Time flies, blink of an eye, and new jobs and challenges will come. It's time to plan the next step! What plans have you been exposed to? The following is the work plan of the sales director I collected for you. Welcome to learn the reference. I hope it helps you.

As the sales director, in order to make all aspects of the company work smoothly, I made a 20xx work plan.

I. Summary: As a profit-making unit, only the sales department is the only profit-making unit, and all other departments are cost units. The sales department of our company can only be regarded as the sales department at best. Judging from the fierce competition in the furniture market, the sales department must upgrade from passive sales to active sales through scientific planning, implementation of standards and quantitative assessment.

Second, the construction of sales team: employing people is useful, but employing people is useless. Reorganize existing employees. Old employees are our wealth. They are familiar with customers, the operation process of our factory and the market. They can better reduce the impact of structural reform on customers. They just need to reorganize and divide their functions and powers according to the planned structure of the company. It is important to set enforceable standards or requirements and let them know the methods and skills of active sales. At the same time, do a good job in the recruitment, training, screening and reserve of relevant personnel;

Third, the functions of the sales department:

1. Collect market information and conduct market research;

2. Analyze the market situation and demand, make correct market sales forecast, and provide scientific basis for inventory production;

3. According to the sales statistics of this year and the same period last year, make monthly, quarterly and annual sales plans;

4. Summarize market information and put forward suggestions for product improvement or product development.

5. Grasp key customers and control product sales trends;

6. Development and rational distribution of marketing network;

7. Establish and improve customer data files at all levels to maintain two-way communication with customers;

8. Management and maintenance of potential customers and existing customers;

9. Cooperate with relevant departments of this system to do a good job in promotion activities;

10. Display goods, design and distribute promotional materials according to the requirements of the promotion plan;

Fourth, about the brand: "British XX" brand has been established for a long time and has certain preconceived advantages. This advantage will continue to expand. In addition, independent brands should be differentiated and accurately positioned in terms of product style, decoration atmosphere and audience. Differentiation is reflected in products, decorations, ornaments and so on. Products include materials, structures, components, etc. We should not only learn, but also surpass them.

5. Channel management: upgrading from the original bulk to monopoly, which is also the main purpose of this reform. Make full use of existing customer information, optimize the composition of dealers, upgrade from mom-and-pop stores and self-employed stores to collective units and group units, and gradually develop into regional, provincial and municipal general distribution. This is not far away. As long as our product quality and service can stand the test of customers and communicate well, big customers will naturally be interested. If there is a chance to make money, someone will look for it. The problem is that we should be ready for the opportunity.

6. Information management and utilization: At present, there are more than 2,000 contact information for dealers, furniture stores and shopping malls (more than 800 for foreign investors), which have not been reasonably divided and utilized due to unclear authority. In addition, the statistics of population and economic data in various regions of the country and the ranking of the top 100 counties in the country. There are also online shopping mall investment information, take the initiative to contact customers with monopoly intentions and so on. These are precious materials for marketing. Due to the passive thinking of the sales department and the decision-making of the leaders, it is a pity that these things are put in the drawer. We should make full use of it to determine the target market and target customers more quickly and accurately.

Seven, about communication: the newspaper media is very weak at present, only Guangzhou Furniture Newspaper is doing it, and all the soft articles that can be given are not done, which is a waste. In addition, through the promotion of blogs, some furniture newspapers have published some articles recently, which has a certain impetus to brand building. Due to the continuous promotion in recent days, the spread on the Internet has achieved good results. XX Furniture Forum has four advertising spaces, and the registered number of this forum is more than 200,000. Other websites have also changed three advertisements. In addition, Sohu's furniture blog has been visited more than 40,000 times, and SouFun's blog has more than 30,000 times, and articles are often recommended to the home page. The number of views of our website is close to 20 thousand, and there are more than a dozen platforms being promoted. The total flow is about 200,000. Of course, the customer may not be able to convert it into a purchase after reading it. The purpose of promotion is to let more people know our brand and form a word of mouth. Since there is no other publicity channel, it is necessary to increase online publicity.

Eight, about dealers: At present, there is basically no strategic support for dealers or specialty stores, and there is no other way except to give special prices. Dealers are basically in a state of fighting alone and have no loyalty. It is the support and help that manufacturers should do to help dealers and specialty stores make sales (promotion) plans. Only in this way can the feelings between dealers and manufacturers be increased and must be improved in the future. The promotion strategies and advertising methods in various places mainly include: outside shopping malls: local network platforms, TV stations, short messages, community distribution of publicity materials, DM direct mail, community elevator advertisements, radio advertisements, newspaper clippings, etc. ; Inside the shopping mall: X display stand, floor stickers, channel flags, glass stickers, information poster clips, shopping mall light box paintings, atrium hanging, etc. There are also flags, booths, posters, promotional labels and leaflets in the store. There are off-season sales plans in the off-season and promotional activities in the peak season. Not all plans have to be paid by the manufacturer. What dealers want is a feasible reference scheme, because the education level of our dealers is generally not high at present. Although many retail investors are not suitable for these at present, we have not only given support to a few specialty stores. Yes, on the one hand, it gives the dealers confidence and reputation (for example, there are other dealers who want to be our brand to visit our current store. What do we want the existing dealers to say? We have done almost nothing except delivery and collection! On the other hand, it is to sum up the experience of promotion for us to open stores in a larger area in the future.

9. Corporate culture: Is there a relationship between corporate culture and sales? The relationship is too great, because sales is the window, directly facing customers, and it is necessary to establish a systematic corporate culture, unify external publicity, leave customers with the impression of being a group and a positive development enterprise, and increase customer confidence. At the same time, corporate culture plays an important role for everyone in the whole company. For example, the company has been unable to retain people, and salary is not the whole reason. Corporate culture is fundamental. The company did not give them a bright future, a beautiful vision, and no entertainment facilities and places to study. If they are unhappy, none of them can stay. What else is there to remove people from the enterprise?

X. about production: the company has been out of stock for more than a year. Up to now, the total sales volume has not increased, and there has been an embarrassing situation that customers can't follow up after opening the store. Because we can't do it, what's the purpose of participating in the exhibition? Now the leader has come up with a solution, hoping it will be effective. What I want to say is OEM. Due to management and other reasons, this method which can effectively improve productivity has not been well utilized. It is suggested to invite talents in this field and establish a complete OEM management system. IKEA can be number one in the world without its own factory. We can learn from it.

Of course, theory without practice is empty, and practice without theory is blind. The next job is to increase the intensity of practice. The company determines the sales expectation (target), formulates the strategic direction, and then the sales director and regional manager conduct market research, visit customers, terminals, products and competitive products in various regional markets, understand the market, be familiar with the differences in various regions, plan the achievable goals, and make a feasible next operation plan.