Partial model essay on annual work summary of marketing department in 2020
Time flies, time flies, and it's the end of the year in a blink of an eye. In 20xx years, we have had too many bitter experiences and received endless achievements and joy. Under the correct leadership and strong support of the Head Office, under the scientific guidance of the branches, and with the full efforts of the branches, we strictly implemented the spirit of the annual work conference of the Head Office, determined the objectives, tasks and work priorities, recognized the situation clearly, strengthened our confidence, forged ahead, paid close attention to implementation, made steady progress in all work, developed major businesses healthily, and achieved the goals set at the beginning of the year. I. Main work carried out
(1) Strengthen the key analysis of valuable customers and formulate marketing strategies.
Through careful combing, we rank our valuable big customers according to the contribution, regularly understand the personal hobbies of customers at all levels, and adopt "locking high-end customers and providing VIP services; Provide special services for mid-range customers; Provide popular convenience services for low-end customers.
(2) Strengthen loan marketing, expand loan scale and continuously optimize credit structure.
In order to enhance the long-term development potential, since the beginning of the year, the Bank has attached great importance to speeding up the loan marketing, actively trying to expand the loan scale and promote the company's deposit business and settlement business. First, loan marketing for outstanding customers, focusing on key enterprises, increasing credit lines and actively marketing loans. The second is to increase the marketing of project loans, and the third is to increase the investment in low-risk loans such as mortgage loans and personal consumption loans. By expanding the increment, more loans will be invested in double-friend customers, thus optimizing the stock and realizing the effective adjustment of the loan structure.
In the basic work of loan management, sub-branches strictly implement the early warning and forecasting system as the core, and comprehensively improve the management level of credit assets. First of all, strictly control the access of loans, adhere to the double-excellent strategy in loan issuance, and resolutely refuse loans regardless of whether they are loanable or not; Secondly, adhere to the classified management of loan customers, take the initiative to quit, gradually compress ordinary customers and take the initiative to eliminate inferior customers. Third, strictly implement the early warning and forecasting system of credit management, regard this work as the most powerful tool of credit management and the daily work of every account manager, and increase the assessment and reward and punishment of this work.
(C) diversification of customer maintenance activities
For the purpose of thanking customers, different maintenance methods are adopted according to the characteristics of different customers. For example, on payroll, on the one hand, we can know the actual needs of customers, on the other hand, we can introduce our service channels and wealth management products to customers, and visit key payroll customers at least once a month to find out whether they are satisfied with our services and whether they have new suggestions on our financial products or services.
Strengthen communication and exchange with customers, actively and skillfully provide customers with all kinds of favorable information, including the latest industry information and government information, and enhance customers' understanding of banks. Invite customers to participate in various meaningful activities and grasp marketing opportunities.
(4) Be good at reflection and summary and accumulate experience.
To some extent, summary is a booster for work progress. It is necessary to sum up the progress and completion of all work, accumulate experience, lay a good foundation for future work, and facilitate the timely discovery of problems and make up for deficiencies. Only by constantly summing up can we accumulate useful things and integrate them to form a powerful working method and marketing system. This year, our marketing department has made some achievements, but in the face of complex and changeable macroeconomic situation and fierce financial competition, we still have many shortcomings. First, the deposit structure is unreasonable, some deposits are too concentrated in large households, prone to ups and downs, and the resources of pure debt customers are relatively scarce. Second, slow credit supply and complicated procedures restrict the further expansion of credit scale and beneficial improvement of benefits. These are all things that we have to overcome and solve in the future.
Two. Work objectives and measures for next year
In the coming year, we will continue to conscientiously implement the annual spirit of the Head Office, adhere to the top priority of development, strengthen risk management and control, constantly improve our own level, strive to increase market share, and ensure the completion of various business development goals.
(1) Absorbing deposits through multiple channels and ways.
Increase deposit marketing efforts. Further improve the enthusiasm and initiative of the work, improve marketing measures, expand deposit absorption channels, track the level of peers, improve marketing support with market competitiveness, make full use of the existing payment and settlement platform, improve service level, strengthen communication with customers, and reduce the phenomenon of customer transfer.
Carry out various marketing plans in a targeted manner. Combined with the local market situation, formulate detailed rules for implementation, strive to absorb the general deposits and raised funds of listed companies and companies to be listed, and strive for the collection of collective economic funds and demolition funds in the urban-rural fringe.
(B) improve the income level of credit business.
Make differentiated marketing plans for each customer, comprehensively consider the promotion effect of small enterprises and retail business, comprehensively analyze the income sources, choose the most favorable marketing direction, focus on expanding small and medium-sized enterprises and production enterprises customers, establish comprehensive cooperative relations with customers, and strive to improve the income level of credit business.
(3) Intensify innovation.
The second model essay on the annual work summary of the marketing department in 2020
A year passed in a blink of an eye. Looking back on the past and looking forward to the future, the marketing department of Boshoutang Chinese Medicine Hospital has also grown sturdily with the development of the hospital. The work done by the marketing department this year is summarized as follows: 1. Work done by the marketing department.
1. Department and system construction: After a year of market baptism, the marketing department of our hospital is currently composed of 1 marketing manager, 1 market network supervisor, 2 health commissioners, 4 part-time business commissioners and 4 guiding doctors; It also constitutes the tentative draft of various management rules and regulations of the marketing department, the management method of marketing performance evaluation of Boshoutang Chinese Medicine Hospital, the daily report of guiding outpatient service, the flow chart of guiding outpatient service, the responsibility of guiding outpatient service, the examination form of guiding outpatient service and the basis of guiding outpatient service evaluation. The compilation and implementation of more than ten systems, such as expert lectures, free clinic reward scheme, marketing department system, commission scheme, marketing department examination form, marketing department examination basis, customer service examination form, marketing department part-time staff management system and marketing department management system, have played a very good role in regulating the behavior of marketing personnel in our hospital.
2. Department performance: Through the joint efforts of all the staff, we have developed our members 1058 1, and conducted 46 free clinics and lectures, including the free clinic of Bo Shou Tang on Lei Feng Day, the free clinic of migrant workers at the seaside of the railway station, the free clinic of community volunteer service to send healthy gifts to housewives, caring for health in action and sharing a happy tomorrow. Join hands with Binhai Volunteers Association to participate in the volunteer activities of Tanggu Sunshine Home Qizhi Center, co-organize activities of sending health into the community, dating in spring, physical examination of Prime Minister Xiang and sending health into the military camp with Binhai Times, and co-organize "VIP Enjoy ABC Health Lecture" and VIP Chinese Medicine Health Experience activities with Agricultural Bank of Development Zone; Co-hosted a large-scale lecture on "Anti-aging and Healthy Living" for 100 people with Bohai Oil, and sponsored Tai Ji Chuan Team and Fuzhou Road Aerobics Team around our hospital to expand our visibility and reputation.
Especially in the Double Ninth Festival, we planned the activities of gratitude and filial piety, and wrote a lot of contents of respecting the elderly and filial piety in the corporate culture construction of our college, which was reported by Binhai TV station. In the second half of the year, our focus shifted to sending health to the campus. We held a series of lectures on "Physiological and Pathological Characteristics of Children" in TEDA No.2 Kindergarten, Tanggu No.1 Kindergarten, No.3 Kindergarten, No.6 Kindergarten and Early Childhood Education Center, which received good social and enterprise benefits. Contact 25 neighborhood committees and 34 enterprises and institutions, all of which have sustained and good cooperation.
The news media reported 28 times, including 23 times by Binhai Times, 3 times by Binhai TV Station and 2 times by Binhai Radio Station.
Participated in the network promotion of 40 QQ groups, participated in the planning of the first anniversary PPT of Boshoutang, and the dance "Jiangnan style" in the marketing department won the performance award. After the video was uploaded to Youku, it was played more than 1500 times; The "Soso Encyclopedia" has compiled the entry "Yu Ban", which has been read more than 60 times; Xx uploaded 1 1 documents to promote Boshoutang, with more than 200 views and 20 downloads. 20xx165438+1October 10 Since the establishment of xx "Boshoutang of Traditional Chinese Medicine" team, the ranking of the team has increased from more than 3,000 to 4 10, and it has developed from novice team, entry team, bronze team and silver team to gold team. Baidu's understanding of applications was trained for employees in the hospital, and 14 employees were recruited to join the Internet promotion work. In Baidu, more than 2,400 questions were answered clearly, the adoption rate reached 29%, and the level rose to eight. Promote Boshoutang Hospital on the Internet. Weibo was used to promote Boshoutang, with 2780 fans and more than 500 posts by Weibo. 60 reports and notices were published on the hospital intranet.
Second, the problems existing in the work
1. Regarding the construction of departments and systems, the marketing department is not fully staffed, and there is currently a lack of planning directors and marketing directors. With the participation of Deng Yuxian, the network promotion work of our hospital has been obviously improved. Marketing director and planning director have been looking for suitable candidates, depending on whether the hospital gives corresponding positions and the marketing specialist should be expanded. There should be 2-3 effective commissioners under each director to find and cultivate hospital marketing talents.
2. The tacit cooperation with experts in the marketing process, the packaging of medical projects is also a big problem. Over the past year, the marketing department has been constantly learning and improving, stepping up the in-depth understanding of experts in our hospital, and finding out the advantages of each expert and the market advantages of their medical projects from the market perspective, expecting to refer to the opinions and suggestions of relevant personnel in the marketing department in the future. Only projects with local characteristics can have better social and enterprise benefits in the marketing process.
Third, the work prospect of the marketing department
The third model essay on the annual work summary of the marketing department in 2020
20XX years are about to pass. In this nearly a year, I have gained a little through hard work. At the end of the year, I think it is necessary to make a summary of my work. First, learn lessons and improve yourself.
Only in this way can I do my work better, and I have the confidence and determination to do my work better next year. Let me briefly summarize the work of one year.
I came to work in the company in March this year and started to set up the marketing department in April. Before I was in charge of the marketing department, I had no sales experience, just because I was enthusiastic about sales and lacked industry sales experience and industry knowledge. In order to quickly integrate into this industry, I started from scratch after I joined the company, while learning product knowledge and exploring the market, and encountered difficulties and problems in sales and products. I often ask the manager, several leaders of Beijing head office and other experienced colleagues to seek solutions to problems together, and study targeted strategies for some difficult customers, and achieved good results.
By constantly learning product knowledge, collecting information from the same industry and accumulating market experience, I now have a general understanding and understanding of the market. Now I have been able to respond to all kinds of questions raised by customers clearly and fluently, accurately grasp the needs of customers and communicate well with customers, so I have gradually gained the trust of customers. Therefore, after more than half a year's efforts, we have also achieved several successful customer cases, and some high-quality customers have gradually accumulated to a certain extent and have a more transparent understanding of the market. While constantly learning product knowledge and accumulating experience, their ability and business level have been greatly improved. In view of some changes in the market and competition in the same industry, we can now come up with a relatively complete plan to deal with some emergencies. Disadvantages of a project that can be operated in the whole process:
I don't know the market deeply enough, and I have a weak grasp of the technical problems of the products, so I can't explain them clearly to customers, and I can't come up with good solutions to some big problems quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for marketing personnel has affected the sales performance of the marketing department.
Second, the department work
In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in the market, and good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects. The following is the company's total sales for 20XX years:
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. The product price is chaotic, which brings us great pressure to open up the market.
Although there are some objective factors, there are also great problems in other practices at work, mainly in the fact that there are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. At the beginning of the work, there were 10 recorded customer visits, and the unrecorded time was summed up as 10, 8 months, and the total number of customers visited by three salesmen was 10. Judging from the above figures, our basic work of visiting customers has not been done well.
Communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example. There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
The development of new business is insufficient, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
Third, the market analysis
There are many brands on the market now, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff. Regionally, our company entered the market relatively late, and there is no advantage in product popularity and price, so the pressure to open up the market is great, so we put the main market in the regional market, where the market competition is relatively small. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. It can be summarized in this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
Four. 20XX work plan
In next year's work plan, we will focus on the following tasks:
1. Establish a sales team that is familiar with business and relatively stable.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work.
2. Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.
4. Establish sales and service outlets in regions and cities.
According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
5. Sales target
The most basic sales target this year is to have a monthly income statement. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks.
I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.