Summary of Novice Work of Pesticide Salesman 1 In a blink of an eye, a quarter of 20xx has passed and the pesticide market has entered the first round of sales in the new year. In order to cooperate with the sales and brand promotion of products in various regions, the main work is in packaging design, production and advertising production, summing up the existing problems and better carrying out the next step. The specific work is mainly as follows:
1. According to the problems existing in the existing packaging, the factory put forward feasible suggestions for improvement, and modified the packaging dimensions of Ganquan and Lu Shen silicone additives, mainly modifying the label dimensions of Lu Shen 50 g, Ganquan 100 g and Ganquan 100 ml, and is going through the formalities of approval and distribution to relevant departments.
2. According to the customer's demand, the customer customized 43% drip glyphosate 5 kg package, 36% dimethyl glyphosate (Kuanteng) 1 kg package and cyhalofop-ethyl 1000 ml package, selected the bottle type of the new package, designed the label carton, approved the process and sent it to relevant departments.
3. From the distribution of product sales, 30% glyphosate aqueous solution (Foxx) and 55% ammonium glyphosate powder (Bilifeng) are sold on rural Taobao. In order to cooperate with the brand promotion of Fukeshi and Bilifeng, we designed posters, leaflets and X-stage and arranged their production. At the same time, modify, confirm and make the 20xx product manual.
4. Collect, sort out and summarize the regional marketing plan for the next month on June 18 every month, review the marketing plan expenses according to the product sales expense standard, prepare the marketing plan of the Agrochemical Marketing Department, and report it for the record.
4. Modify the design of promotional soap packaging film, contact Chuanhua to purchase promotional products in transparent soap, negotiate the purchase price, sign a purchase contract, handle the purchase advance payment, and track the completion progress of promotional products.
Silicone marketing, silica gel foreign trade samples ERP invoicing, sample delivery. According to the customer's customized order of chemical trisodium phosphate, design packaging signs and bags, and track the supply of packaging materials.
6. According to the bidding and filing requirements of regional markets, provide all kinds of certification materials required for bidding and filing of existing products, and supply them to relevant salesmen in time.
Since June 7.20xx 10, bulk raw materials have been rising continuously, resulting in the corresponding price increase of packaging materials, which directly affects product sales. Therefore, visit the packaging market, understand the current packaging price and other market information, and make a summary report on the investigation.
Existing problems:
1. Due to the characteristics of granular and powder products, the trial packaging state of some products is obviously different from the actual packaging and transportation to the destination, and the packaging box is too large and has collapsed.
2. According to the proportion of trial production, the packaging materials are selected and finalized, and the proportion changes in actual production, which leads to the situation that the products cannot be filled. The relationship between the specific gravity change of packaging and the full mouth capacity was not fully considered when selecting materials and shaping in the early stage.
3. In this process, because the design draft of the existing packaging has been changed many times, the quality inspection personnel and the original docking personnel of the packaging have changed, and the information asymmetry between the physical object and the design draft frequently appears.
The next key work:
1. In view of the packing box problem, pay attention to the actual packing situation, whether the packing box size is reasonable, whether it needs further improvement, and if it needs improvement, put forward feasible improvement suggestions. At the same time, compare the materials with other manufacturers' packaging boxes with the same dosage form, communicate with packaging box suppliers, and improve the quality of packaging boxes without increasing costs.
2. In the subsequent process of adding new products and packaging specifications, we should fully consider the preliminary work, and record and register the trial products and proportion. At the same time, technicians are required to provide relevant specific gravity and other data, and finally the packaging material and shape are determined according to the test data.
3. Re-check the acceptance draft and design draft of the packaging used in the existing products with the factory, quality inspection center and Xin 'an Packaging, confirm the accuracy of the design draft, and continue to keep the ledger of the packaging, so as to facilitate the orderly development of future work and avoid the recurrence of similar problems.
Silicone marketing, silica gel foreign trade samples ERP invoicing, sample delivery. According to the customer's customized order of chemical trisodium phosphate, design packaging signs and bags, and track the supply of packaging materials.
5. Make a good registration account for the use and collection of promotional items, and replenish promotional items with low inventory in time.
Summary of Novice Work of Pesticide Salesman 2 In order to further standardize the operation order of the city's pesticide market, strengthen the supervision of banned and restricted use of highly toxic pesticides, and ensure the quality and safety of agricultural products and the safety of agricultural industry, on the basis of previous years' work, xx City has intensified its work on xx, and continued to implement the designated management system of highly toxic pesticides such as rat poison and the sales system of highly toxic pesticides in real-name registration system throughout the city, standardizing pesticide management, mainly in the following aspects:
First, strengthen study, raise awareness and strengthen system construction.
In xx, xx Agriculture Bureau held 1 meeting, xx Plant Protection and Plant Inspection Station held 2 meetings, and xx City 14 counties (cities, districts) held 17 meeting, which conveyed and studied the spirit of the policy documents of the Ministry, province and city on the designated management and supervision of highly toxic pesticides, and leaders at all levels made mobilization speeches at the meeting. It is emphasized that strengthening pesticide management, especially the supervision of highly toxic pesticides, plays an important role in people's livelihood, ecological environment, economy and trade, and requires pesticide management departments at all levels to make clear their objectives, strengthen the system and team building, do solid work, start the accountability system of highly toxic pesticides, and complete the fixed-point management and supervision tasks of highly toxic pesticides. The Agricultural Bureau of xx City issued the Implementation Opinions on the Management of Highly Toxic Pesticides in xx City, and the plant protection and phytosanitary station of xx City formulated and implemented regulations including the fixed-point management of rodenticide and the real-name registration and sales of highly toxic pesticides. Accordingly, counties formulated and implemented regulations and opinions on pesticide management, further strengthening the institutionalized management of pesticides.
Two, improve the city, county, township and village four levels of pesticide inputs supervision network.
At present, the city has established a city, county, township and village supervision network, and the pesticide supervision and management system is relatively perfect. The supervision network system comprehensively manages the operation and use of pesticides, tracks pesticide residues and pesticide injury incidents in agricultural products, and monitors pesticide input throughout the process. Main tasks at all levels: pesticide management, use management and technical guidance at the municipal level-the whole city; County-level-manage pesticide business units in the county, promote the use of technology, and initially handle pesticide cases; Township-monitoring the use of pesticides, monitoring the quality of agricultural products, and providing technical guidance in the township; Villagers' groups-instruct villagers to use pesticides and report violations and problems.
With the establishment and improvement of xx pesticide supervision network, pesticide management measures have been well implemented, problems in pesticide management and use have been dealt with and solved as soon as possible, and the efficiency of pesticide management has been improved.
Third, do a good job in mass publicity and education.
The announcement of the Ministry of Agriculture on banned and restricted pesticide varieties was read and explained at the training meeting on pesticide safety management and pesticide use technology in cities and counties. The farmers and distributors who implemented the demonstration were trained 47 times, with 3,200 people directly trained, and the radiation population 1. 1.000 people. The news media publicized and reported for 6 times, and distributed publicity materials and wall charts1.6000 copies. Among them, 300 copies of "Technical Publicity Wallchart on the Use of Highly Toxic Pesticides and Substitute Products" 1000 and "Simple Wallchart on How to Buy Safe Pesticides" were distributed to licensed pesticide stores in the city, requiring all licensed pesticide stores to post publicity.
Four, the implementation of high toxic pesticides designated management and real-name registration and purchase and sale demonstration system.
The designated management system of highly toxic pesticides was implemented, and 58 designated management points focusing on rodenticide and highly toxic pesticides were established in 8 counties (urban areas). The purchase and sale of highly toxic pesticides shall be subject to the real-name registration system. Each unit of the pesticide business outlets in cities, counties and townships contacted five dealers (accounting for about 60% of the pesticide dealers in the city) as a one-to-one contact pilot, signed a "pesticide business commitment letter" with the person in charge of the business unit, established a purchase and sale ledger, and required to abide by the law and operate in good faith, ensure the quality of pesticides sold, and provide farmers with qualified, safe and assured pesticides. The agricultural materials market in Yiliang County and Chenggong County of xx City has fully implemented the pesticide business registration system, and law enforcement units and local pesticide distributors have jointly established a "law-abiding pesticide business demonstration shop"; There are 1 10 chain stores cultivated in Shilin county, covering 80%. Under the technical guidance of the county plant protection station, the management and use of pesticides are integrated by combining pesticides, medical devices and specialized unified prevention and control, and toxic and counterfeit pesticides are eliminated.
Five, a comprehensive inventory of the market, standardize the business order.
Xx City 14 counties (urban areas) formulated a special inspection plan for the management of restricted highly toxic pesticides, organized 178 market inspections, and randomly selected 2,400 pesticide samples. No public use or sale of banned or restricted pesticides was found in the city, and no illegal sale of highly toxic pesticides was found, further standardizing the market order of pesticide management.
At present, 970 pesticide business licenses have been issued in xx city, and electronic files and document files of pesticide business owners enjoyed by the city's supervision network have been established. Business units are equipped with more than 60 sets of pesticide electronic manuals and more than 70 sets of xx pesticide management system software to realize the pesticide management situation of self-inspection, sampling inspection by law enforcement personnel and regular re-inspection by regulatory authorities in the process of pesticide management.
Follow the pesticide business all the way, put on record the law-abiding business records, and jointly carry out large-scale publicity activities of honest pesticide stores and pesticide sales assured stores. During the annual inspection, agriculture and industry and commerce will strictly check the violation records. For serious violations of the law, the pesticide business license and pesticide business license will be cancelled according to law. Strictly implement the post system of pesticide operators, and issue more than 500 copies of "xx Pesticide Business Qualification Certificate" to qualified personnel. Establish electronic files of employees with work permits in this city, and employees can move freely in xx city. Check the use of post personnel's employment certificates and record the word-of-mouth of outstanding people.
Six, to carry out a general survey of pesticide use, the establishment of dynamic monitoring network.
The city has carried out a general survey of pesticide use, covering 15 townships, 18 categories, 76 crops, * * * more than 300 active ingredients of pesticides and nearly xx commercial pesticides. The survey method uses diary records. Through the systematic analysis of pesticide investigation and investigation results, the situation and existing problems of pesticide use in xx city were scientifically judged, which provided the basis for the next pesticide control work.
Pesticide use monitoring points have been set up in different crop areas, and 47 pesticide use dynamic monitoring points have been set up for 32 crops in 7 categories, including grain, potatoes, vegetables, flowers and fruits. The survey was conducted in the form of diary, and statistical analysis was made every month to determine the varieties and quantities of pesticides currently used to control the main diseases of various crops, to formulate the objectives and key links of pesticide control, to regularly publish the dynamic trend of pesticide use 10, to monitor and guide growers to use pesticides scientifically to control pests and diseases, and to gradually form xx.
Seven, the introduction, research and popularization and application of technology to replace highly toxic pesticides.
Continuously introduce new biological, physical and agricultural technologies to control pests and diseases, test the application methods of new technologies in farmland, carry out demonstration training, popularize and replace highly toxic pesticides in a large area, and achieve the control goal.
Take the village committee as the unit to build ipm demonstration villages for pollution-free agricultural products production, and there are 54 demonstration villages in xx city in xx year. The contiguous area of each demonstration village exceeds 1 1,000 mu, and each village has established ipm farmers' field school to guide ipm students to set up plant protection cooperation organizations. Set up a "pesticide sales assured shop", equipped with electronic equipment to check and screen pesticide inputs, and put an end to the use of counterfeit and high-toxic pesticides. Physical pest control facilities, such as pest control lamp facilities, fumigators, insect nets, insect repellents, sex attractants and insect sticking cards, will be applied in the demonstration area. Equipped with motorized and electric pesticide application equipment to carry out emergency prevention and unified prevention and control of major pests and diseases. Demonstration of biological pesticides, demonstration of attracting and killing pests by planting biodiversity, and establishment of rat bait station. The best plant protection technical regulations are implemented in combination, standardized production, reducing pesticide application by 50% and preventing and controlling pests and diseases by more than 80%. Reduce the cost of 30 yuan/mu, the pesticide residue in vegetable products will not exceed the standard, and the demonstration village will drive the city's pollution-free agricultural production of 330,000 mu. 2 15 pesticide packaging waste collection pool is set on site to prevent environmental pollution.
Eight, pesticide accidents and pesticide residue treatment
It is emphasized that pollution-free agricultural products are produced, not detected. Standardized production in pollution-free production base, diary records of pesticides and fertilizers. Follow up the quick inspection results of county-level plant protection stations and the detection results of pesticide residues at national, provincial and municipal levels, deal with them seriously, and gradually eliminate pesticide residues. Set up a report box and telephone, handle 4 cases of xx phytotoxicity, and report 2 cases. There was no pesticide poisoning incident throughout the year.
Work summary of novice pesticide salesman III. My summary of this year's work and some views:
First of all, there are some situations in our market: as far as insect situation, farmers and distributors are concerned, the insect situation of xx is not very optimistic, but this cannot be used as the impact of sales. The market in northern Jiangsu is chaotic, and there are many agricultural distributors, especially small households. The products are easy to enter, but the sales volume is not large. So I think in today's ever-changing agriculture. How can we improve our sales mainly depends on the awareness and satisfaction of farmers and agricultural customers below? This is the main problem we are facing now! Because some products on the market now, the differentiation is getting smaller and smaller, and the competition is getting more and more fierce! What we promise and how effective it is are what farmers are most concerned about. Our products should really promote our brand and let farmers know our products in their hearts. Our products also have a good effect! Therefore, we have every opportunity to build our brand of agricultural resources. Because brand represents quality, brand represents trust and brand represents difference! There are also great differences between big brands and small brands. Especially in the minds of farmers. Let them choose our products first! Then concentrate our advantages and destroy the peasants! I have confidence! You can see it from the origin of our products. We have established our marketing department, coupled with our general manager Kong's experience, ideas and grasp of information, we have the ability to respond quickly. We have leading brands (such as Qixia, Insecticide Well Phoxim, Mi Jiefang). Nowadays, the market competition is becoming more and more fierce, and it is increasingly difficult for manufacturers to emphasize the differences in performance, price and quality of similar products! How to make our brands (Chivalrous, Insecticidal, Phoxim, Mi Jiefang) monopolize in the life cycle becomes more and more difficult. Therefore, it is necessary to tilt the limited resources to large customers, so that customers can get the expected return in sales and maximize the difference of interests with other products. Let dealers feel that our company is always thinking of their interests, win the goodwill of dealers, deepen their trust, and thus improve the quality of our products. I think trust is more important than money, and it takes time to establish this relationship, so this is also a long-term plan! This year, mainly facing the above dealers, how to make a good sales report?
I summed up some personal views:
First of all, we should have a harmonious relationship with dealers, which is not only based on buying and selling, but also a deep knowledge. We should attach importance to and devote ourselves to good interpersonal relationships and promote business development, mainly by showing the awareness of establishing good relationships with customers and truly establishing effective and good interpersonal relationships. Understand the role of using open and closed questioning skills, and demonstrate the use of active listening skills to establish a harmonious and trusting relationship and understand the needs of customers. Recognize and thank others for their contributions and suggestions. Understand the principles and values of providing quality customer service for customers, companies and themselves. With familiar marketing skills, no one can refuse people who think for themselves. Salespeople must stand in the customer's position and convince customers to buy the products they sell from the customer's interests, and only say what they know and want.
And have a strong sense of responsibility. I think a strong sense of responsibility is one of the first conditions that business people must have. The so-called sense of responsibility, first of all, is responsible for yourself, the company and the customers. Being responsible is a basic working attitude. Irresponsible people can do nothing well.
After two years of training, I personally think that if a person wants to be ambitious, he must have the ambition to make big money and the desire to succeed. Ambition and desire will produce personal goals, but this goal is only an ambition. The income of salespeople is directly proportional to their own performance. If there is no ambition to make big money and a strong desire to succeed, will there be passion in work?
But also have a strong psychological quality and a thick skin. Sales is a job that is easily frustrated. Without these spiritual supports, you will be depressed and unable to stand up when you encounter difficulties! Then you can't be a successful marketer, so you should have a strong psychological quality and a thick skin. It is no longer news that the supply of pesticides exceeds the demand, and it is more common to reject them in the sales process. If you want to succeed in sales, you must be prepared to be rejected and have an indomitable spirit. For those customers who are not cooperative, be thick-skinned. To be a pesticide, you need to be "bold, careful and thick-skinned!" The spirit of. When facing the above dealers this year, you may encounter many setbacks at first. Mainly manifested in the dealer's contempt for you, the dealer's attitude, some difficult problems of the dealer and so on. At this time, you must put your mind right. That is, I can be good friends with them, or at least good partners.
We must also have the spirit of hard work. At present, there are all kinds of people engaged in sales in the pesticide industry, and people with different academic qualifications, different majors and different backgrounds are engaged in this industry. It can be seen that pesticide sales is an easy-to-get-started industry, and engaging in this industry is mainly an artistic work of getting along with people. People who often achieve excellent results in the market are not those with high academic qualifications and professional skills, but those who can bear hardships and stand hard work, give lectures and do demonstration work in the countryside every day. Therefore, to do this job well, we must have the spirit of hard work.
Strong communication skills. In pesticide sales, the product itself affects the choice of customers, and the quality and quantity of communication with customers often determine the sales volume. Communication can make customers know more about their products; Communication can make customers know more about their company and so on. Let customers have a deeper understanding and concern about their products. Besides, more communication with customers can eliminate many misunderstandings, enhance understanding and increase feelings. Under the same conditions, customers are more willing to sell the products of manufacturers who have good relations with them, mainly because customers can trust him!
Must have strong execution ability. Execution is the key to success. Without strong execution, no matter how good the sales strategy is, the sales skills are equal to zero. Execution is the last step and the key step to success, which may have a lot to do with my personality. I can still carry it out, so there are some things that Director Kong and Song Ge told me. Then I can implement it well, but I think I need to work harder in this area.
Good at learning. The market is constantly changing, and so are the products. If we want to stay ahead of others forever, as salespeople in this knowledge-based economy era, we should constantly learn to adapt to the changing market.
Must have certain knowledge of plant protection. Pesticide salesmen not only have to face dealers, but also often have to go to the countryside to serve. If you want to sell your products to others, you must have some knowledge of plant protection. In this way, we can finish our work better.
You also need to be quite familiar with the product, not understand it. In reality, I just went to the dealer's office and always stressed how much money you can earn by making my products, but now is the era of product surplus, and the dealer will have many products to choose from every day, and he will consider them carefully. As the sales representative of the manufacturer, you should be an expert in the company's products, not just emphasizing profits. Instead, you should carefully analyze the product, analyze the market prospect of the product, and how to adopt an effective operation mode in combination with the local market. What pesticide companies lack most at present are operators, but in fact, most salesmen only act as deliverymen and cashiers, not salesmen in the real sense. So I make a suggestion, that is, let us know as much as possible about the products, such as some simple formulas of our products. The price of the original drug on the market now. The packaging price of our products, the effect of the experiment where we did it, and the availability of experimental data, rather than oral communication, are now either good or good. Do you have experimental data? These can sometimes be said to reassure manufacturers. He will believe what you say.
In my opinion, after the land is upside down, the land will be contracted by farmers, so I believe it is also good to contract the land with agricultural distributors and hire farmers to plant it, as long as farmers are given reasonable wages. In this way, for agricultural manufacturers, direct sales can be realized and services will be more perfect, which also stimulates agricultural manufacturers. It may not be realized in a short time, but I believe that the current market is not very optimistic, so there must be a new market model to replace it and make it a virtuous circle. Such a market is beneficial. Therefore, it is hard to say whether the land can move towards this model after being distorted. But once this pattern is created, you have made a lot of progress, then you have mastered wealth. Of course, this is just my opinion.