Sales Manager Half-Year Work Summary

Sales Manager’s Half-Year Work Summary 1

The sales manager’s half-year work summary generally needs to explain the work situation clearly in three aspects. First, it is necessary to clearly explain the sales of this half-year. The sales situation; second, the work with a relatively large impact this year; third, the sales plan for the second half of the year. This article is a summary of the work of his department in the first half of the year by a sales manager. I hope it will be helpful to everyone writing such articles.

Dear leaders and colleagues:

The New Weather Management Department is one of the company’s early stores. Company leaders attach great importance to it, and moving to a new era involves the hearts of everyone in the company. The chairman visited the site in person to provide guidance on the moving work, expressed condolences to the employees, and encouraged all employees to keep up their efforts, overcome difficulties, and do their jobs well. Mr. S personally participated in the moving work and provided valuable opinions on the location selection and hanging tanks of the store. He often calls to inquire about the progress of the work and attaches great importance to the moving work. Mr. We feel very warm and grateful for the great help given to the New Weather Management Department.

Please allow me, on behalf of all the employees of New Weather, to express my deep gratitude to the leaders and colleagues at all levels who support our relocation work. Thank you for your strong support and help to us. We must live up to the high expectations of our leaders and submit a satisfactory answer to the company with our own practical actions!

I will now briefly report on the recent work:

1. Operations Department Operations in the first half of the year

Under the correct leadership of the board of directors, relying on the wisdom and strength of the company's employees, adhering to the work style of seeking truth and being pragmatic, working hard, strengthening production and operation management, and carrying forward the entrepreneurial spirit of hard work, Strive to expand market space and market share. Despite sluggish market demand, cumulative sales in the first half of the year were 5,250/t, a year-on-year increase of 9.6%. Cumulative purchases were 5,305/t, a year-on-year increase of 9%. The cumulative sales revenue was 33.82 million yuan, but the economic benefits were poor and declined compared with the same period. The overall development situation of the oil and fat industry is relatively severe, the overall market demand is weak, and the prospects are not optimistic. Competition is fierce and profitability is declining. In such an environment, we should promote refined management, reduce operating costs, strengthen risk prevention, be customer-oriented, aim to strengthen and expand market share, and strive to achieve new breakthroughs in the second half of the year, with steady growth in sales and profits.

2. Introduction to the moving situation

1. Introduction to the real working environment

The moving work is relatively hasty, with tight time and heavy tasks. Some work has not been perfected and is done very passively. The production workshop and office building are under construction. After the bulk oil tanks are hoisted over, the intermediate packaging cannot be produced normally. There is no place to install the equipment. The ground is mud and the working environment is very poor. In order not to affect sales and minimize losses, employees work outdoors. The weather is hot and scorching, with the sun scorching the earth and the ground temperature reaching over 40 degrees. The employees were sweating profusely, their clothes were soaked with sweat, and they refused to stop working. After the clothes dried in the shade, there would be a layer of white salt stains. When the sun hits the skin, it will be hot, with slight redness, swelling and pain. The skin will be tanned, but there will be no complaints. On a rainy day, it's like a swamp, so muddy that you'll slip if you're not careful. But the employees jokingly call this the Long March of our Heyirong Company in the new era. Once we go there, we will have a brilliant tomorrow!

We are covered in sweat on a sunny day and covered in mud on a rainy day. This is a true portrayal of our working environment. . Faced with the harsh working environment, not one of our employees flinched or complained. Instead, they actively engage in work, try every means to overcome difficulties, solve problems, and do their jobs well. We are in the same boat as the company and we will tide over the difficulties together. It fully developed the spirit of ownership and the qualities that a He Yirong employee should have. Here I would like to say to all the employees of New Weather: "You have worked hard."

2. Introduction to the new factory

In order to enhance the company's image, meet market demand, adapt to market development, and make breakthroughs own development bottleneck. Build our workshop into a modern workshop with specialization, scale and complete infrastructure. We visited a number of companies on the spot, absorbed advanced experience in the same industry, and adopted suggestions from equipment manufacturers based on our own actual conditions. Designed its own multi-functional workshop, integrating production (small and medium-sized packaging, flexible packaging, palm oil bags) barrel washing and warehouse. It improves space utilization and makes the process flow more reasonable, scientific and perfect. It also reduces investment costs. At present, the civil engineering work has been completed and the color steel capping is under construction. The main project of the comprehensive public building integrating offices and accommodation has been completed. Accelerate infrastructure construction, promote the speed, meet the construction deadline, and strive to put into production as soon as possible!

3. Promote brand building with high-quality services

Under the pressure of the imbalance of market supply and demand, price wars have emerged one after another. However, price competition can no longer distance them from each other, and service has become a weapon for the grain and oil industry to stand out. Selling products is more about selling brands, and service is the cornerstone of brand credibility. Only by strengthening service awareness, improving service standards, advocating professional services and thoughtful services. Only in this way can we gain better recognition from the market and gain the trust of customers.

Only by improving the reputation of the product can it be conducive to better brand building.

IV. Development Plan of the New Weather Management Department

After the completion of the new workshop, it will be a new test for each of us. Facing the new situation and new technology, we all need to To learn and adapt. We must cultivate our own learning abilities, build a learning team, and improve our own standards to adapt to the company's rapid development. We promote store development from the following five aspects.

1. Taking bulk oil as a business unit, the main customers are food factories and secondary wholesalers.

2. Zhongbao has comprehensively upgraded its packaging, and its internal quality and appearance have been improved. Based on the original customers, it will develop large-scale canteens and high-end hotels to enhance its brand image.

3. Fill small packages and enter farmers’ markets and supermarkets. Improve its own product system.

4. After the tank capacity is expanded, strive to do transit business for large manufacturers to enhance our own strength.

5. Develop some new varieties, such as one-time packaging, to seek new profit growth points. Carry out subsequent product development work.

After the new store is completed, it will inject new vitality into the development of the New Weather Management Department. It is a turning point and a new starting point for the new atmosphere. The new atmosphere will stand firm in the Shijiazhuang market with a new look and new image. We will, as always, inherit and carry forward the Heyirong corporate culture of being people-oriented and God rewards those who work hard. We will be the pioneers of the new era, keep pace with the times, pioneer and innovate, dare to be the first, and strive to be first-class. Use your own practical actions to give a satisfactory answer to the company and employees! Sales Manager Half-Year Work Summary II

It has been half a year since I came to the company. After this period of work and study, I have detailed After studying the company's sales reports and sales products, I will make a report on my work and the problems I found as an opportunity for the sales manager to summarize his half-year work.

First-rate companies make rules, second-rate companies make brands, and third-rate companies make markets. For the Guangdong market, including (Shenzhen, Dongguan) electroplating material companies other than Colliers and Huachuang, they are still working hard to build the market, especially in Shenzhen and Dongguan, for those small and unconventional small companies. As far as distributors are concerned, in order to survive in the market, their purpose is to maximize profits. Therefore, there is no loyalty or trust at all. However, judging from the current market situation, they are our company's main customers. Therefore, our company has no way to completely win over and control these small dealers. For our company, these small retail investors currently have a high cost after deducting labor and various In terms of sales costs, it can be said to be operating at a loss.

Through the joint efforts of all employees in the sales department, we discussed and formulated the sales tactics for each link, the core competitive advantages of the company's products, the company's promotional materials "A Letter to Customers", and advertising for various media We made suggestions and put forward the core statement of "Everything is worry-free and the world is virtuous", which gradually made our company's products known to customers in the Taiyuan market. All employees in the department have sorted out more than 5,000 pieces of Yellow Pages information and sent out more than 3,000 company promotional materials. They braved the cold and visited the tax hall and various office buildings in the High-tech Zone to lay the foundation for the upcoming crazy sales season. Ready. In terms of team building, detailed sales personnel assessment standards, sales department operating systems, work processes, team culture, etc. have been formulated. This is something I think we have done relatively well, but in other aspects there are still big problems with our approach at work.

Judging from the company's current situation, our company currently has very few internal management costs that can be reduced, and external market pressure will become more and more intense. Once our sales increase, First of all, it will attract the attention of competing peers. No one is willing to share the rice in the bowl with others for free. In this case, competing peers will definitely adjust their sales strategies and product prices to seize customer resources. Secondly, sales staff and companies will also be forced by sales and market pressure to desperately lower prices or pay higher sales costs to win customers. In itself, the company's product prices can no longer be compressed. Once the price is lowered and the cost of sales is increased again due to the pressure of the market and sales, the higher the sales, the lower the profits, which can also be said to be increasing losses.

Based on the above aspects, I personally believe that the company is currently in a critical period, and the company has no clear development plan and staged business goals. At the same time, in the early development process, the company did not gradually form its own core competitiveness. Clear development plans and staged business goals are not about how much money you make today and how much you will make tomorrow, but about how the company survives and how it survives better. It can be said that they will not let our company get involved in the products that are currently selling well in the Guangdong market and make profits. Because these are the fruits of their labor.

In view of the current situation, I have some immature suggestions for the company’s reference:

It is recommended that the company conduct a detailed study on the current product catalogs of Huachuang and Colliers. , and at the same time compare whether our company has the opportunity to win agency and distribution rights.

For the products won by Huachuang and Gaoli, our company organized personnel to inspect domestic and foreign markets to find some products of the same type, whose brands are not well-known in Guangdong, or have not yet entered the Guangdong market, but have good quality and price. If there are certain advantages, we will negotiate to win the agency and distribution. In this regard, Huachuang and Colliers have indeed done better. Whether it is from the reflections of the dealers below or my visit to their headquarters, it can be seen that they have different focuses on the products and strategies they operate. In terms of customer selection, Huachuang is committed to downstream dealers and price wars, while Colliers is committed to direct high-end manufacturers, striving to build its own brand, avoid price wars, and take the high-end route. Therefore, when cultivating the core competitiveness of our company, we can learn from the business strategies of the above two.

The above half-year work summary of the sales manager contains some immature suggestions of my own. If there are any inaccuracies, please understand. I always believe that the development of Shenzhen Company is not only a problem of Shenzhen Company, but also a problem of Shenzhen Company. The next development issues of the entire company will have a profound impact on the future development of the entire company. Sales Manager’s Half-Year Work Summary III

September has quietly left us. The arrival of October tells us that more than half of 20XX has passed. At the end of last month, our company also held a half-year sales meeting. , the company leaders also made a half-year work summary at the meeting, which gave us a deeper understanding of our company's work in the past six months, and also summarized some experiences for us to share. So after this meeting, the leader asked us to summarize our half-year work. We hope that through the summary, we can better understand ourselves and learn from outstanding colleagues, so as to better carry out the work in the second half of the year.

Now I summarize my work experience and feelings in the past six months as follows:

1. Do things in a down-to-earth manner and perform my job conscientiously

First of all, I can learn from the product Starting with knowledge, while understanding technical knowledge, carefully analyze market information and formulate marketing plans in a timely manner, follow up with customers in a timely manner and analyze customer information. Secondly, I often communicate frequently with other salesmen to analyze market conditions and existing problems. and response plans for mutual improvement.

It is necessary to frequently develop new customers and at the same time constantly classify the customers in hand, regard the customers who are most likely to use our products as important customers, and regard the customers with recent projects as the key customers for follow-up. , and allocate the number of visits based on their needs. Strive to promote the order to achieve the purpose of sales.

While analyzing customers, you must establish your own customer base. Finding the right customer groups based on the characteristics of our products is the key to success. Among the clients I have dealt with in the past six months, several of them are not very familiar with the industry, that is, they have just started in this industry. The technology is relatively weak and the orders are relatively small, but the success rate is relatively high and the price is low. It can be done higher. Customers like this can be included in the main customer groups. They usually change careers from other related industries or are newly established departments that take over monitoring projects, because they have customer resources in this area and have development prospects, so if they can maintain these customers well, they will be able to move forward in the future. The quantity is also quite considerable.

2. Be proactive and strive to complete tasks on time and in quantity

Actively visit customers every day and ensure the quality of the visits. After returning, you must carefully analyze the information and summarize the work situation, and make Good work plan for the next day. Visiting customers is the basis of sales. Without visits, there will be no sales, and because everyone has feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.

Actively assist customers in their work, such as helping to find information, helping to make plans, and making budgets. This is one of the ways to increase customers' trust in us, and it is also the best opportunity to promote our products to them. . Even if the transaction is not completed immediately, they will always remember your contribution, and those who are useful in the future will take the initiative to find us.

3. Provide good after-sales service

No matter how good the product is, there will be defective products and various problems will arise. Therefore, after-sales service is particularly important. Do a good job After-sales service is an important means of maintaining customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn about the situation in detail from the customer as soon as possible and try to find out the problem. If we can't find the reason, don't worry. We should first stabilize the customer's mood and comfort the customer. , and then promise to help him solve the problem, reassure him, report the problem to the company's technical staff, and then find a solution.

Among the customers I have dealt with, many reported problems, but after coordination and help to solve them, most customers are very satisfied with our services. Many people immediately expressed their intention to continue cooperation, and those who had projects and needed procurement contacted us immediately.

4. Persist in learning

People must continue to learn in order to make progress.

First of all, we need to learn our new products and pass our product knowledge; secondly, we need to learn communication skills to improve our business capabilities; and when we have time, we can also learn about the product features of some peers and compare them with ours, so that we can understand Discover the advantages of our products so as to maximize our strengths and avoid our weaknesses in front of customers.

5. Learn more about the industry information

Understand our competitors and our peers, understand the better products on the market now, and understand the relevant policies in the industry. These are all A good salesperson must always be concerned about issues. Only by understanding the outside world can we avoid becoming a frog sitting in a well and looking at the sky, make correct judgments on the information we have, and adapt to problems when encountering them.

6. Plan for the second half of the year

At the half-year sales summary meeting, there was a big gap between my data and the data of my colleague xx in the same department. Her sales for the half year were 150,000. The repayment is more than 80,000, and I only have sales of more than 20,000, which is far behind, so I have to catch up in the second half of the year. Although she joined the company some time before me, we all face the same market and have the same number of customers. The only difference is between people. In the future, I will pay more attention to her and other colleagues. Learn sales skills, work hard to increase your sales, and strive to catch up with them. I want to set a clear goal for myself and strive to achieve 150,000 in the second half of the year, that is, about 30,000 per month. At the same time, a sales plan must be formulated and tasks assigned to the customers in hand, ranging from the general direction to the industry and down to each customer. Only in this way can you clearly know your tasks every day, clarify the purpose of visiting customers, and improve the quality of your visits. Since my work plan for the first half of the year was not detailed, I was relatively blind when visiting customers, and I was not particularly familiar with the products, so my sales volume was relatively low. Therefore, I have to change my approach in the second half of the year, work hard to increase sales, and work hard to complete the tasks assigned by the company.

Finally, I would like to thank our leaders and our colleagues for their support and help in my work in the first half of the year. I hope that through everyone’s joint efforts in the future, we can achieve greater success in the second half of the year. Sales Manager's Half-Year Work Summary IV

1. The bidding for PE pipes for the Jingyi Road Water Supply Pipeline Renovation Project was completed. The winning bid for the project was 9.8624 million yuan, and the contract is currently being implemented. Because Jingyi Road is located in an urban area, it is difficult to excavate and coordinate with the resident units, so the progress of the project is slow, which may affect our settlement.

2 Completed the bidding for PE pipes for the xxx National Highway water supply pipeline in the eastern new city. This project is the first large-scale use of PE pipes in Jinan City and has great influence. After two months of hard work, the project has been basically completed and has been recognized by the supervisor and Party A, laying a solid foundation for the market promotion of Weixing PE Pipeline in Jinan.

3 Completed the warehouse inventory of the asset appraisal property company.

4 Completed the bidding for the PE pipe of the water supply pipeline of Shandong University’s new school. The winning bid price of the project was 820,000 yuan, and the contract of 620,000 yuan has been fulfilled. The project is located in the South Outer Ring Road and is a key project in the city. At present, The experiment has been suppressed and passed the acceptance inspection, only a little short of the initial work that will be added later.

1. Problems and solutions that emerged in the work:

1. Failure to correctly handle market information, specifically manifested in:

① Lack of control over market information Ability, in a modern society with highly developed information, information passes by in a flash, and there is a lot of useful information flowing around us, but we do not grasp it;

② Lack of ability to process market information, Valid information relies on grasping, analyzing, processing, and submitting. After controlling the information in a timely manner, we often lack how to determine the accuracy of the information;

③The lack of information exchange causes a lot of useful information to disappear in vain. In future work, effective measures should be taken to give full play to the role of information, strengthen the ability to process information, strengthen communication, and be able to correctly judge the accuracy of information.

2. At the beginning of the work, due to my low business level and insufficient experience, I was unable to grasp the context of the bidding work at the beginning and failed many times. Where did the problem lie? Faced with the lessons of many failures, we searched for our own causes, analyzed project bids, compared with competitors, and found out our own shortcomings. In the future work, we must always strengthen business learning, improve our own capabilities, strengthen the company's market competitiveness, and make the company in an invincible position in future bidding work.

3 Lack of planning and lack of safeguards. It was stated in detail that in the Shandong University new school project, due to a lack of understanding of the progress of the project, a failure to prioritize, and a failure to correctly sequence the plans in arranging production, resulting in slow supply; there were no safeguards for equipment maintenance, and the machine If there are no accessories if it is broken, it will affect the normal construction and cause adverse effects. In future work, communication with owners should be strengthened to help owners analyze drawings, understand project progress, make plans in advance, and make allowance calculations for pipe fittings. Strengthen the protection and maintenance of welding equipment, deal with problems in a timely manner, and leave no hidden dangers. For frequently damaged accessories, reserve them in advance and maintain the equipment as soon as possible.

2. Future work plans:

1. Analyze competitors, strengthen communication with competitors, and implement joint competition.

At present, our strongest competitor is ‘Sichuan Senpu Pipe Industry’. This company’s sales network covers the entire Shandong market and has a huge network of interpersonal relationships. Its sales performance in Jinan is second only to ours. At the beginning, in order to compete for market share, both of us adopted the strategy of reducing prices. If this continues, we will only lose more profits for both parties, which will hurt both parties. In the work in the second half of the year, the relationship between the two parties should be strengthened to improve, complement each other, use each other, promote each other, combine competition, benefit circulation, and enjoy the market.

2. Do a good job in after-sales service, especially emergency repair work. At the beginning, the most fierce competition in the market was the competition in service. The promotion of a good product is not only about good moral character, but also about comprehensive after-sales service. Many emerging pipes were very popular when they first entered the market. However, why did they disappear after a short time? It is because the guarantee measures are not in place and the service level is not up to standard. We must work hard on maintenance, conduct systematic training for personnel, purchase special tools for emergency repairs, and prepare repair pipe fittings to truly ensure that customers have no worries.

3 Strengthen communication and cooperation between departments. As the operating department, we should learn more from brother departments, strengthen contact, cooperate together, and do a good job in service. In order to achieve the same goal of the property company, all departments should cooperate closely to reduce internal friction, give full play to team spirit, and use the power of the group to improve the overall combat capability of the property company.

4 Cultivate the market, increase advertising and establish brand awareness.

Jinan is currently engaged in urban construction. The new city in the east, the university town in the west, the large-scale pipe network reform in the city, and the renovation of branch water supply have brought us unlimited business opportunities. We must do a good job in market assessment, summarize the lessons learned from the three projects in the first half of the year, do a good job in return visits to customers, use the good performance characteristics of Weixing pipes, appropriately invest in certain advertising, improve the company's reputation, and increase marketing efforts. , further promotion.

5 Strengthen learning and internal management, strengthen training, standardize various management systems, and improve the quality of personnel. Continuously learn professional knowledge and improve professional standards. Continuously improve and standardize various governance systems to lay a good foundation for the development of various tasks.

6 Do a good job in safety. Safety is the eternal theme of the enterprise. We adhere to the principles of giving priority to prevention, combining prevention and control, strengthening education, and group prevention and group treatment. Through insurance education, we continue to enhance employees’ insurance awareness and Self-protection capabilities create a safe and comfortable working environment for employees.

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