First, the work requirements
1, market analysis, according to the market capacity and personal ability, objective, scientific development of the sales task. Tentative annual task: sales of x million dollars.
2, timely planning, develop a monthly plan and weekly plan. And regularly communicate with business-related personnel meetings to ensure that the person in charge of each specialty to follow up in a timely manner.
3, focusing on performance management, performance plans, performance implementation, performance evaluation of the whole process of attention and tracking.
4, the target market positioning, distinguish between large customers and general customers, treat them separately, strengthen the communication and cooperation with large customers, with the same time to win the market share.
5, constantly learning 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 engineering business needs in a timely manner with the project, and can share industry contacts and project information with peers, to achieve a win-win situation.
Second, the sales of specific quantitative tasks
1, the development of monthly and weekly plans, and the daily workload. At least 30 phone calls per day, visit at least 20 customers per week, prompting potential customers from quantitative to qualitative changes. In the morning, we will focus on calling back and making appointments with customers, and in the afternoon, we can arrange to visit customers for a long time. Considering that Beijing is a vast and crowded city with a lot of traffic jams, when making appointments, choose customers in the same or close to the location.
2, see the customer before to understand more about the customer's main business and potential demand, first understand the decision maker's personal preferences, to prepare for some of the other interested in the topic, and provide customers with targeted solutions.
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 of the acceptance of follow-up, and complete the work of each stage.
Third, sales and life balance, work happily
Regularly organize peer xx will be held to enhance 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 customers, are very willing to participate in such gatherings, so I do not think there is a contradiction, and peers in addition to the work can enjoy life, so that the xx become part of life, so that the work is carried out in a happier environment.
2023 white wine sales work plan example (Article 2)A white wine enterprise market research study
(a) Consumer market research
1, the overall acceptance of the product consumer research;
2, the concept of the product, product brand name research;
3, Research on the consumer purpose of the product;
4. Research on the consumer psychology of the product;
5. Research on the consumer trend of the product;
6. Research on the advantages and shortcomings of the product compared with similar competitors;
7. What are the individualized needs of consumers for the product;
8. Research on the brand positioning of the product;
9. Research on the target market of the product;
10. Target market research;
10, the product's core benefit point research;
11, the product's series of selling point research;
12, the product's price positioning research;
13, the product's taste research;
14, the product's packaging research;
15, the product's sales channel research;
16, the product's suitable communication research;
17, the product terminal sales research;
18, the product's effective promotional methods research;
19, the consumer's marketing suggestions for the product to make a big market;
20, the product consumer's personal characteristics.
(B) product dealer market research
1, your company distributes which brands of similar products;
2, which brands of products with better sales conditions, the main reason for what;
3, your company distributes the sales of similar products;
4, the brands of products with good or bad sales conditions, what are the reasons;
5, distributors of products with good or bad sales conditions. p>
5, the dealer that the product's strengths and weaknesses;
6, what are the ways to increase the sales of the product;
7, whether you are willing to sell the product;
8, the sale of the product's concerns;
9, you expect the product's market outlook;
10, with the manufacturer's proposed mode of cooperation;
11, hope that the product's market prospects;
10, with the manufacturer's proposed mode of cooperation;
11, I hope the manufacturer to provide what support;
12, the dealer of the product in the marketing aspects of what comments and suggestions.
(C) competitor market research
1, brand positioning;
2, product categories;
3, product positioning;
4, target market;
5, the price of various types of products;
6, the product's selling points;
7, sales area;
8, market Entry strategy;
9, advertising strategy;
10, promotion, public relations strategy;
11, sales policy;
12, sales status;
13, the development of the enterprise's dynamics and so on.
Second, liquor business diagnosis
1, brand strategy diagnosis;
2, marketing strategy diagnosis;
3, target market diagnosis;
4, market positioning diagnosis;
5, product strategy diagnosis;
6, price strategy diagnosis;
7, sales channel diagnosis;
8, advertising strategy diagnosis;
9, promotion method diagnosis;
10, sales management system diagnosis.
2023 liquor sales work plan (Part 3)Time still follows its ancient invariable law continues, and another year of history, still as many years in the past, has become history of **** years, also has a lot of good memories and a lot of feelings. 20xx year for the liquor industry is an eventful autumn, although the xx year of the impact of the global financial crisis is gradually weakening, but the overall economic and financial situation is not as bad as it used to be. Although the impact of the global financial crisis in xx is gradually weakening, but the overall economic recovery is still a period of time excessive. The adjustment of the national consumption tax on liquor also caused a period of commotion in the industry, followed by a nationwide crackdown on drunk driving and local bans, which added insult to injury for the liquor industry. In such a bumpy year, we stumbled all the way, which the joy and sorrow, *** and helpless, confused and touched, really unlimited emotions.
First, responsible for the regional sales performance review and analysis
(a), performance
1, the annual total cash back of 1.1 million, exceeding the company's mandate;
2, the successful development of the four new customers;
3, laid the company in the south of Shandong Province, Jining as the center of the operation of the key regional markets. Jining as the center of the key regional market operation of the groundwork;
(2), performance analysis
1, although the company has completed the task of cash back, but from my own goal of 2 million, a far cry. The main reasons are:
2, the first half of the focus of the market positioning is not clear and firm, the first is located in Pingyi, but due to the specificity of the market in Pingyi (local protection) and later the dealer's focus shifted to the beer, and ultimately changed my original intention. Secondly, I was optimistic about the Sishui market, although the market environment is very good, but the dealers are too poor to cooperate, and gave up. Until later chose the Jinxiang "Tianyuan side dishes", has nearly the end of the year!
3, the new customer expansion is too slow, and poor customer quality (mostly small customers, small strength);
4, the company lagging behind in service, especially delivery, which not only affects the market, but also affects the dealer's confidence in sales;
5, the new customer open face, although the implementation of the four new customers, but from the six I personally formulated the goal of the two, and three of these four customers, and the four customers, the dealer's cooperation is too poor. And these four customers are three small customers, sales are also very general. This is mainly due to my own subjective cause, in order to return the money and not pay much attention to the quality of customers. As the saying goes, "choice is more important than effort", the dealer's "strength, network, distribution capacity, cooperation, commitment to consciousness" and so on, directly determines the quality of market operations.
6, my company has been operating in Shandong for three years, the three years of mistakes is not to do "focus on the key to grasp, grasp the key", so learn from the lessons of the previous few years, this year, I personally also look for key markets into my regular work, and ultimately decided to jinxiang in November xx as the core of the operation! Jining market, through the two-month market operation also feel part of the experience for next year's operation laid the foundation
Second, personal growth and shortcomings
In the company's leadership and colleagues care and support, in xx years, my personal business development, organizational coordination, management and other aspects of a great improvement, but also there are many shortcomings. At the same time there are also many shortcomings.
1, the mind of the self-adjustment ability to enhance;
2, the ability to learn, the foresight of the market and the ability to control the power to enhance;
3, dealing with emergency issues, the ability to grasp the state of mind of others to enhance;
4, the overall market awareness of the height of the enhancement of;
5, the team's management experience and overall Regional market operation ability to be improved.
Third, the work of the mistakes and shortcomings
1, Pingyi market
Although the local protection of some serious, but we through the coordination of the relationship, coupled with the operation of the market on the low-profile, there is a certain market, and through a period of time in the market proved that dealers to develop a special song is still very much catering to rural markets. Consumption. In the off-season before the arrival, because I was not able to do a good job with the dealer effective communication, please keep this mark through, coupled with the service is not in place, and ultimately the dealer to the majority of the energy bias to the beer. More mistakes is that the agent has taken over a white wine - Yimeng Laoxiang, and the manufacturer's support is quite strong, we are even more diluted.
2, **market
Although the dealer's character has a problem, but the market environment is really good (no local strong brand, no local protection ----) and more than a year of ten miles of wine lane hotel operation, there are certain positive factors in the market, and later expanded the circulation market, and the market response is very good. Mistake is not in advance in the cost of pressure on the dealer, so that later control imbalance, ultimately leading to failure of cooperation, the loss of the ship. The key lies in my personal wrist is not hard enough, not enough foresight on things, reflecting not fast enough.
3, **market
**market foundation is still very good, just dealers to invest in the awareness and management of the company is too poor, so that we people withdrew, the market serious decline. This market my mistakes are a few:
(1), not be able to guide the dealer in accordance with our ideas of their own operation of the market, too dependent on the manufacturer;
(2), did not look for the right at the right time to supplement other potential high-quality customers;
4, throughout the xx year I visited the new customers, there are more than 10 intention is very strong, and most of the Have come to the company to visit. But the final implementation of very few, the reason is that the late tracking is not in place, their own confidence is not enough, a waste of good resources!
Four, ****x years ago, part of the old market work and problem handling
As we grasp the market and the cost of control is not strong, resulting in 10 years ago, the market has left the cost of contradictory issues. After consulting with the company's leadership, to "*** development" as the principle, to adopt a policy of "one place," the policy, for different markets to solve each.
1, Tengzhou: Although the company has the cost but must then pay back, to send more than the proportion of goods in the form of a solution, both sides can accept and understand;
2, Weishan: their own packaging and bottles, the company's costs as the use of liquor payments, their own sales;
3, Surabaya: the same as the Tengzhou
4, Yicheng: not yet resolved
Through the above ways to solve the market problems one by one, although some resistance in the early stages, and later accepted and run more smoothly, completely solved the previous kind of manufacturers are too dependent on the psychology. Fourth, "office plus dealer" mode of operation of the regional market
According to the actual situation of the company and the market situation in recent years, we have been groping for a shortcut to the operation of the market, the real embodiment of the "office plus dealer" operation, but must meet the following conditions Efficacy, but must meet the following conditions:
1, the market environment should be good, even if not too good, but not too bad, such as local protection is too serious, the local on too strong, etc.;
2, the quality of dealers must be good, such as "strength, network, distribution, cooperation", etc.;
The specifics of the office operation:
The office operation:
The specifics of the office operation:
1, management office, personnel localization;
2, product mass, mainly positioned for mid-range consumers;
3, operation channels, personalized, to the circulation channel, focusing on the operation of large customers;
4, focus on the support of the first level of business, the office really reflects the role of the co-sales;
5, the dealer must be good quality, such as "strength, network, distribution, cooperation" and so on; 5, the dealer must be good quality, such as "strength, network, distribution, cooperation" and so on. Fifth, a few suggestions for the company 1, to strengthen the product hardware investment, the first impression of the product to give people a "value for money, value for money" feeling; 2, to improve the various rules and regulations and pay system, so that it is more capable of Give full play to the subjective initiative of the personnel; 3, focusing on advantageous resources focusing on the model market; 4, focus on brand image shaping. In short ****x years of credit or not, have become history, to meet us will be a brand new ****x years, standing on the threshold of x years, we see the hope, is the harvest and fruitful! First, the actual investment development operation 1, the return visit completed telephone tracking, continue to door-to-door negotiations, do a good job into a single, follow up work. 2, study investment information, 3 + 2 + 3 combined marketing model to comprehend thoroughly; grasp the regular meeting to learn, learn from the strengths and weaknesses, to the performance of advanced staff to teach, and timely understanding of the use of other people's advanced experience. 3, do a good job every day work diary, detailed records every day on the market 4, continue to visit the six counties and districts of the liquor business, limited to the time relationship before the three counties did not visit: X City, X County, X County, back to visit is complete. At the same time in the return visit, add to improve the new liquor merchant information. Second, the company's human resources management 1, efforts to create a competitive salary and benefits, according to the local social development, the talent market and the salary and benefits of the same industry quotes, combined with the company's specific circumstances, timely adjustments to the salary cost of budget and control. Do a good job of pay and benefits issued in a timely manner for eligible employees for social insurance. 2, according to the company's current human resources management, reference to advanced human resources management experience, push the new, establish and improve the company's new more suitable for the company's business development of human resources management system. 3, do a good job in the company's annual work plan planning for the Ministry of Human Resources, to assist departments to do a good job of departmental human resources planning. 4, focusing on job analysis, strengthen the results of job analysis in the actual work of the use of timely work design, objective and scientific design of the company's job description. 5, the company's part-time staff should also be included in the company's overall human resources management system. 6, standardize the company's staff recruitment and hiring procedures, a variety of ways to staff recruitment (job market, local mainstream newspapers, industry newspapers, campus recruitment, recruitment network, the company's website, internal selection and introduction); emphasize the practicality of the introduction of a variety of scientifically sound and easy to operate staff screening methods (screening of CVs, professional written tests, structured interviews, semi-structured interviews, unstructured interviews, psychological testing, no The company has also introduced a variety of scientific, rational and operational employee screening methods (screening of job resumes, professional written tests, structured interviews, semi-structured interviews, unstructured interviews, psychometric tests, non-leadership group discussions, role-playing, file basket work, management games). Although in the first half of the work done a lot of work, but because I engaged in sales work for a shorter period of time, the lack of knowledge, experience and skills in marketing work, so that some aspects of the work is not in place, in view of this, I am prepared to work in the second half of the work of the following aspects of the work, as soon as possible, to improve their own business capacity, do a good job, ensure that the The completion of the 3 million yuan sales task, and to 3.5 million yuan struggle. 1, study hard to improve business quality One is to take the time to learn through various channels to learn marketing (especially white wine marketing) knowledge, learning some successful marketing cases and cutting-edge marketing methods, so that their own marketing work has a certain knowledge to support. The second is often to the company's leadership, the regional business and other industries in the market marketing personnel to ask, exchange and learn, so that they from the level of business, market operation and grasp of all aspects of interpersonal communication have a substantial improvement. 2, further expand sales channels **Market sales channels are relatively single, most of the products are sold through the distribution channel. In the second half of the circulation channel under the premise of doing a good job, to further expand to the super channels, food and beverage channels, hotel channels and group purchasing channels. In the expansion of group purchasing channels, the second half of the system mainly on the number of people and the reception of the task is more industrial and commercial, education and forestry three systems to do more work, and slowly to other enterprises and institutions penetration. 3, do a good job of market research The market for a further research and mapping, detailed records of all kinds of data, improve a variety of archival data, so that some analysis and countermeasures have stronger data as a support, so that it is more scientific to make up for the lack of experience and sensory awareness. Understand and master the company's products and other liquor brand product sales and the whole liquor market direction, in order to deal with a variety of market conditions, and timely adjustment of marketing strategy. 4, and dealers work closely with the sales work To assist dealers in stabilizing the existing network and consumer groups at the same time, the full expansion of the sales network and tap the potential consumer groups. Where encountered dealers must be thick skin, listen to his complaints, first can not explain the reasons why he was angry, that is, want to be angry, then let him send, and then aggrieved to endure. When he was calm and then explain the reasons to him, so that he understands, just now the fire should not be sent, so that he feels guilty. Encounter dealers can not understand things, we must seriously explain, can not be broken, by going to the development, learn to use a variety of methods to control the development of the situation. E-trade finally hope that the company leadership in my future work to give more criticism and correction, guidance and support. First, to further expand the scale of production, focusing on expanding the scale of barley white wine production; Second, to do a good job in the market, the primary work is to do a good job in the sale of barley white wine; Third, to improve the overall quality of the company's employees, especially the quality of business skills must be faster to improve the quality of the company's business needs to adapt to the needs of the development of enterprises; Fourth, to the community to absorb the needs of the people who have the ability to work in the community, the quality of the company's employees. Fourth, we must face the community to attract talented elites to join the company, mainly sales elites; Fifth, we must improve production safety, to ensure that the legitimate rights and interests of employees and enterprises; Sixth, we must be "people-oriented, service enterprises" as the core, strengthen the construction of corporate culture, establish a good image of the enterprise, and enhance the intrinsic vitality of the enterprise, (a) actively participate in the formulation (revision) of the industry standard In order to rectify and standardize the order of the liquor circulation market, we were entrusted by the Ministry of Commerce to preside over the formulation of the Technical Conditions for the Opening of Liquor Wholesaling and the Specification for Liquor Retailing, and assisted the Ministry of Commerce in the opening of the Liquor Products Credit Blocking Case. In the face of the increasingly severe situation of water resources supply and demand, the Beer Branch and the China Food and Fermentation Industry Research Institute (CFFIRI) were commissioned by the Department of Comprehensive Utilization of Resources of the National Development and Reform Commission (NDRC) to formulate the "Water Conservation Plan for the Beer Industry" in accordance with the national "Tenth Five-Year Plan" for industrial water conservation. The plan analyzes the current situation of water conservation in the beer industry and the main problems, puts forward the direction and target of establishing water-saving beer enterprises, and at the same time, in accordance with the requirements, through the analysis and prediction of water resources and water use in each region, compiles the water intake per unit of product and the quota of water reuse rate of production water of each province and municipal area in the years of xxx, xxx, xxx, in order to guide the water resources arrangement of the industrial restructuring in each region. Beer Industry Water Abstraction Standards" was released in xxx, months, the National Standardization Committee and the Development and Reform Commission **** with the release of the industry water standards and promote the meeting, the beer branch of the organization of the main beer companies to participate in, and publicity in the industry. The Yellow Wine Branch, under the guidance of the China Food Fermentation Standardization Center, was led by the Yellow Wine Professional Association of Jiangsu Brewing Association, which drafted standards for refreshing yellow wine and cooking yellow wine in conjunction with the Zhejiang Provincial Light Industry Research Institute, relevant enterprises in Zhejiang, and relevant enterprises in Jiangsu Province. The final draft was sent to the enterprises for comments at the fifth executive council of the XX session of the association, and then sent to the enterprises for comments in the form of a letter draft. According to the proposal of the xx session of the Executive Council, the request for the development of "fancy yellow wine" and "bad roast" wine industry standards, the request is included in the xxx year of the standard-setting program. Wine Branch to assist the standardization department to revise the national standard for wine, has now been revised and reported to the higher level for approval and release; According to the "National Food Standards - xxx years of the development plan," the requirements of the future of a variety of aroma of high and low liquor merged into one standard. Baijiu Branch organized a "strong liquor", "clear liquor", "rice-flavored liquor", "solid-liquid method of white wine" standard seminars, for the future standard merger ready. Through extensive consultation with key enterprises of liquor, proposed specific modifications to the "liquor sewage discharge standards"; participated in the development of "Retail Code of Alcohol Commodities" and "Technical Conditions for the Opening of Alcohol Wholesale Enterprises" business industry standards; Alcohol sub-committee prepared a statistical methodology for technical indicators of the alcohol industry, compiled statistics of the alcohol industry and formulated a vocational education and training examination of the alcohol industry. Part of the test questions. Participated in the completion of the revision of alcohol water pollutant emission standards, and xxx month the standard was adopted in principle, pending approval by the National Standards Committee. Participated in the formulation of the industry's water conservation plan, which was passed. Participate in the revision of the national standard for carbon dioxide, and participate in the development of solid-liquid liquor standards. For the white wine market "old white Fen" price adjustment "Huayao wine operation method Jianyi book Yi Hengtian Liquor Industry Co. It's a very difficult thing to do. On the other hand is the channel, every person who has done liquor, know the importance of the channel, can be out of the big preferential policies to find a few more powerful distributors, as long as there are enough channels, the channel to maintain a good, even if it is a new product is not worried about no one to sell. Furthermore, my idea is that the pre-market to defy all means to be organized, put sales in the first, and then good products without distributors for you to sell by manufacturers will never do. As long as there is a strategy, and insist on doing it, there will be a certain harvest, the market will gradually expand. The market for any product is the same, strong products face market decline, new products face strong brand resistance, who analyze the market more thoroughly and more detailed, and the business team can insist on the implementation of the policy, who will take the initiative in the market Baijiu's summer policy has always been two kinds of statements: dilution, negative: dilution of the name refers to is the off-season through the intense and sustained promotions to achieve the purpose of stimulating consumption. The purpose. Negative refers to the treatment of the off-season do not do for or less do for the method. Pros and cons of dilution: Pros: generate a certain amount of sales, reduce the pressure on inventory, promote production, and bring some economic benefits. The disadvantages: increased access costs, the effect of the promotion is not ideal, half the effort, may lead to cash flow constraints, and more importantly, for the next peak season sales pressure, the long off-season has made the sales staff tired, and then because of the sales of the negative factors brought about by the unsatisfactory, even if the sales staff and then have the intention to do for how can it? The negative pros and cons: Pros: Small investment, small risk. The disadvantages: poor sales, increased inventory pressure, production almost stopped, the original market may be lost, the market is depressed. Correct sales policy: consolidate the existing excellent agent resources direct end customers are important, but some important channels are also very important! High-end liquor if you want to really be accepted by consumers some conventional high-end channels are still very useful. Now a lot of liquor manufacturers have done a good job in this regard, some of the more advanced liquor manufacturers have begun to build their own channels! In the current liquor sales are not very good season, constantly expanding and broadening the original channels, and constantly explore new customer base and market is invincible winning law. So in this season we must do to maintain and consolidate the development of customers, and constantly demand new partners, to lay the foundation for the peak season sales. Now there are many varieties of wine on the market, and there is a lot of competition, if the initial market did not start to win, then want to go back to the market, it is a very difficult thing to do. On the other hand is the channel, every person who has done liquor, know the importance of the channel, can be out of the big preferential policies to find a few more powerful distributors, as long as there are enough channels, to maintain the channel, even if it is a new product is not worried about no one to sell. Furthermore, my idea is that the pre-market to defy all means to be organized, put sales in the first place, in the good products do not have distributors for you to sell rely on manufacturers will never do. As long as there is a strategy, and insist on doing it, there will be a certain harvest, the market will gradually expand. The market is the same for any product, strong products face market decline, new products face strong brand resistance, who will analyze the market more thoroughly and more detailed, and the business team can insist on the implementation of the policy, who will take the initiative in the market according to the current Linfen market status quo, combined with our continuous efforts to sell the information we have obtained, the "Huayao" wine quality is absolutely no problem, especially in the early stages of the market, we must take advantage of any one of the market, we have to take advantage of any one of the market, we must take advantage of any one of the market. In response to the price adjustment of Old White Fen, for dealers and consumers, their contact with Old White Fen is a new bonding, so in the process of their bonding, do we seize this opportunity. Carry out a strong offensive, the launch of a comprehensive and vigorous policy, so that we come in the next peak season to create a new high sales. Specific programs and implementation: terminal access to both hands: in the off-season of liquor sales, we are mainly to do the market is the main, fine nibbling hard plowing, fully open to the available resources for the peak season to do a good job of paving the way for the work. Expand the terminal market, looking for new development direction. Attack on banquets to drive consumption. In the old White Fen price adjustment today, the high-end group of banquet consumption if cut in time, will give us to drive and expand part of the potential consumer groups. To expand our market and expand the influence of products in the consumer groups, we must grasp and cut into the theme in time. First of all, I think should be from the access as a cut, because now this season, if we put into the wrong, is certainly a loss of financial and human resources, in time is also a waste. At present, the first thing is that the board of directors need to make a timely decision, this time may also be the key moment to determine our success or failure, the timely utilization of resources, sales and impact on the future will play a certain role, beyond imagination. Because sales for the company is only a one-sided thing. Sales can only be in the short term there may be a part of the money back, but we need a long-term market. So we must consider how to do the market; how to create a healthy environment for the product so that it can develop steadily in the market. 1, market positioning: to determine the main target group and the direction of development; 2, corporate positioning: the enterprise should have a complete sales strategy, in the operation of our goal remains unchanged, the framework remains unchanged, changed only some of the structure. Then we will not be in the highly competitive market in a passive situation.