Travel summary and plan 1
First, you must do a good job of customer analysis before going on a business trip:
1, customer's operating conditions:
Understand the current operating conditions of customers: network conditions, agent brand conditions, financial strength, warehousing conditions, distribution conditions, etc.
2. Competitive products operated by customers:
A, competing brand, category, monthly sales and annual sales details;
B, the retail price of competing products, the top three sales models and the supply price;
C. Supply discounts and profit margins provided by competitive products;
D. after-sales and service status of competing products;
E. Support and promotion plan for competitive products;
3. The current situation of customers using our products:
A. Inventory, sales volume and distribution channels of our products;
B. the ranking of retail price and sales volume of our products;
C. The discount and profit rate of the company's products on its supply;
D, the company's handling of customer complaints and services, customer satisfaction;
E. Support and promotion given by the company;
4. Customer complaint status:
Sort out and classify all customer complaints, make analysis for customers, and apply to the company to solve the frequent customer complaints according to the customer's business situation.
5. Customer's demand and cooperation with our company.
6, customer receivables and details
7. Categories and projects that customers should add.
Second, you must bring:
1, company certificate, account information;
2. Quotation, PPT information and catalogue;
3, negotiation record form, contract model;
4. Your own business card and the business card information of the customers you need to visit.
Iii. Work that must be done during the business trip:
1. Visit the customer terminal to learn the details of competing products and our products, grasp the first-hand information, and analyze the sales, procurement and general manager of customers. And do a good job in product planning for customers and promote new products.
2. Visit the customer's competitors to find out the specific situation. And you can visit the person in charge and communicate.
3, understand the customer's delivery situation, and make a plan. Ask customers to complete the set goals according to time and region. The company can give customers customer information in the local market to help them complete their work.
4. Work out the local distribution and retail price system with customers, and analyze the successful cases of other customers of our company in combination with the actual situation of the local market.
5, according to the customer's sales and inventory details, with the customer responsible person to make an analysis.
6, according to the contract and the person in charge of the annual target to come up with a specific completion plan.
Fourth, after the business trip summary:
1, sort out the situation of this business trip, find out the problems and come up with your own solutions.
2. List the details that need the cooperation of other departments of the company, study them well with other departments and come up with specific plans.
3. Follow-up and implementation after business trip.
Work summary and plan 2 of business trip
Entrusted by the sales company, on behalf of the sales company, I report the sales work in the past 20__ years and the work plan for the second half of the year to this workers' congress for your consideration. At the same time, I sincerely invite all representatives to support, help, guide and criticize the sales work with a high sense of responsibility.
Review of sales work in the first year and last year
2008 is the first year that the sales company is registered as an independent legal person, and it is also the second year that matrix sales is fully implemented. Group headquarters, branch leaders and even all employees have given great support and attention to sales work, and policy adjustment and logistics support are tilting towards sales work. To sum up, we say: "Mixed feelings, pressure and confidence". The good news is that we have withstood the pressure brought by the rising prices of raw materials and purchased parts in May and the disorderly competition in the market. Compared with the same period of last year, product sales and payment have increased significantly. As of June 2 1 day, * * sold 93,727 walking tractors, up by 16.74%, diesel engines 104 159, up by 24.84%, and 336 road rollers, up by-65,449. Year-on-year growth 140.0 1%, 262 loaders, 7 excavators, electric bicycles 1046, 3,237 rotary cultivators, year-on-year growth 145438+0.03%, and 20 harvesters, year-on-year growth. The market is gradually standardized, and the quality of sales staff and sales management level are significantly improved; The worry is that the time is nearly half, and the product sales and payment are far from our target requirements at the beginning of the year, which is also our pressure. However, we fully realize that the headquarters has given us the greatest preferential treatment and care in logistics support and sales policies, and the market has gradually matured and standardized through exploration and experience accumulation in various regions, laying a solid foundation for the work in the second half of the year. This is our confidence.
Looking at the sales situation, it failed to fully meet the requirements of the headquarters and the predetermined goals of the sales company, failed to live up to the expectations of the leaders of the headquarters, and also failed to support the factories. Please sincerely understand the leaders and representatives and continue to give support and help.
Analysis of the reasons for the completion of the task includes our internal management factors and the influence of objective changes in the market. In terms of internal management, first, the overall management level of our sales company is not high, the management methods and concepts have not been qualitatively improved in a short time, and the ability to control the market and dominate the overall situation is relatively low. In the process of giving full play to the advantages of matrix sales, we passively respond to new market situations and new problems and can't work creatively, which leads to the failure to show obvious advantages in the competition. Second, the ability of regional personnel to adapt to the market is poor. In the face of fierce and changeable market competition, they are not trying to convince our agents, or to find and highlight the selling points of our products, but waiting for the policies of the headquarters or sales companies to relax. At the beginning of the year, there were problems in the Jiangxi market. The market regulation of the headquarters and the head office confuses people in all regions, and the original sales model is disrupted from the bottom of my heart. More people are timid and can't put down their hearts to operate and deal with the market. Third, product quality has once again become an important factor restricting sales. In 20 years, loaders were rushed in batches, and the continuous quality problems made the market opened by salesmen almost completely lost. Small loaders, in particular, can be said to have sold one and returned one, and dealers and customers have lost confidence to varying degrees. Relatively mature roller products have almost no big problems, and small defects emerge one after another. Some machines change parts as many as seven times in a short time. Even our agricultural machinery products are not obviously superior to those of other manufacturers as envisaged. On the contrary, quality problems such as blowholes and trachoma have increased compared with previous years. Many dealers report that the price of our agricultural machinery products has been much higher this year, but the quality has dropped significantly year-on-year. In terms of external factors, first, the prices of raw materials and purchased parts continued to rise alarmingly after the Spring Festival. We are not fully prepared mentally, the production organization can't keep up, the peak season is out of stock, and the production and sales are out of touch. Conservatively speaking, the sales loss caused by shortage will not be less than 1 100 million; Second, the sustained price increase of agricultural machinery products in a short period of time has reduced the profit and enthusiasm of dealers. More importantly, it has boosted the competition level of some small manufacturers and divided some of our markets to varying degrees.
In a word, our sales work can be said to have experienced hardships and mixed feelings. The important thing is that we can learn lessons and sum up experience. Looking back at the sales situation, we have mainly done the following work:
1. The sales system is gradually improved, and the performance appraisal system is steadily improved and reasonable.
200 1 year, the sales policy has been greatly adjusted. Agricultural machinery, construction machinery and chemical fertilizer implement different sales policies and different prices and sales commissions according to different payment methods. According to the sales management system of the headquarters, the sales company takes the office as the main body, calculates the expenses and commission coefficient in time, and has successively formulated and promulgated the Measures for the Administration of Salary Promotion of Sales Staff, the System for Examination and Approval of Expense Reimbursement, and the Measures for the Administration of Salary of Engineering Service Personnel, Three Guarantees Drivers and Business Drivers.
Assessment has changed the form of single task assessment in the past, and implemented efficiency-centered performance assessment, that is, focusing on product sales and payment, taking into account seven indicators such as fund management and market development. Through the accumulation of performance appraisal, salesmen are graded and graded, and salary increases are paid according to grades, forming a relatively permanent incentive.
2. Strictly regulate the market operation, strict sales style, strengthen the loyalty education of sales staff, and start to cultivate sales iron army.
In view of the irregularity of individual markets in the past 20 years, the sales company took the initiative to attack and cooperated with the headquarters to introduce a series of normative measures. In cost control, directional regional contracting, decentralization and head office regulation are adopted; In terms of risk prevention, we will continue to implement the risk margin system and the regional joint insurance and salesman mutual insurance system; Strengthen the examination and approval of irregular contracts and potential risk contracts; Cooperate with the Commission for Discipline Inspection to set up a leading group for market verification and clean-up, and regularly supervise and inspect the self-examination and self-correction in this region.
In 2008, the sales company focused on strengthening the loyalty education for all sales staff, and cultivated the sales team into a sales iron army that knows how to operate, is good at management, seeks practical results, stresses dedication, is rigorous in style and is United. From the salesman's daily behavior to business operation and market negotiation, it is strictly in accordance with the regulations, requirements and assessment. On different occasions and in different forms, we should thoroughly study the sales concept and loyalty to the enterprise of Dong Mingzhu, a famous chess figure, strengthen the training of sales skills and business ability of business personnel and improve their loyalty to the enterprise. On June 1 day, the first intensive training course for 46 sales backbone personnel started military training as planned, which will play a vanguard and exemplary role in training the sales iron army.
3. The sales information center with the office as the core has been initially established, and the flexibility and pertinence of sales work have been greatly enhanced. According to the characteristics of matrix sales model, the sales company has established an information center with the sales office as the core, which radiates to all market areas and logistics offices. From plan submission, production organization, business delivery to market sales and service feedback, the office actively coordinates with various departments, collects the sales information, product quality, product market situation of the same industry and after-sales service of market feedback in time through the office, and reports it to relevant leaders and departments after summary. It provides objective and true reference for leadership decision-making adjustment and work improvement, and at the same time feeds back information such as group production and product improvement or headquarters decision-making to the market, which is convenient for the market to flexibly adjust its sales strategy. The establishment of the information center makes the market information and the decision of the headquarters merge in the first time, and the flexibility and pertinence of sales are greatly enhanced.
4, strictly grasp the back office management, strict regional assessment, the combination of militarized management and humanized management.
In the face of complicated market changes and complicated market business, sales companies make up for the lack of obvious advantages in product quality, price and brand through strict background management and strict regional assessment. The Logistics Department conducts the assessment in strict accordance with the key performance indicators in the target card, and all regions conduct the assessment according to the seven indicators of the market. It was reported to the headquarters for approval in May, and the manager 12 and nine deputy managers have been demoted for three consecutive months and used in areas with poor sales performance.
5. Successfully implement the domestic advanced joint distribution mode of factories, merchants and banks.
After discussing and demonstrating with Wuhan Daoyuan Company and Hubei Branch of Guangdong Development Bank, we successfully implemented the joint sales model of manufacturers and banks when the mortgage of construction machinery sales in China stopped and the sales of construction machinery was blocked. This sales model weakens the three-party risk, improves the production organization ability of the factory, is conducive to reducing inventory, realizing order-based production, promoting product sales, improving the market share of products in some areas and even monopolizing the market.
Work summary and plan of business trip 3
(1) Basic information:
After nine days of regional market development, our products have also withstood a test and taken root in the four cities I visited: Jiujiang, Nanchang, Ji 'an and Ganzhou. During this period, we developed two interested customers. The first one is that the first batch of money in Nanchang is about 6.5438+0.5 million yuan. The agent needs more support from the company, but I don't think the company can do it. We are negotiating other operation methods. The second is that the first batch of money in Ganzhou is about 65438+ 10,000 yuan. Because the agent has not done kitchen and bathroom, he is understanding the market situation and brand comparison.
Subjective opinion: Our products have a good prospect in the market. I am very optimistic about this market and products. Our products are of good quality, exquisite packaging, complete varieties and good after-sales service.
For the market, our price is slightly lower than that of similar products of the same brand, but the appearance of the products seems to be our bottleneck and cannot be compared with similar products of the same brand; However, we have given our customers enough profit margin, at the same time, we have given them a broad regional market and reduced their sales difficulty. In this way, most customers are willing to know all our products.
For my personal achievements, I visited and learned about some municipal markets in detail, understood the needs of customers, and developed some interested customers in regional markets. I don't think this achievement is what I expected. Although the task has not been completed, I am still working hard, and I have failed in many aspects. Too impatient with the regional market, not careful enough in market development, careless, not giving customers better guidance.
(2) Market summary and plan:
For the customers I visited recently through ZUI, they all hope that a product with reasonable price and satisfactory quality can enter the market now. For Tai Fang, Boss, Shuaikang, Sakura Snow, Sakura, Vantage, Midea and other major brands, the price is expensive, the market control is strict, and the price is transparent. In view of these points, our products have great competitive advantages. However, these brands are big brands and are very famous in the hearts of ordinary people. Personally, our market entry point lies in the support of manufacturers, profit space and large enough regional market, which will fully mobilize the enthusiasm of distributors and wholesalers.
1. Price: Generally speaking, for a new brand in the market, if it wants to enter this market and seize market share, it can only be said that it has a certain competitive advantage according to the current price. Some customers look at our products with the eyes that they can't accept the new brand at all, and some customers can't accept the price of the brand, so they compare our prices with those of some marginal brands; I remember a customer in Nanchang told me that the product itself is ok, but as a new brand, the price will increase some difficulties in the sales process, but I think this is a more conservative customer. No company has a new starting point, and the price will never be comparable.
2. Product positioning: I think the above brands have been deeply moved by end users, so some of them have become industry benchmarks, so many end users will blindly judge other brands by their product appearance and quality. Then I hope that since the people choose this method as the basis to measure the quality, then our products should retain their existing strengths, or be used as benchmarks in production to make them look like people like them. In short, the positioning of products should be based on big brands, and new styles should be followed up in time.
3, product packaging:: Most customers like our small household appliances series, and a few will choose the kitchen and bathroom series, but some customers have complained that the packaging of our kitchen and bathroom series is a bit old-fashioned, the color is not bright, and there is no eyeball effect. Personally, I feel that the product packaging of this series is not bad, but some customers think that since the small household appliances series can be made so beautiful and distinctive, why can't the kitchen and bathroom do this effect?
Here, I would like to make a suggestion. Now, no matter which big brand products, kitchen and bathroom products occupy the dominant position in all categories. Many customers complain that our kitchen and bathroom products are not novel enough. And end users also think that small household appliances and packaging will be more upscale than kitchen and bathroom.
4. Sales strategy: At present, our sales support policy is very large, and we can seize market share in the form of not making money in the early stage, which brings great negotiation space to our work. I think a new brand wants to occupy the market, no matter in any form or method, it should have the courage to try and try its best to enter the dealer's store. If there is no policy to support this strategy, then I don't think I will even have an interested client on this business trip.
5. Channel: Personally, I think our brand is only a child at present, and the market has just started.
There are not enough channel customers who know our brand, and the market recognition is very low. I think we should invest some publicity in key cities and selectively select some high-quality customers to cultivate, which will easily trigger a chain reaction in neighboring provinces and cities. When customers are stable and dense in the municipal market, when people take our VIP anti-counterfeiting card to the dealer to buy things, I will take all my shipping orders and customer resources to find a provincial agent who can control Jiangxi.
In the next step, I personally want to develop cities that have never been seen in regional markets.
We will break through one city by one, consolidate the existing customer resources, understand the business situation in detail, get the approval of end users first, and then develop provincial and municipal agents suitable for us. It is difficult to find an agent at this stage, and this business trip has hindered our success. The common problem in ZUI is that many wholesalers have already chosen their brands at the exhibition in February and March, and the market reaction is bleak, so they are psychologically afraid to make decisions for agents easily.
In a word, people like to package products with beautiful colors and reasonable prices, but they look high-end. Dealers like products with no competitors, large profit margin, easy market control and decent quality. What we have to do now is to think about how to adapt our products to this market, rather than let users adapt to us. What we have to do is to do what people like.
Business trip summary and plan 4
The 27-day business trip is over. This business trip can be said to be fruitful, and I also realize that I still have a lot to learn.
As a trainee salesman, I first came into contact with the company's business. It can be said that everything starts from scratch, but I believe that as long as I have a heart that loves learning and study with an open mind, I will definitely take root in this land of business and grow different wonderful things. The main experiences during the business trip are summarized as follows:
1. Regarding the relationship with customers, the company has a healthy and win-win cooperative relationship with customers. Under normal circumstances, no one is holding anyone back, but among many customers, there will definitely be some customers who are embarrassed for the company and do not cooperate well for various interests. As a bridge between the company and customers, our business personnel will first draw closer to customers while ensuring the interests of both parties, so that customers can take care of us without losing their feelings. Interpersonal relationship is an art, and I think we should seriously understand it in the future.
As for business, this business trip is mainly about business handover. For me, I must be familiar with the local planting structure, drug use level, cultural customs, as well as the personality of each customer and background. All the information is valid anyway. What's more, if you have a good understanding of products, you should at least know the types, specifications, prices, products sold by each customer, inventory and so on. Further, we should master the local idioms of each medicine. Of course, I have to study hard on all these, which is the most basic. I said that I only know 5% of the business now, because the road ahead is still very long, so don't say that I understand it without experience.
3. About Harbin Plant Protection Association, as a salesman, I caught up with the Northeast Agricultural Grand Meeting on my first business trip: Heilongjiang Plant Protection Association. The main work during the meeting is to receive customers and send and receive business cards. Generally speaking, the experience can be divided into three points: a.__ The achievements made in _ _ are obvious to all, and the following companies have a good reputation. Many retailers have some intentions to cooperate with companies, but retailers have the disadvantages of retailing-small quantity and easy to confuse the market. On the other hand, we can't give up being an interested customer. We can make some suitable products for the wrong customers and try our best to increase sales when the products are not good. B. what should I do with the business card I received? In the next few days, I had some communication with the customers on the business card, and I also made a summary here for future reference. I must be new to the business, new to business. First of all, make a formal call to the customer for the first time, clearly explain which company you belong to, ask the customer how much he knows about his company and products, so as to further communicate, and ask the other party what products he has done before and whether there are vacancies, so that when positioning his products, he can refer to who he has done before and what products he has sold. Secondly, don't recommend our company's products until you know them better. We should talk more about the selling points of our products, or simply say that our products have brands and markets. Finally, we should make an evaluation of the customer's influence and intention on the company, and determine whether to order the products directly, or to contact in person or by telephone. In the process of communicating with them, try to guide them to follow themselves. We shouldn't just ask him about our company's price policy. We should be careful not to disclose important information to other customers and companies, and so on.
4. With regard to winter storage and advance payment, compared with last year, this year, some big customers in our region said that they had no money to do winter storage, which directly led to a sharp drop in winter storage this year. At present, the bids of various companies are uneven, some customers are waiting to see, and some customers really have no money to do it. I haven't seen who will win or lose this war. Because I know which company these customers are ordering from, what I need to do well is to communicate with customers more, do my job well and persuade them to do our winter storage quickly. Only one customer promised to pay in advance, saying that he would pay more when the money was almost collected at the end of the month.
5. Regarding the recent work, ask more about the intentions of potential customers and decide on products as soon as possible; Send the package list and clear the package; Ask the winter storage advance payment from time to time, and more points are points; Familiar with products, we should know product specifications, prices, scope of use, methods of use, and the types of goods put before each old customer.
As a newcomer, we should be rigorous, think more about everything, learn more and ask more questions, and enrich ourselves as soon as possible.
Business trip work summary and plan 5
I participated in the performance practice management organized by thunis Training Center, and the training is summarized as follows:
1. Training courses include how to design reasonable performance goals, effective application of performance tools, counseling and communication in performance improvement, and strategy executors. Through the study of the above courses, I learned:
1. Performance should be called performance management rather than performance appraisal. Performance management can only be a management tool for communication and follow-up, rather than a means to measure the quality of work and salary, and it is a project in which all employees participate.
2. The implementation of performance needs to be closely linked with the company's strategic objectives, which are decomposed into departments according to the company's overall objectives, and then into individual employees by departments. The formulation of the performance plan should be an agreement signed by all * * * personnel and the designer * * *.
3. Performance management should go hand in hand with training, strengthen employees' understanding of it through training, and then stimulate employees' acceptance through material incentives.
4. There are two tools for performance management: target management and balanced scorecard; Through the study of these two tools, I think MBO is more suitable for our company, but some departments of the company can use some uses of the balanced scorecard in it.
Second, communication with thunis:
1. Promoting mba next year: I communicated with Wang Ling, director of thunis Training Center, about promoting mba training next year. She made two suggestions to our company: (1) We can operate in the form of receiving customers in the next year; When the time is ripe, consider registering a company to do it. (2) Directly register the company to operate. (3) The course price can be adjusted according to the local actual situation.
2. Ziguang Aidaigou. Com: communicate with Cao Yang, the sales manager of Ziguang Aigou. About some business dealings with Daigou. I introduced several aspects that our company may need next year (1) financial system (2) training and education (3) establishment of the company's external website (4) establishment of the company's internal network.
Three. New stores in Yichun and Ji 'an.
1, Yichun: I went to Yichun on August 20th and visited two new stores in Yichun. The wall color of BBK shop is different from that of No.1 Middle School. The schedule of No.1 Middle School has been arranged, and Deng Hailong has also been informed.
2. Ji 'an: The design of the storage room behind Yangming store in Ji 'an is not ideal, and the space is too small to be accommodated. The color of the wall is different from that of the ring shop, and the air conditioning pipe is not handled properly.
The above is the summary of this business trip.
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