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  • 2016上半年工作总结【营业部上半年工作总结】

    分类:经营合同 时间:2019-04-07 本文已影响

      从营销的主体来看,企业是营销的主体单位一般是传统营销。今天小编给大家为您整理了营业部上半年工作总结,希望对大家有所帮助。

      营业部上半年工作总结范文一

      来到营销部工作已有三个月。在这三个月的时间中,领导给予了我很大的支持和帮助,使我很快了解并熟悉了自己负责的业务,同时更感受到了市场部领导们“海纳百川”的胸襟和对员工无微不至关怀的温暖,感受到了市场部人“不经历风雨,怎能见彩虹”的豪气,也体会到了市场部人作为公司核心部门工作的艰辛和坚定。更为我有机会成为市场部的一分子而荣幸和高兴。三个月以来,在领导和同事们的悉心关怀和指导下,通过自身的努力,各方面均取得了一定的进步,现将我的工作情况作如下简要汇报。

      由于岗位的职责目前我的工作重点:一是在于服务,直接面对客户,深深的觉得自己身肩重任。作为企业的门面,企业的窗口,代表的是企业的形象。这就要求我们在与客户直接接触的过程中都应态度热情、和蔼、耐心,处理业务更应迅速、准确。过去的工作中,真正体会到什么才是客户最需要的服务,工作中点点滴滴的积累,为我今后更好地为客户服务奠定了良好的基础。在工作中除了每天要做好的客户来电、案件投诉受理及市场部后勤工作的一些工作外,时刻监控市场动态,为维护市场秩序和客户管理提供相关建议等。在领导和同事的指导协助下,基本保质保量的按时完成了各级领导安排的各项工作。二是产品的价格管理、客户管理,具体包括按照相关销售管理制度,对相关部门进行监督、检查具体执行情况,提出意见和建议;随时掌握市场变化情况,与销售部一道对客户实行动态管理,作好客户满意度调查、客户评价;对销售市场进行检查、监督、检查等工作;三是领导交办的其他工作。

      通过完成上述工作,使我认识到一个优秀市场部员工应当具有优秀的管理能力,不断强化的服务意识,遇事经常换位思考的能力,良好的协调、沟通能力,及时发现、解决问题的能力,准确分析、判断、预测市场的能力,如何保证管理者信息及时、对称的能力,良好的语言表达能力、流畅的文字写作能力,较强的创新能力。以提高办事效率和工作质量为标准,这样才能不断增强自身工作的号召力、凝聚力和战斗力。

      在部领导的正确指导和同事们的帮助下,通过自己的努力,我按照岗位职责的要求,做好个人销售工作计划,克服对市场的不熟悉、客户的不了解等困难,较好的完成了工作任务。

      短短几个月时间,虽然自己做了一些力所能及的工作,但是与一个优秀的市场员工标准相比,还有一定的差距。表现在:

      1、由于经验少,从事管理工作时间较短等原因,虽然能够充分认识创新在管理工作中的重要意义,但创新意识不够强;

      2、由于多种原因,有时对于工作中相关问题的处理,协调难度大。

      3、遇事经常换位思考的能力有待进一步加强。

      4、在工作和生活中,与人沟通时,说话的方式、方法有待进一步改进。我认为:勇于承认缺点和不足并正确认识,在以后的工作和生活中不断加以改进,对于自己来讲是开展好工作的前提和保证。

      营业部上半年工作总结范文二

      一、上半年工作情况

      (一)卷烟销量快速增长。1-6月系统销售卷烟****箱,同比增加****箱,增长****%;完成全年销售目标的****%;人均销量****条,同比增加****条。

      (二)品牌培育成效明显。1-6月重点品牌销售****箱,同比增加****箱,增长****%,占销量比重为****%。其中"双十五"品牌销售****箱,同比增加****箱,增长****%;低焦油卷烟销售****箱,同比增加****箱,增长****%,占销量比重****%。

      (三)销售结构持续提升。1-6月实现销售收入****万元、同比增加****万元,增长****%;卷烟销售单条均价****元,同比增加****元,增长****%。

      (四)农村网点建设初步形成。为解决村级市场基础薄弱,提高市场监管和服务水平,设置****和****两个农村网点,辐射10个乡镇,消除农村及边远地区服务和监管盲区。通过公开竞聘方式,选拔敬业精神强、业务知识精的员工担任网点主任和客户经理。

      (五)品牌培育工作得到落实。坚持“品牌培育”为第一要务,结合辖区卷烟市场特点,制定了****、****和****三个品牌的市场营销策划方案,加强零售客户的经营指导,提高客户品牌推荐能力,促进知名品牌市场销售份额的有力提升。

      (六)持续推进电子商务建设。继续巩固网上订货,截至6月,网上订货客户总数****户,占正常经营户的****%。同时积极推进零售户网上结算工作,办理网上电子结算的零售户有****户,占网上订货零售户****%。

      (七)营销队伍素质明显加强。以“客户的柜台会说话”竞赛评比为契机,确保“宣传组织、学习培训、实施落实、考核评比”四到位,提高营销人员指导客户经营能力,继续深入推广运用“135”工作法,营销人员的责任意识、专业技能和工作成效切实得到提高。

      上半年,虽然经济运行各项指标得到了快速发展。但是,在肯定成绩的同时,也要清醒地认识到今年发展形势的复杂性和挑战性。主要表现在:一是人均消费条数较低。近年来,卷烟销量虽然一直高速增长,但人均消费条数一直未突破7条,上半年人均条数为****条,落后于全市平均水平,与先进单位的差距更大。二是金圣销售瓶颈未取得突破。上半年,“金圣”系列预计销售****箱,同比下降****箱,下降****%,目前金圣品牌销售还是依赖金圣(吉品)、金圣(硬)和金圣(软)三个规格,新的金圣规格培育没有新的突破,严重制约金圣的成长。三是干部职工的主人翁意识不强。部分干部职工工作缺乏责任感和紧迫感,工作积极性、主动性、创造性不强,理解力、执行力、操作力不强。

      二、下一步工作计划

      下半年,该局(分公司)将进一步转变观念,理清思路,按照既定的工作目标和要求,扎实推进各项工作,确保各项目标完成。

      (一)进一步做好卷烟销售工作:上半年卷烟销售各项指标情况良好,保持了良好的增长势头,下半年要在上半年的基础上继续保持增长势头,努力完成系统外销量****箱,金圣系列销量****箱。

      (二)进一步开展零售终端建设工作。发挥现代零售终端和示范街的个性化优势,有效发挥现代零售终端品牌培育、宣传促销、信息采集、消费体验的功能作用。

      (三)进一步做好品牌培育工作。认真收集市场信息,掌握市场动态,继续做好品牌培育工作不松懈,尤其是以金圣系列卷烟作为重点培育品牌,力争金圣培育有新突破。

      (四)进一步加强考核。严格兑现考核奖惩,提高工作质量和效率,使每一位营销人员的才智得到充分发挥,每一个岗位的工作成绩得到检验,进一步夯实工作基础和市场基础,确保各项营销网建指标顺利实现。

      营业部上半年工作总结范文三

      上半年, 营销公司在集团股份公司的正确领导和各部 门的大力支持配合下,紧紧围绕企业长远发展规划和年度方针目标, 全体员工精诚团结、顽强拼搏、锐意进取、开拓创新,积极贯彻落实 “全面提升、 重点突破、 资源聚焦、 精细管理” 的营销方针; 坚持 “市 场发展全国化、产品结构清晰化、 区域市场板块化、品牌传播系统 化”的营销思路;坚持“聚焦优势资源,确保持续增长”的运营策略。 以夯实市场基础为重点,以加快市场全国化进程为核心,对外加大西 凤酒品牌宣传力度,对内狠抓基础管理、市场运作和队伍建设,上半年共开票销售西凤酒系列产品 10,993.357 吨, 销售收入 59,554.59 万元,回款 81,444.04 万元。 今年是“十二五”的开局之年,白酒市场格局在国家调控、政府 干预等诸多因素的影响下,发生了结构性的变化。由于发改委对部分 白酒企业的约谈,涨价之风有所控制,但市场的竞争却愈演愈烈,白 酒行业的角逐更加白热化。企业内部,今年是西凤集团和西凤股份公 司改制重组、增资扩股后的起始之年,企业正在面临各项大的调整。 现就上半年营销公司的工作总结汇报如下:

      一、主要工作: 主要工作:

      1、强化内部管理,全面服务市场。 强化内部管理,全面服务市场。 今年来,营销公司积极贯彻集团公司文件指示精神,坚持以人为 本,全面强化科学管理,合理调整机构设置,设立了 6 个部门 17 个 分公司的组织架构体系。制订和完善了 2011 年西凤酒营销公司组织 方案、 薪酬考核方案、 西凤酒市场管理规定、 市场活动实施管理办法、 员工综合考评管理办法等一系列方案制度,规范了公司的内控流程, 做到了有章可依、有章必依。同时,继续积极推行竞聘上岗,优化组 合、双向选择的用人机制,加大绩效考核力度等措施,充分调动了广 大员工工作的积极性。

      2、强化终端建设,细化市场运作,促进市场协调发展。 强化终端建设,细化市场运作,促进市场协调发展。 上半年年营销公司继续坚持省内巩固提升,省外重点突破的思路, 在全国大范围进一步扩大品牌影响力,继续加强网络建设和渠道建 设,围绕重点区域、重点客户、重点产品确定目标展开工作。省内通 过开展团购、品鉴会、事件营销、终端氛围营造工程等一系列行之有 效的活动, 营造品牌氛围, 以统一的西凤酒形象, 推进市、 县级商超、 酒店渠道建设,发展乡镇网络,健全网络结构布局,提升西凤酒终端 掌控力,坚持“资源聚焦”“扶优限劣”的原则,重点支持消费者认 、 知度高的、有发展潜力的产品。通过开展了农家乐、陈列抢占货架、 奖励旅游、品鉴会等活动,进一步巩固了市场占有率,积极推进了西 凤酒品牌的提升。省外市场继续以产品结构和经营理念调整为核心, 全力促进客户产品结构的调整。在上半年年的营销规划中,我们将山 东、河南、新疆、浙江、江苏、湖南、海南、内蒙古作为今年重点拓 展的省级市场。配合央视广告的投放,营销公司加大了对上述省级市 场开发和拓展的力度。特别是河南、山东、河北市场经过调整后,已 逐步开始出现恢复性增长。华南、华东、中南、北京等区域已经有部 分资源型和成长型经销商达成合作意向,部分市场稳中有增。就今年 任务完成情况而言,省内西安、宝鸡、渭南分公司任务完成情况相对 较好,陕北相对较差;省外华南、北京和中南分公司任务完成情况相 对较好,东南、东北、西北任务完成相对较差。

      3、聚焦优势资源,整合产品结构,提升产品竞争力。 聚焦优势资源,整合产品结构,提升产品竞争力。 根据企业长远发展需要,继续坚持“1369”工程,走限制开发、 扶优淘劣、 合理瘦身的道路, 聚焦优势资源, 以中高价位产品为主体, 低价位产品为补充的产品体系的架构已逐步形成。 在去年对产品进行 瘦身整合的基础上,结合西凤酒市场销售实际,积极改进和完善品牌 运营管理公司运营机制和考核办法,有效整合市场资源,形成营销合 力,大力促进核心品牌走向全国,市场运作更加灵活和高效。红西凤酒、十五年、六年,华山论剑、友缘西凤酒等产品保持了健康快速的 上升趋势。本年度我们继续针对有潜力的个性化产品进行整合,在大 力扶持潜力产品加快全国化进程的同时, 针对原有主导产品进行大力 瘦身整合,严格限制产品开发,继续经过数据分析、淘汰无发展潜力 的产品,有效提升了品牌价值。针对主导产品普遍缺乏市场竞争力, 依据“1369”工程长远规划,在巩固重点产品的基础上,进一步加强 了区域个性化产品的研发和原有系列产品的向上延伸。 通过北京西凤 酒销售公司在全国推广酒海原浆,加快全国化进程;针对世园会设计 开发了世园专供、开元通宝系列产品;及省外局部区域个性产品的设 计投放, 配合全国化进程的展开。 通过以上调整, 产品结构逐步清晰, 为进一步提升品牌形象、增强产品核心竞争力打下坚实的基础。

      4、加大宣传力度,注重宣传效果,大力推广品牌文化和企业文 加大宣传力度,注重宣传效果,上半年,为进一步提升品牌形象,营造销售氛围,公司分别在 央视一套、 五套及新闻频道投放了西凤酒品牌宣传广告, 在陕西卫视、 江苏卫视、浙江卫视、新疆卫视、辽宁卫视、深圳卫视、东南卫视、 黑龙江电视台等进行卫视联动,在省内赞助“西秦戏苑” 、宝鸡电视 台“西凤之夜”春节晚会等活动,有效提升了西凤酒的品牌形象,为 品牌发展营造了良好的立体宣传氛围。 通过糖酒会、世园会等大型会议,积极做好形象展示和品牌宣传 工作。4 月西凤酒冠名全球华人清明祭祖典礼直播,连续五年来西凤 酒一直作为唯一的商业元素,通过陕西卫视和媒体平台向全球直播, 强势打造了西凤酒作为“中国四大名酒”的非凡气度,在业界和媒体 界都形成了强烈的焦点效应,提高了西凤的品牌形象。 另外结合以上宣传,通过户外广告牌、门头、灯箱、灯杆、挂旗、 电梯、候车厅、公交车体、楼宇广告、登机牌等形式进一步加大了市 场氛围的营造。

      5、加大市场监管力度,积极维护品牌形象。 加大市场监管力度,积极维护品牌形象。 为了更好的维护西凤酒品牌形象和正常的市场销售秩序, 我公司 进一步强化打击制假、售假等恶性行为。今年来我们在省内外联合多 家工商局、技术监督局、公安局、商务局等执法部门,建立了打假业 务支持电话号码数据库;利用现代刑侦技术在公安局建立了制假、售 假、送货分子指纹库;联合打假公司,采取了开设名烟名酒店、租库 房与卧底、调货、蹲点等多种手段,查处制假、售假窝点大案;通过 加大对假酒犯罪分子民事诉讼赔偿力度, 使其在经济上得到了严厉的 惩罚。截止今年 6 月底共计查处售假西凤酒商店、酒店、批发部、货 运部等合计 560 家,西凤酒制假窝点 22 个,共计查获假冒、仿冒西 凤酒系列产品酒 18 个品种、 5120 件, 假冒西凤包装材料: 盒子 12000 个、酒瓶 11000 个、酒箱 3800 个、瓶盖 22000 个、商标和合格证、 标识等 83000 个;刑事拘留制假案犯 45 人,其中:批捕 35 人,判刑 5 人。 同时我们继续深化市场监管力度,大力查处窜货、跨区域销售、 低价倾销等恶性行为,进一步净化了市场销售环境。今年再次改进了 防窜货标识系统,扩大了一拖六标识粘贴产品品种范围,减少了产品 窜货和跨区域产品销售行为的查处难度, 上半年对 300 多家大中型商 超的产品售价和西凤酒专卖店执行规定情况进行了专项检查, 并进行 了整改,对市场销售严格监督,对于违规现象严厉处罚。半年来,共 计处罚客户 7 家、累计罚款 30 万元,市场窜货与跨区域问题得到了 遏制。从而赢得了消费者和客户对西凤酒的信赖,有效维护了西凤酒 品牌形象和消费者合法权益,净化了西凤酒市场销售环境,提高了经 销商的经营积极性。

      6、加强团队培训和建设,提升营销团队的凝聚力和战斗力。 加强团队培训和建设,提升营销团队的凝聚力和战斗力。 随着市场的快速拓展, 人才问题已经成为制约和影响我们快速发 展的因素之一。所以,营销公司在提升团队综合素质的基础上,利用春季人才旺季,继续面向社会,公开招聘优秀大学毕业生充实营销队 伍,并对聘用人员组织系统培训、集中实习、引导锻炼,全方位快速 适应市场工作,为营销队伍储备新鲜血液,逐步形成人才竞争机制, 为增强营销团队的综合竞争力创造条件。

      二、存在问题:

      1、市场发展仍不平衡,省内的陕南市场还需要进一步开发提升, 陕北市场受竞品冲击, 市场销售形势依然严峻, 个别客户积极性受挫; 省外市场总体有所发展, 但东北、 华北、 河南、 西北等市场还很薄弱, 整体省外市场拓展步伐还需进一步加强。

      2、省内随着公司对产品价格的提升,客户对原经销产品利润空 间进一步缩小,给其它竞争品牌造成可乘之机。目前省内市场外来名 酒对陕西市场的蚕食在进一步加剧, 省内市场中高档产品的巩固提升 存在一定的压力。 省外个别市场起步产品进入市场就以低价位产品为 主,在整个销量中比例较大,通过几次涨价,客户经营积极性不高, 对后期发展形成障碍。

      3、市场整体投入仍显不足,整个产品链向中高价位提升的调整 已初显成效, 但我们在市场上的整体持续投入明显跟不上市场的发展 步伐,加之竞品的步步紧逼,导致重点产品、明星产品增速趋缓,普 通产品发展出现瓶颈,致使市场拓展出现脱节。

      4、新的产品开发微调程序调整、产品生产和市场需求的衔接服 务还不完全到位,各项工作不能有序的如期推进,造成经销商、营销 团队、市场信心受挫,严重影响了市场销售的整体发展规划和进度。

      5、产品质量事故时有发生:生产批次酒体质量问题对市场销售 造成极大负面影响,极大的损伤了企业形象和品牌形象,严重挫伤了 客户的经营积极性,给市场销售造成严重障碍。

      6、产品包装不过关(如盒子开胶、霉变、杂质、开盖后倒不出 酒等、条码不符) ,质量问题连续不断,产品质量问题不能得到及时有效解决,在消费者心目中造成极为不良的影响,降低了我们长期以 来倾力培养的消费者的忠诚度。

      7、生产计划不能按期实施,致使产品断货,使得竞品利用我们 断货的时机抢占了大量的下线和渠道,给市场造成了难以挽回的损 失。如国花瓷西凤酒、精品西凤酒(铁盒) 、三星柔西凤酒、52 度西 凤御藏酒、50 度窖酿等重点产品出现长时间断货,严重影响了西凤 酒的市场发展和回款任务的完成。

      三、下半年工作思路:

      1、加强沟通,适应新的产销关系。 努力做好与生产、供应部门的沟通协调工作,力争生产计划的及 时落实,争取最大限度的满足市场需要,抢抓市场销售商机,为目标 任务完成提供有力保障。

      2、加快品牌运营管理公司产品的全国化进程。 、 下半年,我们要加强以红西凤、华山论剑、酒海原浆等为代表的 优势个性化产品向全国推广的力度,以专业化、系统化的独立体系提 升优势产品的全国影响力,通过核心产品推动市场全国化进程。

      3、继续调整产品线,加固新的产品结构体系。 继续推进优化产品结构工程,合理瘦身,提升产品盈利能力。通 过主导产品和强势产品的开发, 以及战略性和战术性产品相结合的开 发策略,逐步建立西凤品牌新高端化和高投入化的形象,努力通过以 高价位产品为标杆、以综合产品为主导,以中低价位为补充的产品体 系,提升西凤品牌的核心竞争力。 加强与公司内部的沟通,完善开发产品的审批流程,确保薄弱市 场以及战术性产品的开发速度,从而快速抢占客户资源,达到抢占和 阻击竞争品牌推广的目的。

      4、坚持品牌传播,加强重点市场的传播投入。 继续加强品牌传播,全面提升品牌形象。进一步挖掘西凤酒品牌文化内涵,加强整体规划,积极实施央视等高端媒体拉动、卫视联动 的传播思路,确保各项宣传活动的监督落实,积极开展事件营销和品 牌营销,彰显品牌文化和品牌价值,以品牌形象宣传全面配合市场促 销活动,促进市场销售工作。

      5、继续加强市场监管力度 通过近几年来我公司对市场监管力度的加大,制假、售价、和跨 区域、低价倾销等市场违规行为得到了一定的控制。为了进一步净化 市场,维护消费者利益,我们将进一步加大对制假、售假、仿冒和跨 区域、 乱价等销售行为的打击力度, 对各种制假、 售假行为严惩不贷, 对各种违规销售行为决不姑息;坚决制止跨区域销售行为,加大对违 规销售行为的处罚力度。从而维护消费者利益、维护市场正常销售秩序。

      今年是“十二五”的开局之年,也是西凤集团和西凤股份公司改 制重组、增资扩股后的起始之年,市场竞争日异严峻,下半年我们将 进一步加大对各地消费市场的调研和对市场形势的分析, 总结发展的 优势和应改进的方面。凭借近年来快速发展建立的市场优势,进一步 强化品牌建设,创新营销模式,加大宣传力度,完善销售渠道,做精 做细终端。同时,针对制约发展速度和市场拓展的不利因素,正确定 位,认真梳理产品线,积极调整产品结构,根据市场需要规划战略性 和战术性产品的开发,使产品更富有市场竞争力和影响力。 相信在集团公司的正确领导下、各部门的鼎力支持配合下,在营 销公司全体人员励精图治和不懈努力下, 我们一定能够共同克服目前 制约销售增长的各种因素,积极开拓市场销售,确保2016年年度任 务的顺利完成。

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