With the xx market gradually mature, increasingly fierce competition, opportunities and tests co-exist. xx year, sales work will still be the focus of our company, in the face of the first inputs, facing the existing market, as I am the sales manager of the Shandong District, my entrepreneurial passion, confidence, and a deep sense of responsibility.
Focus on the company's current, taking into account the future development. 20xx, under the leadership of the general manager, in the sales work I insisted on doing: focus on maintaining the existing market, seize the opportunity to develop potential customers, focusing on the details of the sales, strengthen the quality of service, solid and improve market share, and actively strive to successfully complete the sales task.
One, sales targets:
To December 31, 20xx, xx district sales task xx million yuan, sales target xx million yuan (20xx annual sales plan attached);
Second, the plan is formulated:
1, at the beginning of the year The preparation of the "annual sales master plan";
2, the end of the year to prepare the "annual sales summary";
3, the beginning of the month to prepare the "Monthly Sales Planner" and "Monthly Visitor Planner";
4, the end of the month to prepare the "Monthly Sales Statistical Tables" and "Monthly Visitor Statistical Tables";
Third, customer classification:
According to the 20xx annual sales degree, the market segmentation, the existing customers are divided into VIP users, first-class users, second-class users and other users of the four major categories, and users at all levels of comprehensive analysis.
Four, the implementation of measures:
1, technical exchanges:
(1) this year for the VIP customers of the technical department, after-sales service department to carry out a technical exchange seminars;
(2) to participate in the relevant industry exhibitions two times, of which during the exhibition to arrange a large-scale fellowship forum;
2, customer visits:
At present, there are seven or eight similar brands circulating in the domestic market, and our brand is equivalent to three or four, technical aspects are not the same, the competition is getting more and more intense, has constituted a market threat. In order to stabilize and expand the market, it is necessary to strengthen the communication with customers and coordinate the relationship with customers and direct users.
(1) in order to strengthen the exchange of information with customers, and closer to the feelings of VIP customers visit once a month; the first customer visit once every two months; for secondary customers according to the actual situation of a separate visit time;
(2) to adapt to the grasp of the situation, the sales work is not just to sell goods to our customers that is the end of the party, but also to help customers to ship to help customers to do the work of direct users, this work is included in the work of my customers to do the work of direct users, the work of direct users. The work of the user, this work is included in my 05 years of work focus.
3, network retrieval:
Give full play to our website and network resources, through information retrieval to find master sales information.
4, after-sales coordination:
The current situation, our company is still trade-oriented, "sell products as well as sell services", in the next step, we have to enhance the sense of responsibility, and constantly strengthen the quality of service.
Users use our products as we enjoy the services we provide, from the perspective of solid market, long-term cooperation, we must strengthen the sense of responsibility for the customer, to grasp every opportunity to contact with the user, to provide enthusiastic and detailed after-sales service, to the company to increase a winning chip.
This year I will strictly abide by the company's rules and regulations, strengthen business learning, improve business level, and strive to complete the sales task. Challenges have come, since the choice of the far side, why fear the wind and rain, I believe: the heart can certainly win the wonderful!
Sales Department work plan example (two)A. Knowledge of the sales work
1. Market analysis, according to the market capacity and personal ability, objective, scientific development of the sales task. Tentative annual task: sales of 1 million dollars.
2. Timely work plan, develop a monthly plan and weekly plan. And regularly communicate with business-related personnel meetings to ensure that the professional responsible for the timely follow-up.
3. Focus on performance management, the performance plan, performance implementation, performance evaluation of the whole process of attention and tracking.
4. Target market positioning, distinguish between large customers and general customers, treat them separately, strengthen communication and cooperation with large customers, and use the same time to win the largest market share.
5. Continuously learn new knowledge of the industry, new products, to bring practical information for customers, better customer service. And get acquainted with the weak power of various industries and grades of excellent product providers, in order to prepare for the need for engineers to make timely projects with, and can share industry contacts and project information with peers, to achieve a win-win situation.
6. After the first friend single, and the development of good friendship with customers, everywhere for the sake of customers, customers as their own good friends, to achieve the ideological and emotional integration.
7. There can be no concealment and deception of customers, promises to customers to fulfill the promise in a timely manner, honesty is not only the basis of business, but also the basis of people.
8. Efforts to maintain a harmonious relationship with colleagues, treat colleagues well, and ensure that all departments in the implementation of the project in the smooth implementation of the functions.
Second, sales work specific quantitative tasks
1. Develop a monthly and weekly plan, and the daily workload. At least 30 phone calls per day, at least 20 visits per week to promote potential customers from quantitative to qualitative changes. In the morning, we focus on calling back and making appointments, and in the afternoon, we can arrange to visit customers. Considering that Beijing is a vast and crowded city with a lot of traffic jams, it is best to choose customers in the same or close locations when making appointments.
2. Before meeting the customer to understand more about the customer's main business and potential demand, it is best to understand the personal preferences of the decision maker, to prepare for some of the topics of interest to the other party, and to provide targeted solutions for customers.
3, from the bidding network or other channels to collect more project information for the engineering business bidding reference, and for the engineering business advice, with the engineering business technology and business project operations.
4, do a good job of daily work records, in case of forgetting important matters, and mark important unprocessed matters.
5. Fill in the project tracking form, according to the project progress: pre-design, bidding, deepen the design, preparation for the implementation, acceptance and other follow-up, and complete the work of each stage.
6. Pre-design projects focus on follow-up, at least one week to visit the customer, if necessary, with the engineering business to do the work of the owners, other stages of tracking the project at least two weeks to visit. Engineers bidding date and project progress important date to keep in mind, and timely follow-up and return visits.
7, the pre-design stage to take the initiative to participate in the project drawing and program design, for engineers to solve the professional design work.
8. Bidding process, two days in advance to organize the corresponding business documents, courier or sent to the hands of engineers to prevent any omissions and errors.
9. The end of the bidding, timely return visit to the customer, inquiring about the bidding results. After winning the bid, take the initiative to request deepening the design, help the contractor to undertake all or part of the design work, and prepare the drawings required for construction (equipment installation drawings and piping diagrams).
10. Strive for early signing of the supply contract with the contractor, and collect the advance payment, arrange for stocking in advance, respond to the needs of the contractor with the fastest supply time, and strive for an early return.
11. Goods to the site, such as engineering installation of equipment, apply to the Technical Department to arrange for debugging personnel to the site debugging.
12. Prepare acceptance documents in advance, acceptance is completed in a timely manner to ensure a good turnover of funds.
Three, sales and life balance, work happily
1. Regularly organize salon meetings with peers to promote mutual friendship and better communication.
Customers, peers, although there is competition, but also the need for peers to learn and communicate with each other, I have participated in similar gatherings, but also asked the customer, are very willing to participate in such gatherings, so I do not think there is a contradiction, and peers in addition to the work you can also enjoy life, so that the salon has become part of the life, so that the work is carried out in a more happy environment.
2. For the old and fixed customers, often keep in touch, in time and conditions allow, send some small gifts or banquets to customers, of course, banquets are not the purpose, the emphasis on communication, can enhance each other's feelings, better communication.
3. Use off-duty time and weekends to participate in some classes, learning marketing and management knowledge, and constantly try to combine theory and practice, the Internet to check the industry's latest information and products, and constantly improve their own capabilities. The above is my sales work plan for this year, there will always be a variety of difficulties in the work, I will ask the leadership, to colleagues to explore, *** with efforts to overcome, and strive for the company to make their greatest contribution.
First, the plan is formulated:
1, the annual sales target:
1): workbook annual sales target of xx million yuan / year. To 10%-20% annual sales increment. 2): Notebook annual sales target xx million yuan / year. To 10% -60% annual sales growth
2, sales direction:
1, the local market, Yan'an City as the foundation, to the surrounding county markets to expand business:
1): Yan'an City, the development of dealers in the urban wholesale market, each wholesale market must develop more than one dealer (except for the wholesale market of the Evergreen Road), the other markets try to develop a full range of customers.
2): Yan'an city and suburbs of the cultural supplies retail stores to carry out carpet expansion. The company allowed to cooperate with retail stationery store distribution and delivery.
3): Yan'an city and the suburbs of the school and school stores also need to vigorously develop, the potential is greater.
4): Yan'an area of each county wholesale stores must strive to develop, if the county wholesale stores can not do customer resources intention to develop retailers, must be achieved in each county more or less Blue Fai Printing Co.
2, the field market:
1): Shaanxi Province around the provincial wholesale market to go all out to develop agents or distributors, temporarily including the following areas: Xi'an, Zhengzhou, Luoyang, Taiyuan, Hohhot, Yinchuan, Lanzhou, Xining, Chengdu, Chongqing.
2): Each provincial wholesale market to develop at least one agent or 2-3 dealers, temporarily according to the strength of the market customers, reputation, awareness of the product positivity, as well as some of the objective situation.
3): If the province's first wholesale market, it is difficult to do the market investment or investment after the effect is not obvious, you can develop dealers in the province's secondary (municipal) wholesale market, so that the secondary market after the maturity of the market surrounded by the first market, but the secondary market, at least 2-3 dealers, so as to achieve the purpose of our sales, to complete the sales target.
Second, customer visits:
Currently in the domestic market notebook types on the high side, the technical aspects are not similar, in order to solidify and expand the market, it is necessary to strengthen the communication with customers, and coordination of the relationship with the customer:
1) Relationship Maintenance:
In order to strengthen the exchange of information with the customer to enhance the feelings. For the first-class customers visit once every two months; for the second-class customers according to the actual interactions separately arranged visit time.
2) After-sales coordination:
At present, our company should be: "sell products as well as sell services", in the next step, we have to enhance the sense of responsibility, and constantly strengthen the quality of service. Users use our products as we enjoy the services we provide, from the perspective of solid market, long-term cooperation, we must strengthen the sense of responsibility for the customer, to grasp every opportunity to contact with the customer, to provide enthusiastic and detailed after-sales service to the company to increase a winning chip.
Three, price policy:
1, pricing principles:
1): to widen the gap between wholesale and retail, mobilize the enthusiasm of the agent;
2): combined with the batch, to encourage a large number of batches;
3): based on the cost of similar products as a reference price, so that the price competitive;
4): to ensure the quality of the products, the price is not only the price of the products, but also the quality of the products, so that the price of the products is competitive.
4): Respond to market changes and make timely and flexible adjustments.
2. Purpose
1): To establish the standard image of Blue Fortune Printing Co., Ltd.'s products, and to expand its influence;
2): As a way to reward the agent, to stimulate the agent's enthusiasm.
Fourth, pioneering and innovative, to establish a flexible incentive sales mechanism.
Exploit the market for sources:
The Sales Department will cooperate with the company's overall new sales system, to develop and improve the market sales task plan and performance assessment management implementation rules, improve the salary of sales representatives, stimulate, mobilize the enthusiasm of sales staff. Sales staff to implement the work diary journal. To monthly sales task completion and work diary journal comprehensive assessment of sales staff. Supervise the sales staff, through various ways to fight for groups and scattered customers, stabilize the old customers, carry out new customers, and visit the timely understanding of the collection of guests' opinions and suggestions, feedback to the relevant departments and the general manager's office.
Fifth, close cooperation, active coordination:
and the company's other departments to pick up the business combination of work, close cooperation, according to the needs of guests, take the initiative and other departments of the company in close contact with each other, give full play to the company's overall sales of vitality, to create the best benefits. Strengthen the relevant publicity, make full use of a variety of advertising forms recommend the company's products, publicize the company, and strive to improve the company's visibility.
The above points, please make suggestions and comments, in order to the company's grand blueprint, work together, *** with progress, so that the company towards a brilliant tomorrow, the challenge has come, since the choice of the far side, why fear the wind and rain, I believe that: the heart must be able to win the wonderful.
First, review and vision
20xx year the company set up the Ministry of Marketing, it is the company to explore the new management model of major changes. But after a year, the marketing department has become a chicken ribs, chewing tasteless, discarded; marketing department in addition to doing a lot of seemingly plausible market activities, the itchy market promotion, that is, increased a lot of direct or indirect costs, while it seems that the market does not help.
But in the company's leadership in the support of senior management and we continue to learn, in the latter months of work, but also to explore our survival and development of the road, in the market activities with the branches of the company's resources in the process of integration, and continue to make progress.
Two, work ideas
1, clear work content
First of all, it is necessary to let the Ministry of Marketing from around the sales department to turn, take the role of sales inside the role of the rapid transformation over from the transactional
Office functions to free themselves from, really give the Ministry of Marketing strategic planning, strategy development, market research, product development and other basic job functions.
2, resident marketing
The implementation of the resident market not only exercise, enhance the marketing department personnel themselves, but also personal service to the front-line staff, the Ministry of Markets only to provide this personal, consultant, coaching full tracking service, the Ministry of Markets in order to completely change the front-line staff to its one-sided view.
The market department must complete six aspects of 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 the market demand for consumption 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 terminal Standardized construction, promote the healthy and stable development of the market;
d, targeted to develop and organize the implementation of promotional activities, market promotions, costs and policy use of verification and implementation, found that the situation should be reported in a timely manner.
e, timely and comprehensive implementation of the company's policies to enhance the combat effectiveness of front-line personnel;
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.
Sales Department work plan model (V)After the company listed, the management level is bound to improve significantly, which is not only the external requirements of market competition, but also the internal requirements of their own development and growth. For the Ministry of Marketing, comprehensively improve the level of management, synchronized with the company's development, both a pressure, but also a driving force. In order to complete the company's XX contract volume of three billion overall business management objectives, the Ministry of Marketing has formulated the XX work plan as follows.
First, the information network management
The establishment of a direct leadership relationship
The Marketing Department is responsible for the construction and maintenance of the company's information network, information collection and processing of the work of the functional departments, to accept the leadership of the vice president of marketing. The information manager of the marketing department and the regional market development assistant is a direct leadership relationship, that is, in the information network construction, maintenance, information processing, assessment of the market development assistant direct guidance and command, and assume the leadership of the information network work.
2. Construct a new type of organization
3. Increase staffing
(1) information manager: the Ministry of Markets set up a full-time information manager 3, divided into different areas, no longer concurrently with other work.
(2) market development assistant: six offices in Zhejiang Province **** set up two market development assistant, the other offices under the jurisdiction of the region are set up a market development assistant.
4. Strengthen the quality of personnel training
Before the Spring Festival to complete the regional market information managers and market development assistant recruitment and training, so that the new management system in XX years in the implementation of the market in the process of the quality of personnel in the Department of adequate protection. Carefully select and carefully hire market development assistants, do not indiscriminately.
5. Increase personnel assessment
In staffing, resource assurance, performance assessment and other aspects of the establishment and maintenance of the information network to make the implementation of rules and regulations, from the system to ensure that this work. The establishment of market information managers regularly touring the area in charge of guiding the information management work of the assessment system, and according to the actual situation in the region and the existence of problems, targeted analysis and research, in order to urge the establishment and sound information management in the short term in accordance with the provisions of the work.
6. Dynamic management of the market network
Market development assistants and information managers based on the number of information provided by the informant (in units), the size of the project, the rate of information to achieve, the development of the number of subordinate informants to the information network members of the four indicators of the regular dynamic assessment. On the basis of analyzing the classification of informant units, information managers and market development assistants should carefully analyze the background information of informants to determine the likelihood of their performance growth through assistance. Further strengthen the management of information to do better than the previous year in terms of completeness, timeliness, effectiveness and confidentiality of information. (See Market Development Assistant Management System)
7. Strengthen market research, with the amount of information provided by the regional information member units and the company's business progress in the regions, will be dedicated to the development of the current situation and potential development trends of the steel structure business in each region to conduct adequate market research. Through the research, first-hand information will be obtained, so as to rationalize the company's organization settings in each region and make good counsel in developing new markets.
Two, brand promotion. In order to further promote the brand of "xx steel structure" and expand the market share of Hangxiao Steel Structure, we will take the east wind of the listing of the company in XX, and initially consider the capital of Sichuan Province, Chengdu; the capital of Shaanxi Province, Xi'an; the capital of Xinjiang Uygur Autonomous Region, Urumqi; the capital of Liaoning Province, Shenyang; the capital of Jilin Province, Changchun; and the capital of Guangdong Province, Guangzhou, Nanning, the capital of Guangxi Zhuang Autonomous Region, as well as Shanghai to hold brand promotion meetings and seminars in order to publicize and expand the brand of Hangxiao Steel Structure, expand the information network, and create a larger market space so as to lay a solid market foundation for the realization of doubling the contract.
2. On the occasion of the completion of key or large-scale projects, the relevant departments are invited to hold a press conference at the site to show and publicize the brand of Hangxiao Steel Structure with the completed examples, to show the fact that Hangxiao Steel Structure occupies the first-class level in the industry in terms of technology and performance, and to set up the role of the listed company as the model and the leading position in the construction steel structure industry, so as to make the publicity work achieve the effect of doubling the effect and halving the effect with half the effort.
3, further do a good job in advertising, information and other aspects of publicity work. In each construction site production and installation of large publicity banners or billboards, on-site display of corporate strength; timely production of new corporate performance and publicity materials, supplemented to the performance of the bidding documents in the introduction and issued to the hands of the business personnel, as far as possible, to enhance the depth and intensity of brand promotion.
4. Strengthen the professional knowledge training and quality education of the personnel in contact with the outside world, set up a good image of the enterprise staff and advanced enterprise culture connotation, so that every person in contact with the personnel of Hangxiao Iron & Steel Structure can leave a good and deep impression, and thus have a clearer and deeper understanding of Hangxiao Iron & Steel Structure and steel structure.
Three, customer reception
Guest reception is still one of the focuses of the marketing department. Do a good job of guest reception is the necessary advance and basis for business contacts. How in accordance with the relevant provisions of the company and the Ministry of Commerce requirements to do a good job of quality and quantity of guest reception work is the market must be seriously studied and explored an important topic. On the surface it seems that the reception work is relatively simple, but in essence the customer reception is a very esoteric subject. Not to in-depth study and research can not make the work done perfect. Therefore, the marketing department should be in the method, steps, details up and down a lot of effort. In order to both spend less money, without affecting the reception effect, the need to the leadership of the Ministry of Commerce and the offices of the business people to understand the guests' life experience, people endowment, way of doing things, hobbies, dietary habits, style of doing things, corporate value orientation, management concepts, product features, industry status, and so on. We carefully study and analyze the arrangement of the schedule, so that each guest can have a comprehensive, clear and certain depth understanding of XX Steel Structure in the shortest time, show maximum recognition of Hangxiao Steel Structure's products, and have enough interest in XX Steel Structure's management mode and enterprise culture. It is the guideline for every reception staff of the marketing department to treat each batch of guests and each guest seriously for a long time and persistently, so that they will be satisfied with the reception work of Hangxiao Steel Structure. Thus, it can improve the success rate of project tracking and reduce the difficulty of business negotiation, and achieve the fundamental purpose of improving the economic benefits of the enterprise.