Summary of the work of sales department personnel

Summary is a written material that reviews and analyzes study and work life or its completion, including achievements, existing problems, experiences and lessons learned, at a specific time period. It can make We find errors and correct them promptly, so let's write a summary. Do you want to know how to write a summary? The following is a summary of the work of the sales department personnel that I have compiled for you. It is for reference only. I hope it can help you. Summary of the work of sales department staff 1

In the past week, as the temperature has risen, the number of employees has increased significantly. All things are revived, the earth is warm and flowers are blooming. The sales work of our Red Dragonfly store has also begun to be intense and orderly hard and busy as the temperature gets warmer.

As the old saying goes: sharpening the knife will keep you from chopping firewood. Even in today's social work, it also profoundly guides and reminds us. On the basis of active work, we must first find the correct ideological direction, that is, we must have a clear sense of consciousness and a positive work attitude before we can put it into the practice of hard work. Make it twice the result with half the effort and achieve good results.

Look back on your work this week, ask yourself, and summarize frankly. There are still deficiencies in many aspects. Therefore, it is necessary to strengthen one's work thinking, correct consciousness, and improve the methods, skills and business level of monopoly sales work in a timely manner.

First of all, in terms of shortcomings, summarize from its own reasons. I think I still lack the skills to strongly persuade customers and impress their purchasing psychology to a certain extent.

As a salesperson in our Red Dragonfly store, our primary goal is to build a bridge connecting our products and customers. Create business results for the company. Under the guidance of this direction, how to use sales skills and language to impress customers and stimulate their desire to buy is particularly important. Therefore, in future sales work, I must work hard to improve my skills in persuading customers and impressing their purchasing psychology. At the same time, we should combine theory with practice and continuously accumulate valuable experience for the next stage of work.

Secondly, pay attention to the details in your sales work, and remember the wise saying in sales theory that the customer is God. Use your sincere smile, clear language, detailed promotion, and considerate service to conquer and impress consumers. Let all customers who come to our Red Dragonfly store come with joy and leave with satisfaction. Establish the high-quality spirit of the staff of our Red Dragonfly store, and also establish the high-quality service brand of our Red Dragonfly.

Once again, we must deepen our work and business. Be familiar with the item number, size, color, and price of each shoe. Be thoroughly familiar with it. Learn to face different customers and use different promotion techniques. We strive to enable every customer to buy satisfactory products, and strive to increase sales volume and improve sales performance.

Finally, correct your mentality. The adjustment of his mentality made me understand better that no matter what I do, I must try my best. The presence or absence of this spirit can determine a person's future career success or failure, and this is especially true in our exclusive sales work. If a person understands the secret of avoiding toil at work by working hard, then he has mastered the principle of achieving success. If you can work with a proactive and hard-working spirit, you can enrich your life experience no matter what sales position you are in.

In short, through a theoretical summary of my work this week, I also found that there are many shortcomings. At the same time, I also accumulated experience in future sales work for myself. The thoughts were sorted out and the direction was clarified. In my future work, I will take the company's exclusive business philosophy as the coordinate, integrate my work ability with the company's specific environment, take advantage of my energetic and hard-working advantages, and strive to receive business training and learn business knowledge. and increase sales awareness. Be down-to-earth and enterprising, work hard, and do your best for the development of the company! Sales department staff work summary 2

I have been engaged in sales work since 20xx. In the past three years, I have been guided and helped by the leaders in the factory operation. Under the circumstances, coupled with the full assistance of the staff of the whole department, I am based on my own work, dedicated to my duties, conscientious, and hardworking. As of xx, xx, xx, xx, I have completed sales of 145,225 yuan in xx, completing 38% of the annual sales task, and the payment collection rate 52%, the sales unit price dropped by 13% compared with last year, and the sales volume and payment collection rate dropped by 55% and 32% compared with the same period last year.

I now summarize my experience and feelings in the past three years of sales work as follows:

1. Effectively implement job responsibilities and perform your job conscientiously

As a salesperson, your job responsibilities Are:

1. Do everything possible to complete regional sales tasks and collect payment in a timely manner;

2. Efforts to complete various requirements in the sales management measures;

3 , Responsible for strictly implementing the product delivery procedures;

4. Actively collect market information extensively and compile and report to leaders in a timely manner;

5. Strictly abide by factory regulations, factory disciplines and various rules and regulations;

6. Have a high sense of professionalism and ownership of the work;

7. Complete other tasks assigned by the leader.

Job responsibilities are the work requirements of employees, and they are also the standard for measuring the quality of employees' work. Since I have been engaged in business work, I have always taken job responsibilities as the standard of action, starting from every bit of work, Strictly follow the terms of the responsibilities to require your own behavior. In the past few years, in business work, first of all, I can start with product knowledge, while understanding technical knowledge, carefully analyze market information and formulate marketing plans in a timely manner. Secondly, I often communicate with other regional business Communicate frequently with employees, analyze market conditions, existing problems and response plans, in order to achieve common improvement. In daily work, after receiving the tasks assigned by the leadership, I actively start to complete the tasks on time while ensuring the quality of the work.

In short, several years of practice have proven that business skills and performance as a salesperson are crucial, and are the standard for testing the success and failure of a salesperson's work. This year, due to the inspection and acceptance of the power grid in the northern Shaanxi system, the project was stopped and the rural power system funds were not in place. In addition, the company's own lack of business knowledge, low business skills, and the rapid changes in the market led to poor performance.

2. Clear tasks, be proactive, and strive to complete them on time with quality and quantity

During work, I always understand that there is only a superior-subordinate relationship, and treat everyone equally whether it is within or outside the job. Do not be careless or negligent in the work assigned by the leader. When accepting a task, on the one hand, you must actively understand the leader's intention and the standards and requirements that need to be met, and strive to complete it within the required deadline. On the other hand, you must actively consider and supplement it.

For example:

1. In September this year, the Pucheng branch factory terminated the lease agreement and stopped production. It is estimated that about 80 tons of silica and 20 tons of barite were accumulated in the factory. The lessee had already left. For safety reasons, the leader instructed to transport the materials stored in the branch factory as soon as possible. After receiving the task, he contacted the vehicle that afternoon and negotiated a freight rate. The next day, he followed the vehicle to the Pucheng branch factory and pressed It was originally planned to transport the three vehicles in two batches. During the loading process, due to the inaccurate weight estimation, after the three vehicles were loaded, about 10 tons were left. I promptly reported to the leader and obtained permission and hired two local workers. A tricycle will transport the remaining materials back on the same day at the same freight price, which not only saves time but also reduces costs.

2. In late August this year, I went on a business trip to northern Shaanxi, which coincided with the material bidding of Shendong Electric Power Various Industries Co., Ltd. This bidding involves the purchase of future materials, which is of great importance. After understanding the details, I Report to the leader in time and send relevant information as soon as possible. I know that this bidding is very important to our factory and myself. However, I feel that I have no way to start because I have not participated in a formal bidding meeting, so after careful consideration, I start from the materials. The relevant departments of the procurement unit involved in the bidding process started to collect the details of the relevant bidding companies and product supply prices to pave the way for the bidding. Through their unremitting efforts, they successfully passed the qualification review, business defense and technical defense during the bidding process, and finally succeeded. It paid off, and finally the YH5WS17/50 zinc oxide arrester produced by our factory won the bid in this bidding, which laid a firm foundation for the future sales of the product.

3. Treat customer complaints correctly and resolve them promptly and properly

Sales is a long-term and step-by-step work, and product defects are common, so salespeople should treat customer complaints correctly and treat them as Customer complaints are as important as product sales or even more important, and must be handled with caution.

In the process of product sales, I strictly follow the sales service commitments formulated by the factory. When receiving customer complaints, I should first carefully record the customer complaints and make a verbal commitment. Secondly, I should report to the leadership and relevant departments in a timely manner. After the leadership's instructions, we will work with relevant department personnel to formulate a response plan. At the same time, we should communicate with customers in a timely manner to ensure that customers are satisfied with the solution.

4. Carefully study our factory’s products and related product knowledge, and determine the product varieties that can be represented according to customer needs

Familiarity with product knowledge is the prerequisite for doing a good job in sales. I also pay attention to the learning of product knowledge in the sales process. I can basically answer questions and answers about the uses, performance, and parameters of the products produced by the factory. I can basically master the uses and installation of related products.

According to the factory’s overall arrangement of agent products, and through my own understanding of the northern Shaanxi region, the agent products are divided into two categories: First, products with high technical content and high added value, such as 35KV arresters and 35 fuses and current-limiting fuses, etc. There are problems with the after-sales service of such products; secondly, iron accessories, fittings, bows, cross arms, etc. for 10KV lines. Such products are used in large quantities, but their added value is low and there are many manufacturers, resulting in sales More difficult.

5. Electrical product market analysis

Northern Shaanxi has a large area, but its power grid construction is relatively backward. With the deepening of power grid transformation, manufacturers will target sales to the backward areas in the west. At the same time, the market continues to be refined and competition becomes increasingly fierce. Most of the power units in northern Shaanxi belong to the rural power system. After several years of rural power network reconstruction and construction, only 40% of the reconstruction tasks were completed due to lack of funds, so the regional market potential is huge. The market analysis of the northern Shaanxi region is as follows:

(1) Market demand analysis

Although the northern Shaanxi region has huge market potential, most county bureaus in the Yan'an region are affiliated to the provincial rural power system. Material procurement is organized and distributed by the Provincial Tendering Bureau. Yulin Power Supply Bureau is under the management of the Provincial Agricultural Power Bureau. However, material procurement is unified by the Provincial Tendering Bureau. The procurement model is that manufacturers recommended by the Bureau are reported to the Provincial Tendering Bureau, and the Tendering Bureau To determine the shortlisted manufacturers, to go deeper, the decision-making power for procurement rests with the Provincial Tendering Bureau. However, our factory did not bid and win the bid with the Provincial Tendering Bureau, and the county bureaus in Yulin are under the management of Yulin Power Supply Bureau, so it must be determined by the Yulin Power Supply Bureau and the counties. It is indeed difficult to achieve large-scale sales and the provincial bidding bureau must work hard. According to the information collected so far, whether Yulin Power Supply Bureau continues to transform the power grid depends on the Provincial Rural Power Bureau's allocation. The reason is that the funds required for the transformation in recent years are guaranteed by the Provincial Rural Power Bureau to use assets to offset the loans. According to the current situation of the Bureau, It is no longer able to repay the loan interest. According to the analysis of relevant personnel within the bureau, the power grid transformation in Yulin area may be stopped.

(2) Competitors and price analysis

Through my own understanding of the region in the past few years, there are two types of electrical manufacturers in northern Shaanxi: one is the West Porcelain Factory ( Branch), Shendian, Jiaotong University, Tongchuan Rongxin, etc. These companies entered the northern Shaanxi market earlier and have strong strength. At the same time, they are shortlisted by the Provincial Bidding Bureau. Their sales prices are basically the same as our factory, so they have formed Large-scale sales; the other type is Hebei Baoding Arrester Factory, etc. This type of enterprise entered the northern Shaanxi market late but has a low sales price. The sales price of YH5WS17/50 arrester is only 80 yuan/piece, and the sales price of PRW710/100 is 60 yuan. / branch, such companies basically occupy the field of consignment sales. Summary of the work of sales department staff 3

At the end of the year and the beginning of the year, it is time to take stock of the harvest. In the past year, the sales department, under the correct leadership of the hotel general manager team and the close cooperation of other departments, basically completed the 16-year sales task. The work of the department has also gradually entered maturity from the initial growth period. At the beginning of this year, according to the needs of hotel marketing, when the original staff was organized at the end of the year and the beginning of the year, it was time to take stock of the harvest.

In the past year, the sales department, under the correct leadership of the hotel general manager team and the close cooperation of other departments, basically completed 16 sales tasks. The work of the department has also gradually entered maturity from the initial growth period. At the beginning of this year, according to the needs of hotel marketing, a new sales director was added to the original staffing, responsible for guiding each sales staff to carry out sales work, and checking and tracking to ensure that sales targets are completed on schedule.

With the joint efforts of all sales staff, sales performance has also increased significantly compared with last year. The achievement of performance is inseparable from the substantive and solid work during this year.

Our specific work during this year is as follows:

1. External sales and reception

1. Sales by travel agencies and large teams. Jingshan is known as the emerald in Central Hubei. It is located at the southern foot of Dahong Mountain and the northern end of Jianghan Plain. It is one of the core scenic spots in Dahongshan National Scenic Area. The superior geographical environment and charming and beautiful natural scenery attract different tourists from all over the country. We have established long-term friendly cooperative relations with various travel agencies in Jingshan, Green Forest Yuanyang River Scenic Area and Tangchi Hot Spring to ensure the hotel's group customers. During this period, *** received large-scale team xx families, such as: xx, generating xx yuan in revenue for the hotel.

We have a sales manager to track the arrival of every team and coordinate with various hotel departments to ensure that we provide high-quality services to travel agency customers and improve customer satisfaction. Nowadays, many travel agencies have become our loyal customers, such as: xx. The high-quality and humanized service also allowed them to introduce more new teams to stay in our hotel, which invisibly increased the popularity and reputation of our hotel.

In addition to being known as the hometown of bridges and rice, Jingshan is also the hometown of balls in the province. The Provincial Open was successfully held in Jingshan in November last year. I stayed in the hotel for four consecutive days last year and stayed in xx rooms. This year, the province's youth group, group employee, and adult group football games are still held in Jingshan. There are three games, lasting xx days, with xx rooms occupied, and a total of xx million yuan in revenue for the hotel.

2. Sales to business customers, government agencies, enterprises and institutions. In addition to being a tourist city, Jingshan is also a city of light industrial machinery and the hometown of the national treasure Bridge Rice. Coupled with the government's strong support and investment promotion in recent years, Jingshan's economy is also developing rapidly. Merchants, government agencies, enterprises and institutions traveling from north to south have become one of the most important sources of customers for the hotel. We adopt different sales models for different consumer targets and use flexible sales methods to attract new and old customers of the hotel.

For example: apply for a VIP card with recharge and free gift, provide customers with fast and convenient services for their stay and consumption, ***apply xx VIP cards, ***recharge xx yuan. At the same time, we also signed cash consumption agreements and credit consumption agreements with some customers and units. By the end of the year, we had signed xx cash agreements and xx credit agreements. On this basis, a new signing card business has been added to serve each signing unit more conveniently, quickly and efficiently.

At the same time, we have also developed a salesperson visit record card to follow up with customers in a timely manner, feedback customer information, organize and archive in a timely manner, maintain relationships with customers, and constantly explore new customer sources. The salesperson also began to change from passive selling last year to active selling this year, from disorderly work to orderly work, from no market research and analysis to market research and analysis and industry analysis, and gave appropriate room delivery discounts based on the actual consumption of customers. , directly won a significant rebound in sales performance.

3. Conference Sales The hotel has ***8 large, medium and small conference rooms, which can handle large, medium and small conferences of different sizes at the same time. Our unique hardware advantages and high-quality star-rated services have kept us in a leading position in conference sales in the same industry. During this year, we ***received ***xx meetings of large, medium and small sizes. Among them, there are xx large-scale conferences. xx medium-sized conferences. xx small meetings.

Large-scale meetings include: light aircraft investment meeting, CPPCC meeting, provincial organization department meeting, provincial financial budget meeting, etc. These meetings alone generated xx million yuan in revenue for the hotel. In these large-scale meetings, the department manager led the supervisors, foremen and employees to follow up the service throughout the process. They worked overtime and worked hard without complaint. The work was often extended. Even though they were tired, they always maintained a cheerful spirit, which added to the window image of the hotel. Glory enables every meeting to be successfully completed, and the guests fully affirm and praise our work, forming a win-win situation of economic and social benefits.

4. Banquet Sales The hotel’s catering department has made a qualitative leap overall compared to last year. There are fewer complaints and more compliments from customers. Since the beginning of this year, the catering department has begun to strictly control service standards and product quality, and has the courage to continue to innovate, and its reception capacity has also been greatly improved. While hosting various banquets and conference meals, we also prepare buffets of different specifications.

The buffet at the budget meeting of the Provincial Finance Bureau won unanimous praise from superior leaders. The production of banquet dishes is also constantly improved and perfected. As of today, *** has hosted more than xx banquet tables. Among them, on the 15th, Mr. Sun’s birthday banquet of Jingshan Light Machinery was the highest standard since the opening of the business. We deeply impressed the guests with our first-class service, delicious taste, beautiful environment, both software services and hardware facilities. Make all guests come happy and leave satisfied.

2. Internal management and assessment

1. Internal management

On the basis of last year’s staff establishment, the sales department has added a sales director There are almost no personnel changes. The sales staff each continued the units they were in charge of last year and expanded new customers on the original basis. Comprehensively assist the department manager to complete the hotel's operating indicators, follow up and return visits to all contracted customers and VIP guests, fill in customer visit cards on Fridays every week, provide timely feedback on customer information, ensure service quality and guest satisfaction, and ensure hotel budget indicators of completion.

2. Payment collection and performance appraisal

In order to strengthen the management of the sales department and improve the enthusiasm and initiative of employees, this year we have formulated an assessment plan for sales staff and implemented it according to the Pay for work. Sales staff are required to complete different sales tasks and payment collection tasks according to different peak and low seasons. Sales department clerks promptly update accounts receivable details every week, and department managers and directors urge sales staff to promptly collect and track large bills to ensure the hotel's liquidity.

3. Timely promotion and full-staff marketing

After this year of running-in and development, the sales department has gradually matured its sales work. During the off-season, we launched a series of preferential and promotional activities to thank new and old customers, and launched special rooms on Mondays. We also used the off-season to go deep into surrounding tourist attractions and create a team market. For example, we signed an agreement with Tangchi Hot Spring for room reservation discounts from July to August, and implemented a marketing plan that is popular in the off-season.

July and August are the off-season for guest rooms, but the peak season for restaurants. At this time, we implemented all-employee marketing and performance commission plans to vigorously mobilize the enthusiasm and initiative of all employees. Only in July and August we received *** tables for the entrance banquet, generating xx yuan in revenue for the hotel. The final version accounted for xx% of the market share of the Jingshan entrance banquet.

4. Cooperation among peers, mutual benefit and mutual benefit

In July this year, we cooperated with the Jingshan Tourism Bureau and various tourist attraction hotels in Jingshan to promote the scenery of Jingshan. We were invited to participate in the Wuhan and Guangzhou tours. For publicity and display, we handed over our business card of Jingshan Yufeng International Hotel at the Convention and Exhibition Center. After the exhibition, some teams came here with our hotel's business cards, such as xx. This trip to Wuhan has gained a certain number of external customers for the hotel and achieved a new sales situation of mutual benefit among peers.

5. Existing shortcomings

After one year of work, through the joint efforts of all hotel staff, the achievements are the main thing, but the existing problems cannot be ignored. . Some of these problems come from customer complaints, and some are discovered by self-examination by various departments. The differences are as follows:

1. External sales need to continue to be strengthened;

2. Sometimes the reception work is not careful enough, the details are not paid enough attention to, and the issues considered are not comprehensive enough.