Now I will summarize my work experience and feelings in the past six months as follows:
First, do things in a down-to-earth manner and earnestly perform their duties.
First of all, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time, follow up customers in time and analyze customer data. Secondly, I often communicate with other salespeople frequently to analyze the market situation, existing problems and solutions in order to improve together.
We should always develop new customers, and constantly classify customers among competitors, regard the customers who are most likely to use our products as important customers, focus on the customers who have recently had projects, and allocate the number of visits according to their needs. Strive to promote the list, so as to achieve the purpose of sales.
While analyzing customers, we must establish our own customer base. Finding the right customer base according to the characteristics of our products is the key to success. In the past six months, some of the customers I have dealt with are not very familiar with this industry, or just started in this industry, with weak technology and small list, but the success rate is relatively high and the price can be higher. Customers like this can be included in the main customer base. They are usually transferred from other related industries or newly established departments to monitor the project. Because they have customer resources in this area and have development prospects, if they can maintain these customers well, they will leave a considerable amount in the future.
Second, be proactive and strive to complete the task on time and in quantity.
Take the initiative to visit customers every day to ensure the quality of visits. After you come back, you should carefully analyze the information, summarize the work situation and make a good work plan for the next day. Visiting customers is the basis of sales. No visits, no sales. And because people have feelings, only by establishing an emotional foundation with customers and improving their trust in us can we have the opportunity to sell products to them.
Actively assisting customers to do their own work, such as helping to find information, planning and budgeting, is one of the ways to increase customers' trust in us and an opportunity to sell our products to them. Even if we don't close the deal right away, they will always remember your efforts and will take the initiative to find us if it is useful in the future.
Third, do a good job in after-sales service.
No matter how good the product is, there will be defective products and various problems, so after-sales is particularly important. Doing a good job of after-sales is an important means to maintain customer sentiment and the key to re-sales. When a customer comes to us with a problem, we should learn more about the situation from the customer as soon as possible and try our best to find out the problem. If we can't find the reason, don't worry. First, stabilize the customer's mood and comfort him, and then we will definitely help him solve the problem and reassure him. Then we will reply to the company's technicians and try to solve it.
There are many problems among my customers, but after coordination and help, most customers are satisfied with our service. Many of them immediately indicated that they would continue to cooperate. Please contact us immediately if you have any items to purchase.
Fourth, keep learning.
People have to keep learning to make progress. First of all, we must learn our new products, and our product knowledge must be passed; Secondly, learn communication skills to improve their business ability; If you have time, you can learn the product characteristics of some peers and compare them with ours, so that you can understand the advantages of our products and avoid weaknesses in front of customers.
Fifth, learn more about industry information.
Knowing our competitors, knowing our peers, knowing the products that are doing well in the market now, and knowing the relevant policies of the industry are all issues that an excellent salesperson must always care about. Only by knowing the outside world, can we not become a frog sitting on the sidelines, can we make a correct judgment on the information we have in our hands, and can we improvise when encountering problems.
VI. Plans for the second half of the year
At the half-year sales summary meeting, my data was far from my colleague xx in the same department. Her half-year sales1.5000, returning more than 80000, and my sales are only more than 20000, which is far behind. I have to catch up in the second half of the year. Although she entered the company earlier than me for a while, everyone faces the same market and the same number of customers. The gap between them is only the gap between people. In the future, I will learn more sales skills from her and other colleagues, and strive to increase my sales and catch up with them.
I want to set a clear goal for myself, and strive to achieve 6.5438+0.5 million in the second half of the year, that is, to achieve about 30,000 per month. At the same time, we should make a good sales plan and assign tasks to our customers, with the general direction from the industry to every customer. In this way, you can clearly know your daily tasks, clarify your purpose of visiting customers, and improve the quality of your visit. Because in the first half of the year, we didn't make a detailed work plan, visited customers blindly, and were not particularly familiar with the products, resulting in less sales, so in the second half of the year, we should change our methods, strive to increase sales, and strive to complete the tasks assigned by the company.
Finally, I would like to thank our leaders and colleagues for their support and help in my work in the first half of the year. I hope that through our joint efforts in the future, we can achieve great success in the second half of the year.
Bank's work plan for the second half of the year
First, focus on customers and do a good job in settlement services. Customers are the source of our existence. As the sales department and external window, the quality of service directly affects the credibility of our bank.
1. We will continue to implement the "first inquiry responsibility system", "full-time service", "standing service" and "three-tone service" that our bank has always advocated, so as to ensure that every employee can treat every customer patiently and satisfy customers.
2. With the intensification of competition in the financial industry, customers' requirements for banking services are getting higher and higher, which is not only reflected in counter services, but also in our service varieties. In addition to continuing to do a good job in the agency settlement of public utility fees, taxes and fees, financial charges, traffic fines, bsp aviation agency and other businesses, we should also do a good job in the expressway network charging business, open-end fund acquisition business, securities business and other businesses that will be opened next year to improve our competitiveness.
3. Actively strengthen contact with personal business, participate in personal business, be familiar with personal business, and better serve customers. Although I have been working on the integrated business system, I have not been able to achieve real integration for various reasons, which is the lack of work in my sales department.
4. Taking banks as the classroom, a lecture on bank settlement methods will be held next year, which will increase people's financial knowledge, let customers know more about banks and get in touch with them at close range, so as to integrate into our business.
5. Continue to do a good job in telephone banking, self-service banking and online banking, and promote the use of online banking to quality customers.
Two, strengthen the management of internal control system, prevent risks and ensure the quality of work. With the increase of financial crimes in recent years, we have higher requirements for operational norms and system implementation.
1, urge the science and technology department to replace the computer interface of our business department as soon as possible, and then implement the division of powers in strict accordance with the requirements of the integrated business system, with one post and one card, so as to enhance the rigidity of system implementation and improve the binding force.
2. Further strengthen the internal control and external defense of important links and positions, focusing on account management (ensuring the quality of the account opening unit of the Bank) and on-site service.
3. Further strengthen the accounting cashier system, strictly implement and check the accounting cashier system, and standardize the use and custody of accounting seals and blank important vouchers.
4. Focus on payment cipher sales, ensure the security of bank-enterprise settlement funds, and further improve the means for banks to prevent external settlement risks.
5. Standardize the business operation process, strengthen the daily inspection system of the chief accountant, find hidden dangers in time, reduce errors and put an end to settlement accidents.
6. Seriously perform the business guidance and inspection of the branch.
7, do a good job of regular assessment of accounting quality.
Third, people-oriented, improve the overall quality of employees. Staff quality is the foundation of bank development. Under the current situation of frequent personnel turnover, our business department urgently needs a high-quality team.
1, be a good citizen. Banking sounds beautiful, but it is full of competition and risks, so you need to have certain psychological quality and cultural accomplishment when you come to our sales department. In employing people, it is necessary to give full play to the ability and potential of employees and determine suitable positions, thus improving the enthusiasm of employees.
2. Strengthen business training, which is also the most urgent next year. Now the training plan has been submitted to the personnel department, and it is ready to train the basic knowledge such as cashier system, payment and settlement methods, accounting system of integrated business system, new accounting subjects and various emerging businesses.
3. In the case of personnel shortage, it is still necessary to strengthen on-the-job training, not only to participate in next year's technical competition, but also to improve the professional level of employees.
4. Be diligent in the ideological work of employees, care for and encourage employees, and enhance their psychological quality.
5. Carry out job rotation in a planned and purposeful way, and train every employee to change from single operation to mixed multi-function.
Work plan of administration department in the second half of the year
First, strengthen team building and system construction, and strive to improve the quality of employees.
1, organize employees in this department to study the "xx Big" document seriously, unify their thinking and understanding, strengthen professional ethics education, enhance their sense of responsibility, and further improve their service awareness and professional quality to be competent for the development of the situation and the needs of work.
2. Adhere to the direction of educating people through management and service, and advocate the work style of "diligence, pragmatism, high efficiency and high quality", so that all logistics personnel can realize the importance of school logistics work, emancipate their minds and seek truth from facts, gradually develop good work habits, and devote themselves to their work with a high sense of responsibility, urgency and ownership.
3, contact the actual school, improve the system, formulate detailed rules for implementation.
According to the complexity, periodicity, surprise and arduousness of logistics work, in line with the principles of clear target positioning, reasonable task requirements, clear rights and responsibilities, standardized definition of responsibilities, orderly operation process, complete operation procedures, well-founded inspection and supervision, and clear assessment rewards and punishments, we will further improve various rules and regulations, formulate corresponding implementation rules, improve the assessment mechanism and strengthen process management.
4. Through the questionnaire survey, solicit opinions and requirements of teachers and students on the service attitude and quality of staff, and communicate with relevant departments and personnel in time for existing problems to avoid similar problems from happening again.
Second, do a good job in daily management, improve service quality and create three-dimensional logistics.
1. Strengthen school property management, especially school property management. Further improve the property management system such as shopping, storage and use, so that the system is sound, the responsibilities are clear, and the accounts are consistent; Complete the shopping application, entry and exit procedures, and the responsibility lies with the person. This semester, we will begin to register, catalog, count, quantify and file all the school property, strengthen property management, make the school property management gradually standardized, refined and professional, and prevent the loss of school property.
2, strengthen the management of the increase or decrease of fixed assets, conscientiously implement the relevant provisions, regularly check the fixed assets, so that the accounts are consistent, according to the relevant provisions of the increase or decrease of fixed assets, timely register and enter an account, and declare the loss of fixed assets and fill in the loss report according to the relevant provisions, and report it to the relevant departments for approval.
3. Strengthen the management of low-value consumables and strictly implement the approval and distribution procedures. Further standardize the maintenance procedures, adhere to the public property inspection and maintenance system, and make active inspections, timely maintenance, strict economy and eliminate waste. Register and contract the classroom property of each class, department and specialty, and implement the system of damage compensation. The compensation for damage and maintenance of the property is linked to the assessment of the class and class teacher.
5. Actively explore the new mechanism of canteen management, conscientiously implement the food management system, strengthen the implementation of the Food Hygiene Law, ensure the food safety of teachers and students, strengthen the cost accounting of canteens, strictly supervise the quality and price of meals, promptly remind and impose necessary penalties.
6. In the process of promoting the socialization of logistics services, we should pay special attention to poor students and create jobs for work-study programs, so that students can truly realize their sense of social responsibility while serving the society and solve some students' living difficulties.
Third, run schools diligently, increase sources and reduce expenditure, and create economical logistics.
1, refined management, layer upon layer saving. It is necessary to focus on the management of water and electricity conservation in schools, formulate a detailed list of water and electricity, formulate regulations on the use of air conditioners in dormitories, intensify inspections, ensure that measures are put in place, expose the ever-burning lamps and running water, and incorporate the inspection results into the civilized office, civilized class selection, class teacher assessment and personal performance.
2, do a good job in shopping management, bulk material procurement in the form of bidding, manage every penny in all aspects, all shopping must shop around and try to wholesale. At the same time, do a good job in the management of inventory materials, implement the credit registration system of various materials, and reduce waste.
3. Supermarkets and canteens continue to take the form of open leasing, and strive to increase revenue and reduce expenditure for schools.
Fourth, strengthen safety work, build a safe campus and create efficient logistics.
Further strengthen the comprehensive management work, strictly implement various safety management systems, firmly establish the concept that safety is no trivial matter and responsibility is more important than Mount Tai, improve the implementation of various measures to ensure safety, strengthen prevention and control safety and traffic safety education, and ensure the safety and stability of the school. Implement organizations, measures and actions. The Administration Department inspects the campus every day and publishes inspection records and statistics every week. Find problems and solve them in time to eliminate hidden dangers. At the beginning of the school year, we will conduct safety education for all students by radio talk, strengthen the supervision of food safety and hygiene in canteens, and strengthen the safety inspection and maintenance of various facilities on campus to ensure the safety of the campus without accidents.