As contemporary college students, we need to have enough planning ability, and marketing needs to master more know-how and methods! The following is the "template of college students' marketing plan book" compiled by me for everyone, for reference only, and you are welcome to read it. Template of marketing plan for college students

1. Plan summary

1. Annual sales target of xxx million yuan;

2. xx dealer outlets;

3. The company has a certain reputation in the market of automatic control products;

II. Marketing Situation

Air-conditioning automatic control products belong to the supporting products of central air-conditioning and other industries, which are constrained by the upstream product consumption market, but the total demand is still considerable. With the continuous improvement of urban construction and people's living standards, and the arrival of the product upgrading period, it has driven the sustained growth of the market, thus driving the expansion of the overall market capacity. Xx is located in the middle of China, and the demand for air-conditioning automatic control products is relatively large:

1. It is hot in summer and autumn, and cold in spring and winter;

2. The real estate industry in xx has developed rapidly in recent two years, especially the construction of middle and high-grade commercial residential buildings and villas;

3. The inclusion of xx in the western development will increase the construction of various basic projects;

4. The financial city of xx;

a large number of industrial parks and development zones will be built in 5 and xx;

6. The improvement of people's requirements for their own lives; To sum up, air-conditioning automatic control products, especially high-grade air-conditioning automatic control products, have great development potential in xx.

marketing methods generally speaking, there are only three ways to sell air-conditioning automatic control products: project bidding, real estate group purchase and private projects. The project bidding channel occupies a large share, but the two channels of real estate group purchase and private projects have developed rapidly and have shown a diversified development situation.

From the sales channels of various enterprises, most companies adopt the mode of office plus distributor. Domestic air-conditioning automatic control products enterprises have made great efforts to deploy national marketing network and consolidate traditional channels in 2xx, and strengthened public relations cooperation with design institutes and management departments. For air-conditioning automatic control products enterprises that entered the market relatively late, because the market accumulation time is relatively short and they are eager to open the market quickly, they basically adopt the channel mode of office plus distribution system. In order to quickly respond to the market, all automatic control products entering the xx market are in stock in xx. The market capacity of xx air-conditioning automatic control products is relatively large and has great potential, and the development trend is generally optimistic. Therefore, there are great market opportunities for brands that have not yet entered the xx market. As long as appropriate marketing strategies are adopted, they can squeeze into the xx market. At present, Shanghai Zhengyi has a weak foundation in xx air-conditioning automatic control products market, and its team is still young, and its brand influence needs to be consolidated and expanded. In the sales process, we must be very clear about our company's advantages and bring them into play to the extreme; And we should find out the weaknesses of our company and put forward them in time to overcome them and realize the greatest value; Improve the service level and quality, penetrate the service consciousness into every link of communication with customers, and pay attention to various services such as pre-sale, mid-sale and after-sale return visits.

third, marketing objectives

1. Air-conditioning automatic control products should aim at long-term development and strive to take root in xx. In 2xx, we will mainly establish a perfect sales network and model projects, with the sales target of xxx million yuan;

2. To become a first-class supplier of air-conditioning automatic control products; Become a fast-growing successful brand;

3. Drive the sales and development of the whole air-conditioning products with air-conditioning automatic control products;

4. Short-term goal of marketing: make the marketing performance grow rapidly in a very short time, and make its own products become well-known brands in the industry by the end of the year, replacing part of the market of the same level products in the province;

5. Devote to developing the distribution market, and reach xx distribution business partners by the end of 2xx;

6, regardless of mental and physical strength, we should devote ourselves to the work, so that the work can develop with high efficiency, high income and high salary.

iv. marketing strategy

if air-conditioning automatic control products want to grow rapidly and gain competitive advantage, the best choice must be the overall competitive strategy of "concentrating on goals". With the rapid development of xx economy and the expansion of urbanization scale, the consumption potential of air-conditioning automatic control products market is great, and the target concentration strategy is a wise competitive strategy choice for us. The specific tactical strategies we can adopt around the overall competitive strategy of "target concentration" include: market concentration strategy, product belt concentration strategy, dealer concentration strategy and other supporting strategies for target concentration.

general marketing strategy: all-staff marketing combined with direct selling and channel marketing

1. target market:

central cities and small and medium-sized cities break through at the same time, focusing on developing industry model projects, vigorously developing key regions and key agents, and rapidly promoting product sales and sales increase.

2. Product strategy:

Drive overall sales with overall solutions: Our products are required to form complete solutions and have successful cases, thus driving the sales of all products. Interaction between size and size: sales of air-conditioning automatic control products drive sales of valves and other products, and projects of valves and other products promote sales of air-conditioning automatic control products.

3. Price strategy:

The principle is high quality, high price and high profit margin; Formulate a realistic price list: the price list is divided into two layers, the media publicly quotes and the lowest price for market sales. Formulate higher monthly rebate and quarterly rebate policies to control the marketing system. Strictly control the price system, and ensure the profit margin of the first-class distributor, the second-class distributor, the project engineer and the end user. In order to adapt to the market, the price policy should be active.

4. Channel strategy:

(1) Distribution partners are divided into two categories: First, distribution customers are our key partners. Second, engineering customers are our basic customers.

(2) Channel establishment mode:

A. Take a step-by-step approach, first initialling the agreement, then making the sales forecast table, and then formally signing the agreement to order the first batch of goods. If you don't purchase goods, you can't sign an agency agreement;

B, adopt the method of finding important customers, push the goods into the hands of distributors through negotiations, and then our sales and market support will keep up;

C, choose a competitive mentality among agents, so that we can master the initiative and high profile because of a potential local customer in the negotiation. Can't enter the market with a low profile;

D, after initialling the agreement, the name of the initialling agent can appear in our advertisement, picking up the contradiction between the distributor and the original manufacturer, and we take the opportunity to enter the market;

E, in the local regional market, always ensure that there is a local secondary agent who can become a primary agent, so as to become a threat to the primary agent and promote it.

(3) There is a push and pull force in the market. To achieve rapid growth, we must adopt the driving force. Pulling requires a long period of cultivation. To this end, we will focus on developing channel distribution. In addition, the personnel in charge of major customers and engineers will focus on the industry market and engineering market, and strive to complete 4-5 model projects within three months to build confidence for internal personnel and distributors. By the end of the year, complete your own marketing quota.

5. Personnel strategy:

The basic concept of the marketing team: a. Open mind; B, conquer yourself; C, professionalism;

(1) The vertical contact between business teams and efficient communication can make a quick response. Team building is flat.

(2) internal staff reporting system and sales reward system

(3) selling products in a professional spirit. Value = price+technical support+service+brand. What is actually sold is a solution.

(4) prepare a sales manual; It includes the rules of the game, technical support, the scope and functions of the marketing department, the problems that can be solved and the support provided.

V. Marketing plan

1. The company should make good use of the Shanghai brand and adopt the brand development strategy;

2. Integrate various local resources in xx and establish a perfect sales network;

3. Cultivate a group of good customers and establish a good social network;

4. Build a good marketing team;

5. Choose a market operation mode suitable for the company;

6. Grasp the characteristics of the company's products and find the company's selling points.

7. The company should adopt the market operation mode of combining direct selling and distribution in xx; Direct selling makes model projects and drives the development of distribution network, and distribution makes sales volume as the profit growth point of the company;

8. Direct selling adopts the combination of personnel promotion and some media publicity to expand the market. For air-conditioning automatic control products, we can adopt the community promotion method and the demonstration project persuasion method of key engineering machine projects;

9. In order to enter the market as soon as possible and benefit the long-term development of the company, we should take Changsha as the center and March into major cities in the province, with Changsha as the core and local cities as the profit growth point;

1. The channels of xx should be flat and well constructed and managed. In terms of channel construction, there is no need to set up a provincial general distributor, but it can be divided into cities as the basic unit. Each prefecture-level city has two first-level distributors, and the marketing reach has been extended to the county-level market with market value, so as to change the long-term guerrilla warfare mode of other air-conditioning automatic control products brands in the prefecture-level market, and adopt positional warfare to establish a brand operation mode with long-term interests with distributors, which is refined for each regional market. Template 2 of marketing plan for college students

Foreword:

In today's society, the economy is developing rapidly and people's living standards are improving. With the improvement of living standards, people's health awareness is also increasing. More and more attention is paid to personal hygiene and disease prevention. In addition, in recent years, various epidemic diseases such as SARS, avian influenza and influenza A have been rampant, which makes people pay more attention to personal hygiene. Hand is the part where people often contact with foreign objects, and it is the part that is most likely to contact and be infected with viruses. Therefore, the most important step in advocating the prevention of epidemic diseases is to disinfect hands, and the demand for hand sanitizer is gradually increasing.

as a result, more and more hand sanitizers appeared on the market. There are many categories, but the effects are different, and there are certain restrictions, that is, most hand sanitizers need clean water to rinse, and if they are not cleaned with clean water, there will be residues, which will affect the quality of diet; Moreover, most of them contain corrosive components such as alcohol, and excessive use will hurt hands.

under this circumstance, xxxx co., ltd has developed "xxx disinfectant series". Adopt a unique and novel "zero-damage" formula, and set off a green revolution of disinfection products in that health field. This series of disinfectant products dissolve and puncture the cell walls, cell membranes and nuclei of bacteria and viruses by means of "ionic charge attraction", which leads to the permeability change of the cell components of bacteria and viruses and leads to their rapid decomposition and death, thus achieving the effects of safety, high efficiency, disinfection and sterilization. The quality of this product is at the international level. With the new formula of "compound quaternary ammonium salt", it has passed the inspection and certification of eight institutions at home and abroad, and the China Ministry of Health officially approved the production of new, high-tech and quality "xxx" series disinfection cleaning agent products.

"xx hand wash-free disinfectant" has entered the market of XX hand sanitizer with the advantages of small bottle, easy to carry and wash-free. I believe it will highlight its advantages and occupy a certain market share.

1. Analysis of current situation

1. Macro analysis:

With the gradual improvement of people's living standards, people pay more and more attention to health. Xx is a big city with a large population, and the proportion of college students and office workers is also very large, and their health awareness is stronger. In addition, with the outbreak of various epidemic diseases in recent years, everyone has developed a good habit of washing their hands frequently, and hand sanitizer has therefore become their daily necessities, so the market for hand sanitizer is growing and the competition will become increasingly fierce.

2. Micro-analysis:

(1) Market potential. It can be seen from the analysis that this is a market with great potential. China has a large population, which is a huge consumer market. Coupled with the outbreak of SARS, avian influenza and influenza A in recent years, people pay more and more attention to the prevention of various diseases through cleaning and hygiene, and the awareness of hygiene is further strengthened, especially the cleaning of hands susceptible to infection, so the demand for hand sanitizer will increase greatly.

(2) competitors. At present, there are many kinds of hand sanitizers in the market, and the competition is fierce. Among them, several big brands, such as Blue Moon, Vales, Shufujia and Didu, occupy most of the market, and each brand has its own characteristics and advantages. It is difficult to break this pattern at once and occupy the market quickly. Therefore, we should develop the advantages of "xxx" and explore the blue ocean market as much as possible. For example, through investigation, most other brands of hand sanitizers contain alcohol and other corrosive ingredients, and most of them are large-capacity shower gel, and "xxx" has its own characteristics in this respect, which is small-capacity, convenient and easy to carry, and is spray-type, foam-type, and wash-free.

(3) the characteristics of consumers. The object is college students and office workers, who have a strong sense of hygiene and disease prevention. Paying attention to daily life and environmental hygiene has become their conscious behavior, so hand sanitizer has become increasingly indispensable for them, but the effect, brand and price of hand sanitizer will affect their choice.

through investigation, we found that for hand sanitizer, college students and office workers mainly pay attention to the effect and brand of the product, but the price is second, but the price that students and office workers are willing to pay is also different. Students have no financial resources, and generally can't accept higher-priced products, preferring whether the products are cheap and good; And office workers have a certain source of income, generally the main quality is good, the effect is good, the brand is good and the higher price is acceptable.

3. Analysis results:

(1) Advantages: xxx hand sanitizer does not add other corrosive ingredients such as alcohol, and it does not need water for cleaning, is non-irritating and does not hurt hands, and has good sterilization ability. It is small in bottles and easy to carry, which is suitable for the younger generation, but it happens that the younger generation has a strong sense of hygiene, so hand sanitizer becomes their necessity, and people pursue freshness and have a good market prospect.

(2) Disadvantages: the brand effect of xxx is not enough, and it is difficult to compete fiercely with other big brands, and the price is relatively expensive, which is difficult for ordinary consumers to accept.

(3) Opportunity: Due to the ravages of various epidemic diseases, the hand sanitizer market has yet to be developed. As long as we intensify publicity and highlight the advantages of products for consumers to understand and accept, we will certainly be able to play our own part.

(4) threat: other manufacturers have also noticed this market, and their products are also unique, and the prices are relatively cheap. In addition, the competition of major famous brands has also brought great pressure.

second, target setting

1. Planning purpose:

To launch hand sanitizer on the market, we should base ourselves on the Pearl River Delta, create a brand that consumers love and occupy a large market share

2. Planning.