The year 1 20xx has gradually left us. This year, according to the instructions of the group leaders, the sales department enriched the team and explored the customer base in depth. , all aspects have been significantly improved. For the coming xx years, make the following plans:
First, strengthen basic management and strengthen quantitative assessment indicators.
1. Quantify all work in advance, with clear rewards and punishments, so that everything can be followed and checked by rules. The quarterly assessment is combined with the year-end assessment, and the performance is directly linked to the bonus, so that rewards and punishments are clear.
2. Resolutely put an end to humanism, increase tracking efforts, strengthen supervision functions, record in time, guide in time, and check regularly to avoid a gust of wind. Do a good job from beginning to end and put an end to the anticlimactic phenomenon.
Two, a clear division of labor, signed a regional market listing contract.
1. Change the practice of rigid distribution of a few people, let employees participate in the formulation of corresponding implementation plans, and select the best candidates.
2, clear their respective responsibilities, rights and interests, combined with regular assessment and year-end assessment, combined with the same period of income, year-end bonus, reward outstanding performance, can not be completed as planned and the same period of income ratio, each drop of one percentage point, reduce the same period of income.
Third, establish a market network, standardize customer management and increase market development.
1. rationalize the existing resources, classify customers and markets into three categories according to their appreciation potential, and focus on developing, maintaining and publicizing markets with great potential and strong growth.
2. For some networks that need to replace customers, cultivate other replacement customers first. After a period of support, customers who do not match the company's development will be replaced.
3. In addition to the development and maintenance of traditional networks such as agricultural materials, supply and marketing, and agricultural bureaus, we will also focus on the development of agricultural networks such as grain, oil and postal services.
4. Strengthen the development of residents' services, set up offices according to market conditions, and strengthen the service function of market development.
5. Network construction should be based on terminal construction, grasp the existing market resources, and enhance market share.
6. Before the Spring Festival, we should focus on developing and promoting the northwest Shandong market to change the passive situation of the company in spring.
7. Classify and file customers at all levels in the market, track and supervise them regularly, adjust them in time, increase the frequency of visiting customers, increase mutual understanding, solve practical difficulties and increase customer loyalty.
Fourth, strengthen the communication mechanism and speed up the collection and transformation of market information.
1. Collect real market information, establish a file system, and find out the gap and how to rectify the information scheme by comparing the planting structure, fertilizer use habits and the advantages of other brands in different regions and publicizing the scheme.
2. Establish a regular communication mechanism and establish an effective reward and punishment system.
3, more contact with end customers, to understand the first-line information.
Fifth, strengthen study and improve team building.
1. In addition to actively participating in various trainings of the company, it is important to strengthen the summary and application afterwards.
2. Every time the starter comes back, we should promptly call internal relevant personnel to share the successful experience of the market, analyze and summarize the difficult problems encountered, discuss with each other, promote each other and make common progress.
3, take the initiative to communicate with business people, change communication into active conversation, solve the problems found in time, find out the advantages and disadvantages of people, so as to arrange their work reasonably, build a reasonable stage for them, give full play to their personal talents and strengthen team cohesion.
Six, strengthen service awareness, improve service quality
1, set up a business complaint telephone to punish business complaints caused by business personnel's own problems as appropriate, solve customer complaints in time, and increase customer satisfaction.
2. Combine the development of on-site service, integrate the advantages of information and technical resources in its own market, and help customers straighten out and improve the formulation and implementation of new marketing plans and the construction of secondary networks.
3. For key markets, TV programs, audio broadcasts and newspapers can be seen, and experts participate in vigorously promoting the company's products and enhancing the brand image.
4. Cancel the special car system to the market special car system, uniformly dispatch business vehicles, form a large-scale publicity on the ground, cooperate with experts and local dealers to serve end customers, and increase customer satisfaction.
Seven, increase the development of new customers and new products.
1, leaving the company for no less than xx days every year.
2. The only constant in the world is change. Only by constantly innovating can we keep up with the needs of market development. Only by constantly developing new customers can we improve the sales network, increase the market share, and set a minimum number of customers, with fewer penalties and more awards.
3. Develop marketable new products in a timely manner through careful investigation, implement an incentive mechanism for the beneficiaries of development, and reward the participation and timeliness of business personnel.
VIII. Cost Control
1. Increase specialized and unified backstage personnel, increase the transparency of accounts, and regularly publish various business expense data.
2. The delivery of special expenses shall follow the win-win principle, analyze the market with customers in advance, predict the delivery effect, and put forward written suggestions and agreements. Strengthen supervision in the event and identify afterwards. If there is a big difference with the budget ahead of schedule, it will be solved by the parties themselves or will not be reimbursed.
3. Daily entertainment expenses shall be strictly implemented in accordance with the examination and approval system. Those who resort to deceit, spend less and report more on other expenses such as customer entertainment expenses will not be reimbursed once verified, and will be fined more than twice.
4. In combination with various departure expenses, bills, departure time, route and market information of local customers, any inconsistency will not be reimbursed.
Nine, timely handling of market emergencies, do a good job in the work of various functional departments, and create a good business atmosphere.
The above is my work plan for 20xx years. Although it is not perfect, I will keep looking for the best way in my work. I will lead my partners to unite as one, work hard, surpass themselves, establish the confidence to win, join in the trend of the second venture and work hard for the realization of the second venture.
About the sales staff work plan template 2 In order to achieve the planned goal for next year, combined with the actual situation of the company and the market, several work priorities for next year are determined:
First, expand the sales team and strengthen business training.
The introduction and cultivation of talents is the most fundamental and core, and talents are the primary productive force. Enterprises will stop when no one is around, increase the introduction of talents and replenish the company's fresh blood. Iron battalion is a mobile soldier, so we are trying to retain reasonable talents. Choose the right people, use good people and use the right people. Strengthen communication with the office staff of the company, select and introduce more excellent sales staff, use their own relationship, integrate some business personnel, use the salesman's strategy to introduce, strive for more business personnel, increase recruitment, and improve the company's staffing and the establishment of the early sales team. In addition, recruit some mature technical and business personnel in the market. I intend to focus my work on setting an example and cultivating new ones. First, I mainly do a few examples to set a good example. Because the power of example is infinite.
Man is plastic, but he is inert. The knowledge training, professional knowledge and sales knowledge training of the sales team can never be relaxed. Training is an important means to establish and consolidate business teams. Regular training is of great benefit to the psychological shaping of sales staff. And according to the development of business personnel, select, introduce and train regional managers. Business people will be more motivated.
Second, the sales channels are perfect and the sales channels are sinking.
In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products. Reasonably and effectively decompose the target. In the three provinces of xx, the market is the core competition area of the company. In these three provinces, it is necessary to improve the sales team and sales channels. On the one hand, it is the allocation of personnel, on the other hand, it is the integration of customer resources and the key areas of customer personnel. We should set an example for the company here and establish a model market. Cloning and replication.
Other provinces and cities mainly focus on an existing business staff, focusing on finding partners and some big agents. Companies that take the wholesale route should relax their sales policies appropriately.
If the business personnel explore the market by themselves, the company will provide business support in the early stage, focusing on training for one month, and technical support for three months in the later stage.
Third, product adjustment and product update.
Products are the lifeline of enterprises, not what we want to buy, but what customers want to buy. What we bought and what our customers want to buy. Finding the needs of customers is fundamental. Therefore, product adjustment should be combined with the market. In addition, we should also consider the profit of the product. If the product is unprofitable, there will be no living space. The same is true for customers. Customers don't buy products, but profits, and profits are the profits they get from the products they buy. It is an unchangeable rule to pursue the principle of rational distribution of product profits. Enterprises are not welfare homes, and creating value for enterprises is the most basic requirement of management. The change from development to making money is the last word.
The life of a product is limited. Constantly increasing new products, on the one hand, shows the strength of the company, on the other hand, also shows the vitality of the company. Eliminate unprofitable and inappropriate products. Combined with the professional quality of the company's business personnel, the products should be adjusted from three aspects: conducive to the company's development, conducive to the sales of business personnel, and conducive to customer demand.
About Salesperson Work Plan Template 3 In the past year, as a real estate salesperson, my sales department completed the annual sales task ahead of schedule under the correct leadership of the company leaders and the active cooperation of various departments. This year, the global economic crisis spread and the real estate market fluctuated greatly. The whole sales team experienced the process of the real estate market from bleak to hot. Under the background of China's economic recovery and the government's regulation of the real estate market next year, the sales work will be full of opportunities and challenges.
20xx annual sales work plan is now formulated.
First, strengthen their own business ability training.
In my real estate sales work, I will strengthen my professional skills training, lay a solid foundation for the realization of sales tasks, conduct skills training focusing on sales skills, and comprehensively improve my professional quality. Ensure that you always maintain high morale, unity and positive work enthusiasm in sales work.
Second, pay close attention to domestic economic and policy trends.
In the new year, I will carefully study the changes in the domestic and local real estate markets to provide a basis for sales strategy decision. At present, the government has issued a series of policies to regulate the real estate market, how much impact it has on the market, whether the government will continue to issue regulatory policies, and how to deal with them in order to ensure the realization of the sales task are the work that I must pay attention to and study.
Three, analysis of marketable products, formulate sales plans, objectives and implementation plans.
My focus on real estate sales is apartments. I will carefully analyze the characteristics of marketable products, tap the selling points of products, and combine the research of similar products in the market to formulate scientific and reasonable sales plans, task objectives and detailed implementation plans for different products.
Four, according to different sales products, determine different target customer groups, research and implement effective sales methods.
I will combine my own sales experience and understanding of saleable products, carefully analyze and find out the effective target customer base. I will summarize the perfect and efficient sales method through statistical analysis of the data at work.
Verb (abbreviation of verb) carries out the requirements of the group and ensures the smooth completion of the sales task.
I will seriously implement the sales plan as planned, adjust the sales plan in time according to the sales situation and market changes, and revise the sales implementation plan. Summarize the phased sales work regularly, make plans for sudden changes in market conditions, and make every effort to ensure the completion of sales tasks.
Six, in view of the problems existing in the sales work, timely correct, and constantly improve the business skills of sales staff, to provide protection for the completion of sales tasks.
Shops will account for a large proportion of saleable products next year, which requires me to have higher professional knowledge as a guarantee. With the help of department managers and colleagues, I will carry out relevant professional knowledge training, so that the sales work can meet the requirements of sales shops and rise to a new height.
About the sales staff work plan template 4 I. Basic objectives
The company's sales targets in September are as follows:
(1) Sales target: 65438+ ten thousand.
(1) All departments: more than 65438+ 10,000 yuan;
(2) Every employee/month: more than 20,000 yuan;
(2) Interest target/month (including tax): more than 654.38 million yuan.
Second, the basic policy
(1) The company's business organization will not be changed until all personnel are proficient in business, stable in mind, with a sense of crisis and effective in operation.
(2) To promote minority elitism, we must devote ourselves to our work, whether mentally or physically, so that our work will develop in the direction of high efficiency, high income and high distribution (high salary).
(3) In order to strengthen the agility and rapidity of functions, the company will greatly delegate authority to enable personnel to make decisive decisions and achieve the above objectives.
(4) In order to achieve the purpose of responsibility and establish a responsibility system, the company will implement a reward and punishment policy.
(V) In order to complete the rules and regulations, the company will strengthen the management of various businesses.
(VI) All dealers and distributors have written transaction agreements with the company and abide by their responsibilities and obligations. Based on this positioning, the company should strive to achieve the market launch cost target.
(7) In order to promote the sales of dealers and distributors, a sales model system should be established to transfer the original local buyer's market to the distributor's market, so that the company can master the rights of leading dealers and distributors.
(8) Focus on dealers and distributors, and strive to train and guide their promotion methods to further stimulate the increase of demand.
(9) The goal of the strategy is that every town and street has a distributor, which is promoted by the "distribution model system".
Third, the enterprise organization plan
(1) internal organization
1 Foshan Zhangcha will be upgraded to a direct sales office to promote sales and affect the exposure of products in surrounding areas.
2. Find new dealers and dealers in Foshan's districts.
Transfer its sales business to dealers or distributors in various regions to promote sales activities.
Each region should have a business person to assist dealers or distributors in long-term promotion and maintenance.
5 The business institutions under the new system above temporarily maintain the status quo and do not make changes in order to establish their respective responsibility systems.
6. If there are any inadequacies in business handling, make improvements as appropriate.
(2) External institutions of dealers or distributors
Trading institutions and systems will maintain the original sales model through company → distributor → distributor → escort.
IV. Promotion Plan
(A) the sales system
1 Divide the powerful restaurants, retail stores and tobacco hotels in each district by region, and adopt the sales model system in each divided district.
The sales model is that the managers and salesmen in each district are responsible for their own places, visit once a week or every other week, and take the visit as an opportunity to supervise and reward sales, conduct investigation, service, sales guidance, technical guidance, etc. , thus promoting sales.
4 Inventory shall be maintained at the boundary between the dealer's inventory 1 month (not less than RMB 30,000 for our products) and the escort's inventory for 2 months.
5. The work content and treatment standard of the sales person in charge should be clear.
(2) The establishment and activities of Fast Retailing Department
1 In order to coordinate the promotion activities promoted by the sales methods of products, and in addition, a quick sales department should be set up for dealers in various districts. The quick sales department mainly includes the following items 10:
(1) Install signboards of cooperative stores in various regions;
(2) Distribute quick sales personnel to all stores for quick sales;
(3) Competitive sales between cooperative stores;
(4) distributing advertising leaflets;
(5) Actively support dealers;
(6) launch new products.
The existence of the three-speed pin is informal.
(C) improve the sense of responsibility of restaurant staff
In order to strengthen the attention of retail restaurant staff to the company's products and enhance their willingness to sell, the following implementation points should be strengthened:
1 incentive measures of bonus-the restaurant clerk will give each product of our company a bonus of 5- 10 yuan to encourage its sales.
Business guidance: the heads of all districts can give education guidance during the visit, improve the sales skills of retail restaurant clerks and strengthen their understanding of products.
Verb (abbreviation of verb) expands customer demand plan
(A) a clear advertising plan
(1) For the advertising media, check it again to make sure that the advertising planning can achieve the purpose of creating the maximum effect with the minimum cost.
(2) In order to achieve the goal, we should fully study the advertising and publicity technology.
Finally, in the promotion activities, Luzhou ancient wine will continue to consolidate the traditional channels in LU ZHOU LAO JIAO CO.,LTD, and at the same time, we will fully consider how to strengthen the development and control of catering channels, plan catering stores and cooperative businesses, select major fishing grounds, Sichuan restaurants and large wholesale departments as sincere cooperative stores of Luzhou ancient wine, and invest funds to carry out holiday promotion activities with them. Due to the rich benefits provided to merchants, Luzhou ancient wine quickly entered the catering channel and became the main recommended liquor drink.
In the past year, our real estate sales department realized a total sales return of 80 million yuan, and signed an average of 50 houses per month, which reached the sales target issued by the leaders and brought rich profits to the company.
As the manager of the real estate sales department, I am extremely proud of my sales team. In the new year, our real estate sales department must continue to work hard, and now we make the annual work plan of the real estate sales department in the new year:
First, the real estate sales department must pay close attention to the trend of the city's policy economy, seriously study the changes in the real estate market, and draw corresponding strategies. At present, the government has clearly put forward the relevant policies and regulations to regulate real estate, and our real estate sales department must pay close attention to and study them.
Second, analyze the housing information and make a detailed sales plan. In the new year, the houses we mainly sell are small high-rise buildings. This kind of house must be fully understood and sold in combination with market demand.
Third, identify different customer groups for different residential products. We must study and carry out effective customer management of housing sales, and carry out targeted customer collection, recommendation and shopping guide.
In short, in the new year, our real estate sales department must implement the company's strategy, work hard, and successfully complete and exceed the annual sales target!
As the saying goes, "the train runs fast, all by the front." If a job wants to have a better result, the leading figures in front play a key role. Yes, as the sales supervisor, I also made a new work plan for 20xx.
The work of 20xx has been completed, and it is basically smooth in general. According to the sales work, I summarized the problems of payment, sales review, business analysis and business source. As a sales supervisor, I have a new direction for the work plan of 20xx sales supervisor:
My personal work plan will be very detailed, but in the process of implementation, I will lead all the team members to act together. In 20xx, it is estimated that the annual payment will be more than 1 10,000 yuan, maintaining an increase of 345. 9%, it is expected to repay150,000 yuan in the first quarter, 250,000 yuan in the second quarter, 300,000 yuan in the third quarter and 300,000 yuan in the fourth quarter. The number of end users in Nanjing is expected to increase to 654.38+050, and the number of dealers will increase to 70.
Work direction:
1。 dealer management
Regularly check and verify the inventory of high-quality products, cooperate with the company's delivery time and logistics work, and ensure that the dealer's inventory is digested in a short time, so that there is no product backlog and shortage. At the same time, coordinate the channels of dealers, and avoid product price wars if there are overlapping sales networks.
2。 Solve the problem of product rushing and escaping.
Implement a management system with clear rewards and punishments, solve the market threat caused by the sharp fluctuation of product prices, find out the root cause of goods smuggling, and cancel the product promotion qualification of illegal dealers after verification. The time is 1 year. On the contrary, for sellers who provide valid information and hold vouchers, the company gives corresponding promotion subsidy policies.
3。 Sinking of sales channels
Further distribute the products from the original wholesale market to the farmers' market. During the terminal visit, according to the collected information, we will find the consumer groups with great demand for products. At present, the demand for concentrated juice products is concentrated in cafes and teahouses, and we still need to find corresponding breakthroughs in product quality and price.
Target market:
Develop Yangzhou, Taizhou, Yancheng, Huai 'an, Zhenjiang, Lianyungang, Wuhu, Maanshan, Anqing, Huainan, Huaibei and other local markets in central Jiangsu, northern Jiangsu and Anhui, collect and set up special dealers, enjoy the same distribution policy as Nanjing, and implement natural sales. Whether to send more sales staff in special areas may depend on the situation.
Main promotional products:
Chicken juice and fruit juice will be popularized in 20xx. The digestion cycle of the two products is short, but their advantages in market competition are not obvious. It is planned to stop the promotion of sushi vinegar, mustard oil and Chili oil with long digestion cycle, thus subsidizing the promotion of chicken juice and juice products, which can play an incremental role in key products.
Human resource management of sales team;
1。 manning
Nanjing office has 5 employees and 4 terminals, with circulation 1 person. It is planned to deploy 1 person from the terminal to run the circulation market, and at the same time, the original personnel in charge of circulation also run to the surrounding cities in the province to open up a blank market.
2。 Coordinated operation within the personnel system
At the morning meeting every day, the work report of the previous day will be made. Dock staff will list the regional business work they are responsible for. Circulation personnel will provide market information and competitive product trends to terminal personnel. The supply and demand information and network information of the terminal will be sorted out and solved by the circulation personnel. Everyone will exchange views, communicate information and do a good job in all aspects of sales.
3。 Definition of key positions, skills and ability requirements
Terminal personnel are sold to hotels, guesthouses, cafes and teahouses in the city. In the face of direct consumers, it is required to improve negotiation skills and standardization of Putonghua, and to have actual terminal business development speed. The sales goal of circulation personnel is to open distribution channels for products and finally reach consumers through the distribution process. Circulation personnel should have clear thinking, long-term strategic vision, be good at communication, analysis and seriously look at the inspiration and logic behind the routine, and open every product.
4。 cultivate
Regularly train all office staff and practice sales skills and negotiation process.
I have a bottom in my mind about the 20xx work plan. I believe that everything lies in action. Put all our plans and goals into action, and everything will be different at the end of the year.