Model essay on sales management summary in the first half of the year

Sales management summary In the first half of this year, the macro-control policies such as the National Eight Articles and the restriction on purchases led to people's wait-and-see mood on the real estate market, which made the original complex real estate market worse. Under this circumstance, with the concern of the company leaders and the support and cooperation of all departments, all employees of the sales management department take the principle of "taking the completion of economic tasks as the center and pursuing the maximization of economic benefits as the first" and the theme of improving service quality, and explore innovative sales channels and business models. Qi Xin made unremitting efforts to complete the economic tasks assigned by the company; Now the main actual sales revenue, main completed work and work plan for the second half of the year are reported as follows:

I. Income of the project in the first half of the year (as of May 3 1)

1-Sales in May:

Xx Garden: 3,389,763.00 Area: 303.03 square meters.

Xx apartment:15,027,931.00 area: 2,830.93 square meters.

Xx Beauty:1244,300 Yuan Area: 198.36 m2.

Subtotal:19,661,994.00 Area: 3,332.32 m2.

1-May sales cash receipt:

Xx Garden: 39 19658.00

Xx apartment: 14 186746.00

Beautiful scenery of Xx: 1, 768,859.00 yuan.

Subtotal: 19875263.00

Second, the main work completed in the first half of the year

1, the sales management system and sales management commission method have been finalized in the middle and late May;

2. The recruitment of real estate consultants has been completed. 4 new real estate consultants and sales assistants 1 person. After many systematic trainings, I am basically familiar with the projects developed by the company and the specific situation of each project.

3. For the smooth development of the daily management of the new development project "Huigu Sunshine", Comrade Lu Ying was appointed as the sales supervisor of the new development project;

4. By the end of May, the preliminary advertisement and venue layout of Tianyuan Fangtao Group jointly organized by Zhuzhou Evening News and Zhuzhou Online have been completed;

In the past six months, we have also increased our return visits to old customers, especially in the maintenance and management of existing customers. After finishing the customer files, the sales staff regularly visit customers every week, on the one hand, to strengthen contact, on the other hand, to keep abreast of customer feedback information and customer consumption trends.

6. In order to broaden the promotion channels, we launched a series of activities around "Ten Years of Hi-Tech, thank you very much" through online platforms, text messages, sending orders and newspaper clippings. On the one hand, it promoted the company, on the other hand, it collected the information of potential customers, which narrowed the relationship between customers while promoting, and also saved customers for the next "Huigu Sunshine".

7. Strengthen the study, communication and training of internal staff.

Iii. Problems and deficiencies in the work

1, citizens hold a wait-and-see attitude, because the current national travel restrictions or price reduction news, citizens stay in a wait-and-see state;

2. The sales team is unstable, especially the lack of experienced sales staff, and the training of sales staff needs to be strengthened urgently;

3. Lack of ability to capture and process information, manifested in the following aspects: a. Lack of ability to grasp market information. In the modern society with highly developed information, some effective information flows around us, but we don't have it. B, the lack of information exchange, so that a large number of effective information lost in vain, passive work. In the future work, we should take effective measures to give full play to the role of information, increase information exchange, strengthen information processing ability and strengthen internal communication;

4. The company rarely plans targeted promotional activities, especially during targeted holidays and major events, which leads to the inability to convey property information and company visibility to the public more deeply, and activities in this area will increase in the second half of the year;

5. Intentional customers generally reflect the high price in the marketing process. At present, similar buildings in the surrounding areas have advantages over our products in terms of price and location, so many interested customers will eventually choose our competitors after comparison;

6. Further strengthen the training of property consultants and improve the quality and professional level of employees. At the same time, in order to build a harmonious and active work team, organize more meaningful departmental activities and improve team cohesion: standardize the work planning of sales staff; Cultivate the work independence of salespeople.

Summary of sales management in the first half of the year Fan Wener has already finished the first half of 20xx in a blink of an eye. In order to better carry out the work in the second half of the year, I made a comprehensive and detailed summary of the work in the first half of the year, with the aim of 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 various tasks 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 the company's leaders at all levels, and with the joint efforts of dealers, the market sales of xx was 6,543.8+0.57 million yuan, accounting for 52% of the annual plan of 3 million yuan, with a year-on-year increase of 654.38+0.26% and a repayment rate of 654.38+0.00%. Low-grade liquor accounted for 465,438+0% of total sales, down 5 percentage points from the same period last year; Mid-range wine accounted for 28% of the total sales, an increase of 2 percentage points over the same period last year; High-grade wine accounted for 365,438+0% of the total sales, an increase of 3 percentage points over 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" sales strategy, unified price labels were placed on all terminals to make the sales price of products meet 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 xx shopping plaza in Chengxian County, and its products are all 52 series products. The two hotels are xx Hotel and xx Hotel, among which the products on xx Hotel are four-star, five-star and eighteen-year, and the products on xx 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 "xx wine", establish brand image and further establish consumers' brand loyalty, according to the unified publicity logo stipulated by the company, we contacted and assisted advertising companies to produce 35 kinds of advertising billboards, including 29 tobacco and alcohol retail outlets and restaurants, and 6 other forms of billboards.

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. Summarize and analyze the sales situation in 20xx years according to dealers and individual items, so as to make 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 sales. In view of this, I intend 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 3 million, and strive for 3.5 million.

1, study hard and improve your professional quality.

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

2. Further expand sales channels.

The sales channels in xx 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 the sales strategy 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.

20xx Summary of Sales Management in the First Half of the Year Fan Wensan's Sales Department conscientiously implemented the spirit of the group company's instructions on doing a good job in the market sales of refrigeration units. Under the correct guidance and management of the company's leaders, the sales department greatly enriched the sales front-line business personnel and organized training, paying attention to the construction of the agent sales network of key fishing ports and the consolidation of target customer groups. The agent sales networks of major fishing ports in China have been established one after another, and the communication and coordination ability between salesmen and agents has been gradually enhanced. In the process of market development of refrigeration units, we constantly explore new methods and new ideas of agency sales. Judging from the current sales situation, our sales work is showing a good development momentum. This paper briefly summarizes the sales situation and existing problems in the first half of the year, and puts forward some views on the next work of the sales department.

I. Composition of sales department members

At present, there are 9 business people in the sales department, and the shortest time to arrive at the company is only 3 months. After many times of systematic training, they have been basically familiar with the technical performance and structure of refrigeration units, as well as the relevant processes of agency sales operations. For these nine business people, we divided the tasks according to business objects and priorities. In the case of relatively few business people, each business person is both a salesman of the end customer and an agent supervisor, which not only highlights the focus of business work, but also prevents gaps and loopholes in the market. At the same time, in the case of overall sales, the sales minister conducts on-the-spot inspection and supervision on all branches from time to time, communicates face to face with agents, and discusses the sales situation of refrigeration units in different seasons, so that the work of the sales department develops steadily.

Second, establish a systematic business management system and methods.

On the basis of summing up last year's work and the exploration in the first half of the year, a set of management methods suitable for the sales team and business development of agents have been initially established, and various methods are being put into trial operation. First of all, formulate the "Sales Staff Assessment Method" to clearly standardize the attendance methods, daily work priorities and established customer goals of business personnel; Specific requirements are also made for each specific work content. Secondly, the "Business Management Measures of the Sales Department" was issued, which further refined the basic ideas of business development after the delivery notice, such as delivery preparation, delivery process, unit installation, unit operation after installation, etc., so as to achieve "everything has requirements and everything has standards." Third, the agency sales contract has been formulated and standardized. On the basis of the original agency sales contract, we ask the group's legal adviser to re-standardize the agency sales contract. When signing a contract with an agent, there is basically no phenomenon of late signing and non-signing because of the formulation of the contract. Fourthly, a business office meeting system of "summing up problems and improving ourselves" has been formed. After each business trip, the business personnel first report to the sales department, and the sales minister will hold a business office meeting to find out the problems in the work in time, adjust the marketing strategy, respect the opinions of the business personnel, and take the market demand as the guide, which greatly improves the work efficiency.

Third, unify thoughts and correct attitudes.

From the beginning of the establishment of the sales department, we stood in the perspective of looking for strategic partners and worked with the company to find ways to quickly promote the market of refrigeration units. Adhere to the direction of combining short-term benefits with long-term plans, on the one hand, find agents with good influence and promotion as soon as possible, on the other hand, do a lot of basic work, go deep into fishing ports, understand and master the basic situation of fisheries in all parts of the country and fishermen's ideas, benefits and preservation needs, expand fishermen's awareness of products, and pave the way for comprehensive promotion of the market in the future. And try to use the existing price system in the market to ensure the interests of the company. We have been insisting from the beginning to the present, full of confidence in the products, regardless of the cost of efforts.

Fourth, build and consolidate the terminal marketing network of agency sales.

In our work, we mainly guide the sales of agents and help them establish their own sales network as soon as possible. At the beginning of the establishment of the agency sales network, we strengthened the inspection of agents and received more than 30 agents from all over the country to visit the company. Finally, we selected eight powerful agents as the key inspection and training targets. Now five agents have signed agency contracts, one of which is the general agent in Australia and New Zealand. The other four are Wang Xun, the special agent of Zhejiang Zhoushan Dinghai Jieyu Co., Ltd.; Shi Zhiwei, general agent of Xiamen Dezhi Trading Co., Ltd. in Fujian Province; Shao, general agent of Guangdong Province; Zhang Defeng and Shi Limin are the general agents in Hainan Province. In our work, we set tasks, deadlines and burdens for agents. Under the supervision of sales staff and occasional phone calls from backstage staff, the responsibility of agents is enhanced, the coordination ability of business personnel is improved, and the marketing art is also well exercised. Judging from the recent market information fed back by agents, under the unified guidance of the sales department, agents all over the country have gradually established their own sales networks, which has strengthened their confidence in the sales prospects of our refrigeration units.

Five, constantly sum up and vigorously promote the good practices and experiences in product sales.

At present, due to the serious impact of rising international crude oil prices, as well as the reduction of fishery resources, high fishing costs and high risks, most fishing boat owners choose to operate at sea, and a few even stop their boats. Only a few fishing boat owners move their operating areas outside, which directly affects the sales of our products. At the same time, because a few fishing boat owners have moved their working areas outward, it has provided a platform for our product promotion. On the other hand, the amount of ice used by fishing boats docked at ports and at sea is less, which reduces the investment desire of fishing boat owners. But overall, with the further promotion of products, the market prospect of fishing boat tail gas refrigeration unit is very broad.

(a) achieved good results in the demonstration work of key fishing ports.

In March, before the fishing boat docked, in order to make fishermen have a comprehensive understanding of the refrigeration unit, under the leadership of general manager Wang of our company, we organized technical backbones and business personnel to conduct on-site exchanges in several large fishery markets in South China, such as Fujian, Guangdong, Guangxi, Hainan and Zhejiang, to demonstrate the refrigeration effect of the unit, which achieved good results and basically achieved the goal of making fishermen have a new understanding of our products. Excluding the fishermen's technical doubts about this new product, the boatmen basically agree with our refrigeration model and economic benefit analysis. Because they have never used this product personally and have not asked too many questions about this product, many captains who want to buy it invite us to measure their fishing boats. At the same time, we also established cooperation intentions with Fujian ship inspection departments and individual fishing companies, and signed two purchase contracts with Fujian agents, which strengthened the confidence of agents in acting as agents for our products.

(b) Television advertising ensures that products have a chance to occupy the market.

In the process of sending business personnel to various fishing ports to promote products to end customers, we provide TV advertising support to agents. It ensures the favorable opportunity for products to occupy the market quickly, and truly forms an organic combination of the three networks of heaven (advertising), land (company) and people (business) between agents and fishermen, which meets the advertising support requirements of agents.

(3) Actively go online to further consolidate the market position of products.

In view of the slow sales speed, we carefully analyzed the reasons leading to this situation, and held a market situation analysis meeting for business personnel in time. Finally, we decided to take the upper route, so we actively established cooperative relations with provincial science and technology bureau, ship inspection department and fishery company. Through our coordination and in-depth work, we have achieved the result of installing four units in Shandong Shidao Lidao Aquatic Products Company. On the one hand, it can thoroughly test the performance of the unit, on the other hand, it has established its position in the Shandong market, and the most important thing is to eliminate it.