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            2018销售人员个人工作总结范文

            来源:www.buymbtshoesnow.com 时间: 2018-12-11 所属栏目: 工作总结 人气: 2412

              XX年已经过去一大半了,这是一篇关于销售人员的个人工作总结的范文,可以提供大家借鉴!

              XX年的上半年已经过去,新的挑战又在眼前。在上半年里,有压力也有挑战。年初的时候,房地产市场还没有完全复苏,那时的压力其实挺大的??突в凶胖刂毓寺?,媒体有各种不利宣传,我却坚信青岛地产的稳定性和升值潜力,在稍后的几个月里,房市回升,我和同事们抓紧时机,达到了公司指标,创造了不错了业绩。

              在实践工作中,我又对销售有了新的体验,在此我总结几点与大家分享:

             ?。ㄒ唬┎蛔鲎?,以诚相待,客户分辩的出真心假意。得到客户信任,客户听你的,反之,你所说的一切,都将起到反效果。

             ?。ǘ┝私饪突枨?。第一时间了解客户所需要的,做针对性讲解,否则,所说的一切都是白费时间。

             ?。ㄈ┩萍龇吭匆邪盐?,了解所有的房子,包括它的优劣势,做到对客户的所有问题都有合理解释,但对于明显硬伤,则不要强词夺理,任何东西没有完美的,要使客户了解,如果你看到了完美的,那必定存在谎言。

             ?。ㄋ模┍3挚突Ч叵?,每个客户都有各种人脉,只要保证他们对项目的喜爱,他们会将喜爱传递,资源无穷无尽。

              (五) 确定自己的身份,我们不是在卖房子,而是顾问,以我们的专业来帮助客户。多与客户讲讲专业知识,中立的评价其它楼盘,都可以增加客户的信任度。

             ?。┩沤?、协作,好的团队所必需的。

              自己也还存在一些需要改进之处:

              一、有时缺乏耐心,对于一些问题较多或说话比较冲的客户往往会针锋相对。其实,对于这种客户可能采用迂回、或以柔克刚的方式更加有效,所以,今后要收敛脾气,增加耐心,使客户感觉更加贴心,才会有更多信任。

              二、对客户关切不够。有一些客户,需要销售人员的时时关切,否则,他们有问题可能不会找你询问,而是自己去找别人打听或自己瞎琢磨,这样,我们就会对他的成交丧失主动权。所以,以后我要加强与客户的联络,时时关切,通过询问引出他们心中的问题,再委婉解决,这样不但可以掌握先机,操控全局,而且还可以增加与客户之间的感情,增加客带的机率。

              现今我已来工作半年多了,在上半年的工作中,本人的销售套数为69套,总销额为6千万。在今后的工作中,我要更加完善自己,提升自己,增加各方面的知识和对青岛各个地区的了解,不但要做好这个项目,更要跟着公司一起转战南北,开拓新的战场。

              在此,我非常感谢领导给我的这次锻炼机会,我也会更加努力的去工作,去学习,交出自己满意的成绩单。

              家具销售人员个人工作总结

              2018销售人员个人工作总结(2) | 返回目录

              在xx 家具各位领导及各位同事的支持帮助下,我不断加强工作能力,本着对工作精益求精的态度,认真地完成了自己所承担的各项工作任务,工作能力都取得了相当大的进步,为今后的工作和生活打下了良好的基础,现将我的一些销售心得与工作情况总结如下:

              销售心得:

              1、不要轻易反驳客户。先聆听客户的需求。就算有意见与自己不和也要委婉的反驳,对客户予以肯定态度,学会赞美客户。

              2、 向客户请教。要做到不耻下问。不要不懂装懂。虚心听取客户的要求与他们所做的工艺。

              3、 实事求是。针对不同的客户才能实事求是。

              4、 知已知彼,扬长避短。

              做为一名合格的销售人员首先要对自己所售产品非常熟悉了解,了解自己产品的优点与缺点,适合哪些行业,客户群体是哪些,才能更好的向客户展示自己与产品的专业性,才能迎得客户的关注与信任。当然对竞争对手也不要忽略。要有针对性的了解对手产品的优势与劣势;才能对症下药,用我们的优势战胜客户的劣势,比如我们设备在精度与速度方面就略胜同行,这就是我们的优势所在,在与客户介绍产品时尽量多介绍自家产品的优势。缺点方面尽量少提,但是设备本身存在的缺点与不足,也就是该设备在所有同行中必不可少的缺点与不足可以适当的向客户说清楚,毕竟没有十全十美的东西。总说自己的产品有多好,别人也不会全信。同行中存在的缺点与不足也不要恶意去攻击与批判,要引导客户去分析判断,建议客户通过实地考察。

              5、勤奋与自信;与客户交谈时声音要宏量,注意语气,语速。

              6、站在客户的角度提问题,分别有渐进式与问候式。想客户之所想,急客户之所急。

              7、取得客户信任,要从朋友做起,情感沟通。关心客户,学会感情投资。

              8、应变能力要强,反映要敏捷,为了兴趣做事。

              9、相互信任,销售产品先要销售自己,认同产品,先人品后产品。

              11、注意仪表仪态,礼貌待人,文明用语。

              12、心态平衡,不要急于求成,熟话说:心如波澜,面如湖水。

              13、不在客户面前诋毁同行,揭同行的短。

              14、学会“进退战略”。

              工作总结:

              一、认真学习,努力提高

              因为我毕业就是在家具行业基层工作,所以在工作初期我也比较了解家具的机构,这样对我现在的工作有很大的帮助。我必须还要大量学习行业的相关知识,及销售人员的相关知识,才能在时代的不断发展变化中,不被淘汰,而我们所做的工作也在随时代的不断变化而变化,要适应工作需要,唯一的方式就是加强学习。

              二、脚踏实地,努力工作

              作为一名家具销售员,不论在工作安排还是在处理问题时,都得慎重考虑,做到能独挡一面,所有这些都是销售员不可推卸的职责。要做一名合格的直销业务员,首先要熟悉业务知识,进入角色。有一定的承受压力能力,勤奋努力,一步一个脚印,注意细节问题。其次是认真对待本职工作和领导交办的每一件事。认真对待,及时办理,不拖延、不误事、不敷衍。

              三、存在问题

              通过一段时间的工作,我也清醒地看到自己还存在许多不足,主要是:一、针对意向客户没有做到及时跟踪与回访,所以在以后的工作中要将客户的意向度分门别类,做好标记,定期回访,以防遗忘客户资料。二、由于能力有限,对一些事情的处理还不太妥当。要加强认真学习销售员的规范。

              总之,在工作中,我通过努力学习和不断摸索,收获非常大,但是也有一点的小遗憾,我坚信工作只要用心努力去做,就一定能够做好。

              回首XX,展望XX!祝xx 家具在新的一年里生意兴隆,财源滚滚!也祝我自己在新的一年里业绩飚升!

            "小编整理不易,小礼物走一走,万分感谢!"
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