The personal work summary of the salesman is brief (1). I have been insured for three years. In the past three years, I have been the head of the business department of a company. Looking back on this year's work, I have gained a lot and grown a lot. This year's work is summarized as follows:
I. Business Development
A sales department has an agent. With the care and support of company leaders and the joint efforts of everyone, our department has achieved good results in personal agency business over the past year. Over the past year, according to the annual sales task assigned by the superior company, our department has formulated the annual sales plan, and completed the task by monthly, quarterly, semi-annual and annual time-sharing. Due to the shortage of effective manpower in our department and the influence of XXX insurance and XXX electricity sales on auto insurance business, there are some difficulties in business development. In the face of fierce market competition, we have not given up our efforts. Through communication and unified understanding with superior departments, we have strived to increase the number of employees, and
We take stabilizing auto insurance and expanding the new car market as the top priority of our business. On the basis of grasping the number of businesses, resolutely abandon the "junk" businesses that have repeatedly lost money. At the same time, we have established a friendly and cooperative relationship with automobile dealers, and asked them to help us collect and provide new car information, so as to understand the potential new business and new market, fully grasp the market initiative, and fill the business instability factors caused by objective reasons such as competition. Together, we finally made a breakthrough in personal agency business.
Looking back on the work in the past year, although our department has made some achievements and completed various indicators and tasks issued by the company, there are still problems such as insufficient effective manpower and low sales ability. In this regard, we have also carefully analyzed the reasons. Only by constantly improving the overall quality level of business personnel can we expand into more and better businesses. In the future work, we will seize all kinds of learning and training opportunities to promote the continuous improvement of the quality of individual agents and lay a solid foundation for the company's sustained and stable development.
Second, the financial revenue and expenditure work
In addition to business development, I also do the financial collection and payment work of a business department. I actively cooperate with the work of the superior department, and can actively and effectively carry out my work in strict accordance with the financial management regulations of the superior company in my daily work, strictly check and carefully review, do a good job in daily settlement and monthly expense reconciliation and payment, and send it to the relevant competent departments in time.
Third, strengthen the study of professional knowledge.
Through the accumulation of daily work, I found my own shortcomings, and studied the terms of the company in my spare time, which enhanced my understanding of the significance and role of insurance. Usually, I also learn from the billing personnel and claim adjusters, and master the general process of insurance, underwriting and claim settlement, as well as the collection and use of general documents.
Over the past year, with my love for insurance, I have worked hard to fulfill my work and post responsibilities, and made great efforts to do all the work according to the requirements of my superiors. I have achieved certain results and won the praise of my leaders and colleagues. Looking back on the past year, I am pleased with my achievements, but I also find that I still need to improve in many aspects. But I have the confidence and determination to find the gap in my future work, bravely overcome the shortcomings and deficiencies, further improve my overall quality, and do a good job that I should do.
Personal work summary of salesman Fan Wen (Chapter II) Sales work is a challenging job, which makes me make continuous progress and grow in the process of tempering.
A year passed quickly. In this busy year, with the cooperation and help of company leaders, sales colleagues and manufacturers, I further improved my political thinking and professional quality, successfully completed the sales task, achieved good sales performance, and found my own shortcomings. In order to better do the sales work in the new year, I summed up my own experience and lessons, and summarized my work this year as follows:
1. Establish a correct world outlook and be proactive.
In 20xx years, I always put learning in an important position, striving to improve my comprehensive professional quality, correctly understanding my work, correctly handling the relationship with customers, and taking customers as the center to improve my understanding of the work itself. Earnestly study the strengths of peers, get rid of their own shortcomings, consult the manager with an open mind, take the initiative to accept the opinions of colleagues, constantly improve their working methods, give full play to their post functions, and improve themselves in this industry through continuous learning and exploration. Strengthen study, be brave in practice and persist in work enthusiasm. Grow up in constant summary, improve their own quality and professional level to meet the needs of new forms, actively communicate with people in companies and offices, and learn from the strengths of others, so as to better improve their self-ability, meet customer needs and open up market space.
Two: based on their own duties, persuasive and dedicated.
1, relying on the company's advantages to help dealers, adhering to the company system, strictly observing the company's principles in policy, treating problems with a positive attitude, and trying to solve problems for dealers. Whenever you encounter special circumstances, you can take the initiative to do detailed work and some practical work every time. Finally, the dealer recognized me and played the role of "bridge".
2. Observe the market, understand its changes, and patiently analyze the dealers in combination with the company's situation to help them eliminate distractions and build confidence. I work from the perspective of the company's long-term development.
3. Love your job, be able to treat every job correctly and seriously, be dedicated to your job, be enthusiastic about serving everyone, seriously abide by labor discipline, make effective use of working hours, stick to your post and work overtime on time to ensure that the work can be completed on time.
Three: strict planning, ensuring efficiency and striving for perfection.
Make a personal work plan before starting work, give priority to completing all the work in time, achieve the expected effect, and complete the work with good quality and quantity. At the same time, in order to improve work efficiency, seriously implement the work plan, and constantly modify it in specific work, for this reason, I continue to learn marketing theory knowledge in my work and improve my professional quality. Through unremitting efforts, my work level has made great progress, creating a new situation in my work and making due contributions to the company and sales staff.
Four: experience and sentiment
After more than a year of hard work and hardship, I deeply feel that it is not easy to be a strong salesperson, and it is even more difficult to do a perfect job. As a salesman, if you want to do better than others, you must have:
First, a "top marketing expert" must be a person with a good attitude. All success comes from a good attitude. A good attitude must be a positive attitude. So how to get a good attitude?
1, affect the mentality with actions. Mentality determines thought, thought determines idea, idea determines behavior, behavior determines habit, habit determines character, and character determines fate.
2. Don't always say negative things. Psychology of language suggestion. Negative words will inevitably lead to negative behavior.
Be grateful and don't complain. Be grateful. Thanksgiving family, so that we can concentrate on our work; Thanksgiving teacher, told us a lot of knowledge; Thanksgiving leadership, to create a good working environment for us; Appreciate the complaints of colleagues and classmates. Besides letting people know that you have some complaints and dissatisfaction, it will not bring you extra points, but only extra points. Complaining is like yawning on the bus. Yawning will infect the whole city and only make the environment worse and worse.
4. Learn to be self-motivated. Success requires people to say "I am the best" to themselves every day to motivate themselves, and the same is true. "Master" will not be complacent because of temporary success, and will not be discouraged and give up because of temporary failure; People with a good attitude are motivated to do things and have an optimistic attitude towards problems; For people with a good attitude, the sun is new every day; You seldom hear him complain that his solution to problems is always more difficult than reality; When others see difficulties, he can always see opportunities through problems;
The second "top marketing expert" must be a salesman who is diligent, loves to learn and is good at summing up. You will never succeed without diligence. There is a saying in English that "no pains, no gains". As the saying goes, "Diligence is a good training, and one point of hard work is one point of talent". Look at the good people around you. Which one is lazy? Therefore, in order to become a "top master", it is best to use the word "diligence" first and try your best to do it. Learning is a basic ability. "Reading, reading people, reading things". Learn from the strengths of colleagues, leaders, customers and everyone, and you are the master.
The third "top marketer" must be a marketer who has worked in multiple markets. Only by being a salesman in multiple markets can we find the law of solving problems from different regional markets. Only those who have done a lot of marketing can be said to be top-notch in one or several aspects. A qualified salesman is one who can be a good salesman in a regional market; A salesman who can do well in different regional markets is an excellent salesman; Salespeople who can do well in different enterprises and different regional markets are "top marketing experts"; People who can manage different industries, different enterprises and different regional markets are marketing experts.
Fourth, a "top marketing expert" must be a good communicator. "Without communication, there is no marketing."
The fifth "top marketing expert" must be a passionate and energetic salesman. Passion can infect people, and passion can be transmitted.
Sixth, "top marketing experts" don't believe in experience, but only believe in initiative.
Seventh, the "top marketing experts" are mostly accumulated and thin.
The eighth top marketing expert is very "enlightened". Understanding is the most critical sentence when customers negotiate, the inspiration when planning promotion, the selling point when distributing goods, and the "last step" when selling at the terminal.
Five: foster strengths and avoid weaknesses, and constantly reflect.
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2. Improve your ability to communicate with customers: A person may not be eloquent, but if he is eloquent, he must be a talent. After work, let him read more books about sales, exercise his language skills and keep in mind some preferential measures implemented by the company. When selling cards to customers, he will be "reasonable" to satisfy the company and customers and achieve win-win sales.
3. Do a good job of tracking old customers: There is a song that sings well "Make new friends and don't forget old friends", which is also a criterion for being a man. I think the same is true of selling cards. Bringing customers into the store and becoming our members is not the end of our work, but the beginning of our work, so that guests can feel the distinguished status of members and feel that it is absolutely worthwhile to apply for a card in our company.
4. Strengthen your patience and self-control: No matter how busy you are at work, distinguish important things from minor ones, arrange every guest reasonably and treat every guest with care. For example, once I was selling a card to a new guest, when an old customer came out to check out, I asked the new guest to wait a little, first read the card list by himself, and then quickly guided the old customer to check out, helped the guest prepare shoes and sent the guest to the gate. Although we waited for the new guest for a few minutes, it showed him our attention and respect for the members who have already applied for the card, and it also played a disguised propaganda role. It's really good. The new guest gave the card very readily.
I remember several times that guests told me to have a good meal because I couldn't eat, and I felt very wronged in my heart. At that time, it was at the peak, and there were indeed many guests dining. There is really no good way. What should I do at this time? First, patiently explain to the guests, sincerely apologize to the guests, and then act quickly to coordinate the dining position with the business department. When the guests saw that I was really worried about them and took action, my anger disappeared by half. This situation is generally understandable to most guests, but it is not good for guests with a big temper to make a scene. It is imperative to appease the guests first. In fact, sometimes it is not necessarily that the guests just want to eat the meal, but want to show their identity. At this time, if they can't help talking back to the guests, the result is self-evident.
5. Don't make some impossible promises to the guests: Behind the promises are challenges and responsibilities. If you make an unsatisfied promise to the guest, the harm to the guest at this time is far greater than the euphemistic refusal at the beginning, which will make the guest feel cheated and make him break his word, which is definitely not what a successful salesman should do.
The above is my recent work report and my personal experience. Please criticize and correct the mistakes made by the leaders. I will be more strict with myself in my future work, practice my sales skills under the guidance of my leaders, and make myself a qualified and competitive salesperson as soon as possible.
Summary of Salesman's Personal Work (Chapter III) August has passed, and summer has passed, but it is still exerting its prestige. How I wish autumn would come soon. Think about it. I've only been in the company for over a year. Now I have been in the office for nearly half a year, and after I have a basic understanding of the company's equipment, I began to run customers outside during the Spring Festival and started my further development, but now I can't get any results for half a year. What's my situation?
I didn't know anything at first, and the client didn't ask anything. I'm getting hungry, getting out of this state, becoming mature and steady, and I can talk to customers with ease. In this way, I grew up in practice, built up my confidence, and felt that many wonderful pictures had been added to my life. Although I got a lot of information in the past six months, I don't know why the probability of success is always high, even almost zero. Is my ability really that bad?
Why can others make the same platform and I can't? I keep asking myself so that I can think of some key points.
How big is the gap between people? Yes, everyone has different abilities and views, but as long as you are not a legendary genius, as long as we popular people are under the same conditions and the same platform, our own abilities are the key, but I think what is more important is our own methods and standards, as well as our own beliefs and diligence. I admit that my personal ability is not so outstanding, but I am by no means a mediocre and incompetent person, but at present I really feel useless, and now this state has really brought a lot of pressure to myself and my future life. People can make mistakes, but they don't change when they know it. After a long period of self-reflection, I also know my own shortcomings and find some reasons for the low success rate.
The first consideration is to have a tough heart in doing business. I don't hate my present job at all. When you have never come to a meeting to learn something, it is wonderful to experience it personally, but it is a bit difficult for me to devote myself wholeheartedly. It was easy to do well by diligence and persistence at first, but it can be said that it is cowardly for me to insist on doing everything well. I admit that my self-control ability is a little poor, I visit fewer customers, and it is one thing to think about things often, but it is another to act. Having said that, I think of that sentence again: a person's greatest enemy is not others, but himself! I feel this is the main reason.
Secondly, my direction is a little unclear. Now the company's machine tool equipment turnover is quite good, with a large number of people and a wide range. Moreover, as far as the salesman in Beijing is concerned, my qualifications are relatively low. It can be said that no one knows more than me. It is precisely because of this that I began to lose several businesses because I was not decisive enough. However, welding and cutting sheet metal is indeed the weakness of the company, and I am a welding major, which can be regarded as having some advantages. Why don't I focus on this level?
The important thing is how to find customers and open new customers! This is the key to the problem! Most of them used to be small and medium-sized enterprises. Now it's time to re-screen!
Thirdly, it is the ability of language communication and the expertise of various devices, which can never be learned and are indispensable to oneself. When you understand, you are qualified to talk to customers and gain initial trust! It is often because others know more than you and speak more professionally than you that you fail. There are many examples in this regard!
When I settled down to think about all this, I suddenly felt a lot clearer. As long as I find the root of the problem, I can find a solution! This month, our company changed some rules and regulations to make them more reasonable and humanized. The only constant is change, which makes us more energetic and richer.
A year passed in a blink of an eye. In the past year, the performance of xx Decoration Company has greatly increased compared with previous years, and the company's development is becoming more and more optimistic. Although affected by the financial crisis, the national property market is generally depressed, and the sales volume has not increased significantly compared with previous years. But after several years of development, our xx decoration company has gained a certain reputation in the industry. Coupled with our work attitude and quality, it is not surprising that our company has made great progress.
Xx is the first year of the three-year development strategy of xx Decoration Company. All colleagues in the company have made great efforts around the company's strategic objectives and in accordance with the requirements of "innovation in concept, innovation in business ideas and innovation in operation management". With the support and trust of the majority of project managers, they regard difficulties as tests and turn challenges into opportunities, and have made gratifying achievements in business performance, enterprise management and brand building.
First, pay attention to the construction of enterprise talents and enhance the competitiveness of enterprises. The company has established and improved the salary and performance appraisal system, compiled and improved the employee handbook, initially formed an incentive mechanism, and strived to form a "fair and just, recruiting talents, giving full play to talents, being able to go up and down, and full of vitality" employment mechanism. In xx years, the company * * * attracted nearly xxx people of all kinds of talents, initially realized the talent strategy of "attracting talents and retaining talents", and gradually enhanced the competitiveness of enterprises.
Second, strengthening corporate culture construction and enhancing corporate culture with good corporate cohesion is the real driving force to promote enterprise development. Through a series of activities such as the revision of the corporate website and the internal magazine "Space", the cultural propaganda column will be updated in time, and tours, photography, poetry, essay writing and badminton competitions will be expanded. The construction of corporate culture has been publicized and popularized, which has increased employees' sense of identity with the enterprise and enhanced the cohesion of the enterprise.
Three. Taking management as the core, integrating resources and promoting regional marketing mode According to the strategic positioning of xx Company's "year of operation", we have adopted more flexible, effective and pragmatic measures, more scientific management and better service, changed the operating mechanism, optimized the workflow, strengthened the service consciousness and broadened the business scope.
1. Carry out the regional marketing mode in an all-round way, and carry out regional market responsibility marketing. According to the company's historical operating data and market development potential, the national market is divided into four operating regions, in which the key and mature markets are divided into the first, second and third regions, and the regional managers are responsible for the operation, and the responsibilities and assessment indicators are clearly defined. The performance appraisal of regional managers is conducted quarterly according to the output value index. The performance salary and bonus of regional managers are directly linked to the project output value, which stimulates the subjective initiative of regional managers.
2. Strengthen regional market development and improve branch management.
According to the company's strategic layout, the company set up branches in xx, xx, xx, xx, xx and other places to further improve the company's marketing network and lay a solid foundation for the company's next business scale to develop towards xxx. At the same time, the company pays attention to the support, service and management of each branch, and has formulated and implemented the branch management manual. According to the management manual, the company has signed business responsibility letters with xx, xx, xx, xx, xx, xx and other branches. The implementation of the Management Manual has played a great role in establishing a benign operation mechanism between the company and its branches, clarifying the operating responsibilities of each branch and improving the operating efficiency of each branch.
3. Make rational use of business resources and strengthen the awareness of supporting services. In order to better serve the project manager and improve the winning rate of the project, we have established a customer management system, which provides professional suggestions and corresponding services from the aspects of design scheme, bid evaluation, winning the bid xxx, budget quotation and financial support according to the actual situation of the project manager and the characteristics of the project.
In xx years, the total contract output value of the company was xxx million yuan, including the design contract of xxx million yuan and the actual output value of xxx million yuan, which successfully achieved the company's business objectives and achieved good business benefits. With the joint efforts of colleagues and the general manager of the project, in xx, the company carefully built the renovation and reconstruction projects of the trend front subway shopping mall, xx shopping plaza, xx plaza and other shopping malls. Decoration works of high-standard star hotels such as xx Sailing Center, xx White Dolphin Hotel and xx International Hotel. Fine decoration works of office buildings such as xx building, xx building and xx training center complex building. Building curtain wall projects such as xx Building and xx Apartment, and public * * * building projects such as xx Bank Headquarters Building and xx Metro Line 5.
Through unremitting efforts, the company has formed a certain competitive advantage in high-end shopping malls, star-rated hotels and other decoration market segments, laying a good foundation for the company's brand building. Opened the building curtain wall engineering market and formed a new business growth point of the company.
Fourthly, adjust the xxx structure, reform the salary system and fully implement the performance appraisal system 1. Set up departments and posts reasonably this year, make a clear job description and responsibility requirements for each post, clarify the post responsibilities of each employee, sign a post target responsibility letter, set assessment indicators, and link them with employees' salaries. We conduct quarterly assessment according to the completion of work objectives, which is divided into three levels: A, B and C, and rewards and punishments are well-founded.
2. Strengthen the management cost control of the company, implement the cost forecast control system, and realize the index requirement that the controllable cost is xxx% lower than the total budgeted cost.
3. Strengthen project management and establish a standardized project management system. By summarizing project management experience, compiling project management manual and implementing project responsibility management, it is clear that the project department is the cost center. Implement the project management manual to standardize and institutionalize the project management workflow. Clear job responsibilities. Quantify and refine the assessment indicators. Clarify the project management cost task, humanize and rationalize the project assessment and incentive mechanism.
Verb (abbreviation of verb) enhances the brand influence of the company in an all-round way. Xx is the fastest growing year for our company, so xx is also a turning point for our company. Starting from xx, our xx decoration company officially entered the development track. We all know how to work in the future. The development of our xx decoration company is to keep moving forward, make continuous efforts and win market share in continuous development. As long as we focus on management and quality and give customers the most satisfactory answers, the development of our company will continue!
Summary of Personal Work of Salesman (Chapter 5) Today we are together again. Cooperate to share our achievements and clarify our shortcomings. Continued incitement itself makes our work better and better. I will summarize my work in detail as follows:
Although I have not been in office for a long time and my fighting career is not very long, it is not enough to ignore the existing problems. These problems come from the self-examination of the guest complaint and feedback department. The outstanding problems and rectification needs are mainly reflected in the following aspects:
1, customer service awareness is not strong, and customer history files are not perfect.
2. Cost control is not strong, and performance governance has not yet been put in place.
3. There is still a big gap between the level and requirements of business personnel.
4, hardware transformation, equipment maintenance is not enough, the progress is too slow.
5. Many people are satisfied with the present situation.
6. Facilities and equipment are not perfect.
The recurring problems are: some positions in gfd are untidy, polite and not active, not considerate in hospitality, and inflexible in handling punishment. In addition, careless cleaning and untimely equipment maintenance also affect the overall work quality.
Summary plan for work growth in the new year:
First, build team spirit and strengthen the sense of integration.
Team support is a tense organizational form of self-management and effective communication. Team support is based on the spirit of team mutual assistance, and real-time and fast communication is used as the training channel of team support. Team support takes the lead in establishing a superior work style, actively creates an atmosphere of sincere mutual assistance, decisively rejects the work attitude of "doing nothing and hanging high", and thoroughly dispels the work phenomenon of "holding one's own words and not asking right and wrong".
Second, work hard on subtle things and focus on shaping excellent things.
While doing a good job in daily operation, we should dig deep into the details of customer service, improve the service level in an all-round way, take customers as the center, take quality as the core, keep in mind the purpose of "serving with heart, doing things sincerely, paying attention to details and pursuing perfection", regard customers as God, remember that customers are always right, highlight personalized and subtle services, and let guests feel infected by unique service features.
Third, carry out strategic marketing to stabilize the tourist market, so as to improve their own performance.
Pay more attention to old customers, improve the return visit rate, pay more attention to new customers, establish and improve customer history files, visit customers on schedule, grasp the consumption trends of customers in real time, deeply understand the feelings and opinions of customers after consumption, give feedback in real time, and actively take measures to rectify them in time.
Looking back and summing up my work, I am encouraged and urged to work hard, develop my strengths, strive to improve, correct my shortcomings, foster strengths and avoid weaknesses, and strive to achieve the governance objectives, business performance indicators and work plans for the new year.