As a salesperson, you have to find a path that suits you, so that you can realize your own value on the road of ups and downs and see the rainbow after the storm. Below I have compiled a summary of the work of marketing and sales staff, welcome to read! Summary of the work of marketing and sales personnel 1
20xx is a difficult and challenging year for xx circulation companies. The severe economic situation and difficult industry difficulties have had a great impact on the steel industry chain. Steel trading companies gritted their teeth and overcame many difficulties in the endless business environment. Finally, they saw hope at the end of 20xx. The new start in 20xx also gives more expectations.
Looking back on the past year, the author summarizes the following three points on the difficulties and obstacles faced by steel trading and circulation companies.
1. High inventories, price wars, and widespread losses among steel trading companies
In the first half of the year, there was an obvious overcapacity in steel production. The pressure on steel traders to destock increased greatly, and the market entered a low-level period. Qualitative competition and price wars have led to a sharp decline in corporate profits, and the business model shows obvious "speed and efficiency" characteristics. Among them, first-level agents generally suffered serious losses, and second- and third-level steel trade and circulation companies were dragged down by losses, and the number of closures increased significantly compared with previous years.
2. The imbalance between cash flow supply and demand has given rise 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 imbalance between cash flow supply and demand in the steel circulation industry tested the operational capabilities of steel trading companies. , profitability and solvency. As the contradiction between the expansion of the regular scale of enterprises and the decline in credit effectiveness intensified, the frequency of steel traders running away increased significantly in the second half of the year. Banks tightened credit tightening on steel circulation enterprises, affecting corporate operating strategies and leading to long-term steel prices. Lack of flexibility, low feasibility of market swing operations, and corporate profitability further weakened.
3. Low-risk operations are prevalent in enterprises
In the second half of the year, in order to control corporate risks, steel trading companies generally adopted the operation method of low inventory, fast in and fast out, and the social inventory increased. In order to effectively control it, it has remained at a low level for more than 4 consecutive months. At the same time, aggressive price games and market betting have almost ceased. Even in the fourth quarter, with the economic recovery and the introduction of "stabilizing growth" policies, the operations of steel trading companies have become more pragmatic and low-risk, and are consistent with The aggressive performance of rebar futures creates a stark contrast.
After experiencing the pain of 20xx, with the current economic recovery, although the market operating environment has gradually improved, challenges still exist. In the hopeful year of 20xx, we still need to pay attention to the following two aspects: The list is 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 shown by the new generation of ties reveals that 20xx is a transition period for economic growth. This has both risks and opportunities for steel trading companies, and they need to be prepared to meet the challenges;
2. In recent years, steel mills have been actively expanding the proportion of direct sales and trying to move sales forward. The competitive pressure of steel trade circulation companies in product distribution has been increasing, and the traditional business model no longer adapts to market development. Therefore, it is imperative to change marketing ideas and implement differentiated marketing models, and it is necessary to innovate sales channels and develop their own characteristics;
3. Steel trading companies have experienced several price baptisms in the post-economic crisis. , Enterprise growth needs to consider both speed-benefit and quality-benefit development, try to improve the resistance to industry and even economic cyclical risks, and enhance corporate immunity.
Generally speaking, no matter in any period, the operation of an enterprise is not smooth sailing. Only by continuous innovation and improvement of the system can long-term development be achieved. Summary of the work of marketing and sales staff 2
I have been working in the real estate industry for more than half a year, and there is still room for improvement in sales. Although my level is limited, I still want to write down some of my own things, that is, I can find improvements from them, and I can also find out what I need to learn and improve my sales level.
After experiencing the last opening, from the initial water renewal to the successful sale in the later period, the entire sales process has become familiar. While receiving customers, my sales ability has improved, and I have gradually gained an understanding of the concept of sales. From my clients who have already purchased houses, I have gained a lot of sales experience in the process of selling them. I’m showing it here for everyone to see. Maybe I’m not doing a very good job, but I hope to share it with everyone.
The first and most basic thing is to always maintain enthusiasm during reception.
Second, register customers and conduct follow-up visits. Doing a good job in the preliminary work of sales will facilitate subsequent sales work.
Third, regularly invite clients to come and view the properties to learn about the developments of our properties. Strengthen customers' purchasing confidence, do a good job in communication, and prepare several plans for customers according to their requirements, so as to facilitate customers' consideration and opening sales, make customers more selective, and avoid concentrating on the same apartment type. This also facilitates your own sales.
Fourth, improve your business level and strengthen real estate-related knowledge and the latest developments.
When facing customers, you can be at ease, establish your professionalism, and at the same time make customers want to trust you more. thereby boosting sales.
Fifth, think more about the problem from the customer's perspective, so that you can resolve it in a targeted manner, provide the customer with the most suitable house, solve his doubts, and allow the customer to buy a house with confidence.
Sixth, learn to use sales skills to create a desire and atmosphere to buy, and appropriately force customers to make a decision as soon as possible.
Seventh, no matter what you do if you don’t have a good attitude, it will definitely not be done well. I think attitude determines everything at work. When personal needs are frustrated, attitude can best reflect your values. Positive and optimistic people attribute this to imperfect personal abilities and experience, and they are willing to continue to improve and develop in a good direction, while negative and pessimistic people blame opportunities and unfair environments, and always complain, wait and give up! What kind of attitude determines what kind of life.
Eighth, find and recognize your goals, and constantly strengthen your confidence to move forward and persist to the end. This is always the most important. The fable of the tortoise and the hare continues to appear in real life. The hare tends to be opportunity-oriented, while the tortoise always adheres to core competitiveness. In real life, just like the ending of the tortoise and the hare, those who continue to accumulate core competitiveness will eventually win over those who chase opportunities. Life is sometimes like climbing a mountain. When you are young and strong, you are always jumping around like a rabbit. Whenever you have the opportunity, you want to change jobs and take shortcuts; when you encounter setbacks, you want to give up and take a rest. Life requires accumulation. Experienced people, like tortoises, understand the principle of moving slowly at a constant speed. I firmly believe that as long as the direction is correct, the method is correct, one step at a time, and each step is firmly on the road ahead, on the contrary You can reach the finish line earlier. If leading depends on opportunity, luck will eventually run out.
To maintain long-term enthusiasm and enthusiasm for work, it is also necessary to have the spirit of "doing it without waiting for the whip". So in the past six months, I have been insisting on doing what I can do well, accumulating, and moving forward firmly towards my goal step by step. Summary of the work of marketing and sales staff 3
It has been five months since I reported to the company on February 16, 20XX. Stepping into an unfamiliar industry, even if you are as enthusiastic as I am, you will still be at a loss. I silently tell myself that this is an opportunity and a challenge. The only thing you can do is to focus your mind, observe, explore, learn, and brew, gain from hard work, and grow from difficulties. Faced with every praise and recognition from the leaders, every suggestion and criticism, as well as the warm smiles and helping hands of colleagues, I can't help but feel grateful. Respecting leaders and being kind to colleagues, although I integrated into this young group as quickly as possible, my expectation to mature and stand alone at work became the reason why I couldn't sleep at night. I will review the work of these five months one by one. Although it is inevitable that I will miss everything, I still hope to use the mirror of the summary to see where I have come from, so that the future will be smoother and more complete.
1. Corporate market:
Attracted a certain amount of savings through inherent resources, participated in several knowledge trainings organized by the branch, and usually paid attention to learning from leaders and how to negotiate with customers. ; Understand the key points and methods of writing while cooperating with colleagues in completing investigation reports; and also learn from experienced colleagues how to conduct pre-loan on-site inspections of customers while on business trips. Although the field of public relations is a bit complicated for me, I have gained a certain understanding and familiarity through the gradual contact. What I am satisfied with about myself in the public sector is that I learn and understand new things quickly, communicate smoothly with customers, and usually leave a good first impression on customers. The shortcomings are the lack of continuous professional learning and research and the lack of experience in customer protection. Next, I plan to spend more time reading more effective books and cases, and go out to study more in the field with colleagues and leaders in the corporate marketing department. I will accumulate experience in the entire corporate system through examples. I will always pay attention to utilizing the resources around me and pay attention to accumulating high-quality customers. And learn how to effectively maintain customers.
2. Retail business:
Retail business is an area that I am more interested in, and it is also one of my key development directions. While learning the main business of retail, closely follow the leadership's ideas and actively broaden marketing ideas. First of all, I started from the event planning that I am good at and also loved. I was responsible for the activities related to Jubaotang Art Museum. With the support of the leaders and the help of my colleagues, the opening event of Jubaotang Art Museum and the Lu Shi double exhibition ended successfully. The results of recent activities have begun to gradually move towards a profit model, which also gives me great encouragement and increases my enthusiasm and motivation. Secondly, pay attention to supplementing fresh ideas at any time, and actively pay attention to the expansion and various other platforms related to the bank's main business, hoping to maximize the expansion of bank functions, enrich varieties, and formulate more demand points according to the customer characteristics of the branch, through various A variety of different forms of peripheral activities to promote the growth of the main business volume, such as the recent cooperation with Pioneer Bookstore and Li Xiao’s calligraphy appreciation lectures that are currently under preparation. What makes me satisfied with myself in retail is that I have the enthusiasm to develop business, and I have some experience in promotional activities, and I often have ideas and inspiration.
The shortcomings are the lack of experience in negotiating with partners, sometimes the position is not firm enough, and sometimes the skills are not mature enough. However, as I observe and study the leadership negotiation methods, I have also improved. I believe this shortcoming can be solved in the near future. Improvements will be made in the future. The plan for the second half of the year is to follow up on the cross-implementation of various activities at points, lines, and surfaces, do each activity steadily, summarize and calculate the costs and benefits of each time, and use the Internet to expand the publicity influence of the branch. Set a good goal and work towards it step by step.
3. Office work:
Office work is also a part that I am very happy to do. Firstly, because I like to organize processes to achieve the purpose of orderly affairs, I am more careful in doing things and have certain life experience, so I am more suitable for this part of the work; secondly, the work in the office is now divided into several fragmentary parts and implemented by several people. People in these positions are fully occupied and burdened by the distractions of office work. Sometimes several people work across the same task, and sometimes no one is responsible for a task because several people are responsible for it. At present, I have taken over some office affairs. I hope that I can gradually take over all aspects of the work and provide support and coordination for the back office, so that colleagues in the field can focus more on the field and share some trivial responsibilities with the leaders. Although office work is trivial, in my understanding, a good person who works in the office is like lubricant to a group, providing support in administration and life, making the machine run more smoothly. , so that the collective can get along more harmoniously, work more efficiently and get twice the result with half the effort.
Overall, these five months have been full of sacrifices and gains. Although my professional abilities in all aspects are not perfect at present, God rewards those who work hard and can always give the most sincere feedback to those who work hard. The person I am today is no longer the person I was five months ago. And in the following days, whether it is when you are high-spirited or when you are frustrated, you must treat it as a competition with yourself. If you can defeat yourself, you can finally wait for a dream to be realized. I believe that at the end of the year, I will not only How it looks today.