%, compared with the same period last year, an increase of ___ million yuan long rate of ___%. Compared with last year's sales of the original old dealers have increased, the development of new customer sales are also basically stable, 20 _ new customer sales are expected to have a greater breakthrough.
2, re-straighten the sales network. On the basis of the original sales network, fine-tuning. Distributors as the center, from one market to another, with dealers Weaving Wuzhou products sales network, through our efforts, and each dealer careful communication, patience to do the work, clear distribution area of the dealers to do not duplicate, do not malicious crosstalk, one by one to solve the after-sales service and other issues, and finally let the dealers regained confidence in the sale of Wuzhou products.
3, the development of blank market. ___ three areas of the region at the end of 20_ only 6 dealers, can be normal delivery of only 4, too many blank counties and cities, can be normal sales of too few. 20_ early in the year I re-examined the blank area, combined with the regional consumption habits of household paper, developed a detailed market development program, looking for the right target customers, targeted publicity and sales of products. After a year of hard work, the whole year *** development of new customers 6, terminal chain supermarket 1.
4, the organization of this year's sales. Actively publicize the company's various sales policies and light storage and sales policy, the northern region of this year's sales volume than 20_ increased by more than 8 million. The light storage and sales policy is the first of our company's products to the dealer's warehouse full, so that it can no longer reserve other company's products, the peak season, dealers are prioritized sales of our company's products, greatly enhancing the company's sales, and even some varieties of out-of-stock. If the shipment is timely, this year's sales can also improve a piece.
5, do a good job in the northern region of the market sales analysis of each month, the implementation of the progress of the payback and report to the company's leadership in the completion of each month, the sales of the month to summarize and analyze the work and according to the sales of the month and combined with the annual sales task to do next month's sales plan.
6, at least once a month with the region's key customers to analyze the market sales process together with the problems that exist in the timely resolution of these issues, and analyze the competitors with the customer, discuss ways to improve market share, the valuable views and methods of timely feedback to the higher leadership.
7, actively participate in and assist the senior leadership to do some sales policy and process development, and implementation of the implementation of tracking and implementation, and do a good job of internal work to assist and guide.
A year down, although the northern market sales work both in terms of sales and sales management have made breakthrough progress, but there are still some problems:
1, we do not do a fine job of sales, market understanding and analysis is not in place, in the face of fierce competition in the market to reflect the lack of rapid enough, so that we lose part of the market.
2, the market crosstalk supervision is not in place. Due to the change in sales policy this year, the sales pressure of the dealers is relatively large, compared to last year, individual areas of the crosstalk situation. Although this year we have discussed the organization of the crosstown problem, but the work has not been done, crosstown problem continues to exist, so that the negative impact on our product distribution are very large, the dealer's confidence in the impact is relatively large. Our sales staff in the information collection, feedback is not comprehensive enough, some areas can provide information to help prevent crosstown, while some areas can not be collected. This shows that the business ability of our business people still need to improve faster and better.
3, ___ market network planning is not good, the second and third markets into the channel is more chaotic, the market specification is not in place, the phenomenon of casual sales is more serious.
Combined with the achievements and problems of the sales work in 20_, and according to next year's annual sales target of 150 million yuan, we intend to carry out the next year's sales work in the following areas:
1, to strengthen the market promotion, publicity efforts.
On the basis of consolidating the existing market share, strengthen the market penetration, the use of various effective promotional methods or business means to ensure market share; develop market promotion strategies, supervise the advertising investment, the implementation of multi-media communication plan, the development and implementation of sales activities program.
2, sound marketing network.
Improve the establishment, preservation and categorization of customer information management, responsible for customer situation collection, investigation, 20_ years to eliminate ___ province blank counties and cities.
3, do a good job of business staff training, exchange, and further improve the sales management.
Next year, we have to implement the task to achieve clear goals and responsibilities to ensure the realization of the expected goals, and at the same time will increase the introduction of sales staff and integration of new personnel to carry out comprehensive training, so that more outstanding young people to join us in this sales team.
4, obey the overall situation, unity and cooperation.
In the daily work, do a good job as assistant sales manager, and strive to complete the work of the company's leadership, and actively create a good atmosphere and environment for the work of other colleagues, mutual respect, mutual cooperation. At the same time, the courage to carry out criticism and self-criticism, the shortcomings and mistakes of other colleagues to point out in a timely manner, and urged to correct; their own mistakes in the work can also strive to correct, take the initiative to take responsibility.
Next year I will still work hard with all the sales staff, and strive to 20 _ the company's sales of household paper increased by _%, in order to achieve the company's total sales of household paper for _ billion yuan of the goal and struggle.
Sales Manager job summary and plan essay two
Time passes so fast, in an instant, history is about to open a new page, 20_ years throughout the domestic tire market, the increasingly fierce price war, the country's macroeconomic environment, the overall macroeconomic environment, to the company's daily operations and development has caused a certain impact, in the face of the market, the increasingly fierce price competition. The face of the market intensifying price competition, we did not just go into the "price war" of the wrong area.
Looking back at the work of the year, in the past year, I as sales manager of strict requirements for themselves, but also thanks to the leadership of the company to give me a good platform, but also in the company's strong support of various departments, through the whole staff of the *** with the efforts to overcome the difficulties, and strive to forge ahead, but still did not complete the task of the head office issued to us. In the coming year, we will strive to improve the efficiency of individual work, and constantly learn new sales techniques, and strive to complete the tasks issued by the head office this year. The following work to make a detailed analysis:
First, to strengthen the sales team's target management
1, the standardization of service processes.
2, daily work form.
3, check the regularity of work.
4, sales target breakdown.
5, morning meetings, training regular meetings.
6, service indicators into the assessment.
Second, segmentation of the market, the establishment of differentiated marketing
Detailed market analysis. We have further segmented the previous key markets, different segments of the market, to develop different sales strategies, for these markets we have taken the appropriate marketing strategy. Increase investment, take the initiative to door-to-door, regular communication and feedback, and closely track the market dynamics. In the market to establish a good brand image.
Third, focus on information collection and forecasting
Today's market opportunities are fleeting, brutal and fierce competition all the time, the market forecast has become a stage of sales target setting guidance and basis. In the off-season, every piece of sales information is a treasure, and to a certain extent, demand information is synonymous with sales. We take the market share of the company's products as the main assessment goal of the sales department, and successfully complete the annual sales target issued by the headquarters. After-sales service is the window, is the backing and guarantee of our vehicle sales, for this reason, we put forward higher requirements for the after-sales service department. In the after-sales all staff efforts can be good to complete the work.
Fourth, focus on team building
The company is a whole, only to give full play to the enthusiasm of each member, in order to make the company get good development. Since the beginning of the year since the inspirational network /, we have established a sound weekly meeting, the monthly meeting summarized a series of regular meeting system. Marketing management issues that arise, we discuss extensively in the regular meeting, both to unify the understanding, but also a clear goal.
At the same time to strengthen their own management, we also rely on external professional training to enhance team cohesion and professional quality. Through the professional business management personnel on the staff of the team spirit training, to further strengthen the service consciousness and concept of all staff.
Fifth, the work plan
1, the spirit of cooperation of the sales team is the root of the enterprise. The establishment of a familiar business, but relatively stable sales team.
2, training sales staff to find problems, summarize the problem aims to improve the overall quality of sales staff, in the work of the problem can be found to summarize the problem and be able to put forward their own views and suggestions, the business ability to improve to a new level.
3, to find out the mode and method suitable for the sales of our company's products. Timely change of sales promotion policy.
4, according to the company's sales tasks, the task according to the specific circumstances of the decomposition to the monthly, weekly, daily; to monthly, weekly, daily sales target decomposition to the individual sales staff, to complete the sales task of each time period. And on the basis of the completion of sales tasks to improve sales performance. If there is not completed in time to find out why and correct.
5, the development of the customer how to service and how to prompt them to improve sales or purchase; how to follow up on potential customers.
The above is my 20_ year-end summary, the future of our sales team to be more demanding of themselves, improve business knowledge and the company's staff to have good communication, a sense of teamwork, more exchanges, more discussion, and constantly enhance business skills, in the spirit of the company's sales flourish, improve customer satisfaction, while improving our personal income, let us *** with efforts to strengthen the quality service, and actively strive to complete the sales task. We will continue to work hard to strengthen our quality service and actively strive to complete the sales task.
Sales Manager Job Summary and Plan Part III
20_ the first half of the year has come to an end, in order to better carry out the work of the second half of the year, I do a comprehensive and detailed summary of the first half of the year's work, the purpose is to learn from the lessons, improve their own, so as to make the second half of the year's work better, to complete the company under the sales tasks and various tasks. Sales tasks and work.
First, the first half of the work done
1, the completion of sales targets
In the first half of the company's leadership at all levels of care and correct leadership, and dealers *** with the efforts of the ___ market to complete sales of 1,570,000 yuan to complete the annual plan of 3 million yuan of 52%, an increase of 126% compared to the same period last year, the rate of return of 100%; low-grade wine accounted for 41% of total sales. Wine accounted for 41% of total sales, a decrease of 5 percentage points over the same period last year; mid-range wine accounted for 28% of total sales, an increase of 2 percentage points over the same period last year; high-grade wine accounted for 31% of total sales, an increase of 3 percentage points over the same period last year.
2, market management, market maintenance
According to the company's sales area and the market wholesale price, the dealer's delivery area and the delivery price control and supervision, urge its implementation of the unified wholesale price, to prevent the occurrence of low-priced dumping and reverse tampering behavior.
Through a long time of communication and guidance to the various sales terminals, and in conjunction with the company's "cabinet within a cabinet" marketing strategy, a unified price tag was placed in each terminal, so that the sales price of the product is in line with the company's guide price. In accordance with the company's requirements for product display in supermarkets, hotels and retail stores, we mobilized and assisted the stores to keep the products clean and tidy. In the store and counter clean and neat, display products more than the terminal pasted counter labels, so that it can achieve the purpose of using the terminal shelf resources for brand promotion.
3, market development
In the first half of the year, the development of commercial super 1, 2 hotels, 13 terminals. Newly developed 1 super is into the county scale ___ shopping plaza, the products on the 52 ° series of all products; 2 hotels are respectively ___ Hotel and ___ Hotel, which ___ Hotel on the products for the 52 ° four-star, five-star, eighteen years, ___ Hotel on the products for the 42 ° series of two to five-star and the original pulp. Newly developed retail terminals in urban areas 4, 9 townships, the products are mainly concentrated in the low-end product area, and most of the 42 ° series of products.
4, brand publicity, promotion
In order to improve consumer awareness of "___ wine", establish a brand image, and further build consumer brand loyalty, according to the company's unified publicity signs, in the high traffic, high ratings of the lot and the business of the better stores, contact and assist the advertising company to produce a variety of advertising signs. Advertising companies to produce a variety of advertising signs 35, including 29 tobacco and liquor stores and restaurants door, other forms of billboards 6.
5, sales data management
According to the company's unified requirements at the beginning of the year to improve the management of all types of sales data, the establishment of the dealer pulling account and dealer sales statistics, and timely delivery of weekly sales reports, sales reports and monthly sales plan, all types of sales data files are used in two forms of paper and electronic preservation. The sales situation in 20_ years according to the dealer, each single product were summarized and analyzed, making the monthly demand plan more objective and accurate. At the end of each month on the month and cumulative sales from dealers, single product, product mix and other aspects of the summary analysis, in order to more accurately and objectively reflect the market situation, to guide the future sales work.
Second, the second half of the work intends to
Although in the first half of the work done a lot of work, but because I engaged in the work of the sales manager of a shorter period of time, the lack of knowledge of marketing work, experience and skills, so that some aspects of the work is not in place. In view of this, I am prepared to work in the second half of the work from the following aspects, as soon as possible to improve their business capacity, do a good job, to ensure that the completion of 3 million yuan of sales tasks, and to 3.5 million yuan to fight.
1, study hard to improve business quality
One is to take the time to learn through various channels to learn marketing (especially white wine marketing) knowledge, learning some successful marketing cases and cutting-edge marketing methods, so that their marketing work has a certain knowledge support. The second is often to the company's leadership, the regional business and other industries in the market market marketing personnel to teach, exchange and learning, so that they from the level of business, market operation and grasp of all aspects of interpersonal communication have a substantial improvement.
2, to further expand sales channels
__ market sales channels are relatively single, most of the products are sold through the distribution channel. In the second half of the circulation channel under the premise of doing a good job, to further expand to the super channels, food and beverage channels, hotel channels and group purchase channels. In the expansion of group purchasing channels, the second half of the system mainly on the number of people and reception tasks more business, education and forestry three systems to do more work, and slowly penetrate to other enterprises and institutions.
3, do a good job of market research
Further research and mapping of the market, detailed records of all kinds of data, improve a variety of archival data, so that some of the analysis and countermeasures to have stronger data as a support, so that it is more scientific to make up for the lack of experience and sensory awareness. Understand and master the company's products and other liquor brand product sales and the direction of the entire liquor market, in order to cope with a variety of market conditions, and timely adjustment of marketing strategies.
4, and dealers work closely with the sales work
To assist dealers in stabilizing the existing network and consumer groups at the same time, fully expand the sales network and tap the potential consumer groups. Whenever you meet the dealer must be thick skin, listen to his complaints, the first can not explain the reasons why he was angry, that is, want to fire, then let him send, then aggrieved at this time to endure. When he is calm and then explain the reasons to him, so that he understands, just now the fire should not be sent, so that he feels guilty. Encounter dealers can not understand things, we must seriously explain, can not be broken, by going to develop, learn to use a variety of methods to control the development of the situation.
Finally, I hope that the company's leadership in my future work to give more criticism, guidance and support.
Sales Manager Summary of work and plans for the fourth
I was in 20 ___ ___ month in the ___ company, in the tenure of the period, I am very grateful to the leadership of the company and the support and help of colleagues. In the company's leadership and the support and help of all colleagues, I quickly integrated into our collective, become a member of this big family, in the mode of work and the way of work has been a major breakthrough and change, in the tenure of the period, I am strictly demanding themselves, do their own work. Now the year's work is summarized as follows:
First, the daily work of the Office of the Sales Department
As the company's sales inside work, I am aware of the heavy work of the position, but also to enhance my personal communication skills. The sales department is an important hub for the internal and external communication, coordination, and contact with the eight parties, to grasp the market to buy the latest user data collection, for the sales department to do a good job of protecting the business staff. In the organization of some documents, installments, the signing of the contract of sale and purchase, the user overdue amount, the number of sales and so on are some useful decision-making documents, in the face of these cumbersome day-to-day affairs, to have a head and a tail, self-enhancement of the coordination of the work of the consciousness, which basically do everything has a fall.
Second, timely understanding of the amount of user returns and the amount of overdue arrears
As the company's sales force, I am responsible for the amount of user returns and overdue arrears of the amount of work, the main content of overdue arrears of the user, the user's repayment progress in a timely manner, whether or not, the relationship between the company's capital turnover as well as the company's economic benefits, we need to understand the user to purchase the machine of the progress of the project to increase the efforts to call for payment to avoid causing the company to pay the money, and to avoid the company to pay the money. We need to know the progress of the purchase of the user's project, so as to increase the efforts to call for payment, so as not to cause unnecessary losses to the company, in the report of the "customer due accounts receivable schedule" is to do timely and accurate, so that the company's leadership according to this table for different customers to make appropriate countermeasures, so that we can control the risk.
Third, the direction of future efforts
Into the present, I am dedicated, creative work, although the achievements, but there are some problems and deficiencies. Mainly in: first, the amount of user returns in this regard, some uncoordinated, perhaps just contact with the business; second, to strengthen their own learning, expand their knowledge, and strive to learn the professional knowledge of construction machinery, for the development of the industry as well as the overall planning to do in mind; third, to be realistic, the top of the situation down to the bottom of the situation up to the top of the situation to do a good job as the leader's good helper!
In the future work, I will build on my strengths and avoid shortcomings, to be a competent sales force, and business **** growth.
Sales Manager Work Summary and Plan Sample Article V
Time passes, in the busy work unconsciously we are about to finish 20__ and ushered in 2016. I joined the ___ family in April this year, review the ___ of this six-month work, life history, as a member of the ___ sales team in the business has made certain achievements, and other colleagues within the team to establish a trust, cooperation, tacit understanding of the team relationship. Although we failed to complete the company's regional sales targets, but towards the company's goals, of course, failed to complete because there are a lot of problems, in order to provide better planning for the next year's work, I would like to summarize the situation since the reception of the work of the current year and develop a work plan for the year 20 ___.
A year's work summary
In our ___ environmental protection and energy-saving appliances limited company, my position is the town business, in the final analysis, is responsible for ___ in Dongguan City under the jurisdiction of the six towns (Dalang, Dongkeng, Qiaotou, Qishi, Henglei, Changping) of the direct sales and assist the agent to do a good job of the area of the market in the area of the maintenance of this area of work. From April this year into the ___ began, I gradually realized that as a successful operation of the sales company, in addition to having a number of dedicated loyal united enterprising proactive hard-working sales staff, but also need a high-quality, wise and decisive, can control the ups and downs of the market dared to make a decision on the leadership team. This point is also ___ team can continue to develop and grow one of the factors it.
From just joined the ___ to August, I am responsible for the work of another region, for the past all kinds of, here do not do more mention. August because of the work of the regional mobilization, I came to Changping, just came to my first step to do the work is to the entire region to map the distribution of the region's various dealers (cooperative customers and customers to be cooperative) to understand the distribution of the situation clearly, and secondly to understand the cooperation of the customer in cooperation, there are no problems or suggestions, can you cooperate? There are no problems or suggestions, can be resolved within their capabilities; uncooperative customers did not cooperate with the reasons for what, as well as to determine whether there is a possibility of cooperation in the follow-up, in the nearly four months after the takeover of the region I am responsible for business is basically on an upward trend. Most of the annual sales of the channel stores are up, and integrated electrical business, in two towns opened new stores. Of course, there is also a store sales decline, I summarized the reasons, experience, and strive to reverse this downward trend in the coming year's work. This direct area of Qiaotou, Qishi, Hengli three towns sales growth is more obvious, of course, this is also inseparable from the previous business of good maintenance of the market as well as enter the sales season. In the three major categories of electrical appliances varieties of combustion heat, electric heat, kitchen utensils, kitchen sales, followed by electric heat, combustion heat the lowest. Of course the sales of kitchenware, sales in various towns, stores, the sales difference is relatively large. In pishi, hengli two towns of some stores, some cookware sales of more than 6 units, while some sales of 0. This shows that in part of the region, the potential consumer demand for kitchen appliances to be the next step in 20___ years, can be vigorously developed. This will be a strong growth point for us to increase sales in the coming year. Speaking of the United States we may be most familiar with its brand of other products, kitchen appliances and water heaters for the United States is considered a latecomer. And we ___ do is in the United States under this tree, expanding its business in the field of water heaters, kitchen appliances.
Summarize the part
Summarize looking back on this half a year, I think their work through their own serious attitude, whether it is in the market or personal ability have been improved.
Throughout the ___ face of the kitchenware, water heater industry, showing the urban market to dig deep into the potential of high-end products, the rural market demand will release the trend. And I am mainly responsible for the rural or urban business. Kitchen appliance industry is a traditional industry, the competition is more intense, coupled with the introduction of national policies for real estate regulation in recent years, resulting in the acquisition of a full set of home appliances to reduce demand, resulting in a slowdown in the growth of the kitchen appliance market. However, as people's pursuit of living standards continue to improve, the new kitchen appliances are gradually accepted by the people, coupled with the 1990s large-scale popularization of gas stoves, hoods, microwave ovens and other products after several years of use has been frequently updated.
In recent years, with the introduction of national home appliances to the countryside, energy-saving subsidies and other policies, the rural home appliance market demand has shown quantitative growth, especially kitchen appliances, is still in the early stages of development, such as disinfection cabinets, electric ovens, hoods, and other products have just begun to popularize the rural areas, the future has a lot of room for growth. Precisely because the rural market to be developed, it is more necessary to kitchen appliances manufacturers to seize the opportunity to segment the market, the introduction of easy-to-use for rural areas, cost-effective products, to promote the rural user's knowledge of modern kitchen appliances, to promote the further expansion of the market. For this reason, the whole kitchen industry will become another hot spot in the next stage of China's kitchen appliance industry. On the other hand, the dishwasher, water purification equipment, juicer as a representative of the new kitchen appliances, is currently only in the high-end consumer market, but the overall market radiation as well as the user ownership rate is still very low, the future out of the point of production enterprises should seize the opportunity of kitchen appliances to upgrade, accelerate the promotion of new product concepts, especially with the overall kitchen with the new kitchen appliances may be able to greatly accelerate the popularization of the new kitchen products. In the future, with the word-of-mouth effect of consumers, as well as manufacturers continue to promote, all kinds of new kitchen appliances will continue to enter the consumer's home.
In short, I think the potential for appliances in the rural market is still very large and hot.
I am honored to be able to work with colleagues *** with progress, I also learned a lot of knowledge in everyone. Half a year since the feeling in my heart is to be a qualified salesperson is not difficult, but to be a good salesperson is not so simple. I think: a good salesperson should not only be modest and upright, serious and dedicated to the cause. And in the ideological and political, business ability to be more specialized. I, as a young salesman need to learn a lot of things still a lot. So I am very grateful to the company to let me have the opportunity to go to the headquarters of the United States factory in November to participate in the United States of America's national flagship store of a training, so that I learned a systematic product knowledge training, incidentally visited the United States of America's modernized grandiose production line, but also have the honor to see the headquarters of the Wuhu KA system of terminal materials and out of the sample of the standardization of the visual enjoyment brought by the standardization of the display for the development of my future work! It's a great help for my future work.
Planning for next year
Through this half year's work, I am very lucky to have learned a lot of things, business also made some achievements. But this is still far from enough, especially in the development of new markets is still young. I will continue to learn more in the future, think more, try harder to do a better job.
Work Plan
1, maintenance market: the existing outlets still have a certain potential to be tapped, most of them have a certain amount of upward space, through the efforts of the last few months, the follow-up force is very strong customers are also quite a lot of customers, such as Qiaotou bright, pengshi Jingdian, Huaxing system stores and other customers, relative to previous data, there is a significant increase.
2, in addition to maintaining existing cooperative customers, next year, increase the town of Dalang, Dongkeng and other towns to carry out business, while striving to increase the number of new stores in several other towns, of course, the main energy is placed in the area of the company's products radiated on the relatively weak places, such as building materials city, cabinet store and landmark stores, the current progress is slow.
3, so that further expand the market. In addition, for the smaller sales of this part of the combustion heat, to increase publicity and channel construction. Efforts to strive for 20__ year's overall sales will have a great improvement. Because from 13 years, in the electrical appliances of the three major categories of varieties of combustion heat, electric heat, kitchen utensils, kitchen sales, followed by electric heat, combustion heat the lowest. Of course the sales of cookware, sales in various towns and stores are relatively large differences.
4, not only that, but also to further improve and channel stores between the good relations of cooperation, strengthen ___ in my area of responsibility for the business impact.
Sales Manager Job Summary and Plan Model 5 Related articles :
★ Sales Manager Job Summary Latest Model Selected 5
★ 2020 Sales Manager Job Summary and Plan Model 4
★ Sales Manager Year-end Job Summary 5
★ Sales Jobs Summary and plan model 5
★ Sales Manager personal work summary format model 5
★ 2020 Sales Manager first half of the work summary model 5
★ Sales Manager work plan model 5
★ 2019 Sales Manager's personal year-end work summary 5 model Sales Manager work summary
★ 2020 Sales Manager Monthly Work Summary Model 5
★ Company sales personal year-end work summary as well as work plan model 5
var _hmt = _hmt || []; (function() { var hm = document.createElement("script"); hm.src = "/hm.js? 2697f5ae036705b1309c90adafb920af"; var s = document.getElementsByTagName("script")[0]; s.parentNode.insertBefore(hm, s); })();