In a blink of an eye, I have bid farewell to 2007 and entered a new year. Looking back on my 12 months' work, there are both failures and successes. Failure is that my sales performance has not reached my expected result, and success is; Their business knowledge and ability have been greatly improved. First of all, I thank the company for providing me with good working conditions and living environment, and also thank my leaders and colleagues at all levels for their guidance and help. Here I will make a summary of my work this year in order to learn lessons and improve myself, and at the same time list my work plan for the new year. I have confidence and determination to do my work better in the new year.
As of * * *, there are * * pharmacies in my charge, of which * * is a single store.
My specific work in 2007: responsible for the sales and purchase payment of pharmacies.
And according to the visit plan, visit the pharmacy every day and communicate with the clerk. For the target clerk, always keep in touch. When you have time and conditions, send some small gifts or entertain the target clerk to stabilize the relationship with the target clerk and increase sales. And try to develop new pharmacies while there are fixed pharmacies. At the same time, reflect the market situation to the company in time and do your best to do your job.
The above is my specific work in 2007. It seems simple, but it is also difficult for me, a novice who has just worked for a year and a half. It was not until 1** took over the pharmacy of * * in June that I felt that I had officially become an otc salesman. Unfortunately, the sales of pharmacies are average. I apologize to the company and leaders for this, because I always believe that only people who can't do business well. However, although my performance is not outstanding, I have been trying to learn how to be an excellent salesperson. After more than a year of training, I have gradually matured and learned how to overcome difficulties and turn them into my motivation for success. I am confident that I will contribute to the company with everything I have learned in the next year!
The work plan for 2008 is as follows:
1) actively strive to increase their sales,
2) Make a more perfect visit plan and visit pharmacies in strict accordance with the visit plan.
3) On the basis of maintaining the existing pharmacies, with the support of the company, try our best to develop new pharmacies.
4) Strengthen business study, broaden horizons, enrich knowledge and learn from other excellent salesmen.
5) Specific requirements for work in 2008:
1: Summarize once a week and once a month to summarize the mistakes in the work and correct them in time.
2. Before going to the pharmacy, we should do more preparatory work and fully consider the status and needs of the clerk, so as to better communicate with the clerk and enhance our relationship.
3. Communicate sincerely with the clerk and promise to do good deeds. I represent not only myself, but also the outside companies. If my words and deeds are frivolous, it will affect the clerk's distrust of me and even the company and make the clerk lose interest in promoting our products.
We should continue to strengthen business study, read more books, consult relevant information online, communicate with colleagues and learn better methods and means from them.
The above is my work plan for this year. I will ask the leaders for instructions, discuss with my colleagues and try to overcome all kinds of difficulties in my work. Make your greatest contribution to the company.
OTC stands for annual work summary model essay II.
Sometimes I ride the wind and waves, raise my muddy sails and sail in the deep sea.
-Summary of work in 2007
How time flies. In a blink of an eye, the New Year comes as scheduled, and I have been in * * * for half a year. The memories of the past six months have deeply touched me and made me grow a lot. Whether it's work or other aspects. But today we are talking about work summary, so I will briefly summarize my work, which I think will be very helpful for my future work.
* * *, as recognized by customers, is indeed a large-scale and well-developed enterprise. Working in * * * is a good learning opportunity for me, even if it is one month or half a year or longer. So I cherish every day in * * *.
First of all, talk about the harvest in the past six months:
1: mentality adjustment
I used to encounter difficulties, which was a very evasive way to deal with them, and I would be depressed for several days. But in the past six months, under the communication with my colleagues, my mentality has been adjusted, and I realize that avoiding can't solve the problem, and it is myself who suppresses the harm.
O (∩ _ ∩) O ... Only positive and energetic, will it be easy to succeed.
2. Improvement of self-confidence
To tell the truth, I am not a particularly confident person. Sometimes I always feel inferior to others, that is, inferior to others. I feel like a person standing in a corner, but deep down, this is not the life I want. I also like to stand in the center and be noticed.
Of course, no capital, no performance, all this is desire. However, while seeing the advantages of others, we should also realize that we also have some advantages that others do not have. At this time, we need to learn from each other and complement each other. Don't kill yourself with a stick. While admiring others, don't forget yourself. Believe that you are the best. Just because you are lacking in this aspect today doesn't mean that you will be like this all your life. So cheer for yourself every day, believe that you can!
3. Improvement of sales skills
Mentality and self-confidence are changes in my heart and mind. Sales skill is a shortcut to increase sales.
Every customer, we should try to figure out his heart, not at a glance, but also have a close relationship. Understand his needs and try to cater to them (without violating company policy).
Keep your word, keep your word. But don't promise easily.
Doing business is different from playing games. Everything you say goes through your brain.
4. Establishment of sales network
Sales network is very important for business people. * * * gave me a chance to establish contacts. Although my customers have not reached the scale yet, I have worked hard to win them, and resources have gradually accumulated.
No one is perfect, and the works also have shortcomings:
1: lack of experience
How can we meet a rainbow without experiencing wind and rain? How can you have experience without going through some bumps? Now my lack of experience directly leads to my misjudgment of some problems and improper handling methods.
2. Lack of product knowledge
I'm really embarrassed to say this. I majored in pharmaceutical marketing, but I don't feel that I have given full play to my advantages in my work. I really don't understand product knowledge. In fact, there are ways to get it, such as product descriptions and China pharmacies, but it is not systematic. Still hope that the company has a systematic training. Sometimes when I meet a client who is a doctor, I really can't pick out a few tricks. I can't even resist moving.
3. Planning is not strong, and there is no habit of long-term planning.
It feels good to make a plan today and run around. There is no plan for the next day. Although I tried hard, it was basically useless. So it directly affects your work efficiency.
What I said above is not a work summary at all, but a feeling I wrote casually. I have been thinking about this summary for many days, and today I finally meet you in this way of not summarizing, which shows my writing style. The most important reason is that the work is not done seriously and the understanding is not thorough. When my sales come up, maybe there will be some substantive content. ) I will write often in the future, and it is estimated that it will be better. Looking forward to the next article. O (∩ _ ∩) O ... haha laughed
Summary of sales work of off-site representatives
As a newcomer who has just been in the business for less than a year, I want to report my experience and work summary in the past 1 1 month:
February: Be a responsible person.
An old representative spent half a day "sweeping the street" by himself. After climbing for more than half a month, I got bolder and thicker-skinned, but my heart began to worry. Two students have successfully signed an agreement with the company and can stay in the company as employees, but he doesn't seem to attract the attention of the manager himself.
At that time, it happened that the company held a product launch conference, and I was assigned two tasks: 1 to help the assistant manager buy conference supplies before the meeting; I was in charge of the supply of banquet drinks at the meeting, but I didn't have a chance to face the customers. But I'm not complaining. Everything is in place and there are no mistakes. The next day after the meeting, the manager called me into the office alone, asked me to have a physical examination, and was willing to sign an agreement with me because he thought I was a responsible person.
Achievements: Successfully "marketed" yourself to the company.
March: The stock market has bottomed out, indicating a chance of rebound.
After becoming an employee, I was assigned to Foshan, the headquarters of the company, responsible for the 100 terminal and four pharmaceutical companies. The person in charge of this market has left because of poor performance. So what is waiting for me? The following is my SWOT analysis (I regard myself as a product, hehe):
S (Advantage): No experience shows that I am a blank sheet of paper, and the market that I haven't done is also a blank market. From the beginning, there were infinite possibilities.
W (disadvantage): no work experience, pharmacy major, no marketing knowledge.
O (Opportunity): The new supervisor is the sales champion of the company last year and has rich practical experience. I will learn the most useful sales knowledge from him. The bottom of the stock market shows that there is a rebound opportunity, and the region is at the company headquarters. As long as it is done well, there will be development.
T (threat): The market supply channels in this area are chaotic and the prices are unstable, which brings more difficulties to the terminal work.
Achievements: In the first month when I started to calculate the task index, the number of shops was more than that in the first half of the year, but that was only because they were lazy, not because I was so powerful.
April: If you like your job, you can do it well.
After more than a month's distribution, most pharmacies have started to operate our products, and only a few "die-hards" are still unable to move, and these pharmacies are large shops with bad local business. In order to purchase goods, I must visit customers more frequently and constantly explain the advantages of our products to them. "God helps those who help themselves". Finally, during a later visit, I found that one of the "die-hards" began to operate our varieties. When I got home, I told the supervisor the good news at the first time. At that time, my supervisor said, "You will succeed because you have linked your work with your emotions."
Achievements: the distribution of goods has been basically completed, and the distribution rate is among the top three in the company.
May: Self-confidence is a stepping stone to success.
I got a bonus in March, which is a lot of money. I got so many bonuses in the first month that I became more and more confident in myself.
At first, it was for pure sale. The previous representative's monthly sales volume was only over 200, and my sales volume in the distribution stage was only over 700, but the goal was 1200. How do we achieve our goal?
Because our products are 1 in this field locally, there is usually no profit for selling good products, and we have no promotion activities, so the first promotion rate cannot be achieved. We can only seek breakthroughs in other areas, so I have the following ideas: 1, our products have two specifications, the big one is made by us, and the small one is the product that consumers buy on their own initiative. Our products are western medicines, which are cheap and can be used together with other Chinese patent medicines. So I worked as a promoter of other Chinese patent medicines and gave them some small gifts to introduce their own varieties and cooperate with our products.
Achievements: The sales volume of main products rose rapidly, reaching over 150% of the target tasks, ranking second in the company. Sales of other products have also increased to varying degrees.
June: failure, a new starting point
Stimulated by the sales growth last month, just when I was confidently planning to hit another peak, I suddenly found that my target store was full of goods. It turned out that although I knew nothing about pressing goods at that time, I unconsciously used the skills of pressing goods at the end of the month, but I failed to sell them well, so that there are so many goods in the terminal now. There is no choice but to continue to be a shop assistant, educate shop assistants and display. But at the same time,
Achievements: Affected by last month's inventory, only about 800 vehicles were sold this month, only 60% of the target was achieved. However, the average sales volume in two months has increased, so we also know the skills of using appropriate pressure to increase sales.
July: Do it, not discuss it.
Since the sales statistics in June haven't come out yet, the manager set the task index for the third quarter according to the sales situation in April and May. With the breakdown of work, I started to focus on output, and the number of target pharmacies was reduced from 100 to 60. But my index inevitably increased greatly, reaching the previous 166.6%-200%. However, I have accumulated previous experience.
Just when others were complaining that the target was too high to be completed, I gave them tasks that were absolutely possible according to the scale of my 60 pharmacies, and then transferred the amount of pharmacies that did not complete the task to pharmacies that exceeded the task according to the completion situation at the end of the month, and finally pressed some goods appropriately, so that the target was completed.
Achievement: One of the three people who can complete the task in the whole company, I chose to do it when others discussed whether the index was too high, so I had different achievements from others.
August: Three elements of OTC are indispensable.
After finishing last month's task, my terminal inevitably has some inventory. Fortunately, in June, I began to notice that the three elements of OTC (customer sentiment, display and clerk education) were equally important, and all aspects did their best, and the inventory was quickly sold out. Then, according to the method of last month, the index was decomposed into various pharmacies, and the task was completed again.
Achievements: Became the company's monthly sales champion for the first time, and was the only person in the company to complete the task for two consecutive months. Moreover, I also set a new sales record for a new product of the company.
September: Adapt to all changes and make yourself stronger.
Last month, I learned the good news that I became a sales champion, but I also heard the bad news that my supervisor resigned for family reasons. I learned a lot from my supervisor, who has been encouraging me. Will his resignation affect my performance?
Then I thought about it myself. He has taught me everything I can, and I have to understand the rest by myself. Moreover, my light can only appear without his light. Then this month, I should play.
Achievements: The main products remained the first, but the sales of other products generally declined due to the untimely payment of expenses.
10 month: No excuses, execution is the key.
The task index of the new quarter has come down again, which is obviously unreasonable this time. According to the sales volume of last quarter, it should be much better and less bad, but the bonus is linked to the completion rate. My index went up again. The manager has also spoken out, because the main product is far from the annual task, so now there can be promotional activities, but everyone's task must be completed 100%, even if the goods are pressed. I can't help it I have to do this. Now that the manager is dead, there is no excuse but to carry it out. Anyway, I already have experience in pressing goods, and I still have a way to measure this.
Achievements: Successfully completed this month's task, and gradually determined the position of the annual sales champion.
165438+ October: Think more and further than others.
Because the main products were crushed to death last month, this month we shifted our focus to terminal construction and sales of other products.
As the sales in the area I am responsible for are good, the company is willing to allocate a sum of money for my storefront display. So, I seized this opportunity. Let the company feel satisfied with me, during which I used the GROW thinking mode:
G (Purpose): The company requires two designated products to be displayed on the terminal shelf to increase the brand awareness of the company.
R (How is it now): The main products have been well displayed, because I have been doing well. Other products are not well displayed because of OTC products, but the OTC logo, and health care products are not promoted.
O (how to choose): 1. According to the requirements of the company, you can buy an end frame to display two designated products. But it doesn't help my sales, and one end frame has four layers, so it's too wasteful to make only two products. 2. At the same time, use this money to make products that were not well displayed. However, OTC and health care products, internal medicine and external medicine cannot be displayed on the same end frame, but they can be displayed separately. Each product occupies an end shelf, which is not as effective as centralized display for brand building, but it is helpful for the sales growth of all products.
W (What to do): After thinking, I think the second scheme can get the greatest effect and strive for more benefits.
Finally, I made five products according to the second choice, and each product won the best position, and also won a pile display for our main product.
Achievements: The sales volume of main products decreased, but reached the minimum completion standard required by the company. Other products generally rose slightly. Although the display and stacking are different from the original intention of the company, they have won unanimous praise from the leaders.
65438+February: Nothing is impossible to sell.
We have received a new task: because the sales of a new product of one of our chains have been unsatisfactory, we are facing the embarrassment of quitting. This chain store is located in Guangzhou, mainly a cheap store. Because my shop is doing very well, the manager asked me to make a model shop and avoid leaving. I only have one shop here. Before, because their distribution was always unstable and always out of stock for no reason, I never focused on it. This chain is notoriously uncooperative, and the reason why colleagues in Guangzhou can't do it well is nothing more than unreasonable cost sharing. Either all the goods are purchased, the commodity cards can't be bought in the store, or all of them are given to the clerk, but the sales volume has been affected because of the shortage. Since I received the task, I have no excuse. I arranged the expenses reasonably and distributed them to the purchasing staff and the shop assistant according to the ratio of 2: 3, which not only ensured a steady stream of my medicines, but also gave the shop assistant the motivation to help me recommend them. Then I applied for additional promotion (since the manager asked me to be a model shop to avoid leaving the store, I naturally agreed), so that under the three pillars, my difficult shop was also settled by me.
Achievements: The sales volume of this product in our store increased by 100%, and the sales volume of other products also increased. The total score has not been counted yet.
Summary: The first year is mainly about learning and accumulating experience. I am lucky to study under the guidance of an excellent supervisor and manager. The supervisor selflessly taught me everything he knew, and the manager trusted me and was willing to let me do many things. Therefore, it has also achieved gratifying results: if there is no accident, it will be the company's annual sales champion.
Outlook: we will bring new people in the next step, because we have a group of younger brothers who have come to the company for internship, and they are also the next training targets. In addition, in 2006, my post will also be adjusted, and I will be transferred back to Guangzhou to take charge of the fair-price supermarket. I will work hard in the direction of key account management!
Model essay on management summary of OTC representative
I. Establishment of the office
1. The team leader first goes to the market to learn about the local rent and other related information, chooses a place with convenient transportation and moderate house price to set up an office, buys the required office supplies, daily necessities and transportation, and is familiar with the surrounding environment of the office (including supermarkets, food markets, hospitals, pharmacies and bus lines). It is estimated that it will take about a week.
2. Team members should enter the site immediately after the establishment of the office, and prepare the forms, documents and certificates needed for their work after arriving at the office. Under the initial guidance of the team leader, go out to get familiar with the environment, understand all kinds of relevant information in the city, and prepare for future work. It is estimated that it will take about three days.
Second, information collection.
After getting familiar with the environment, I began to collect work information within my jurisdiction. Including the detailed address, telephone number and purchase channel of the terminal, and draw the detailed location on the map (mainly completed by team members), and collect relevant information of pharmaceutical companies, including distribution strength, credit, etc. (mainly completed by the team leader), check and summarize the two kinds of information, filter out the useful information and save it. It is estimated that it will take about a week.
Third, the distribution of goods.
According to the collected information, select several pharmaceutical companies with strong distribution ability and good reputation to contact and visit, clarify our company's sales policy, terminal support and promotion means, so that pharmaceutical companies are willing to cooperate with us and understand the cost, time and method required for distribution. Compare pharmaceutical companies (channels), choose two or three pharmaceutical companies that are most suitable for our cooperation, sign supply contracts, notify companies to deliver goods, and urge pharmaceutical companies to distribute goods (distribute goods) at outlets. It is expected to take a week or two.
Fourth, the terminal follow-up maintenance
1. Draw the terminal distribution map.
A. According to the local city map, enlarge and draw the area under its jurisdiction on a piece of four blank sheets of paper;
B mark the terminal point (with or without goods), road name, bank, park, living area, vegetable market, elderly activity center, hospital, retired cadres and sanatorium on the terminal distribution map;
Class C terminals are marked with "circle", and the corresponding terminal codes are filled in the "circle", such as red for Class A terminals, blue for Class B terminals, green for Class C terminals, and black for out-of-stock terminals; Because we don't know the sales situation of each store in the early stage, we can temporarily classify them according to the following conditions:
Class a terminal-)
The store is large, and the business varieties are diverse and complete;
Located in the commercial concentration area, on both sides of the main road, with large passenger flow;
Generally, state-owned pharmacies, time-honored pharmacies and chain pharmacies;
Class b terminal
Between class a and class c terminals.
Class c terminal
1 & gt； Small storefront (generally less than 20 square meters) with few business varieties;
2> is mainly located in living quarters, suburbs, factory areas and both sides of auxiliary roads, with small passenger flow;
3> General small private pharmacies;
According to the principle of the 28 th Law: Class A terminals should be no less than 20% of the total number of local terminals, and Class B terminals should be no less than 50% of the total number of terminals. According to the number of products sold by the terminal, it is divided into large, medium and small terminals, which is convenient for the terminal work arrangement to be heavy and light, and to grasp the big and take the small. Large terminals should visit frequently to establish advantages; Make more efforts on small terminals with potential, and let them enter the ranks of medium and large terminals as soon as possible.
D. Under "Terminal Distribution Map" (or left and right), list the specific terminal names (with terminal categories A, B and C attached) according to the identification codes in the map;
E terminal coding shall be carried out from west to east and from north to south in turn.
2. Develop a terminal access roadmap.
According to the "Terminal Distribution Map", connect all terminal points in the best warping and fast way, and draw them on a blank piece of paper 16.
3. Establish a terminal file
The contents of the terminal file include: terminal name, terminal category (A, B, C), terminal address, terminal nature (state-owned, collective or private), affiliated unit, business area (only referring to pharmacies and clinics), name and contact number of the person in charge (or cabinet chief), name, gender, birthday and shift of sales staff, purchase channels and prices, and product display (counters and shelves).
4. Sales staff training
Make the shop assistant understand the basic knowledge and usage of the product more comprehensively and accurately; Enhance sales staff's understanding of the good efficacy of products. You can introduce the news materials or some stories of the product, the efficacy and principle of the product, the usage method, the suitable crowd and dosage, answer the frequently asked questions of consumers, and some examples. Training can be conducted in the following three ways:
A. written training: pay attention to the method, preferably combined with small gifts;
B. Seminar training: The site is warm and comfortable, with gifts, and lottery and dinner can be arranged;
C. Oral training: Never appear as a teacher, which will easily arouse the resentment of sales staff, and be conducted in the way of "students teach teachers".
5. Terminal public relations work
1 & gt； Public relations objectives
Managers, salespeople, cabinet directors (directors), purchasing personnel, and terminal leaders;
2> Daily visit
A. Visit the terminal regularly to contact feelings and deepen understanding;
B. Take good timing and discretion when speaking, and don't disturb the clerk when he or she is busy;
C. don't just say hello to one person, say hello to everyone who cares in the store. You know, no one helps us sell our products;
D. keep your mouth sweet. When you speak, you'd better tell a humorous joke or two in an appropriate atmosphere.
E. Don't forget to tidy up your appearance in front of the mirror before you go out. Good appearance and image will win the favor of others (especially young girls). )
F. When the shop assistant is busy, we'd better wait, but when waiting, we must be skillful and let him know that you are waiting for him, so as to be sincere and touching.
3> Send gifts
A. On holidays, or send small gifts to the terminal from time to time;
B. Gifts should be convenient, practical and innovative. Don't always give gifts.
C. Salespeople send greeting cards and greetings (preferably in their own names) when they meet others for their birthdays;
D. "It is better to miss a family than to miss a person." It is best to give gifts to yourself, remember not to miss them;
6. The basic principles of terminal hard packaging and promotion are:
A. Hard packaging should follow the following principles: more momentum, that is, there are many kinds of promotional materials; Good-the packaging position of promotional materials is good and conspicuous. According to people's visual habits, the specific location of the packaging should be seen by consumers as much as possible, which looks beautiful; Prison-long-term preservation means that publicity materials should be pasted, hung and put away.
B. We often carry out various promotional activities in Class A stores, and it is best to have a small promotion once a week and a big promotion at least once a month. There are various ways to promote sales, such as in-store sales, buying and increasing, and distributing promotional items.
Verb (abbreviation of verb) is an extension of wharf engineering.
On the basis of ensuring the sales volume of the original terminal, we will start to distribute goods and follow up around the area to improve the distribution rate of products, and at the same time tap the potential of the original terminal to increase the number and sales volume of Class A stores.