Part I: Work Plan of Sales Department PPT

Work Plan of Anhui Regional Manager of Hangzhou Chunquan Rice Based on the development status of Hangzhou Chunquan Co., Ltd., the following sales plans are made for the sales promotion of "Hangzhou Chunquan" rice:

1. Objectives and Vision

It is planned to achieve the sales task of more than 511 tons per month and the annual sales performance of 7,111 tons; Customer development aims to develop more than 11 stable customers every month, and strive for more than 51 stable cooperative customers throughout the year. It is planned to focus on several prefecture-level markets in Anhui (Hefei Store is the benchmark market), and other prefecture-level markets are the sub-key markets. In addition to making great efforts to break through sales performance, more attention should be paid to brand image building and brand promotion. The specific ideas are as follows:

2. Work ideas

1. Clear responsibilities

"Quantitative assessment" should always focus on achieving monthly sales tasks, and at the same time, change ideas and focus on the market. Do a good job in the overall planning of the company's product promotion and sales, such as strategic planning, strategy formulation, market research, brand promotion, product portfolio positioning and so on. Focusing on consumer demand, according to different market environment, we plan and guide the market operation, and pay more attention to how to assist dealers to develop a more perfect and sound sales network and more thoughtful and humanized after-sales service.

2. Resident marketing

The implementation of the resident market not only trains and promotes the sales staff themselves, but also serves the first-line dealers and their business personnel personally. Only when the sales department provides this kind of close-fitting, consultant and coach-style whole-process tracking service can the sales staff really know the market like the back of their hands. To find the correct marketing model suitable for their own market from practice, the sales department must complete six aspects. Work: A. Through comprehensive investigation, find the market. B, collect the information of competitive brand products and activities, capture the market consumption demand and combine the industry development trend, and put forward the development ideas of new products;

c, guide the market to do a good job in terminal standardization construction and promote the healthy and stable development of the market; D, formulate and organize the implementation of the promotion plan, check and implement the marketing promotion, expenses and policy usage

, and report the situation in time. E, timely and comprehensively publicize the company's policies, enhance brand influence and popularity, and cultivate loyal customers; F, collect and sort out highlight cases in market practice, focus on summarizing methods and experiences, and recommend them to the market for replication in time;

3. Combine with dealers to truly establish a sales network covering rural areas. In order to play a real role in the front line of the market, besides adjusting its own positioning and improving its service level, it is also inseparable from the support and cooperation of the dealer team. If it is not recognized and effectively implemented by dealers, even the best scheme will only be a dead letter. The marketing team is composed of the directors and backbones of the sales department and the dealer team. The sales department determines the activity planning scheme, and then the members of the marketing team express their opinions, mainly putting forward their opinions and suggestions for improvement. For the scheme that needs further revision and improvement, the sales department is responsible for coordination and improvement; The scheme discussed and adopted at the meeting is handed over to the dealer team for implementation, and the marketing team is responsible for tracking the implementation progress and effect, and making timely adjustments to better meet the needs of consumers and provide better services to consumers

III. Management team

1. Configuration standard of sales team:

a 1 business managers (1 marketing managers of sales department) are responsible for the formation assessment of business teams, the achievement of marketing and sales targets, and the formulation of planned annual sales figures. B 1 market information administrators (clerks) are responsible for market research, information statistics, market analysis, sales figures of business personnel

summary, customer data collation and so on. Eight C business representatives are responsible for the achievement of sales performance, customer development and maintenance, regional market management, on-site implementation of corporate activity policies and market information feedback

IV. Market analysis

1. Fierce competition

In recent years, due to the serious homogenization phenomenon, the market supply is far greater than the market demand, and rice sales are in the buyer's market, and the competition is fierce, so it is particularly important to do a good job in customer service and management. On the premise that the company guarantees the quality, the same quality compares the price, and on the basis of reducing various costs, it provides the dealers with the most favorable price, and on the basis of the same price, it provides consumers with the best quality products; The excellent promotion models of competing products in the same industry, such as Jinjian, Beidahuang, Fulinmen and Arowana, can be learned and used for our own use, knowing ourselves and knowing ourselves, and winning every battle.

2. Integrating resources

Our company relies on the unique advantages of ecological protection fields in the region to ensure our unique green food supply, and with the strong support of the government, it is an incomparable advantage for ordinary small and medium-sized enterprises. The company needs to introduce a strong talent advantage and concentrate a large number of outstanding backbone talents in scientific research and development, sales and public relations, enterprise management, finance and logistics distribution to ensure the company's development and market development.

v. brand promotion

in order to expand the market share of our products quickly and effectively and achieve long-term development, we will systematically plan the brand promotion strategy from four aspects: product brand image, product positioning, market network construction and market promotion with the company's development strategy as the core.

1. Brand image

In order to create the brand image of "xxx", it is suggested that all series products of our company use the brand uniformly, and different types of series products adopt different packaging strategies. It is suggested to increase the head portrait of people so that people can remember it easily.

2, product positioning

According to the current market situation, with the upgrading of products, the introduction of new series of products and the changes in sales areas, in order to improve the competitive advantage with similar products and expand market share, while ensuring profits, it is recommended to gradually adjust product prices, adopt high, medium and low price strategies, increase product competitiveness

3, network construction

Sales channels are intangible assets of enterprises. After years of market operation and the initial formation of the network, network construction will still be the key work of the company's future development. We will strive to strengthen the construction of township networks and actively develop new distributors to make the sales network more stable. Further develop distributors and professional rice sellers in key markets, expand market scope and seize market share.

4. Marketing

A. Actively use all kinds of valuable materials of the company, such as (good brand image) to promote enterprises. B. Advertise and publish articles in regional professional newspapers, magazines or TV media to expand product popularity and brand influence.

C. actively participate in various large-scale industry conferences and jointly hold various forms of product knowledge lectures, product experience marketing, product promotion and other conferences with local distributors to publicize and display the company and products. D. Carry out promotional activities with distributors in various forms to promote product sales. E. in some key markets, cooperate with dealers to do some wall advertisements, one-page publicity, posters, kt boards or indoor

organizational structure of the sixth sales department

expense budget and cost analysis of the seventh sales department A. Personnel expense budget

1. Business manager's salary: basic salary: 1,411 yuan/month, commission: 21 yuan/ton, travel allowance standard: 1,111 yuan/day, and the fare is reimbursed (controlled at. Accommodation fee is 81-111 yuan/day

2. Entertainment fee 411 yuan/month, mobile phone fee 211 yuan/month (the estimated total cost per person is 17 million yuan/month)

3. Treatment of business representatives: basic salary is 1211 yuan/month, commission is 31 yuan/ton, travel allowance is 61 yuan/day, the fare is reimbursed and controlled in 311 yuan/month, and accommodation fee. Mobile phone fee 311 yuan/month (the estimated total cost per person is 5,111 yuan/month)

bMarketing expense budget

Promotion policy support: 511 tons are expected to be sold, 11,111 bags need to be given away, and the estimated total cost is 251,111 yuan: 2 business managers, with a total cost of 21,111 yuan, 8 business representatives, with a total cost of 41,111 yuan, and the total personnel cost is 6. The marketing cost is 251,111 yuan, and the total cost is 311,111 yuan/month. C Cost analysis:

The monthly sales volume is 1,111 tons, and the average sales volume is over 4 million. If the total cost is 311,111 yuan, the average cost per ton is 311 yuan/month. Business personnel treatment system

1. Basic salary: A. The probation period is one month, and the basic salary is 1,111 yuan/month, excluding tasks. B. The basic salary of tasks in the second month after the probation period is 1,111 yuan/month, including 51 tons of tasks. If the amount beyond 51 tons is calculated according to the sales department's

and bonus standard, the basic salary of 51 tons of tasks cannot be completed. C. The basic salary of 51 tons of tasks cannot be completed in the third month. The company proposes to dismiss

2. Subsidy: 61 yuan/day, and the number of business trips is subject to the business trip application form. During the business trip, telephone reporting and electronic ticket printing are the main methods, and the excess part is paid in advance

3. Telephone charges: 211 yuan is reimbursed every month, subject to the actual printed invoice

4. Commission: implemented according to the bonus standard mentioned by the sales department

5. Travel expenses: actually sold according to the ticket reimbursement. Taxi taxi fee standard for marketing within 21 yuan every day:

1. Door head production: 31% of the total cost of production and installation, and the total monthly investment is expected to be 12,111 yuan;

2. Marketing expenses: mainly buying gifts, mainly miscellaneous grains

3. Sample: adjust product structure according to market demand.