2023 Sales Work Plan 1 Primary Skills Teaching Plan for Excavator Drivers
First, the training object and class hours
Training target: farmers and herdsmen in xx county
Total class hours: 240 class hours
Second, the training objectives and business scope
Training goal: to train junior skilled personnel who can meet the needs of the first line of production and master certain knowledge of excavator application.
Business scope: Basic knowledge of machinery, oil and working fluid, power plant, transmission system, rotating device, mechanical circuit, etc.
III. Knowledge Structure, Ability and Requirements
Knowledge structure and requirements:
1, have basic scientific and cultural qualities, and master the basic knowledge of cultural theory and daily life necessary for this major;
2. Master the basic knowledge of excavators and safety;
Capacity structure and requirements:
1, master the physical properties of various soils;
2. Understand the structure, performance characteristics and scope of application of common excavator equipment, and be able to correctly select, install, debug, operate and maintain the equipment.
3. According to the actual production conditions and specific soil structure and technical requirements, the operation method can be accurately selected;
4, can analyze the common causes of equipment failure in the process of work, put forward the method to solve the problem.
Determination of the second part of the sales work plan in 2023 (1);
As we all know, before the promotion, we should make a sales plan and define our sales target. The so-called goal is our inner description of the expected effect when a job is completed. Sales plan: how to make a sales plan? Salespeople must set goals when visiting. A good goal, in the sales process should consider two aspects:
1, sales target: whether to require old customers to increase the order quantity or order variety; Whether to place an order with a new customer.
2. Management objective: whether it is necessary to recover the accounts; Whether there are any complaints or inquiries to be handled; Whether it is necessary to convey the company's new policy.
(2), the customer's choice:
1. Basis for selecting customers: customers who are respected by peers, have monopoly power, stable sales, strong market expansion ability and stable customer base should be selected.
2. The classification of customers should be based on their credit status, business scale, personnel quality, storage capacity, transportation capacity, internal management and organization and the coverage of sales network. Then, according to the company's policies, market conditions and other factors, the target customers are determined, and their work is listed as a post-sequence list or a sequential list.
3. The rules of M, A and N can generally divide prospective customers into three levels:
Grade A-the possibility of recent transactions; Grade b-it is possible to trade, but it takes time; Grade c-it is still difficult to judge according to the current situation. M, A, N The rules for judging A-level customers are as follows: M (money): whether the other party has money or not, and whether it can obtain financing from a third party. Know each other's economic strength in advance and don't make a move. A (authority): that is, whether the object you want to convince has the decision-making power to buy. If you don't make the right decision, you will end up wasting your breath. In the process of successful sales introduction, it is the key to success to accurately grasp the real purchasing decision maker. N (need): that is, if the other party doesn't need this product, even if you are rich and powerful, any encouragement from you is invalid. But "need" is very flexible. Generally speaking, demand can be created, and ordinary salespeople adapt to demand, while the responsibility of professional salespeople is not only to stimulate and create customer demand. Judging users from a professional point of view, we should consider whether users are reliable in electricity operation, whether there are loopholes in operation links, and how to rectify and meet users' high-reliability operation, so as to develop users' deep-seated consumption desire.
(3), the formulation of the action plan:
Each salesperson manages and controls a sales area. In order to achieve the sales volume or sales volume set by the company, we must carefully consider and plan the trip, and the specific steps are as follows:
1, customer classification:
According to the importance and growth potential of customers, it can be divided into four grades: A-level customers: arrange visits in the first week, and accordingly, important customers arrange visits every morning to make use of their spirit and physical strength. B-class customers: most of them are scheduled to visit in the second week. Because they have more customers than "A", the number of visits to each home will be reduced accordingly; C and D customers: the visit should be arranged in the third week. Every four weeks, you should concentrate on customer service (maintenance, technology and operation), commodity display and collection, and plan the work for next month. Of course, sales staff can also arrange ABCD customer visit plans according to the actual situation. For example, there are both A customers and B customers in daily and weekly visits, so there are C customers and D customers. However, no matter how to arrange the sales staff, you should clearly know that the first visit to customers A and B will enable them to grasp part of the turnover in the area they need to be responsible for. From this, it can also help you improve your confidence and courage and face future challenges.
2. Frequency and form of visits:
As a salesperson, he is responsible for achieving the company's sales target, so obviously, the sales focus of the salesperson should be on those customers who are "sold out" quickly and collect the accounts in time. Therefore, the salesman must visit this kind of customers repeatedly in the form of fixed-point patrol, and achieve our sales target through continuous customer service. In a highly competitive shopping mall, it is especially necessary for salespeople to maintain a very high frequency and enough visits to make it difficult for competitors to set foot in our customers and markets, and to have stable turnover and continuous professional customer service.
3. Improve the access rate:
Because the salesman chooses different customer levels, the number of customers he visits every day will be different. According to authoritative statistics, many salespeople spend no more than 2 hours a day on real sales demonstrations. According to a good plan, we can avoid the lack of visit time due to cross-visit in this area. Therefore, careful planning of daily work can increase the number of visits and ensure that each visit is more effective. Ideally, the daily itinerary should be set in advance, and the arrangement of each visit should be the most economical and effective.
(4) Matters needing attention in formulating an action plan:
We all know that before the promotion, making a sales plan will give you confidence. But in the face of different customers can only use the same program, but it will vary from person to person. So when making a plan, we should pay attention to the following aspects:
1, there must be a special proposal. If you want to sell goods smoothly, you should prepare a special sales plan every time you visit. In other words, when you face a potential customer, you must "prepare some special suggestions for him"
2. Can't just rely on ordinary commodity description. The instructions you intend to show potential customers must be different from person to person and fully meet the characteristics of each potential customer. In other words, you must have? ; The special reason for visiting that person. "That is to say, we must be clear about the following questions:
(1) What should I say to him (appeal)?
What should I persuade him to do?
(3) What "methods" should I adopt to promote its realization?
(4) How to prepare the "reasons for visiting"? These "reasons for visiting" must have different contents. Maybe, you think it's quite difficult. In fact, as long as you make up your mind to write, you only need to spend 15 minutes on this assignment. Don't underestimate this homework. It will ignite your fighting spirit and let you constantly produce various sales plans. When you prepare this special sales plan, you will meet your customers. At this time, you should give yourself two minutes to think about these things in your mind:
1, remind yourself that the purpose of sales is to help people feel satisfied with the products they buy and feel wise about their purchase choices.
2. Imagine what will happen:
(1) Imagine yourself from the customer's point of view, that is, from the customer's height.
(2) Imagine the advantages of your products, services or suggestions, and imagine how to use these advantages to meet the needs of customers.
(3) Imagine a happy ending. Your customers get the feeling they want, that is, they are satisfied with the goods they bought and the choices they made.
(4) Imagine that your wish has come true, that is, to sell more goods with half the effort in a relaxed atmosphere.
The third part of the sales work plan for 2023 I. Specific quantitative tasks of sales work
1. Make monthly work plan, weekly work plan and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering the vast territory, large population and traffic congestion, we choose customers in the same place or near the ground when making an appointment.
2. Before meeting the customer, we should know more about the main business and potential needs of the customer, first understand the personal hobbies of the decision maker, prepare some topics of interest to the other party, and provide targeted solutions for the customer.
3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation, acceptance, etc. , and complete each stage of the work.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the bidding process, the corresponding business documents should be sorted out two days in advance and delivered to the engineer by express delivery or express delivery to prevent omissions and mistakes.
9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help engineers undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10. Strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the engineer's demand with the fastest supply time, and strive for early payment.
1 1. After the goods arrive at the site and the equipment is installed in the project, apply to the technical department to arrange debugging personnel to go to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Second, the understanding of sales work
1. Market analysis, and formulate sales tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: sales of 6,543,800 yuan+0,000 yuan.
2. Make work plans in time, and make monthly and weekly plans. And communicate with business-related personnel regularly to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, and pay attention to and track the performance plan, performance execution and performance evaluation.
4. Target market positioning, distinguish between major customers and general customers, treat them differently, strengthen communication and cooperation with major customers, and win market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
The fourth part of the sales work plan for 2023 I. Professional ethics and professionalism
As the window of the company, the business department directly faces customers, and personal words and deeds represent the image of the company. Therefore, it is necessary to establish a good personal image and mental outlook and master comprehensive business knowledge. What we convey to our customers is not only trust, but also a sense of trust. The guarantee industry is different from some traditional industries, so we don't need to bow and scrape to our customers, and of course we can't be exclusive. Be modest, adhere to principles, be confident and generous, and establish a cooperative relationship of mutual benefit, mutual trust and equality. Be familiar with the company's business process and required information, and strengthen the study of professional knowledge, such as finance and law. , is the first priority of my work; Understanding the development status and trends of various industries, combining with the characteristics of Zigong's local economic structure, focusing on the status quo and trends of traditional basic industries such as chemical industry, mechanical processing, plastic products and building materials, has become my learning goal in the second stage. Learn to analyze the business situation of enterprises and establish a set of analysis models, from qualitative analysis to quantitative analysis, so that the real business situation of each enterprise can be restored and help us better judge, evaluate and control risks, which has become my learning goal in the third stage.
Second, the development and maintenance of marketing channels.
Doing business is inseparable from marketing. A good businessman will not only sell products, but also market himself. Establish a good mental outlook and professional personal image, have morality and principles, be comfortable in work and show your unique personality charm. I think the first step of marketing has been successful. How to establish your own marketing system so that customers can not only find you, but also become friends with customers. The first is to get the support of a series of financial institutions such as banks, credit cooperatives and postal savings, and establish good cooperative relations with them, so that they can bring us more quality customers. Second, let customers bring you more customers, take every business seriously and treat every customer with heart. I believe he will bring you more customers and your wealth will continue. Third, through the Internet, media and other public platforms, you need to find your target customers, of course, including your relatives and friends will become your helpers, effectively use all available resources around you, and integrate resources. I believe you can get twice the result with half the effort.
Third, strengthen the design ability of counter-guarantee scheme.
By tracking several businesses done by the company team during this period, I found that the guarantee company is passive in implementing counter-guarantee, and most counter-guarantee measures can only be agreed in the contract, so it is difficult to get legal support. Whether the counter-guarantee scheme can be designed successfully becomes the key for us to control risks. As we all know, enterprises with excellent indicators will not become our customers, and those who can cooperate with us are enterprises with some defects. In this case, it is necessary to control risks and carry out business, which puts higher demands on us. The counter-guarantee of customers should be deeply discussed and analyzed, and the core requirement of company leaders should be "increasing customers' willingness to repay and increasing customers' default cost". Then, we must conduct in-depth and detailed investigations on customers to find out the real situation of the enterprise, especially the personal assets of legal persons should be deeply excavated, and customers should not conceal or fabricate them. Only in this way can we suit the remedy to the case and design the best counter-guarantee measures. Secondly, put yourself in the customer's shoes and analyze which counter-guarantee measures are the most restrictive, so as to achieve "wide coverage, prominent core collateral, low implementation difficulty and strong liquidity" in the counter-guarantee design.
Fourth, establish a scientific risk assessment system.
Although risk control is not the focus of our work, as a business person, I still try to control the risk in the first stage. First, ensure that the information collected is detailed, true and accurate. Secondly, make the on-site investigation objective, in-depth and meticulous, conduct multi-channel and re-verification, conduct an all-round investigation of the enterprise, and make good use of various channels such as industrial and commercial departments, banks, tax departments and upstream and downstream relations of enterprises. Business personnel should also be generalists, and seriously study financial and risk control, establish a set of quantitative risk assessment forms, which are repeatedly verified in their work and constantly improved. So that their business ability can be comprehensively improved.
Five, strengthen the awareness of service and risk prevention, innovative working methods and measures.
People should not only be able to walk, but also learn not to take the usual road. Any period of hidebound, complacent, will eventually be eliminated, especially the rapid development of modern enterprises. The guarantee industry is an industry strongly constrained by policies and capital. In order to survive in this industry, we must learn to innovate.
Sales Work Plan for 2023 Part V 1. Light Oil Sales and IC Card Proportion
Looking back on last year, through the efforts of our station staff, gas stations are gradually on the road of normal and benign development. Since 20xx165438+1October 10, the sales of gas stations have increased greatly because Shanghai has achieved the national four standards. In 20xx, Hangpu Expressway North Station sold light oil16,642 tons, Hangpu Expressway South Station sold 9,245 tons of light oil, and non-oil products sold 45,000 yuan each. This year, the indicators issued by the company are North Station 1.7 million tons, South Station 9,300 tons, and North and South Stations 50,000 yuan for non-oil products.
By the beginning of this month, the sales volume of North Station was 2,607 tons, achieving the annual target of 15.33%, and the sales volume of South Station was 1567 tons, achieving the target of 16.85%. This year's oil and gas transformation will have a certain impact on sales. However, according to the sales of 10/0,500 tons and 900 tons of North and South Station in October, unless there are special circumstances, it is expected that both stations will successfully achieve their goals by the end of this year.
IC card consumption ratio
From 20xx65438+1 October 1 to March1:
The consumption of * * * is card in North Station is 64222. 1 yuan, accounting for 30.39% of the total (17504594.89). The reason is that most of the sales in the North Station consist of diesel sales, and diesel drivers generally spend a lot of money, mostly in cash, so the IC card holding rate is low.
The consumption of * * * is cards in South Station is 4 10/0,4119.02 yuan, accounting for 30.39% of the total (1350,4265.31). The card holding rate of South Railway Station is relatively high because gasoline vehicles refuel more and private car customers hold more IC cards.
Improve the proportion of credit card consumption, mainly from the following aspects:
1, measures such as IC card publicity, posters and leaflets must be taken. Let users know that using the fuel card can not only store value and refuel nationwide, but also have many functions such as limiting fuel quantity, variety and car number. The fuel card is equivalent to a vehicle administrator who doesn't need to pay. 2. I hope the company will carry out fuel card business, carry out marketing activities to send gifts, and further promote the card holding rate of fuel cards.
3, enlarge the role of fuel card, improve the utilization rate of fuel card, such as IC card can be used to buy lubricating oil, pay traffic fines and so on.
Second, non-oil indicators.
Non-oil sales of high-speed stations mainly depend on fuel treasure. This year, the company's target is 600 bottles of gasoline and 500 bottles of diesel in North Station; /kloc-0.000 bottles of gasoline and 300 bottles of diesel, with an average of 50 bottles of gasoline and 42 bottles of diesel in North Station every month. There are 83 bottles of gasoline and 25 bottles of diesel in South Station.
During this year1-February, fuel treasure of North Station sold 53 bottles of diesel and 6 bottles of gasoline1/KLOC-0. The sales volume of South Station is 0/8 bottles of diesel oil and 0/57 bottles of gasoline. Judging from the above data, fuel treasure North-South Station for gasoline can be successfully completed, but fuel treasure for diesel is still far from the target. This year, we will focus on promoting diesel fuel treasure, so that every car can be skillfully promoted, and vigorously promote the role of fuel treasure. At present, the gross profit margin of expressway station is 50.4 1%. We will continue to increase sales in fuel treasure, thus increasing the gross profit margin.
Third, the hardware problem.
Due to the high utilization rate of equipment in the station, the equipment is prone to failure, especially in the South Station, and the newly installed tanker has failed many times. There is a certain degree of leakage in the tanker at the north and south stations a few meters away. The above equipment has been contacted to the maintenance party in time, waiting for the near future maintenance.
The dining table in the South Station was damaged, and the movable door in the oil unloading area of the North Station was also damaged to some extent. There is serious water accumulation on the ground after the rain in Nanbei Station. I hope the company can repair it.
Fourth, internal management.
This year, according to the management needs, according to the latest standardized management standards of China Petrochemical Gas Station, on the basis of perfecting and strengthening the service management rules of gas stations, combined with the requirements of the mysterious customer visit system, and drawing on the advanced experience of other gas stations, the in-station assessment system was further improved.
Problem: Hygienic details are not in place. Last month, the South Station was found to have a sanitary corner. There are omissions in the accounting records, etc. The safety awareness of employees needs to be improved.
In view of the above problems, the station will refine the health management system of gas stations, clarify the responsible objects, do a good job of rewards and punishments, take seriously the omission of ledgers, and do a good job of auditing ledgers in the station. Strengthen the safety training of employees in the station and the drill of emergency plan. So as to improve the management level of gas stations.
Verb (abbreviation of verb) mystery customer inspection
Last year, all the mysterious customers at North and South Station were checked. This year, this site successfully passed the inspection of mysterious customers in 65438+ 10 and February, which made a good start for this site. This year's goal: continue to maintain the current level and strive to improve.
The sales work plan for 2023 (Part VI) is a link between the preceding and the following. In addition to faithfully performing the duties of this post, you should also have a clear sense of market, management, innovation and service, and require yourself to have the ability to control, control, analyze and solve problems and a strong sense of mission.
The work plan is as follows:
First, strengthen business learning, broaden our horizons, enrich our knowledge, adopt diversified forms, combine business learning with communication skills, and enjoy growth with the team.
Second, the plan:
1. Draw up the annual sales plan at the beginning of the year;
2. Draw up the monthly sales plan at the beginning of each month;
Third, be strict with every member of the team. There is no special reason. Everyone must guarantee 80 calls every day. Otherwise, I will stay and work overtime with them.
Fourth, I have the following requirements for myself.
1. Increase the number of invitations and try to invite at least one customer in two days.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct next time. Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no customer's concealment and deception, so there will be no loyal customers. You agree with the customer on some issues.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Work attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company.
7. When customers encounter problems, they must try their best to help them solve them. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. Always tell yourself that you are the best and you are unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
Verb (abbreviation of verb) implementation measures:
1, familiar with the company's new rules and regulations and business development. The company is constantly reforming and establishing a new system, especially in business. As the department manager of the company, you must set an example and do your best to carry out business work while observing the company's regulations.
2. Make a study plan. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. Adjust your learning direction according to your needs and replenish new energy. Professional knowledge and management ability are all things I want to master. Know yourself and know yourself, and you will win every battle.
3. On the customer side, strengthen information exchange with customers and increase feelings. Contact Class A customers once a week, Class B customers once half a month and Class C customers once a month. Always keep in touch with customers who have already made a deal.
4. On the network side.
Give full play to our website and network resources, do a good job in the collection and release of housing and the development of tourists. Business is doing well
The above is my work plan for 20xx, which may be immature. I hope the leader will correct me. The train runs very fast on the front of the car, hoping to get the correct guidance and help from the company leaders. Looking forward to 20xx, I will work harder, treat every business seriously and responsibly, strive for more orders and enhance business development. I believe I will complete new tasks and meet new challenges in 20xx.
Sales Work Plan for 2023 7 I just got in touch with telemarketing business in mid-September. Because I was eager for success in my thoughts and reckless in my actions, my work performance in September did not improve. But with the careful help of my leaders and colleagues, I soon realized my crux. In the next month's work, we should pay attention to success, not chaos, and be calm; Don't work recklessly, be practical, capable and skilled; At the same time, we will continue to learn sales methods and skills from leaders and colleagues. Summarizing the gains and losses of last month, we should do the following work next month:
First, the maintenance of customer relationship.
1. For old customers, we should keep in touch, get to know each other, strive to be friends, meet the needs, and finally reach the goal of signing sales orders. It is best to tap the secondary demand.
2. For new customers, let them know and agree with the product; Trust the company, trust me. Then, sell products and constantly develop new customers.
Second, the handling of work details.
1. Be more familiar with the workflow and business content next month. Pay more attention to customer visits next month, improve persuasion, observe more, listen more and try more; You must remember the number segment and the prices of various value-added services.
2. Telephone communication methods should be flexible and diverse. Develop flexible and diverse communication methods according to the customer's industry, age and tone to improve the telephone interview rate.
3. Keep learning and grow with the team. While learning business knowledge, we should widely understand other aspects of knowledge to facilitate communication with customers in various aspects; Have good communication with leaders and colleagues, communicate and discuss more to promote progress and create a harmonious working atmosphere.
Three. job objective
Strive to reach the departmental average next month.
The above is my personal 10 sales staff work plan. Planning and difficulties coexist, please ask the manager for more guidance, and I will try my best to overcome the difficulties, be responsible for myself, my work and the company!
Commercial Representative of the Ministry of Commerce: * * *
Latest monthly work plan of sales staff
In order to further improve their work efficiency and ability, the following work plans are formulated:
First, the understanding of sales work:
1, constantly learn industry knowledge and product knowledge, bring practical introduction content to customers, better serve customers and show the professionalism of the industry;
2. Make friends before placing orders: develop good friendship with customers, change the role of salespeople, think for customers everywhere, treat customers as their friends, and achieve ideological and emotional integration;
3. Adjust your mentality to further improve your work passion and self-confidence; Treat every day's work with heart, and tap every potential customer;
4. Eliminate the fear of any customer's rejection and communicate confidently and professionally with any marketing call and any potential customer;
Second, the improvement of sales work:
1, schedule; (See attached table)
2, a summary every day, a big knot every Monday, 1 month 1 day; Constantly look for shortcomings in the work, correct mistakes in the work in time, and improve the overall efficiency of the work;
3. Constantly tap potential customers, display products and follow up with customers; Only an optimistic, positive and confident work attitude can have good work results;
4. Make 40 effective phone calls every day, tap potential customers, and visit at least 2 customers every week (this figure is a reference goal, try to make potential customers become sustainable customers):
5. Before visiting the customer, make a comprehensive understanding of the customer (customer's potential needs, position, authority, personal character, hobbies), prepare some necessary topics or activities, better blend with the customer, and the corresponding solutions of professional product knowledge;
6. Conduct telephone sales to the heads of highway sections in Shanxi, Shanxi, Jiangxi and Henan provinces one by one, tap potential customers, and follow up and make appointment visits to relevant important customers;
7. Improve your telemarketing skills and communicate with customers flexibly and professionally;
8, through the telephone sales process to understand the use of equipment and instruments, procurement and related important tracker;
Third, important customer tracking:
1, section chief Colin and maintenance section chief Zeng of Pingxiang Highway Administration Bureau, Jiangxi Province;
2, Shanxi, Shaanxi, Jiangxi, Henan Province Highway Bureau Maintenance Office;
3. Relevant persons in charge of Lin 'an Highway Bureau, Chun 'an County Highway Section, Changhua County Highway Section and Jiande County Highway Section in Zhejiang Province;
4. North Suburb Highway Bridge Project in Datong City, Shanxi Province;
5. Yao Henan Provincial Municipal Administration Office;
The above is my 10 work plan, and I will carry out every work in strict accordance with the plan; Please ask Mr. Wei to give some advice on this incomplete plan. Thank you!