Chapter one: summary of personal work harvest in automobile sales at the end of the year. Time flies, the sun and the moon fly, and a year has passed in a blink of an eye. Under the leadership of the company leaders in xx years, our company's three basic assessment indicators of "quantity, price and payment" have reached the expected goals. Looking back on the past year, with the guidance of leaders at all levels of the company and the sincere help of my colleagues, I have completed my work well, both receiving goods and regretting, summed up my strengths and weaknesses in my work over the past year, planned my work ideas for next year, and initially made a plan for xx years.
First, learn to adapt to the development of the company.
Through these two years of work, I feel the same way and see the changes that have taken place in the company. Compared with last year, the office environment of our team is better, and life and other aspects have been greatly improved. Of course, life is not the most important aspect. Most importantly, after two years of development and progress, our sales business has been "streamlined", so that every salesman knows what to do, how to do it, right and wrong in the daily business service process. "Institutionalization of sales management", from accounting registration of business trips to recording of sales expenses, fundamentally controls our sales costs. At the same time, since this year, the rationalization of rest time has made every employee "not fight fatigue", which has improved our work enthusiasm and ensured that every role is on duty every day. The institutionalization of sales business process and management also judges the mistakes and progress in the work. In this way, the usual work is orderly and I feel more relaxed. This is the progress of the company, and it also allows me to learn more and make faster progress under the guidance of the regulations of the process and system.
Second, its own shortcomings.
(1) The daily work of a salesman basically includes recording ledger, urging receipt, coordinating delivery, month-end reconciliation, market research, etc. In this process, due to personal carelessness and untimely account records, the customers of the prepayment contract owe money, which violates the company's system of "paying first and receiving later" and puts the company's leaders in a passive position in dunning with customers.
(2) The process determines the result, and the details determine the success or failure. In the past two years, I have never developed the habit of recording myself. In daily business, the ledger records are unclear, and in business, especially in triangle trade, the reassigned vehicle department has no key records and marks, and the reconciliation is not timely. In these seemingly trivial matters, it is difficult to reconcile and settle accounts at the end of the month because it is not done in place, which has dragged down the overall management of the company.
(3) At the beginning of this year, under the guidance of company leaders, the key engineering department was established to ensure the only key engineering service. As a member of the key engineering department, I failed to fulfill my due obligations. First, the financial accounts of cement freight in triangle trade procurement base are not timely and often make mistakes, and the delivery of invoices for key projects is not urged in time, which affects the recovery of payment for the month. Second, our team didn't help each other, but worked together, and the accounts of individual customers were not clear in individual months. Third, the workload of salesmen serving key projects is unbalanced, and the adjustment situation is not reported to the leaders in time, which leads to major problems in key projects in the later period. Fourth, as a small person in charge of the key engineering department. Over the past year, I have been in a state of ignorance, under great pressure, at a loss and without confidence in myself. Have you used this opportunity to exercise yourself? I didn't do a good job of communication between the middleman and the project manager in key engineering business, which is the biggest mistake in my work. It is also my biggest regret to lose such business learning and exercise opportunities.
Third, work ideas for next year
(1) From our daily work this year, we found that our salesmen were not responsible for the economy, the bills were vague, and transport invoice's accounts were chaotic. It is suggested that the common or possible mistakes in business training and guidance should be listed according to the specific business, so as to improve the team's business ability and cultivate the salesman's sense of responsibility in the work.
(2) In the early stage of this year, individual block agents issued their own transport invoice, and the freight was not paid in time, which made it difficult to pay the freight in the later stage and brought adverse effects to the company. It is suggested that all freight belonging to our distribution site must be paid monthly next year. If the customer requests to issue the transport invoice (self-delivery) by himself, it is necessary to supplement the concise self-delivery transportation agreement when signing the contract, so as to avoid the responsibility of the company's management.
(3) Zhenghe Conch will be put into production around X next year. Facing strong competitors, it is our top priority to ensure the completion of sales and obtain good prices, grasp market information and establish sales channels. From last year to this year, sales staff focused on highways. In order to cope with the impact of conch on the market next year, it is suggested that manpower should be reorganized, and at least one person in each of the two regions should investigate the market, collect market information and reserve potential customers to cope with strong competitors in the second half of next year and beyond.
(4) After two years of work experience, I found that it is very important to control payment and take notes on arranged things, which plays a very important role in effectively controlling payment and the implementation results of daily work. In the past two years, business habits have become prominent, and "forgetting" in daily work is inefficient. In order to improve our work efficiency and strengthen our execution, I personally think that starting from next year, a work log will be set up in each region to record the things to be done in daily work, such as the implementation of market research, reconciliation, suspense, etc., and there should be concise records to explain the implementation results. It can be appointed by the company leaders and supervised by the regional managers, so that the car can be famous and the factory can gain something, and avoid unplanned running around and running around in the work, which is inefficient.
I am afraid of failure, but I am more eager to make progress. Over the past year, I have deeply realized my own shortcomings, and my mistakes in my work are more than those listed above. I hope I can break through and improve myself in 20xx, and I won't hold the company back. Thanks to the guidance of company leaders and the enthusiastic help of company colleagues. Talk on paper, try it. Twenty years have passed, and the new year means a new starting point, new opportunities and new challenges. I hope our team can go further under the leadership of the leaders.
Chapter two: summary of personal work in automobile sales. We bid farewell to 20__, ushered in the bell of 2022, and summarized my work in 20__.
Looking back on this year, I don't understand what I did. In fact, this year's turnover has not been completed, and it is still more than 10 thousand yuan short. I feel really bad in my heart I should review myself and sum up everything in this year.
I think there are three reasons why this year's performance has not been completed.
1. The market power is not strong enough, so that many customers of _ _ large enterprises have no contact at the moment and no contracts have been generated! Did not achieve the expected results!
2. Personal style is not diligent enough to stick to the end. The exception is that the number of visits from X to X is abnormal this year.
3. In work and life, when communicating with people, the ways and methods of speaking need to be further improved.
Second, the work plan
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I can't be careless or negligent in the work arranged by the leaders. When understanding the task, on the one hand, we should make progress in understanding the leadership's intention and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, we should make progress and supplement in research.
Performance represents the past, not the past. We should use the shortcomings and problems of the past to spur ourselves to make better breakthroughs in the new era! In order to work in by going up one flight of stairs next year, make the following plans for yourself:
Three main parts:
1. For old customers and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers.
2. While having old customers, we should constantly obtain more customer information from various media.
3. If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
Nine subcategories:
1. There will be more than X new customers and X potential customers every month.
2. See what mistakes you made in your work and correct them in time. Don't do it again.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no concealment and deception to customers, so there will be no loyal customers. You agree with the customer on some issues.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Treat all customers with the same attitude, but don't be too condescending. Make a good impression on customers and establish a better image for the company.
7. Customers can't ignore problems. They must try their best to help them solve these problems. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. We should build up self-confidence for ourselves and always say to ourselves, "I am the best!" I am unique! " . Only a healthy, optimistic and enterprising work attitude can better accomplish the task.
9. Have good communication with other employees of the company, have team consciousness, communicate and discuss more, and constantly increase business skills.
Third, personal goals for next year.
A good salesperson should have: good team, good interpersonal relationship, good communication skills, good sales strategy, good professional knowledge, and extreme enthusiasm for sales! Fight for my goal! Come on!
Chapter 3: Summary of personal work of automobile sales at the end of the year. Under the correct leadership of the superior leaders, according to the overall deployment and work requirements formulated at the beginning of the year, I take the service concept of "customer first" as the main line, adhere to high standards and strict requirements, treat customers sincerely when facing customers directly and providing services to customers, be warm and thoughtful, treat customers politely, standardize operations, perform duties quickly and efficiently, and faithfully; Review the past and look forward to the future. Whether I am engaged in front desk, administration or sales, I have learned to treat my work with a pragmatic attitude, treat ordinary work with an open-minded and tolerant attitude, and experience the charm of service and the principle of "customer-centered" in the day-to-day welcome and delivery.
First, lay a solid foundation.
As a salesperson, in my work, I can try my best to play the life purpose of "management is service, innovation is transcendence, and work is dedication", earnestly perform my duties with a positive and sunny attitude, and make due contributions to the development of our automobile.
(A) continuous learning, enhance the sense of responsibility. After work, I seriously studied the knowledge about automobile sales. Through the study, I deeply realized that there is no trivial matter in the work, and understood that any detail may affect the quality and effect of the work.
(2) Pay attention to the dynamics and master the industry information. With the increasingly fierce market competition among automobile industries, I know that information is benefit. Therefore, I pay close attention to the dynamic information of the industry, and institutionalize, standardize and regularize market research and information collection, analysis and collation. Establish a stable and reliable information channel through market research, business negotiation and other methods.
(3) adjust the strategy to adapt to the ever-changing market sales model. The lifeblood of sales is the market, and the lifeblood of the market is change. At work, grasping the lifeblood of the market is to have strategies and measures to deal with market changes. With the support and help of my superiors and colleagues, I can adjust my sales strategy in time according to market changes and treat each case separately. As long as it is beneficial to our interests, regardless of size, I will resolutely operate and try my best to turn it into an effective order.
Second, love their jobs and take care of the overall situation.
As a car salesman, I deeply understand the principle of "customer first", especially for the customers we face, a standardized and meticulous attitude can not only promote customer consumption, but also effectively enhance our brand. I have always been strict with myself in my work, standardizing every detail, and doing "diligent legs, hands and mouths" with care, patience and heart.
Third, pay close attention to service and enhance image.
Details determine success or failure. Therefore, I pay attention to service attitude, service skills and service level, give full play to the professionalism of quality service, and use professional polite language and service attitude to mobilize and arouse customers' desire to buy. There is a good saying: "Service comes from sincerity". Only by doing this can we achieve the goal of "winning customers' feelings with my sincere heart". I won more space and business opportunities with sincerity, and enhanced our image through this series of standardized and unified services.
Fourth, pragmatic and enterprising, unity and cooperation.
Diligence and dedication are the minimum requirements for staff. At work, I treat all tasks with a correct attitude. At the same time, I have always attached great importance to the relationship with my colleagues, and I am good at mobilizing and exerting everyone's enthusiasm and innovative spirit, and strive to create a harmonious and efficient working environment. Because I believe that "unity is strength". Only by uniting can we gather strength, integrate strength and do a good job.
Tian Xingjian, a gentleman strives for self-improvement; The capacity of the earth is limited, so a gentleman must constantly cultivate his own virtue to undertake the world. I understand that this is the principle and true meaning of doing things for people. No matter how far you want to go, go as far as you can. No matter how well you plan, you must pay attention to your actions. Form cannot represent essence. Saying is better than doing. In the future, I will continue to strengthen my study, master the knowledge and skills necessary to do a good job in automobile sales, work hard with a pragmatic work style and innovative development ideas, raise all my work to a new level, and make my due contribution to the development of automobiles.
Chapter four: Summary of personal work harvest in automobile sales at the end of the year. Looking back on 20 years, there are too many wonderful memories. I have been working for _ _ _ for 20 years, but after only studying for 20 years, I deeply feel my progress. However, there are still many problems and shortcomings in dealing with problems and working methods, but I believe that with the help and encouragement of leaders, I will definitely have a better future.
I. Summary and Analysis of Sales Work
In the position of sales consultant, first of all, I want to thank one person, that is, manager X of our sales department. I am very grateful to him for his help in my work. Although I have worked in the sales department for more than X years, I am very lacking in sales experience and work confidence, so my work can be said to be difficult to start. 20 _ _(20 _ _) At the beginning, I always thought of Mr. X. He led me to negotiate with customers and analyze their situation. I encountered thorny problems in the sales process, so my sales performance and ability were basically improved in X.
Second, the adjustment of professional mentality.
A salesman's day should start at the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I am less experienced than others, then I am more patient than others. If I don't have as many lists as others, then I am better than others.
Development of key customers. Here I want to say that I want to treat X-class customers as X-class, so that I can have one more X-class than others, and one more X-class will give me one more opportunity. Visit customers at least x times a week. I think attacking customers is the same as setting goals. First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.
Third, the shortcomings in their own work.
In the sales work, some people are eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, study hard and improve my sales skills as soon as possible.
1, for old and regular customers, we should always keep in touch and stabilize the relationship with customers.
2, because Beijing is restricted from buying a car, you need to shake the number, so you should cherish customer resources more.
3. Without good performance, we should strengthen business study, broaden our horizons, enrich our knowledge and adopt diversified sales methods.
Four, 20__ years have the following requirements for themselves.
1, we should try our best to achieve the monthly sales target.
2. Look at the mistakes in the work and correct them in time. Don't do it again.
3, to know more about the customer's status and needs, and then make preparations, it is possible not to lose this customer.
We must treat every customer who enters the store with the attitude of "I love you more than you think" based on the service concept of Changjinghang.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
7. For this year's sales task, I will try my best to complete the task and create more profits for the company.
Chapter 5: Summary of personal car sales at the end of the year. The year of 20xx is an important strategic turning point for xx Company. The increasingly fierce competition, price war and the overall economic environment of national macro-control in the domestic special purpose vehicle market have caused great difficulties to the daily operation and development of xx Company. With the joint efforts of all the staff, the bulk special purpose vehicle company has made a historic breakthrough, with annual sales, profits and other indicators reaching record highs. Looking back on the work throughout the year, we mainly pay attention to the following aspects:
First, strengthen the face of market competition, do not rely on price wars, segment user groups, and implement differentiated marketing.
In view of the business indicators issued by the company's headquarters this year, combined with the spirit of the instructions of the company's general manager at the 20xx business meeting, the company will focus on differentiated marketing and improve the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war". "Price is a double-edged sword", moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We groped for a set of countermeasures:
Countermeasure 1: Strengthen the target management of the sales team
1, service process standardization
2. Form daily work
3. Regularization of inspection work
4. Breakdown of sales targets
5. Standardization of morning meetings and training courses.
6, service indicators into the assessment.
Countermeasure 2: subdivide the market and establish differentiated marketing.
Careful market analysis. We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation in xx years, the group users, government procurement market and scattered users of tank cars, chemical trucks, sprinklers and bulk cement trucks were determined. We have adopted corresponding marketing strategies for these markets. For the relevant special purpose vehicle market, we have increased investment, formed a large number of user groups, and sales companies have also taken the initiative to come to the door, communicate and feedback regularly, and closely follow the market trends. Established a good brand image in the market, and promoted the sales of special purpose vehicles of our xx company.
Countermeasure 3: Pay attention to information collection and make scientific prediction.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market forecast has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system that everyone collects, communicates in time, and is responsible by special personnel. Through the data and information fed back by the sales staff at the sales morning meeting before going to work every day, make a comparative analysis report of the previous sales in the same period, determine the refinement of the next sales task and the formulation of specific sales methods, and respond immediately if necessary. At the same time, keep close communication with the production department and other relevant departments to ensure high quality, high efficiency and timely production. Increase the planning of work and avoid the blindness of work; While paying attention to the absolute quantity of sales, we strengthen our market share. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters.
After-sales service is the window and the backing and guarantee of our vehicle sales. To this end, we put forward higher requirements for the after-sales service department, widely carry out service awareness publicity activities among all after-sales personnel, and conduct self-inspection and mutual inspection between teams and groups; Established a workshop site inspection system attended by department managers every Friday.
Second, track the opponent's dynamics and strengthen your competitive strength.
Internal management, please come in and go out. Standing still and building a car behind closed doors has long been unable to adapt to the current fierce competition in the special purpose vehicle market. Put forward brand-new plans and suggestions for the management of the branch by entrusting relevant professional companies; Use spare time to organize the comprehensive department and related business departments to study.
Third, pay attention to team building.
The company is a whole, and only by giving full play to the enthusiasm of each member can the company develop well. Since the beginning of the year, we have established and improved a series of regular meetings, such as weekly manager meeting and monthly business analysis meeting. At the regular meeting, the problems in marketing management were widely discussed, which not only unified the understanding, but also clarified the objectives.
While strengthening self-management, we also rely on external professional training to enhance the cohesion and professional quality of the team. By hiring professional enterprise management talents, the team spirit of employees has been cultivated, and the service consciousness and concept of all employees have been further strengthened.
20xx is an extraordinary year. With the joint efforts of all the staff, the company has achieved a comprehensive victory in all its work and all its business indicators have reached a record high. While rejoicing in the achievements, we are also soberly aware of many shortcomings in marketing and after-sales service, especially in the concept of innovation in market development and quality service, which still has great potential to be tapped. At the same time, we should improve our ability to respond quickly to market changes. Therefore, in the face of 20xx, the company's leading group will give full play to the spirit of teamwork, and Qi Xin will work together to closely integrate "brand marketing", "service marketing" and "cultural marketing" around the theme of "service management" to ensure the smooth completion of the company's work in 20xx.
Chapter VI: Summary of personal work of automobile sales at the end of the year. Time passes through my fingers bit by bit, and I have worked hard in this last time! Finally, I have achieved the scheduled results in my work, earned an extra sum and added a new high to my performance record! Although I had some luck during this period, I am still very happy to make a breakthrough in my past achievements. Looking back on this year, I have been constantly changing and improving myself, and finally I was affirmed in the summary of my achievements at the end of the year. I am very proud of myself.
Now, one year has passed, and my achievements are about to become history. Here, I make a summary of my work in the past year, hoping to find a way to further improve myself after I know my situation better. Now, I will summarize the sales work in the past year as follows:
I. Work situation
As a salesperson, I will focus on increasing my sales channels this year. In daily work, actively maintain and broaden customers, and increase more potential recommended customers by strengthening the relationship with customers. At the same time, don't forget to increase customers by telephone.
When there are activities, festivals and other activities, I will work harder to promote sales, sort out various activity offers and recommend them to customers, provide better consultation and strengthen the recommendation to interested customers.
In this year, I have done a good job in sales promotion, and I am also trying to improve my working ability and level. Let yourself know about the market and customers and strengthen your sales ability.
Secondly, I also actively learn my own understanding of my own automobile products, and have developed the basic configuration and performance. I am also trying to learn some details about design and other aspects. These seemingly small details often attract customers' attention. To this end, I spent a lot of time to increase this knowledge.
Second, personal shortcomings.
A year's work is not without failure, if not, then I would have become the first in the sales list. I still have many shortcomings and problems in my work. Although many things can't be changed overnight, I still want to work hard and learn to adapt to my work.
Third, summary.
After this year's efforts, I have become much stronger, but these are normal growth after all. If I want to further improve myself, I must make further breakthroughs in myself. Learn from other better colleagues, try to change yourself and make yourself a better person.
However, I also understand that we can't rush for success. I will study hard, work hard and try to make myself better!