202 1 year-end personal work summary of sales manager

Time flies, and it's the end of the year, and I'm about to start my work for the next year. Must be a lot of feelings. Have you finished writing the year-end summary? The following is my "202 1 Year-end Personal Work Summary of Sales Manager" for your reference only. Welcome to read this article.

202 1 sales manager's year-end personal work summary (1) as a sales team manager, based on his own post reality, he led all sales staff, worked hard and actively served customers, completed the work tasks, achieved good results, and obtained the satisfaction of superior leaders and customers. Personal work is summarized as follows:

First, study hard to improve business level and work skills.

Since joining PICC P&C insurance, I have realized that the continuous development and business innovation of the insurance industry have put forward higher requirements for insurance practitioners, and we must study hard to improve our business level and work skills to meet the needs of work. To this end, I actively participated in the relevant business training organized by the superior organization, and earnestly studied the insurance business operation process, relevant systems, knowledge of capital market, knowledge of insurance products and how to communicate with customers. , so that customers can quickly and correctly answer customers' questions when asking about insurance products and other related issues, provide customers with suggestions and solutions, and use their professional knowledge to build a bridge to communicate with customers, promote the development of insurance business and create good economic benefits for the unit.

Second, work hard and serve customers well.

I am now mainly responsible for the insurance business of six 4S stores in the development zone of this city, such as Great Wall, Fiat, Emgrand, Global Hawk, Pentium, Jianghuai and Yulong. I lead all sales staff to work hard, serve customers well, promote the development of insurance business and improve the economic benefits of the unit. First, always adhere to the customer-centered, strictly fulfill the "open commitment", "first question is responsible" and "smile service", enhance service awareness, innovate service methods, improve service style, meet customers' diversified needs and improve customer satisfaction. The second is to completely update the concept, consciously standardize the behavior, conscientiously implement the service measures of the branch, practice the basic skills, speed up the business handling, avoid mistakes, grasp the quality and maintain the customer relationship. Third, according to the characteristics of different customers, be meticulous, strive to do a good job in service, win the sincere praise of customers, win more loyal customers for the branch, and continue to promote the development of insurance business.

Third, strive to create good business performance.

Not afraid of difficulties, work hard, create good business performance for the branch, and make due efforts and contributions to the development of the branch with practical actions.

In the past few years, although I have completed the task and achieved good results, I can't be satisfied with it. In the future, I will study harder, improve my leadership and business ability, innovate my working methods and service forms, strive to create excellent performance and promote the healthy and sustainable development of the branch.

202 1 sales manager's year-end personal work summary (2) In a blink of an eye, 202 1 has become history, but we still remember the fierce competition last year. Although the weather is not particularly cold, the recruitment banners flying all over the street are enough to make people realize that the valve industry will be another big market in xx and the competition will be more intense. Marketing directors, sales managers, regional managers, and hundreds of enterprises, large and small, are all vying for talents and markets. Everyone has really felt the cruelty of the market and can only sit still. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself.

I. Completion of tasks

The actual sales volume this year is xx million, including xx million for ball valves and butterfly valves in one workshop and xx million for others, basically achieving the goal set at the beginning of the year. Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (about xx thousand is planned), the sales volume of large-diameter butterfly valves (over DN 2500 million) is very small, and the soft sealing butterfly valves have a slight increase.

Generally speaking, the sales volume is normal, and the OEM is growing rapidly, but the growth of the company's own products and xx brand is not ideal.

Second, customers report many problems.

For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises is an armchair strategist.

1. Quality status: unstable quality, many returns. For example, the ball valve of Changlong customer and the butterfly valve of Liu Feng customer have quality problems one after another, and customers complain a lot.

2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and gives customers a bad impression.

3, delivery is not timely: inaccurate production cycle planning, improper production scheduling often leads to delay in delivery, but also human factors caused by the owner.

4. Freight: Customers complain a lot about freight, especially old customers, such as Baiqi and Kaiyun, all say that they are more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.

5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. Dong, Kaixuan and others have mentioned such problems. It's not a big problem, but it is not in harmony with the company's tenet of "customer first" and "customer is God".

6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the company's care and preferential treatment.

Third, the problems in sales.

After nearly two years of running-in, the sales department has merged into a lean, United and progressive team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered certain sales skills and strengthened the idea of serving customers; Proficient in business, everyone can be independent, and be good at summing up problems in work and finding reasonable solutions, especially in Langfang. The cooperation between relevant departments is getting smoother and smoother, and they can understand and support each other. The good aspects need to be carried forward, but there are also many problems.

1, employees' work enthusiasm is not high, and their autonomy is not strong. Talking at work, watching movies and playing games happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, salespeople have low salaries and feel that they have done a lot, but compared with other departments, their salaries are low, which leads to psychological imbalance.

2. The awareness of organizational discipline is weak, and the phenomenon of being late for work and leaving early often occurs. This situation exists in all departments of the company, and the company should have a suitable attendance system. When a bad phenomenon occurs, not only the department leaders should take charge, but also the company leaders should come forward to stop it.

3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory, and there is no concept of serving customers. In fact, the care in details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.

4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of goods, it may cause the loss of sales opportunities and waste of manpower, and customers also doubt the efficiency of the company. Finished goods warehouse and semi-finished goods warehouse should provide regular reports to inform the inventory situation, so as to prepare goods in time and inform customers of the specific production cycle.

5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility, mutual blame.

6. Poor technical support, lack of tender drawings and sales drawings.

7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.

The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although it will not affect the company's fundamentals, it may eventually bring great losses to the company's future development if it is not taken seriously.

Fourth, put forward my own ideas about company management.

After two years of development, our xx company has advanced hardware facilities, perfect organizational structure and obvious progress in production management, and enjoys a high reputation in xx and even the valve industry. It should be said that as long as we have the right strategy, tactics and personnel, the prospects will be very bright.

Everyone knows that "management produces benefits", but it is not easy to manage enterprises well. I feel that the company pays more attention to emotional management and institutionalized management is not enough. Strictly speaking, companies should take institutionalized management as the basis and give consideration to emotional management, so as to maximize the management effect. Take attendance as an example. Punch in every day, there is no penalty for being late and leaving early, and overtime is not rewarded. So what's the difference between punching in and not punching in? It's best not to call. Another example is the negligence of employees, and no one criticizes and corrects it. Even if someone mentions it, it won't do. This is appeasement and connivance. In the long run, the company's interests will inevitably suffer.

The process determines the result, and the details determine the success or failure. A company's goal or a plan eventually deviates, often because some details are not put in place during the implementation process. Bosses have many good ideas, schemes and grand plans. Why didn't it bring obvious results in the end? For example, the warehouse report and cost accounting ordered by the company at the beginning of the year were said again and again at the meeting, but there was no result. Why? Therefore, the decree is unreasonable and the enforcement is not enough. This is an important reason why domestic enterprises attach great importance to "execution" in recent years. Where does execution come from? Process control is the key! Complete process control is divided into the following four aspects:

1) work report

Relevant personnel and departments regularly or irregularly report their work and progress to the general manager or relevant person in charge, and leaders also take the time to actively understand the progress and give guidance in their work.

2) Regular meetings

Regular meetings can help you understand the cooperation of various departments, and you can make suggestions and communicate with each other. There are too few regular meetings in the company, especially too few vertical exchanges. Employees don't understand the boss's work plan and views on their own work, and the boss doesn't understand the employees' ideas and needs.

3) Regular inspection

The company regularly checks the implementation, whether it deviates from the plan, whether it needs to adjust and arrange the next task.

4) Fair incentives

Building a harmonious team and mobilizing the enthusiasm and initiative of employees all need a fair incentive mechanism. Otherwise, there will be conflicts between employees, uncoordinated work and no enthusiasm for going to work. Personally, I think the salary in the sales department is low. Compare the treatment of sales staff in various valve factories in the big environment and the treatment of various departments in the small environment. Although the employees in the sales department are very dedicated, in fact, everyone has some opinions in their hearts. If the company thinks that the sales department is an important department, recognizes the hard work of salespeople, and wants to keep those salespeople who can bring profits to the company, then I suggest adjusting the salary accordingly. After all, the loss of an employee is too great.

The other aspect is the management structure and employment of the company. Due to the particularity of the company's own structure, personnel management is prone to leapfrog management, multi-head management and excessive management. Leapfrog management easily leads to the loss of prestige and enthusiasm of department managers, and finally leads to discord between leaders and employees in the department, and no one is responsible for accidents; Multi-head management easily makes employees unable to adapt to work and worry about work mistakes; Excessive management may cause employees to lose their creativity, and employees are not confident in themselves, making it difficult to cultivate independent talents.

The above is just my personal opinion, which may not be correct, but I sincerely think about the future development of the company, make every effort to do a good job in the sales department and strive for some dignity for the company and myself. Please be careful.

202 1 sales manager's year-end personal work summary (3) 202 1 in the past year, I have gained a little through my own efforts as a sales manager. As the year is approaching, I think it is necessary to make a summary of my work as a sales manager. The purpose is to learn lessons and improve myself, so that I can do a better job as a sales manager, and I have the confidence and determination to do a good job as a sales manager next year. Next, I will briefly summarize my work as a sales manager for one year.

First, the department work summary

In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in Henan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects.

The following is the total sales of the company in 20021year:

Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. The price of xx products is chaotic, which brings us great pressure to open up the market.

Although there are some objective factors, there are also many problems in other practices of sales manager's work, mainly in the fact that there are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. At the beginning of the work, there were xx recorded customer visits, the unrecorded summary was xx, and the total number of customers visited by three salespeople in one day was xx. Judging from the above figures, our basic work of visiting customers has not been done well.

Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Xxx and automobile transportation co., ltd are obvious examples.

There is no clear goal and detailed plan for the work. Sales staff have not formed the habit of writing sales summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as the lack of unified management of sales managers' work, unreasonable distribution of working hours, and chaotic work situation.

The development of new business is insufficient, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.

Second, the market analysis

There are many brands in xx market now, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff. In xx area, our company entered the market late, so we have no advantage in product popularity and price. There is great pressure to open up the market in xx, so we put the main market in regional cities, where the market competition is relatively smaller than that in xx. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.

The market is good and the situation is grim. It can be summarized in this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.

Three. Work plan for 2022

In the sales manager's work plan for next year, the following tasks will be mainly completed:

1. Establish a sales team that is familiar with business and relatively stable.

Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. In the sales manager's work next year, it is a big task to build a xxx and lethal team.

2. Improve the sales system and establish a clear and systematic business management method.

Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the salespeople exert their subjective initiative in their work, have a high sense of responsibility for the work of the sales manager, and improve the sense of ownership of the salespeople.

3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits.

The purpose of training salespeople to find and summarize problems is to improve the comprehensive quality of salespeople. In the work of sales manager, I can find and summarize problems, put forward my own opinions and suggestions, and improve my business ability to a new level.

4. Establish sales and service outlets in regions and cities. According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.

5. Sales target The most basic sales target this year is to make a monthly list. According to the sales task assigned by the company, according to the specific situation, the task is decomposed into monthly and daily sales targets and divided into various sales personnel to complete the sales task in each time period. And improve sales performance on the basis of completing sales tasks.

I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving the standard of execution, establishing an excellent sales team, and having a good working mode and working environment for the sales manager are the keys to the work.

202 1 sales manager's year-end personal work summary (4) in the busy work, we unconsciously ushered in a new year. Looking back on this year's work process, as a member of xx enterprise, we deeply feel the vigorous development of xx enterprise and someone's spirit of struggle.

A seemingly simple job needs more care and patience. Throughout my work, providing all kinds of sales materials, ordinary and monotonous work has become the cornerstone of sales assistants. By managing these materials, I can learn more about the company's real estate projects and related customers, from unfamiliar to familiar. I'm not familiar with the knowledge of real estate at first, so I'm often caught off guard when answering customers' calls. The sales department is the external image window. Every question we answer from customers is closely related to the interests of the company, and every word we say is responsible for the company, paving the way for establishing a good company image. I feel deeply inexperienced in this respect. Department leaders and colleagues have extended a helping hand to me, giving me a lot of good suggestions and help to solve problems in time. After receiving a customer every time, we should also be good at summing up experience and mistakes to avoid the recurrence of similar mistakes and ensure new improvements in the next work. With the deepening of my work, I have begun to contact the customers managed by the sales department. Telephone dunning is a language art, which requires not only good expression but also some experience. As the saying goes: "Customer is God", it is my bounden duty to entertain visiting customers and establish a good company image in customer psychology.

As far as the overall work experience is concerned, I think the working environment here is quite satisfactory. First, the concern of leaders and the continuous improvement of working conditions have given me motivation to work; Secondly, the friendship, care, cooperation and mutual assistance among colleagues make me feel comfortable and practical in my work.

When I first arrived at the real estate, I was not very proficient in real estate knowledge and unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, I have become a qualified salesperson and try my best to do my job well.

I am the manager of the sales department. When I first arrived in real estate, I was not very proficient in real estate. Compared with the new environment and new things, I quickly understood the nature of the company and its real estate market. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, Comrade xx has become a qualified salesman and tried to do his job well.

With the ups and downs of the real estate market, the company made a joint venture with xx Company on 202 1 to complete the sales work together. During this period, I actively cooperated with the employees of a company, and under the guidance of the company leaders, I completed the formulation of the operating price, and planned to complete the advertising before the Spring Festival, which laid the foundation for the sales in X, and finally ended with a good result of completing the contract amount of xx million yuan in a month. After the baptism of this enterprise, a comrade has gained a lot of professional knowledge and improved himself in all aspects.

This period is mainly aimed at the sale of houses. Prior to this, the sales department implemented internal subscription and other means to lay the groundwork and create a hot scene. In the sales department, a comrade has two jobs: sales office and accountant. Faced with the increase of workload and the systematization and normalization of sales work, the work seems heavy and moderate. At the opening ceremony, this comrade basically worked overtime to finish his work every day. After more than a month of familiarity and understanding, I immediately entered the role and skillfully completed the work. Due to the huge amount of house payment, the comrade was careful and serious in the process of collecting money. Now he has collected tens of millions of house payments, and all the accounts complement each other without any mistakes. In addition, in the monthly work summary and weekly meeting in the sales process, the comrade constantly summed up his own work experience, found the shortcomings in time and improved as soon as possible. In a short period of three months, the sales department cleared all the houses in the second phase, and the remaining houses in the first phase were also sold out, which was inseparable from the efforts of Comrade A and other members of the sales department.

Although the pressure is great, with the efforts of our excellent team, there will be new breakthroughs and new atmosphere in the new year, and we will certainly occupy a place in the increasingly fierce market competition.