Summary of feed salesman's work I
As we all know, sales work is the core of any feed enterprise, and the work of other departments of the company is centered on sales. Therefore, as a salesperson, the responsibility is more important than Mount Tai. Then I began to report the work since June 20, 65438+/kloc-0.
First, personal summary:
Know your responsibilities: do your duty for the company and serve customers intimately!
The system formulated by the company can be well observed and implemented, and can work actively. At the same time, you can strengthen your own study, constantly improve your business knowledge and work ability, abide by the law and do nothing that harms the interests of the company!
Second, the work summary:
1, always adhere to the company's development focus: focus on concentrated feed for pigs, especially piglet feed, and expand the sales of premix.
2. Thinking about the distribution of sales network. When I used to work in Guanzhong market, I always revolved around customers, ignoring the fact that I could see through the essence of the problem at the grassroots level and the importance of grasping the sales information in time and changing the sales strategy! Because of the wrong thinking, we lost a lot in Guanzhong market and developed slowly. In the end, the company leaders can make the right strategy at the critical moment: change me to the northern Shaanxi market. As the saying goes: new environment, new challenges! Because of the particularity of northern Shaanxi terrain and my strong sense of responsibility, I have been forced to reflect on the need to adopt scientific and effective marketing ideas. As we all know, 2 o'clock is the shortest distance, so I will analyze which customers are and which are customers, because the feed is for pigs, but the closest to pigs is our customer farmers. It turns out that the ultimate consumer of feed is pig farmers. Clear thinking makes me understand that what we should think about is how to buy goods for customers conveniently, that is, close to consumers and take direct sales to the final terminal distribution channel.
While ensuring that the products are "available" at the terminal, we should also ensure that the products are "marketable" and carry out "customer-oriented" promotion, store sales and market promotion in a planned and multi-level manner. It is necessary to ensure that there is water in the channel and create an "outlet" for water to flow out.
So what are the benefits of direct selling to the final terminal distribution channel?
① Direct selling to the final terminal distribution channel can make farmers have the lowest breeding cost.
② It is closest to the consumer terminal and most convenient for farmers.
③ Emphasize that under this condition, both the price that consumers are willing to pay and the convenient point of purchase are satisfied.
For companies and salesmen, this channel is easy to control and stable.
⑤ It is conducive to cultivating loyal customers and intensive cultivation.
Market resources are limited, which is the foundation of our survival and development. For the target market, after investigation and analysis, not all regions need to develop step by step according to the overall development, which customers need to develop in time, which customers can't start temporarily, and which customers need complementary linkage. It is not imagination that can achieve the effect. The objective economic laws are inviolable, and even when specific customers should adopt what kind of strategy, when to pay a return visit, face-to-face or telephone calls are needed. Blind, unplanned and repeated visits may lead to vicious rebellion of customer resources and even have a negative impact.
These benefits are obvious to all, and it can be said that the Tao wins the world!
The consciousness of developing new customers must go to a higher level. For example, Zhao He, the two largest customers in my area, have been engaged in aquaculture for many years and have rich experience, and their scale is very famous in all counties. Other manufacturers have long followed this idea when they cut in early, and the result is very successful. Customers are also very profitable and like to cooperate directly with the company! But in the face of these big customers, how can we transform them into success? It's the third one at work.
I can bring better service to my customers.
Because we do sales as a service, we can maximize the interests of customers through ourselves, last longer, make the company profitable and win. Niu Gensheng of Mengniu said that 98% of resources depend on integration. In fact, our feed work can also do the same. For example, Zhao's breeding pigs can be recommended in the farms he has mastered. The following farmers can recommend piglets from Zhao Xue Red Pig Farm if there are few sows. Customers who buy sows and piglets have got your help. Zhao's pig farm uses the company's products, which has always been well reflected. At the same time, his service is in place, and with his own personality charm, it is easy for customers to win directly. Customers who are close to Zhao Can get materials from him, so that Zhao Can can also get a certain profit, and the distance directly benefits customers and reduces his feeding cost. Why not? Interlocking, it is easy to form regional market share and brand effect! This plays a decisive role in other markets around! There is also the need to use science to grant some high-tech to customers, so that customers can grow under your service!
4. Recovery of payment.
In the past, in Guanzhong market, insufficient attention was paid to the recovery of payment for goods, which easily brought bad habits and unnecessary troubles to customers. After arriving in the northern Shaanxi market, we can grasp the customers and customers in the market well, and most of them have paid first and then received the goods. Some customers' problems can't be ignored. We should strive to achieve cash on delivery, maximize the sincere cooperation between the two parties, and the maximum grace period is 1 week to ensure the safety of funds and the unbroken capital chain of the company!
5. Logistics of goods.
I can actively cooperate with the company's backstage work, jointly seek logistics resources and strive to reduce logistics costs. Customers report goods to the company in time, and provide prices that change with the market, which is convenient for the company to invoice and customers to pay. And when the company delivers the goods, call the customer to do the receiving work!
The sales data show that the achievements are objective and the problems definitely exist. On the whole, the sales work is progressing steadily towards the predetermined goal.
The pressure of unbalanced supply and demand in the market, the obstruction of peer atmosphere and the inconvenience of objective environment have all produced negative motivation for our marketing work. Be able to find problems in work in time, adjust marketing strategy, respect customers' opinions, refer to the suggestions of company leaders, take market demand as the guide, and continuously improve work efficiency.
Third, the problems existing in the work:
1, sometimes the time arrangement is unreasonable, the time utilization is not good, and the work planning is not very strong!
2. The company's product sales structure is not reasonable enough to make full use of resources and develop chicken and beef premix.
3. In the construction of customer network, we can't make a scientific network layout and stick to our personal traditional ideas!
Iv. Work plan for the new year:
Maintain and stabilize the original customer resources, increase the development of Suide market, rice fat market and jia county market, focus on the development of pig feed market around Wang Qiang and Baizhanxiao, and focus on the chicken premix in Suide Longwan.
Verb (abbreviation of verb) abstract
The market is the worst coach, and the game has already started before warming up. A considerable part of the result of the competition lies in our understanding and subjective initiative.
At the same time, the market is also the best coach who can teach us skills and development opportunities without training. The key is whether the market participants' vision is long-term and whether their character can stand the test.
We have experienced enough market tempering, and I firmly believe that through our joint efforts, we will build a "fulcrum" to incite the market, create "potential energy" to release marketing inertia, and integrate to form "fist" energy. I hope that one day, through our own efforts, we will attract more dealers to operate our products and more farmers to use our products!
It is really difficult for us to face the present, but we will never be discouraged, because we have a foreseeable future! By then, we will spread our wings in Dapeng!
Finally, I wish you good health, smooth work, all the best and eternal youth in the new year!
Summary of feed salesman's work II
First, personal summary:
The system formulated by the company can be well observed and implemented, and can work actively. At the same time, you can strengthen your own study, constantly improve your business knowledge and work ability, abide by the law and do nothing that harms the interests of the company!
Second, the work summary:
1, always adhere to the company's development focus: focus on concentrated feed for pigs, especially piglet feed, and expand the sales of premix.
2. Thinking about the distribution of sales network. When I used to work in Guanzhong market, I always revolved around customers, ignoring the fact that I could see through the essence of the problem at the grassroots level and the importance of grasping the sales information in time and changing the sales strategy! Because of the wrong thinking, we lost a lot in Guanzhong market and developed slowly. In the end, the company leaders can make the right strategy at the critical moment: change me to the northern Shaanxi market. As the saying goes: new environment, new challenges! Because of the particularity of northern Shaanxi terrain and my strong sense of responsibility, I have been forced to reflect on the need to adopt scientific and effective marketing ideas. As we all know, 2 o'clock is the shortest distance, so I will analyze which customers are and which are customers, because the feed is for pigs, but the closest to pigs is our customer farmers. It turns out that the ultimate consumer of feed is pig farmers. Clear thinking makes me understand that what we should think about is how to buy goods for customers conveniently, that is, close to consumers and take direct sales to the final terminal distribution channel.
Market resources are limited, which is the foundation of our survival and development. For the target market, after investigation and analysis, not all regions need to develop step by step according to the overall development, which customers need to develop in time, which customers can't start temporarily, and which customers need complementary linkage. It is not imagination that can achieve the effect. The objective economic laws are inviolable, and even when specific customers should adopt what kind of strategy, when to pay a return visit, face-to-face or telephone calls are needed. Blind, unplanned and repeated visits may lead to vicious rebellion of customer resources and even have a negative impact.
I can bring better service to my customers.
Because we do sales as a service, we can maximize the interests of customers through ourselves, last longer, make the company profitable and win. Niu Gensheng of Mengniu said that 98% of resources depend on integration. In fact, our feed work can also do the same. For example, Zhao's breeding pigs can be recommended in the farms he has mastered. The following farmers can recommend piglets from Zhao Xue Red Pig Farm if there are few sows. Customers who buy sows and piglets have got your help. Zhao's pig farm uses the company's products, which has always been well reflected. At the same time, his service is in place, and with his own personality charm, it is easy for customers to win directly. Customers who are close to Zhao Can get materials from him, so that Zhao Can can also get a certain profit, and the distance directly benefits customers and reduces his feeding cost. Why not? Interlocking, it is easy to form regional market share and brand effect! This plays a decisive role in other markets around! There is also the need to use science to grant some high-tech to customers, so that customers can grow under your service!
4. Recovery of payment.
In the past, in Guanzhong market, insufficient attention was paid to the recovery of payment for goods, which easily brought bad habits and unnecessary troubles to customers. After arriving in the northern Shaanxi market, we can grasp the customers and customers in the market well, and most of them have paid first and then received the goods. Some customers' problems can't be ignored. We should strive to achieve cash on delivery, maximize the sincere cooperation between the two parties, and the maximum grace period is 1 week to ensure the safety of funds and the unbroken capital chain of the company!
5. Logistics of goods.
I can actively cooperate with the company's backstage work, jointly seek logistics resources and strive to reduce logistics costs. Customers report goods to the company in time, and provide prices that change with the market, which is convenient for the company to invoice and customers to pay. And when the company delivers the goods, call the customer to do the receiving work!
The sales data show that the achievements are objective and the problems definitely exist. On the whole, the sales work is progressing steadily towards the predetermined goal.
The pressure of unbalanced supply and demand in the market, the obstruction of peer atmosphere and the inconvenience of objective environment have all produced negative motivation for our marketing work. Be able to find problems in work in time, adjust marketing strategy, respect customers' opinions, refer to the suggestions of company leaders, take market demand as the guide, and continuously improve work efficiency.
Third, the problems existing in the work:
1, sometimes the time arrangement is unreasonable, the time utilization is not good, and the work planning is not very strong!
2. The company's product sales structure is not reasonable enough to make full use of resources and develop chicken and beef premix.
3. In the construction of customer network, we can't make a scientific network layout and stick to our personal traditional ideas!
Summary of feed salesman's work III
2020 is destined to be an extraordinary year. With the increase of raw material cost, the adjustment of tax rate and the continuous appreciation of RMB, foreign trade in 2008 is particularly difficult. The busy year is coming to an end, and it's time to sum up experience and lessons from work. ? First, recall the past? 1. Expand new sales areas. ? Focus on the market, open up the market and cultivate three new customers. By the end of the year, the total sales were $280,000. Since June+10, 2008, customers from 9 different countries and regions have established business cooperation relations. ? 2. Pay attention to brand awareness. ? Brand power plays a very important role in promoting the development of enterprises. The brand products have been successfully sold to in, and the current sales situation is good. ? 3. Provide quality service for old customers. ? Pay attention to customers and customer tracking and service. The total annual sales amount is $320,000. Facing the implementation of Euro 2 standard in 2006, the saw problem of 25CC gasoline was solved after 6 months. ? Second, summarize the present? 1. The product quality needs to be further improved. ? Whether it is the company's flagship product, chain saw, gasoline saw or small drilling angle grinder, quality complaints come and go. This greatly restricts the development of sales work. Moreover, the development cycle of new products is too long, which leads to the strange phenomenon that old products are immature and new products are not recommended. ? 2. The difficulty of documentary work. ? According to the company's previous production cycle, it is generally 30-35 days. Measured in years, it far exceeds this cycle. Our delayed delivery will directly affect the customer's sales plan and also have a certain impact on the company's reputation. Especially when delivering goods, either one of them is missing or two of them are missing, which not only brings great trouble to the work, but also makes it difficult to explain to customers. ? Third, look to the future? There is no starting point for the development of overseas markets, and 2008 is only the starting point of 2008. Through exploration and experience, we will grow slowly, and every expansion work in the new year needs the strong support of leaders. The market is cruel, and 2008 is bound to be a year for me to work harder. Born in sorrow and died in happiness, if 2008 is destined to be a storm, please make it more violent. ? I firmly believe that every step of our overseas market expansion is to better sell our products! Summary of Feed Salesman's Work IV
Feed sales, a challenging industry, is full of talents and fierce competition. If it is not recharged in time, it may be eliminated at any time. Therefore, we should not only have firm confidence, but also be hard-working and pay attention to strategies and methods. The most effective way to improve professional quality is to constantly strengthen learning and enrich yourself. To this end:
(1), to keep healthy, so as to put into marketing at any time.
(2) To form good habits, habits are related to success, and habits change life. If a person wants to succeed in his career, he must have good work habits, otherwise he will get twice the result with half the effort or even get nothing.
(3) Establish good interpersonal relationships, unite colleagues around you, have good team spirit, not only communicate with customers in business, but also become friends. Only by reaching this level of customer relationship can our marketing work be considered a breakthrough.
(4) Strengthen study, learn at work and grow up in study. Experience and experience are priceless in life. At the same time, we should learn from the advantages of others, overcome our own shortcomings, and constantly improve in learning.
(5) Keep an optimistic attitude. Optimism and enterprising, believing in your own company, is a magic weapon to do a good job in marketing.
(6) Improving the oral expression ability and accurately and appropriately expressing the sales theme will help users understand and accept. Therefore, improving oral expression ability can achieve twice the result with half the effort.
(7), but also to improve their overall quality, quality is a person's ideological maturity, is the degree of sound personality, is the degree of psychological endurance, is the degree of knowledge structure and understanding of people. Only by constantly improving the overall quality can we achieve perfect overall performance and really do a good job in sales. We have to make some pre-sales preparations when we go to the market. That is, as we always say, "Go fishing if you have fish." Collect all kinds of information, including competitors and competitive products. Need to master customer information, including breeding scale and cost, current use effect, payment method, hobbies, credit, purchase type and decision makers, and communicate with multiple decision makers when making decisions. At the same time, we must also do a good job in the basic work of farmers, to integrate with them and form a benign affinity with them, then we must learn to approach customers:
The first is the first impression we give him, which constructs a psychological set. Including your image temperament, affinity, professionalism, professionalism, integrity and so on. Because we are facing the general public, they are the most honest. Therefore, we should be well-founded, natural and graceful, be honest with each other, answer all kinds of questions raised by customers clearly and clearly, and maintain a good attitude. If the first impression is good, then he will be interested in talking to you and have the same topic. Make a good impression on customers. This can also have a multiplier effect on sales.
Second, learn to praise and ask questions. Everyone wants to be praised, but after praising customers, we should ask questions to guide customers' attention and arouse their interests and needs.
Third, we must understand the needs of customers. Not knowing the needs of customers is like walking in the dark, wasting your energy and not seeing the results, but solving the problem is not to meet all their needs, but to let customers accept our conditions to meet their needs.
Fourth, sales must be patient, constantly worship the workshop, avoid rushing into it, and do not treat it lightly. Be sure to take your time, look at your face, and introduce our products at an appropriate time, from the durability of the products to the efficacy to the benefits they bring. We should affirm our products, compare them with competing products, clarify the differences if there are differences, emphasize value-added services if there are no differences, and seize the right opportunity to facilitate the transaction.
Fifth, when visiting new customers, you should believe that the principle is "grab a handful of sand even if you fall." You can't go home empty-handed Even if the promotion is unsuccessful, let the customer introduce you to a new customer.
Sixth, convince customers and make friends with them happily. If you send away a happy customer, he will promote you everywhere and help you attract more users. We want to make customers "moved". If you want to sell successfully, you must press the customer's heart button and try to praise the customer. Enthusiasm is far more infectious than rhetoric, because making feed is an honest thing. Advertising and promotion can deceive people, but not pigs. Pigs grow meat when they eat it. We can't "fool" people like Uncle Benshan, but learn from his spirit of "fooling" people and not giving up until we reach our goal. You won't lose a deal with excessive enthusiasm, and you will lose a hundred deals with insufficient enthusiasm. Feed salesmen are four servants, and 50% of sales success is closely related to the friendship of customers, which means that if salesmen don't make friends with customers, you will lose 50% of the market. But no matter how good the relationship with customers is, we can't forget that enterprises are our home, dealers are our relatives, farmers are our bosses, and finally only the money in our pockets is our father.
Seventh, if you fail to reach cooperation with customers. The salesperson should immediately make an appointment with the customer for the next meeting. Every call we make is either to collect the information we need or to promote some form of sales. We must not treat feed distributors and farmers rudely because they have not cooperated with you, so you will lose not only a sales opportunity, but a group of customers and hundreds of cooperation opportunities. If you need to contact customers five to 10 times to complete a sale, then you must do it at all costs. I believe your efforts will definitely bring good luck.
Because the sales terminal of our products is rural farmers. Therefore, it is necessary to directly enter the countryside and establish a huge rural sales network. Develop village-level feed retailers and work with retailers to find qualified demonstration households. When choosing a demonstrator, we must find a scientific and technological demonstrator with a high probability of success, because the demonstrator can only succeed but not fail, so how to ensure success?
(1), it is best to find influential people in the village, such as local aquaculture leaders or some authorities.
(2) Good feeding conditions.
(3) Pig breeds are excellent and free from diseases.
(4) The demonstration households have high breeding level or are willing to accept new breeding concepts.
After the above conditions are met, it is necessary to fully communicate with the prospective demonstration households and introduce the use of the enterprise and product functions in detail. Determine the demonstration feed: Generally, the feed we choose is of higher quality than the feed used by farmers now.
Make use of scientific and technological demonstration, give a package to the local person in charge of breeding, weigh the demonstration pigs before the demonstration, make records before the demonstration, and track the breeding methods and effects. Establish a good customer relationship. Until the demonstration is successfully completed, fill in the demonstration form and sign it by the presenter. Quickly popularize and disseminate demonstration results. The purpose of our demonstration is to prove to farmers and retailers that the quality of this product is stable and excellent, and to maximize the demonstration effect. This makes our products have the same price as others under the condition of ensuring better quality than others, which invisibly produces a good reputation among the surrounding user groups.
Finally, it is necessary to gather the successful demonstration households and the farmers in the village and nearby to hold a promotion meeting on scientific and technological aquaculture. To expand their popularity and influence. Through these sales methods, we can achieve rapid growth in sales performance.
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