Suggestions and improvement opinions on sales positions

Suggestions on sales position and improvement 1 leaders:

With the care and support of the leaders, I have made great progress after nearly two years of sales work and market running-in and exercise, but I am still a relative newcomer. I can't say that I have any opinions or experience. I can only talk about my own experience, immature ideas and suggestions. I hope to get your correction.

First, the sales team building

The sales model of additives is very different from traditional veterinary drugs and trade products. The requirements for sales staff are also different. The sales of feed mills, especially large feed mills, need comprehensive things, such as professional background, interpersonal communication, service ability and social resources. In order to achieve the goal of equal dialogue with customers or customers are willing to talk.

Therefore, additive sales need a strong sales team and its supporting sales system. It is suggested that on the basis of cultivating existing personnel, we should recruit experienced new people for the business of feed mills and introduce fresh blood. Formulate appropriate loose and flexible sales policies, recruitment, training, assessment, incentive mechanism and salary system.

Second, product development ideas.

1. Develop and introduce new products. Even acting as an agent for new products.

2. Cooperate with units or individuals with technology or patents. Transform results by using cutting-edge platforms.

3. Interdisciplinary and market demand. R&D colleagues can get more contact with the market and get more development ideas.

4. Establish a reward system for new product development. Encourage all employees to participate in innovation and development.

Third, strengthen market analysis.

1, which is more detailed in terms of products, prices, channels and promotions.

2. Analyze, distinguish and highlight the advantages of competitors.

3, the selling point of the product, cost performance

4. Strengthen the interaction with the market, and establish cutting-edge brands and influence on the market through advertising, conferences, sponsorship, etc.

Fourth, customer development ideas.

1. In principle, key big customers sell directly, and key big customers outside the province have salesman regional direct sales. In other cases, if you need more services, you can go through a middleman. Small customers can go through the dealer.

2. Be a customer with the help of other forces. Through industry consultants, consulting companies, authoritative organizations, service organizations and so on.

3. We can consider project outsourcing, customization, project cooperation, horizontal projects and other forms to integrate more resources.

4. Develop other types of strategic customers. Including brand cooperation, laboratory leasing, cooperative research and development, OEM, patent leasing and other strategic cooperation customers. Consolidate long-term strategic partnership and expand business volume.

Verb (abbreviation of verb) after-sales service

This is also our advantage. Continue to maintain and increase efforts.

Sixth, the incentive mechanism.

1. It is suggested to increase the commission or reward for key products, new products and high profits.

2. Sales expenses are also linked to sales performance.

Seven, emancipate the mind

Under the premise of not violating the principles and regulations of state units, adopting more flexible ideas or policies is conducive to mobilizing the enthusiasm of new and old employees and improving their performance.

Because I haven't been in the sales department for a long time, the above suggestions and ideas are definitely insufficient or even wrong. I hope to get your criticism and correction.

Thank you for your understanding and trust!

Suggestions and suggestions for the improvement of sales positions II. Dear boss:

Hello everyone!

I personally attended the meeting held by the company on the morning of 26th. In order to better implement and implement the contents of the meeting, as the person in charge of the rental store, my assistant and I put forward the following opinions on the company's sales in this snow season, hoping that the company's decision-making level will understand the immature consideration.

First, increase the depth and breadth of publicity and make a fuss about the details.

Propaganda is the mouthpiece of the enterprise, which is related to the visibility and influence of the enterprise and directly determines the economic benefits of today's snowfield. Upgrade can be done from both software and hardware. In terms of software, for example, opening a "chairman's blog" or "general manager's blog" can keep pace with the times and keep up with the trend; Secondly, it can play the role of external publicity and customer communication. But also has low cost, simple method and strong operability. You can let the company staff draft blog content, and then the decision-making level will review it and post it online. Snow resort can participate in some public welfare activities in society, realize mutual benefit and win-win between snow resort and society, and win economic and social benefits at the same time. In terms of hardware, such as making a batch of desk calendars, which cover all the information of Shi Jinglong ski resorts and give them to the audience. In terms of publicity, we should constantly supplement and improve the corporate culture. Strive to "exchange small for large", with minimum input and maximum output.

Two, the establishment of "home visits, follow-up services" system.

Provide after-sales service based on team customers and supplemented by individual customers. Because customers are the parents of the service industry, a casual phone call back to listen to customers' nagging, complaints, opinions and suggestions may bring us a group of new customers in the near future, thus "leaving complaints to Xueyuan and bringing satisfaction to relatives and friends". Once the system of "home visit and follow-up service" is established, it can achieve twice the result with half the effort in maintaining the existing customer relationship and preventing customer loss. If there is one percent hope, we must make 100 percent efforts.

Third, brainstorm and mobilize the middle-level "think tanks" to speak out.

The middle-level leaders of ski resorts, especially those with rich experience and deep qualifications, are the backbone of enterprises. They work long hours, understand the current situation of the industry and have a wide range of communication. They should all be involved in providing advice and helping with sales. It is suggested that the middle level of each department submit written sales suggestions to the company. The next step to broaden your horizons is to broaden your financial horizons. For example, this department suggests following the practice of setting up donation "merit boxes" in many scenic spots and tourist attractions, and setting up a "wishing tree" in the rental store to provide cards and pens for customers to leave messages, and charging a certain fee (1 yuan/card).

Fourth, improve administrative efficiency and make way for sales.

On the premise of focusing on the overall situation, we should delegate some powers, handle special affairs, adhere to principles and give consideration to flexibility.

Verb (abbreviation of verb) improves and perfects the supervision mechanism.

According to the working characteristics of the sales team, carry out all-round, three-dimensional and multi-faceted mobilization and supervision. Let the sales staff know that the company attaches unprecedented importance to sales work, and is well aware and observant.

Six, the phenomenon of private snowmobiles, private soliciting passengers will not be tolerated.

According to employees' feedback, tourists have evaded tickets on the path leading to the boiler room on the east side of the sauna department. It is suggested to permanently block it and put it in place at one time. In addition, according to employees' reports, there are also tourists who evade tickets at the junction of ski resorts and hot spring resorts on the west side. It is suggested that binoculars and security uniforms be issued to the employees who take care of the cable car on the middle road for supervision and investigation. For those who have been stubborn for years and fought against the snowfield without authorization, we should be strong first and then weak, one by one, and never tolerate heavy punches. And block the source and cut off the river, deal with it from all aspects and destroy their food chain.

Seven, improve the awareness of prevention, eliminate potential safety hazards.

In order to prevent the possible phenomenon of "forging lease orders". Hidden dangers are more dangerous than open flames, safety lies in prevention, and responsibility is more important than Mount Tai. The rental store cooperates with the Finance Department to verify the "LeaseNo." issued on the same day every day and implement it to all links and individuals of the snow distribution equipment.

Eight, regular communication with sales staff, not regular spot checks.

Understand the sales staff's mental state, mental state, working ideas and sales channels, and give full play to their talents according to their personal abilities, personality characteristics and professionalism.

Suggestions and suggestions for the improvement of sales positions 3. The basic characteristics of a sales supervisor are: working in the front line of the market for a long time, directly managing sales personnel, directly dealing with dealers (or agents), directly contacting product users, being responsible for completing sales targets and market management targets, and other tasks assigned by enterprises. Should have the following qualities:

1, marketing management knowledge

There is no doubt that basic knowledge should be possessed. As a supervisor, after marketing to a certain extent, it is a management problem. For example, the regional market is a development problem in the early stage and a management problem after the development is completed. The essence of marketing management is to transcend marketing and market management, and move from simple market concept to management concept. This requires the functional decomposition within the marketing team. Some people switch from marketing to sales, to managing marketing and managing performance. Others have changed from managing market tastes and performance to managing brands and strategies.

2. Product trends and industry knowledge

Achieve "seven familiarities": be familiar with the company's products, such as specifications, quality, standards, processes, uses, prices, etc. Familiar with the company's sales methods, such as direct sales or agency, regional sales or personal sales; Familiar with the company's sales team, such as the number of sales staff, natural conditions, sales performance, salary composition, personal conduct, etc. ; Familiar with the company's sales channels, such as domestic sales or export, or both internal and external repair, the number and situation of users, including the other party's personnel. Familiar with the company's sales progress indicators, including future market sales expansion and performance growth; Familiar with the positioning of the company, such as the market share, technology and quality of the company's products at home and abroad; Familiar with the same industry (competitors), what people are doing, what good experience they have, and so on.

3, the company's products and production technology application knowledge.

You don't need special professional knowledge, but you need to know. You can study it if necessary, and then get a title related to the company's product technology. In foreign companies, this is called "sales engineer", who is a compound talent with both technical and sales skills.

4. Knowledge of economic contracts

Be familiar with contract law and related international contract law, and achieve "four things": practice more, read more cases, consult more experts, and participate in company contract signing.

5. Basic computer knowledge and common software knowledge.

In particular, the computer management of sales and contracts will strive for the company's bosses and related senior executives to understand and master the company's sales situation and indicators anytime and anywhere through the network. Strive to organize the company's e-commerce system as soon as possible, including improving the company's website (many companies ignore the late and back-office management after the website is established, which is ineffective) and online sales, including the determination of contracts.

6. Knowledge of English

This is your strong point. But now you need to master foreign trade English, especially international trade English, and skillfully use English or a second foreign language (mainly Korean and Japanese in Liaoning) to negotiate, sign contracts and draft business letters. Try to achieve English (foreign language) knowledge in spoken and written language.

7, will manage

Mainly human resources management and sales management. Management is mainly the management of people, by what? First, rely on the system, speak and restrain with the system; Second, relying on communication, our state-owned enterprises were originally called political and ideological work; Third, rely on their own quality and personality charm; Fourth, rely on the skills, methods and art of work; Fifth, coordination and interpersonal relationship; Sixth, rely on the incentive mechanism that conforms to the actual situation. When people's management is straightened out, sales management will be logical.

8. Financial knowledge

In fact, it is money and banking knowledge. For example, what kind of financial system can allocate the company's resources most effectively? How to solve the company's funding channels? How to effectively use the company's funds? How to speed up the company's sales payment and minimize the most headache problems such as sales "dormant accounts", bad debts and default; At the same time, we should continue to learn domestic financial knowledge to prepare and pave the way for the company's next financing listing. I suggest that you have the opportunity to attend some international financial and investment conferences in this province, make more contacts and learn more. In particular, listen to the speeches and ideas of senior executives of some major international financial companies.

9. Legal knowledge

There are mainly company law, contract law, arbitration law and securities law. At the same time, we should also master some internationally accepted laws. It is called "law and finance" abroad, that is, it studies financial problems in combination with the legal system, that is, it focuses on finance and studies the legal issues involved at the same time; Use financial research methods to study legal issues, such as economic analysis of financial legislation and supervision.

10, to have "eight abilities" as soon as possible.

That is, the ability to read the company's financial statements; Have the ability to independently calculate the business data in charge; Able to handle daily work and emergencies independently; Have the ability to bear hardships and stand hard work and work skills; Strong language and writing skills; Have the ability to respond quickly to the market; Have the ability to put forward reasonable suggestions on the company's market and products; Ability to communicate with superiors and subordinates.

1 1, notes. There are twelve main aspects.

First of all, we should be modest and prudent, especially if we are returnees. We should be more careful not to intentionally or with traces of foreign life and speaking habits, such as speaking in a foreign language, shrugging our shoulders and complaining about how foreign countries are.

The second is to learn to "steal art". Maybe some seniors or old employees respect you for some reason, but refuse to teach you, so they should study secretly and get familiar with business and technology as soon as possible;

Third, unite with others, be kind to others, lead your team well, and rely on the strength of the team;

Fourth, be prepared for setbacks, and don't think that everything is smooth and beautiful;

Fifth, we should master the sales channels as soon as possible. In the sales field, customer resources are capital and money. Even if you leave this enterprise, it is your capital.

Sixth, we should constantly sum up experiences and lessons, and don't make the same mistakes;

Seventh, we must be self-aware, and we must not overstep our authority, be arrogant, or be casual;

Eight, think more about everything and be cautious;

Pay attention to dress appropriately in the company and don't confuse it with fashionable girls;

Ten, be generous and cheerful in social and foreign exchanges, but also beware of people with ulterior motives;

Eleventh, strict self-discipline, lead by example, professional ethics;

Be loyal, be loyal to your career, be loyal to your work, and be loyal to your boss. This is also responsible for yourself.

In a word, I expect a lot from you. I hope you will become a popular "T" type talent and a compound senior management talent as soon as possible.

Opinions and suggestions on improving sales positions 4 In order to achieve the company's sales target in the second half of the year, seize market share, stimulate the work enthusiasm of salespeople, reflect their work performance, implement the idea of getting more for more work, and promote orderly competition among salespeople. The sales department of the company has formulated the following policies, which are requested to be consciously observed by dealers and salespeople all over the country to establish a win-win situation for enterprises and salespeople.

One is to unify and standardize the market sales price.

1. Market pricing basis of local sales personnel:

Market selling price = ex-factory price+freight+1 yuan.

2. The sales price of each district is unified, and no salesman may increase the price or make profits in disguise.

Second, cooperate with the company to establish and improve customer information.

Only by mastering the personal data of customers can we really tap the actual internal needs of customers and make practical and effective solutions. When mastering these materials, sales strategy and sales behavior will often reach a new turning point, and new ideas and methods must be designed for sales. Even if salespeople are willing to provide customer information, the information they provide is often subjective and scattered, so we should design a scientific report/table style, and then implement the system of regular reporting.

Scientific report/table style should combine three information recording methods:

One is the customer questionnaire completed by sales staff and customers, such as basic information, operating conditions, organizational structure and financial statements. This kind of information is generally updated once a year, and it is a question-and-answer description to reflect systematicness and objectivity.

Second, the regular return visit report independently completed by the salesman can be described freely except for customer evaluation and customer problems to be reflected.

Dealers and salesmen all over the country should cooperate with the company's sales department to establish end-user information, and regularly submit customer information about the use and sales of flour in our factory to the company. The company will keep the customer information provided by the distributor confidential.

Third, establish dealer integrity files.

There is a saying in the business world, "What China lacks most is credit." In China, a large number of credit sales appeared in the 1990s, and the real commercial credit environment has not yet formed. For example, the reasonable rate of return on credit sales can not be guaranteed, and passive credit sales are common; The financial resources to support credit are insufficient, and they often need their own and bank financing to keep the waiting period of repayment; Credit records and related credit supervision and punishment systems (including commercial means and legal means) are not perfect. Therefore, how to strengthen the management and control of credit risk and avoid bad debts on credit has become the top priority of enterprise financial risk management.

Conduct in-depth on-the-spot investigation on the assets, financial status, business ability, past business records, corporate reputation, etc. of customers who intend to sell on credit, evaluate their credit rating according to the investigation results, and establish credit rating files of customers who sell on credit. You have a large business volume, and your previous business contacts have a good reputation and are in stock, so you take the initiative to clean up business contacts; Qualified customers are customers with average assets and financial status, standardized financial system, certain assets as collateral, and able to settle the payment after being urged to do business in the past; Poor assets and financial status, chaotic financial system, no assets mortgage, no business dealings in the past or customers with poor reputation. The credit rating of credit customers should be evaluated once a month, and can be adjusted at any time under special circumstances.

According to the repayment ability and credit rating of credit customers, determine the sales policy. For customers with poor credit standing, payment should be made first, for customers with average or good credit standing, cash spot method should be adopted, and for customers with good credit standing, installment method should be adopted, but the term and accumulated amount (amount owed) should be clearly defined. And give certain price concessions and profit-making sales on the sales price.

Fourth, establish grass-roots communication channels

Salesman is the link between the company and customers. For many customers, each salesperson represents the company. In turn, salespeople bring back customer information that many companies need. Therefore, the smooth development of the sales department depends on whether there is a sales team with high quality and strong business ability. Toffler, an American futurist, said that the best comment for salespeople is market lubricant.

The sales department of the company organizes the sales staff to hold a sales meeting on May 30th, 5438, to feed back the market information and exchange the sales experience with each other, and finally realize that all the behaviors of the enterprise are based on the needs and desires of consumers. The focus is still on understanding and realizing the expected satisfaction of the target market more timely and effectively than competitors. In this way, in order to quickly and accurately grasp the market demand, enterprises must be as close as possible to consumers. This is because, on the one hand, information will inevitably bring natural distortion after multi-link dissemination and filtering, which is determined by the selective attention, understanding, memory, feedback and acceptance of perception; On the other hand, due to the different interests of the subjects in each link, information is often exaggerated or reduced for their own interests, resulting in artificial distortion of information. Bypassing the complicated intermediate links, we should face consumers directly and communicate with consumers through various modern information dissemination tools, so as to avoid information distortion and accurately understand and master consumers' needs and desires.

Five, sales staff training.

Sales performance determines the success or failure of an enterprise. Without sales, there would be no enterprise. In order to increase sales, it is necessary to train sales staff to improve their working ability.

1. Salespeople are selling themselves while selling products. To promote products, salespeople must first learn to promote themselves, and the training of salespeople is a part of the whole product creation of enterprises.

2. hone the ability to cope with market changes. In order to survive and develop in the fierce market competition, we must cultivate the adaptability of salespeople.

3. Overcome loneliness. Many salespeople are in an independent combat environment, so many salespeople feel isolated. Training is like spiritual excitement, and the lack of training will make the sales staff demoralized.

4. Get rid of the sense of terror and inferiority. Many times salespeople will be rejected by customers, resulting in frustration and sometimes even fear of being insulted. Therefore, the repeated implementation of employee training plays a great role in establishing the sense of mission of salespeople.

5. Cultivate customer development ability. For salespeople, everyone they come into contact with may become a potential customer of the company, but training is also a good way to cultivate these potential customers into real customers with vision and ways.

6. Have the insight of marketing experts. As a salesperson, you should have the vision and vision of a marketing expert. Only in this way can you constantly improve yourself and not be eliminated by society.

7. The need of scientific sales work. Sales is an art as well as a practical science. To be an excellent salesman, you need to consciously strengthen and cultivate your learning ability in all aspects, including knowledge, sales skills and the ability to deal with things.

Suggestions for sales positions and suggestions for improvement 5 Company leaders:

I attended the military fair with my colleagues in the project and arrived at the scene on Tuesday. Although the contact time was not long, I found some common problems of sales staff in similar situations. Perhaps it is because I know too little about the project, and I consider the problem very unilaterally, so I can't evaluate it objectively and fairly, but I still put forward some questions and attach relevant suggestions. Please correct me.

The problems are: first, the behavior is slack, which is characterized by lack of professionalism, self-control and insufficient execution; Second, lack of confidence in the project. The same salesperson will feel slack when doing the same project. In addition, this case is not a hot-selling property, and the incentives for operators are limited. To solve similar problems, I think we should start from two aspects: instilling sales knowledge and guiding a positive attitude.

First, instilling sales knowledge.

We should carry out corresponding training from three aspects: basic knowledge of real estate, comparison of real estate market and surrounding projects, and vocational skills (basic quality and sales skills that professionals should have). Starting from three aspects, employees can be aware of their own shortcomings and have a sense of self-improvement, so that they can feel that relying on mountains to earn money is not only to work, but also to lay a foundation for their continuous progress in the industry, accumulate knowledge and mobilize their enthusiasm for learning.

Step by step: first, there will be an exam, and those who get good grades will be awarded prizes (in the form of exams or tea parties). The examination will be conducted in many aspects, such as architecture, policy, contract, surrounding market, etc., which can not only make the sales staff aware of their own shortcomings, but also let the company have a certain understanding of the business personnel, so as to formulate more accurate training content. Secondly, make a training plan according to the evaluation. See annex: training plan for main suggestions.

Second, the guidance of a positive attitude

There are three ways to guide: oppression, stimulation and persuasion.

(A) oppression is not a real squeeze, but through the implementation of a series of systems to make employees feel a sense of crisis psychologically. The following two rules can be applied. Catfish effect, melting pot effect.

1, stove effect: the stove is hot, and anyone who touches it will burn it.

It is not enough to formulate a practical system with more project conditions. It is important to implement it effectively. Like the final elimination.

2. Catfish effect: Hairtail may die in transit because of its high density, so the carrier added catfish to it. Because catfish keep swimming in hairtail, hairtail also moves passively and continuously, which greatly reduces the mortality rate of treatment.

One is to stimulate, and the other is to create some pressure, but I think this is not enough. After all, it is difficult to work at the sales site.

In fact, the same is true of the sales team. Doing the same job for a long time in the same working environment is very easy to cause psychological fatigue and thus slack behavior. At this time, if new forces can be introduced, it will form a certain positive psychological mobilization for sales staff, and it will also pose a threat. However, it is suggested that the new forces are newcomers who have never done sales. Not only flexible, but also have considerable enthusiasm for work, and will not be infected by the depressed team atmosphere.

(2) Incentive can start from bonus and development. In addition to giving corresponding rewards to employees with outstanding monthly performance, whether the project activities can be arranged regularly, etc. In addition, the company is in the development stage. Can you give excellent employees promotion opportunities, tell them the development of the company and the development space that individuals can have in the company, and give them the motivation to work hard, so that they can truly feel that they are part of the enterprise, are willing to work hard for the development of the enterprise, and are proud of themselves in such an excellent enterprise.

(3) Persuasion, on the one hand, is driven by the side and requires leaders to set an example. On the other hand, let them know what stage the project is in, what they are doing and what they need to do, establish the development goals of the team, let them feel that the company and leaders attach importance to their opinions and stimulate their subjective initiative.