Part I: Sales Department Work Plan PPT
Hangzhou Chunquan rice in Anhui Province, regional manager work plan Combined with the development of Hangzhou Chunquan Co.
First, the goal and vision
Plan to reach 500 tons per month more than the sales task, the annual task to reach 7,000 tons of sales performance; customer development to develop more than 10 stable customers per month as the goal of more than 50 stable customers for the year. Plans to Anhui several prefecture-level market as the focus of the development of the market (Hefei store for the benchmark market), several other prefecture-level market as a sub-focus on the market, in addition to strong sales breakthroughs, pay more attention to the construction of the brand image and brand promotion, the specific ideas are as follows:
Second, the work of the idea
1, clear responsibilities
"" Quantitative assessment "always to achieve the goal of the sales of 500 tons of more than 500 tons of sales. Quantitative assessment" moment to reach the monthly sales task as the center of gravity, while changing the mindset to market services and sales promotion of the dual role of the work. Do a good job of the company's product promotion and sales of comprehensive planning such as: strategic planning, strategy development, market research, brand promotion, product mix positioning and other work. Consumer demand as the center, according to different market environments, the market operation of the planning and guidance, but also focus on how to assist dealers in the market for the development of a sound and more complete, more sound sales network, more considerate and humane after-sales service.
2, resident marketing
The implementation of the resident market both exercise, enhance the sales department personnel themselves, but also personal service to the front-line dealers and their business personnel, the Department of Sales only to provide this personal, consultant, coaching the whole tracking service, the Department of Sales personnel can really do the market as a finger in the palm of your hand, to find the right marketing model for their own market from the practice of the Department of Sales resident! Business must be completed in six areas. Work: a, through a comprehensive research, found that the market opportunity points, and targeted to come up with market enhancement programs; b, collect competing brands of products and activities information, capture market consumer demand combined with the industry development trend, put forward the development of new products ideas;
c, to guide the market to do a good job in the standardization of the terminal construction, to promote the healthy and stable development of the market; d, targeted to the development and implementation of the organization of promotional activities d. Targeted development and organization and implementation of promotional activities program, market promotions, costs and policies to verify the use of
and implementation, found that the situation should be reported in a timely manner to deal with. e, timely and comprehensive publicity of the company's policies to enhance brand influence and visibility, and cultivate loyal customers; f, in the market practice to collect and organize the highlights of the case, focusing on summarizing the methodology and experience, and timely recommended to the market to replicate;
3, and dealers to join forces, the real establishment of sales networks covering the countryside sales department to play a role in the market in the first line, in addition to adjusting their own positioning and improve their own In addition to adjusting their own positioning and improve their own service level, but also away from
Open dealer team support and cooperation. If you do not get the recognition and effective implementation of the dealer, even if the best program, and ultimately only a piece of paper. By the sales department and dealer team supervisor and backbone of the marketing team, the sales department to determine the activities of the planning program, and then by the marketing team members to express their views, mainly on the program to put forward the views and suggestions for improvement, for the need to further modify the program, the Department of Sales is responsible for coordinating the perfect; for the meeting to discuss the program, to deal with the dealer team to implement the marketing team is responsible for tracking the progress of the implementation of the implementation of progress and Effect, and timely adjustments to better meet consumer demand and provide consumers with better service
Third, the management team
1, the sales team configuration standards:
a Business Manager 1 (Sales Department) Marketing Manager 1 is responsible for the formation of the business team to assess the marketing and sales goals to achieve the development and planning of the annual sales target and cost budgets. Matters! b market information manager 1 (clerk) is responsible for market research, information statistics, market analysis, business personnel sales data
data summary, customer information collation, etc. c business representative 8 is responsible for the achievement of sales results, customer development and maintenance, management of regional markets, the company's activities
policy on-site implementation and market information feedback
IV. /p>
1, fierce competition
In recent years, due to the serious phenomenon of homogenization, the market supply is far greater than the market demand, rice sales are in a buyer's market, competition is very fierce, so do a good job of customer service and management is particularly important, under the premise of the company's quality assurance, the same kind of quality than the price, based on the reduction of the cost of each, to provide dealers with the most favorable prices, on the basis of equal prices, to provide consumers with the most favorable prices, on the basis of the same price, to provide the most favorable prices, to provide the most favorable prices. On the basis of the same price, to provide consumers with the best quality products; competitors in the same industry, such as Jinjian, Beidahuang, Fulinmen, the excellent Jinlongyu promotional model can be learned from, for my use, know your enemy and know yourself, never in danger.
2, integration of resources
Our company relies on the region's unique ecological protection of the field advantage of guaranteeing the supply of our distinctive green food, and there is strong support from the government behind the general small and medium-sized enterprises can not be compared to the advantages. The company needs to introduce a strong talent advantage, in scientific research and development, sales public relations, business management, finance and logistics and distribution in all aspects, focusing on a large number of excellent backbone talent, for the company's development and market development to provide a guarantee.
V. Brand promotion
In order to quickly and effectively expand the market share of our products, and obtain long-term development, we will take the company's development strategy as the core, from the product's brand image, product positioning, market network construction, marketing and other four aspects of the systematic planning of brand promotion strategy.
1, brand image
In order to create a brand image of "xxx", it is recommended that all of our company's series of products unified use of the brand, different types of series of products using different packaging strategies, it is recommended to increase the number of characters avatar, in order to facilitate the people's memory.
2, product positioning
According to the current market situation, with the renewal of the product, the launch of new series of products and sales area changes, in order to improve the competitive advantage of similar products, expand market share, in order to ensure that the profits at the same time, it is recommended to gradually adjust the price of the product, the use of high-, medium- and low-priced strategy to increase the competitiveness of the product
3, network Construction
Sales channels are intangible assets of the enterprise, years of market operation, the initial formation of the network, network construction will continue to be the focus of the company's future development, and strive to strengthen the construction of township networks, and actively develop new dealers, so that the sales network is more stable. Further development of key market dealers and professional rice sellers, expand the market scope, seize the market share.
4, market promotion
a. Actively use the company's various valuable information, such as (brand good image) and other publicity enterprises. b. Advertisements and articles in regional specialized newspapers, magazines or TV media to expand product awareness and brand influence.
c. Actively participate in a variety of large-scale industry conferences and dealers around the world to jointly organize a variety of forms of product knowledge lectures, product experience marketing, product promotion and other meetings to publicize and showcase the company and its products. d. Using a variety of forms and dealers to carry out promotional activities to promote product sales. e. In some key markets with dealers to do some wall advertising, leaflets, posters, kt boards or indoor
Six sales department organizational structure
Seven sales department cost budget and cost analysis a personnel cost budget
1. business manager treatment: base salary of 1400 yuan / month, commission of 20 yuan / ton, travel subsidy standard: 100 yuan / day, fare Actual reimbursement (control in 500 yuan / month), accommodation standard 80-100 yuan / day
2. . Hospitality 400 yuan / month cell phone costs 200 yuan / month (each person is expected to total costs 07 million yuan / month)
3. Business representative treatment: base salary of 1200 yuan / month, commission of 30 yuan / ton, travel grants 60 yuan / day, car expenses reimbursement control of 300 yuan / month, accommodation costs 30 yuan / day. Cell phone fee of 300 yuan / month (each person is expected to total costs of 5,000
yuan / month)
b Market promotion cost budget
Promotional policy support: ten to send a campaign, the expected sales of 500 tons, the need for gifts 10,000 bags, is expected to be 250,000 yuan total cost of the total cost of the total: 2 business manager, the cost of a total of 20,000 yuan, the business representative of the 8 people, the cost of a total of 40,000 yuan, the cost of personnel Total 60,000 yuan; marketing costs 250,000 yuan, the total cost of 310,000 yuan / month c Cost Analysis:
Single-month sales of 1,000 tons, sales of more than an average of 4 million, such as the total cost of 310,000 yuan budget, the average cost of tons of 310 yuan / month. Business personnel treatment system
1. basic salary: a. one month probationary period, the base salary of 1,000 yuan / month, does not include the task b. After the probationary period of the second month of the task of the base salary of 1,000 yuan / month, including the task of 50 tons, 50 tons of other than according to the Ministry of Sales commissioned
and the implementation of the standard bonuses, the completion of the task of the bottom of the 50-ton salary of 600 yuan / month c. the third month of the completion of the task of 50 tons, the company recommends dismissal
The company recommended the completion of 50 tons The company recommends dismissal
2. subsidies: 60 yuan / day, the number of days of travel to travel application form shall prevail, during the business trip to the telephone reporting and electronic printing tickets based on the exceeding part of their own advances
3. phone bill: monthly reimbursement of 200 yuan, to the actual printing invoices shall prevail
4. commission: based on the sales department commissioning and the implementation of the bonus standard
5. Travel expenses: according to the ticket reimbursement, cab fare within 20 yuan per day Marketing cost standards:
1. door production: production and installation of the total cost of 30% of the calculation, the overall monthly investment is expected to be about 12,000 yuan;
2. marketing costs: to buy gifts, gifts to the miscellaneous food-based
3. samples: according to market demand Adjustment of product structure