总结是写给人看的,条理不清,人们就看不下去,即使看了也不知其所以然,这样就达不到总结的目的。什么样的总结才是有效的呢?那么下面我就给大家讲一讲总结怎么写才比较好,我们一起来看一看吧。
销售年终总结个人篇一
作为一名销售经理,自己的岗位职责是:
1、千方百计完成区域销售任务并及时催回货款;
2、努力完成销售管理办法中的各项要求;
3、负责严格执行产品的出库手续;
4、积极广泛收集市场信息并及时整理上报领导;
5、严格遵守公司制定的各项规章制度;
6、对工作具有较高的敬业精神和高度的主人翁责任感;
7、完成领导交办的其它工作。
岗位职责是职工的工作要求,也是衡量销售经理工作好坏的标准,自己始终以岗位职责为行动标准,从工作中的一点一滴做起,严格按照职责中的条款要求自己的行为,在业务工作中,首先自己能从产品知识入手,在了解技术知识的同时认真分析市场信息并适时制定营销方案,其次自己经常同其它销售经理勤沟通、勤交流,分析市场情况、存在问题及应对方案,以求共同提高。在日常的事务工作中,自己能积极着手,在确保工作质量的前提下按时完成任务。
总之,通过实践证明作为销售经理技能和业绩至关重要,是检验销售经理工作得失的标准。今年由于举办奥运会四个月限产的影响,加之自己对市场的瞬息万变应对办法不多而导致业绩欠佳。
工作中自己时刻明白销售经理必须有明确的目地,一方面积极了解客户的意图及需要达到的标准、要求,力争及早准备,在客户要求的期限内供货,另一方面要积极和客户沟通及时了解客户还款能力,考虑并补充完善。
例如:1、今年九月份,河南省xx防腐防水有限公司在北京xx镇垃圾处理厂污水池需要881-h11防腐涂料,当时奥运会禁运刚刚结束,生产线还在石家庄没回迁,由于工期急对方要料急迫,自已在九月初就及时和生产线及时沟通,这样既节约了时间,又使生产线安排了进货,在生产线努力配合下,很及时给客户供了货,受到了客户的好评。
2、今年八月下旬,自己得知金九鼎公司急需环氧富锌涂料,自己了解详细情况后及时汇报领导并尽快寄去有关资料,自己深知,这是个有潜力的大客户,多次前去和客户进行沟通,虽然因为限产公司不能供货耽误了良机,但是通过和客户的交往,为产品以后的销售奠定了坚定的基础。
销售是一种长期循序渐进的工作,而产品缺陷普遍存在,所以销售经理应正确对待客户投诉,视客户投诉如产品销售同等重要甚至有过之而无不及,同时须慎重处理。自己在产品销售的过程中,严格按照公讣制定销售服务承诺执行,在接到客户投诉时,首先应认真做好客户投诉记录并口头做出承诺,其次应及时汇报领导及相关部门,在接到领导的指示后会同相关部门人员制订应对方案,同时应及时与客户沟通使客户对处理方案感到满意。比如:有客户投诉901涂料白色差别太大,自己及时反馈给技术部,技术部做出改变配方解决问题的承诺。
熟悉产品知识是搞好销售工作的前提。自己在销售的过程中同样注重产品知识的学习,对公司生产的涂料产品的用途、性能、参数基本能做到有问能答、必答,对相关部分产品基本能掌握用途、价格和施工要求。
涂料产品销售区域大、故市场潜力巨大。现就涂料销售的市场分析如下:
(一)、市场需求分析
涂料应用虽然市场潜力巨大,但北京区域多数涂料厂竞争己到白热化地步,再加之奥运会过后会有段因奥运抢建项目在新一年形成空白,再加上有些涂料销售己直接威胁到我们己占的市场份额,虽然我们有良好的信誉和优良品质,但在价格和销售手段上不占优势,销售任务的加30%,销售经理的日子并不好过;可是我们也要看到今年取得三合一认证,为明年打拼多了份保障,如果上三版市场,资金得到充分的支持,还是有希望取得好销售业绩的,关键是公司给销售经理更大更有力的支持和鼓舞。
(二)、竞争对手及价格分析
这几年通过自己对涂料市场的了解,涂料生产厂家有二类:一类进口和合资品牌如杜邦、上海开林、上海国际、海虹等,此类企业有较强实力,同时销售价格下调,有的销售价格同我公司基本相同,所以已形成规模销售;另一类是和我公司生产产品相等,此类企业销售价格较低,如大连振邗氟碳漆销售价格仅为60元/公斤、此类企业基本占领了代销领域。沈阳一家企业已经挤入北京水利工程供货,石家庄金鱼牌饮用水涂料也在挤占我公司901的市场份额,北京通县紫禁城牌涂料日趋强大,很多钢构厂都用他们的涂料,尤其是环氧复锌涂料。
总结一年来的工作,自己的工作,比如上海某贸易公司。
(二)、xx年首先要积极追要往年的欠款,并想办法将欠款及时收回,及时向领导汇报,取得公司的支持。
(三)、xx年自己计划更加积极搜集市场信息并及时联系,力争参加招标形成规模销售。
(四)、为积极配合代理销售,自己计划在确定产品品种后努力学习代理产品知识及性能、用途,以利代理产品迅速走入市场并形成销售。
(五)、自己在搞好业务的同时计划认真学习业务知识、技能及销售实战来完善自己的理论知识,力求不断提高自己的综合素质。
(六)、为确保完成全年销售任务,自己平时就积极搜集信息并及时汇总,力争在新区域开发市场,以扩大产品市场占有额。
(一)、xx年销售管理办法应条款明确、言简意赅,明确业务员的区域、任务、费用、考核、奖励,对模凌两可的条款予以删除,年底对销售经理考核后按办法如数兑现。
(二)、xx年应在公司、销售经理共同协商并感到满意的前提下认真修订规范统一的销售管理办法,使其适应范围广且因地制宜,每年根据市场变化只需调整出厂价格。
(三)、xx年应在情况允许的前提下对销售经理松散管理,解除固定八小时工作制,采用定期汇报总结的形式,销售经理每周到公司1-2天办理事务,如出差应向领导汇报目的地及返回时间,在接领导通知后按时到公司,以便让销售经理有充足的时间进行销售策划。
(四)考虑销售经理实际情况合理让销售经理负担运费,小包装费,资金占用费,减免补偿因公司产品质量等原因销售经理产生的费用和损失。
(五)、由于区域市场萎缩、同行竞争激烈且价格下滑,xx年领导应认真考察并综合市场行情销售经理的信息反馈,上下浮动并制定出合乎公司行情、市场行情的公司出厂价格,以激发销售经理的销售热情。
涂料销售年终总结,时间飞逝,弹指之间,xx已经接近尾声,迎来了崭新的xx。
从七月初到雅图工作,至现在我已经工作了将近半年时间,回首这段时间的经历,在领导的领导下和同事们的帮助下,我已经适应了现时的工作,逐渐融入雅图的大家庭。对于这段时间的工作,我作出如下总结。
7月1号,是我正式成为雅图成员的日子,我以储备干部的身份开始了我的工作生涯。首先我是被安排到车间去实习,参观了车间,大致了解到油漆的生产流程,由投料、加工到包装。在包装组的实习,我熟悉了贴标和喷码的操作,也掌握了贴标机的使用。在工作结识了新的同事,同事都很主动热情,所以我的工作很快就上手了。在车间的工作让我认识到,再简单的工作也要认真对待,善于思考才会有进步。
在车间实习了一个月后,我去到了采购部门。对我来说这是一个新的机遇和挑战。众所周知采购部是公司业务的后勤保障,是关系到公司整个销售利益的最重要环节,所以我很感谢公司和领导对我的信任,将我放在如此重要的岗位上。在常务副总的直接关注和公司各位领导的关心支持下,通过这段时间的采购工作,使我懂得了许多道理,也积累了一些过去从来没有的经验,同时也明白了采购和优秀采购之间的分别和差距。了解到一个采购所具备的最基本素质就是要在具备良好的职业道德基础上,要保持对企业的忠诚;不带个人偏见,在考虑全部因素的基础上,从提供最佳价值的供应商处采购;坚持以诚信作为工作和行为的基础;了解在采购工作的作业流程上的知识;在交易中采用和坚持良好的商业准则等。
熟悉采购的流程,让自己从下单到收料,每个细节都经手,让自己熟悉每个供应商及供货方式。在收料单的录入中,每个物料到料情况都由自己经手,让自己在第一时间了解生产的物料到货情况。下单的传真及确认。让我学了很多东西,能了解自己物料的实际到料情况及存在哪些问题,需要注意些什么事项,不明确的地方跟供应商沟通,了解并熟悉此物料,且跟供应商有更进一步的沟通及联系。方便以后的调货事宜。负责一些物料的调货事宜,尤其是远程的物料。还要记住供应商的结款日期,自己请款要及时等等。明确计划对于生产来说是重要的。有计划的生活及工作才是最好的。
参与单价的录入及整理,真正介入到单价里面,也可以说进入采购的一个大门,才知道自己真的只是学了一点的毛皮,了解在不影响生产进度,能让供应商准时到货并不是好的采购,好的采购是在供应商能准时听自己的调度还得提供最好的服务态度及质量。且要把最好的产品以最低的价格给自己,那才是真正好的采购。货比三家。通过不同的厂家给出不同的价位,在以理想的价位压自己心中最愿意最好的供应商,得到自己想到的结果。
这半年来有很多收获,但是自身的不足之处还是有很多:
1.虽然年轻充满干劲,但是缺乏经验,在处理突发事情和一些新问题的时候会手忙脚乱。
2.在负责采购工作时,与供应商之间的沟通和交流缺乏主动性。与客户交流时,言辞生硬,不善于有效的表达,感觉整个人放不开。这些个人因素直接影响到了工作的效果。
3.自己对产品的不了解,有点盲目的调货,对自己所跟的订单不能跟踪到底,没有做到位,有时出现漏传订单的失误,导致物料来货不及时。做事不够细心,考虑不周全。物料跟催不紧,不清楚物料的紧迫性,处理问题没有力度,不够果断。
12月份我进入了技术部,新的部门,新的任务。对于我这个刚刚毕业的大学生,工作思维还没定型,有较好的适应能力。本身对汽车修补漆的技术了解就很少,来到技术部就有更多需要学习的地方,而我有一定的化学知识基础,相信我能更快地适应熟悉工作。现在主要任务是完成领导安排的工作,尽自己能力将公司产品的安全技术说明书写好。我知道做这份工作的过程也是在了解公司的产品,熟悉产品的组成和特性。进入了新的环境,同时感受到了同事们的热情与关怀,相信我在这个新的团队里,我能成长得更快。
今后还有很长的路要走,要迎接道路上的挑战,就要加强自身学习,提高自身能力。提高自身素质,争取工作主动性,具备较强专业心,责任心,努力提高工作效率和工作质量。明确今后发展方向。最后祝愿雅图在xx再创辉煌,早日领航国际。
销售年终总结个人篇二
����í¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½xx�����û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ë¾ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ìµ¼îºï¿½üµä´ï¿½ï¿½ï¿½í°ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½ö®è«ï¿½ï¿½ï¿½ô±ï¿½ä¶ï¿½ï¿½ï¿½ð�����ô¼ï¿½ï¿½ï¿½ï¿½ã±¾ö°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¡¾ï¿½ö°ï¿½ø£ï¿½ï¿½ï¿½ï¿½ï¿½òµòµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¹ï¿½ï¿½ï¿½ï¿½ö¹xx��12��26�õ£ï¿½xx��������û¶ï¿½x��ôªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½60%�����������îª80%�����ûµï¿½ï¿½û±ï¿½è¥ï¿½ï¿½ï¿½â½ï¿½ï¿½ï¿½10%�����û¶ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½è¥ï¿½ï¿½í¬ï¿½ï¿½ï¿½â½ï¿½ï¿½ï¿½12%��16%���ö½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµãºí¸ï¿½ï¿½ï¿½ï¿½ü½ï¿½ï¿½ï¿½ï¿½ï¿½:
����
������îªò»ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä¸ï¿½î»ö°ï¿½ï¿½ï¿½ï¿½:
����1��ç§ï¿½ï¿½ï¿½ù¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ²¢¼ï¿½ê±ï¿½ß»ø»ï¿½ï¿½ï¿½;
����2��å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ì·¨ï¿½ðµä¸ï¿½ï¿½ï¿½òªï¿½ï¿½;
����3�������ï¸ï¿½ö´ï¿½ð²ï¿½æ·ï¿½ä³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;
����4�������㷺�õ¼ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¢ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï±ï¿½ï¿½ìµ¼;
����5���ï¸ï¿½ï¿½ï¿½ï¿½ø¹ï¿½ë¾ï¿½æ¶ï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¶ï¿½;
����6���ô¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð½ï¸ßµä¾ï¿½òµï¿½ï¿½ï¿½ï¿½í¸ß¶èµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¸ï¿½;
����7������쵼���������������
������î»ö°ï¿½ï¿½ï¿½ï¿½ö°ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½òªï¿½ï¿½ò²ï¿½çºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ä±ï¿½×¼ï¿½ï¿½ï¿½ô¼ï¿½ê¼ï¿½ï¿½ï¿½ô¸ï¿½î»ö°ï¿½ï¿½îªï¿½ð¶ï¿½ï¿½ï¿½×¼ï¿½ï¿½ï¿½ó¹ï¿½ï¿½ï¿½ï¿½ðµï¿½ò»ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ö°ï¿½ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ü´ó²ï¿½æ·öªê¶ï¿½ï¿½ï¿½ö£ï¿½ï¿½ï¿½ï¿½ë½â¼¼ï¿½ï¿½öªê¶ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¢ï¿½ï¿½ï¿½ï¿½ê±ï¿½æ¶ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ú¹ï¿½í¨ï¿½ï¿½ï¿½ú½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¼°ó¦ï¿½ô·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ß¡ï¿½ï¿½ï¿½ï¿½õ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ô¼ï¿½ï¿½ü»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö£ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½â°ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
������ö®ï¿½ï¿½í¨ï¿½ï¿½êµï¿½ï¿½ö¤ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½üºï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ç¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê§ï¿½ä±ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¾ù°ï¿½ï¿½ï¿½ë»ï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½þ²ï¿½ï¿½ï¿½ó°ï¿½ì£¬ï¿½ï¿½ö®ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ë²ï¢ï¿½ï¿½ï¿½ó¦ï¿½ô°ì·¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ç·ï¿½ñ¡ï¿½
����
�����������ô¼ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ä¿ï¿½ø£ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½í¼ï¿½ï¿½ï¿½ï¿½òªï¿½ïµ½ï¿½ä±ï¿½×¼ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ú¿í»ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½í¿í»ï¿½ï¿½ï¿½í¨ï¿½ï¿½ê±ï¿½ë½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¡ï¿½
��������:1��������â·ý£ï¿½ï¿½ï¿½ï¿½ï¿½ê¡xx������ë®ï¿½ï¿½ï¿½þ¹ï¿½ë¾ï¿½ú±ï¿½ï¿½ï¿½xx��������������ë®ï¿½ï¿½ï¿½ï¿½òª881-h11����í¿ï¿½ï£ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ë»ï¿½ï¿½ï¿½ë¸õ¸õ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß»ï¿½ï¿½ï¿½ê¯ï¿½ï¿½×¯ã»ï¿½ï¿½ç¨ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ú¼ï¿½ï¿½ô·ï¿½òªï¿½ï¼ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¾ï¿½ï¿½â³ï¿½ï¿½í¼ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¼ï¿½ê±ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è½ï¿½ô¼ï¿½ï¿½ê±ï¿½ä£¬ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½ß°ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ü¼ï¿½ê±ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ë»ï¿½ï¿½ï¿½ï¿½üµï¿½ï¿½ë¿í»ï¿½ï¿½äºï¿½ï¿½ï¿½ï¿½ï¿½
����2�����������ñ®ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½öªï¿½ï¿½å¶ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½è»·ï¿½ï¿½ï¿½ï¿½ð¿í¿ï¿½ï£ï¿½ï¿½ô¼ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ã±¨ï¿½ìµ¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¥ï¿½ð¹ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ô¼ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½ç¸ï¿½ï¿½ï¿½ç±ï¿½ï¿½ï¿½ä´ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°è¥ï¿½í¿í»ï¿½ï¿½ï¿½ï¿½ð¹ï¿½í¨ï¿½ï¿½ï¿½ï¿½è»ï¿½ï¿½îªï¿½þ²ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ü¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½í¿í»ï¿½ï¿½ä½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½æ·ï¿½ôºï¿½ï¿½ï¿½ï¿½ï¿½ûµì¶¨ï¿½ë¼á¶¨ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½
����
����������ò»ï¿½ö³ï¿½ï¿½ï¿½ñ�ò½¥½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·è±ï¿½ï¿½ï¿½õ±ï¿½ï¿½ï¿½ú£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ó¦ï¿½ï¿½è·ï¿½ô´ï¿½ï¿½í»ï¿½í¶ï¿½ß£ï¿½ï¿½ó¿í»ï¿½í¶ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ð¹ï¿½ö®ï¿½ï¿½ï¿½þ²ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ø´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ú²ï¿½æ·ï¿½ï¿½ï¿½ûµä¹ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¸ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ï¿½æ¶ï¿½ï¿½ï¿½ï¿½û·ï¿½ï¿½ï¿½ï¿½åµö´ï¿½ð£ï¿½ï¿½ú½óµï¿½ï¿½í»ï¿½í¶ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¿í»ï¿½í¶ï¿½ß¼ï¿½â¼ï¿½ï¿½ï¿½ï¿½í·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½åµï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ê±ï¿½ã±¨ï¿½ìµ¼ï¿½ï¿½ï¿½ï¿½ø²ï¿½ï¿½å£ï¿½ï¿½ú½óµï¿½ï¿½ìµ¼ï¿½ï¿½ö¸ê¾ï¿½ï¿½ï¿½í¬ï¿½ï¿½ø²ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½æ¶ï¿½ó¦ï¿½ô·ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ó¦ï¿½ï¿½ê±ï¿½ï¿½í»ï¿½ï¿½ï¿½í¨ê¹ï¿½í»ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½â¡£ï¿½ï¿½ï¿½ï¿½:�ð¿í»ï¿½í¶ï¿½ï¿½901í¿ï¿½ï°ï¿½é«ï¿½ï¿½ï¿½ì«ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä±ï¿½ï¿½ä·½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä³ï¿½åµï¿½ï¿½
����
������ï¤ï¿½ï¿½æ·öªê¶ï¿½ç¸ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½á¡£ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ûµä¹ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½×¢ï¿½ø²ï¿½æ·öªê¶ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ô¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¿ï¿½ï²ï¿½æ·ï¿½ï¿½ï¿½ï¿½í¾ï¿½ï¿½ï¿½ï¿½ï¿½ü¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü´ð¡¢±ø´ð£¬¶ï¿½ï¿½ï¿½ø²ï¿½ï¿½ö²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¾ï¿½ï¿½ï¿½û¸ï¿½ï¿½ê©ï¿½ï¿½òªï¿½ï¿½
����
����í¿ï¿½ï²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¡¢¹ï¿½ï¿½ð³ï¿½ç±ï¿½ï¿½ï¿½þ´ï¿½ï¿½ö¾ï¿½í¿ï¿½ï¿½ï¿½ï¿½ï¿½ûµï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½:
����(ò»)���ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����í¿ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½è»ï¿½ð³ï¿½ç±ï¿½ï¿½ï¿½þ´ó£¬µï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¿ï¿½ï³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è»ï¿½ï¿½ø²ï¿½ï¿½ï¿½ï¿½ù¼ï¿½ö®ï¿½ï¿½ï¿½ë»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½î³é¿õ°×£ï¿½ï¿½ù¼ï¿½ï¿½ï¿½ï¿½ï¿½ð©í¿ï¿½ï¿½ï¿½ï¿½ï¿½û¼ï¿½ö±ï¿½ï¿½ï¿½ï¿½ð²ï¿½ï¿½ï¿½ï¿½ï¿½ç¼ï¿½õ¼ï¿½ï¿½ï¿½ð³ï¿½ï¿½ý¶î£¬ï¿½ï¿½è»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ê£ï¿½ï¿½ï¿½ï¿½ú¼û¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¶ï¿½ï¿½ï²ï¿½õ¼ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¼ï¿½30%�����û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó²ï¿½ï¿½ï¿½ï¿½ã¹ï¿½;��������ò²òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ö¤ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½æ´ï¿½ï¿½ï¿½ë·ý±ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ê½ï¿½ãµï¿½ï¿½ï¿½öµï¿½ö§ï¿½ö£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½è¡ï¿½ãºï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ä£ï¿½ï¿½ø¼ï¿½ï¿½ç¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö§ï¿½öºí¹ï¿½ï¿½è¡£
����(��)���������ö¼ï¿½ï¿½û¸ï¿½ï¿½ï¿½ï¿½
�����⼸��í¨ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½í¿ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ë½â£¬í¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ï¿½:ò»ï¿½ï¿½ï¿½ï¿½úºíºï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½å°î¡¢ï¿½ïºï¿½ï¿½ï¿½ï¿½ö¡ï¿½ï¿½ïºï¿½ï¿½ï¿½ï¿½ê¡ï¿½ï¿½ï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ð½ï¿½ç¿êµï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½û¼û¸ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½û¼û¸ï¿½í¬ï¿½ò¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î³é¹ï¿½ä£ï¿½ï¿½ï¿½ï¿½;��ò»ï¿½ï¿½ï¿½çºï¿½ï¿½ò¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½û¼û¸ï¿½ïµí£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¼ï¿½ï¿½ï¿½ï¿½ï¿½û¼û¸ï¿½ï¿½îª60ôª/���������òµï¿½ï¿½ï¿½ï¿½õ¼ï¿½ï¿½ï¿½ë´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½òµï¿½ñ¾ï¿½ï¿½ï¿½ï¿½ë±±ï¿½ï¿½ë®ï¿½ï¿½ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ê¯ï¿½ï¿½×¯ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë®í¿ï¿½ï¿½ò²ï¿½ú¼ï¿½õ¼ï¿½ò¹ï¿½ë¾901���ð³ï¿½ï¿½ý¶î£¬ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï½ï¿½ï¿½ï¿½ï¿½ï¿½í¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ó£¬ºü¶ï¿½ö¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½í¿ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç»ï¿½ï¿½ï¿½ï¿½ï¿½ð¿í¿ï¿½ï¡ï¿½
����
�����ü½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïºï¿½ä³ã³ï¿½×¹ï¿½ë¾ï¿½ï¿½
����(��)��xx������òªï¿½ï¿½ï¿½ï¿½×·òªï¿½ï¿½ï¿½ï¿½ï¿½ç·ï¿½î£¬ï¿½ï¿½ï¿½ï¿½ì·¨ï¿½ï¿½ç·ï¿½î¼°ê±ï¿½õ»ø£ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ìµ¼ï¿½ã±¨ï¿½ï¿½è¡ï¿½ã¹ï¿½ë¾ï¿½ï¿½ö§ï¿½ö¡ï¿½
����(��)��xx���ô¼ï¿½ï¿½æ»ï¿½ï¿½ï¿½ï¿½ó»ï¿½ï¿½ï¿½ï¿½ñ¼ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¢ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¼ï¿½ï¿½ð±ï¿½ï¿½î³é¹ï¿½ä£ï¿½ï¿½ï¿½û¡ï¿½
����(��)��îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û£ï¿½ï¿½ô¼ï¿½ï¿½æ»ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½ï¿½æ·æ·ï¿½öºï¿½å¬ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ü¡ï¿½ï¿½ï¿½í¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ñ¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½î³ï¿½ï¿½ï¿½ï¿½û¡ï¿½
����(��)���ô¼ï¿½ï¿½ú¸ï¿½ï¿½òµï¿½ï¿½ï¿½í¬ê±ï¿½æ»ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°òµï¿½ï¿½öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ü¼ï¿½ï¿½ï¿½ï¿½ï¿½êµõ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ó²»¶ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ê¡ï¿½
����(��)��îªè·ï¿½ï¿½ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½æ½ê±ï¿½í»ï¿½ï¿½ï¿½ï¿½ñ¼ï¿½ï¿½ï¿½ï¢ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ü£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¿ª·ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ð³ï¿½õ¼ï¿½ð¶î¡£
����
����(ò»)��xx�����û¹ï¿½ï¿½ï¿½ï¿½ì·¨ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½à£¬ï¿½ï¿½è·òµï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡¢·ï¿½ï¿½ã¡ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½éµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¶ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëºó°´°ì·¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¡ï¿½
����(��)��xx��ó¦ï¿½ú¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½í¬ð�ì²ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½þ¶ï¿½ï¿½æ·¶í³ò»ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ì·¨ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½î§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ä»¯ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¸ï¿½
����(��)��xx��ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½â¶ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½é¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¶ï¿½ï¿½ï¿½ð¡ê±ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ï¿½ã¶ï¿½ï¿½ú»ã±¨ï¿½ü½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ã¿ï¿½üµï¿½ï¿½ï¿½ë¾1-2��������������ó¦ï¿½ï¿½ï¿½ìµ¼ï¿½ã±¨ä¿ï¿½äµø¼ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä£¬ï¿½ú½ï¿½ï¿½ìµ¼í¨öªï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û²ß»ï¿½ï¿½ï¿½
����(��)�������û¾ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë·ñ£ï¿½ð¡ï¿½ï¿½×°ï¿½ñ£ï¿½ï¿½ê½ï¿½õ¼ï¿½ã·ñ£ï¿½ï¿½ï¿½ï¿½â²¹ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô�����û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä·ï¿½ï¿½ãºï¿½ï¿½ï¿½ê§ï¿½ï¿½
����(��)�����������ð³ï¿½î®ï¿½ï¿½ï¿½ï¿½í¬ï¿½ð¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¼û¸ï¿½ï¿½â»ï¿½ï¿½ï¿½xx���쵼ó¦ï¿½ï¿½ï¿½æ¿¼ï¿½ì²¢ï¿½ûºï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¶ï¿½ï¿½ï¿½ï¿½ïºï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½é¡¢ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½û¸ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¡£
����í¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á£¬ê±ï¿½ï¿½ï¿½ï¿½å£ï¿½ï¿½ï¿½ö¸ö®ï¿½ä£¬xx�ñ¾ï¿½ï¿½ó½ï¿½î²ï¿½ï¿½ï¿½ï¿½ó����õ¸ï¿½âµï¿½xx��
���������â³ï¿½ï¿½ï¿½ï¿½ï¿½í¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ä¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµ¼ï¿½ï¿½ï¿½ìµ¼ï¿½âºï¿½í¬ï¿½ï¿½ï¿½çµä°ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½ï¿½ñ¾ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¼ï¿½ä´ï¿½ï¿½í¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á¡£
����7��1�å£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ï¿½îªï¿½ï¿½í¼ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ó£ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½é²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ý¿ï¿½ê¼ï¿½ï¿½ï¿½òµä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç±ï¿½ï¿½ï¿½ï¿½åµï¿½ï¿½ï¿½ï¿½ï¿½è¥êµï°ï¿½ï¿½ï¿½î¹ï¿½ï¿½ë³ï¿½ï¿½ä£¬ï¿½ï¿½ï¿½ï¿½ï¿½ë½âµ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì£ï¿½ï¿½ï¿½í¶ï¿½ï¡ï¿½ï¿½ó¹ï¿½ï¿½ï¿½ï¿½ï¿½×°ï¿½ï¿½ï¿½ú°ï¿½×°ï¿½ï¿½ï¿½êµï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ã¡ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ê¶ï¿½ï¿½ï¿½âµï¿½í¬ï¿½â£ï¿½í¬ï¿½â¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½ï¿½ï¿½ï¿½òµä¹ï¿½ï¿½ï¿½ï¿½ü¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½ú³ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¶ï¿½ï¿½ï¿½ï¿½ï¿½ù¼òµ¥µä¹ï¿½ï¿½ï¿½ò²òªï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¼ï¿½ï¿½ï¿½å»ï¿½ï¿½ð½ï¿½ï¿½ï¿½ï¿½ï¿½
�����ú³ï¿½ï¿½ï¿½êµï°ï¿½ï¿½ò»ï¿½ï¿½ï¿½âºï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ë²é¹ï¿½ï¿½ï¿½ï¿½å¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½âµä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªï¿½é¹ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ë¾òµï¿½ï¿½äºï¿½ï¿½ú±ï¿½ï¿½ï£ï¿½ï¿½ç¹ï¿½ïµï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ú£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òºü¸ï¿½ð»ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ìµ¼ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½î£ï¿½ï¿½ï¿½ï¿½ò·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ä¸ï¿½î»ï¿½ï¡ï¿½ï¿½ú³ï¿½ï¿½ï¿½ï¿½üµï¿½ö±ï¿½ó¹ï¿½×¢ï¿½í¹ï¿½ë¾ï¿½ï¿½î»ï¿½ìµ¼ï¿½ä¹ï¿½ï¿½ï¿½ö§ï¿½ï¿½ï¿½â£ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ä²é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ã»ï¿½ðµä¾ï¿½ï¿½é£¬í¬ê±ò²ï¿½ï¿½ï¿½ï¿½ï¿½ë²é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¹ï¿½ö®ï¿½ï¿½ä·ö±ï¿½í²ï¿½à¡£ï¿½ë½âµ½ò»ï¿½ï¿½ï¿½é¹ï¿½ï¿½ï¿½ï¿½ß±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¾ï¿½ï¿½ï¿½òªï¿½ú¾ß±ï¿½ï¿½ï¿½ï¿½ãµï¿½ö°òµï¿½ï¿½ï¿½â»ï¿½ï¿½ï¿½ï¿½ï£ï¿½òªï¿½ï¿½ï¿½ö¶ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ò³ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ«ï¿½ï¿½ï¿½ï¿½ï¿½ú¿ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½øµä»ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½á¹©ï¿½ï¿½ñ¼ï¿½öµï¿½ä¹ï¿½ó¦ï¿½ì´ï¿½ï¿½é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô³ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ú²é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½öªê¶ï¿½ï¿½ï¿½ú½ï¿½ï¿½ï¿½ï¿½ð²ï¿½ï¿½ãºí¼ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½òµ×¼ï¿½ï¿½è¡ï¿½
������ï¤ï¿½é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì£ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï£ï¿½ã¿ï¿½ï¿½ï¸ï¿½ú¶ï¿½ï¿½ï¿½ï¿½ö£ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¤ã¿ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ì¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½â¼ï¿½ï¿½ï¿½ð£ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ö£ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½úµï¿½ò»ê±ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµï¿½ï¿½ä´ï¿½ï¿½æ¼°è·ï¿½ï¡ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï¿½ëºü¶à¶«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ïµï¿½êµï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½â£¬ï¿½ï¿½òª×¢ï¿½ï¿½ð©ê²ã´ï¿½ï¿½ï¿½î£¬ï¿½ï¿½ï¿½ï¿½è·ï¿½äµø·ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ì¹ï¿½í¨ï¿½ï¿½ï¿½ë½â²¢ï¿½ï¿½ï¤ï¿½ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ò¸ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ð¸ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ä¹ï¿½í¨ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôºï¿½äµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ïµäµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¶ï¿½ìµï¿½ï¿½ï¿½ï¿½ï¡ï¿½ï¿½ï¿½òªï¿½ï¿½×¡ï¿½ï¿½ó¦ï¿½ìµä½ï¿½ï¿½ï¿½ï¿½ï¿½ú£ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ê±ï¿½èµè¡ï¿½ï¿½ï¿½è·ï¿½æ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½òªï¿½ä¡ï¿½ï¿½ð¼æ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¼°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµä¡ï¿½
�������뵥�ûµï¿½â¼ï¿½ë¼°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£¬ò²ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½é¹ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½å£ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ö»ï¿½ï¿½ñ§ï¿½ï¿½ò»ï¿½ï¿½ï¿½ã«æ¤ï¿½ï¿½ï¿½ë½ï¿½ï¿½ú²ï¿½ó°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ã¹ï¿½ó¦ï¿½ï¿½×¼ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çºãµä²é¹ï¿½ï¿½ï¿½ï¿½ãµä²é¹ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ó¦ï¿½ï¿½ï¿½ï¿½×¼ê±ï¿½ï¿½ï¿½ô¼ï¿½ï¿½äµï¿½ï¿½è»ï¿½ï¿½ï¿½ï¿½á¹©ï¿½ï¿½ãµä·ï¿½ï¿½ï¿½ì¬ï¿½è¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ãµä²ï¿½æ·ï¿½ï¿½ï¿½ï¿½íµä¼û¸ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµä²é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¡ï¿½í¨ï¿½ï¿½ï¿½ï¿½í¬ï¿½ä³ï¿½ï¿½ò¸ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ä¼ï¿½î»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¼ï¿½î»ñ¹ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¸ï¿½ï¿½ï¿½ï¿½ãµä¹ï¿½ó¦ï¿½ì£ï¿½ï¿½ãµï¿½ï¿½ô¼ï¿½ï¿½ëµ½ï¿½ä½ï¿½ï¿½ï¿½ï¿½
������������ðºü¶ï¿½ï¿½õ»ñ£¬µï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ðºü¶à£º
����1.��è»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è±ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ú´ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ã¦ï¿½ï¿½ï¿½ò¡ï¿½
����2.�ú¸ï¿½ï¿½ï¿½é¹ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ë¹©ó¦ï¿½ï¿½ö®ï¿½ï¿½ä¹ï¿½í¨ï¿½í½ï¿½ï¿½ï¿½è±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¡ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ó²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð§ï¿½ä±ï¿½ï¿½ï£¬ï¿½ð¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë·å²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö±ï¿½ï¿½ó°ï¿½ìµ½ï¿½ë¹ï¿½ï¿½ï¿½ï¿½ï¿½ð§ï¿½ï¿½ï¿½ï¿½
����3.�ô¼ï¿½ï¿½ô²ï¿½æ·ï¿½ä²ï¿½ï¿½ë½â£¬ï¿½ðµï¿½ã¤ä¿ï¿½äµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¸ï¿½ï¿½ùµï¿½ï¿½×£ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î»ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½â©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê§ï¿½ó£¬µï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½â²ï¿½ï¿½ï¿½ï¸ï¿½ä£ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ß²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµä½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¡ï¿½
����12�â·ï¿½ï¿½ò½ï¿½ï¿½ï¿½ï¿½ë¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµä²ï¿½ï¿½å£ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ñ¡£¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¸õ±ï¿½òµï¿½ä´ï¿½ñ§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¼î¬ï¿½ï¿½ã»ï¿½ï¿½ï¿½í£ï¿½ï¿½ð½ïºãµï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½þ²ï¿½ï¿½ï¿½ä¼ï¿½ï¿½ï¿½ï¿½ë½ï¿½íºï¿½ï¿½ù£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¸ï¿½ï¿½ï¿½ï¿½ï¿½òªñ§ï°ï¿½äµø·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ä»ï¿½ñ§öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµ¼ï¿½ï¿½ï¿½åµä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½æ·ï¿½ä°ï¿½è«ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½ð´ï¿½ã¡ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ý¹ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ë½â¹«ë¾ï¿½ä²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¤ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½éºï¿½ï¿½ï¿½ï¿½ô¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµä»ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½üµï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµï¿½ï¿½å¶ï¿½ï¿½ï£¬ï¿½ï¿½ï¿½ü³é³ï¿½ï¿½ã¸ï¿½ï¿½ì¡£
��������ðºü³ï¿½ï¿½ï¿½â·òªï¿½ß£ï¿½òªó�óµï¿½â·ï¿½ïµï¿½ï¿½ï¿½õ½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ß±ï¿½ï¿½ï¿½ç¿×¨òµï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½å¬ï¿½ï¿½ï¿½ï¿½ß¹ï¿½ï¿½ï¿½ð§ï¿½êºí¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×£ô¸ï¿½ï¿½í¼ï¿½ï¿½xx�ù´ï¿½ï¿½ô»í£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìº½ï¿½ï¿½ï¿½ê¡ï¿½
销售年终总结个人篇三
销售珠宝相对于其他商品而言,入店客人较少,身为珠宝营业员的你该怎么办?是孤芳自赏,独自等待?还是做一些对销售有益的事?!当店内没有客人时,身为珠宝营业员的你应该尽可能地采取一些主动措施引起客人对你柜台的注意,比如做出拿出放大镜观察钻石的姿势,拿出柜内货品试戴或整理商品、擦拭台面玻璃等等,这样就可能会使客人对你柜台的商品产生兴趣,引导客人入店。
让顾客走出购买误区,扬长避短巧妙地解释钻石品质由于有些商家的误导,使许多客人购买钻石时要求产地是南非的,且净度是“vvs级”的,切工要“八心八箭”等。面对这样提问,我们该怎么办?简言之,就是要引导客人走出购买误区,扬长避短巧妙地解释钻石品。比如当客人问有无南非钻石时,我们可以先肯定说有(否则客人可能扭头就走),随后再告诉客人实际上钻石的好坏是以4c标准来衡量的,南非产量大,并非所有钻石都好,而且世界大部分钻石均由戴比尔斯进行统配,倒不如说我们的钻石均来自戴比尔斯。
由于珠宝首饰价格不菲,对于一般客人来讲是一项较大的开支,因此,客人在作出最后成交决定前都会表现出犹豫不决,如果你不抓紧时间为顾客减压(比如:向自己的同事或客人的同伴谈一谈有关今年首饰的流行趋势,也可以拿出几种档次教高的首饰盒或礼品给客人挑选,分散客人注意力),客人就有可能会暂时放弃,一句“再转转看看”后便一去不返。
当客人决定购买并付款后,营业员的工作并未就此结束。我们还要向客人详细介绍我们的售后服务和佩带保养知识等。
对客人进行分析归类(遇到特殊问题应及时向上级反馈),与同事进行交流寻找不足,互相帮助,共同提高。
以上是总结的珠宝销售经验心得体会。
销售年终总结个人篇四
����
���������鱦�����������æ·ï¿½ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ù£ï¿½ï¿½ï¿½îªï¿½é±¦óªòµô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã´ï¿½ï¿½?�ç¹â·ï¿½ï¿½ï¿½ï¿½í£ï¿½ï¿½ï¿½ï¿½ôµè´ï¿½?������ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½?!������ã»ï¿½ð¿ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½îªï¿½é±¦óªòµô±ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ã¾ï¿½ï¿½ï¿½ï¿½üµø²ï¿½è¡ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ì¨ï¿½ï¿½×¢ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã³ï¿½ï¿½å´ó¾µ¹û²ï¿½ï¿½ï¿½ê¯ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ã³ï¿½ï¿½ï¿½ï¿½ú»ï¿½æ·ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¨ï¿½æ²£ï¿½ï¿½ï¿½èµè£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¿ï¿½ï¿½ü»ï¿½ê¹ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ì¨ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¡£
����
�����ã¹ë¿ï¿½ï¿½ß³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï³¤ï¿½ü¶ï¿½ï¿½ï¿½ï¿½ï¿½ø½ï¿½ï¿½ï¿½ï¿½ï¿½ê¯æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ì¼òµï¿½ï¿½óµ¼£ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹ï¿½ï¿½ï¿½ï¿½ï¿½ê¯ê±òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï·çµä£ï¿½ï¿½ò¾ï¿½ï¿½ï¿½ï¿½ç¡ï¿½vvs�����ä£ï¿½ï¿½ð¹ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ä°ë¼ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½ï¿½ç¸ï¿½ï¿½ï¿½ã´ï¿½ï¿½?����ö®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï³¤ï¿½ü¶ï¿½ï¿½ï¿½ï¿½ï¿½ø½ï¿½ï¿½ï¿½ï¿½ï¿½ê¯æ·ï¿½ï¿½ï¿½ï¿½ï¿½çµ±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï·ï¿½ï¿½ï¿½ê¯ê±ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½è¿ï¶ï¿½ëµï¿½ï¿½(������ë¿ï¿½ï¿½ï¿½å¤í·ï¿½ï¿½ï¿½ï¿½)������ù¸ï¿½ï¿½ß¿ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¯ï¿½äºã»ï¿½ï¿½ï¿½ï¿½ï¿½4c��׼�������ä£ï¿½ï¿½ï·ç²ï¿½ï¿½ï¿½ï¿½ó£¬²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¯ï¿½ï¿½ï¿½ã£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó²¿·ï¿½ï¿½ï¿½ê¯ï¿½ï¿½ï¿½é´ï¿½ï¿½è¶ï¿½ë¹ï¿½ï¿½ï¿½ï¿½í³ï¿½ä£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½ê¯ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½è¶ï¿½ë¹ï¿½ï¿½
����
���������鱦���î¼û¸ñ²»·æ£ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï´ï¿½ä¿ï¿½ö§ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³ï¿½ï¿½ï¿½ô¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã²»×¥ï¿½ï¿½ê±ï¿½ï¿½îªï¿½ë¿í¼ï¿½ñ¹(����:���ô¼ï¿½ï¿½ï¿½í¬ï¿½â»ï¿½ï¿½ï¿½ëµï¿½í¬ï¿½ï¿½ì¸ò»ì¸ï¿½ð¹ø½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ã³ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½î½ì¸ßµï¿½ï¿½ï¿½ï¿½îºð»ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡ï¿½ï¿½ï¿½ï¿½é¢ï¿½ï¿½ï¿½ï¿½×¢ï¿½ï¿½ï¿½ï¿½)�����ë¾ï¿½ï¿½ð¿ï¿½ï¿½ü»ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ä¡°ï¿½ï¿½×ª×ªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����
���������ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²¢¸ï¿½ï¿½ï¿½ï¿½óªòµô±ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½î´ï¿½í´ë½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç»ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªê¶ï¿½è¡ï¿½
����
�����ô¿ï¿½ï¿½ë½ï¿½ï¿½ð·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½(������������ó¦ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¼ï¿½ï¿½ï¿½ï¿½ï¿½)����í¬ï¿½â½ï¿½ï¿½ð½ï¿½ï¿½ï¿½ñ°ï¿½ò²ï¿½ï¿½ã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ß¡ï¿½
�����������ü½ï¿½ï¿½ï¿½é±¦ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½äµï¿½ï¿½ï¿½á¡£
销售年终总结个人篇五
20xx年已经结束,新的一年工作开始了,作为一个童装销售,现将过去一年的工作经历以下总结,以便于更好地面对新一年的工作:
第一,童装销售除了能够将服装很好地展现给客户,并且还有向客户适当推荐其他服装的工作,以吸引顾客购买其感兴趣的更多服装。针对这一点工作,我总结如下:
1,推荐服装时候要有信心,大方、坦诚地向顾客推荐服装,销售员就应该具备十足的耐心、细心,让客户对自己产生信任感。
2,为顾客推荐适合于顾客体型、品味的服饰,为客户在挑选服装时候出谋划策,提示相关细节,帮助客户选择。
3,结合不同款式服装,向顾客讲解每款服饰适合穿着的场合。
4,配合服饰特点进行推荐。每种类型的服装具有不同的特征,如功能,设计,质量和其他方面,都应该适当向顾客说。
5,谈话中注意技巧。向顾客推荐服装时候,语气应该有礼貌、在充分听取顾客意见的基础上,再向顾客推荐。
6,观察、分析不同顾客喜好追求,结合实际向顾客推荐服装。
第二,必须注意把工作重点放在销售技巧上。销售是有针对性的营销,关键在于销售技巧的掌握。服装销售涉及方方面面知识,要对服装的功能,质量,价格,时令,面料等其他因素都做充分了解,顾客特点,运用销售技巧完成销售。主要侧重于以下几个环节:
1,注重思考。了解顾客购买服装的穿着场合,购买服装的目的与想法,帮助顾客挑选相应服饰,促进销售成功。
2,言辞简洁,字句达意。与顾客交流当中,言辞要简单易懂。不能说太过专业性的行内话,应该试图以通俗语言向顾客讲解。
3、具体表现。要根据实际情况,随机应变地推荐服装,必要情况下,不去打扰顾客,让顾客自行挑选,当顾客咨询时候耐心倾听、细心讲解。
以上就是我做童装销售这一年的工作总结,在新的一年里,我将继续努力工作,不断学习,吸取工作经验,不断改进自己的工作方法,为公司销售更加辉煌业绩而奋斗。
销售年终总结个人篇六
����20xx���ñ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµï¿½ò»ï¿½ê¹¤ï¿½ï¿½ï¿½ï¿½ê¼ï¿½ë£ï¿½ï¿½ï¿½îªò»ï¿½ï¿½í¯×°ï¿½ï¿½ï¿½û£ï¿½ï¿½ö½ï¿½ï¿½ï¿½è¥ò»ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á£¬ï¿½ô±ï¿½ï¿½ú¸ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½
������ò»ï¿½ï¿½í¯×°ï¿½ï¿½ï¿½û³ï¿½ï¿½ï¿½ï¿½ü¹ï¿½ï¿½ï¿½ï¿½ï¿½×°ï¿½üºãµï¿½õ¹ï¿½ö¸ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½êµï¿½ï¿½æ¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×°ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¿í¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¤ï¿½ä¸ï¿½ï¿½ï¿½ï¿½×°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ã¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½ï¿½ï¿½ï¿½â£ï¿½
����1���æ¼ï¿½ï¿½ï¿½×°ê±ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ó·½¡ï¿½ì¹ï¿½ïµï¿½ï¿½ï¿½ë¿ï¿½ï¿½æ¼ï¿½ï¿½ï¿½×°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ó¦ï¿½ã¾ß±ï¿½ê®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¸ï¿½ä£ï¿½ï¿½ã¿í»ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¸ð¡ï¿½
����2��îªï¿½ë¿ï¿½ï¿½æ¼ï¿½ï¿½êºï¿½ï¿½ú¹ë¿ï¿½ï¿½ï¿½ï¿½í¡ï¿½æ·î¶ï¿½ä·ï¿½ï¿½î£ï¿½îªï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡ï¿½ï¿½×°ê±ï¿½ï¿½ï¿½ä±ï¿½ï¿½ï¿½ß£ï¿½ï¿½ï¿½ê¾ï¿½ï¿½ï¿½ï¸ï¿½ú£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ñ¡ï¿½ï¿½
����3����ï²ï¿½í¬ï¿½ï¿½ê½ï¿½ï¿½×°ï¿½ï¿½ï¿½ï¿½ë¿í½ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êºï´ï¿½ï¿½åµä³ï¿½ï¿½ï¡ï¿½
����4����ï·ï¿½ï¿½ï¿½ï¿½øµï¿½ï¿½ï¿½ï¿½ï¿½æ¼ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½íµä·ï¿½×°ï¿½ï¿½ï¿½ð²ï¿½í¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¹¦ï¿½ü£ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£¬ï¿½ï¿½ó¦ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ë¿ï¿½ëµï¿½ï¿½
����5��ì¸ï¿½ï¿½ï¿½ï¿½×¢ï¿½â¼¼ï¿½é¡ï¿½ï¿½ï¿½ë¿ï¿½ï¿½æ¼ï¿½ï¿½ï¿½×°ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã²ï¿½ï¿½ï¿½ú³ï¿½ï¿½ï¿½ï¿½è¡ï¿½ë¿ï¿½ï¿½ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ë¿ï¿½ï¿½æ¼ï¿½ï¿½ï¿½
����6���û²ì¡¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ë¿ï¿½ï²ï¿½ï¿½×·ï¿½ó£¬½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ë¿ï¿½ï¿½æ¼ï¿½ï¿½ï¿½×°ï¿½ï¿½
�����ú¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¢ï¿½ï¿½ñ¹ï¿½ï¿½ï¿½ï¿½øµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¼ï¿½ï¿½ï¿½ï¿½ï¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôµï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ø¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¼ï¿½ï¿½éµï¿½ï¿½ï¿½ï¿½õ¡ï¿½ï¿½ï¿½×°ï¿½ï¿½ï¿½ï¿½ï¿½æ¼°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªê¶ï¿½ï¿½òªï¿½ô·ï¿½×°ï¿½ä¹ï¿½ï¿½ü£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¸ï¿½ê±ï¿½î£¬ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½â£¬ï¿½ë¿ï¿½ï¿½øµã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¡ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú£ï¿½
����1��ע��ë¼ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ë¿í¹ï¿½ï¿½ï¿½ï¿½×°ï¿½ä´ï¿½ï¿½å³ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×°ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ë·¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¿ï¿½ï¿½ï¿½ñ¡ï¿½ï¿½ó¦ï¿½ï¿½ï¿½î£ï¿½ï¿½ù½ï¿½ï¿½ï¿½ï¿½û³é¹ï¿½ï¿½ï¿½
����2���ô´ç¼ï¿½à£¬ï¿½ö¾ï¿½ï¿½ï¿½â¡£ï¿½ï¿½ë¿í½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ô´ï¿½òªï¿½ï¿½ï¿½×¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµì«ï¿½ï¿½×¨òµï¿½ôµï¿½ï¿½ï¿½ï¿½ú»ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½í¼ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¿í½ï¿½ï¿½â¡£
����3��������ö¡ï¿½òªï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½æ¼ï¿½ï¿½ï¿½×°ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½å¹ë¿í£ï¿½ï¿½ã¹ë¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡ï¿½ï¿½ï¿½ï¿½ï¿½ë¿ï¿½ï¿½ï¿½ñ¯ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ä½ï¿½ï¿½â¡£
�������ï¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¯×°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ü½á£¬ï¿½ï¿½ï¿½âµï¿½ò»ï¿½ï¿½ï¿½ï£¬ï¿½ò½ï¿½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½ï¿½ï¸ä½ï¿½ï¿½ô¼ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ë¾ï¿½ï¿½ï¿½û¸ï¿½ï¿½ó»ô»ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ü¶ï¿½ï¿½ï¿½
销售年终总结个人篇七
药品是指用于预防、治疗、诊断人的疾病,有目的地调节人的生理机能并规定有适应症或者功能主治、用法和用量的物质,下面是小编帮大家整理的20xx药品销售年终总结,希望大家喜欢。
“学海无涯,学无止境”,只有不断充电,才能维持业务发展。所以,一直以来我都积极学习。一年来公司组织了有关电脑的培训和医药知识理论及各类学习讲座,我都认真参加。通过学习知识让自己树立先进的工作理念,也明确了今后工作努力的方向。随着社会的发展,知识的更新,也催促着我不断学习。通过这些学习活动,不断充实了自己、丰富了自己的知识和见识、为自己更好的`工作实践作好了预备。
招商工作是招商部的首要任务工作。今年的招商工作虽无突飞猛进的发展,但我们还是在现实中谋得小小的创新。我们公司的代理商比较零散,大部分是做终端销售的客户,这样治理起来也很麻烦,价格也会很乱,影响到业务经理的销售,因此我们就将部分散户转给当地的业务经理来治理,相应的减少了很多浪费和不足;选择部分产品让业务经理在当地进行招商,业务经理对代理商的情况很 了解,既可以招到满足的代理商,又可以更广泛的扩展招商工作,提高公司的总体销量,销售工作总结《药品销售年终总结》。
本年度招商工作虽没有较大的起伏,但是其中之工作也是很为烦琐,其中包括了客户资料的邮寄,客户售前售后的电话回访,代理商的调研,以及客户日常的琐事,如查货、传真资料、市场销售协调工作等等一系列的工作,都需要工作人员认真的完成。对于公司交待下来的每一项任务,我都以我最大的热情把它完成好,基本上能够做到“任劳任怨、优质高效”。
反思本年来的工作,在喜看成绩的同时,也在思量着自己在工作中的不足。不足有以下几点:
1、对于药品招商工作的学习还不够深入,在招商的实践中思考得还不够多,不能及时将一些药品招商想法和问题记录下来,进行反思。
2、药品招商工作方面本年加大了招商工作学习的力度,认真研读了一些有关药品招商方面的理论书籍,但在工作实践中的应用还不到位,研究做得不够细和实,没达到自己心中的目标。
3、招商工作中没有自己的理念,今后还要努力找出一些药品招商的路子,为开创公司药品招商的新天地做出微薄之力。
4、工作观念陈旧,没有先进的工作思想,对工作的积极性不高,达不到百分百的投入,融入不到紧张无松弛的工作中。 “转变观念”做的很不到位,工作拘泥习惯,平日的不良的工作习惯、作风难以改掉。在21世纪的今天,作为公司新的补充力量,“转变观念”对于我们来说也是重中之首。
总结今年,总体工作有所提高,其他的有些工作也有待于精益求精,以后工作应更加兢兢业业,完满的完成公司交给的任务。
销售年终总结个人篇八
����ò©æ·ï¿½ï¿½ö¸ï¿½ï¿½ï¿½ï¿½ô¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¡ï¿½ï¿½ï¿½ï¿½ï¿½ëµä¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½äµøµï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü²ï¿½ï¿½æ¶¨ï¿½ï¿½ï¿½ï¿½ó¦ö¢ï¿½ï¿½ï¿½ß¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¡ï¿½ï¿½ã·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½20xxò©æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á£¬ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï²ï¿½ï¿½ï¿½ï¿½
������ñ§ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ñ§ï¿½ï¿½ö¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»ï¿½ð²ï¿½ï¿½ï³ï¿½ç£¬ï¿½ï¿½ï¿½ï¿½î¬ï¿½ï¿½òµï¿½ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ò»ö±ï¿½ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ö¯ï¿½ï¿½ï¿½ð¹øµï¿½ï¿½ôµï¿½ï¿½ï¿½ñµï¿½ï¿½ò½ò©öªê¶ï¿½ï¿½ï¿½û¼ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½î¼ó¡ï¿½í¨ï¿½ï¿½ñ§ï°öªê¶ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î£¬ò²ï¿½ï¿½è·ï¿½ë½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½ä·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä·ï¿½õ¹ï¿½ï¿½öªê¶ï¿½ä¸ï¿½ï¿½â£ï¿½ò²ï¿½ß´ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ð©ñ§ï°ï¿½î¶¯ï¿½ï¿½ï¿½ï¿½ï¿½ï³ï¿½êµï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½á¸»ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½öªê¶ï¿½í¼ï¿½ê¶ï¿½ï¿½îªï¿½ô¼ï¿½ï¿½ï¿½ï¿½ãµï¿½`����êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¤ï¿½ï¿½ï¿½ï¿½
�������ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì²ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½í½ï¿½ï¿½ä·ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ä±ï¿½ï¿½ð¡ð¡ï¿½ä´ï¿½ï¿½â¡ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ë¾ï¿½ä´ï¿½ï¿½ï¿½ï¿½ì±è½ï¿½ï¿½ï¿½é¢ï¿½ï¿½ï¿½ó²¿·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¶ï¿½ï¿½ï¿½ï¿½ûµä¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½é·³ï¿½ï¿½ï¿½û¸ï¿½ò²ï¿½ï¿½ï¿½ï¿½ò£ï¿½ó°ï¿½ìµ½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¾í½ï¿½ï¿½ï¿½ï¿½ï¿½é¢ï¿½ï¿½×ªï¿½ï¿½ï¿½ï¿½ï¿½øµï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ä¼ï¿½ï¿½ï¿½ï¿½ëºü¶ï¿½ï¿½ë·ñºí²ï¿½ï¿½ï¿½;ñ¡ï¿½ñ²¿·ö²ï¿½æ·ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½úµï¿½ï¿½ø½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì£ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ìµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ �ë½â£¬ï¿½è¿ï¿½ï¿½ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½ï¿½ä´ï¿½ï¿½ï¿½ï¿½ì£ï¿½ï¿½ö¿ï¿½ï¿½ô¸ï¿½ï¿½ã·ºï¿½ï¿½ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ü½á¡¶ò©æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á¡·ï¿½ï¿½
������������ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ð½ï´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½ò²ï¿½çºï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð°ï¿½ï¿½ï¿½ï¿½ë¿í»ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ê¼ä£ï¿½ï¿½í»ï¿½ï¿½ï¿½ç°ï¿½ûºï¿½äµç»°ï¿½ø·ã£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµäµï¿½ï¿½ð£ï¿½ï¿½ô¼ï¿½ï¿½í»ï¿½ï¿½õ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¡ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ð�������èµï¿½ò»ïµï¿½ðµä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¡ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¿ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½éºã£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¹ï¿½ï¿½ï¿½ï¿½ï¿½ê¸ï¿½ð§ï¿½ï¿½ï¿½ï¿½
������ë¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï²ï¿½ï¿½ï¿½é¼ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ò²ï¿½ï¿½ë¼ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ðµä²ï¿½ï¿½ã¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¼ï¿½ï¿½ã£º
����1������ò©æ·ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£¬ï¿½ï¿½ï¿½ï¿½ï¿½ìµï¿½êµï¿½ï¿½ï¿½ï¿½ë¼ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½à£¬ï¿½ï¿½ï¿½ü¼ï¿½ê±ï¿½ï¿½ò»ð©ò©æ·ï¿½ï¿½ï¿½ï¿½ï¿½ë·¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð·ï¿½ë¼ï¿½ï¿½
����2��ò©æ·ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ±¾ï¿½ï¿½ó´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ï¿½ò»ð©ï¿½ð¹ï¿½ò©æ·ï¿½ï¿½ï¿½ì·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¼®ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ðµï¿½ó¦ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½î»ï¿½ï¿½ï¿½ð¾ï¿½ï¿½ï¿½ï¿½ã²ï¿½ï¿½ï¿½ï¸ï¿½ï¿½êµï¿½ï¿½ã»ï¿½ïµ½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ðµï¿½ä¿ï¿½ê¡£
����3�����ì¹ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î£¬ï¿½ï¿½ï¿½òªå¬ï¿½ï¿½ï¿½ò³ï¿½ò»ð©ò©æ·ï¿½ï¿½ï¿½ìµï¿½â·ï¿½ó£ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ò©æ·ï¿½ï¿½ï¿½ìµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¢ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½
����4����������â¾é£ï¿½ã»ï¿½ï¿½ï¿½è½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ë¼ï¿½ë£¬ï¿½ô¹ï¿½ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ô²ï¿½ï¿½ß£ï¿½ï¿½ï²»ï¿½ï¿½ï¿½ù·ö°ùµï¿½í¶ï¿½ë£¬ï¿½ï¿½ï¿½ë²»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é³úµä¹ï¿½ï¿½ï¿½ï¿½ð¡ï¿½ ��ת�������äºü²ï¿½ï¿½ï¿½î»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï°ï¿½ß£ï¿½æ½ï¿½õµä²ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï°ï¿½ß¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¸äµï¿½ï¿½ï¿½ï¿½ï¿½21���íµä½ï¿½ï¿½ì£¬ï¿½ï¿½îªï¿½ï¿½ë¾ï¿½âµä²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×ªï¿½ï¿½ï¿½ï¿½î¡±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö®ï¿½×¡ï¿½
�����ü½ï¿½ï¿½ï¿½ê£¬ï¿½ï¿½ï¿½å¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ò²ï¿½ð´ï¿½ï¿½ú¾ï¿½ï¿½ï¿½ï¿½ó¾«£ï¿½ï¿½ôºï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ó¾ï¿½ï¿½ï¿½òµòµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
销售年终总结个人篇九
屈指算来,到公司已近一年的时间,回顾这一年里的工作,我在各位领导和同事的支持与帮助下,现在已基本上融入了公司这个大家庭,按照公司上级下达的要求和任务,认真做好自己的本职工作,通过这一年来的学习和工作,使我在工作模式上有了新的方法,技术和经验也得到了进一步的提升,而且在工作方式上也有了较大的改变。
首先在思想上,无论在什么情况下,我都遵守职业道德是能胜任这项工作的基本前提,无论何时何地我都奉行严于律已的信条,并切实的遵守它,另外爱岗敬业是能做好工作的关键,做好了自己的本职工作,把一点一滴的小事做好,把一分一秒的时间都抓牢,从我做起,从小事做起,从现在做起,才能每天都不同的进步。
这一年内我的岗位主要是在4g手机专区,我知道惟有积极的行动才能带来丰硕的成果。为了做好销售手机这项工作,我用心的做着领导交给我的每一项任务。g4手机专区直接面对的都是顾客,干好这份工作不仅需要熟悉每个手机产品的相关知识、流利的口才,更需要一份良好的心态,要有耐心、爱心、细心,认真对待每一位顾客,不管他来自何处、身处何职,都要对他们的要求做到认真负责,尽我所能,为他们做出最大贡献。对工作我现在充满了信心,不像刚来时那么手足无措。顾客少时耐心的跟顾客讲解,根据不同的顾客选择他们所需要的手机,让他们满意;顾客多时,做好兼顾工作对每位顾客都做好关怀服务,每个环节都不能松懈。让客户等候时也感受到我的真诚,不断熟悉业务,这样才能提高服务效率,让客户知道我们也急。发放一些手机宣传页和指引他们去3g体验专区让他们在忙时也能自行体验和比较中意的机型。每次回了新的机型我都会利用其它的时间了解这些新手机的各方面的功能与参数,这样面对顾客时也能够了如直掌地对用户介绍这些手机,才能从中不断提高自己的业务能力。厅内装修后4g手机专柜在厅的中间位置,顾客在办业务叫号等候时也会顺便来看看手机,这样我可以向顾客推荐4g手机的机会也了,由于又兼顾发放礼品的工作,我要负责的事情了,也让我更加积极起来,不过有时也会因为忙了而兼顾不到其它的顾客,而感到着急。但我相信只要我业务更加的熟练介绍更加流畅,就能更快的提快我的工作效率,从而兼顾到的顾客。
由于感到自己身上的担子很重,而自己的学识、能力还是有限的,所以总是不敢掉以轻心,总在学习,向书本学习,向周围领导学习,向同事学习,这样下来感觉自己还是有一定的进步。经过不断学习,不断积累,从容处理日常工作中出现的各类问题,保证了本岗位工作的正常进行,以正确态度对待工作任务,热爱本职工作,认真努力贯彻到实际工作中去,积极提高自身素质,争取工作的主动性,从而具备了较强的专业心,责任心,努力提高工作效率和工作质量。
有效的团队工作也可以提高工作效率。为此,在工作中我不光自己努力工作,同时也和同事之间也相处融洽。在工作中除了互相学习,借签对方的长处,学为已用。经过工作的一年时间不断充实丰富学习,我也经常不断地总结思考,也获得了许多心得与体会。平时也不断自我学习自我完善。从中也不断自我总结,这样才能把生活与工作都改善得越来越好,因为工作中,总会接触到新东西,总结也很重要,下班时间,也会不断充电思考与总结,才能让自己业务工作有的了解与感悟。
20xx已成为过去,展望20xx新的一年里,我仍将不断完善自身的不足,将工作的不断进取作为我孜孜不倦追求的目标,以一个踏实勤奋的心态来迎接新的一年,努力使思想觉悟和工作效率全面进入一个新水平,为公司做出的贡献。
销售年终总结个人篇十
������ö¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ñ½ï¿½ò»ï¿½ï¿½ï¿½ê±ï¿½ä£¬ï¿½ø¹ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¸ï¿½î»ï¿½ìµ¼ï¿½ï¿½í¬ï¿½âµï¿½ö§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¥ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½ë¾ï¿½ï¼ï¿½ï¿½â´ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä±ï¿½ö°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½í¹ï¿½ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ä£ê½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµä·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¾ï¿½ï¿½ï¿½ò²ï¿½ãµï¿½ï¿½ë½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ë½ï´ï¿½ä¸ä±ä¡£
����������ë¼ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê²ã´ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ö°òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¤ï¿½ï¿½ï¿½ï¿½ï¿½î¹¤ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½ç°ï¿½á£¬ï¿½ï¿½ï¿½ûºï¿½ê±ï¿½îµï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â°®ï¿½ú¾ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¹ï¿½ï¿½ï¿½ï¿½ä¹ø¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä±ï¿½ö°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ò»ï¿½îµï¿½ð¡ï¿½ï¿½ï¿½ï¿½ï¿½ã£ï¿½ï¿½ï¿½ò»ï¿½ï¿½ò»ï¿½ï¿½ï¿½ê±ï¿½ä¶¼×¥ï¿½î£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£¬´ï¿½ð¡ï¿½ï¿½ï¿½ï¿½ï¿½ð£¬´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£¬²ï¿½ï¿½ï¿½ã¿ï¿½ì¶¼ï¿½ï¿½í¬ï¿½ä½ï¿½ï¿½ï¿½ï¿½ï¿½
������ò»ï¿½ï¿½ï¿½ï¿½ï¿½òµä¸ï¿½î»ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½4g�ö»ï¿½×¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªï¿½ï¿½î©ï¿½ð»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ï¿½ï¿½ü´ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ä³é¹ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»ï¿½ï¿½ï¿½ï¿½î¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµ¼ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ã¿ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½g4�ö»ï¿½×¨ï¿½ï¿½ö±ï¿½ï¿½ï¿½ï¿½ôµä¶ï¿½ï¿½ç¹ë¿í£ï¿½ï¿½éºï¿½ï¿½ï¿½ý¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¤ã¿ï¿½ï¿½ï¿½ö»ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ú²å£ï¿½ï¿½ï¿½ï¿½ï¿½òªò»ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ì¬ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¸ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ã¿ò»î»ï¿½ë¿í£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôºî´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö°ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¸ºï¿½ð£¬¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü£ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¡ï¿½ï¿½ô¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ã´ï¿½ï¿½ï¿½ï¿½ï¿½þ´ë¡£ï¿½ë¿ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½äµä¸ï¿½ï¿½ë¿í½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ý²ï¿½í¬ï¿½ä¹ë¿ï¿½ñ¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£»ï¿½ë¿í¶ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ã¼ï¿½ë¹ï¿½ï¿½ï¿½ï¿½ï¿½ã¿î»ï¿½ë¿í¶ï¿½ï¿½ï¿½ï¿½ã¹ø»ï¿½ï¿½ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½ú¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¸ï¿½ï¿½ï¿½ã¿í»ï¿½ï¿½èºï¿½ê±ò²ï¿½ï¿½ï¿½üµï¿½ï¿½òµï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¤òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß·ï¿½ï¿½ï¿½ð§ï¿½ê£ï¿½ï¿½ã¿í»ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ò³ï¿½ï¿½ö¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¥3g����ר����������ã¦ê±ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í±è½ï¿½ï¿½ï¿½ï¿½ï¿½ä»ï¿½ï¿½í¡ï¿½ã¿ï¿½î»ï¿½ï¿½ï¿½ï¿½âµä»ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ö»ï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¹ë¿ï¿½ê±ò²ï¿½ü¹ï¿½ï¿½ï¿½ï¿½ï¿½ö±ï¿½æµø¶ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü´ï¿½ï¿½ð²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×°ï¿½þºï¿½4g�ö»ï¿½×¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¼ï¿½î»ï¿½ã£ï¿½ï¿½ë¿ï¿½ï¿½ú°ï¿½òµï¿½ï¿½ðºåµèºï¿½ê±ò²ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¿ï¿½ï¿½ï¿½ï¿½ï¿½ë¿ï¿½ï¿½æ¼ï¿½4g�ö»ï¿½ï¿½ä»ï¿½ï¿½ï¿½ò²ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¼ï¿½ë·ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ò²ï¿½ï¿½ï¿½ò¸ï¿½ï¿½ó»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ò²ï¿½ï¿½ï¿½ï¿½îªã¦ï¿½ë¶ï¿½ï¿½ï¿½ë²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ë¿í£ï¿½ï¿½ï¿½ï¿½ðµï¿½ï¿½å¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»òªï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½óµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµä¹ï¿½ï¿½ï¿½ð§ï¿½ê£ï¿½ï¿½ó¶ï¿½ï¿½ï¿½ëµï¿½ï¿½ä¹ë¿í¡ï¿½
�������ú¸ðµï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ïµäµï¿½ï¿½óºï¿½ï¿½ø£ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ñ§ê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½þµä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½é±¾ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î§ï¿½ìµ¼ñ§ï°ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¾ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ä½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï»ï¿½ï¿½û£ï¿½ï¿½ï¿½ï¿½ý´ï¿½ï¿½ï¿½ï¿½õ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½öµä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ö¤ï¿½ë±ï¿½ï¿½ï¿½î»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½è·ì¬ï¿½è¶ô´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è°ï¿½ï¿½ï¿½ö°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½á³¹ï¿½ï¿½êµï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ó¶ï¿½ï¿½ß±ï¿½ï¿½ë½ï¿½ç¿ï¿½ï¿½×¨òµï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½å¬ï¿½ï¿½ï¿½ï¿½ß¹ï¿½ï¿½ï¿½ð§ï¿½êºí¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
������ð§ï¿½ï¿½ï¿½å¶ó¹ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¹ï¿½ï¿½ï¿½ð§ï¿½ê¡ï¿½îªï¿½ë£ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ô¼ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ò²ï¿½ï¿½í¬ï¿½ï¿½ö®ï¿½ï¿½ò²ï¿½à´¦ï¿½ï¿½ç¢ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ë»ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ç©ï¿½ô·ï¿½ï¿½ä³ï¿½ï¿½ï¿½ï¿½ï¿½ñ§îªï¿½ï¿½ï¿½ã¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ê±ï¿½ä²»ï¿½ï³ï¿½êµï¿½á¸»ñ§ï°ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ü½ï¿½ë¼ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµï¿½ï¿½ï¿½ï¿½ï¿½á¡£æ½ê±ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¡ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æµï¿½ô½ï¿½ï¿½ô½ï¿½ã£ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ü»ï¿½ó´ï¿½ï¿½ï¿½ï¿½â¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½ò²ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½â°ï¿½ê±ï¿½ä£¬ò²ï¿½á²»ï¿½ï³ï¿½ï¿½ë¼ï¿½ï¿½ï¿½ï¿½ï¿½ü½á£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ðµï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����20xx�ñ³ï¿½îªï¿½ï¿½è¥ï¿½ï¿½õ¹ï¿½ï¿½20xx�âµï¿½ò»ï¿½ï¿½ï¿½ï£¬ï¿½ï¿½ï¿½ô½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½ï¿½ã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï½ï¿½è¡ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½î²ï¿½ï¿½ï¿½×·ï¿½ï¿½ï¿½ä¿ï¿½ê£¬ï¿½ï¿½ò»ï¿½ï¿½ì¤êµï¿½ú·üµï¿½ï¿½ï¿½ì¬ï¿½ï¿½ó���âµï¿½ò»ï¿½ê£¬å¬ï¿½ï¿½ê¹ë¼ï¿½ï¿½ï¿½ï¿½ï¿½í¹ï¿½ï¿½ï¿½ð§ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ë®æ½ï¿½ï¿½îªï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½×¡ï¿½
销售年终总结个人篇十一
转眼一年即将过去,我们将满怀信心的迎接20_年的到来。在过去的一年里,我们有高兴也有辛酸,总体来说,我们是圆满完成了公司所定的销售任务,在_的_年时间里我们一直坚持真诚专业的态度对待每一位顾客,力求提供符合他们的款式经过努力的锻炼自己,基本能够掌握顾客的心理,利用顾客的心理抓住每一位有意购买的顾客,努力提高我们_的销售,进一步提升品牌的知名度。在_这个展示才华的大舞台中,也结识了许多新朋友,同时也感谢和我并肩奋斗的同事和领导。
以下是我对_的年底总结:
一、认真学习,努力提高
我们必须大量学习专业知识,以及销售人员行业的相关知识,才能在时代的不断发展变化中,不被淘汰。
二、脚踏实地,努力工作
作为一名合格的销售人员,必须熟悉专业知识,勤奋努力,一步一个脚印,对领导下达的任务,认真对待,及时办理。
三、存在的问题
通过这一年的工作,我也清醒的看到自己的不足之处,只要是针对有意购买的顾客没有做到及时的跟踪回访,所以在以后的工作中将做好记录,定期回访,使他们都成为我们的老顾客,总之,在工作中,我通过努力学习收获非常大,我坚信只要用心去做就一定能做好。
做好本职工作我概括出三大点:
1.热情服务每一位顾客,我们每天都在接待着形形色色的顾客,不管顾客有多叼难,也不管顾客是不是我们的潜在客户,我们都要热情服务,面带微笑的为他们讲解。
2,对工作充满激情,不管每天我们的工作有多么的乏味,我们都应该保持高度的责任心和满腔的热情。
3.控制好自己的情绪,对待每一位顾客我们都要一视同仁,不骄不燥,耐心的对待每一位进店的顾客。
顾客是我们的衣食父母,我们只有服务好顾客,使顾客认同我们的商品购买我们的商品,我们才有钱可赚,我们有了客户,就可以保障我们销售工作,我们就可以拿得到工资!我们工作做好了,销量提升了,我们就可以拿得到更多的奖金。顾客是上帝,上帝永远是对的,是有理的,所以我们不要以上帝去争论是非,因为你如果得罪了一个顾客,就有可能失去的是以批消费者,所以我们销售人员一定要将这句话作为一切的工作前提。如果一个很挑剔,同时又很谨慎的客户,我们一定要尽力把任何事情做好,对自己也是一个锻炼。当我们说的顾客哑口无言,做事又令顾客满意的时候,证明我们有能力,而且能让我们的顾客信服,我们的销售也会源源不断地。千万不能小看每一位顾客,我们应用真诚去打动他们。认认真真地对待每一位顾客,让每一位顾客满意。
像_开会时讲了她所亲生经历的那一件事情,我觉得那是因为_的真诚感动了他们,挽回了最大的损失。为什么_能对待每一位顾客都做到用真诚的心去打动顾客我们却不能?我们还是没有真正的投入到工作当中,也没有明白我们所想要的是什么。我们只要知道和懂得了我们每天来上班时为了什么,这样才会做到像_那样,我们才会可以拿到我们应得的奖金。所以我们要真诚对待每一个客户,把顾客当成自己的朋友,只有这样才会取得成功。我们大家不管在哪各行业只要我们做一行爱一行,在工作中我们尽自己最大的努力主动负责的心态去做好每一件事,相信肯定会得到大家的认可的。像_所给我们讲沃尔玛创始人说的:一个顾客的背后就是一个市场,我们的老板只有一个,那就是我们的顾客,是他付给我们每月的薪水,只有他可以解雇上至董事长的每个人,做法很简单,只要他改变购物习惯,换到别的商店购买就是了,我们大家要时刻牢记这户话,懂得我们的薪水是谁给的,这样我们才会拿到更多的报酬的。我们每一位员工都应:
1.热爱本职工作,热爱销售
任何一个人只有在做自己喜欢的事情的时候才会用心的去做,所以作为一名销售人员首先是要热爱销售,喜欢与人交流与人沟通,敢于承受其中的压力,胜不骄败不馁,只有做到这些,我们才会有好心情。
2.有一颗感恩的心
为我们提供了这样一个硕大的舞台,客户为我们提供了施展才能的地方,所以我们要有一个感恩的心,有了这颗感恩的心,我们就回去努力,去拼搏。
销售年终总结个人篇十二
����ת��ò»ï¿½ê¼´ï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ï¿½ç½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµï¿½ó��20_��äµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½è¥ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï£¬ï¿½ï¿½ï¿½ï¿½ï¿½ð¸ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½á£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½_��_��ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ö±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¨òµï¿½ï¿½ì¬ï¿½è¶ô´ï¿½ã¿ò»î»ï¿½ë¿í£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½á¹©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµä¿ï¿½ê½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½ä¶ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¹ï¿½ï¿½ï¿½ï¿½õ¹ë¿íµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¹ë¿íµï¿½ï¿½ï¿½ï¿½ï¿½×¥×¡ã¿ò»î»ï¿½ï¿½ï¿½â¹ºï¿½ï¿½ä¹ë¿í£ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½_�����û£ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµï¿½öªï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½_���õ¹ê¾ï¿½å»ï¿½ï¿½ä´ï¿½ï¿½ï¿½ì¨ï¿½ð£ï¿½ò²ï¿½ï¿½ê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ£ï¿½í¬ê±ò²ï¿½ï¿½ð»ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ü¶ï¿½ï¿½ï¿½í¬ï¿½âºï¿½ï¿½ìµ¼ï¿½ï¿½
�����������ò¶ï¿½_������ü½á£º
����ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½
�������ç±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï°×¨òµöªê¶ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï·ï¿½õ¹ï¿½ä»¯ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì��
����������ì¤êµï¿½ø£ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
������îªò»ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¤×¨òµöªê¶ï¿½ï¿½ï¿½ú·ï¿½å¬ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ó¡ï¿½ï¿½ï¿½ï¿½ï¿½ìµ¼ï¿½â´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
�����������úµï¿½ï¿½ï¿½ï¿½ï¿½
����í¨ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ñµä¿ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä²ï¿½ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½ö»òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¹ºï¿½ï¿½ä¹ë¿ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä¸ï¿½ï¿½ù»ø·ã£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôºï¿½ä¹ï¿½ï¿½ï¿½ï¿½ð½ï¿½ï¿½ï¿½ï¿½ã¼ï¿½â¼ï¿½ï¿½ï¿½ï¿½ï¿½ú»ø·ã£ï¿½ê¹ï¿½ï¿½ï¿½ç¶ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½çµï¿½ï¿½ï¹ë¿í£ï¿½ï¿½ï¿½ö®ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½í¨ï¿½ï¿½å¬ï¿½ï¿½ñ§ï°ï¿½õ»ï¿½ç³ï¿½ï¿½ï¿½ï¿½ò¼ï¿½ï¿½ï¿½ö»òªï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¡ï¿½
�������ã±ï¿½ö°ï¿½ï¿½ï¿½ï¿½ï¿½ò¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã£º
����1.�������ã¿ò»î»ï¿½ë¿í£ï¿½ï¿½ï¿½ï¿½ï¿½ã¿ï¿½ì¶¼ï¿½ú½ó´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é«é«ï¿½ä¹ë¿í£ï¿½ï¿½ï¿½ï¿½ü¹ë¿ï¿½ï¿½ð¶ï¿½ï¿½ï¿½ñ£ï¿½ò²ï¿½ï¿½ï¿½ü¹ë¿ï¿½ï¿½ç²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ç±ï¿½ú¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¶ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¢ð¦ï¿½ï¿½îªï¿½ï¿½ï¿½ç½ï¿½ï¿½â¡£
����2���ô¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½çµä¹ï¿½ï¿½ï¿½ï¿½ð¶ï¿½ã´ï¿½ä·ï¿½î¶ï¿½ï¿½ï¿½ï¿½ï¿½ç¶ï¿½ó¦ï¿½ã±ï¿½ï¿½ö¸ß¶èµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äºï¿½ï¿½ï¿½ç»ï¿½ï¿½ï¿½ï¿½ï¿½é¡£
����3.���æºï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ã¿ò»î»ï¿½ë¿ï¿½ï¿½ï¿½ï¿½ç¶ï¿½òªò»ï¿½ï¿½í¬ï¿½ê£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï£¬ï¿½ï¿½ï¿½äµä¶ô´ï¿½ã¿ò»î»ï¿½ï¿½ï¿½ï¿½ä¹ë¿í¡ï¿½
�����ë¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½ê³ï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»ï¿½ð·ï¿½ï¿½ï¿½ã¹ë¿í£ï¿½ê¹ï¿½ë¿ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½ï¿½ç®ï¿½ï¿½×¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¿í»ï¿½ï¿½ï¿½ï¿½í¿ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¾í¿ï¿½ï¿½ï¿½ï¿½ãµãµï¿½ï¿½ï¿½ï¿½ï¿½!���ç¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ç¾í¿ï¿½ï¿½ï¿½ï¿½ãµãµï¿½ï¿½ï¿½ï¿½ï¿½ä½ï¿½ï¿½ð¡£¹ë¿ï¿½ï¿½ï¿½ï¿½ïµû£ï¿½ï¿½ïµï¿½ï¿½ï¿½ô¶ï¿½ç¶ôµä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²ï¿½òªï¿½ï¿½ï¿½ïµï¿½è¥ï¿½ï¿½ï¿½ï¿½ï¿½ç·ç£ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ë¿í£ï¿½ï¿½ï¿½ï¿½ð¿ï¿½ï¿½ï¿½ê§è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ò»ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ä»°ï¿½ï¿½îªò»ï¿½ðµä¹ï¿½ï¿½ï¿½ç°ï¿½á¡£ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½þ£ï¿½í¬ê±ï¿½öºü½ï¿½ï¿½ï¿½ï¿½ä¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã£ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ò²ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ä¹ë¿ï¿½ï¿½æ¿ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ö¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµä¹ë¿ï¿½ï¿½å·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ô´ô´ï¿½ï¿½ï¿½ïµø¡ï¿½ç§ï¿½ï¿½ï¿½ï¿½ð¡ï¿½ï¿½ã¿ò»î»ï¿½ë¿í£ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ï¿½ç¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø¶ô´ï¿½ã¿ò»î»ï¿½ë¿í£ï¿½ï¿½ï¿½ã¿ò»î»ï¿½ë¿ï¿½ï¿½ï¿½ï¿½â¡£
������_����ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ò¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îª_����ï¸ð¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê§ï¿½ï¿½îªê²ã´_�ü¶ô´ï¿½ã¿ò»î»ï¿½ë¿í¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½è¥ï¿½ò¶¯¹ë¿ï¿½ï¿½ï¿½ï¿½ï¿½è´ï¿½ï¿½ï¿½ï¿½?���ç»ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¶ï¿½ëµ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ò²ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ê²ã´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»òªöªï¿½ï¿½ï¿½í¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½ï°ï¿½ê±îªï¿½ï¿½ê²ã´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½_���������ç²å»ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ãµä½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¶ô´ï¿½ã¿ò»ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ñ¹ë¿íµï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ£ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å»ï¿½è¡ï¿½ã³é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç´ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¸ï¿½ï¿½ï¿½òµö»òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ð°ï¿½ò»ï¿½ð£ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¾ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¬è¥ï¿½ï¿½ï¿½ï¿½ã¿ò»ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½ï¿½å¿ï¶ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½òµï¿½ï¿½ï¿éµä¡ï¿½ï¿½ï¿½_�������ç½ï¿½ï¿½ö¶ï¿½ï¿½ê´´ê¼ï¿½ï¿½ëµï¿½ä£ï¿½ò»ï¿½ï¿½ï¿½ë¿íµä±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ï°ï¿½ö»ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ç¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµä¹ë¿í£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¿ï¿½âµï¿½ð½ë®ï¿½ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â³ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¼òµ¥£ï¿½ö»òªï¿½ï¿½ï¿½ä±ä¹ºï¿½ï¿½ï°ï¿½ß£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµê¹ºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ç´ï¿½ï¿½òªê±ï¿½ï¿½ï¿½î¼ï¿½ï¿½â»§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ð½ë®ï¿½ï¿½ë���ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²å»ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ä±ï¿½ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ï¿½ã¿ò»î»ô±ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½
����1.�è°ï¿½ï¿½ï¿½ö°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è°ï¿½ï¿½ï¿½ï¿½ï¿½
�����îºï¿½ò»ï¿½ï¿½ï¿½ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½å»ï¿½ï¿½ï¿½ï¿½äµï¿½è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½è°ï¿½ï¿½ï¿½ï¿½û£ï¿½ï²ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ú³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ðµï¿½ñ¹ï¿½ï¿½ï¿½ï¿½ê¤ï¿½ï¿½ï¿½ï¿½ï¿½ü²ï¿½ï¿½ù£ï¿½ö»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ï¿½ç²å»ï¿½ï¿½ðºï¿½ï¿½ï¿½ï¿½é¡£
����2.��ò»ï¿½å¸ð¶ï¿½ï¿½ï¿½ï¿½ï¿½
����îªï¿½ï¿½ï¿½ï¿½ï¿½á¹©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ï¿½ì¨ï¿½ï¿½ï¿½í»ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½á¹©ï¿½ï¿½ê©õ¹ï¿½ï¿½ï¿½üµäµø·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ò»ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¸ð¶ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ç¾í»ï¿½è¥å¬ï¿½ï¿½ï¿½ï¿½è¥æ´ï¿½ï¿½ï¿½ï¿½
销售年终总结个人篇十三
在x服饰上班到现在为止已经整一年多了。每天都处于一种紧张忙碌的学习状态之中。通过学习,我深深感到x的博大深厚,深深发现需要学习的知识太多太多。来x后我被分在服饰区,现对今年工作加以总结。
来到服饰区,首先在现场站柜学习,了解服饰子的分类,质量,价位,产地以及服饰子的销售技巧,从而弥补对所在区域物品的不了解。其次,在每天的例行工作中,督促柜组卫生,疏通消防通道,监督导购穿工服,戴工卡,留意标价签的整齐摆放,正确书写,检查销售小票,磁扣的打定,录入单的填写,做到最好的预防工作。最后,根据实际情况,分析各柜组的不足之处,让各个柜组的各项工作都能得到更好的改进。这些现场工作看似都是一些繁琐的不值一提的小事,但是销售无小事,服务无小事,无数个小事堆积起来就是大事了。有本书写得好:细节决定成败。只有关注细节,关注日常小事,才能保持一个良好的销售环境,才能保证一个服务的良好进行,才能保证销售到更好业绩。
在业务方面也学了很多,从录入单的正确录入,标签的正确填写,导购员规章制度等简单的业务到跟重货制度,售后服务标准,商品质量三包的实施细则等高难度业务。但我个人认为,学得虽然不少,但真正能用得到的并不是很多,因为所有的事情都是看人看事看情况而定,要做到真正服务于顾客,服务于供货商,并不仅仅是靠背会制度就能办到的。这就需要我们从实践中去学习制度,去体会x理念,去处理所遇到的事情,需要我们不间断的学习,提高自身的素质,才能成为一名合格的x管理人员。
在x工作的这几天,因为服饰区是商场所有区域里售后最多的区域,所以除了现场工作和业务的学习外,看到最多的就是处理售后。而这些售后的处理又让我不止一次的感叹:顾客在x就绝对是上帝!所有的售后服务都是以顾客为中心,站在顾客的立场上去理解顾客,去处理问题,尽量的让顾客满意。由于x的售后服务好,也就同时给那些蛮不讲理的顾客带来了机会,强词夺理,但我们的售后人员并不与其强争,而是温和的给他们讲解三包的规定范围,用自己的态度和服务去感动这些难缠的上帝。
我作为一个新的管理人员,我一定要取其精华,努力学习,真正领会企业服务理念,并在日常工作细节上认真对待,争取成为一名优秀的管理人员,还希望各位前辈和领导能给予更多的指导。
销售年终总结个人篇十四
������x�����ï°àµ½ï¿½ï¿½ï¿½ï¿½îªö¹ï¿½ñ¾ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ã¿ï¿½ì¶¼ï¿½ï¿½ï¿½ï¿½ò»ï¿½ö½ï¿½ï¿½ï¿½ã¦âµï¿½ï¿½ñ§ï°×´ì¬ö®ï¿½ð¡ï¿½í¨ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ðµï¿½x�ä²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î·¢ï¿½ï¿½ï¿½ï¿½òªñ§ï°ï¿½ï¿½öªê¶ì«ï¿½ï¿½ì«ï¿½à¡£ï¿½ï¿½x���ò±ï¿½ï¿½ï¿½ï¿½ú·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¶ô½ï¿½ï¿½ê¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á¡£
����
�����������������������ö³ï¿½õ¾ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½ï¿½óµä·ï¿½ï¿½à£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óµï¿½ï¿½ï¿½ï¿½û¼ï¿½ï¿½é£ï¿½ï¿½ó¶ï¿½ï¿½ö²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ä²ï¿½ï¿½ë½â¡£ï¿½ï¿½î£ï¿½ï¿½ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¹ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ù¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½à¶½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú·å£ï¿½ï¿½ï¿½è·ï¿½ï¿½ð´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡æ±ï¿½ï¿½ï¿½å¿ûµä´ò¶¨£ï¿½â¼ï¿½ëµ¥ï¿½ï¿½ï¿½ï¿½ð´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ô¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó£¬¸ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½ï¿½ã¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¸ï¿½ï¿½î¹¤ï¿½ï¿½ï¿½ï¿½ï¿½üµãµï¿½ï¿½ï¿½ï¿½ãµä¸ä½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ö³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¶ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½öµò»ï¿½ï¿½ï¿½ð¡ï¿½â£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½â£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½â£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½â¶ñ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç´ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½ð±ï¿½ï¿½ï¿½ð´ï¿½ãºã£ï¿½ï¸ï¿½ú¾ï¿½ï¿½ï¿½ï¿½é°ü¡ï¿½ö»ï¿½ð¹ï¿½×¢ï¸ï¿½ú£ï¿½ï¿½ï¿½×¢ï¿½õ³ï¿½ð¡ï¿½â£ï¿½ï¿½ï¿½ï¿½ü±ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½û»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü±ï¿½ö¤ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ü±ï¿½ö¤ï¿½ï¿½ï¿½ûµï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½
����
������òµï¿½ï¿½ï¿½ï¿½ò²ñ§ï¿½ëºü¶à£¬ï¿½ï¿½â¼ï¿½ëµ¥ï¿½ï¿½ï¿½ï¿½è·â¼ï¿½ë£¬ï¿½ï¿½ç©ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ð´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½æ¶èµè¼òµ¥µï¿½òµï¿½ñµ½¸ï¿½ï¿½ø»ï¿½ï¿½æ¶è£ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½×¼ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµê©ï¸ï¿½ï¿½è¸ï¿½ï¿½ñ¶ï¿½òµï¿½ñ¡£µï¿½ï¿½ò¸ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ñ§ï¿½ï¿½ï¿½ï¿½è»ï¿½ï¿½ï¿½ù£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµãµï¿½ï¿½ä²ï¿½ï¿½ï¿½ï¿½çºü¶à£¬ï¿½ï¿½îªï¿½ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½é¶¼ï¿½ç¿ï¿½ï¿½ë¿ï¿½ï¿½â¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ë¿í£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ì£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¶è¾ï¿½ï¿½ü°ìµ½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ç´ï¿½êµï¿½ï¿½ï¿½ï¿½è¥ñ§ï°ï¿½æ¶è£ï¿½è¥ï¿½ï¿½ï¿½x���è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½òªï¿½ï¿½ï¿½ç²ï¿½ï¿½ï¿½ïµï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½ï¿½ü³ï¿½îªò»ï¿½ï¿½ï¿½ï¸ï¿½ï¿½x������ô±ï¿½ï¿½
����
������x�������⼸�죬��îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô³ï¿½ï¿½ï¿½ï¿½ö³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ñ§ï°ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¾ï¿½ï¿½ç´ï¿½ï¿½ï¿½ï¿½ûºó¡£¶ï¿½ï¿½ï¿½ð©ï¿½ûºï¿½ä´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ö¹ò»ï¿½îµä¸ï¿½ì¾ï¿½ï¿½ï¿½ë¿ï¿½ï¿½ï¿½x�í¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½!���ðµï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¹ë¿ï¿½îªï¿½ï¿½ï¿½ä£ï¿½õ¾ï¿½ú¹ë¿íµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ë¿í£ï¿½è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¹ë¿ï¿½ï¿½ï¿½ï¿½â¡£ï¿½ï¿½ï¿½ï¿½x���ûºï¿½ï¿½ï¿½ï¿½ã£ï¿½ò²ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ë¿í´ï¿½ï¿½ï¿½ï¿½ë»ï¿½ï¿½á£¬ç¿ï¿½ê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ûºï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âºíµä¸ï¿½ï¿½ï¿½ï¿½ç½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹æ¶¨ï¿½ï¿½î§ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ì¬ï¿½èºí·ï¿½ï¿½ï¿½è¥ï¿½ð¶ï¿½ï¿½ï¿½ð©ï¿½ñ²ï¿½ï¿½ï¿½ï¿½ïµû¡ï¿½
��������îªò»ï¿½ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½òªè¡ï¿½ä¾«ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ñ§ï°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î£¬ï¿½ï¿½ï¿½ï¿½ï¿½õ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½îªò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½î»ç°ï¿½ï¿½ï¿½ï¿½ï¿½ìµ¼ï¿½ü¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¸ï¿½ï¿½ï¿½ï¿½
销售年终总结个人篇十五
xx年即将过去,在这将近一年的时间中我通过努力的工作,也有了一点收获,临近年终,我感觉有必要对自己的工作做一下总结。目的在于吸取教训,提高自己,以至于把工作做的更好,自己有信心也有决心把明年的工作做的更好。下面我对一年的工作进行简要的总结。
我是今年三月份到公司工作的,四月份开始组建市场部,在没有负责市场部工作以前,我是没有销售经验的,仅凭对销售工作的热情,而缺乏行业销售经验和行业知识。为了迅速融入到这个行业中来,到公司之后,一切从零开始,一边学习产品知识,一边摸索市场,遇到销售和产品方面的难点和问题,我经常请教经理和北京总公司几位领导和其他有经验的同事,一起寻求解决问题的方案和对一些比较难缠的客户研究针对性策略,取得了良好的效果。
通过不断的学习产品知识,收取同行业之间的信息和积累市场经验,现在对市场有了一个大概的认识和了解。现在我逐渐可以清晰、流利的应对客户所提到的各种问题,准确的把握客户的需要,良好的与客户沟通,因此逐渐取得了客户的信任。所以经过大半年的努力,也取得了几个成功客户案例,一些优质客户也逐渐积累到了一定程度,对市场的认识也有一个比较透明的掌握。在不断的学习产品知识和积累经验的同时,自己的能力,业务水平都比以前有了一个较大幅度的提高,针对市场的一些变化和同行业之间的竞争,现在可以拿出一个比较完整的方案应付一些突发事件。对于一个项目可以全程的操作下来存在的缺点:
对于市场了解的还不够深入,对产品的技术问题掌握的过度薄弱,不能十分清晰的向客户解释,对于一些大的问题不能快速拿出一个很好的解决问题的方法。在与客户的沟通过程中,过分的依赖和相信客户,以至于引起一连串的不良反应。本职的工作做得不好,感觉自己还停留在一个销售人员的位置上,对市场销售人员的培训,指导力度不够,影响市场部的销售业绩。
在将近一年的时间中,经过市场部全体员工共同的努力,使我们公司的产品知名度在市场上渐渐被客户所认识,良好的售后服务加上优良的产品品质获得了客户的一致好评,也取得了宝贵的销售经验和一些成功的客户案例。这是我认为我们做的比较好的方面,但在其他方面在工作中我们做法还是存在很大的问题。
下面是公司xx年总的销售情况:
从上面的销售业绩上看,我们的工作做的是不好的,可以说是销售做的十分的失败。产品价格混乱,这对于我们开展市场造成很大的压力。
客观上的一些因素虽然存在,在工作中其他的一些做法也有很大的问题,主要表现在销售工作最基本的客户访问量太少。市场部是今年四月中旬开始工作的,在开始工作倒现在有记载的客户访问记录有个,加上没有记录的概括为个,八个月天的时间,总体计算三个销售人员一天拜访的客户量个。从上面的数字上看我们基本的访问客户工作没有做好。
沟通不够深入。销售人员在与客户沟通的过程中,不能把我们公司产品的情况十分清晰的传达给客户,了解客户的真正想法和意图;对客户提出的某项建议不能做出迅速的反应。在传达产品信息时不知道客户对我们的产品有几分了解或接受的什么程度,洛阳迅及汽车运输有限公本文来自,请保留此标记。司就是一个明显的例子。工作没有一个明确的目标和详细的计划。销售人员没有养成一个写工作总结和计划的习惯,销售工作处于放任自流的状态,从而引发销售工作没有一个统一的管理,工作时间没有合理的分配,工作局面混乱等各种不良的后果。
新业务的开拓不够,业务增长小,个别业务员的工作责任心和工作计划性不强,业务能力还有待提高
现在市场品牌很多,但主要也就是那几家公司,现在我们公司的产品从产品质量,功能上属于上等的产品。在价格上是卖得偏高的价位,在本年销售产品过程中,牵涉问题最多的就是产品的价格。有几个因为价格而丢单的客户,面对小型的客户,价格不是太别重要的问题,但面对采购数量比较多时,客户对产品的价位时非常敏感的。在明年的销售工作中我认为产品的价格做一下适当的浮动,这样可以促进销售人员去销售。在区域,我们公司进入市场比较晚,产品的知名度与价格都没有什么优势,在开拓市场压力很大,所以我们把主要的市场放在地区市上,那里的市场竞争相对的来说要比小一点。外界因素减少了,加上我们的销售人员的灵活性,我相信我们做的比原来更好。
市场是良好的,形势是严峻的。可以用这一句话来概括,在技术发展飞快地今天,明年是大有作为的一年,假如在明年一年内没有把市场做好,没有抓住这个机遇,我们很可能失去这个机会,永远没有机会在做这个市场。
在明年的工作规划中下面的几项工作作为主要的工作来做:1、建立一支熟悉业务,而相对稳定的销售团队。
人才是企业最宝贵的资源,一切销售业绩都起源于有一个好的销售人员,建立一支具有凝聚力,合作精神的销售团队是企业的根本。在明年的工作中建立一个和谐,具有杀伤力的团队作为一项主要的工作来抓。
2、完善销售制度,建立一套明确系统的业务管理办法。
销售管理是企业的老大难问题,销售人员出差,见客户处于放任自流的状态。完善销售管理制度的目的是让销售人员在工作中发挥主观能动性,对工作有高度的责任心,提高销售人员的主人翁意识。
3、培养销售人员发现问题,总结问题,不断自我提高的习惯。
培养销售人员发现问题,总结问题目的在于提高销售人员综合素质,在工作中能发现问题总结问题并能提出自己的看法和建议,业务能力提高到一个新的档次。
4、在地区市建立销售,服务网点。(建议试行)
根据今年在出差过程中遇到的一系列的问题,约好的客户突然改变行程,毁约,车辆不在家的情况,使计划好的行程被打乱,不能顺利完成出差的目的。造成时间,资金上的浪费。
5、销售目标
今年的销售目标最基本的是做到月月有进帐的单子。根据公司下达的销售任务,把任务根据具体情况分解到每月,每周,每日;以每月,每周,每日的销售目标分解到各个销售人员身上,完成各个时间段的销售任务。并在完成销售任务的基础上提高销售业绩。
我认为公司明年的发展是与整个公司的员工综合素质,公司的指导方针,团队的建设是分不开的。提高执行力的标准,建立一个良好的销售团队和有一个好的工作模式与工作环境是工作的关键。
销售年终总结个人篇十六
����
����xx�꼴����è¥ï¿½ï¿½ï¿½ï¿½ï¿½â½«ï¿½ï¿½ò»ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½å¬ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½õ»ï¿½ï¿½ù½ï¿½ï¿½ï¿½ï¿½õ£ï¿½ï¿½ò¸ð¾ï¿½ï¿½ð±ï¿½òªï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ü½á¡£ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú°ñ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¸ï¿½ï¿½ã£ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ð¾ï¿½ï¿½ä°ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¸ï¿½ï¿½ã¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ò»ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¼ï¿½òªï¿½ï¿½ï¿½ü½á¡£
�������ç½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â·ýµï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½â·ý¿ï¿½ê¼ï¿½é½¨ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ð¸ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½æ¾ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½è±ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµöªê¶ï¿½ï¿½îªï¿½ï¿½ñ¸ï¿½ï¿½ï¿½ï¿½ï¿½ëµ½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ö®ï¿½ï¿½ò»ï¿½ð´ï¿½ï¿½ã¿ªê¼ï¿½ï¿½ò»ï¿½ï¿½ñ§ï°ï¿½ï¿½æ·öªê¶ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ûºí²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ò¾ï¿½ï¿½ï¿½ï¿½ï¿½ì¾ï¿½ï¿½ï¿½ï¿½í±ï¿½ï¿½ï¿½ï¿½ü¹ï¿½ë¾ï¿½ï¿½î»ï¿½ìµ¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¾ï¿½ï¿½ï¿½ï¿½í¬ï¿½â£ï¿½ò»ï¿½ï¿½ñ°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä·ï¿½ï¿½ï¿½ï¿½í¶ï¿½ò»ð©ï¿½è½ï¿½ï¿½ñ²ï¿½ï¿½ä¿í»ï¿½ï¿½ð¾ï¿½ï¿½ï¿½ï¿½ï¿½ô²ï¿½ï¿½ô£ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ð§ï¿½ï¿½ï¿½ï¿½
����í¨ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ñ§ï°ï¿½ï¿½æ·öªê¶ï¿½ï¿½ï¿½ï¿½è¡í¬ï¿½ï¿½òµö®ï¿½ï¿½ï¿½ï¿½ï¿½ï¢ï¿½í»ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½ï¿½ú¶ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½åµï¿½ï¿½ï¿½ê¶ï¿½ï¿½ï¿½ë½â¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð½¥¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ô¿í»ï¿½ï¿½ï¿½ï¿½áµ½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬×¼è·ï¿½ä°ï¿½ï¿½õ¿í»ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ë¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¡ï¿½ï¿½ï¿½ï¿½ô¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ò²è¡ï¿½ï¿½ï¿½ë¼ï¿½ï¿½ï¿½ï¿½é¹ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ê¿í»ï¿½ò²ï¿½ð½¥»ï¿½ï¿½ûµï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ì¶è£ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ê¶ò²ï¿½ï¿½ò»ï¿½ï¿½ï¿½è½ï¿½í¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¡ï¿½ï¿½ú²ï¿½ï¿½ïµï¿½ñ§ï°ï¿½ï¿½æ·öªê¶ï¿½í»ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ë®æ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï´ï¿½ï¿½ï¿½èµï¿½ï¿½ï¿½ß£ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ò»ð©ï¿½ä»¯ï¿½ï¿½í¬ï¿½ï¿½òµö®ï¿½ï¿½ä¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¿ï¿½ï¿½ï¿½ï¿½ã³ï¿½ò»ï¿½ï¿½ï¿½è½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä·ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ò»ð©í»ï¿½ï¿½ï¿½â¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½è«ï¿½ìµä²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½úµï¿½è±ï¿½ã£º
���������ð³ï¿½ï¿½ë½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£¬ï¿½ô²ï¿½æ·ï¿½ä¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õµä¹ï¿½ï¿½è±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½í£ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â²»ï¿½ü¿ï¿½ï¿½ï¿½ï¿½ã³ï¿½ò»ï¿½ï¿½ï¿½üºãµä½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½ä¹ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ö°ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã²ï¿½ï¿½ã£ï¿½ï¿½ð¾ï¿½ï¿½ô¼ï¿½ï¿½ï¿½í£ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½î»ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ö¸ï¿½ï¿½ï¿½ï¿½ï¿½è²ï¿½ï¿½ï¿½ï¿½ï¿½ó°ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½
����
�����ú½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½è«ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ç¹ï¿½ë¾ï¿½ä²ï¿½æ·öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ê¶ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½æ·æ·ï¿½ê»ï¿½ï¿½ï¿½ë¿í»ï¿½ï¿½ï¿½ò»ï¿½âºï¿½ï¿½ï¿½ï¿½ï¿½ò²è¡ï¿½ï¿½ï¿½ë±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½é¹ï¿½ï¿½ä¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä±è½ïºãµä·ï¿½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç´ï¿½ï¿½úºü´ï¿½ï¿½ï¿½ï¿½ï¿½â¡£
���������ç¹ï¿½ë¾xx���üµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
���������������òµï¿½ï¿½ï¿½ï¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½ãµä£ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê®ï¿½öµï¿½ê§ï¿½ü¡ï¿½ï¿½ï¿½æ·ï¿½û¸ï¿½ï¿½ï¿½ò£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½õ¹ï¿½ð³ï¿½ï¿½ï¿½éºü´ï¿½ï¿½ñ¹ï¿½ï¿½ï¿½ï¿½
�����í¹ï¿½ï¿½ïµï¿½ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è»ï¿½ï¿½ï¿½ú£ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ï¿½ò²ï¿½ðºü´ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì«ï¿½ù¡ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ç½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ®ï¿½ï¿½ê¼ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ú¿ï¿½ê¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¼ï¿½ï¿½øµä¿í»ï¿½ï¿½ï¿½ï¿½ê¼ï¿½â¼ï¿½ð¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ð¼ï¿½â¼ï¿½ä¸ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ë¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ò»ï¿½ï¿½ý·ãµä¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿ï¿½ï¿½ï¿½ï¿½ç»ï¿½ï¿½ï¿½ï¿½ä·ï¿½ï¿½ê¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ã¡ï¿½
������í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½í¨ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ü°ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ë¾ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ê®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä´ï¿½ï¿½ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ë½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë·¨ï¿½ï¿½ï¿½ï¿½í¼ï¿½ï¿½ï¿½ô¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä³ï¿½î½¨ï¿½é²»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¸ï¿½ùµä·ï¿½ó¦ï¿½ï¿½ï¿½ú´ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¢ê±ï¿½ï¿½öªï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµä²ï¿½æ·ï¿½ð¼ï¿½ï¿½ï¿½ï¿½ë½ï¿½ï¿½ï¿½ï¿½üµï¿½ê²ã´ï¿½ì¶è£ï¿½ï¿½ï¿½ï¿½ï¿½ñ¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½þ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ë±£ï¿½ï¿½ï¿½ë±ï¿½ç¡ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ôµï¿½ï¿½ï¿½ï¿½ó¡ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ä¼æ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ð´ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½í¼æ»ï¿½ï¿½ï¿½ï°ï¿½ß£ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×´ì¬ï¿½ï¿½ï¿½ó¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ã»ï¿½ï¿½ò»ï¿½ï¿½í³ò»ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ã»ï¿½ðºï¿½ï¿½ï¿½ï¿½ä·ï¿½ï¿½ä£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµè¸ï¿½ï¿½ö²ï¿½ï¿½ï¿½ï¿½äºï¿½ï¿½ï¿½ï¿½
������òµï¿½ï¿½ä¿ï¿½ï¿½ø²ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ô±ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äºí¹ï¿½ï¿½ï¿½ï¿½æ»ï¿½ï¿½ô²ï¿½ç¿ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð´ï¿½ï¿½ï¿½ï¿½
����
���������ð³ï¿½æ·ï¿½æºü¶à£¬ï¿½ï¿½ï¿½ï¿½òªò²ï¿½ï¿½ï¿½ï¿½ï¿½ç¼ï¿½ï¿½ò¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ë¾ï¿½ä²ï¿½æ·ï¿½ó²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµèµä²ï¿½æ·ï¿½ï¿½ï¿½ú¼û¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ«ï¿½ßµä¼ï¿½î»ï¿½ï¿½ï¿½ú±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ç£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¾ï¿½ï¿½ç²ï¿½æ·ï¿½ä¼û¸ï¿½ï¿½ð¼ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½û¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿í»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½íµä¿í»ï¿½ï¿½ï¿½ï¿½û¸ï¿½ï¿½ï¿½ì«ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ô²é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è½ï¶ï¿½ê±ï¿½ï¿½ï¿½í»ï¿½ï¿½ô²ï¿½æ·ï¿½ä¼ï¿½î»ê±ï¿½ç³ï¿½ï¿½ï¿½ï¿½ðµä¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½æ·ï¿½ä¼û¸ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½êµï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ù½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±è¥ï¿½ï¿½ï¿½û¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½è½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¸ï¿½ã»ï¿½ï¿½ê²ã´ï¿½ï¿½ï¿½æ£ï¿½ï¿½ú¿ï¿½ï¿½ï¿½ï¿½ð³ï¿½ñ¹ï¿½ï¿½ï¿½ü´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½úµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôµï¿½ï¿½ï¿½ëµòªï¿½ï¿½ð¡ò»ï¿½ã¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø¼ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä±ï¿½ô�����ã¡ï¿½
�����ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¾ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ä»°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¼ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½é¿ï¿½ø½ï¿½ï¿½ì£¬ï¿½ï¿½ï¿½ï¿½ï¿½ç´ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ò»ï¿½ê£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ã»ï¿½ð°ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ã£ï¿½ã»ï¿½ï¿½×¥×¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çºü¿ï¿½ï¿½ï¿½ê§è¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½á£¬ï¿½ï¿½ô¶ã»ï¿½ð»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½
����
����������ä¹ï¿½ï¿½ï¿½ï¿½æ»®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¼ï¿½ï¿½î¹¤ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½òªï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½1������ò»ö§ï¿½ï¿½ï¤òµï¿½ñ£¬¶ï¿½ï¿½ï¿½ï¿½ï¿½è¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶ó¡ï¿½
�����ë²ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½î±¦ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ö§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ð½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶ï¿½ï¿½ï¿½îªò»ï¿½ï¿½ï¿½ï¿½òªï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½×¥ï¿½ï¿½
����2�����������æ¶è£ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½è·ïµí³ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì·¨ï¿½ï¿½
�������û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½î£¬ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ú·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×´ì¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½æ¶èµï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ð·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¶ï¿½ï¿½ô£ï¿½ï¿½ô¹ï¿½ï¿½ï¿½ï¿½ð¸ß¶èµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¶ï¿½ï¿½
����3������������ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ü½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ßµï¿½ï°ï¿½ß¡ï¿½
��������������ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ü½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ûºï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½ï¿½ï¿½ï¿½â²¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½í½ï¿½ï¿½é£¬òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ßµï¿½ò»ï¿½ï¿½ï¿½âµäµï¿½ï¿½î¡ï¿½
����4���úµï¿½ï¿½ï¿½ï¿½ð½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½
�������ý½ï¿½ï¿½ï¿½ï¿½ú³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ïµï¿½ðµï¿½ï¿½ï¿½ï¿½â£¬ô¼ï¿½ãµä¿í»ï¿½í»è»ï¿½ä±ï¿½ï¿½ð³ì£ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¼òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¹ï¿½æ»ï¿½ï¿½ãµï¿½ï¿½ð³ì±ï¿½ï¿½ï¿½ï¿½ò£ï¿½ï¿½ï¿½ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½é³ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä£¬ï¿½ê½ï¿½ï¿½ïµï¿½ï¿½ë·ñ¡ï¿½
����5������ä¿ï¿½ï¿½
�������������ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð½ï¿½ï¿½êµäµï¿½ï¿½ó¡ï¿½ï¿½ï¿½ï¿½ý¹ï¿½ë¾ï¿½â´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ£¬°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ý¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö½âµ½ã¿ï¿½â£ï¿½ã¿ï¿½ü£ï¿½ã¿ï¿½õ£ï¿½ï¿½ï¿½ã¿ï¿½â£ï¿½ã¿ï¿½ü£ï¿½ã¿ï¿½õµï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ö½âµ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½é¸ï¿½ï¿½ï¿½ê±ï¿½ï¿½îµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡£²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½
��������îªï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ä·ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ô±ï¿½ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ö¸ï¿½ï¿½ï¿½ï¿½ï¿½ë£¬ï¿½å¶óµä½ï¿½ï¿½ï¿½ï¿½ç·ö²ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ö´ï¿½ï¿½ï¿½ï¿½ï¿½ä±ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶óºï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ãµä¹ï¿½ï¿½ï¿½ä£ê½ï¿½ë¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ï¿½ï¿½ï¿½ä¹ø¼ï¿½ï¿½ï¿½
销售年终总结个人篇十七
20xx年是xxx汽车销售公司重要的战略转折期。国内轿车市场的日益激烈的价格战、国家宏观调控的整体经济环境,给xx公司的日常经营和发展造成很大的困难。在全体员工的共同努力下,xxxx汽车销售公司取得了历史性的突破,整车销量、利润等多项指标创历史新高。作为xx汽车分公司的总经理,同时也很荣幸的被评为杰出领导贡献奖。回顾全年的工作,我感到在以下几个方面取得一点心得,愿意和业界同仁分享。
针对今年公司总部下达的经营指标,结合邢总经理在xx年商务大会上的指示精神,分公司将全年销售工作的重点立足在差异化营销和提升营销服务质量两个方面。面对市场愈演愈烈的价格竞争,我们汉阳分公司没有一味地走入价格战的误区。我常说价格是一把双刃剑,适度的价格促销对销售是有帮助的,可是无限制的价格战却无异于自杀。对于淡季的汽车销售该采用什么样的策略呢?我们摸索了一套对策:
对策一:
1、加强销售队伍的目标管理、服务流程标准化、日常工作表格化。
2、检查工作规律化。
3、销售指标细分化。
4、服务指标进考核。
5、晨会、培训例会化。
对策二:细分市场,建立差异化营销、细致的市场分析。我们对以
往的重点市场进行了进一步的细分,不同的细分市场,制定不同的销售策略,形成差异化营销;根据xx年的销售形势,我们确定了出租车、集团用户、高校市尝零散用户等四大市常对于这四大市场我们采取了相应的营销策略。对政府采购和出租车市场,我们加大了投入力度,专门成立了出租车销售组和大宗用户组,分公司更是成为了企业用车单位,地利用行业协会的宣传,来正确引导出租公司,宣传xx品牌政策。平时我们采取主动上门,定期沟通反馈的方式,密切跟踪市场动态。
针对近两年xx市场出租车更新的良好契机,我们与出租公司保持贯有的良好合作关系,主动上门,了解出租公司换车的需求,司机行为及思想动态;对出租车公司每周进行电话跟踪,每月上门服务一次,了解新出租车的使用情况,并现场解决一些常见故障;与出租车公司协商,对出租司机的使用技巧与维护知识进行现场培训。针对高校消费群知识层面高的特点,我们重点开展毕加索的推荐销售,同时辅以xxx的品牌介绍和文化宣传,让他们感受xxx的悠久历史和丰富的企业文化内涵。另外我们和xx市高校后勤集团强强联手,先后和xx理工大后勤车队联合,成立校区xx维修服务点,将xx的服务带入高校,并且定期在高校组织免费义诊和保养检查,在高校范围内树立了良好的品牌形象,带动了高校市场的销售。
销售年终总结个人篇十八
����20xx����xxx�������û¹ï¿½ë¾ï¿½ï¿½òªï¿½ï¿½õ½ï¿½ï¿½×ªï¿½ï¿½ï¿½ú¡ï¿½ï¿½ï¿½ï¿½ú½î³ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¼¤ï¿½òµä¼û¸ï¿½õ½ï¿½ï¿½ï¿½ï¿½ï¿½òºï¿½ûµï¿½ï¿½øµï¿½ï¿½ï¿½ï¿½å¾ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½xx��ë¾ï¿½ï¿½ï¿½õ³ï¿½ï¿½ï¿½óªï¿½í·ï¿½õ¹ï¿½ï¿½éºü´ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡ï¿½ï¿½ï¿½è«ï¿½ï¿½ô±ï¿½ï¿½ï¿½ä¹ï¿½í¬å¬ï¿½ï¿½ï¿½â£ï¿½xxxx�������û¹ï¿½ë¾è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê·ï¿½ôµï¿½í»ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¶ï¿½ï¿½ï¿½ö¸ï¿½ê´´ï¿½ï¿½ê·ï¿½â¸ß¡ï¿½ï¿½ï¿½îªxx�����ö¹ï¿½ë¾ï¿½ï¿½ï¿½ü¾ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ò²ï¿½ï¿½ï¿½ï¿½ï¿½òµä±ï¿½ï¿½ï¿½îªï¿½ü³ï¿½ï¿½ìµ¼ï¿½ï¿½ï¿½×½ï¿½ï¿½ï¿½ï¿½ø¹ï¿½è«ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò¸ðµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ò»ï¿½ï¿½ï¿½äµã£ï¿½ô¸ï¿½ï¿½ï¿½òµï¿½ï¿½í¬ï¿½ê·ï¿½ï¿½ï¿½ï¿½ï¿½
������ô½ï¿½ï¿½ê¹«ë¾ï¿½ü²ï¿½ï¿½â´ï¿½ä¾ï¿½óªö¸ï¿½ê£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¾ï¿½ï¿½ï¿½ï¿½ï¿½xx���������ïµï¿½ö¸ê¾ï¿½ï¿½ï¿½ñ£¬·ö¹ï¿½ë¾ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½øµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú²ï¿½ï¿½ì»¯óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¡£ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµä¼û¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çºï¿½ï¿½ï¿½ï¿½ö¹ï¿½ë¾ã»ï¿½ï¿½ò»î¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¸ï¿½õ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò³ï¿½ëµï¿½û¸ï¿½ï¿½ï¿½ò»ï¿½ï¿½ë«ï¿½ð½ï¿½ï¿½ï¿½ï¿½ê¶èµä¼û¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð°ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æµä¼û¸ï¿½õ½è´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é±ï¿½ï¿½ï¿½ï¿½ï¿½úµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¸ã²ï¿½ï¿½ï¿½ê²ã´ï¿½ï¿½ï¿½ä²ï¿½ï¿½ï¿½ï¿½ï¿½?����������ò»ï¿½×¶ô²ß£ï¿½
�����ô²ï¿½ò»ï¿½ï¿½
����1����ç¿ï¿½ï¿½ï¿½û¶ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì±ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½õ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ»¯¡ï¿½
����2����鹤�����é»ï¿½ï¿½ï¿½
����3������ö¸ï¿½ï¿½ï¸ï¿½ö»ï¿½ï¿½ï¿½
����4������ö¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡ï¿½
����5�����ᡢ��ñµï¿½ï¿½ï¿½á»¯ï¿½ï¿½
�����ô²ß¶ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì»¯óªï¿½ï¿½ï¿½ï¿½ï¸ï¿½âµï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¶ï¿½ï¿½ï¿½
���������øµï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ö£ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½æ¶ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½ï¿½ï¿½û²ï¿½ï¿½ô£ï¿½ï¿½î³é²ï¿½ï¿½ì»¯óªï¿½ï¿½;����xx����������æ£ï¿½ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½ë³ï¿½ï¿½â³µï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ð³ï¿½ï¿½ï¿½é¢ï¿½ã»ï¿½ï¿½ï¿½ï¿½ä´ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä´ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ç²ï¿½è¡ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ô¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¹ï¿½ï¿½í³ï¿½ï¿½â³µï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¼ó´ï¿½ï¿½ï¿½í¶ï¿½ï¿½ï¿½ï¿½ï¿½è£ï¿½×¨ï¿½å³ï¿½ï¿½ï¿½ï¿½ë³ï¿½ï¿½â³µï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í´ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½é£¬ï¿½ö¹ï¿½ë¾ï¿½ï¿½ï¿½ç³ï¿½îªï¿½ï¿½ï¿½ï¿½òµï¿½ã³ï¿½ï¿½ï¿½î»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµð�������������è·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¹«ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½xxæ·ï¿½ï¿½ï¿½ï¿½ï¿½ß¡ï¿½æ½ê±ï¿½ï¿½ï¿½ç²ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å£ï¿½ï¿½ï¿½ï¿½ú¹ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ä·ï¿½ê½ï¿½ï¿½ï¿½ï¿½ï¿½ð¸ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ì¬ï¿½ï¿½
������ô½ï¿½ï¿½ï¿½ï¿½ï¿½xx�ð³ï¿½ï¿½ï¿½ï¿½â³µï¿½ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¹«ë¾ï¿½ï¿½ï¿½ö¹ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½ãºï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å£ï¿½ï¿½ë½ï¿½ï¿½ï¿½â¹«ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ë¼ï¿½ë¶¯ì¬;�ô³ï¿½ï¿½â³µï¿½ï¿½ë¾ã¿ï¿½ü½ï¿½ï¿½ðµç»°ï¿½ï¿½ï¿½ù£ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½å·ï¿½ï¿½ï¿½ò»ï¿½î£ï¿½ï¿½ë½ï¿½ï¿½â³ï¿½ï¿½â³µï¿½ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³ï¿½ï¿½ï¿½ï¿½ò»ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;����⳵��ë¾ð�ì£ï¿½ï¿½ô³ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ã¼ï¿½ï¿½ï¿½ï¿½ï¿½î¬ï¿½ï¿½öªê¶ï¿½ï¿½ï¿½ï¿½ï¿½ö³ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ô¸ï¿½ð£ï¿½ï¿½ï¿½ï¿½èºöªê¶ï¿½ï¿½ï¿½ï¿½ßµï¿½ï¿½øµã£¬ï¿½ï¿½ï¿½ï¿½ï¿½øµã¿ªõ¹ï¿½ï¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¼ï¿½ï¿½ï¿½ï¿½û£ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½xxx��æ·ï¿½æ½ï¿½ï¿½üºï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¸ï¿½ï¿½ï¿½xxx���æ¾ï¿½ï¿½ï¿½ê·ï¿½í·á¸»ï¿½ï¿½ï¿½ï¿½òµï¿½ä»ï¿½ï¿½úºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çºï¿½xx�ð¸ï¿½ð£ï¿½ï¿½ï¿½ú¼ï¿½ï¿½ï¿½ç¿ç¿ï¿½ï¿½ï¿½ö£ï¿½ï¿½èºï¿½ï¿½xx��������ú³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½xxî¬ï¿½þ·ï¿½ï¿½ï¿½ã£¬ï¿½ï¿½xx�ä·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ú¸ï¿½ð£ï¿½ï¿½ö¯ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í±ï¿½ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ú¸ï¿½ð£ï¿½ï¿½î§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ó£¬´ï¿½ï¿½ï¿½ï¿½ë¸ï¿½ð£ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¡ï¿½
销售年终总结个人篇十九
安踏成功上市,除了豪赌奥运概念之外,最重要的是,仰仗它的渠道控制力。在业界“轻资产”模型当道,安踏固然受到影响,虽吸收“轻资产”模型部分优点,但更在意自己渠道心得,全力实施渠道管理策略,并分析其“赢”之道。
对于渠道网络体系的建设,安踏在不同时期,都不同的策略和重点。高普森认为,可以分为四个阶段。
第一阶段是“遍地开花”式的代理制时代;第二阶段是“网络精耕”的销售体系革新时代;第三阶段是自建网络体系的专卖店直营时代;第四阶段是运动文化大卖场时代。
代理制时代
第一阶段为19xx~19xx年的八年期间,可称为“粗放造网”阶段,戏称“遍地开花”式的代理制时代;这是本土运动品牌的渠道发展的必由之路。安踏早期的渠道发展跟本土兄弟品牌是一样,甚至没有兄弟品牌发展好,但经过几年的苦心经营,拓展了2000多个专营点,专营店柜的布点密度相当大。19xx年当年,安踏的销售额就提升了35%,赢得了很大的市场面,尤其在华北、西北及广东等地区成了优势市场。为19xx年进行品牌建设打下坚实的基础。但是整体的渠道发展似乎遇到瓶颈,经销商的积极性日益懈怠。渠道商呼吁品牌拉动市场的声音一浪超过一浪。
销售体系革新时代
第二阶段为20xx年底~20xx年底的三年中间,实施“网络营销”的销售体系革新时代。推进销售体系革新的策略只要有二个方面:其一,进行硬终端升级;其二,推出“订货证”制度,提升渠道质量。具体分析如下:
1、硬终端升级运动
20xx年初对整个销售体系进行了全面完善,推进新一轮销售体系革新。
一是从流通批发、专柜迅速转为代理商和专卖店经营,且以分级经营的加盟模式进行合作,良好的渠道质量为专卖模式推广提供坚实基础;
二是淘汰一批名不副实的专卖店,整改单门面店为双门面、三门面的专卖店,强势提升网点形象和强化网点布局;
三是在主要商业街强化多门店经营布局,使之走向精品化、专业化的路线。
2、推出“订货证”制度,提升渠道质量
19xx年底,安踏推出了“订货证”制度。订货证,是给经销商发放代理资格证,为经销商设立一道经营安踏的“门槛”。“订货证”制度使经销商给承担了一定的压力,承担了一定的进货风险。安踏对渠道商许下承诺:经销商赚钱就是安踏赚钱,经销商的库存就是安踏的库存。因为长期以来,国内经销商的品牌意识尚出于模糊状态,自己既得利益与品牌管理之间矛盾存在诸多跨不过去的坎,因此,经销商行为时常左右着企业的意志。以前尽管安踏也有一揽子市场管理的规章制度,但对经销商都没有带来太大的约束力。但这道门槛的设立使安踏与经销商的博弈中赢得了一定的主动权,为以后的渠道整顿提升渠道质量,做了铺垫。通过品牌的成功来化解这种风险。由孔令辉代言的广告效果,使进货风险几乎不存在。“订货证”不仅增强了对经销商的凝聚力,还提升渠道的开发速度和渠道的高质量。
直营时代
第三阶段为20xx年底~20xx年底,“渠道回购”行动,进入自建网络体系的专卖店直营时代。主要也两方面:
第一、网络回购,掌握渠道操作自主权,进行良性管理
其实,从20xx年就开始了网络回购行动,20xx年大力推广,截止到20xx年年底,安踏已经控制了40%的终端。而这40%的自营店,占据了公司60%的销售额。同时,为了加强品牌建设,树立良好的品牌形象,安踏投入巨额资金,以建设200个左右的旗舰店。值得一提的是,安踏的网点扩长和淘汰是同时进行的。这表明安踏的网点扩张已经进入了成熟阶段,已经不再是简单地为扩大销售业绩,而是将品牌建设、市场影响、销售业绩和长远发展有机结合在一起。
第二、与渠道商共创顾客价值
安踏在渠道经营上必须找到经销商的利益驱动点,才有可能共同为顾客创造价值。凭借品牌知名度来提升进货价格指标,经销商是不欢迎的。如何通过长远的发展规划来实现企业的利益呢?新的想法出现了:与其提高进货的价格门槛,不如把管理的重担交给经销商,让经销商融入安踏的品牌管理模式中。从店员的培训到对消费者的服务,从专营点的装修到vi视觉系统的执行,以有形的利益回报来换取品牌无形资产的增值。厂商一体化的结合得到进一步的巩固和加深。
大卖场时代
第四阶段为20xx年~至今,在全国范围内构建安踏品牌旗舰店,以及推进运动用品零售城建设,进入运动文化大卖场时代。
渠道的进阶速度,是越来越快。随着企业战略目标的转移和竞争环境的变化,这个网络的局限性逐步凸现出来。在综合连锁业态已主导的一级市场里,安踏欲要进入体育用品零售领域,打造综合连锁业态,作为迎战新经济时代的渠道战略,实为良举。根据安踏招股说明书显示:安踏在上市后将投资5.5亿元开设特许国际运动品牌、零售店铺,并在中国主要城市开设运动城及安踏旗舰店。同时还将投资4.4亿元进一步扩充和提升安踏的销售网络。
安踏借力渠道商,成功地打造了优质的销售网络营销体系,夯实了竞争基础。安踏采取独立分销商制,布局和管理全国市场,取得了昨日和今日的辉煌。但所有的分销商与安踏公司的股份并没有关系。这种运营模式在未来的竞争中是否依然拥有市场控制力和主动权?
销售年终总结个人篇二十
������ì¤ï¿½é¹ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ëºï¿½ï¿½ä°ï¿½ï¿½ë¸ï¿½ï¿½ï¿½ö®ï¿½â£¬ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ç£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ç¡°ï¿½ï¿½ï¿½ê²ï¿½ï¿½ï¿½ä£ï¿½íµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½è»ï¿½üµï¿½ó°ï¿½ì£¬ï¿½ï¿½ï¿½ï¿½ï¿½õ¡ï¿½ï¿½ï¿½ï¿½ê²ï¿½ï¿½ï¿½ä£ï¿½í²ï¿½ï¿½ï¿½ï¿½åµã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµã£ï¿½è«ï¿½ï¿½êµê©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¡°ó®ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½
������������������ïµï¿½ä½ï¿½ï¿½è£¬ï¿½ï¿½ì¤ï¿½ú²ï¿½í¬ê±ï¿½ú£ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ä²ï¿½ï¿½ôºï¿½ï¿½øµã¡£ï¿½ï¿½ï¿½ï¿½é��îªï¿½ï¿½ï¿½ï¿½ï¿½ô·ï¿½îªï¿½ä¸ï¿½ï¿½×¶î¡ï¿½
������ò»ï¿½×¶ï¿½ï¿½ç¡ï¿½ï¿½ï¿½ø¿ï¿½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ä´ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ú¶ï¿½ï¿½×¶ï¿½ï¿½ç¡ï¿½ï¿½ï¿½ï¿½ç¾«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¶ï¿½ï¿½ï¿½ï¿½ô½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½×¨ï¿½ï¿½ï¿½ï¿½ö±óªê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä½×¶ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½
����������ê±ï¿½ï¿½
������ò»ï¿½×¶ï¿½îª19xx��19xx��ä°ï¿½ï¿½ï¿½ï¿½ú¼ä£¬ï¿½é³ï¿½îªï¿½ï¿½ï¿½ö·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¶î£ï¿½ï·ï¿½æ¡ï¿½ï¿½ï¿½ø¿ï¿½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ä´ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç±ï¿½ï¿½ï¿½ï¿½ë¶ï¿½æ·ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½ä±ï¿½ï¿½ï¿½ö®â·ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½úµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öµï¿½æ·ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½öµï¿½æ·ï¿½æ·ï¿½õ¹ï¿½ã£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ä¾ï¿½óªï¿½ï¿½ï¿½ï¿½õ¹ï¿½ï¿½2000���רóªï¿½ã£¬×¨óªï¿½ï¿½ï¿½ä²ï¿½ï¿½ï¿½ï¿½ü¶ï¿½ï¿½àµ±ï¿½ï¿½19xx�굱�꣬��ì¤ï¿½ï¿½ï¿½ï¿½ï¿½û¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½35%��ó®ï¿½ï¿½ï¿½ëºü´ï¿½ï¿½ï¿½ð³ï¿½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ú»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¶«ï¿½èµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½îª19xx�����æ·ï¿½æ½ï¿½ï¿½ï¿½ï¿½ï¿½â¼ï¿½êµï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½æºï¿½ï¿½ï¿½ï¿½ï¿½æ¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìºï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ë³ï¿½ï¿½ï¿½ò»ï¿½ë¡ï¿½
����������ïµï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½
�����ú¶ï¿½ï¿½×¶ï¿½îª20xx��ס�20xx��׵������ð¼ä£¬êµê©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½æ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½âµä²ï¿½ï¿½ï¿½ö»òªï¿½ð¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£ºï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó²ï¿½õ¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½æ¶è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£ï¿½
����1��ó²ï¿½õ¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½
����20xx���������������ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½æ½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½â¡ï¿½
����ò»ï¿½ç´ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¨ï¿½ï¿½ñ¸ï¿½ï¿½×ªîªï¿½ï¿½ï¿½ï¿½ï¿½ìºï¿½×¨ï¿½ï¿½ï¿½ê¾óªï¿½ï¿½ï¿½ï¿½ï¿½ô·ö¼ï¿½ï¿½ï¿½óªï¿½ä¼ï¿½ï¿½ï¿½ä£ê½ï¿½ï¿½ï¿½ðºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îª×¨ï¿½ï¿½ä£ê½ï¿½æ¹ï¿½ï¿½á¹©ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����������ìò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½×¨ï¿½ï¿½ï¿½ê£¬ï¿½ï¿½ï¿½äµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªë«ï¿½ï¿½ï¿½æ¡¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¨ï¿½ï¿½ï¿½ê£¬ç¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ï¿½ã²¼ï¿½ö£ï¿½
������������òªï¿½ï¿½òµï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ï¿½åµê¾óªï¿½ï¿½ï¿½ö£ï¿½ê¹ö®ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½×¨òµï¿½ï¿½ï¿½ï¿½â·ï¿½ß¡ï¿½
����2���æ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½æ¶è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����19xx��ף���ì¤ï¿½æ³ï¿½ï¿½ë¡ï¿½ï¿½ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½æ¶è¡ï¿½ï¿½ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½ç¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì·ï¿½ï¿½å´ï¿½ï¿½ï¿½ï¿½ê¸ï¿½ö¤ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½óªï¿½ï¿½ì¤ï¿½ä¡ï¿½ï¿½å¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½æ¶ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½ì¸ï¿½ï¿½ðµï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ñ¹ï¿½ï¿½ï¿½ï¿½ï¿½ðµï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ä½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¡ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â³ï¿½åµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×¬ç®ï¿½ï¿½ï¿½ç°ï¿½ì¤×¬ç®ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµä¿ï¿½ï¿½ï¿½ï¿½ç°ï¿½ì¤ï¿½ä¿ï¿½æ¡£ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¾ï¿½ï¿½ï¿½ï¿½ìµï¿½æ·ï¿½ï¿½ï¿½ï¿½ê¶ï¿½ð³ï¿½ï¿½ï¿½ä£ï¿½ï¿½×´ì¬ï¿½ï¿½ï¿½ô¼ï¿½ï¿½èµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æ¹ï¿½ï¿½ï¿½ö®ï¿½ï¿½ã¬ï¿½ü´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²»ï¿½ï¿½è¥ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ö¾ï¿½ï¿½ï¿½ï¿½ç°ï¿½ï¿½ï¿½ü°ï¿½ì¤ò²ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½æ¶è£ï¿½ï¿½ï¿½ï¿½ô¾ï¿½ï¿½ï¿½ï¿½ì¶ï¿½ã»ï¿½ð´ï¿½ï¿½ï¿½ì«ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ï¿½ì¤ï¿½ë¾ï¿½ï¿½ï¿½ìµä²ï¿½ï¿½ï¿½ï¿½ï¿½ó®ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¨ï¿½ï¿½îªï¿½ôºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµæ¡£í¨ï¿½ï¿½æ·ï¿½æµä³é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö·ï¿½ï¿½õ¡ï¿½ï¿½é¿ï¿½ï¿½ï¿½ô´ï¿½ï¿½ôµä¹ï¿½ï¿½ð§ï¿½ï¿½ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ë¶ô¾ï¿½ï¿½ï¿½ï¿½ìµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ù¶èºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����ö±óªê±ï¿½ï¿½
���������׶�îª20xx��ס�20xx��ף��������ø¹ï¿½ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½×¨ï¿½ï¿½ï¿½ï¿½ö±óªê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªò²ï¿½ï¿½ï¿½ï¿½ï¿½æ£º
������ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¹ï¿½ï¿½ï¿½
������êµï¿½ï¿½ï¿½ï¿½20xx��í¿ï¿½ê¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø¹ï¿½ï¿½ð¶ï¿½ï¿½ï¿½20xx������æ¹ã£¬ï¿½ï¿½ö¹ï¿½ï¿½20xx����ף���ì¤ï¿½ñ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½40%���õ¶ë¡ï¿½ï¿½ï¿½ï¿½ï¿½40%����óªï¿½ê£¬õ¼ï¿½ï¿½ï¿½ë¹ï¿½ë¾60%�����û¶î¡£í¬ê±ï¿½ï¿½îªï¿½ë¼ï¿½ç¿æ·ï¿½æ½ï¿½ï¿½è£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ó£¬°ï¿½ì¤í¶ï¿½ï¿½þ¶ï¿½ï¿½ê½ï¿½ï¿½ô½ï¿½ï¿½ï¿½200�����òµï¿½ï¿½ì½¢ï¿½ê¡£öµï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ç£ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì��í¬ê±ï¿½ï¿½ï¿½ðµä¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë³ï¿½ï¿½ï¿½×¶î£ï¿½ï¿½ñ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¼òµ¥µï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç½ï¿½æ·ï¿½æ½ï¿½ï¿½è¡¢ï¿½ð³ï¿½ó°ï¿½ì¡¢ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½í³ï¿½ô¶ï¿½ï¿½õ¹ï¿½ð»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½
�����ú¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¹ï¿½ï¿½ï¿½ï¿½ë¿í¼ï¿½öµ
������ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óªï¿½ï±ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ìµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã£¬ï¿½ï¿½ï¿½ð¿ï¿½ï¿½ü¹ï¿½í¬îªï¿½ë¿í´ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½æ¾ï¿½ï¿½æ·ï¿½ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¸ï¿½ö¸ï¿½ê£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç²ï¿½ï¿½ï¿½ó�ä¡ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ô¶ï¿½ä·ï¿½õ¹ï¿½æ»®ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø£ï¿½ï¿½âµï¿½ï¿½ë·¨ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß½ï¿½ï¿½ï¿½ï¿½ä¼û¸ï¿½ï¿½å¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½øµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì£ï¿½ï¿½ã¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë°²ì¤ï¿½ï¿½æ·ï¿½æ¹ï¿½ï¿½ï¿½ä£ê½ï¿½ð¡ï¿½ï¿½óµï¿½ô±ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ßµä·ï¿½ï¿½ñ£¬´ï¿½×¨óªï¿½ï¿½ï¿½×°ï¿½þµï¿½vi�ó¾ï¿½ïµí³ï¿½ï¿½ö´ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îµï¿½ï¿½ï¿½ï¿½ï¿½ø±ï¿½ï¿½ï¿½ï¿½ï¿½è¡æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê²ï¿½ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½å»¯ï¿½ä½ï¿½ïµãµï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ìºí¼ï¿½ï¿½î¡£
����������ê±ï¿½ï¿½
�������ä½×¶ï¿½îª20xx�ꡫ������è«ï¿½ï¿½ï¿½ï¿½î§ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ì¤æ·ï¿½ï¿½ï¿½ì½¢ï¿½ê£¬ï¿½ô¼ï¿½ï¿½æ½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½û³ç½ï¿½ï¿½è£¬ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½
���������ä½ï¿½ï¿½ï¿½ï¿½ù¶è£ï¿½ï¿½ï¿½ô½ï¿½ï¿½ô½ï¿½ì¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµõ½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½×ªï¿½æºí¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä±ä»¯ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¹ï¿½ö³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½òµì¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï£¬ï¿½ï¿½ì¤ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò£¬´ï¿½ï¿½ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ï¿½òµì¬ï¿½ï¿½ï¿½ï¿½îªóõ½ï¿½â¾ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ½ï¿½ô£ï¿½êµîªï¿½ï¿½ï¿½ù¡ï¿½ï¿½ï¿½ï¿½ý°ï¿½ì¤ï¿½ð¹ï¿½ëµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¾ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ðºï¿½í¶ï¿½ï¿½5.5��ôªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½æ·ï¿½æ¡ï¿½ï¿½ï¿½ï¿½ûµï¿½ï¿½ì£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¹ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ð¿ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ç¼ï¿½ï¿½ï¿½ì¤ï¿½ì½¢ï¿½ê¡£í¬ê±ï¿½ï¿½ï¿½ï¿½í¶ï¿½ï¿½4.4��ôªï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¡£
������ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì£ï¿½ï¿½é¹ï¿½ï¿½ø´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ï¿½êµï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ï¿½öºí¹ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õºí½ï¿½ï¿½õµä»ô»í¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ðµä·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë°²ì¤ï¿½ï¿½ë¾ï¿½ä¹é·ý²ï¿½ã»ï¿½ð¹ï¿½ïµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óªä£ê½ï¿½ï¿½î´ï¿½ï¿½ï¿½ä¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç·ï¿½ï¿½ï¿½è»óµï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¨ï¿½ï¿½
销售年终总结个人篇二十一
安踏的成功源于两个战略,一是经营战略,二是品牌战略,使安踏从一个普通的中型制造企业成为国产运动鞋品牌的领跑者。
首先,安踏的品牌战略是其成功的关键因素。其一,安踏采用品牌使用策略,属于制造商自有品牌。因为当时生产运动鞋的企业很多,作为同质化程度较高的产品,声誉良好的品牌能提升消费者对产品的认知价值,有利于提高产品的竞争力和溢价能力;其二,安踏采用名牌战略,定位安踏为中国驰名商标。安踏在国内率先聘请体育明星作代言人,并在奥运会期间与其他国际名牌同时在央视投放广告,让安踏出名。这是基于当时国外已有知名运动品牌,而国内企业尚无;同时,安踏在市场调研的基础上预测到今后国内市场需求会逐渐扩大,这是一个好的机会。其三,安踏采用的是统一品牌策略,首先是企业名称和产品品牌统一,这样的优点在于,一方面显示了企业实力,提高企业威望,树立企业形象;其次是所有产品品牌统一,即从运动鞋的成功后,扩大产品组合,增加运动服、运动配件、件器材等一系列运用产品,采对统一价值和风格的产品跨度延伸品牌的策略,统一使用安踏品牌,这样可利用原有品牌良好的形象和知名度,带动新产品的顺利上市,可节省广告费,宣传效果好。延伸品牌的前提是运动鞋、运动服和运动用品等产品的使用者和销售渠道相同,因此延伸品牌容易成功。但统一品牌也存在弊端和风险,就是它只适合价格、品质、目标市场大致相似的市场,而且一个产品的品质形象的好坏会影响到整个品牌的形象,一荣俱荣、一损俱损,需要严格管理,维护好所有产品的品质和服务。其四,公司非常重视品牌的打造和经营,专门成立品牌经营公司。专门扩大品牌知名度,进行一系列品牌管理工作。
其次,安踏的成功源于在品牌战略基础上的营销模式,即4p组合:产品、价格、地点、促销。一是在产品策略方面,安踏定位为生产运动系列产品,专门成立体育用品公司,加大产品组合的宽度,即从原来单一的运动鞋横向扩张到运动服及运动配件器材等其他运动产品,同时加大产品的长度,不断丰富各产品的类型,形成安踏运动系列产品。安踏生产经销全系列运动产品,仅符合国际知名运动鞋品牌的专卖店经营模式,又发挥了品牌优势,由一个产品的出名带动新产品的顺利上市,同时扩大了企业的经营领域,分散了企业的投资风险,而且对相关联度较高的产品统一品牌销售,有利于宣传。二是在价格策略方面,采用中等价格高品质,与国产同类产品相比价格偏高,与国际名牌产品相比价格偏低。
因安踏的品牌价值较高,品牌溢价能力较强,提升了产品的价值,其定价策略与安踏的国产运动第一品牌地位相适应。安踏为了与国际知名品牌竞争,把握好自身的优势,大部分产品采取自有工厂制造来控制质量、减低成本和获取利润,以便在价格上具备一定优势。三是在地点方面,即分销和渠道的选择上,安踏是以市场需求为导向,首先拓展销售网络,安踏采用品牌专营店经销全系列运动产品,将批发转向由经销商专门代理模式。安踏对销售渠道进行整合和升级,从层层批发到零售升级为品牌专卖,采取经销商自营、直营和加盟方式组建销售公司,对经销商统一标准、严格管理和考核,有效地控制了销售渠道的质量和效率。在给经销商订货上按需定产,以期货方式由经销商根据市场需求来订货、生产,有效控制了市场风险。
另外,安踏采用品牌专卖店来销售仅方便消费者购买,又有利于品牌形象的终端展示和管理,维护了品牌形象。四是在促销策略方面,首先在广告宣传上,安踏抢占先机,力求创新,在行业内率先聘请品牌形象代言人,并率先在奥运会期间选择央视体育频道进行广告宣传,抢占市场先机,使安踏拥有先进入者优势,抢先占领了国内市场,获得国内市场销量第一的领跑者地位。为了让安踏的品牌出名,运用形象代言人、适合的媒体和焦点时机进行宣传。
成功“借势”:借助名人的优势,聘请符合安踏品牌定位的孔令辉为品牌形象代言人,发挥了体育明星的名人公众效应,提升了品牌的价值;同时,借助奥运会的优势,利用这一焦点时机作为突破点进行宣传,在此期间集中频繁投放广告,同时选择了适合运动产品特点的媒体央视体育频道,与其他国际知名名牌广告同时出现,借以体现安踏的实力,提升了安踏的品牌地位,充分发挥了广告的作用和价值。安踏在品牌出名后,转向打造品牌文化,为塑造安踏专业体育用品这一品牌文化,策划参加多项中国专业体育联赛赞助,借此对目标消费群有针对性地宣传;其次,是采用营业推广的方式,对促销人员进行规范地培训,有利于维护终端的品牌形象,提升销量。
安踏选择4p营销模式是基于其品牌战略的基础上,由原来的生产导向型企业向品牌导向型企业转变是其成功的关键,定位为品牌经营公司的安踏,其4p的营销模式组合都是紧紧维绕品牌战略展开的,比如地点和促销方式的选择是为了塑造、维护和丰富品牌形象;产品的延升扩展是为了提升品牌竞争力,同时发挥了品牌的联带优势;价格最终体现了品牌的价值,即品牌的溢价能力,定价的高低是和品牌价值紧密相关的,保证让企业有较好的利润空间。总而言之,安踏成功的品牌战略仅促进了产品销售,又树立了企业的良好形象。
销售年终总结个人篇二十二
���������ü½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¼ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê²ã´ï¿½ï¿½ï¿½×£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½ï¿½ú¡ï¿½
����
����1����ô¸ï¿½î»ï¿½í¹ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ê¶2������������ê²ã´ï¿½ï¿½
����3����������ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¶¯ï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ï¿½ã»ê²ã´ï¿½ï¿½ò²òªð´ò»ð©ï¿½ï¿½ï¿½ñ¶èµï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
����4���ôºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ð©öªê¶
����5���ï¼ï¿½ï²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½ï¿½ï¿½ï¿½úµï¿½ï¿½ï¿½ï¿½é¶¼òªï¿½ï¿½ï¿½ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¹ï¿½ï¿½ï¿½î¿ï¿½ï¿½ï¿½
�����ü½á£¬ï¿½ï¿½ï¿½ç°ï¿½ò»ï¿½ï¿½ê±ï¿½ï¿½îµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½è«ï¿½ï¿½ïµí³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¡ï¿½ï¿½ü·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã¡¢ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ü½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ð´ï¿½ï¿½ï¿½ï¿½ò»ï¿½ö£ï¿½ï¿½ç¶ï¿½ï¿½ñ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôµï¿½ë¼ï¿½ï¿½ï¿½ï¿½
����
����1���ü½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ðµä±è½ï¼òµ¥£ï¿½ï¿½ðµä±è½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½
����2���é¼ï¿½ï¿½ï¿½è±ï¿½ã¡£ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ý¡ï¿½ï¿½ü½ï¿½ï¿½ä¿ï¿½ä¾ï¿½ï¿½ï¿½òªï¿½ï¶ï¿½ï¿½é¼ï¿½ï¿½ï¿½ï¿½ò³ï¿½è±ï¿½ã¡£ï¿½é¼ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ð¶ï¿½ó£¬±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ãµä£ï¿½è±ï¿½ï¿½ï¿½ð¶ï¿½ï¿½ù£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ó¦ð´ï¿½ï¿½ï¿½ï¿½ï¿½
����3������í½ï¿½ñµï¿½ï¿½îªï¿½ë±ï¿½ï¿½ú½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç°ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í½ï¿½ñµï¿½ï¿½ï¿½ð·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î³ï¿½ï¿½ï¿½ï¿½ï¿½öªê¶ï¿½ï¿½
����
����1��ò»ï¿½ï¿½òªêµï¿½ï¿½ï¿½ï¿½ï¿½ç£ï¿½ï¿½é¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½ï¿½ï¿½ï¿½ï¿½ç·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã³ï¿½ï¿½ï¿½ñµï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½
����2������òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ë³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¡£
����3��òªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ä£ï¿½ï¿½ð´ï¿½òªï¿½ä£ï¿½ð´ï¿½ï¿½ê±òªí»ï¿½ï¿½ï¿½øµã¡£ï¿½ü½ï¿½ï¿½ðµï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¿½ï¿½ï¿½ï¿½î¡ï¿½ï¿½ï¿½ï¿½ï¿½ö®ï¿½ö¡ï¿½
����
����1������
����2������
������í·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì£¬ï¿½ï¿½ï¿½ï¿½è«ï¿½ä¡ï¿½
�������壺�����é¼ï¿½è±ï¿½ï¿½ï¿½ï¿½ï¿½ü½á¾ï¿½ï¿½ï¿½ñµï¿½ï¿½
������î²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½è·ï¿½ï¿½ï¿½ï¿½
����3�����
�������������ú¡ï¿½
销售年终总结个人篇二十三
������ì¤ï¿½ä³é¹ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ½ï¿½ô£ï¿½ò»ï¿½ç¾ï¿½óªõ½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½õ½ï¿½ô£ï¿½ê¹ï¿½ï¿½ì¤ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ð¬æ·ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¡ï¿½
�������è£ï¿½ï¿½ï¿½ì¤ï¿½ï¿½æ·ï¿½ï¿½õ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¹ï¿½ï¿½ä¹ø¼ï¿½ï¿½ï¿½ï¿½ø¡ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ê¹ï¿½ã²ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æ¡ï¿½ï¿½ï¿½îªï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ð¬ï¿½ï¿½ï¿½ï¿½òµï¿½ü¶à£¬ï¿½ï¿½îªí¬ï¿½ê»ï¿½ï¿½ì¶è½ï¸ßµä²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¶ô²ï¿½æ·ï¿½ï¿½ï¿½ï¿½öªï¿½ï¿½öµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß²ï¿½æ·ï¿½ä¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;�������ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ½ï¿½ô£ï¿½ï¿½ï¿½î»ï¿½ï¿½ì¤îªï¿½ð¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì±ê¡£ï¿½ï¿½ì¤ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ú°ï¿½ï¿½ë»ï¿½ï¿½ú¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¶ï¿½å¹ï¿½æ£¬ï¿½ã°ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç»ï¿½ï¿½úµï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½ë¶ï¿½æ·ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½;í¬ê±ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ðµä»ï¿½ï¿½ï¿½ï¿½ï¿½ô¤ï¿½âµ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ãµä»ï¿½ï¿½á¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½í³ò»æ·ï¿½æ²ï¿½ï¿½ô£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½æºí²ï¿½æ·æ·ï¿½ï¿½í³ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½åµï¿½ï¿½ï¿½ï¿½ú£ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¾ï¿½ï¿½ï¿½ï¿½òµêµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½;��������ð²ï¿½æ·æ·ï¿½ï¿½í³ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ð¬ï¿½ä³é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµï¿½ò»ïµï¿½ï¿½ï¿½ï¿½ï¿½ã²ï¿½æ·ï¿½ï¿½ï¿½é¶ï¿½í³ò»ï¿½ï¿½öµï¿½í·ï¿½ï¿½ä²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµä²ï¿½ï¿½ô£ï¿½í³ò»ê¹ï¿½ã°ï¿½ì¤æ·ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô��æ·ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â²ï¿½æ·ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½é½ï¿½ê¡ï¿½ï¿½ï¿½ñ£ï¿½ï¿½ï¿½ï¿½ï¿½ð§ï¿½ï¿½ï¿½ã¡ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµï¿½ç°ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ð¬ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½æ·ï¿½è²ï¿½æ·ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ßºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½×³é¹ï¿½ï¿½ï¿½ï¿½ï¿½í³ò»æ·ï¿½ï¿½ò²ï¿½ï¿½ï¿½ú±×¶ëºí·ï¿½ï¿½õ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö»ï¿½êºï¼û¸ï¿½æ·ï¿½ê¡ï¿½ä¿ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æµï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äºã»ï¿½ï¿½ï¿½ó°ï¿½ìµ½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ù¾ï¿½ï¿½ù¡ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òªï¿½ï¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð²ï¿½æ·ï¿½ï¿½æ·ï¿½êºí·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ë¾ï¿½ç³ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµä´ï¿½ï¿½ï¿½í¾ï¿½óªï¿½ï¿½×¨ï¿½å³ï¿½ï¿½ï¿½æ·ï¿½æ¾ï¿½óªï¿½ï¿½ë¾ï¿½ï¿½×¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½öªï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ò»ïµï¿½ï¿½æ·ï¿½æ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
������î£ï¿½ï¿½ï¿½ì¤ï¿½ä³é¹ï¿½ô´ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½õ½ï¿½ô»ï¿½ï¿½ï¿½ï¿½ïµï¿½óªï¿½ï¿½ä£ê½ï¿½ï¿½ï¿½ï¿½4p��ï£ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½û¸ñ¡¢µøµã¡¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ú²ï¿½æ·ï¿½ï¿½ï¿½ô·ï¿½ï¿½æ£¬ï¿½ï¿½ì¤ï¿½ï¿½î»îªï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ïµï¿½ð²ï¿½æ·ï¿½ï¿½×¨ï¿½å³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ó´ï¿½ï¿½æ·ï¿½ï¿½ïµä¿ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï¿½ô����ò»ï¿½ï¿½ï¿½ë¶ï¿½ð¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½åµï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½æ·ï¿½ï¿½í¬ê±ï¿½ó´ï¿½ï¿½æ·ï¿½ä³ï¿½ï¿½è£ï¿½ï¿½ï¿½ï¿½ï·á¸»ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½í£ï¿½ï¿½î³é°ï¿½ì¤ï¿½ë¶ï¿½ïµï¿½ð²ï¿½æ·ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è«ïµï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¹ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½ë¶ï¿½ð¬æ·ï¿½æµï¿½×¨ï¿½ï¿½ï¿½ê¾óªä£ê½ï¿½ï¿½ï¿½ö·ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½æ·ï¿½ä³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â²ï¿½æ·ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ä¾ï¿½óªï¿½ï¿½ï¿½ò£¬·ï¿½é¢ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½í¶ï¿½ê·ï¿½ï¿½õ£ï¿½ï¿½ï¿½ï¿½ò¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è½ï¸ßµä²ï¿½æ·í³ò»æ·ï¿½ï¿½ï¿½ï¿½ï¿½û£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¼û¸ï¿½ï¿½ï¿½ô·ï¿½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ðµè¼û¸ï¿½ï¿½æ·ï¿½ê£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½æ·ï¿½ï¿½è¼û¸ï¿½æ«ï¿½ß£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ²ï¿½æ·ï¿½ï¿½è¼û¸ï¿½æ«ï¿½í¡ï¿½
������ì¤ï¿½ï¿½æ·ï¿½æ¼ï¿½öµï¿½ï¸ß£ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë²ï¿½æ·ï¿½ä¼ï¿½öµï¿½ï¿½ï¿½ä¶¨ï¿½û²ï¿½ï¿½ï¿½ï¿½ë°²ì¤ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½ò»æ·ï¿½æµï¿½î»ï¿½ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ì¤îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªï¿½ï¿½æ·ï¿½æ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ó²¿·ö²ï¿½æ·ï¿½ï¿½è¡ï¿½ï¿½ï¿½ð¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í³é±ï¿½ï¿½í»ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ú¼û¸ï¿½ï¿½ï¾ß±ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½æ¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½úµøµã·½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç£¬ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½×¨óªï¿½ê¾ï¿½ï¿½è«ïµï¿½ï¿½ï¿½ë¶ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×ªï¿½ï¿½ï¿½é¾ï¿½ï¿½ï¿½ï¿½ï¿½×¨ï¿½å´ï¿½ï¿½ï¿½ä£ê½ï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªæ·ï¿½ï¿½×¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½óªï¿½ï¿½ö±óªï¿½í¼ï¿½ï¿½ë·ï¿½ê½ï¿½é½¨ï¿½ï¿½ï¿½û¹ï¿½ë¾ï¿½ï¿½ï¿½ô¾ï¿½ï¿½ï¿½ï¿½ï¿½í³ò»ï¿½ï¿½×¼ï¿½ï¿½ï¿½ï¸ï¿½ï¿½ï¿½ï¿½ï¿½í¿ï¿½ï¿½ë£ï¿½ï¿½ï¿½ð§ï¿½ø¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð§ï¿½ê¡ï¿½ï¿½ú¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ì¶ï¿½ï¿½ï¿½ï¿½ï°ï¿½ï¿½è¶¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú»ï¿½ï¿½ï¿½ê½ï¿½é¾ï¿½ï¿½ï¿½ï¿½ì¸ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½õ¡ï¿½
�������⣬��ì¤ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½×¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¶ï¿½õ¹ê¾ï¿½í¹ï¿½ï¿½ï¿½ï¿½ï¿½î¬ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô·ï¿½ï¿½æ£¬ï¿½ï¿½ï¿½ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ì¤ï¿½ï¿½õ¼ï¿½è»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¸ï¿½ï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú°ï¿½ï¿½ë»ï¿½ï¿½ú¼ï¿½ñ¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ð¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¼ï¿½ð³ï¿½ï¿½è»ï¿½ï¿½ï¿½ê¹ï¿½ï¿½ì¤óµï¿½ï¿½ï¿½è½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½õ¼ï¿½ï¿½ï¿½ë¹ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ã¹ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ßµï¿½î»ï¿½ï¿½îªï¿½ï¿½ï¿½ã°ï¿½ì¤ï¿½ï¿½æ·ï¿½æ³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¡ï¿½ï¿½êºïµï¿½ã½ï¿½ï¿½í½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
�����é¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ëµï¿½ï¿½ï¿½ï¿½æ£ï¿½æ¸ï¿½ï¿½ï¿½ï¿½ï°ï¿½ì¤æ·ï¿½æ¶ï¿½î»ï¿½ä¿ï¿½ï¿½ï¿½ï¿½îªæ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½çµï¿½ï¿½ï¿½ï¿½ë¹ï¿½ï¿½ï¿½ð§ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµä¼ï¿½öµ;í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë»ï¿½ï¿½ï¿½ï¿½ï¿½æ£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½îªí»ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú´ï¿½ï¿½ú¼ä¼¯ï¿½ï¿½æµï¿½ï¿½í¶ï¿½å¹ï¿½æ£¬í¬ê±ñ¡ï¿½ï¿½ï¿½ï¿½ï¿½êºï¿½ï¿½ë¶ï¿½ï¿½ï¿½æ·ï¿½øµï¿½ï¿½ã½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öªï¿½ï¿½ï¿½ï¿½ï¿½æ¹ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ö£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö°ï¿½ì¤ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë°ï¿½ì¤ï¿½ï¿½æ·ï¿½æµï¿½î»ï¿½ï¿½ï¿½ï¿½ö·ï¿½ï¿½ï¿½ï¿½ë¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ãºí¼ï¿½öµï¿½ï¿½ï¿½ï¿½ì¤ï¿½ï¿½æ·ï¿½æ³ï¿½ï¿½ï¿½ï¿½ï¿½×ªï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ì°²ì¤×¨òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½ò»æ·ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ß»ï¿½ï¿½î¼ó¶ï¿½ï¿½ï¿½ï¿½ð¹ï¿½×¨òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¶ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½èºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôµï¿½ï¿½ï¿½ï¿½ï¿½;��î£ï¿½ï¿½ç²ï¿½ï¿½ï¿½óªòµï¿½æ¹ï¿½ä·ï¿½ê½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ð¹æ·¶ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½î¬ï¿½ï¿½ï¿½õ¶ëµï¿½æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
������ì¤ñ¡ï¿½ï¿½4póªï¿½ï¿½ä£ê½ï¿½ç»ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½ï¿½õ½ï¿½ôµä»ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ô����������������òµï¿½ï¿½æ·ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµ×ªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é¹ï¿½ï¿½ä¹ø¼ï¿½ï¿½ï¿½ï¿½ï¿½î»îªæ·ï¿½æ¾ï¿½óªï¿½ï¿½ë¾ï¿½ä°ï¿½ì¤ï¿½ï¿½ï¿½ï¿½4p��óªï¿½ï¿½ä£ê½ï¿½ï¿½ï¶ï¿½ï¿½ç½ï¿½ï¿½ï¿½î¬ï¿½ï¿½æ·ï¿½ï¿½õ½ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½øµï¿½í´ï¿½ï¿½ï¿½ï¿½ï¿½ê½ï¿½ï¿½ñ¡ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ì¡¢î¬ï¿½ï¿½ï¿½í·á¸»æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;��æ·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ¹ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æ¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;�û¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ï¿½æµä¼ï¿½öµï¿½ï¿½ï¿½ï¿½æ·ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ûµä¸ßµï¿½ï¿½çºï¿½æ·ï¿½æ¼ï¿½öµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½øµä£ï¿½ï¿½ï¿½ö¤ï¿½ï¿½ï¿½ï¿½òµï¿½ð½ïºãµï¿½ï¿½ï¿½ï¿½ï¿½õ¼ä¡£ï¿½ü¶ï¿½ï¿½ï¿½ö®ï¿½ï¿½ï¿½ï¿½ì¤ï¿½é¹ï¿½ï¿½ï¿½æ·ï¿½ï¿½õ½ï¿½ô½ï¿½ï¿½ù½ï¿½ï¿½ë²ï¿½æ·ï¿½ï¿½ï¿½û£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½
销售年终总结个人篇二十四
工作总结就是让上级知道你有什么贡献,体现你的工作价值所在。
1、你对岗位和工作上的认识2、具体你做了什么事
3、你如何用心工作,哪些事情是你动脑子去解决的。就算没什么,也要写一些有难度的问题,你如何通过努力解决了
4、以后工作中你还需提高哪些能力或充实哪些知识
5、上级喜欢主动工作的人。你分内的事情都要有所准备,即事前准备工作以下供你参考:
总结,就是把一个时间段的情况进行一次全面系统的总评价、总分析,分析成绩、不足、经验等。总结是应用写作的一种,是对已经做过的工作进行理性的思考。
1。总结必须有情况的概述和叙述,有的比较简单,有的比较详细。
2。成绩和缺点。这是总结的主要内容。总结的目的就是要肯定成绩,找出缺点。成绩有哪些,有多大,表现在哪些方面,是怎样取得的;缺点有多少,表现在哪些方面,是怎样产生的,都应写清楚。
3。经验和教训。为了便于今后工作,必须对以前的工作经验和教训进行分析、研究、概括,并形成理论知识。
1。一定要实事求是,成绩基本不夸大,缺点基本不缩小。这是分析、得出教训的基础。
2。条理要清楚。语句通顺,容易理解。
3。要详略适宜。有重要的,有次要的,写作时要突出重点。总结中的问题要有主次、详略之分。
1、标题
2、正文
开头:概述情况,总体评价;提纲挈领,总括全文。
主体:分析成绩缺憾,总结经验教训。
结尾:分析问题,明确方向。
3、落款
署名与日期。
销售年终总结个人篇二十五
����ãºì¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**��ö£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¼æ»ï¿½**��ö£ï¿½ï¿½ï¿½è¥ï¿½ï¿½í¬ï¿½ú¼ï¿½ï¿½ï¿½**��ö¡ï¿½ï´ï¿½ï¿½**��ö£ï¿½ï¿½ï¿½é²ï¿½ï¿½ï¿½ï¿½ï¿½100%��
������ãºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**��ö£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¼æ»ï¿½**��ö£ï¿½ï¿½ï¿½è¥ï¿½ï¿½í¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**��ö£ï¿½
����ãºì¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**��ôªï¿½ï¿½ï¿½ï¿½è¥ï¿½ï¿½í¬ï¿½ú¼ï¿½ï¿½ï¿½**��ôªï¿½ï¿½ ��æ·ãºæ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**ôª/�ö£ï¿½ï¿½ï¿½è¥ï¿½ï¿½í¬ï¿½ú¼ï¿½ï¿½ï¿½**ôª/�ö£ï¿½ ��ä©ï¿½ï¿½ï¿½**��ö£ï¿½ï¿½ï¿½è¥ï¿½ï¿½í¬ï¿½ú¼ï¿½ï¿½ï¿½**��ö¡ï¿½
����1����ãºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â¸ß¡ï¿½ï¿½ï¿½ö¾ï¿½ãºõ½ï¿½ô²ï¿½ï¿½ï¿½ò¡ï¿½ï¿½ï¿½ß±ï¿½ï¿½ï¿½ï´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôãºè«ï¿½ï¿½ï¿½ï¿½ï´ï¿½ï¿½è«ï¿½ï¿½ï¿½ï¿½é¾ï¿½ãºï¿½ï¿½ï¿½ï¿½**��ö£ï¿½ï¿½ï¿½ï¿½ï¿½ê·ï¿½ï¿½ß¼ï¿½â¼ï¿½ï¿½í¬ê±ò²îªï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ë¿é¹ûµä¾ï¿½ï¿½ï¿½ð§ï¿½æ¡£
����2�����öºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½á¹¹ï¿½ï¿½ï¿½ï¿½æ·ï¿½á¹¹ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õ½ê¤ï¿½ï¿½ï¿½ñ¡ï¿½è¡ï¿½ã³é¼ï¿½ï¿½ä¼ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð±ï¿½ï¿½ï¿½ãºì¿æ·ï¿½öµí»ò¡ï¿½ï¿½ï¿½ï¿½ò¡¢·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß¡ï¿½õ³ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½æ·ï¿½ï¿½ï¿½øµã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ò±ï¿½ð¡¢½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¿½ï¿½å¶è¸ßµï¿½ï¿½øµï¿½õ½ï¿½ï¿½ï¿½ã»ï¿½ï¿½äºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ã»ï¿½ï¿½á¹©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä½ç¶è³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½øµï¿½îªï¿½ã»ï¿½ï¿½ï¿½ï¿½ë£¬ï¿½ã»ï¿½ï¿½ï¿½òªê²ã´ï¿½ï¿½ï¿½ä²ï¿½æ·ï¿½ï¿½ï¿½ç¾í¹ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä²ï¿½æ·ï¿½ï¿½ï¿½ó¶ï¿½ï¿½ï¿½ï¿½îµø°ï¿½ï¿½ï¿½×¡ï¿½ï¿½ï¿½ð³ï¿½ï¿½ý¶î¡£í¬ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð²ï¿½ï¿½ï¿½ï¿½å»ï¿½ï¿½ï¿½æ·ï¿½á¹¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½ï¿½æ·ï¿½è¼û£ï¿½ï¿½ô¾ï¿½ãºï¿½ï¿½ï¿½ï¿½ï¿½ê»ï¿½ãº
����îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï´ï¿½ì¡¢ãºï¿½à¡¢ï¿½î¿ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö·ï¿½ï¿½ó³ï¿½ï¿½ï¿½æ·ï¿½öµï¿½ï¿½ð³ï¿½ï¿½ï¿½öµï¿½ï¿½ï¿½ï¿½ï¿½ì¶èµï¿½îªï¿½ï¿½òµó®ï¿½ï¿½ð§ï¿½æ¡£
����3����â·ï¿½ï¿½ï¿½ä¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ö¦ï¿½ï¿½ï¿½ã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½èµï¿½î»ï¿½ï¿½ï¿½ú½ï¿½ï¿½ï¿½ê®ï¿½ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£ï¿½ê¼ï¿½õ¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ï¿½ï¿½ï¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½èµï¿½ï¿½ï¿½ê¾ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½á¹¹ï¿½ï¿½ï¿½ï¿½æ·ï¿½á¹¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½þ¶èµï¿½ï¿½ï¿½è¡ï¿½ï¿½â·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¬ê±ï¿½ï¿½ç¿ï¿½ë¶ô´ï¿½×°ï¿½ï¿½ïµí³ï¿½ï¿½î¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¿ï¿½ë¶ï¿½×°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í£ê±ï¿½ï¿½ï¿½ë£ï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×°ï¿½ï¿½ï¿½ï¿½ö¯ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä·ï¿½ï¿½ï¿½ï¿½ï¿½
����1����׼���ô¡ï¿½ï¿½è¡ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½õµï¿½×¼ï¿½ï¿½ó¦ï¿½ô´ï¿½ê©ï¿½æ¶ï¿½ï¿½ã¶ô£ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ½ï¿½è¡ï¿½
����������ð³ï¿½ï¿½ï¿½ï¿½ö¶ï¿½ï¿½ýµä¹ï¿½ï¿½ï¿½ó¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ó´ï¿½ãºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ïµï¿½ï¿½ï¿½ãºï¿½û¸ï¿½è´ï¿½ê©×¼è·ï¿½ï¿½ï¿½ï¿½×¡ï¿½ï¿½ï¿½ýµï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½é£¬ï¿½ï¿½ôªï¿½â·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ãºï¿½ï¿½ï¿½ï¿½**��ö£ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½*��ôªï¿½ï¿½êµï¿½ï¿½ï¿½ë¿ï¿½ï¿½åºì¡£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ôºï¿½ï¿½ð³ï¿½í»è»ï¿½ä»¯ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â»ï¿½ï¿½ï¿½ï¿½û¸ï¿½ï¿½â½ï¿½ï¿½ï¿½ï¿½ï¿½æ·ãºï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**��ö¡ï¿½îªï¿½ï¿½ó���ð³ï¿½ï¿½ï¿½ï¿½ï¿½õ½ï¿½ï¿½ï¿½ï¿½ï¿½ç¸ï¿½ï¿½ï¿½ï¿½ï¼ï¿½ç¿ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµê©ï¿½ï¿½ï¿½ï¿½ï¿½ì¨ï¿½ï¿½ó¦ï¿½ô´ï¿½ê©ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ¬ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½é´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½5�â·ý¿ï¿½ê¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµï¿½å¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½8�âµ×£ï¿½ï¿½ï¿½ï¿½ï¿½æ½µï¿½ï¿½ï¿½ëºï¿½ï¿½ï¿½ë®æ½ï¿½ï¿½ï¿½ú£ï¿½ï¿½ï¿½ö¤ï¿½ë¿ó¾®µï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½óªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ½ï¿½ï¿½ï¿½ï¿½ï¿½ð¡ï¿½
����2�����â¡ï¿½ï¿½ï¡ï¿½êµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¸ï¿½ï¿½æ¶è¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½ï¿½ã³ï¿½×¡ï¿½
����ò»ï¿½ï¿½ï¿½ï¿½è«ï¿½ï¿½ï¿½è¶ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½ï¿½ï¿½ë¼î¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ì£ï¿½
���������������ð³ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½**��ë¾ï¿½ï¿½**��ë¾ï¿½ï¿½**��ã³ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ý¶î£¬ï¿½ö½ï¿½ï¿½ï¿½ë¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½ãºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½â£¬îªè«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹ï¿½ï¿½×¡ï¿½
销售年终总结个人篇二十六
煤炭销量完成**万吨,超考核计划**万吨,比去年同期减少**万吨。洗耗**万吨,完成产销率100%。
精煤销量完成**万吨,超考核计划**万吨,比去年同期增加**万吨;
煤炭销售收入完成**亿元,比去年同期减少**亿元; 商品煤平均单价**元/吨,比去年同期减少**元/吨; 期末库存**万吨,比去年同期减少**万吨。
1、精煤销量创出新高。坚持精煤战略不动摇,具备入洗条件的原煤全部入洗。全年完成精煤销量**万吨,创历史最高纪录,同时也为企业创出了可观的经济效益。
2、保持合理的市场结构、产品结构是营销工作战胜困难、取得成绩的坚实基础。依托本地煤炭品种低灰、低硫、发热量高、粘结性强的品质特点,坚持与冶金、焦化、电力等实力强、资信度高的重点战略用户的合作,从为用户提供“整体能源解决方案”的角度出发,设身处地的为用户着想,用户需要什么样的产品我们就供应符合其需求的产品,从而牢牢地把握住了市场份额。同时,工作中不断优化产品结构,合理确定产品比价,以精煤、优质混煤
为主打,以洗混、煤泥、次块等为辅助,充分发挥出各品种的市场价值,最大程度地为企业赢得效益。
3、铁路运输工作在困境中一枝独秀,运量处于领先地位。在今年十分困难的市场形势下,始终盯紧各大用户,通过加强与上级运销调度的请示沟通,发挥市场结构、产品结构的优势最大限度地争取铁路运量。同时加强了对储装运系统的维护保养,加强了对装车矿点的停时考核,努力减少装车组织中延时的发生。
1、“准、对、稳”:市场行情把握得准,应对措施制定得对,营销工作运行平稳。
年初,市场出现短暂的供不应求现象。我们通过加大精煤产量、上调精煤价格等措施准确把握住短暂的市场行情,在元月份完成商品煤销量**万吨,实现销售收入*亿元,实现了开门红。进入二季度以后,市场突然变化,需求下滑,价格下降,商品煤库存一度攀升至近**万吨。为了迎接市场的挑战,我们根据上级强化营销工作的实施意见出台了应对措施,成立工作组分片对用户包干促销,从5月份开始,经过三个月的努力,到8月底,将库存降到了合理水平以内,保证了矿井的正常生产,实现了营销工作的平稳运行。
2、“新、严、实”:开拓新市场新用户,严格制度管理,做实物流贸易。
一是在全力稳定老用户的基础上,创新思维,变坐商为行商,
积极开发新市场新用户。今年陆续开发了**公司、**公司、**经贸公司等新用户,既扩大了市场份额,又解决了高硫低热值混煤销售困难的问题,为全年销售任务的完成做出了贡献。