Enterprise marketing experience 1
In 20 19, the company's performance has made rapid progress, keeping pace with the progress of the department. Through continuous learning from leaders, colleagues and customers, as well as summing up and exploring in practical work, I have made remarkable progress in my work and study. At the beginning of the new work stage, there are many things that need to sit down and think seriously, which need to be summarized and reviewed. Summarize the experience and lessons of the past year's work and make full psychological preparation for the next stage of work.
First, do your job well.
Responsibility and dedication. This is a very important point of our company, which can be said to be one of the essence. Everyone's experience and knowledge level are different, which determines that everyone's ability to do things will be different, but in many cases, whether the work can be done well is not determined by ability. In practical work, a considerable part of the work is not done by ability, but by a strong sense of responsibility to the company, the department and ourselves. Dedication comes from responsibility, and a person who has no sense of responsibility cannot be a person with professionalism. It can be said that a strong sense of responsibility and responsibility is the primary requirement for doing a good job in documentary work, and it is also the most basic quality that business documentary personnel should have.
Second, diligence, unity and mutual assistance.
Documentary work is a trivial and tedious work, especially in foreign trade, with many attachments and troublesome procedures. A little laziness may leave a hidden danger for mistakes. An order is often completed by many departments, and the strength of one person is very small in the whole work. Only by uniting and cooperating can we ensure the smooth completion of the order.
I think as our business merchandiser, I can only clearly understand from the bottom of my heart that anyone may make mistakes, but as long as you work hard, you have clear quality requirements for each batch of products, and you have passed all the tests before leaving the factory, so as to find and reduce the occurrence of mistakes in time. Making fewer mistakes means reducing costs, and production and operation are the same. To be a merchandiser, you should have a hard-working spirit. For our merchandisers, sometimes we have to let the employees in the production department make good quality products, and sometimes we have to go down to the production workshop to personally supervise the work, guide the employees to produce perfect products according to customer requirements and their own experience, and learn from them about the production process, which is convenient for our work to be carried out better.
Third, handle the relationship with customers and external cooperation units.
Learn to be a man, handle relationships and do things well. There are no eternal friends and enemies, only eternal interests. In essence, the relationship with customers and external cooperation units is also the same. It is precisely because cooperation can bring benefits to both sides that the cooperative relationship between the two sides will arise. As a businessman, the most direct pursuit is profit. No matter how good you are, it's no use to him if you have no money to earn. If there is money to earn, other requirements can be appropriately reduced. Recognizing this, when dealing with relevant subjects, we can take a good measure, laugh and scold, and put it away freely.
Enterprise marketing experience II
During my tenure, I am very grateful to the company leaders and colleagues for their support and help. With the support and help of company leaders and colleagues, I quickly integrated into our collective and became a member of this big family, and my working style and mode also made major breakthroughs and changes. During my tenure, I strictly demand myself to do my job well. This year's work is summarized as follows:
First, the daily work of the sales office
As the sales office of the company, I am well aware of the heavy work of this position and can also improve my personal communication skills. The backstage of the sales department is an important hub for connecting the preceding with the following, communicating inside and outside, coordinating the left and right, and contacting the four parties, mastering the collection of the latest purchase user information in the market and doing a good job of sales staff. Arrangement of some documents, signing of installment sales contract, overdue debts of users, sales quantity, etc. Are all useful decision-making documents. In the face of these tedious daily affairs, we should stick to it and enhance our sense of coordination, which basically ensures that everything is settled.
If successful experience is instructive to other markets of the company, it is necessary to express typical successful cases or experiences concisely and vividly, so that the company can publicize and boost morale or promote them in other markets. If there are obvious deficiencies or serious problems in regional market operation, it is necessary to deeply analyze the deficiencies and problems, such as network construction, sales team problems, new product development problems, consumer communication and startup problems. To find out the root cause of the problem, analyze which link the problem lies in, such as the delay in advertising promotion, which is a few percent.
Second, timely understand the amount of arrears and overdue situation of users.
As the sales office of the company, I am responsible for the amount of payment and overdue debts of users. The main content is whether the user's repayment schedule is timely for overdue debts, which is related to the company's capital turnover and the company's economic benefits. It is necessary to know the progress of the buyer's project in time, increase the dunning efforts, so as not to cause unnecessary losses to the company, and let the company leaders formulate corresponding countermeasures for different customers according to this table to control risks.
Third, the direction of future efforts
Since I joined the company, I have worked diligently and creatively. Although I have made achievements, there are still some problems and shortcomings. The amount returned by users is somewhat inconsistent, which may be because they have just contacted this business; Strengthen self-study, expand knowledge, study hard the professional knowledge of construction machinery, and understand the development and overall planning of the same industry; We must seek truth from facts, give instructions on the situation, and be a good leader's assistant! In the future work, I will foster strengths and avoid weaknesses, become a well-known sales office, and grow together with the enterprise.
Enterprise marketing experience 3
Marketing is a compulsory course for economic management majors in higher vocational colleges. This course has very distinct characteristics of practicality and operability. Therefore, the traditional teaching methods can hardly meet the requirements of the market, nor can they improve students' interest in learning and meet their needs. There is a saying in the market economy: What kind of goods are good? A commodity that wins the market is a good commodity. If this sentence is applied to teaching, it can be: What kind of classroom is a good classroom? It is a good classroom that wins students! Applying this sentence to students' employment can be: What kind of students are good students? It is the good students who win the enterprise. Therefore, during my eight years working in Shaanxi Vocational College, as a front-line teacher majoring in marketing, I know the importance and urgency of exploring and trying new teaching methods. Of course, there is no fixed teaching method, and teaching experience involves many aspects and angles, not to mention the differences between disciplines, and everyone has his own experience. My opinion is that for the course of marketing, we should take the basic knowledge of marketing as the starting point, rely on the actual background of marketing, integrate teaching materials and comprehensively use various teaching methods to form an "open" teaching model. Here, I want to share with you the use of three teaching methods. Please also criticize and correct me.
First, the case teaching method
Case teaching method is a case-based teaching method and an indispensable method in marketing teaching. Originally thought that it was enough to introduce marketing cases to students as much as possible in each chapter to deepen their understanding or memory of the theory. In fact, I think there are three difficulties in the effectiveness of case teaching:
Difficulty 1: the choice of cases
Marketing cases are overwhelming, but it is not easy to select cases that are closely related to the main teaching materials and are suitable in difficulty and length. Although some cases are wonderful, they have nothing to do with information or have little connection. I asked myself to carefully select cases on the basis of reading too many cases. My favorite type of case is one that can not only tell the material but also inspire students. For example, when talking about the importance of corporate strategy, I cited the example of Shi Yuzhu, a giant group, from the failure of making brain money to Victor King. Analyze, summarize and summarize with students. Let the students feel Shi Yuzhu's strategically famous "Four Don't Do" theory. "industries that you are not familiar with are determined not to do it; Industries with no development prospects are determined not to do it; No good man is determined not to do it; Without enough money, it will never be done. "
Difficulty 2: Case description
I think it is very important for teachers to describe cases accurately and vividly, especially in classrooms without multimedia and students without relevant materials. Vivid, humorous and colloquial descriptions can arouse students' interest most. I have done experiments, and the same case is not as good as the teacher's dictation under multimedia, so students can effectively remember more information points. So I usually pay attention to the language style of many teachers. A good self will imitate and eventually form a language style that students like and are satisfied with.
Difficulty 3: mobilizing students' intentions
The most difficult thing in case teaching is to analyze cases comprehensively, which involves many marketing theories. Students should analyze the causes of problems, choose relatively satisfactory decisions, and give specific measures to solve problems. How to stimulate students' interest and their learning motivation is difficult. I think: first of all, we should consciously change our protagonist, regard teachers as directors or referees, and regard students as actors or athletes. Only in this way can we create a simple and free classroom atmosphere and fully mobilize students' intentions.
Second, situational teaching method
Situational teaching method is also my favorite and common method. It will be used at the beginning of almost every chapter. For example, we can set some enlightening and exploratory questions from the teaching materials, with the aim of concentrating students' attention and giving full play to their subjective initiative. When talking about marketing strategy, we can design such a scene. If the business of the small restaurant outside our school is not good, how can we turn a profit? If you were the owner of a restaurant, how would you manage it? I encourage students to make suggestions attentively and cultivate their practical application potential. You can also use some classic marketing stories to tell the marketing truth, such as the story of "how to sell combs to temples", to create a pleasant classroom atmosphere in a simple, humorous and humorous way, which is easy for students to understand.
In addition, the use of multimedia also makes the scene more intuitive and vivid. When teaching the knowledge of "advertising strategy", even the best language description is not as good as playing several advertisements for students, such as Coca-Cola advertisement, Li Ning advertisement, Rejoice advertisement and Wuliangye advertisement. Through teachers' comments, students can better understand the design of advertisements. In the part of brand strategy, it explains that brand is a set concept, including brand name, brand logo and trademark. When explaining, students will be deeply impressed by the pictures on the multimedia.
In addition, students are allowed to play the necessary leading role and perform simulated performances, thus stimulating interest and guiding students to deeply understand the information they have learned. For example, the sales promotion part is very practical and operational. Students can be organized to carry out a simulated "counter selling" or "door-to-door selling" activity, so that students can play the role of "salesman" or "salesman" and use the learned selling skills to sell goods to "customers". These activities can not only stimulate students' interest and consolidate their theoretical knowledge, but also help students to exercise and improve their marketing practice skills and adaptability.
Third, the game teaching method
The game teaching method is "combining the teaching materials, using game products and other game means to develop game lessons, etc." Starting from students' hobbies, turn the knowledge points to be learned into games and guide students to master knowledge from games through perceptual activities in the future. "This kind of teaching method is a method that I only occasionally use in class in the past two years. I use it because I see that many enterprises choose the game mode when training their employees, and the effect is good. Occasionally, I think that too long class hours will definitely reduce the theoretical teaching hours, which is a bit of putting the cart before the horse. Therefore, only by making some attempts at individual times can students' learning intention be stimulated. For example, the game of "listening to gourd painting gourd ladle" can make students understand the importance of communication very sensitively. This is much better than our teacher starting to talk about how important communication is at the beginning of class.
There are various teaching methods, and there are different standards to measure the teaching effect. I often think: what kind of teacher is a good teacher? What is the standard to measure a good teacher? I remember when I was training young teachers, the topic of my experience was "more understanding, more tolerance". Among them, I wrote such a passage: "We should be more understanding and more tolerant of students. Of course, the basis of understanding is understanding, and tolerance does not mean indulgence. I advocate encouraging teaching. At the same time, I also think that encouragement is actually a kind of pressure in many cases. " Anyway, I am practicing my understanding of a good teacher, that is, a person who can put students' affairs first, think from the standpoint of students, know students, understand students, tolerate students, help students as much as possible, and cultivate self-centered students into people needed by society.
Enterprise marketing experience 4
Sales is a very interesting job, and it faces many challenges every day. The customer said "I will study it", which is a sentence that our sellers often hear. In response to this sentence, some people will be very discouraged or depressed and feel that they have encountered a very difficult problem; Some people will be very enterprising and confident, and feel that they have increased their challenges and opportunities to improve themselves. Whether it is a problem or an opportunity depends on our own choice and definition. And our definition of events is often the result we will get.
The customer said that I study research, but it actually has a lot of meaning. Please don't worry that I can't find any answers. When a customer says research, maybe he really needs research (true), or maybe he is just a false excuse (false).
Or he's hiding something. Therefore, we sellers need to make an in-depth analysis of what kind of customers belong to, and then make appropriate treatment according to the specific situation. There is no fixed answer, but we sellers need to be flexible. A little word is ever-changing, which requires our sales staff to listen carefully, actively explore and learn more about customers' real feelings, so as to help customers make wise decisions.
If you want to make greater achievements in telemarketing, you must have professional and skilled skills! Telephone is a ubiquitous communication tool. For salespeople, telephone is also one of the best, most effective and convenient communication tools. We have received countless calls, but have we really noticed something that needs to be controlled on the phone? The talk time of a phone call may be three to five minutes, ten minutes, or less than one minute. No matter the length of the call, no matter what kind of communication call, the communication process and precautions on the phone are basically the same. How to make good use of our telephone is very important for telemarketers.
In short, telemarketing is by no means equal to making a lot of random calls and trying to sell a few products by accident. I don't know the value of telemarketing, but I think communication skills are very important. This is what I learned after studying telemarketing.
Let's have enough confidence to do our job well and create a stage for ourselves!
Enterprise marketing experience 5
I started working in sales 20 years ago. In the past three years, with the leadership and help of the factory management leaders and the full assistance of the employees, I have stood on my post, fulfilled my duties, worked hard and worked hard. By the end of the year, the annual sales amounted to 65,438+045,225 yuan, accounting for 38% of the annual sales tasks, and the repayment rate was 52%. The sales unit price decreased by 65438 compared with last year. Now I will summarize my experience and feelings in sales in the past three years as follows:
First, earnestly implement the post responsibilities and earnestly perform their duties.
As a salesperson, my job responsibilities are:
1, do everything possible to complete the regional sales task and make timely reminders;
2. Strive to complete the requirements in the sales management measures;
3. Be responsible for strictly implementing the outbound procedures of products;
4. Actively and extensively collect market information and report to leaders in time;
5, strictly abide by the factory rules and regulations and various rules and regulations;
6. Have a high sense of professionalism and ownership;
7, complete other work assigned by the leadership.
Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and demanding my behavior in strict accordance with the terms of my duties. In recent years, in business work, we can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate with sales staff in other regions to analyze market scenarios. In daily work, after receiving the tasks assigned by the leaders, on the premise of ensuring the quality of work, be proactive and finish the tasks on time.
In short, after several years of practice, it has been proved that the business skills and performance of a salesman are very important, which is the standard to test the gains and losses of a salesman's work. This year, due to the acceptance of the northern Shaanxi system power grid and the suspension of the project, the funds for the rural power system are not in place. In addition, the lack of self-knowledge and business skills and the rapid changes in the market have led to poor performance.
Two, a clear task, proactive, and strive to complete the quality and quantity on time.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When understanding the task, on the one hand, we should make progress in understanding the leadership's intention 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 make progress and supplement in research.
For example:
1. In September this year, because the lessee terminated the lease agreement and stopped production, the factory accumulated about 80 tons of silica and 20 tons of barite, but the lessee had left. For safety research, the leader instructed to transport the materials stored in the factory as soon as possible, and contacted the vehicle at noon on the day after receiving the task and negotiated the freight. The next day, he followed the vehicle to Pucheng Branch, and the three vehicles were delivered twice as planned. In the process of loading, after loading three cars, there is still about 10 ton left. After reporting to the leader in time and obtaining the consent, I hired two tricycles from the local area and shipped the remaining materials back the same day at the same freight rate, which not only saved time, but also reduced costs.
2. In late August of this year, I went to northern Shaanxi on business, which coincided with the bidding for materials of Shendong Electric Power Diversified Industry Co., Ltd., and this bidding involved the procurement of materials in the future, which was of great significance. After I know the details, I will report to the leader in time and send the relevant information as soon as possible. I know this tender is very important to our factory and myself, but I don't think I can start because I haven't participated in a formal tender meeting. So, after careful consideration, I started with the relevant departments of the material procurement units that participated in the bidding, and collected the detailed scenes and product supply prices of the relevant bidding enterprises to pave the way for bidding. Through my unremitting efforts, I successfully passed the qualification examination, business defense and technical defense in the bidding process, and finally it was worth it. In the end, YH5WS 1750 zinc oxide arrester produced by our factory won the bid, which laid a solid foundation for the sales of products in the future.
Third, correctly handle customer complaints and solve them properly in time.
Sales is a long-term, step-by-step work, and product defects are common, so salespeople should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully at the same time. In the process of product sales, I strictly follow the sales service promise made by the factory. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work with the staff of relevant departments to formulate a response plan, and at the same time, I will communicate with customers in time to make them satisfied with the treatment plan.
Fourth, seriously study the knowledge of our products and related products, and determine the product varieties that can be represented according to customer needs.
Familiarity with product knowledge is the premise of good sales. I also pay attention to the study of product knowledge in the process of sales. I can basically answer questions about the use, performance and parameters of the products produced by the factory, and I can basically master the use and installation of some related products. [Organized by Www.QunZou.Com]
According to the overall arrangement of the factory, after self-understanding of northern Shaanxi, the types of agents are divided into two categories: one is products with high technical content and great added value, such as 35KV lightning arrester, 35 fuse and current limiting fuse. , which after-sales services have problems; II. Iron accessories, fittings, bow bags, cross arms, etc. for 10KV lines. These products are used in large quantities, but the added value is low and there are many manufacturers, so it is difficult to sell them.
Verb (abbreviation of verb) Market analysis of electrical products
Northern Shaanxi has a large area, but the power grid construction is relatively backward. With the deepening of power grid transformation, manufacturers are aiming at the backward areas in the west, which leads to the continuous refinement of the market and increasingly fierce competition. Most power units in northern Shaanxi belong to rural power system. After several years of rural power network reconstruction and construction, due to the lack of funds, only 40% of the tasks have been completed, and the regional market potential is huge. The market analysis of northern Shaanxi is as follows:
(A) market demand analysis
Although the market potential in northern Shaanxi is huge, most county bureaus in Yan 'an belong to the provincial rural power system. Material procurement is organized and distributed by the Provincial Tendering Bureau, and Yulin Power Supply Bureau is managed by the Provincial Rural Power Bureau. However, the procurement of materials is subject to unified bidding by the Provincial Bureau of Tendering. Its procurement mode is that the bureau recommends manufacturers to the provincial bidding bureau, and the bidding bureau determines the shortlisted manufacturers. Furthermore, its purchasing decision-making power is in the provincial bidding bureau, but our factory won the bid without bidding in the provincial bidding bureau, and the county bureaus in Yulin area belong to Yulin. According to the information collected so far, whether Yulin Power Supply Bureau will continue to transform the power grid depends on the allocation of funds by the Provincial Rural Power Bureau, because in recent years, the funds needed for the transformation have been guaranteed by the Provincial Rural Power Bureau to offset the loan with assets. According to the current situation of the bureau, it has been unable to repay the loan interest. According to the analysis of relevant personnel in the bureau, the power grid transformation in Yulin area may stop.
(B) competitors and price analysis
In recent years, through my own understanding of this area, there are two types of electrical appliance manufacturers in northern Shaanxi: one is West Porcelain Factory (branch factory), Shendian, Jiaotong University, Tongchuan Rongxin and so on. These enterprises entered the northern Shaanxi market earlier and have strong strength. At the same time, they were shortlisted by the provincial bidding bureau, and the sales price was basically the same as that of our factory, which has constituted scale sales; The other is the lightning arrester factory in Baoding City, Hebei Province, which entered the northern Shaanxi market late but sold at a lower price. The sales price of YH5WS 1750 arrester is only 80 yuan Branch, and the sales price of PRW710/00 is 60 yuan Branch, which basically occupies the field of consignment.