The rapidity of light, a blink of an eye, will be ushered in a new job, a new challenge, it is time to plan the next work! What are the plans you have been exposed to like? The following is my collection of sales director work plan, welcome to learn and reference, I hope to help you.
As a sales director, in order for me to make the company's work in all aspects of the smooth running of the work, especially to make the 20xx work plan.
First, an overview : As any unit for profit - only the sales department is the only profitable unit, other departments are cost units. Our company's sales department at best can only be considered as a sales department, the current furniture market competition is fierce, the sales department must be upgraded from the passive sales upgraded to have a scientific plan, there are implementation standards, quantitative assessment of the active sales.
Second, the construction of the sales force : with the length of the person who does not use, with the short of the person who is not available. Reorganization of existing staff, the old staff is our wealth, they are familiar with the customer, familiar with the operation process of the plant, the market also has a certain understanding of the better to reduce the impact of structural reforms on the customer, only in accordance with the structure of the company's plans to reorganize and divide the powers can be. The important thing is to set enforceable standards or requirements, so that they know the methods and techniques of active sales. At the same time to do a good job of recruiting, training, screening, reserve work;
Third, the functions of the sales department:
1, for the market front-line information collection, market research work;
2, analysis of market conditions, demand analysis, correctly make market sales forecasts, to provide scientific basis for the production of inventory; < /p>
2, analyze the market situation, demand analysis, correctly make market sales forecasts, for the inventory production; <
3, the development of monthly, quarterly, annual sales plan, the plan's reference for this year and last year's sales statistics for the same period;
4, summarize market information, report product improvement or product development proposals
5, to grasp the key customers, control the product. Sales dynamics;
6, the development of marketing networks and rational layout;
7, the establishment and improvement of customer data files at all levels, to maintain two-way communication with customers;
8, the potential customers as well as the management and maintenance of existing customers;
9, in conjunction with the relevant departments within the system to promote promotional activities;
10, in accordance with the requirements of the promotion plan for goods display;
10, according to the Promotional program requirements for goods display, design and distribution of promotional materials;
Fourth, about the brand: "Ying XX" brand has been established for a long time, there is a certain degree of pre-eminence. This advantage will continue to expand. Another independent brand to make differentiation, in terms of product style, decoration atmosphere and audience to have accurate positioning. Differentiation is reflected in the product, decoration, accessories, etc., the product aspect would include the material, structure, elements, etc., we not only want to learn, but also beyond.
Fifth, channel management: Upgrade from the original bulk to the monopoly, which is the main purpose of this reform, make full use of the existing customer information, optimize the composition of the dealer from the husband and wife store, individual households to the collective unit, group units upgrade, slowly to the regional, provincial and municipal general distribution development. This is not far away, as long as the quality of our products and services to stand the test of customers, do deep communication, naturally there will be large customers interested. There are opportunities to make money, there will be people who find it, the problem is that we have to prepare the opportunity.
Six, information management and utilization: Now there are more than two thousand (more than 800 foreign) dealers, furniture stores, shopping malls, contact information, due to the authority is not clear, have not been able to properly divide the use. In addition, the country's regional population, economic statistics, the country's top 100 county rankings. There are also online stores to collect investment information, take the initiative to contact customers with the intention of monopoly information. These are valuable information to do the market, due to the inertia of the sales department passively waiting for the customer's mindset and leadership decision-making and other reasons, these things are placed in the drawer, it is a pity. To make full use of, faster and more accurate to determine the target market and target customers.
Seven, on the dissemination : Newspaper media is currently very weak, only Guangzhou Furniture Newspaper a doing, and can be gifted soft copy did not do, waste. In addition, through the promotion of the blog, some of the furniture class newspaper recently had some articles in the newspaper, the construction of the brand has a certain promotion. Network dissemination due to the recent period has been a continuous promotion, played a good effect, XX furniture forum has four advertising space in the publicity, the forum registered more than two hundred thousand people. Other sites have also interchanged three ads have been released, in addition to the Sohu furniture blog viewers have reached more than 40,000 people, Sohu blog more than 30,000 people, often articles are recommended to the front page. The company's website has reached nearly 20,000 visitors, there are other ten or so in the promotion of platform traffic did not count, the total amount when the two hundred thousand or so. Of course, customers look at it does not necessarily translate into purchase, the purpose of promotion is to let more people know our brand, the formation of word of mouth. Because there is no other way to publicize, so the network publicity or to increase efforts.
Eight, on the dealer: Currently there is no strategy to dealers or stores on the basic support, in addition to the special price to give no other way, dealers are basically in the state of the war alone, talk about what loyalty. To help dealers, stores to develop sales (promotional) program is the manufacturer should do to support and help. This will increase the feelings between dealers and manufacturers, and must be perfected in the future. Promotional strategies and advertising methods in various places are mainly: outside the mall: local network platforms, TV stations go word, SMS, community distribution of promotional materials, DM direct mail, community elevator ads, radio ads, newspaper clips, etc.; inside the mall: X-railers, ground stickers, channel hanging banners, glass stickers, information posters clips, shopping malls, light box spray paint, atrium banners, etc.; and in-store hanging banners, display racks, posters, promotional labels, leaflets In-store banners, display racks, posters, promotional labels, leaflets, etc. Off-season sales program in the off-season, peak season promotional activities in the peak season, not all programs have to be manufacturers out of the cost of the dealers want a viable reference plan, because at present our dealers are generally not a high level of culture. Although the current numerous retailers are not suitable for these, but only a few specialty stores we do not give support in this regard. Did, on the one hand, is to give dealers confidence, and word of mouth (for example, there are other dealers who want to do our brand to our current boutique to visit, we hope that the existing dealers how to say it? In addition to shipping and receiving payments, we almost nothing to do!) On the other hand, it is for us to summarize the experience of promotion and promotion for the future opening of a larger area of the boutique.
Nine, corporate culture : corporate culture and sales have a relationship? Relationship is too big, because sales is the window, directly facing the customer, to build a systematic corporate culture, unified external publicity caliber, to the customer's feeling: the company's management is standardized, is a group, is a positive development of the enterprise, increase customer confidence. At the same time, the corporate culture of the company has an important role for everyone, such as the company has not been able to retain people, salary is not all the reasons, corporate culture is fundamental, the company did not give them to see a better future, no good vision, there is no recreational facilities and places to learn. They are not happy, surely can't keep people. What else is there to take away from the people above the corporate word enterprise?
Ten, on production : from the company more than a year, there is the problem of arrears, to date, the total amount of sales did not increase, but also occurred after the opening of the exhibition boutiques intended customers can not follow up the implementation of the dilemma of the situation, because we can not do it, then participate in the exhibition of the purpose of what is it? Now the leadership has developed a solution to the program, I hope to be effective. I would say that OEM, due to management and other reasons, this can effectively enhance productivity has not been able to make good use of the approach. It is recommended to hire talents in this area and set up a complete OEM management system. Ikea themselves do not have a factory, can do the world's first, this aspect can learn.
Of course, the theory without practice is empty, no theory of practice is blind, the next step is to increase the practice. The company to determine the sales expectations (goals), the development of strategic direction, and then the sales director, regional manager to go down to the market research, to the various regional markets to run customers, go terminal, look at the product, check the competitors, to understand the market, familiarize themselves with the differences between the various regions, the plan to be able to achieve the goal, the development of a feasible next step in the operation of the program.