The first time I saw this, I had to go back to the office to get a job.

One, into the first month upset

I was September 11th into the Konka Jinan branch internship, into the first month, I was arranged to do Jinan City District market assistant, into the Division, the company's marketing manager said my internship is a month, the salary is 800 yuan base salary plus 200 yuan reimbursement of expenses, if I do a good job in the future will surely give me a wage increase, so that I don't have to think of Treatment problem, said the dry good those things are natural to hand. At that time, the whole company's colleagues are very busy, the sales manager above me is also a former business just promoted up, do not know the management, so there is no one to guide me, no one to take me, I am not clear about the specific market assistant is responsible for what is responsible for the work, just passive acceptance of the work, to do the sales of the daily newspaper, weekly report, direct salesman payroll, out of the sample table, either on the statistics of the sale of ground stickers, banners and so on the size of the anyway! Face the computer all day long, all day long by some trivial small things surrounded by, feel like a miscellaneous, busy all day but do not know what busy, often overtime at night to 10:00 to, this stage of their own ability can not be played, the efficiency of the work of the bottom, a period of time had thought of giving up, but students encouraged me to stay again to see, maybe later on, the spirit of defiance or to beat off the idea. In retrospect, it was mainly their own mistakes, because they just set foot in society, or relatively young, embarrassed to ask the manager what their duties? What should I do? How should I do it? And so on, in short, is too little communication with the manager, which is also a newcomer to the long mistake.

Second, to find their own boss appreciation

During the eleventh, we organized a large-scale promotional activities, I stared at the Sanlian stores, Sanlian is the city's largest and most important stores, the various brands are focusing on the work here, three days before the eleventh, the company's old boss personally town Sanlian, from the morning to the evening has been fighting with us until the end of the day, I know that I must grasp this opportunity to perform well and prove themselves. opportunity to perform well and prove myself. In these seven days, I found the passion in my bones, in front of the front alone, to the booth to pull customers, the organization of raffle, hawking crazy yell, when our popularity is the most prosperous, I lead the pro-assisted shouting slogans, personally responsible for the raffle, our booth was surrounded by water, in the words of the old boss is "the whole field for the vibration of". ", naturally, we sold quite well, is said to be a few years during the eleventh Sanlian sales of the best one.

After eleven, the boss found our marketing manager, asked me how much my salary, the manager told the boss is currently 800 +200, the boss said our marketing manager a meal, said so low treatment how to inspire me to fight, let me process the capital, so I entered the Department in September 11, October salary grew to 1500 +200. then, the boss and Personally find me to talk, ask me about my work, ask me to specialize in which area of work, I told him, I have been troubled by a number of statements and small things in the early stage, did not give play to their maximum energy, and in the future, I will improve efficiency, and at the same time, the main market promotion. Then, the marketing manager and find me to talk to me, gave me a strong guide, he said to me that my work at present is mainly three major blocks, one, the image of the store to enhance the second, the management of direct salesmen, three, promotional activities , and the company gave me 200 yuan of the activities of the award was named the eleventh outstanding market workers.

Finally my work has a roughly defined, I know, the stage is set, the rest depends on me.

Third, the short-lived glory of Konka by the highest evaluation

After defining the scope of work, I have a clear positioning of their own work and sorting out, from the three aspects of the work of analysis and planning, the main problems are as follows:

1, the image of the store is relatively chaotic. Sample situation is not in place, the new product did not form a series of samples, the old samples cleaned up in a timely manner, samples placed irrationally, the lack of uniformity, the lack of visual impact, booth hygiene is relatively poor, the overall image is too poor.

2, direct salesman demoralization, no passion in the store, product knowledge mastery is not systematic, a serious lack of product knowledge.

3, promotional activities are poorly planned, lack of predictability, and promotional activities are quite poor execution, there is no template process, often to engage in activities, like a headless fly, more chaotic.

In response to the above, I first sorted out the sampling situation of each store, coordinating the business of each store to strengthen the sampling of 20 series of new products. Immediately after the key stores as a starting point, the weekly schedule, set the task, with almost two weeks of time, all the stores for the prototype of the major adjustments, booth POP, explosion card, stacking and other materials such as the unified layout, prototype demonstration of the enhancement, and through the green vines and flowers, etc. on the image of the store is very much to enhance.

Gain:

Through the efforts of these two weeks, the downtown stores a new look, the hard terminal has been well protected.

Loss:

The management of the store did not form a systematic thing, did not improve the salesman's understanding of the importance of the image of the store. There is no increase in direct salesman to analyze their own stores, and find out how to improve the link, the most important every have to develop habits, monitoring is not enough, leading to the image of the store later appeared again in a large area of chaos phenomenon occurs. At that time, the work done is not too in-depth.

In terms of direct salesman management, through the experience of doing the promotion and after the Division and the direct salesman's communication, found that the overall morale of the direct salesman is particularly low, a lot of the direct salesman reflect the commitment to them in the early stage of a lot of did not fulfill, and the direct salesman's main push is not very clear. To our November "buy one get one free" activities as an opportunity, every week according to market changes in the development of the buy and give program, and set the main push model, give them the task, to take the principle of more awards and fewer penalties, committed to completing the task of the store for the cash incentives. Wednesday and Thursday to preside over the regular meeting, the first according to last week's sales and our main push models this week by the training director of the training of direct sales staff to unify the tone, and then I give you a summary of last week's activities, and by the Ministry of Marketing and the business manager to complete the task of the stores of the direct sales staff cash incentives, and to preach the promotional activities of this week. It is through these promotional activities and incentive system, so that the enthusiasm of the downtown direct salesman has been greatly improved, and our morale is also unprecedentedly high, and our sales are climbing. I think, in the color TV industry is so competitive, product homogenization, price homogenization, promotion homogenization, the only difference is people, so the role of people is the biggest. In the retail terminal, in a single pick of the competition, the role of the direct salesman is the largest, for a branch, he is better than the advertising, better than the public relations, better than the promotion, there is no doubt that the direct salesman is the most important force to win the terminal.

Promotional activities, I was only responsible for downtown promotional activities planning and implementation, each promotional activities before the marketing manager will be issued according to the Group's guidelines branch promotional activities program, and then I will be based on the branch's program, combined with the actual situation in the city to develop our downtown specific activities program, the whole November-December, we basically do a weekly promotional activities, and of course, I've been particularly busy. Especially busy, in the promotion, I focus on the enthusiasm of the direct salesman, through the promotion of rewards and punishments to find ways to mobilize them, because I know that the role of people is the biggest. At the same time, strengthened staff arrangements, progress plan tracking, promotional feedback and data analysis, these two months, our promotional activities to engage in colorful.

Through, everyone's *** with the efforts, we in November, December made quite brilliant achievements, our entire company is infected by the downtown, driven by the morale is quite high (the words of the vice president), the city's overall sales rankings of the second, part of the stores to achieve the first place.

In a variety of meetings, the company's leaders have made me a very high evaluation, said that because of my arrival, so that the downtown area a new look, the results achieved by the eye **** to see. At that time, their own self-confidence is also unprecedentedly high, I seem to see the future of Konka in Jinan, I used my hand to point contemptuously at the kingpin Hisense, you can not!

Of course, our November and December results in the same time also exposed a considerable problem,

1, arrears of wages. Because October is the most important color TV sales time, this stage of the wage program needs to be adjusted, but the company's sales management department (responsible for developing wage programs) is still following the previous off-season wage system, resulting in October direct salesman's salary is high outrageous, Sanlian average of each direct salesman to take the wage of 7,500 yuan, the entire company's direct salesman salary is higher than the standard points a lot of so the company has been in the Nuclear wages, remove all the wholesale, until the middle of December to pay wages.

2, owed gifts. Because our sales are particularly good, the activity is very strong, our company's gifts seriously enough, each store owes a lot of customers gifts, the salesman can not sell goods normally, all day to deal with customer complaints, the company said it is the loss of gifts is too serious, late to make up for the gifts.

3, losses. Our business problems, financial accounting, in December, our Jinan branch did 40 million in sales, our branch rankings from the previous bottom three, amazingly rose to the fifth, but in this case actually still loss.

4, sloppy management. The company's management is relatively sloppy, investing a lot, but harvesting less, and the waste phenomenon is too serious.

These problems also led to our big debacle on New Year's Day!

Fourth, New Year's Day is very hurt

After December, we ushered in another important festival ---- New Year's Day, but this time, we can not help!

Our advantage did not keep long, New Year's Day three days gave me a stick in the head, I feel my heart is in pain, holding regrets, holding helpless, in fact, New Year's Day sales I have foreseen, but also look forward to the ocean, New Year's Day I feel we are quietly waiting for death.

Analyzing the sales situation on New Year's Day, I summarized the following reasons:

1, the overall strategic foresight of the promotional activities is too poor. Our 20 series in October November December sales a good situation, in the headquarters of the mandatory price cuts disrupted our promotional deployment. After the price cut, not only make our sales decline, but also make the 20 price overdraft in advance, on the one hand, on the sales of a hundred harm and no benefit, more importantly, we New Year's Day promotion is missing a real can attract the attention of customers promotional life point, promotion is not gas also no momentum. If we can maintain the price of 20 series to New Year's Day, we New Year's Day as the theme and then publicity and promotion, the situation is certainly different.

2, direct salesman enthusiasm is poor to the extreme.

The payroll situation on the impact of employee motivation is particularly large, the direct salesman in October wages, has been to the middle of December to send, a lot of direct salesman to rely on borrowing money to make ends meet, it is difficult to adjust the mentality of the best state of mind, the day before New Year's Day, direct salesman are holding the hope of playing the November wages, but can only empty-handedly, and we send October wages when competitors in November wages have been sent to the place. have been sent in place. There is no denying that the wage issue has a significant impact on the direct sellers, so that they have no way to concentrate on selling goods.

4. Resources are not in place.

New Year's Day, we owe a lot of freebies, a lot of stores all day to deal with customer complaints, the negative impact of our brand is particularly large, the enthusiasm of the direct salesman was also affected, New Year's Day we are relatively lack of freebies, especially some small tableware or headphones, often our direct salesman sells goods to go to the other brand to borrow freebies.

5, promotional activities to be strengthened.

The entire promotional activities process is still not well controlled, I have to take a lot of responsibility in this regard, in some marketing details need to be strengthened, especially in the preparation of promotional activities, do a particularly poor, insufficient planning, a lot of details lack of consideration, which also affects our sales.

6, objectively, we are affected by the impact of competing products is relatively large.

Overall, such as New Year's Day, a large festival, before the promotion must form a big gap, we must fully integrate resources in the early stage, hold back, New Year's Day, like the Yellow River water dike-like spray, condensation and gathering momentum, only the gas through the rainbow, the momentum is as strong as a bamboo, in order to achieve good sales results. Due to our pre-New Year's Day resource integration is not in place, personnel are not motivated, resources are not sufficient, the entire company is more impetuous, neither gas has no momentum, our failure is inevitable.

Fifth, target marketing and fine management of personal promotion

New Year's Day we lost, I was very angry, I found the old boss, asked him why he owed wages? Why is the gift late to make up? Give him a lecture on how important the motivation of direct salesmen. He told me that it is not normal to operate 40 million a month and still lose money, as a professional manager at that time must be braked, not braked will be dangerous. If you stand in his position on the consideration of the brakes may should be, but I never understand, I know that morale is the most important, our motivation increased, momentum increased, self-confidence increased, we can look down on Ace, Skyworth I think these are the most important, the loss is only temporary, profit is inevitable. Moreover, I said to him that promotional activities should be in line with the overall strategic direction of the company, clearly remember the old boss said at the meeting of the direction of the work, "At this stage, we will look at the sales, temporarily regardless of what sales structure", based on this, our promotions to achieve the purpose of increasing sales, we are in the direction of the strategy to go.

Based on the lessons learned from the loss on New Year's Day and December, the company put forward the slogan of target marketing and refined management, at the same time, the work of all directions in the integration and process re-engineering, strengthen the institutionalization of the management and detailing, and increase the effective inputs, in this context, I was fortunate enough to be promoted, promoted to the company's promotional promotions department supervisor, responsible for the branch of the six offices of the market promotion and promotional The company is responsible for the marketing and promotional planning of the six offices in the branch, which involves the formation and management of the market team, the planning and management of the pro-expression, the issuance and control of gifts, the planning and management of the image of the store, etc., and of course, the individual certainly has a better treatment.

Six, the most shameful thing The most shocking feeling

After New Year's Day, immediately ushered in the Spring Festival, but the market before the Spring Festival is particularly light, Ace was the first to make an effort to organize group-buying activities, because there is no good promotional ideas, the various brands are with the Ace group-buying activities, but due to the market traffic is too small, the sales situation is not very satisfactory. A month before the Spring Festival, the brands are in every weekend group buying, which Ace in the organization of three weeks, the effect has been very poor, no popularity, we were subjective that the market will still be relatively light, not from the heart of the importance of the promotion, just simply deployed the fourth week is also the last week of the Spring Festival, but Ace fourth week of the activities of the special big, he sent from the third week with short letters "Don't buy HD this week, don't buy LCD this week, Ace in February 23rd, 24th two days to organize a group buy discount, price 。。。。。。" And, from the first three weeks has been in the animal trend, the results of the last two days, the market formed a blowout sales, Ace fire, and we can only be full of regret, regret shaking his head! Those two days are also the two days I feel the most shame, his shock to me is indescribable.

Summarized, Ace's promotion has its success inevitability, it is worth learning.

1, planning, foresight, layer by layer. Ace of this group purchase, from a month ago to start planning, the first three months are in the padding, in the accumulation, in the momentum, their publicity layer by layer, a combination of various means of publicity, from the radio, to the newspaper wide, to the community, to the store inside and outside, the organization of the well-organized, planning to do a very good job.

2, execution, details determine success or failure. This ` point Ace did very well, especially in the details, the first three weeks, they arranged personnel to the neighborhoods to set up tables, so that customers intend to buy a TV to sign their names, leave a phone number, and then go back in the fourth week before the weekend, by the after-sales personnel all of these people back to visit, so that they go to the group purchase on Saturday and Sunday.

And when the various competitors are in the activities with Ace, he also has a precautionary approach, originally the last week of my strategy is to give Ace churn, we have developed a few particularly advantageous machines, publicity Konka group purchase price is lower, but I did not expect, the fourth week on Friday, we hang POP, stickers, write the explosion, all about the content of the group purchase, the store is not allowed to be clear that Ace spent money on the relationship, the group purchase can only be done by Ace. Relationships, group buying can only trump engage in, in order to prevent churning, and, the terminal layout to do especially fine, important stores such as Sanlian, outdoor all trump group buying large publicity portraits, quite eye-catching, infield is all the image of the trump, the flow of traffic area all with the red carpet of the group, hand-held signs, POP and so on abound. As a result, on the day of the event, the other products are looking at Ace sigh of helplessness, unable to do anything.

3, the pulse of the market grasp, the king's vigor.

In the case of the overall market is relatively light, in the various brands that, "engage in activities to find death, do not engage in activities waiting for death," the situation, Ace accurately analyzed the market, predicted that the last week there will be a great rebound, will realize the blowout sales. Afterwards proved that their predictions are correct, and, Ace quite bold, it should be said that the group purchase of the investment is particularly large, as far as I'm concerned, is how do not dare to so go into the investment, because I do not dare to guarantee the effect of the promotion, but Ace dared to do, this is the boldness, this is the atmosphere, so that is why I do not do far-reaching promotions do not make a large-scale promotions, can only be a small impact on a momentary promotion of a promotion! The reason.

Through the ace of this promotion, I did learn a lot of things, the promotion is a fairly learned things, he tested not only but the knowledge and skills, but also look at the promotion of people's psychology, to see if he is the ability to strategize and atmosphere.

Seven, year-end awards make me moved

Our company every year back to the Spring Festival to open the New Year's cocktail party, the cocktail party to recognize the year to make outstanding contributions to the individual and the team. Originally, I was not on the list of the pre-reporting group, because I am not a registered employee, and is September into the company, is less than half a year, but in the cocktail party the day before, the old boss personally added me also in the list. Then, the boss personally gave me an award at the cocktail party, and awarded me the title of 2006 Advanced Market Individual, as well as a certificate of honor and a bonus of 1,000 yuan, which really touched me a lot, and made me feel that coming to Konka for internship was the most sensible choice for me. However, for my own dream, I will not stay in Jinan Konka, I will go to Hangzhou after graduation, to create my own life path.

This is my internship experience, thanks to the department of teachers on my teaching and guidance, during the internship, I realized the teacher's good intentions of strict requirements for our discipline, I have been self-discipline is relatively poor, in the company I was late 7 times a month, was fined 350 yuan, but also because of the hairstyle is too personalized, was called into the office 4 times by the boss. Thanks to Konka for giving me this valuable internship opportunity and letting me learn too much. Thanks to my marketing manager, Mr. Cush, the big brother who has been helping me. I would also like to thank Mr. She, the president of the company, for his appreciation and preference for me.