Suggestions on improving sales work

Suggestions for improvement of sales work 1 1. Basic problems existing in current sales management

Since I entered X Germany, I have made a partial understanding of the related problems existing in the material sales management in X Germany. At present, the simplification of sales management, the simplification of salary system and the lack of overall control over the market and engineering projects are the three main factors restricting the sales of materials in X Germany. Whether the company can objectively analyze the above problems and make appropriate improvements is the key to the healthy, sustained and stable growth of sales work.

Second, X analysis of the problems existing in German material sales management

(A) Problems in sales management

1, lack of perfect sales analysis and summary.

Judging from the company's existing sales data, there is a lack of relatively perfect sales analysis. There is only a description of project follow-up every month, but no specific product sales analysis can be seen; There is no accurate analysis of the sales staff's project follow-up, lack of specific guidance and appropriate participation; Lack of analysis of the operation mode of competitors' markets; Can't see the refining of the company's product market operation advantages; Did not analyze and summarize the monthly work of sales staff; The company lacks the evaluation, examination and analysis of the monthly and quarterly work of sales staff; The company is not clear about the working state and mood of the sales staff. The result of this is that the management of sales is relatively extensive, and the role that sales management should play is difficult to achieve; Lack of standardization in sales; Lack of sensitivity to overall sales trends and market dynamics. Therefore, the value, effectiveness and predictability of sales activities are greatly reduced. The effectiveness of sales mainly depends on the personal consciousness of sales staff. This is very unfavorable to the long-term healthy development of the company's material sales.

2. Lack of accurate grasp and analysis of the actual operation of the project.

At present, the company does not have a good grasp of the actual operation of the project, and basically relies on the free play of the sales staff. We generally believe that sales can only be managed well if everything of salespeople is managed well every day. At present, whether the sales staff do their best in the project follow-up, whether the working methods are correct, whether they grasp all aspects of the project operation accurately, and how the work is sustainable, stable and effective can only depend on the results. Due to the lack of accurate grasp and analysis of the actual operation of the project, the company lacks an understanding of the market and competitors and an accurate measure of the working status of the sales staff. Moreover, the key factor for the success of the project has become the personal problem of the sales staff. To some extent, the key information of project operation and engineering customers is in the hands of sales staff, which is not good for the company.

(b) The current one-size-fits-all salary system is debatable.

In order to strictly control sales expenses and simplify sales operations, the company implements a system of no basic salary for salespeople, hoping to turn salespeople into distributors. Speaking of the core reason for the change of salary system, in fact, it is because the company's sales management is not detailed and perfect enough, which leads to high sales expenses.

1, the basic salary of sales staff is essential in principle.

In any case, the basic salary of sales staff is essential. The key to cost control is not the cancellation of basic salary, but the systematization and scientificity of sales management and the rationality of cost control. Salespeople are bound to need basic living expenses. Too simplified operation is not conducive to normal sales work. Since the salesperson works in the company, it means that the company recognizes him. If you don't admit it, you will be dismissed. From the aspect of sales management, every system needs to listen to the opinions of sales staff when it is launched. The current system is acceptable to some people, but most salespeople have complaints. At present, the reason for the low turnover of sales staff is that everyone has some engineering courses. Without the basic salary, the market investment and work enthusiasm of sales staff will inevitably be affected. For example, you should run three times. Considering the cost, you may only run once or twice. For example, the design of solutions to key problems in the project will be carefully considered, because the expenses will be paid by ourselves. Once the budget is exceeded, the sales staff will waver. In this way, the transaction rate of the project will inevitably drop compared with last year. And a decent project won, travel expenses, hospitality and other expenses are considerable. If there is no breakthrough in some sales staff's engineering projects in a short time, they will inevitably find another way out or work part-time at the same time out of consideration for their lives. This will inevitably reduce its focus on the company's work. After half a year, it is likely that only a few people are willing to stay. I don't know what the company's long-term consideration for material sales is.

The salary of the secretary shall be borne by the company.

Now almost all the expenses are paid by the sales staff. It seems that the company saves a lot of trouble, but there are also many problems caused by it. The secretary has virtually become a supporting role of the sales staff, and all work must be obeyed by the sales staff. In fact, the secretary's job is part of the company's overall sales system. This makes the secretary's management and work measurement very vague, and also makes the company's overall sales management very strange. In my opinion, the value of the secretary is measured by the company, and the work content and effectiveness are also determined by the company. We can't turn the secretary into an accessory of the salesperson. This is not good for the overall sales management, and it is not good for measuring the effectiveness of secretarial work.

Third, thinking about the transformation of X Germany's material sales model.

Obviously, the company wants to change the sales model of X- German materials. But at present, I think the gradual change strategy may be more useful. The analysis is as follows:

1, principle of sales model transformation

Enterprises need to accurately judge the relationship between the choice of sales model and the growth of product sales. The transformation of the model requires many conditions, and a mature transformation model can avoid the possible impact on market operation and project competition. In view of the different stages of the company's business development and different considerations of the overall business expansion, on the one hand, we should consider the more effective sales model in the industry, on the other hand, we should consider the actual market performance of the company's products. It is necessary to dialectically analyze the different effects of different operating modes on the market; Analyze the success or failure factors of previous market operation; Need to discuss how dealers in the industry operate the brand; We should make good use of existing channel resources and channel strength.

2. Conditions for a salesperson to become a distributor

It is conditional for a salesperson to smoothly transform into a valuable distributor of the company. Try to explain it as follows: (1) The sales staff has strong ability and certain network resources; (2) Sales staff can operate in a certain area for a long time; (3) Sales personnel have a certain financial foundation and have the ability to invest in projects; (4) Sales staff have strong confidence in the company's products and can keep up with the company's development requirements; (5) The sales staff has made great achievements, and the current project is well followed up; (6) Salespeople are good at considering how to operate the project from the best combination of profits and products, rather than simply considering the transaction; (7) The sales personnel have the ability to keep good relations with the key personnel needed for the project operation all the time, and have continuous investment. How many salespeople in the company have all the above conditions at present? I'm afraid it's hard to say how many people there are. Therefore, according to the different situations of sales staff, we can consider more than two market operation schemes.

Suggestion 2 on improving sales inadvertently, 20XX has quietly left. The pace of time has taken away the busyness, worry, depression, struggle and persistence in my heart, so that I still stick to my post. 20XX project performance 20XX work summary 1 month busy with annual summary and annual report accounting;

In February, I received the company's new annual work arrangement, worked out the work plan, and prepared for delivery in Building 9; Deliver buildings 9 and 12 in March, April and May, and communicate with Mr. Liu, the planning department, about the tail house sales plan of the project. I also put forward some ideas about the tail rooms and unsold garages and storage rooms in Jinxiu Jiangnan. With the consent of the developer, Jinxiu Jiangnan held the "Nanchang County Primary School Painting and Calligraphy Competition" and "Nanchang County Middle School Students Composition Competition" in June and July respectively.

It is hoped that with the assistance of the County Education Bureau, the reputation of Zhong Lei real estate will be improved through various activities, and the cultural connotation of Splendid Jiangnan will be enriched. Of course, the ultimate goal is to add fuel to the fire for sales. Unfortunately, the sales did not achieve the expected results, but it is gratifying that the activity itself has been affirmed by the owners and all walks of life.

Problems existing in xx years' work

1, Jinxiu Jiangnan Phase I property right certificate took too long to issue, which caused the owner's dissatisfaction;

2. Although the second phase has been delivered in advance, some owners have delayed delivery due to housing quality problems. Although it is well coordinated with the engineering department, they just accept the reflection and do not solve the problem;

3. At the end of the year, the agency fee was in arrears;

4, sales staff training (professional knowledge, sales skills and on-site response) is not in place;

5. Frequent turnover and replacement of sales staff are unfavorable to both the company and the sales staff; There are some shortcomings in communication with developers, and problems can not be solved in time through consultation with developers, especially with Mr. Li, which once caused tension. The work plan for xx year does have a new look in the new year. The company's commercial project Xingyun Entertainment City in Li Antang is in full swing before entering the market. This new task was also received at the end of the year and the beginning of the year. X has always been planning first in the early stage, and developers also trust the planner Huayang from a preconceived perspective; I encountered some troubles when I participated in the project, but I believe this situation will be improved through my sincere communication.

New year's resolution:

1, I hope Jinxiu Jiangnan can settle the account smoothly.

2. Collect the data of Xingyun Entertainment City, train sales staff for Xingyun Entertainment City, and do a good job in customer accumulation and analysis of Xingyun Entertainment City during the New Year.

3. Participate in project planning and make a beautiful turnaround in the Xingyun Entertainment City project.

4. Try to pass the broker qualification examination this year.

Suggestions for improvement of sales work 3 Looking back on the past 16 months, the leaders gave many opportunities, and with their own efforts, they did a lot of things, feeling very fulfilled. Especially in doing the following things, I have benefited a lot. Looking back now, I feel a little relieved that I didn't waste this one.

First, actively participate in various activities carried out by the company.

This year, in order to let managers release the pressure brought by work, the company organized many travel plans. March 8 is Women's Day, and the company organized office clerks between two factories to take a one-day trip to Chimelong Happy World. May 1 The night before, the company organized all managers in Panyu to go to karaoke. On July 29th, I went rafting in Huangtengxia, Qingyuan with my colleagues in Panyu Office, and stayed in Xinyinzhan Hot Spring Hotel, Qingyuan for a hot spring bath on July 28th. On September 29th, two days before the National Day, I took a one-day trip to Changlong Water Park with my office colleagues. In addition, there are different activities every month, and everyone actively participates. This is the most active year since I joined the company for three years. This represents the company's continuous progress, continuous growth, attention to the interests of employees and physical and mental health results.

Second, do your job well.

1, sense of responsibility and dedication. This is a very important point of our Hua Xun company, which can be said to be one of the essences. Everyone's experience and knowledge level are different, which determines that everyone's ability to do things will be different, but in many cases, whether the work can be done well is not determined by ability. In practical work, a considerable part of the work is not done by ability, but by a strong sense of responsibility to the company, the department and ourselves. Dedication comes from responsibility, and a person who has no sense of responsibility cannot be a person with professionalism. It can be said that a strong sense of responsibility and responsibility is the primary requirement for doing a good job in documentary work, and it is also the most basic quality that business documentary personnel should have.

2. Diligence, unity and mutual assistance. Documentary work is a trivial and tedious work, especially in foreign trade, with many attachments and troublesome procedures. A little laziness may leave a hidden danger for mistakes. An order is often completed by many departments, and the strength of one person is very small in the whole work. Only by uniting and cooperating can we ensure the smooth completion of the order.

3. Be careful and work hard. Only in this way can we avoid our own mistakes, find out the possible mistakes of customers, put an end to some mistakes at the source and reduce the waste of manpower and property. All the 1 orders I operate are like this. Because the plates were not tested for hardness before leaving the factory, they were found to be unqualified in Taiwan Province Province, and all of them were returned by customers. It can't be taken out of the customs by the end of 65438+February, resulting in human and property losses of the company. Looking back, if these mistakes can be found and handled in time, there will be no serious consequences. You can imagine. I think as our business merchandiser, I can only clearly understand from the bottom of my heart that anyone may make mistakes, but as long as you work hard, you have clear quality requirements for each batch of products, and you passed all the tests before leaving the factory, so as to find and reduce the occurrence of mistakes in time. Making mistakes and getting rewards at home and abroad is the biggest slowdown and waste. Making fewer mistakes means reducing costs, and production and operation are the same.

4, the spirit of suffering. To be a merchandiser, you must have a hard-working spirit. For our merchandisers, sometimes we have to let the employees in the production department make good quality products, and sometimes we have to go down to the production workshop to personally supervise the work, guide the employees to produce perfect products according to customer requirements and their own experience, and learn from them about the production process, which is convenient for our work to be carried out better.

Third, handle the relationship with customers and external cooperation units. Learn to be a man, handle relationships and do things well. Just like the relationship between countries: there are no eternal friends and enemies, only eternal interests. In essence, the relationship with customers and external cooperation units is also the same. It is precisely because cooperation can bring benefits to both sides that the cooperative relationship between the two sides will arise. As a businessman, the most direct pursuit is profit. No matter how good you are, it's no use to him if you have no money to earn. If there is money to earn, other requirements can be appropriately reduced. Recognizing this, when dealing with relevant subjects, we can take a good measure, laugh and scold, and put it away freely.

Looking back, I feel that I have made some insignificant achievements-of course, these achievements include the unremitting care of the leaders and the great assistance of my colleagues-but at the same time, I also deeply realize that I still have many shortcomings in my work, which need to be further studied and improved in the next stage of my work.

First, further strengthen the efforts to learn from leaders, colleagues and customers, and constantly improve themselves. There is no end to learning, especially for us young people, we should always keep an open mind.

Second, strengthen the sorting of order data and straighten out the order data in the folder. This was not done well in the past, mainly because I didn't fully realize it from the bottom of my heart and didn't develop good habits.

Third, strengthen the study of product knowledge, production technology and processing technology knowledge. This is a knowledge that our business documentary is generally lacking at present, and it is also very important. As a merchandiser, if he lacks this knowledge, his knowledge structure is incomplete and impractical for operating orders. It would be great if the company could organize and strengthen training in this field.

Fourth, further standardize your own workflow and strengthen the planning of your work. Standardized workflow can greatly reduce the probability of mistakes. In the new year, we should strictly follow the standardized process to operate orders, avoid some low-level mistakes, reduce confusion and develop good work habits. Strengthen the planning of your work, avoid forgetting what you should do, reduce forgetfulness and change your impatient personality.

Fifth, if there is an opportunity, we should go out and develop more customers, improve our business capabilities and further develop and improve our capabilities in all aspects.

Sixth, strive for more opportunities, play a greater role and make due contributions to the development of the company in all aspects.

In short, I will proceed from my own actual situation, give full play to my advantages, take various targeted measures to make up for my shortcomings, constantly improve my abilities in all aspects, seize the great opportunity of our leap-forward development, work hard, make positive progress, work hard together with my colleagues in the Ministry, do my best to do my job well, and make my due contribution to the completion and rapid development of our company's business objectives.

Four xx years passed quickly. In this nearly a year, I have gained a little through hard work. At the end of the year, I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.

I came to work in the company in March this year and started to set up the marketing department in April. Before I was in charge of the marketing department, I had no sales experience in the cosmetics industry. I lacked sales experience and knowledge in the cosmetics industry just because of my enthusiasm for cosmetics sales. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often consult the cosmetics manager, several leaders of Beijing head office and other experienced colleagues to seek solutions to some difficult customers and study targeted strategies, which has achieved good results.

By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the cosmetics market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, my ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, I can now come up with a relatively complete plan to deal with some emergencies. For a project, you can always operate.

Existing shortcomings:

I don't know the cosmetics market deeply enough, and I have a weak grasp of the technical problems of the products, so I can't explain them clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.

I have been selling cosmetics 1 for many years. While learning the essence of others' experience, we are constantly summing up our own experience and improving our own shortcomings. I think as long as you do the work you have to do every day with your heart, there will be no worries about business. So what is the work that must be done every day? I have roughly summarized the following points.

One: The overall image of the store is the "face" of the store. Let it give customers a clean, tidy and attractive feeling every day, and don't want to miss it when passing by it; The specific work is: the first thing to do when opening the door is to stand outside the store and carefully observe the overall feeling and hygiene, including the two sides of the door and the door glass. If you look comfortable, customers will feel comfortable.

Two: In-store hygiene is very important. There must be no dust on the exhibits and containers, and the ground should be bright and clean. The specific job is to keep cleaning carefully every day, so that customers feel comfortable when looking at the exhibits from any angle. Wipe the floor well and give customers a clean feeling as a whole.

Three: the product should be placed beautifully, which will unconsciously improve the grade of the product and make it clear to customers at a glance. The specific work is to change the position and color collocation between products and the collocation of strains every day.

Four: The clerk's personal image makeup should be decent, because good image makeup is more convincing in the sales process. Especially beautiful makeup can help the sales of make-up products. The specific job is to refine your makeup and check the other person's instrument makeup.

Five: Our warm service and professional language are very important. No one will refuse your enthusiasm, even if you don't buy it today, because you are enthusiastic and professional, and I believe she will come again one day. The specific job is to serve every customer with a smile, explain sales with the most professional knowledge, and give customers a feeling of being at home.

Six: Do a good job of daily customer files, insist on new members every day, and go back to the store to visit old customers every day. The specific work is: every day, new customers should carefully record their contact telephone number, age, skin type and work industry, so as to accurately inform and resell when engaging in large-scale activities. Contact several old customers every day and ask them to send new samples back to the store to sell.

Seven: Listen to every customer's opinions or suggestions with an open mind, which will help us to better improve the store. The specific work is: record the opinions and suggestions of customers clearly every day, which is our most valuable improvement plan and will also give customers a feeling of attaching great importance to her.

Eight: try to sell more every day. The specific work is to sell products to more customers, and sell more products to each customer. Every little makes a mickle. These are two ways to increase sales. If you do it carefully and patiently, customers will feel that the service is thoughtful.

Nine: Make up the missing products before work every night. The specific work is: check the sales route of the previous day, and the missing items in the sales area can be filled in time to facilitate the normal and smooth sales of the next day.

Summing up the normal work that should be done these days for the time being, I feel that there are still many shortcomings, waiting for further progress in my study. Do everything with your heart, work hard and you will succeed.

Sales improvement suggestion 5 1, plan

Planning is a guide to practical action. Careful planning can get twice the result with half the effort and promote improvement measures. Plans are divided into future development, annual, quarterly, monthly, weekly and other big plans, as well as a specific work plan for an action, such as meeting process arrangement, visit to the point of sale preparation plan, personnel division of labor arrangement, etc. When making a plan, it should be as detailed and comprehensive as possible, taking into account the time, place, object, personnel, goods, tools, environment, transportation, expenses, goals, result prediction and other factors, so that the plan is easier to implement, and the stronger the operability, the easier it is to achieve the target value.

2. Text form

Written expression is easy for others to understand your meaning, and will not cause deviation in specific implementation because of personal expression obstacles (such as dialect, formality, carelessness, misunderstanding, etc.). ), which is helpful to save time and improve the effect. The written description is required to be concise and to the point. When there are many words, you should first make clear the theme or key points, and then elaborate at different levels. Only by keeping and forming habits for a long time can you make your work more orderly.

Step 3 coordinate in advance

This is also an important aspect to improve work efficiency and achieve goals. Coordination in advance will make the variables in question much smaller, and will also make a lot of uncoordinated work go smoothly, reduce the possibility of failure, and have little or no impact on other aspects. For example, book the venue in advance, apply for sending a car in advance and so on.

4. Commitment system

The commitment system requires us to either say nothing or keep our word. As a business person, punctuality and trustworthiness are very important. It is impolite to make an appointment with a customer but be late or inform the other party that they can't go when the time is up, which will damage the company's image and violate the promise. Here, I ask you not to make promises at will when negotiating with customers, let alone promise sales, price, service and other terms to superior agents as the personnel of the head office. Even if environmental conditions permit, be careful and don't talk too hard, otherwise a little deviation will make you completely fail, not just lose a business.

5. notice; pay attention to

For the sending of information notice, in order to ensure accurate and timely delivery to the recipient, in addition to written fax, e-mail file and other forms, you must also contact by telephone to ask whether you have received it, and briefly state the main points of the information you want to convey, such as time, place and requirements for it, so that there will be no deviation or error. If you do, you are not responsible for the deviation.

6. Don't assume

As the saying goes, "what you hear is false, what you see is true", and you should never make assumptions, so that the information you get can be the most accurate and true, and you can evaluate a person or a thing fairly, thus avoiding the occurrence of "unjust, false and wrong cases". For example, to understand the sales situation of customers, it is necessary to have detailed purchase, sales and storage information, rather than introducing customers optimistically and inaccurately; To evaluate the work performance of subordinate members, we should understand his work plan, work record, work summary, others' evaluation and so on, and finally give a comprehensive evaluation, model essay "Sales Work Improvement Measures".

7, meticulous and comprehensive

People often say that "you can't eat hot tofu if you are impatient." Although you don't need to do any chewing, there are still many people who are burned. This is because they didn't treat the problem seriously and comprehensively. Here, we are required to be meticulous in everything, think about every possible existence as much as possible, and then deal with it one by one. Don't rush blindly, or it's too late to regret it. For example, in the preparation before the visit, on the one hand, we should have a detailed and comprehensive plan, make an appointment, coordinate and set goals, on the other hand, we should do a good job in preparing articles, documents and cards, and finally, we should check every job to see if there is anything missing, so that the quality of the visit can be high.

8. Continuous improvement

"If you don't accumulate wealth, why do you travel thousands of miles?" In any job, you will inevitably encounter setbacks, failures and some bitter successes. Do a good summary of everything, including successful experiences and lessons of failure, and your chances of success in the future will be greater than others. Therefore, we should take it seriously when summing up and practicing, so as to improve ourselves in all directions.

9, overall consideration

"Overall consideration" will be easier for people who have played Weiqi. As the leader of a group, you should consider everything and every action thoroughly, figure out which is the key and which is the secondary, grasp the main contradiction and make accurate decisions, so that you can control the overall situation. For example, we will assist a regional market and separate big customers from small customers after the first detailed and comprehensive cleaning. From the second time, we should seize the main customers and focus on "conquest". When this problem is solved, sales will naturally rise. If we spend our limited time unreasonably on each point of sale, you will find that there is not much improvement in the big point, and it is useless to improve the small point, because it will not affect the overall market.

10, team spirit

People often inadvertently express the difference between foreigners and barbarians: China people are dragons and Japanese people are pigs. However, China has only changed from a poor country to a developing country, while a small Japanese country has become a world economic power. Among them, team spirit is one of the reasons for their success. Business development department is a team, and every ranger is a team. We should carry forward the spirit of unity and cooperation, give full play to the overall advantages of teamwork, and let everyone have a sense of collective honor, pride and belonging, and do a good job in the current work.

1 1, law of focus

Put 80% of your energy into 20% of things, so that you can be more professional than others, that is, stick to the principle of concentration. As one of the company's ideas, I won't go into details here.

12, what can be done today will never be done.

If you don't finish today's work, your desk will get higher and higher. Before long, Song of Tomorrow will be your portrayal. The high quality of work comes from the excitement every day. More importantly, we can't really be excited every day, so we should at least finish our daily work with a relaxed attitude and meet the next day's work, and the excitement will appear on you.

13, according to the procedure.

The improvement of work efficiency benefits from the improvement of efficiency in every work link, and the achievement of excellent results comes from the dribs and drabs of returns. We can't expect shortcuts to everything. We must work hard step by step and follow the procedure. Standardizing the terminal and strengthening the display of each sales point are the first steps to continuously increase sales. Only by taking this step well can our future work become meaningful.

14, do the best if you want.

BBK's enterprise spirit is "do the best if you want to do it", otherwise you will accomplish nothing and become a mediocre person. Or you can do your best and become an expert. Keep a normal state of mind, adhere to the law of concentration, treat everything properly, make a careful action plan after careful consideration, give full play to the spirit of unity and cooperation, implement it in an orderly manner according to procedures, and constantly sum up and improve in the work. Of course, you can do your best.