As salespeople, we should actively participate in business work and establish a good interactive relationship with customers. What have you gained as a salesperson? Write a salesman's summary and record it. Whether you are looking for or preparing to write a summary of the work of chemical salesmen, I have collected relevant information below for your reference!
Summary of chemical salesman's work 1 In a blink of an eye, we will wave goodbye in 2020. On the occasion of the new year, I think back on the road I have traveled for more than a year and what I have experienced. I don't have too many feelings, too many surprises, too many achievements, and I have a calm mind.
First, the feeling of work.
At this time in 2020, there are failures and successes, unfortunately; Thank goodness; Their business knowledge and ability have been improved. First of all, I have to thank the company for providing me with such good working conditions and living environment, and having such a good and experienced boss to guide me and take me forward; Their actual combat experience has benefited us for life. What we learn from them is not only the way of doing things, but also the truth of being a man. Being a man is the first thing to do.
/kloc-I started to enter the company in October, and a year passed quickly before I knew it. During this time, I have changed from a newcomer who knows nothing about products to a salesman who can operate the business independently, and I have completed the role transformation of my career and adapted to this job. There is nothing outstanding about this performance. The following is a breakdown of work and business in a year:
II. 202 1 Work Plan
Summing up my work in the past year, I still have many problems and shortcomings in my work, and I need to learn from other salesmen and peers in working methods and skills. In 20021year, I intend to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:
According to the sales situation and market changes in 2020, I intend to divide my work into various regions. For old and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers. The second is; While having old customers, we should constantly get more customer information from them. Third; If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
Iii. Problems and Solutions in Work
1, unable to correctly handle market information, which is manifested in the lack of ability to grasp market information. In the modern society with highly developed information, information is transmitted vertically, and many effective information flows, but it is not mastered; Lack of ability to deal with market information, effective information depends on grasping, analyzing, processing and submitting, and information is grasped in time, but it is often lack of how to judge the correctness of information; Lack of information exchange makes a lot of effective information lost in vain. In the future work, we should take effective measures to give full play to the role of information, strengthen the ability of information processing, and strengthen communication, so as to correctly judge the accuracy of information.
2. At the beginning of the year, because of the low professional level and lack of experience, the initial work could not find a clue and failed many times. What's the problem? Faced with many lessons of failure, I found my own reasons and my own shortcomings. In the future work, we should constantly strengthen business study and improve our own ability.
Summary of chemical salesman's work 2 20 13 is a difficult and tested year for steel trade and circulation enterprises. The severe economic situation and difficult industry dilemma have caused great impact on the steel industry chain. Steel trading enterprises gritted their teeth and overcame many difficulties in the endless business environment, and finally saw hope at the end of 20 13. At the same time, they also gave more expectations for the re-launch of 20 13.
Looking back on the past year, the author summarizes the following three points about the difficulties and obstacles faced by steel trade circulation enterprises.
1. High inventory, price war and loss of steel trading enterprises.
In the first half of the year, steel overcapacity was obvious, steel traders' destocking pressure increased greatly, the market entered a low-level homogenization competition and price war, corporate profits fell sharply, and the business model showed obvious "speed efficiency" characteristics. Among them, the first-class agents generally suffered serious losses, and the second-and third-class steel trade circulation enterprises were dragged down by losses, and the number of closures increased significantly compared with previous years.
2. Unbalanced cash flow supply and demand gave birth to the credit crisis.
In the first half of the year, the contradiction between supply and demand in the domestic steel market was prominent, and the cash flow in the steel circulation industry was unbalanced, which tested the management ability, profitability and debt repayment ability of steel trading enterprises. With the intensification of the contradiction between the conventional scale expansion of enterprises and the decline of credit effectiveness, the frequency of steel traders' running away increased greatly in the second half of the year, and banks strengthened the credit tightening for steel circulation enterprises, which affected the business strategy of enterprises, resulting in long-term inelastic steel prices, low feasibility of market band operation and further weakening the profitability of enterprises.
3. Low-risk management of enterprises is widespread.
In the second half of the year, in order to control enterprise risks, steel trading enterprises generally adopted the business model of low inventory, fast-forward and fast-out, and the social inventory was effectively controlled, which remained at a low level for more than four consecutive months. At the same time, aggressive price games and gambling markets have almost disappeared. Even in the fourth quarter, with the economic recovery and the introduction of the "steady growth" policy, the operation of steel trading enterprises showed more pragmatism and low risk, which was in sharp contrast with the radical performance of rebar futures.
After the pain of 20 13, with the current economic recovery, although the market operating environment has gradually improved, challenges still exist. Hope 20 13, still need to pay attention to the following two aspects, listed as follows:
1. Although the domestic economy is gradually recovering, the foundation for stabilization is still not solid. At the same time, the new political style displayed by the new generation ties reveals that 20 13 is the transition period of economic growth, which is both a risk and an opportunity for steel trade enterprises, and they need to be prepared to meet the challenges;
In recent years, steel mills have been actively expanding the proportion of direct sales, trying to move sales forward. The competition pressure of steel trade circulation enterprises in product diversion is increasing, and the traditional business model has not adapted to the market development. Therefore, it is imperative to change marketing ideas and implement differentiated marketing models, and it is necessary to innovate sales channels and get out of their own characteristics;
3. After several price baptisms after the post-economic crisis, steel trading enterprises should give consideration to the development of speed and quality benefits, improve their ability to resist cyclical risks of the industry and even the economy as much as possible, and enhance their immunity.
Generally speaking, no matter in any period, the operation of enterprises is not smooth sailing. Only by constantly innovating and perfecting the system can they develop in the long run.
Through learning, I know that as an engineer of human soul, I must have noble moral quality, have a mother's love for students, constantly update and enrich my knowledge, and improve my quality in learning. As the saying goes, "If you give a person a bowl of water, you must keep running." Especially in this era of knowledge economy, the knowledge structure is updated rapidly, which requires us to strengthen our own learning in daily teaching and daily life, and strive to create a good learning environment and learning atmosphere. At the same time, it also determines that our teaching profession must be lifelong learning. Only by accumulating knowledge and enriching ourselves through continuous learning can we improve ourselves, and only by improving our own quality can we better serve the education cause. In short, only by keeping pace with the times can we cultivate talents who meet the needs of social development and shoulder the heavy responsibility of teaching and educating people.
Secondly, we should love our education object-students. A teacher should be a master sculptor, who can carve a blank into a beautiful work of art with his own thoughts and feelings. In essence, students are neither good nor bad. The reason why "students with learning difficulties" are "backward" is that their potential is bound by subjective and objective factors and has not been fully released. Subjective factors and objective influences of students themselves. Subjective and objective factors will seriously restrict the development of students' internal potential and become obstacles to their healthy growth and development. For this reason, we teachers should pay more attention to these so-called "students with learning difficulties". On them, we should devote all our love to discover their progress in learning, find every bright spot in their life and morality, and then fully affirm and encourage them with incentive mechanism to restore their warmth and enhance their self-confidence, so as to narrow the spiritual distance between teachers and students and let them "learn from teachers." In this way, their growth and development will have a qualitative leap.
Third, a good teacher should not only "teach by example", but also attach great importance to "example", influence learning with his own behavior, and truly become an example for students, so that students can learn from teachers what to do and what not to do. Therefore, teachers must be serious, steady, standardized and decent in teaching, dealing with people and behaving, and must not be careless, rash, willful and irresponsible. In addition, teachers should communicate with students regularly and open their hearts to them. They can not only tell their valuable experiences from life, but also disclose their life lessons to students, so that students can truly feel that you are not only a mentor, but also a good friend.
Summary of Chemical Salesman's Work Chapter 4 Another year in a blink of an eye. This year, I continued to be responsible for the development of the wine regional market. From obscurity to household name, I worked hard with my sales team. Over the past year, the sales reached more than 8 million yuan, which was well received by the company and the cooperative relationship was further consolidated.
Work situation this year
First, carry out market research and expand market space. At present, the competition in liquor market is fierce, and the brand we represent is unknown in the local area. How to open up the market? For the competition, we adopted the methods of improving service quality, making sales advertisements and advertising in many local media, and achieved obvious results. As a result, the local people are famous for their wine and everyone knows it. At the same time, we vigorously promote alcohol in rural areas. In the promotion, giving gifts and rewards is attractive to farmers. For example, in view of the fact that some farmers are in urgent need of agricultural machinery but lack of funds, the first prize will be set as an agricultural tricycle in the prize-winning activities, instead of high-end electrical appliances such as color TV sets, refrigerators and air conditioners, and the winners will be vigorously promoted so that farmers can acquire tricycles with their dreams and identify their brands when they consume; In view of the characteristics that many farmers like to play poker after drinking with relatives and friends, this gift is defined as a specially designed advertising poker, which is beautifully designed and can't be bought in the market. It is very popular with farmers' friends, so the sales volume has increased greatly.
Second, humanized service. Since the promise of "zero risk" in liquor, I have made a serious investigation and study on the zero risk service for consumers, and think that we should serve consumers through the zero defect products of liquor and exquisite market segmentation. Every bottle of liquor purchased by consumers is printed with 800 national free service telephone numbers. Through communication, the distance between consumers and draft beer is shortened, and the quality of beer with zero defects is further strengthened. Through professional service, I help to speed up the timely delivery of goods, from commodity display to container display to ubiquitous POP poster tips. Business representatives follow the whole process, making each dock a perfect dock and a model project. Beer sells not only commodities, but also professional services, which bring rich returns. According to statistics, the annual sales amount to RMB.
existing problems
Although we have achieved good results this year, there are still some problems, which will affect the sales of our products if they are not corrected and improved. Including the management of salesmen and the cooperation of logistics.
First, the management of salesmen is relatively loose, and a marketing system is not effectively formed, and sometimes it is even fragmented. In the future sales management process, it is necessary to establish an effective management system according to the actual situation to stimulate the enthusiasm of sales staff and improve work efficiency.
Second, logistics cooperation is a bit slow, regular orders have been opened, and the goods cannot be delivered, which reduces the trust of customers.
In the coming year, we should pay attention to the problems existing in the previous year and continue to develop our advantages, so as to achieve better results in wine sales next year.
Summary of the work of chemical salesman 5 Time flies, I left school for half a year. I have been in contact with Dongling Group for half a year before graduation, and now I have become a Dongling person, from a student to a professional, from a "green head" who only knows what I want from home to a man who knows how to take responsibility ... The culture and spirit of Dongling Group make me
From an accidental opportunity to contact Dongling Group, along the way, I have had the hardships and sweat of military training career, the hardships and seriousness of post internship, the excitement and excitement of staying in Chengdu, and more importantly, the tolerance and training of this group have made me more confident in my work and more persistent in my choice.
Since I officially entered Dongling Group, I have a certain understanding of steel sales through internship, study and work at this stage. With a summary of the past, a little confused and longing for the future, I wrote this summary and plan at the end of 20 13. Looking back on the road I have traveled in the past six months, I have experienced too many feelings. With surprises, I have gained little, but I have gained a calm mind.
It has been 4 months since I was assigned to Chengdu Jintai Company, from hope to disappointment to hope. Looking back, there are failures and successes. From the sureness of business back office to the excitement of the first shipment, every bit has become the cornerstone of my work experience. In the backstage post, I am familiar with the whole business process, have made enough theoretical preparations for the actual combat behind, and have been exposed to some business communication skills more or less; Follow master all the way to the present and study.
Communication skills, learning quotation methods, learning the ability to solve problems and deal with various problems, until I completed my first business independently, my leaders and masters gave me a lot of help and confidence at this stage. Now, with the formulation of the business plan, I have started the real steel sales work, with a theoretical basis and what I have seen and heard, so that I can rise steadily in this process and gradually realize my own value.
At work, I have wasted time, wasted working time, but I am serious and responsible for this job. In the future Dongling career, I believe I will do better, and I can only grow up after experience. I also have advantages and disadvantages. Once you encounter difficult things at work, you are prone to anxiety. I even thought about giving up this business, otherwise I wouldn't have taken the time to look it up. I will also be careless, so that I have made mistakes in both back office and marketing positions. In the future work, I will try my best to do my job well and actively cooperate with the company's financial work to make myself grow rapidly.
Judging from the current behavior, I am just a novice salesman, with only a general understanding of the market, only a small number of customers, and I don't know the customers in the market thoroughly. I don't know the steel mills they operate, only know the approximate market price, and I'm not familiar with the market quotation of individual specifications. Know yourself and yourself. I will continue to dig deep into customers on 20 13, establish my own customer base, fully understand the needs of partners and realize targeted sales. In my heart, I always believe that I can be an excellent salesperson. This motivation and this belief have been stored in my chest, ready to explode at any time, and my heart has been eager for success.
Summing up the work in 20 13 years, I still have many problems and shortcomings in my own work, so I need to learn working methods and skills from other salesmen and colleagues to strive for the focus in the coming year.
Do a good job in the following aspects: according to the company's sales situation and market changes in 20 13, I will gradually shift my focus to on-site customers and direct sales customers in 20 13. The detailed plan is: first, we should have a deeper understanding of Longgang market, and be familiar with the sales products of several companies that play a weathervane role in the market, the agents of steel mills, and colleagues who know their prices and partners. Second, based on Longgang market, we will make great efforts to promote ourselves in several other large steel markets in Chengdu. Only when you have your own customers can you have wealth. Third, we should strengthen business learning, broaden our horizons, enrich our knowledge, and adopt diversified forms to combine business learning with communication skills. In addition, there are several shortcomings to be overcome: 1, treat all customers with the same attitude, be gentle, don't be too modest, and give yourself confidence. Every company has a dual identity in the market, both as a buyer and a seller, so it is necessary to balance this discretion. 2. When customers encounter problems, they can't ignore them. We must try our best to help them solve these problems. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task. 3. self-confidence is very important. Always remind yourself that you are the best and you are unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
Finally, attitude is the decisive factor in work. You must have a correct attitude before you can do a good job and keep yourself busy. Where there is a market, there is demand. Dig deep into customers, visit them several times more, let them remember you and get to know you, so as to understand Dongling. I believe that in the new year, under the careful arrangement of Mr. Yao and Mr. Zhang, Chengdu Company will achieve more brilliant achievements.
The above is a summary of my work in the past year. If there are any shortcomings, please criticize and correct them. I thank General Manager Zhang for trusting me and Brother Hao for helping me in my life and work. I will definitely work with a positive, diligent, confident and passionate attitude. Strive to achieve the goal of selling 2000 tons of steel every month in next year's business work.