第/r/nPAGE/r/n4/r/n頁共/r/nNUMPAGES/r/n4/r/n頁/r/n2021年/r/n?/r/n4月汽車銷/r/n?/r/n售部工作總/r/n?/r/n結(jié)/r/n一、加/r/n?/r/n強面對市場/r/n?/r/n競爭不依靠/r/n?/r/n價格戰(zhàn)細分/r/n?/r/n用戶群體實/r/n?/r/n行差異化營/r/n?/r/n銷針對今年/r/n?/r/n公司總部下/r/n?/r/n達的經(jīng)營指/r/n?/r/n標，結(jié)合公/r/n?/r/n司總經(jīng)理在/r/n?/r/n___年商/r/n?/r/n務(wù)大會上的/r/n?/r/n指示精神，/r/n?/r/n公司將全年/r/n?/r/n銷售工作的/r/n?/r/n重點立足在/r/n?/r/n差異化營銷/r/n?/r/n和提升營銷/r/n?/r/n服務(wù)質(zhì)量兩/r/n?/r/n個方面。面/r/n?/r/n對市場愈演/r/n?/r/n愈烈的價格/r/n?/r/n競爭，我們/r/n?/r/n沒有一味地/r/n?/r/n走入“價格/r/n?/r/n戰(zhàn)”的誤區(qū)/r/n?/r/n?！皟r格是/r/n?/r/n一把雙刃劍/r/n?/r/n”，適度的/r/n?/r/n價格促銷對/r/n?/r/n銷售是有幫/r/n?/r/n助的，可是/r/n?/r/n無限制的價/r/n?/r/n格戰(zhàn)卻無異/r/n?/r/n于自殺。對/r/n?/r/n于淡季的汽/r/n?/r/n車銷售該采/r/n?/r/n用什么樣的/r/n?/r/n策略呢?我/r/n?/r/n們摸索了一/r/n?/r/n套對策/r/n對/r/n?/r/n策一：加強/r/n?/r/n銷售隊伍的/r/n?/r/n目標管理/r/n?/r/n1、服務(wù)流/r/n?/r/n程標準化2/r/n?/r/n、日常工作/r/n?/r/n表/r/n格化3、/r/n?/r/n檢查工作規(guī)/r/n?/r/n律化4、銷/r/n?/r/n售指標細分/r/n?/r/n化5、晨會/r/n?/r/n、培訓例會/r/n?/r/n化6、服務(wù)/r/n?/r/n指標進考核/r/n?/r/n對策二：/r/n?/r/n細分市場，/r/n?/r/n建立差異化/r/n?/r/n營銷細致的/r/n?/r/n市場分析。/r/n?/r/n我們對以往/r/n?/r/n的重點市場/r/n?/r/n進行了進一/r/n?/r/n步的細分，/r/n?/r/n不同的細分/r/n?/r/n市場，制定/r/n?/r/n不同的銷售/r/n?/r/n策略，形成/r/n?/r/n差異化營銷/r/n?/r/n;根據(jù)__/r/n?/r/n_年的銷售/r/n?/r/n形勢，我們/r/n?/r/n確定了油罐/r/n?/r/n車、化工車/r/n?/r/n、灑水車、/r/n?/r/n散裝水泥車/r/n?/r/n等車型的集/r/n?/r/n團用戶、瞄/r/n?/r/n準政府采購/r/n?/r/n市場、零散/r/n?/r/n用戶等市場/r/n?/r/n。對于這/r/n些/r/n?/r/n市場我們采/r/n?/r/n取了相應的/r/n?/r/n營銷策略。/r/n?/r/n對相關(guān)專用/r/n?/r/n車市場，我/r/n?/r/n們加大了投/r/n?/r/n入力度，專/r/n?/r/n門成立了大/r/n?/r/n宗用戶組，/r/n?/r/n銷售公司采/r/n?/r/n取主動上門/r/n?/r/n，定期溝通/r/n?/r/n反饋的方式/r/n?/r/n，密切跟蹤/r/n?/r/n市場動態(tài)（/r/n?/r/n范本）。在/r/n?/r/n市場/r/n上樹立/r/n?/r/n了良好的品/r/n?/r/n牌形象，從/r/n?/r/n而帶動了我/r/n?/r/n___公司/r/n?/r/n的專用汽車/r/n?/r/n銷售量。/r/n?/r/n對策三：注/r/n?/r/n重信息收集/r/n?/r/n做好科學預/r/n?/r/n測/r/n當今的/r/n?/r/n市場機遇轉(zhuǎn)/r/n?/r/n瞬即逝，殘/r/n?/r/n酷而激烈的/r/n?/r/n競爭無時不/r/n?/r/n在，科學的/r/n?/r/n市場預測成/r/n?/r/n為了階段性/r/n?/r/n銷售目標制/r/n?/r/n定的指導和/r/n?/r/n依據(jù)。在市/r/n?/r/n場淡季來臨/r/n?/r/n之際，每一/r/n?/r/n條銷售信息/r/n?/r/n都如至寶，/r/n?/r/n從某種程度/r/n?/r/n上來講，需/r/n?/r/n求信息就是/r/n?/r/n銷售額的代/r/n?/r/n名詞。結(jié)合/r/n?/r/n這個特點，/r/n?/r/n我們確定了/r/n?/r/n人人收集、/r/n?/r/n及時溝通、/r/n?/r/n專人負責的/r/n?/r/n制度，通過/r/n?/r/n每天上班前/r/n?/r/n的銷售晨會/r/n?/r/n上銷售人員/r/n?/r/n反饋的資料/r/n?/r/n和信息，制/r/n?/r/n定以往同期/r/n?/r/n銷售對比分/r/n?/r/n析報表，確/r/n?/r/n定下一步銷/r/n?/r/n售任務(wù)的細/r/n?/r/n化和具體銷/r/n?/r/n售方式、方/r/n?/r/n法的制定，/r/n?/r/n一有需求立/r/n?/r/n即做出反應/r/n?/r/n。同時/r/n和生/r/n?/r/n產(chǎn)部等相關(guān)/r/n?/r/n部門保持密/r/n?/r/n切溝通，保/r/n?/r/n證高質(zhì)高效/r/n?/r/n、按時出產(chǎn)/r/n?/r/n。增加工作/r/n?/r/n的計劃性，/r/n?/r/n避免了工作/r/n?/r/n的盲目性;/r/n?/r/n在注重銷售/r/n?/r/n的絕對數(shù)量/r/n?/r/n的同時，我/r/n?/r/n們強化對市/r/n?/r/n場占有率。/r/n?/r/n我們把公司/r/n?/r/n產(chǎn)品市場的/r/n?/r/n占有率作為/r/n?/r/n銷售部門主/r/n?/r/n要考核目標/r/n?/r/n，順利完成/r/n?/r/n總部下達的/r/n?/r/n全年銷售目/r/n?/r/n標。/r/n售后/r/n?/r/n服務(wù)是窗口/r/n?/r/n，是我們整/r/n?/r/n車銷售的后/r/n?/r/n盾和保障，/r/n?/r/n為此，我們/r/n?/r/n對售后服務(wù)/r/n?/r/n部門，提出/r/n?/r/n了更高的要/r/n?/r/n求，在售后/r/n?/r/n全員中，展/r/n?/r/n開了廣泛的/r/n?/r/n服務(wù)意識宣/r/n?/r/n傳活動，以/r/n?/r/n及各班組之/r/n?/r/n間的自查互/r/n?/r/n查工作;建/r/n?/r/n立了每周五/r/n?/r/n由各部門經(jīng)/r/n?/r/n理參加的的/r/n?/r/n車間現(xiàn)場巡/r/n?/r/n檢制度。/r/n?/r/n二、追蹤對/r/n?/r/n手動態(tài)（范/r/n?/r/n本）加強自/r/n?/r/n身競爭實力/r/n?/r/n對于內(nèi)部/r/n?/r/n管理，作到/r/n?/r/n請進來、/r/n走/r/n?/r/n出去。固步/r/n?/r/n自封和閉門/r/n?/r/n造車，已早/r/n?/r/n已不能適應/r/n?/r/n目前激烈的/r/n?/r/n專用汽車市/r/n?/r/n場競爭。我/r/n?/r/n們通過委托/r/n?/r/n相關(guān)專業(yè)/r/n公/r/n?/r/n司，對分公/r/n?/r/n司的管理提/r/n?/r/n出全新的方/r/n?/r/n案和建議;/r/n?/r/n___綜合/r/n?/r/n部和相關(guān)業(yè)/r/n?/r/n務(wù)部門，利/r/n?/r/n用業(yè)余時間/r/n?/r/n學習。/r/n三/r/n?/r/n、注重團隊/r/n?/r/n建設(shè)/r/n公司/r/n?/r/n是個整體，/r/n?/r/n只有充分發(fā)/r/n?/r/n揮每個成員/r/n?/r/n的積極性，/r/n?/r/n才能使公司/r/n?/r/n得到好的發(fā)/r/n?/r/n展。年初以/r/n?/r/n來，我們建/r/n?/r/n立健全了每/r/n?/r/n周經(jīng)理例會/r/n?/r/n，每月的經(jīng)/r/n?/r/n營分析會等/r/n?/r/n一系列例會/r/n?/r/n制度。營銷/r/n?/r/n管理方面出/r/n?/r/n現(xiàn)的問題，/r/n?/r/n大家在例會/r/n?/r/n上廣泛討論/r/n?/r/n，既統(tǒng)一了/r/n?/r/n認識，又明/r/n?/r/n確了目標在/r/n?/r/n加強自身管/r/n?/r/n理的同時，/r/n?/r/n我們也借助/r/n?/r/n外界的專業(yè)/r/n?/r/n培訓，做好/r/n?/r/n銷售工作計/r/n?/r/n劃，提升團/r/n?/r/n隊的凝聚力/r/n?/r/n和專業(yè)素質(zhì)/r/n?/r/n。通過聘請/r/n?/r/n專業(yè)的企業(yè)/r/n?/r/n管理人才對/r/n?/r/n員工進行了/r/n?/r/n團隊精神的/r/n?/r/n培訓，進一/r/n?/r/n步強化了全/r/n?/r/n體員工的服/r/n?/r/n務(wù)意識和理/r/n?/r/n念。/r/n__/r/n?/r/n_年銷售總/r/n?/r/n監(jiān)的年度工/r/n?/r/n作總結(jié)優(yōu)秀/r/n?/r/n范一、銷售/r/n?/r/n業(yè)績回顧及/r/n?/r/n分析：（一/r/n?/r/n）業(yè)績回顧/r/n?/r/n：/r/n1、開/r/n?/r/n拓了新合作/r/n?/r/n客戶近三十/r/n?/r/n個（具體數(shù)/r/n?/r/n據(jù)見相關(guān)部/r/n?/r/n門統(tǒng)計）。/r/n?/r/n2、8~/r/n?/r/n___月份/r/n?/r/n銷售回款超/r/n?/r/n過了之前3/r/n?/r/n~___月/r/n?/r/n的同期回款/r/n?/r/n業(yè)績。/r/n與/r/n?/r/n時俱進，提/r/n?/r/n升發(fā)展，酒/r/n?/r/n店突顯改觀/r/n?/r/n酒店總經(jīng)理/r/n?/r/n班子率先垂/r/n?/r/n范，___/r/n?/r/n指導黨員干/r/n?/r/n部及全體員/r/n?/r/n工，認真學/r/n?/r/n習領(lǐng)會__/r/n?/r/n_屆___/r/n?/r/n中全會精神/r/n?/r/n。結(jié)合酒店/r/n?/r/n經(jīng)營、管理/r/n?/r/n、服務(wù)等實/r/n?/r/n際情況，與/r/n?/r/n時俱進，提/r/n?/r/n升素質(zhì)，轉(zhuǎn)/r/n?/r/n變觀念。/r/n?/r/n１。堅持以/r/n?/r/n經(jīng)濟發(fā)展為/r/n?/r/n主線，著力/r/n?/r/n提/r/n高經(jīng)濟增/r/n?/r/n長質(zhì)量和效/r/n?/r/n益發(fā)展是硬/r/n?/r/n道理，是解/r/n?/r/n決我店所有/r/n?/r/n問題的關(guān)鍵/r/n?/r/n，必須使酒/r/n?/r/n店經(jīng)濟保持/r/n?/r/n較快的發(fā)展/r/n?/r/n速度。發(fā)展/r/n?/r/n必須有新思/r/n?/r/n路，有市嘗/r/n?/r/n有效益的速/r/n?/r/n度，才是真/r/n?/r/n正的、健康/r/n?/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