Summary of Marketing Salesman's Work (1) 1. market survey
1, market information collection
The market information of the property industry is mainly collected through the Internet and the media, mainly through the information of the property industry, real estate-related industries and real estate development. Channels include: government agencies, real estate agents, financial institutions, announcements, and new regulations for the property industry; Property associations, government agencies and organizations release information; Information provided by real estate industry research institutions; Advertising companies, media, public libraries and real estate market.
2, information analysis and screening
Project information includes proposed and under-construction projects, which are classified and summarized according to their functions, and the building profile, developers and users of each project information are further investigated to confirm and improve all the information as the first-hand information for business development. In addition, the project information needs to ensure its accuracy and timeliness.
All information related to business development collected by market research is classified and summarized according to competitors, investors, developers, owners, local industry authorities and property industry policies, and integrated and filed.
3. The establishment of marketing information database
The marketing department should establish its own database, and all the information collected by market research should be entered in time through reasonable classification and system integration to facilitate future work. At present, there is little and incomplete information about all aspects of the property market, which will be further improved in the future work.
Existing deficiencies and improvement measures:
1) Some information is wrong and outdated, which affects the business process. In the future market research, we should strengthen the accuracy and timeliness of information.
2) The market research is not strong enough, so it needs to be strengthened. More research channels should be expanded and more energy should be devoted to the research work in order to obtain more and more comprehensive market information.
3) There is no systematic integration of information, which is not easy to consult, so it is necessary to establish a perfect marketing information base.
Second, business development.
1, telesales
1) Preliminary screening: verify the information of each project by telephone and follow up the contact information of the project leader (developer).
2) Clear demand: Learn more about all kinds of projects through internet and telephone, and make clear whether customers need property services. If they are interested, ask the property management company to make the next plan; If the property company has no intention, it will be listed as a target customer to follow up immediately.
2. Sales summary:
A total of 16 1 pieces of project information, of which 12 potential customers (7.7%) were contacted, and 45 potential customers (29.0%) could not be contacted. Among them, further contact and follow-up projects include Caohu Commercial Plaza, Dongchuang Science Park, Zhihai Commercial Plaza, Xinbairun Commercial Plaza and Wang Ting Central Commercial Street.
Existing deficiencies and improvement measures:
1) Due to the limited ability of in-depth investigation of existing information, many project information cannot be accurately determined and can not be further tracked. In the future, we should find more channels to explore various target customers.
2) Insufficient telemarketing ability leads to inefficient business development. In the future work, we should strengthen the study of property professional knowledge and the cultivation of communication skills and business ability to improve the sales level.
3) In the process of business contact, the lack of business ability makes it impossible to provide corresponding help for leaders, and strengthen the study and cultivation of professional ability in future study.
Third, bidding.
Under the training of department managers, I have a certain understanding of bidding procedures and methods, the preparation of property management tenders (writing skills) and bidding skills. , and can basically complete the production of simple tenders, have a certain understanding of the bidding process, and can participate in the bidding work independently. Since entering the company, * * * has participated in all kinds of bidding for nearly 10 times, won the bid for four times and successfully signed the contract.
Existing deficiencies and improvement measures:
The tender preparation can not be completed independently, and the production and price calculation of commercial targets are inaccurate, so it is impossible to give competitive quotations, which should be further strengthened in the future.
Fourth, the cultivation of professional ability.
After half a year's work and study, I understand that to be qualified as a marketing assistant in the company, I need to master the following professional knowledge: detailed rules of property management regulations, relevant laws and regulations of the property industry, basic knowledge of real estate, property management and marketing, public relations and communication skills. Professional skills: the ability to obtain information, prepare tenders, prepare various schemes, business processes, business negotiations, etc.
The above is the statistics that I should be able to market the staff of the property company in the past six months. Basically, learning has been implemented, but the intensity needs to be strengthened. Don't limit this knowledge to the development of departments or even companies. At the same time, I hope the company can provide relevant training opportunities. I believe that while improving the personal quality of employees, the company can also be further improved!
Verb (abbreviation of verb) personal summary
Only by putting yourself in a correct position and being familiar with the basic business of this department can we adapt to the new job as soon as possible. Without skilled professional knowledge, we are not qualified for this job. Familiarity with professional knowledge is the premise of doing a good job. Due to the lack of work practice and related work experience, there are still many shortcomings in the work. You should consciously strengthen your study and self-cultivation and try to adapt to this job. So in addition to catching up in a short time, I also need the guidance and supervision of leaders and colleagues.
Only by actively integrating into the collective and handling all aspects of interpersonal relationships can we maintain a good working condition in the new working environment. Attitude determines everything, the market competition becomes more and more fierce, and the market mechanism will become more and more standardized.
The company and everyone will face constant changes, and there will be new challenges ahead. What kind of attitude you take, what kind of results you will get. A patient and meticulous work attitude is a commitment to yourself. Only by developing a good working attitude at work can we win the recognition of the general manager and colleagues.
We must adhere to principles, implement various rules and regulations, and manage carefully in order to fulfill our due responsibilities. Job responsibilities are the requirements for one's own work and the criteria for judging one's own work. Since you are engaged in business work, you should always take your job responsibilities as the standard of measurement, start from bit by bit in your work, and strictly follow the terms of your duties to demand your behavior. Strive to satisfy the leaders and gain their recognition and trust. Maximize the value of their work.
It is necessary to establish a sense of service and strengthen communication and coordination skills. Only by striving to improve their execution ability can we do our job well. At work, I always remind myself that only the relationship between the superior and the subordinate, internal and external work are treated equally, and all the work arranged by the leaders can not be sloppy and negligent. When accepting a task, on the one hand, we should actively understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, we should actively consider and supplement it. In order to better assist other colleagues in their work.
Summary of Marketing Salesman's Work (2) 1. Ways and measures for sales department to obtain profits
The profit sources of the sales department mainly include: computer sales; Computer consumables; Printer consumables; Copy; Computer network school and other businesses related to the computer industry. This year's main goal: to develop the home user market and seize the office consumables market. Increase publicity for home users, compete for office supplies market with prices, and make small profits but quick turnover. Establish perfect sales files, conduct regular after-sales tracking, seize the office consumables market and strive for greater profits. We still need to do a lot of work here. Delivery must be timely and after-sales service must be good, so that customers can trust us and truly enjoy God's treatment.
The achievable profit target is * million yuan, and the net profit is * million yuan. Among them: typing and copying * million yuan, online school * million yuan, computer * million yuan, computer consumables and accessories * million yuan, others: * million yuan, staff salary * million yuan.
Second, the customer service department to obtain profit channels and measures
The main profit source of customer service department: Qixi computer repair station; Printer maintenance; Computer maintenance; Computer membership system. In xx, we were authorized to repair the 7-up computer. We have established Runbang printer chain maintenance station, so this year's main goal is to unify, standardize and standardize the customer service department, realize self-sufficiency and lay a solid foundation for the service market in the coming year.
Third, the profit channels and measures obtained by the Engineering Department
The main profit source of engineering department: computer network engineering; Wireless network engineering. As the local network is basically completed, once the wireless network is popularized, it can bring more profit points, which is conducive to the smooth development of computer network engineering and creates a breakthrough for other departments to carry out corresponding business work. This year's main goal is also the growth point of profit-wireless network, and some internet access fees are expected to make a profit of * 10,000 yuan; The profit of single-machine multi-user system, group telephone and rice selling system is * 10,000 yuan; Multifunctional electronic classroom and multimedia conference room * 10000 yuan; The rest of the network engineering part * ten thousand yuan; New business part * ten thousand yuan; The computer department is * 10,000 yuan, and the staff salary is *-* 10,000 yuan, which can achieve the profit target and the profit is *c 10,000 yuan.
In the pursuit of profit completion, we must ensure the project quality, establish a perfect project acceptance system, and accept the supervision and acceptance of the customer service department, which can motivate the engineering department to improve the project quality and thus better establish the company image.
Fourth, work hard on management, strictly implement the company's rules and regulations, improve work efficiency and service awareness, and establish the company's image in society.
Employees who do not abide by the company's rules and regulations and are lazy will never be soft, and employees who damage the company's image will be dealt with seriously.
Five, establish a relatively perfect and sound management and operation system.
1. The process of scheme design, construction, acceptance and engineering training must be strictly and resolutely implemented, and the customer service department should adhere to the principle of no acceptance and no maintenance.
2. Try to build some groups with fixed income, such as computer maintenance membership system and relatively perfect equipment maintenance fee system, and turn some enterprises and institutions with relatively strong economic foundation and commissions into our long-term customers.
3. Visit key customers regularly, provide free technical support and establish friendly customer relations. We should use various means and media, such as our own home page, to publicize the company's charging standards, from leaders to every employee.
4. Service and maintenance can also create profits. In recent years, there are fewer and fewer projects, the profits of computers are getting thinner and thinner, and the competition is becoming more and more fierce. We can make profits from service and maintenance, and we are more optimistic about the computer maintenance market and printer maintenance market outside the warranty period. Marketing work summary and plan
Sixth, create learning opportunities.
Continuously provide or create learning and training opportunities for employees, learn from each other internally and improve each other, and strive to build * Company into the authoritative organization of Pinggu Emperor * Computer.
Staff training is an important part of human resources development, cadre team construction and corporate culture construction. Through training, we can unify our goals, understanding and pace, and improve the cohesion, centripetal force and combat effectiveness of enterprises. Establish a learning atmosphere. Learn if you don't ask, or learn if you don't.
Training content:
1. Love and effort: review the history and look forward to the future, understand the glorious tradition and goals of the enterprise, enhance the sense of mission and responsibility, and cultivate the sense of ownership.
Second, job responsibilities: learn the company system and employee discipline, and define job responsibilities and behavior norms.
Third, job skills: learn job skills, workflow and on-the-job success methods.
Training mode:
1. The company arranges employee training regularly and irregularly.
2. Actively participate in the training activities of managers, technicians and all employees organized by the center or the company.
3. Training objectives: create conditions for employees to become on-the-job talents and provide employees with accumulation for enterprises.
We are a united group with team spirit and become a hard-working team. Every department and employee has a clear post, and the responsibility lies with people. Personal bonuses are directly linked to departmental benefits. In this way, we should have both pressure and confidence. Without confidence, there will be no success, and without pressure, there will be no progress and improvement at all levels.
Comrades, time is limited, especially in our industry. With the rapid development of computer technology, we will fall behind if we don't study for a day. So every employee here should have a sense of time and competition. Quoting a sentence in the spirit of xx is "keeping pace with the times".
All departments of the company should cooperate with each other, complete the tasks assigned by the leaders on time and in quantity, and strive to achieve the profit index of 12 10000 set at this meeting.
What to do in the future, I think we must not live up to the ardent expectations and support of leaders and employees of the Information Center *30, and we must strive to achieve the following two points:
1, put down the burden, hands and feet, and strive to be a qualified deputy manager.
His job responsibility is to develop the market and the company's business. In his work, he must be strict with himself, establish a correct outlook on life and values, take care of the overall situation and put the interests of the company above everything else. Never do anything that will damage the image of *.
2. Study hard, improve quality, work ability and business level, and strive to build * into the largest, most comprehensive and authoritative it enterprise in Pinggu.
I haven't reported to the bank for a month. Crossing into a strange industry, even if I am enthusiastic, I will still be at a loss and tell myself silently that this is both an opportunity and a challenge. The only thing we can do is to observe, explore, learn, brew, gain from our efforts and grow up in difficulties. In the face of every praise and recognition from the leaders, every suggestion and criticism, as well as the warm smiling faces and extending helping hands of my colleagues, I can't help but feel grateful. Respecting leaders and being kind to colleagues, although I am integrated into this young group in the fastest time and expect to be mature and independent in the shortest time at work, this has become the reason why I can't sleep at night. I will review the work of this month one by one. Although there are inevitable mistakes, I still hope to see the future clearly by summing up this mirror and make the future smoother and more complete.
Summary of Marketing Salesman's Work (3) 1. Strengthen the face of market competition, subdivide user groups without relying on price wars, and implement differentiated marketing.
In view of the business indicators issued by the company's headquarters this year, combined with the spirit of the instructions of the company's general manager at the 20** business meeting, the company will focus on differentiated marketing and improving the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war". "Price is a double-edged sword", moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We groped out a set of countermeasures: countermeasure 1: strengthen the target management of the sales team.
1, standardization of service process 2, normalization of daily work 3, normalization of inspection work 4, subdivision of sales indicators 5, normalization of morning meeting and training meeting 6, and inclusion of service indicators in assessment.
Countermeasure 2: subdivide the market and establish a detailed market analysis of differentiated marketing.
We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation in 2008, we identified the group users of tank cars, chemical trucks, sprinklers and bulk cement trucks, aiming at the government procurement market and scattered users. We have adopted corresponding marketing strategies for these markets. For the relevant special purpose vehicle market, we have increased investment, formed a large number of user groups, and sales companies have also taken the initiative to come to the door, communicate and feedback regularly, and closely follow the market trends. Established a good brand image in the market, and promoted the sales of our company's special purpose vehicles.
Countermeasure 3: Pay attention to information collection and make scientific prediction.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market forecast has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system that everyone collects, communicates in time, and is responsible by special personnel. Through the data and information fed back by the sales staff at the sales morning meeting before going to work every day, make a comparative analysis report of the previous sales in the same period, determine the refinement of the next sales task and the formulation of specific sales methods, and respond immediately if necessary. At the same time, keep close communication with the production department and other relevant departments to ensure high quality, high efficiency and timely production. Increase the planning of work and avoid the blindness of work; While paying attention to the absolute quantity of sales, we strengthen our market share. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters.
After-sales service is the window and the backing and guarantee of our vehicle sales. To this end, we put forward higher requirements for the after-sales service department, widely carry out service awareness publicity activities among all after-sales personnel, and conduct self-inspection and mutual inspection between teams and groups; Established a workshop site inspection system attended by department managers every Friday.
Second, track the opponent's dynamics and strengthen your competitive strength.
Internal management, please come in and go out. Standing still and building a car behind closed doors has long been unable to adapt to the current fierce competition in the special purpose vehicle market. Put forward brand-new plans and suggestions for the management of the branch by entrusting relevant professional companies; Organize the General Department and relevant business departments.
I recommend it carefully.