First, the first half of 2018, the main work measures and results
In the daily work is mainly responsible for the maintenance of the customer, and cooperate with the customer to develop a reliable credit program, during this period, the Jiangmen Keye Electrical Appliances Manufacturing Company Limited*** counted the amount of open banker's acceptances amounting to 30.34 Ltd. international settlement volume of about 27 million U.S. dollars, the amount of tax rebate of 37.43 million yuan; Qingyuan Tengfei Rubber and Plastic Co., Ltd. cumulative discounting of 3.2 million yuan; up to now Guangdong Anbang Security Technology Prevention Co., Ltd., Gome Electrical Appliances Jiangmen Branch and Jiangmen City, Science and Technology Electrical Appliances Manufacturing Co.
Second, the main problems and solution ideas
1. Weak professional knowledge. Contact with the public business time is relatively short, for the company's business expertise is not strong enough, the future in the expansion of business at the same time more to strengthen the learning of professional knowledge.
2. Fewer customer resources. At present, customer resources are basically zero, although the field staff, but the current customer resources are very few, through the current management of household resources, to tap its upstream and downstream customer resources, and strive to broaden their customer acquisition channels.
Third, the second half of 2018 work objectives and measures to be taken
In the second half of the work first of all to improve their customer resources and deposits, and then is to enhance their own professional ability to strengthen the learning of professional knowledge.
Personal Summary Report
Name: Zhang Yang
Position: Marketing Manager
I. Environmental Cognition
Awareness of the environment of the modern business community
I was fortunate enough to have practiced in the manufacturing industry for three days this time, and every day was a very fulfilling one. Being both a marketing and sales person, I felt a lot of pressure! Because the competition between the same industry is really too fierce. Especially in the order snapping, it is really the more powerful company the more advantageous. Competition is fierce at the same time, there is a little against the business ethics of things, although stopped in time, but still can see the business environment is not so pure. Of course, our company abides by professional ethics, not involved in illegal things, but also the injured party.
Awareness of the reality of business management
The management of the enterprise, first of all, I think it is not the CEO alone. The marketing department analyzes the market situation and the sales department, the production department produces and sells the products, and the purchasing department and the financial department do, all for the benefit of the enterprise as a whole. Therefore, I think that the management of the enterprise can not be separated from the unity and cooperation of all departments. Secondly, the CEO still plays a key role in enterprise management. It is necessary that the CEO should have a thunderous style of doing things and the majesty of non-dispensable tasks, so as to deal with the business of the enterprise will be more efficient. At the same time, the CEO must have a sharp eye and the right idea of business management, so that the development of the enterprise will make the right decision, is more conducive to the management of the enterprise.
Perception of the company's position
I am working as the manager of the marketing and sales department. The main responsibilities of the marketing manager: first of all, to do a good analysis of the market demand for each quarter in advance, do a good job of sales and budget planning for each quarter; do a good job of preliminary market research, with the production department, the purchasing department for effective communication, to ensure that the company's products for effective production. Next, to do a good job for different customers of the preliminary research, along with, to understand the market situation. At the same time, but also to do a good job of market maintenance and investment, to the company for advertising investment, enhance the market impact rate. After the completion of the first few quarters, to the sales results of statistics and analysis, from time to time to organize the analysis of the sales situation and discussion, put forward to the sales management approach to the study and improvement. The main responsibilities of the sales department: first of all, we should be based on the overall situation, closely with the production, marketing, finance, purchasing and administrative departments such as the work of the contact, and strengthen the collaboration with the relevant departments. Organization of the preparation of each quarter sales plan, timely and reasonable signing of supply contracts to ensure the completion of the sales plan targets, saving sales costs, timely return of funds, accelerate the company's capital turnover. Secondly, sales negotiation with trading companies, based on market conditions and the company's situation to strive for favorable sales prices. At the same time to prepare sales statistics, sales analysis, timely adjustment of production. At the same time, the sales department is also responsible for the logistics and transportation of goods sales, to ensure the smooth transportation of goods to their destinations.
Cognition of teamwork
Personally, I feel that teamwork is very important, and it plays a vital role in the success or failure of a business operation. If there is disagreement within an enterprise, there is no unity, it will inevitably lead to the work of the departments are not coordinated, and then it will affect the business interests of the enterprise problem. Therefore, the departments within the enterprise must be united to improve efficiency and promote the development of business operations.
Second, the professional cognition
For the process of practical training involved in the profession have?
I am a marketing student, just engaged in the market sales manager, so it is the practical application of the knowledge learned. The professional knowledge used is From business strategy to marketing management, marketing environment, organizational market and purchasing behavior analysis, marketing research and forecasting, competitive marketing strategy, product strategy, pricing strategy, and promotional strategy, etc.
Separately, I have been involved in the marketing process.
The perception of these specialties and knowledge learning experience.
Although it is a re-learning of the knowledge aspects of different specialties, the experience is the same. The theoretical knowledge that looks very simple in books is still very difficult to apply in practice. So the most marketing professional a student, not only on paper, but also must be able to really use the knowledge learned in practice. There is also, there is living and learning, not too dogmatic, flexible use of the knowledge gained. At the same time, learn to learn from one to three.
Third, the quality of training
Speaking ability to enhance
This time I was honored to serve as the speaker of our company's introduction PPT. This is the first time I've spoken in front of a crowd since I started college, and to be honest, I'm still nervous. However, I control is still relatively good, at least in the eyes of others I am still very calm, no error. This exercise has helped me a lot in my speech level, and the accumulation of this experience will play a big role in improving my speech ability.
Improvement of communication skills
As the manager of the sales department, I am responsible for negotiating with the trade company on the sale of products. Every time we say all the reasons to raise the price up, a few rounds down, my ability to communicate with people really improved a lot. Also, this practical activities can have more opportunities to deal with students, but also on the communication skills of a kind of exercise.
Organizational and coordinating ability to improve
Although not the CEO of the enterprise, but out of the consideration of the overall interests of the enterprise, I will occasionally borrow the right of the CEO, support the manager of the Finance Department to handle a number of businesses. At the same time, I also pay attention to the issue of solidarity with the same time, so this aspect is still good.
Improvement of leadership ability
In this regard, I can't say that there is no improvement at all. Although I didn't take the role of CEO to lead the managers of the various departments of the enterprise, I still saw a lot of CEOs how to lead the enterprise, and I still learned a lot.
Business negotiation and etiquette
As the manager of the sales department, no less than business negotiations with the trading company, a few rounds down, the negotiation ability has improved significantly. There is also the question of etiquette, whether it is dressed or speech, I think I did a good job.
Improvement in self-learning ability
This definitely improved. Because this was my first manufacturing simulation practice, there were a lot of things that I learned by myself by reading the business help notes.
Judgement ability to improve
The analysis of market conditions and the judgment of the product sales price, although the beginning of the error, but later on can do almost zero error, or to improve.
Application ability to improve
It just so happens that I am a marketing major, so during the period of professional knowledge used more, which is the application of professional knowledge, fortunately, I can basically call the professional knowledge to use the corresponding problems, application ability is still a great improvement.
Fourth, the feeling of feeling
What do you see, learn, use, think and personal experience, what is the growth of their own?
First of all, in the process of the experiment, is also aware of their own many shortcomings. This should be brave to face, face up to the shortcomings, can learn from others to correct the essence of their own try to make up for their own shortcomings. There are some professional knowledge deficiencies, but also to strengthen learning. This formal experimental class, just to give us a wake-up call for the real work in the future, to pay attention to the attention, the corrective corrections.
For the handling of interpersonal relations, I think it is necessary to deal with the relationship between coworkers.
For teamwork, get the team cohesion, unity, **** create brilliant.
At the same time, also see a lot of performance is outstanding students. Seeing others so outstanding, in addition to envy, they should also work harder, and strive to one day be able to surpass them, to have confidence!
Facing up to their own shortcomings, but also to correctly view their own advantages, continue to carry forward.
Insurance Sales Department employees this year Work Summary and next year's work plan
In this year, under the leadership and guidance of departmental leaders, closely around the Sales Department at the beginning of the year to develop key work plans, I conscientiously fulfill the duties of the post, better complete the post of the work of various tasks, while assisting with the completion of other departments and offices to complete the key work. Now I will report on the work in 2017, the details are as follows:
First, the overall work in 2017 report
(a) do a good job in the supervision and management of the claims business and service support work
In 2017, according to the company's claims business management requirements, quality and quantity to complete the department's management of the claims business and daily service support work. In terms of group insurance, in 2017, the Business Department*** handled 1,524 group insurance claims, with a total amount of 1.691 million yuan paid out. Among them, it handled 552 claims for the corporate supplemental medical group insurance program of the headquarter organs, with a payout amount of 342,000 yuan, and a payout rate of 67.53%; it handled 727 claims for the group insurance program of the headquarter organs' medical fund, with a payout amount of 1,063,000 yuan, and a payout rate of 100%; and it handled 245 claims for the corporate supplemental group insurance program of the China Film Publishing House, with a payout amount of 286,000 yuan, and a payout rate of 88.55%; the timeliness of claims reimbursement processing was in line with the requirements of the business regulations, and the customer satisfaction rate reached 100%. In terms of personal insurance, no personal insurance claims were reported to the Business Department in 2017.
(B) Do a good job of training and organizing the company's products for sale
In 2017, according to the new regulatory policy, the company adjusted and upgraded its products for sale, and the Business Department took this opportunity to carry out two training and learning activities for its products for sale in personal and group insurance. In order to effectively implement the product training and learning organization, prepare in advance to do a good job of training arrangements and training plans, and according to the established plan to organize and carry out the implementation. The content of the training and learning mainly involves the background of product development, product features, and comparative analysis of the advantages and disadvantages with similar products in the industry. After the training and learning, effectively enhance the professional knowledge of the sales staff of the sales department, and promote the development of the company's business.
(C) do a good job of market analysis will be implemented
According to the department's market analysis of the work of the meeting arrangements to prepare for the April market analysis of the subject. Through extensive study of the country's macro policies on healthcare and research on new trends in the domestic and foreign insurance markets, we have gained an in-depth understanding of the main initiatives of the insurance industry in recent years to lay out the medical and healthcare industry, and combined with the actual situation, we have analyzed and explored how we can provide a full range of medical and healthcare services and additional value-added services to our customers, and we have completed the production of the courseware for the market analysis meeting for the month of April according to the requirements.
(4) Do a good job of research and analysis of strategic partners
In 2017, according to the company's key work project arrangements, research and analysis of strategic partners of the DDT company, the first exploration of the insurance cooperation concept. in early 2017, to the DDT headquarters in Beijing for a visit to the research, to understand the basic situation of the other party's company, and according to the other party's insurance needs, to analyze the demand for insurance in the
In early 2017, we visited and researched at the Beijing headquarters of DDT to understand the basic requirements of the other company and analyze the points of convergence in terms of insurance needs according to the insurance needs of the other company, and formed an analysis report
to lay a solid foundation for ensuring the implementation of the future project cooperation and the development of services.
(V) Doing a good job in business document and file management
In 2017, according to the adjustment and upgrade of the Company's products for sale, the Company did a good job in requesting the terms and conditions of the new products and relevant business documents in a timely manner, so as to ensure a seamless connection between the sales of the new and old products. As of November 2017, 982 pieces of business records were filed into the archive to ensure the timeliness of business records filing. In accordance with the requirements of the "eight precautions" for archive room management, regular archive room inspections are carried out to ensure the security of business records.
(F) Do a good job of business authority management
In 2017, according to the departmental operating position personnel mobilization, timely preparation of job personnel adjustment materials, and declare to the company for adjustment, reasonable avoidance of business risks and effectively ensure the normal operation of the business.
Second, the deficiencies in the work in 2017
In 2017, in the process of promoting the work, there are some shortcomings, mainly including the following two aspects:
First, the need to further enhance the work of initiative, should be done in the completion of the day-to-day management of the claims and the leadership of the work set out to do, to do active thinking, diligent hands.
The second is the need to improve the working condition, the current work is always resting on the status quo, in the work process is not in-depth, not comprehensive, not good at summarizing experience and analyzing the problem.
Third, the 2018 work plan
(a) continue to do a good job of claims management and daily service support work
Continue to do a good job of claims management and daily service support work for internal and external customers' group insurance programs, to ensure that the claims business indicators and customer satisfaction. Through accurate claims data analysis, we summarize the problems and put forward rationalized suggestions and measures to effectively control and avoid the risks of claims business and payout rate.
(ii) Further strengthen the management of group insurance claims indicators
In 2017, according to the company's requirements, the group insurance claims time efficiency will be assessed as a claims service evaluation index, and the caliber of the index statistics is extended to the date of the claims acceptance, in order to stabilize the group insurance claims indicators of the business department, further strengthen the dynamic monitoring of the time efficiency of the claims and the management of problematic cases, and effectively improve the quality and efficiency of the group insurance service. The company's website has been updated with the latest information on the company's website.
(C) increase the temporary authority to deal with the peak period of claims
In 2017, the business department new China Film Press enterprise subsidized medical group insurance project, the number of claims will further increase, in order to ensure that at the end of the group insurance project unit claims service quality and efficiency, need to do a good job of business processing equipment applications and additional temporary personnel business training, in advance to do all the preparatory work.
(D) further enhance personal capabilities and improve work style
Strengthen personal learning, timely grasp of regulatory developments and new policies, to promote the work of the department and carry out new projects to advise, and effectively eliminate all risks. In the handling of affairs, more learning from the higher leadership, the idea of maintaining consistency with the higher leadership, learning will be an officer, can be an officer, no accident.