Work plan for direct sales staff 1
1, market analysis, making direct selling tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: the direct sales amount is 6,543,800 yuan.
2, timely work plan, monthly plan and weekly plan. And communicate with business-related personnel regularly to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, pay attention to and track performance plan, performance execution and performance evaluation.
4, target market positioning, distinguish between big customers and general customers, treat them differently, strengthen communication and cooperation with big customers, and win the largest market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
7. Don't hide or cheat customers, and promise customers to fulfill their promises in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
8. Strive to maintain a harmonious relationship with colleagues, be kind to colleagues, and ensure the smooth implementation of various functions of various departments during the project implementation.
Second, the specific quantitative tasks of direct selling work
1, make monthly and weekly plans and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering Beijing's vast territory, large population and traffic congestion, it is best to choose customers in the same or similar location when making an appointment.
2. Before meeting the customer, you should know more about the customer's main business and potential demand. It is best to understand the personal hobbies of decision makers, prepare some topics of interest to each other, and provide targeted solutions for customers.
3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation and acceptance, and complete the work in each stage.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the process of bidding, the corresponding business documents should be sorted out two days in advance, and delivered by courier or to the engineer to prevent any omissions and mistakes.
9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help engineers undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10, strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the demand of the engineer with the fastest supply time, and strive for early payment.
1 1, after the goods arrive at the site and the equipment is installed in the project, apply for the technical department to arrange debugging personnel to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Third, give consideration to direct selling and life, and work happily.
1. Organize peers to hold salon clubs regularly to enhance mutual friendship and better communication. (See the annex to the meeting)
Although there is competition between customers and peers, they also need to learn from each other and communicate with each other. I've attended similar parties and asked my clients, and they are all willing to attend such parties. So I don't think it is contradictory. Colleagues can enjoy life outside of work, make salons a part of life, and work can be carried out in a happier environment.
For old customers, we should always keep in touch. When time and conditions permit, send some small gifts or entertain customers. Of course, banquets are not the purpose, but communication can enhance each other's feelings and better communication.
3. Take advantage of off-duty hours and weekends to attend some classes, learn marketing and management knowledge, constantly try to combine theory with practice, check the latest information and products of the industry online, and constantly improve their abilities. The above is my direct selling work plan this year. There will always be all kinds of difficulties in work. I'll ask the leader for instructions and discuss with my colleagues. I will try my best to overcome them and make my greatest contribution to the company.
Work Plan for Direct Salesman 2
There have been some successes, some failures, some good ones and some bad ones in the past. In any case, they have all become history. Now I have received a new product. My slogan is: Don't make excuses for failure, just find ways for success. My quarterly personal direct selling work plan is: run more, listen more, summarize more, think more, feel more, solve more, use more brains and visit more, all of which must be done. Copper head, iron mouth, rubber belly, Scud. Be a strong salesman. The work plan for the second half of 20- 2000 is as follows:
First, the market SWOT analysis
(1), advantages: large enterprise scale, abundant funds, low price and guaranteed product quality.
(2) Disadvantages: the product is in the introduction period, all aspects are immature, customers are unstable, and conditions are limited (there is no own logistics distribution).
In short, the old brand is king and the market and customers are stable. If you want to make a difference in this mature and highly competitive smoke-free battlefield. We must work 10 times harder than others.
Second, the product demand analysis
1, baby carriage manufacturing: mainly: baby carriages and cribs.
2. Leisure products companies: mainly tents, hammocks, chairs, leisure tables, etc.
3. Furniture industry: mainly: hardware furniture.
4. Sports and fitness industry: mainly: single parallel bars bicycles, etc.
5. Metal manufacturing: mainly fences, guardrails, student beds, etc.
6. shipbuilding and so on.
Three, personal plan is as follows
1, focusing on developing customers, supplemented by investigating customer information, and combining the two to * * * open up the steel pipe market.
2. For old customers, we should always keep in touch, visit frequently, communicate with customers more, and stabilize the relationship with customers. Give priority to key customers.
3. While having old customers, develop new customers and find out potential customers.
4. Strengthen the study of business and professional knowledge, listen more and talk less when communicating with customers, accurately grasp the needs and requirements of customers for products, and put forward reasonable suggestions.
5. Learn more about customer information, establish key customer files, and be close to potential customers.
6. Grasp the types of customers, adopt different direct selling modes, combine self-improvement and innovative will, and summarize them layer by layer.
Four, the requirements for their own work are as follows
1, make a summary once a week and a big knot once a month, see if there are any mistakes in work, correct them in time, and don't make them again next time.
2. Know more about the customer's status and needs before meeting the customer, and then get ready.
3. Have a correct attitude towards all customers, leave a good impression on customers and establish an image for the company.
When customers encounter problems, they can't ignore them. They must try their best to help them solve these problems. Bring our customer service to customers and let them feel the warmth of our company. Buyers worry, users rest assured.
5. Have a healthy body, an optimistic mood and a positive attitude. Be friendly to colleagues and loyal to the company.
6, communicate with colleagues, business exchanges, more discussion. In order to continuously improve business skills and level.
7. By 1 1 month, we should have two or three stable customers. Ensure the business volume of steel pipes.
August and October are very severe periods. The business has just started, the market has just started, and I don't know much about the customers in the market. I hope to get one or two orders.
9. One or two customers will be added in the last month of 2008, and there will be three or four potential customers. Lay a solid foundation for next year.
In the future direct selling work, the combination of "focus" and "depth" direct selling is adopted. Take a combination of "consultant" direct sales and "telephone" direct sales.
Work plan for direct sellers 3
First, improve the foundation of direct selling management.
Work focus:
1, carefully study the business policies issued by the company, and do a good job in ordering, invoicing and management;
2. Closely follow the marketing of factories and companies;
3. Quickly open the market by implementing the brand marketing plan;
4. Improve the team's business skills through a series of direct sales management training programs;
5. Improve the department management system and standardize the department operation platform.
Working ideas:
1, 5S exhibition hall site management
A, the exhibition hall layout is warm-customer-centered, creating a warm and comfortable direct selling environment;
B, tabular direct selling tools-unified printing of contracts, direct selling documents and DMS system for standardization and standardization;
C, direct sales kanban real-time-dynamic real-time management of the direct sales team's goal achievement and progress, to encourage direct sales personnel to carry out direct sales competitions.
2. Standardized management of exhibition hall personnel
A. Professionalization of A.gfd-dress code and smile service;
B, standardization of reception services-telephone reception process, incoming reception process, pricing card registration process, pricing card management process and car delivery process;
C. Normalization of inspection —— Standardize the reception process of gfd and exhibition hall staff, requiring daily inspection, weekly spot check, long-term adherence, urging staff to be conscious and form habits.
3, direct sales personnel management
A, regular meeting summary institutionalized-morning meeting, night meeting, weekly meeting, monthly direct sales summary analysis meeting and activity summary meeting;
B, meticulous training and assessment-vehicle introduction, business knowledge training and examination, negotiation skills training, competitor knowledge assessment, direct sales speech drills, etc. ;
C standardization of business handling-standardization of quotation signing process, order and change process, price concession application process, vehicle delivery process, insurance loan licensing process, etc.
4. Key points of enterprise management
A, scientific data analysis-the electricity consumption at the store, the test drive rate, the transaction rate of the exhibition hall, the transaction rate of outdoor display, the personal productivity of direct sales consultants, etc. ;
B. Differentiated direct selling mode-innovative service mode based on customer feelings, so that people have no me and people have my details;
C, direct sales task indexing-subdivide the annual plan into quarterly, monthly and weekly indicators, and always pay attention to accurately grasp the top-down task indicators in the department;
D. Direct selling team competition-normalize the direct selling team competition through irregular grouping direct selling competition, promotion, kanban management, bringing the old with the new, monthly assessment and elimination of the last place;
E. Systematic direct selling training-from business process training to direct selling skills training, from on-site management training to activity organization training, from post qualification training to ability improvement training, etc. , running through all employees;
F. Rigorous activity organization-formulate the outdoor activity plan of the store rigorously and meticulously, fully communicate with all departments to implement the coordination and division of labor, and formulate emergency plans to ensure that the number of customers invited reaches the standard, the atmosphere at the scene is active, publicity materials are distributed in an orderly manner, and crisis events are handled properly;
Second, cultivate and build an excellent direct selling management team.
Work focus:
1. Summarize the management deficiencies in the early stage, analyze and propose improvement plans, and continuously improve management capabilities;
2. Take the market as the center, and constantly explore direct selling innovation and service differentiation;
3. Always pay attention to the KPI indicators of the company's overall operation and make continuous improvement;
4. Improve various management systems and processes, and implement performance appraisal system for all employees in the direct selling department;
5. Build a high-quality, highly specialized direct selling team.
Work idea: 1, pay attention to KPI operation indicators and reduce departmental operating costs;
2. Refined inventory management. According to the monthly direct sales and deferred sales, combined with the number of vehicles in stock and the date of ordering vehicles on the way, after fully studying the internal and external environment, make a monthly order analysis plan to improve the capital turnover rate;
3. Direct marketing innovation, cooperate with the marketing department, after-sales service department and other departments to actively explore customers and secondary outlets, actively promote brand activities, pay close attention to social hotspots and industry development, plan direct marketing programs in combination with vehicle characteristics, and timely carry out second-hand car replacement business, automobile consumer credit business, boutique direct marketing business, etc. ;
4. Do a good job in customer asset management, continuously improve customer satisfaction, hold regular customer maintenance activities, study and analyze customer complaints and handle them, conduct customer questionnaires, and refer customers.
5. Plan for continuous improvement of business skills, carry out the service star of keeping smiling, carry out the star of efficient work, carry out the training plan for improving job skills, and compete for jobs to form a good atmosphere for employees to love their work, study their business and become self-taught;
6. Constantly optimize and improve business processes, create management benefits, and constantly improve and formulate clear and rigorous rules and regulations and business processes in practice;
7, improve the reward mechanism and assessment, reward diligence and punish laziness, commend advanced, and advocate teamwork spirit;
8. Long-term team building, discovering and cultivating talents, guiding and planning employees' career, making difficult work plans, encouraging employees to challenge the peak, caring about employees' lives, and paying attention to the exchange of ideas;
Third, establish a distribution network.
1. Investigate and evaluate partners.
Establish 2-4 joint-stock regional distribution centers in the form of joint venture, so that the interests of partners and the company are closely linked, simplify the cumbersome workflow and possible contradictions, and reach a consistent goal.
2. Establish a regional distribution center.
Each distribution center has eight functions: vehicle direct sales, storage and transportation diversion, parts distribution, fund settlement, information feedback, service support, training evaluation, market management and standardization. Through each distribution center, we can directly go deep into the market in each jurisdiction and understand the market changes more directly, accurately and timely.
The distribution center uniformly supplies goods to the agents within its jurisdiction. Agents directly face local end users and do not implement wholesale and direct sales. The agent predicts the product demand of next month to his distribution center every month, and the distribution center predicts the product demand of next month to the direct sales department of 4S stores. This is conducive to promoting the analysis and prediction of the market by agents and distribution centers, quickly responding to market changes, unifying prices, standardizing business management, and not easily causing business overlap of agents.
Work plan for direct sellers 4
Summing up my work in the past year, I still have many problems and shortcomings in my work. I need to learn working methods and skills from other salespeople and peers. For 20 years, I intend to learn from each other on the basis of last year's work gains and losses, as follows.
(a) to ensure the completion of the annual direct sales task, actively collect information and timely summary.
(b) Make efforts to assist the business manager in direct selling, and seriously communicate with customers in terms of product price, quantity, quality and service attitude.
(3) The accuracy of the direct sales report should be carefully examined.
(4) Handle the lent and returned items in time.
(5) Maintain customer relationship and constantly develop new customers.
(6) Try to do everything well and stick to it!
Finally, I want to summarize the problems in the direct selling process as follows:
(A) the warehouse inventory is not enough. Although the inventory table indicates the minimum inventory of each product, it actually does not match, and many products have even been out of stock. In the case of low inventory, it is suggested that the warehouse contact production to place an order in time, or contact direct sales to remind you to place an order. Most cases of flight orders are related to insufficient inventory.
(2) The procurement of commodities is not timely. The time for returning goods will always be delayed. For this phenomenon, the attitude of purchasers is mostly irrelevant, and they seldom think about how to solve problems with suppliers, but hope that direct sellers can communicate with customers to delay time. This will reduce the credibility of our customers. (This phenomenon is very serious)
(III) Quality inspection and procurement handling of supplier returns. Many unqualified products, due to the delay of time, are finally forced to pick again and again and sell them directly as qualified products, which is very inconsistent with our belief of "pursuing high quality" There are often things that are taken out, because the quality problem makes the direct seller very embarrassed.
(4) The financial department shall regularly make dunning or reminding for the unpaid direct selling business. Many merchants have paid back the money, and the finance department didn't tell the direct seller until several months later. During the period, the direct seller thought that he had been urging not to pay, which gave the customer a very bad impression!
(5) There is no coordination among departments. For the convenience of their own work, they often don't care too much about others and don't consider the trouble they bring to others. Sometimes a word or a small matter can be solved, but it makes the direct seller take a lot of detours.
(6) Delivery and scheduling of vehicles.
(7) The speed of new product development is too slow.
In a word, I will work harder this year to do my job well and help others actively. I also hope that some problems existing in the company can be properly solved. Constantly developing new products and new fields, I believe that the company will go further and have a higher market share, and Chutian people will be filled with happy smiles.
Work plan for direct sellers 5
First, the specific quantitative tasks of direct selling work
1. Make monthly work plan, weekly work plan and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering the vast land, large population and traffic congestion, it is best for customers to choose the same or similar location when making an appointment.
2. Before meeting the customer, you should know more about the customer's main business and potential demand. It is best to understand the personal hobbies of decision makers, prepare some topics of interest to each other, and provide targeted solutions for customers.
3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation and acceptance, and complete the work in each stage.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the process of bidding, the corresponding business documents should be sorted out two days in advance, and delivered by courier or to the engineer to prevent any omissions and mistakes.
9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help engineers undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10, strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the demand of the engineer with the fastest supply time, and strive for early payment.
1 1, after the goods arrive at the site and the equipment is installed in the project, apply for the technical department to arrange debugging personnel to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Second, the understanding of direct selling work
1, market analysis, making direct selling tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: the direct sales amount is 6,543,800 yuan.
2, timely work plan, monthly plan and weekly plan. And communicate with business-related personnel regularly to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, pay attention to and track performance plan, performance execution and performance evaluation.
4, target market positioning, distinguish between big customers and general customers, treat them differently, strengthen communication and cooperation with big customers, and win the largest market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
7. Don't hide or cheat customers, and promise customers to fulfill their promises in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
8. Strive to maintain a harmonious relationship with colleagues, be kind to colleagues, and ensure the smooth implementation of various functions of various departments during the project implementation.
Third, give consideration to direct selling and life, and work happily.
1. Organize peers to hold salon clubs regularly to enhance mutual friendship and better communication.
Although there is competition between customers and peers, they also need to learn from each other and communicate with each other. I've attended similar parties and asked my clients, and they are all willing to attend such parties. So I don't think there is any contradiction. Colleagues can enjoy life outside of work, make the salon a part of life, and work can be carried out in a happier environment.
For old customers, we should always keep in touch. When time and conditions permit, send some small gifts or entertain customers. Of course, banquets are not the purpose, but communication can enhance each other's feelings and better communication.
3. Take advantage of off-duty hours and weekends to attend some classes, learn more about marketing and management, constantly try to combine theory with practice, check the latest information and products in the industry on the Internet, and constantly improve their abilities.
The above is my direct selling work plan for 20 years. There will always be all kinds of difficulties in work. I'll ask the leader for instructions and discuss with my colleagues. * * * will work together to overcome them and make my best contribution to the company.
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