Under the correct leadership of the company's leaders at all levels, and with the solidarity, cooperation and care of colleagues, Fan successfully completed all the tasks in the first half of the year, and his professional quality and ideological and political aspects were further improved. The achievements and shortcomings in the past six months are summarized as follows: 1. Ideological and political performance, moral cultivation and professional ethics.
In the past six months, I have conscientiously observed labor discipline, went to work on time and used my working hours effectively. Stick to your post, you need to work overtime to finish the work on time, and ensure that the work can be completed on time. Seriously study legal knowledge; I love my job and have a strong sense of responsibility and dedication. Actively learn professional knowledge, have a correct working attitude and treat every job seriously and responsibly.
Second, work ability and specific business aspects.
My job is business office. Mainly responsible for the statistics of iron ore shipment and receipt of the company. In addition, the daily number of wagons will be reported to Shanxi office in time to check the receipt of goods in Shanxi office; Arrange train tickets and issue all-in port tickets; Daily discharge statistics of port operation department, water content statistics of port inventory, etc.
In line with the goal of doing better, carry forward the pioneering and innovative spirit in the work, do a good job in a down-to-earth manner, and successfully complete various tasks in the past six months:
1. Statistics: We can get the weight list from the agency department in time and make accurate statistics on the delivered quantity and the received quantity.
2. Receiving goods: The receiving quantity reported by Shanxi Office can be gradually divided into a whole column from the receiving profit and loss statistics of the whole ship at the time of initial contact.
3. Empty car weighing: Empty car was implemented in May this year, and now the delivery quantity can be accurate. Although the previous statement is based on the track scale, there are still errors. Now that the empty car is weighed, the delivery quantity can be basically accurate.
4. Moisture detection: In the past, the port was under-shipped, and the responsibility was unclear, whether the goods were stolen or the water was lost. Now it is stipulated that every cargo should be tested for moisture, so there will be no shirking responsibility.
Third, there are shortcomings.
Summing up the work in the past six months, although some achievements have been made and great progress has been made, there are still the following shortcomings:
First, sometimes there is a gap between the quality and standard of work and the requirements of leaders. On the one hand, due to the lack of personal ability and quality, iron ore receiving and dispatching statistics sometimes have some errors; On the other hand, the workload is heavy, the time is tight and the work efficiency is not high.
Second, sometimes work sensitivity is not very strong. Not sensitive enough to the things assigned by the leaders, sometimes the work is not advanced and the report is not timely enough.
Third, the role of the leader's staff assistant is not obvious enough. If you don't grasp the overall situation of the work well, you can't take the initiative and think of ways in advance. A lot of work is just abacus beads.
Four. Work plan for the second half of the year
In the second half of the year, I will give full play to my advantages, improve my shortcomings, broaden my thinking, be pragmatic and go all out to do my job. It is planned to carry out work in the following aspects:
The first is to strengthen work coordination. According to the annual work requirements of the company's leaders, make specific plans for the work in the second half of the year, clarify the content, time limit and goals to be achieved, strengthen coordination among departments, organically combine all work, clarify work ideas, improve work efficiency and enhance work effectiveness.
The second is to strengthen the work style construction. Always maintain a good mental state, and carry forward the work style of hard work, advancing despite difficulties, striving for perfection, being rigorous and meticulous, and being proactive.
Fan wener
Another month has passed, and this is the sixth month that I took over the office work. Half a year has passed so fast. During this period, I am very grateful to my leaders and colleagues for their support and help. With your help, let me integrate into this big family as soon as possible and become a member of this big family. Everyone in this big family is very distinctive and has a lot to learn. Maybe in the eyes of others, this is just a tedious back office job, but I don't think so. On the contrary, I think back office work is very important. This is a service post, serving everyone in the big family. So I am strict with myself and do my job well. The first is the sales progress of each sales department of the company. At first, I had a headache about this kind of report, and I really didn't understand the relationship, but now I understand it very well, but I am very careful when filling in the data, because I know that this kind of report is a powerful basis for salespeople and department leaders to prove their sales ability, so I can't tolerate any mistakes. Therefore, it is necessary to be accurate, so that leaders can not only understand the ability level of business personnel in various departments, but also understand the current sales progress. At the same time, leaders can also find some market turmoil according to these reports, so as to change marketing strategies in time.
Then the daily work summary. As a sales office worker, I understand the importance of this position, and at the same time, I can enhance my personal communication skills. The sales office is an important hub connecting the preceding with the following, communicating inside and outside, coordinating the left and right, and contacting the four sides. When dealing with some tedious daily affairs, we must finish what we started and control the whole process. At the same time, we should also enhance our awareness of self-coordination, put our work ahead and leave ourselves enough time to face emergencies. Doing a good job ahead of time is what the manager will tell me at every meeting, and I have learned it slowly and realized endless benefits. Now when I come every morning, I will read the daily schedule and do it one by one. I will finish everything today, and I won't put it off until tomorrow. If you do more and become proficient, you will naturally save a lot of events. If you still have time, look at what you need to do the next day and do everything you can in advance. I will take notes every day, and some things may be notified today, but it will take two or even three days to do, so I will record things every day and finish the basic work the next day to see what needs to be done today. This is done in an orderly and planned way.
Finally, it is the direction of my future efforts, and it is also the shortcomings and defects that I need to work hard to fill.
First of all, we should strengthen our own study and learn more about the whole operation process of the company. Even if I don't know the system, the company enjoys the training video of SAP system, so I can watch it when I have time. Secondly, I must study medical knowledge and professional English hard. I can't leave my English behind. This is my strong point. I will try my best to find time to study and practice. In addition, we must communicate well with other departments and be a good assistant to the leaders! Finally, in the words of our manager. Everything is just four words, and diligence can make up for it.
There is a saying that time is like water in a sponge. As long as you squeeze it, there will always be it. In my future work, I will foster strengths and avoid weaknesses, and at the same time, I will be a qualified translator and live up to the expectations of myself and my leaders!
Fan Wensan
Looking back on xx years, we should pay attention to the deep excavation of old customers and actively establish an overseas marketing agency centered on efficiency. During this period, our achievements 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. I. See the local report (omitted) for the sales performance in xx. 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 without specific debugging conditions, which wastes a lot 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 defeat its competitors in xx 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 problem encountered by business departments in their work lies in after-sales service. When overseas institutions deal with after-sales service of business departments, they often arrange it behind time, 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 few people involved in the preparation of the tender, 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". Because the contract was not good in the first half of the year, it had 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 xx, we require that the resignation report must be submitted to the sales headquarters for whatever reason, and the sales headquarters 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 extra 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 have two requirements for the sales system:
First, we 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. Because the failed projects were not thoroughly summarized, one salesperson made a mistake and made repeated mistakes on another salesperson. 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.