Sales work plan and target essay 1, and participate in sales training.
165438+ 10, the company will hold a sales training in order to improve the sales ability of salesmen, so I will seize this opportunity to learn enough training knowledge in the training to improve my sales ability, learn sales skills and skills from experienced teachers, and combine them with what I have learned since then, so that the overall sales performance can be further improved. I believe that through the training in June 165438+ 10, my sales ability in the company will definitely be higher, and I will definitely do a good job in sales and bring more sales business to the company.
Second, more active work.
165438+ 10 is a brand-new month and a new job in a new stage, so we should deal with the sales work in 165438+ 10 more actively, do as much business as possible, complete the sales tasks assigned by the company, and make our sales reach the standard. In this way, I will contact more customers, find new customers and increase sales opportunities. During this month, I will be familiar with all the sales activities to be held by the company and the process of the activities, so that I can come in handy at the beginning of the activities.
Third, increase the return visit to customers.
As a salesperson, the customer is the first person to deal with, so in the following January, I will pay a return visit to all my customers. When I pay a return visit to the customer, I will carefully record the questions raised by the customer and give answers on the spot if I can answer them on the spot. If I can't be on the spot, I can also take the transcript and discuss it with others before giving a reply, which is more accurate. June+10 in 5438, because I was busy with other work, I neglected to pay a return visit to my customers. Therefore, in 1 1 month, I will step up my efforts to pay a return visit to customers, which is also a way to establish good relations with customers and deepen communication with them. Therefore, it is necessary to pay a return visit to customers.
The beginning of a new month is the beginning of a new stage of work. I will try my best to make the sales in June 165438+ 10 better as planned. Of course, my shortcomings will be corrected on June 5438+0 1, so that I can do better in my work and other aspects. I will do my best to do this sales work plan well and make it a boost to my work in June 1 1. I believe I will meet a better self and make the sales better tomorrow.
Brief introduction of sales work plan and objectives Article 21. Establish a sales team that is familiar with business and relatively stable.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. That's right. First of all, make the personal work plan of the sales staff and supervise the completion. Building a United and cooperative sales team is our focus now. Building a harmonious and lethal sales team at work should be a major task.
Second, improve the sales system and establish a clear and systematic management method.
Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a strong sense of responsibility for their work and improve their sense of heroism.
Third, train sales staff to find problems, sum up problems and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to improve their business ability to the level of a mature salesperson.
Fourth, market analysis.
In other words, according to the market situation we have learned, we should properly position the selling points, consumers and sales volume of the products.
Verb (abbreviation of verb) sales method
Is to find out the model and method suitable for our company's product sales.
Sales target of intransitive verbs
According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks.
Seven, customer management
That is, how to serve a developed customer and how to urge them to increase sales or purchase; How to follow up with potential customers?
Brief introduction of sales work plan and target Part III: It is planned to sell 700,000 cases in 20xx, and strive for 1 10,000 cases. It is necessary to analyze the market problems, make a more detailed division, and make necessary work guidance and requirements.
First, the current pharmaceutical market analysis:
At present, a little sales network has been established in China, but because the retail price is too low, 18.00 yuan/box, the average selling price is1.74 yuan, and the total price is 3-3.60 yuan, equivalent to 19-23 yuan, and the retail price in some areas is 17.
After many times of communication with the salesman, the salesman lacked trust in the company. The main reason is that the company's management is simple on the surface and complicated in practice. In addition, related factors such as the feelings of regional managers and inappropriate communication wording have caused psychological pressure. They are afraid that the market will be divided into new parts after investment, or the market will get out of control, leading to the occurrence of goods grabbing and jumping. They don't want to put into the market, which will turn into emotional sales. In fact, due to low profits, this situation is likely to continue until.
If the market is forcibly divided, because the company has not made the necessary investment, not to mention the support of wages and expenses, and the products are single, the current profits are small, the sales staff have not formed dependence on the company, and the sales representatives have not been unfaithful to the company, which will inevitably lead to chaotic market competition and malicious competition among themselves, which will not only fail to expand the market, but also make the market cringe.
Second, the analysis of marketing means:
All business activities should have a unified marketing model, rather than the so-called laissez-faire and rely on the subjective initiative of agents to grasp and operate the market. Due to the consideration of comprehensive factors such as product price positioning, product use positioning and competition analysis of similar products, it is even more impossible to expect the salesman to replace a product with a large profit margin in a single box. Actually, it's the same. Compared with the previous scheme of our company, we should focus on the marketing orientation of the rural market and realize the formation and management of the network with conference marketing. According to the salesman's consciousness, the company can only let the market develop naturally and lose the initiative.
Third, the company's support analysis:
So far, the company's market support work is basically zero, all new products are in the market development period, and no enterprise has not properly put into the market. Because the current pharmaceutical market is relatively transparent, the cost of market development is gradually increasing, and sales representatives are considering the income and output ratio of capital investment while considering risks. If the same input-output ratio is too large, it shows that their loyalty is too low. The more successful a company is, it will undoubtedly make necessary support and investment in the early stage of new products entering the market.
Fourth, management analysis:
New salesmen and most salesmen have great doubts about the management of the company. Almost everyone feels that the company has no strength, no basic management process of Sino-foreign joint ventures, and even feels lack of trust and insecurity.
One of the three elements of enterprise development is the full play of human capital, the absolute unity of organizational behavior, the attraction and absolute cohesion of corporate culture to employees.
The absolute fairness and justice of management, the processing speed of information feedback, and the sound mechanism of ability. At present, the company basically relies on subjective assumptions to deal with problems in management.
According to the above actual situation, in order to ensure the healthy development of the enterprise, give full play to the initiative of various intelligent departments, and improve the dependence and loyalty of sales representatives to the enterprise, the following plans and arrangements are made for the 20xx work:
I. Market expansion and network construction:
At present, the market has basically completed the issuance work. After nearly half a year's mutual running-in and inspection, the capital level of all personnel at present should be recognized. In order to avoid risks absolutely, enterprises should determine the main position of their management, and then give necessary guidance and support appropriately to expand the market and establish networks.
Second, the marketing plan:
According to the current market situation, we should establish the general idea of taking the current regional manager as the main person in charge and the foundation of network expansion, still position the market in OTC and rural market, and must strengthen the requirements for the establishment of market network to ensure the combination of point and area.
Third, market support.
1. In order to protect the market, expand the scope of distribution and strengthen business management, to complete the sales payment of 700,000 cases by the end of the year, the market distribution must reach1100,000 cases.
2. Before the end of August, all participants are required to conduct necessary investment promotion and recruitment, and local recruitment is also required. The cost is controlled within 20xx, and the company supports it with goods. Those who cannot cooperate are qualified to be regional managers. Reward areas that successfully recruit merchants. In the newly developed areas, if more than 5 pieces are sold at one time, the reward will be 1 piece.
Four. Management suggestion
The company should form standardized management, absolutely avoid giving salesmen the illusion of management confusion and turbulence, make clear that all sales activities are for the concept of company development, establish the prestige of managers, and make clear that salesmen can't make much profit in the market development stage, so that salesmen can devote themselves wholeheartedly; Designated companies promote sales through OTC and meetings.
Build a network model, and then realize appropriate fine-tuning, rather than letting it drift.
The Company is required to do the following work:
First of all, clear objectives:
All sales are for the company, all employees are the resources of the enterprise, and sales activities are for the development of the enterprise. No matter what products the company sells, they all belong to the company. Moreover, all networks and personnel are the company's resources, so we should make full use of this resource for overall sales and management.
Second, careful division of labor:
Since Chengdu has set up a sales center, it should transfer its business to Chengdu as a whole. Leshan can only be used as the approval and logistical support for all special contracts such as contract management, contract review, payment collection, business file collection management and delivery confirmation.
There is not an enterprise sales center that does not know the detailed delivery, sales and payment, which is not conducive to market information feedback or market control. The main source of information for marketing center to make market decisions is various sales data. If these data are lost, the marketing center will lose its meaning.
Therefore, the specific requirements are:
1, the intelligence of Chengdu:
Responsible for all the sales work, Leshan should directly transfer all the information feedback to Chengdu, and Chengdu should handle the necessary information, instead of letting many Leshan handle the situation in advance, which will make the salesman lose trust in the enterprise.
2. The wisdom of Leshan;
Provide daily sales information, delivery and payment information should be strictly managed, and major contracts should be approved. It can only be handled as the final decision of logistics support and problems.
Three. Specific requirements and arrangements:
1. Hold a national meeting of regional managers, stipulate a unified market operation mode, enhance the confidence of sales personnel in the enterprise, and improve the cohesion of the enterprise.
2. Market segmentation, investment promotion and recruitment are needed, and the expenses are offset by drugs to reduce the company's cash expenditure.
3, continue to increase the protection of the market, demanding a unified sales price. Increase support for the market.
4. Strengthen contract and business management.
Attachment:
1, distributor contract management
2. Advantages and disadvantages of investment management-conference training.
3.20xx Sales situation in the first half of XX year and work sales indicators in the second half of the year.
Sales Work Plan and Objectives Part IV 1. Establish hotel marketing public relations communication network.
Establish a perfect customer file, classify the customers according to the key customers who sign the bill, the customers who receive the meeting and the customers with development potential, and record the customer's unit, contact person's name, address, annual consumption amount, discounts given to the unit in detail. Market segmentation: subdivide the market share of individual business, online booking, meetings of enterprises and institutions, travel agency teams, individual business and long-term households. Establish and maintain business contacts with government agencies, enterprises and institutions, businessmen, celebrities, entrepreneurs and other important customers. In order to consolidate old customers and develop new customers, in addition to daily regular and irregular sales visits to customers, at the end of the year or major holidays, we will also send blessings to customers through telephone, messaging and other platforms. This year, we plan to hold a 1 large customer appreciation liaison meeting in due course to strengthen emotional communication with customers and listen to their opinions.
2. Pioneering and innovating, establishing a flexible incentive marketing mechanism, exploring the market and winning customers.
This year, the marketing department will cooperate with the new marketing task of the hotel as a whole, re-formulate the perfect sales task plan and performance appraisal management regulations, improve the salary of sales managers, and stimulate and mobilize the enthusiasm of marketing personnel. To keep a diary, the marketing representative must complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers every working day, and make a comprehensive evaluation of the marketing representative according to the monthly marketing task completion and diary. Supervise marketing representatives to win over group and individual customers through various means, stabilize old customers and develop new customers, and timely understand and collect customers' opinions and suggestions during the visit and feed them back to relevant departments and the general manager's office.
Emphasize team spirit, combine the salary distribution of department managers and marketing representatives with the overall tasks of the whole department, emphasize mutual cooperation and help, and build a harmonious and positive work team.
3. Warm reception and thoughtful service.
Reception groups and conference customers should follow up the service all the time, pay attention to the service image and gfd, be warm and thoughtful, provide distinctive and targeted services for all kinds of guests, and meet the spiritual and material needs of guests to the maximum extent. Make a questionnaire for conference activities, solicit customers' opinions, understand customers' needs, and adjust the marketing plan in time.
4. Do a good job in market research and promotion planning.
Often organize relevant department personnel to collect and understand the information of tourism, hotels, hotels and their corresponding industries, grasp the trend of their operation and reception services, and provide comprehensive, true and timely information for the general manager's office of hotels, so as to make marketing decisions and flexible promotion plans.
5. Close cooperation and active coordination.
Cooperate closely with other departments of the hotel, actively contact and cooperate with other departments of the hotel according to the needs of guests, give full play to the overall marketing vitality of the hotel and create the best benefits. Strengthen the relationship with relevant publicity media and other units, make full use of various forms of advertisements to recommend hotels, publicize hotels, strive to improve the visibility of hotels, and strive for the support and cooperation of these public units for hotel work.
6. Keep a close eye on the latest trends in the industry, investigate the price development trends of peers, strive to gain the initiative and opportunities in the market, and firmly grasp the product advantages in the industry market.
After summing up some achievements, Chapter 5 means the arrival of personal sales work plan for 20xx. When I first came into contact with sales, I took a lot of detours in choosing customers. That's because I'm not familiar with this industry, and I always choose some food industries, which brings a lot of inconvenience to sales. These enterprises often pay great attention to the price of labels. So don't choose some customers who only look at the price and have no requirements for quality this year. Customers who have no requirements are not good customers.
The working objectives of 20xx are as follows:
One; For old and regular customers, we should always keep in touch, send some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers.
Second; While having old customers, we must constantly obtain customer information from various media.
Third; If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
Fourth; I have the following requirements for myself this year.
1: More than 2 new customers are added every week, and there are * * * potential customers.
2. Make a summary once a week and a big summary once a month to see what mistakes are made in the work, correct them in time, and don't make them again next time.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no customer's concealment and deception, so there will be no loyal customers. On some topics, you and the client are always the same.
5. We should continue to strengthen business study, read more books, consult relevant information on the Internet, communicate with colleagues more, and learn better methods and means from them.
6. Work attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company.
7. When customers encounter problems, they must try their best to help them solve them. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. Always tell yourself that you are the best and you are the only one. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
9. Have good communication with other employees of the company, have a sense of teamwork, communicate and discuss more, and constantly increase business skills.
10: For this year's sales task, I will try my best to complete the task of ***x million yuan per month and create profits for the company.
The above are the sales work plans and targets for 20xx years. There will always be all kinds of difficulties in work. I will ask the leader for instructions, discuss with my colleagues and work together to overcome it. Make your greatest contribution to the company.
1. It is suggested that all products produced by the company can draw up specific product data. On the one hand, all the specific data of the lamp can be recorded to improve the data. On the other hand, it is also convenient for sales staff to introduce products to customers more clearly and clearly, so that customers can trust our professional level and strength more.
2. It is suggested to develop 1 new products (1 series) every month to attract customers' attention and earn high profits.
With the rapid development of the company and the market, we can expect that our future work will be more arduous, demanding and knowledgeable. To this end, I will study harder, improve my cultural quality and work skills, and make due contributions to the company.
A short article about the sales work plan and objectives. Understanding of sales work
1. Market analysis, and formulate sales tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: sales of 6,543,800 yuan+0,000 yuan.
2. Make work plans in time, and make monthly and weekly plans. And regularly communicate with business-related personnel to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, and pay attention to and track the performance plan, performance execution and performance evaluation.
4. Target market positioning, distinguish between major customers and general customers, treat them differently, strengthen communication and cooperation with major customers, and win 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 cash 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 project implementation.
Second, the specific quantitative tasks of sales work
1. Make monthly plan, weekly 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 Beijing's vast territory, large population and traffic congestion, we choose customers in the same or similar positions when making an appointment.
2. Before meeting the customer, we should know more about the main business and potential needs of the customer, first understand the personal hobbies of the decision maker, prepare some topics of interest to the other party, and provide targeted solutions for the customer.
Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and make suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
Keep daily work records to prevent forgetting important matters, and mark important unfinished matters.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation, acceptance, etc. , and complete each stage of the work.
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 at 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.
In the early design stage, actively strive to participate in the project drawings and scheme design, and solve the design work of this major for engineers.
8. In the bidding process, the corresponding business documents should be sorted out two days in advance and delivered to the engineer by express delivery or express delivery to prevent 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 engineer's demand 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 to the technical department to arrange debugging personnel to go 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, balance sales 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 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.
2. For the old customers, always keep in touch and send some small gifts or entertain customers when time and conditions permit. Of course, banquets are not the purpose, but communication, which can enhance each other's feelings and better communication.
3. Take advantage of off-duty hours and weekends to participate in some _, learn marketing and management knowledge, constantly try to combine theory with practice, access the latest information and products in the industry online, and constantly improve their abilities. The above is my sales work plan for this year. There will always be all kinds of difficulties in work. I will ask the leader for instructions, discuss with my colleagues, work together to overcome it and make my own contribution to the company.