Summary of sales management work

As a manager, his main basic job functions include planning, organizing, leading, coordinating and controlling. The following is my summary of sales management, welcome to read.

Sales management summary 1 20xx The first half of the year ended in a blink of an eye. In order to better carry out the work in the second half of the year, I will make a comprehensive and detailed summary of the work in the first half of the year, aiming at learning lessons and improving myself, so as to better do the work in the second half of the year and complete the sales tasks and work assigned by the company.

I. Work Completed in the First Half of the Year

1, sales target completion

In the first half of the year, under the cordial care and correct leadership of leaders at all levels of the company and the joint efforts of dealers, the sales volume in the X market was10,000 yuan, accounting for x% of the annual plan10,000 yuan, with a year-on-year increase of x% and a repayment rate of X%. Low-grade wine accounted for x% of total sales, down x percentage points from the same period last year; Mid-range wine accounted for x% of total sales, an increase of x percentage points over the same period last year; High-grade wine accounted for x% of the total sales, which was x percentage points higher than the same period last year.

2. Market management and market maintenance

According to the wholesale price of the sales area and market stipulated by the company, control and supervise the delivery area and price of dealers, and urge them to implement a unified wholesale price to prevent low-price dumping and resale.

Through long-term communication and guidance to all sales terminals, combined with the company's "cabinet-in-cabinet" marketing strategy, unified price labels were placed on all terminals, so that the sales price of products met the company's guidance price. Display products according to the company's requirements for product display in supermarkets, hotels and retail stores, and mobilize and assist stores to keep products clean and tidy. In order to achieve the purpose of brand promotion by using terminal shelf resources, counter labels are affixed to terminals with clean and tidy storefronts and counters and numerous products on display.

3. Market development

In the first half of the year, developers exceeded 1, hotels exceeded 2, and terminals exceeded 13. The newly developed 1 Shang Chao is the largest X shopping plaza in Chengxian County, and the goods on it are all 52 series products. The two hotels are X Hotel and X Hotel, in which the products on X Hotel are four-star, five-star and eighteen-year, and the products on X Hotel are two to five-star and 42 series protoplasm. There are 4 newly developed retail terminal cities and 9 townships, and the products are mainly concentrated in the middle and low-grade product areas, mostly 42 series products.

4. Brand promotion and promotion

In order to improve consumers' awareness of "X wine", establish brand image and further establish consumers' brand loyalty, we contacted and assisted advertising companies to make 35 advertising billboards, including 29 tobacco and alcohol retail outlets and restaurants, and 6 billboards in other forms.

5. Sales data management

According to the unified requirements of the company at the beginning of the year, the management of all kinds of sales data was improved, the dealer's collection account and dealer's sales statistics were established, and the weekly sales report, monthly sales report and monthly goods demand plan were submitted in time. Various sales data files are saved in both paper and electronic forms. The sales in 20 14 years are summarized and analyzed by dealers and individual items, which makes the monthly purchasing plan more objective and accurate. At the end of each month, the sales situation and cumulative sales situation of this month are summarized and analyzed from the aspects of dealers, single products and product structure, so as to reflect the market situation more accurately and objectively and guide the future sales work.

Second, the second half of the work plan

Although a lot of work was done in the first half of the year, it was not done well in some aspects because of the short sales time and lack of knowledge, experience and skills in marketing. In view of this, I plan to start from the following aspects in the second half of the year, improve my business ability as soon as possible, do a good job, ensure the completion of the sales task of X million yuan, and strive for 3.5 million yuan.

1, study hard and improve your professional quality.

One is to spend time learning marketing knowledge (especially liquor marketing) through various channels, and learn some successful marketing cases and cutting-edge marketing methods, so that their marketing work has certain knowledge support. Secondly, I often consult, communicate and learn from company leaders, regional merchants and marketers in other industries in the market, so that my business level, market operation and grasp, interpersonal communication and other aspects have been greatly improved.

2. Further expand sales channels.

The sales channels in X market are relatively simple, and most products are sold through circulation channels. In the second half of the year, under the premise of doing a good job in circulation channels, we should further expand to supermarkets, restaurants, hotels and group buying channels. In the second half of the year, we will mainly do more work in the three systems of industry and commerce, education and forestry with many system numbers and heavy reception tasks, and gradually penetrate into other enterprises and institutions.

3. Do a good job in market research.

Make further investigation and exploration of the market, record all kinds of data in detail, improve all kinds of archival data, and make some analysis and countermeasures supported by stronger data to make it more scientific and make up for the lack of experience and sensory understanding. Understand and master the sales situation of the company's products and other liquor brand products and the trend of the whole liquor market, so as to cope with various market conditions and adjust marketing strategies in time.

4. Work closely with dealers to do a good job in sales.

While stabilizing the existing network and consumer groups, assist dealers to fully expand their sales network and tap potential consumer groups. Whenever a dealer is angry, he must have a thick skin. Listen to his complaints, you can't explain the reasons first. He is angry and just wants to be angry, so let him be angry. At this time, he must endure any injustice. When he calms down, explain the reason to him, make him understand that the fire just now should not be made, and make him feel guilty. When you encounter something that the dealer can't understand, you must explain it carefully. You can't break the jar. Let it develop and learn to control the development of the situation in various ways.

Finally, I hope the company leaders will give me more criticism, guidance and support in my future work.

Sales Management Summary The first half of 2 xx has ended. In order to better carry out all the work, the work in the first half of 2XX is summarized as follows:

I. Business Work:

By June of xx, the mall on the third floor had completed the annual sales plan of x%, the annual profit plan of x% and the same period of x%. Among them, the sales of men's wear reached. X% and the decline is relatively large in cashmere and wool areas, which decreased by x% in the same period. The main reason is that cashmere quilts are bought less in the big environment, mainly by retail, and the sales of high-end goods are affected; Men's wear Nakajima decreased by x% in the same period, mainly due to the poor sales of high-end products of the side hall brand, which supplemented the special products, which made the Nakajima brand lose its price advantage and affected sales. In the same period last year, the profit reached x%, mainly because the guaranteed profit in this year's contract was paid monthly in advance, and the decline in sales did not significantly affect the profit.

The sales of shoes and hats department reached x% in the same period last year, and the category of Nakajima decreased by x% in the same period. The main reasons are as follows: First, the collection of X-yuan group cards by commercial companies was concentrated in 65438+ 10 last year (not this year), and the higher proportion of group cards in Nakajima had a great impact; In addition, the three brands of Red Dragonfly, Hani and Biden High dropped by x% compared with the same period of last year. The main reason is that this year's goods are less than the same period last year, and there are fewer new models. The suppliers of Red Dragonfly basically don't supply new models due to financial reasons, and the sales volume has dropped greatly. The third reason for casual shoes is that the unit price of casual shoes is higher this year, with an increase of x% in the same period, and some old customers have to wear outdoor with lower prices. The profit in the same period last year reached x%, mainly because the promotion fee this year was higher than that in the same period last year.

After taking over the work on the third floor for two months, I mainly did the following work:

1. Strengthen effective communication with brand manufacturers and improve sales performance with the help of factory resources.

For many brands, we cooperate with manufacturers or big agents. They are rich in commodity resources, and the weekly activities of manufacturers are greatly discounted, and the effect is obvious. During the Dragon Boat Festival, montague manufacturers were contacted to launch a large-scale sale, with sales of nearly 10,000 yuan. Qiaodun held a VIP reception during Father's Day, and paid a maximum of 65,438+0,000 yuan for goods, reaching sales of10,000 yuan, an increase of x% over the same period last year. During the employees' in-house purchase meeting, Li Lang launched large-scale activities such as 30% discount for the whole audience and 10% discount for feedback, and the on-site sales reached 1 10,000 units, an increase of x% over the same period of last year.

2. Intensify activities and do a good job in festival economy.

On important festivals such as Dragon Boat Festival, Mother's Day and Father's Day, the office manager directly connects with brand suppliers to ensure the strength and effect of the activities. In particular, on the basis of the company's existing activities, the Mother's Day and Father's Day departments launched a directional lottery corresponding to the business projects on the third floor, and produced a TV feature film on Father's Day, which achieved good sales performance. Sales of Mother's Day and Father's Day increased by x% and x% respectively.

3. Take advantage of on-site promotion opportunities to enhance brand performance and enhance supplier confidence.

In view of the poor market and unsatisfactory tasks of individual brands this year, the department actively contacted manufacturers and used the weekend to promote sales on the spot, which increased sales. Activities such as Kinsey Bette and Jiuku have a good promotion effect, narrowing the gap between actual sales and the task of guaranteeing the bottom.

Second, management.

1, service measures were strengthened, and the service level of the department was significantly improved.

Service is our persistent task. Only with good service can there be good sales. In the case of disparity between hardware facilities and competitors, we should work hard on software. This year, the company also strengthened the on-site inspection of our service status, and the department also formulated the service rectification measures on the third floor of the shopping center according to the actual situation.

The department has strengthened the supervision and inspection of services and conducted monthly team assessment. Good teams are rewarded and praised, and poor teams are punished by labor. Make unannounced visits every day and report the next morning. The system of mutual inspection of cabinets is introduced in the department, and the adjacent cabinets check and remind each other of gfd, badge, hygiene and labor discipline before going to work every day, so as to put an end to violations in the bud.

Through the mutual inspection of cabinets, the self-discipline of employees is greatly improved, and the service awareness of employees is also greatly improved, effectively improving the overall service level of the department.

2. Strengthen the management of commodity price and quality, and put an end to unqualified commodities on the counter.

In May, under the premise of doing a good job in sales, the department strictly controlled the quality of goods. In this department, the quality and price labels of goods were checked. First, the cabinet group shall inspect the certificate of conformity, internal and external standard and price tag of the cabinet group brand according to its own actual situation, and rectify the problems found by itself first. The department then re-examined the cabinets with expired certificates, incomplete certificates and incomplete price labels, and issued rectification time to ensure that the commodity certificates were effective and in place, and to prevent unqualified products from coming to the counters.

3, safety work often unremitting, always remember that safety is the foundation of the enterprise.

The department regularly uses the morning meeting to conduct fire training for employees, conduct on-site safety inspection every day, organize fire drills every month, and make timely rectification when problems are found. Attach great importance to the problems detected by the maintenance department and the safety management department, actively cooperate with the rectification and put safety first.

Third, the existing problems

1, not paying enough attention to newly introduced brands, which is not conducive to brand cultivation.

2. Insufficient brand reserve, and there is no effective substitute brand when the brand exits or needs to be eliminated, which affects the adjustment progress.

3. Employees' awareness of active service needs to be further strengthened.

Four. To sum up, in the second half of X year, the department will focus on the following aspects.

(1) Do a good job in brand adjustment and position adjustment of cashmere, wool area, luggage area and trousers area.

(2) Pay attention to the daily brand reserve, keep in touch with the target brand, and lay the foundation for the future brand structure adjustment.

(3) Develop a new brand promotion plan within the department, and first continue to increase brand promotion. At the same time, manufacturers are required to come up with a promotion plan as soon as possible to improve the visibility and sales performance of new brands.

(4) Take various promotion measures to promote sales in time.

1, targeted contact with large-scale sale activities, such as Belle's five major brands, BOSS casual shoes, Li Lang, rabbit velvet, etc.

2. Contact brand manufacturers' week activities and do a good job in off-season promotion.

3. Organize and celebrate the store, communicate with suppliers, actively contact the source of goods, and prepare special sales of some categories (mainly men's wear and cashmere).

4.6.5.438+February, organize cashmere festival and boots festival activities to stimulate passenger flow and promote sales.

(V) Strengthen communication with suppliers and stabilize brand development.

The department will strengthen communication with suppliers of various brands from time to time, especially those with poor sales performance, so as to keep up with communication in time, give manufacturers more reasonable suggestions and ensure the stability of suppliers.

(6) Do a good job in hierarchical management and cultivate employees' awareness of active service.

Strengthen the communication with the head of the cabinet, first mobilize the enthusiasm of the team leader, and let some head of the cabinet with good service and high sales enthusiasm communicate with employees in the form of morning meeting to share the fun of service, so as to mobilize the enthusiasm of all employees and gradually cultivate their awareness of active service.

Summary of sales management. Summary of work in the first half of the year:

1, the sales situation of the whole market is not ideal, which has a lot to do with its own business ability. In the second half of the year, we will strengthen the study of all aspects of knowledge, sort out work routines, sum up past experience and analyze it, hoping to get a set of working methods suitable for our own brand.

2. Many details in the work are not well grasped, resulting in a lot of work being done in vain. Try to implement every detail in the future, don't aim too high, don't be anxious, and do every little thing step by step.

3. I didn't manage my work as my own career in the process of work, which led to some stagnation in my thoughts and laziness in my actions. In the second half of the year, we will adjust our mentality, straighten out our thinking and make adjustments according to the company's guiding ideology. We will face the work with a proactive attitude and meet the next challenge.

With the passage of working hours, I learned a lot and realized a lot. But it is far from enough, the ability in all aspects is still lacking, the grasp of the market is not enough, and the establishment of interpersonal relationships is not in place. Learn more about industries, market trends, competitive products, and how to deal with interpersonal relationships.

Second, the second half of the work plan and arrangement:

1, the third quarter: mainly develop market outlets, promote the sales of existing shopping malls and lay a good foundation for their sustainable sales.

(1) Strengthen the development of township market, increase the time of running the market, and stay in the company as little as possible to improve the success rate of market development.

(2) Pujiang and Renshou mainly rely on us to drive sales and hold activities in the form of exhibitions. Just like the early days of Jintang, whenever there is an opportunity, we will hold exhibitions and do activities to let its promoters know us, identify with us and like us. Only in this way can we sell normally.

(3) Jintang and Ziyang should provide corresponding services (before, during and after) and maintain high-density contact and communication. And further deepen the feelings, from time to time to do some incentive policies or some customer relationships.

(4) Plan Mid-Autumn Festival and National Day in early September (Mid-Autumn Festival is close to National Day on September 30th). All existing businesses do a unified activity to realize a game of chess in the whole market, and take the opportunity to promote our brand and products with a point-to-point effect.

2. the fourth quarter: it is the peak season for sales, and the sales volume will increase by 50% in the third quarter. And do a good job in market promotion and follow-up of various services.

(1) With the help of the local influence and appeal of our existing shopping malls, we will increase the radiation to its surrounding areas and township markets. Achieve the effect of point-to-surface connection and surface-to-surface connection.

(2) Analyze the sales situation in various regions in the third quarter, and formulate corresponding adjustment plans according to different situations, so as to lay a good foundation for peak season sales and achieve the goal of maximizing the volume of goods.

(3) Do a good job in marketing and service together with shopping malls and factories, strengthen the terminal image construction of shopping malls, and lay a good foundation for peak season sales.

(4) Improve various related processes and establish a good marketing channel between the company and the shopping mall.

3. Keep up with the company's development strategy and take the company's goal as the ultimate goal. And strengthen the promotion of their own business capabilities, in order to keep up with the company's development needs.

4, actively start thinking, creative thinking to do every detail and every link of the work. In order to do the work well, do the work carefully. And establish good communication with companies and shopping malls to fully reflect self-worth.