Software sales plan model:
First, the status quo of software sales
_ _ _ Exhibition Software has been sold to stores, automobile industry, wedding dress industry and touch screen manufacturers since it entered the company in 2009. Judging from the actual sales situation, the above industries only stayed in the cognitive stage and did not sell a set. Only when the company is doing a project will the software be bundled with users.
Second, the reason analysis
2. 1 price positioning analysis
The company's sales price of software is uniform, regardless of the scale, nature, demand and choice of the enterprise. For example, small and medium-sized enterprises mainly focus on prices and applications, while large enterprises mainly focus on successful cases, applications and services. 2.2 Sales Team Analysis
The initiative and enthusiasm of salespeople are not high, and the definition of "sales" has not been interpreted. They only do superficial work without quality work to complete the tasks assigned by the company, and have not established a long-term communication posture. The marketing department has no direction and sales strategy, and has not established and developed potential customer groups. 2.3 Software Production Team Analysis
_ _ _ software has certain advantages in display. Whether the production team can show it by modern art and aesthetic means is the key to bring visual enjoyment to the audience. It needs a professional art team as a carrier.
Third, the sales plan
3. 1 marketing
For potential users in the market, such as automobile 4S shops and famous brand shops, the planned sales volume is basically 4 sets/year, and the price of a single set of software (including production) is 10000 yuan, of which the personnel commission 15%, the production team 15% and the tax 17.
3.2 Grafting sales
Graft the products on related supporting equipment manufacturers or commercial activities, sell or lease them to exhibitors of relatively high-end exhibitions, help them make publicity pages and provide software and hardware facilities. Rental price 1500 yuan/day, including hardware rental fee of 300 ~ 500 yuan/day, production team 400 yuan, transportation fee of 200 yuan, and tax of 6%.
Cooperate with touch screen manufacturers, sell them to manufacturers at the low price of 600 yuan/Taiwan, and provide free training. Plan to complete the sales of 100 units/year.
3.3 Bundle sales
Through the application of _ _ _ software in company projects, the price of a single set can be positioned higher. It is expected that there will be projects in Fujian and Zhuhai.
3.4 Distribution Sales
Recruit local distributors and software companies, let them act as agents, give them a single set of 600 yuan prices, and put forward reward conditions. Each agent has completed more than 100 sets in one year, and the unit price has a discount of 100 yuan, which will be settled and returned at the end of the year. It is planned to develop 40 agent dealers every year, each with a sales volume of 10 sets/,and 400 sets throughout the year. Gradually form a brand effect and enter the field of popularization.
Fourth, conditional preparation.
4. 1 staffing
Expand the sales team, recruit an experienced and capable salesperson as a manager, train existing personnel, and appropriately recruit one or two salespeople. Cooperate with a fixed art production team
4.2 Fund preparation
When the hardware funds are ready, rent or buy a touch screen and equip it with a corresponding encryption dog.
Verb (abbreviation for verb) plans annual sales.
Software sales plan model:
I. Current marketing situation
Analyzing the marketing status of software in Guizhou (specifically, it mainly refers to similar products) is helpful to have a clear understanding of the current market situation, product situation, competition situation and macro environment, and provide basis and reference for formulating corresponding marketing strategies and adopting correct marketing means. Such as market conditions, product conditions, competition conditions, macro-environmental conditions, etc.
For a company, success means more than selling products or services to individual buyers. Success means knowing who your customers are and their background, and being able to meet their requirements better than other competitors. One of the best ways to know your customers clearly is to help your customers, that is to say, you must understand the business of key customers, especially the market demand faced by key customers. If we can discover the potential market opportunities earlier than the customers themselves, and then plan, explore and grasp these potential opportunities together with the customers, so as to improve their competitive strength, both sides will benefit a lot.
Second, the sales strategy
According to market analysis. The sales strategy is to actively seek customers and gain insight into potential market opportunities. It is not simply to inquire about customers or customers' needs, but to deeply understand customers' business, customers themselves and the strategic thinking of the market they face. We should have the skills of analysis, research and planning, an open mind, curiosity and pioneering spirit for the unknown, and full confidence in the flexibility, creativity and experience of customers. It takes a lot of energy to tap the potential market opportunities. Because of this, we can only selectively target key customers. In the process of implementation, we must form a team with customers, explore opportunities of great value to them and help them put them into practice. So in order to explain the sales process more systematically and clearly, I think there should be the following aspects to explain the sales process.
First, sales preparation. Without proper preparation, you can't effectively introduce the product. In the steps of sales preparation, I think we should learn: 1, market analysis ability and understanding of the company as a whole. 2. Preparation of sales area. 3. Preparation for developing potential customers.
Second, be close to customers. Good customer approach skills can give you a good start, so find the main questions that can attract customers' interest here. Here we should be clear about the skills of telephone call and direct customer call.
Third, enter the sales theme. Seize the opportunity to get into the sales theme with opening remarks that can attract customers' attention and interest, so that your sales can get off to a good start. Here you need to know the timing skills of entering the sales theme and opening remarks.
A: Use surveys and inquiries. Investigation skills can help you grasp the current situation of customers, and a good inquiry can guide you and customers to sell in the right direction. At the same time, you can find more information through inquiry to support you in persuading your customers. In the investigation and inquiry, we should also pay attention to: 1, investigate beforehand; 2. Determine the investigation items; 3. To whom to conduct the fact investigation; 4. What kind of investigation methods are used; 5. Focus of investigation; 6. seek skills.
B: product description. In this step, you should learn: 1 to distinguish product features, advantages and special interests; 2. Skills to turn characteristics into benefits; 3. Steps and skills of product description; 4. Show skills
Fourth, in the process of software sales in the industry, some local system integrators may have established customer relationships in their previous work, or have a good relationship with customers themselves. At this time, if we can make good use of the relationship between system integrators to make sales, it will have a good effect on our transaction. At this time, we will give reasonable market development suggestions to system integrators. Let system integrators know what benefits our products can bring to users and him, what benefits they have, and what advantages they have compared with competitors' similar products or alternative products. You have to convince the system integrator that it is profitable to make our products, and how can we help him develop the market and establish a long-term cooperative relationship. Our office should pay attention to: 1, and analyze the market prospect for system integrators; 2. Reasonable profit; 3. The sales team consciousness of system integrators; 4. Cooperate with system integration to make the market.
Let system integrators or distributors know the traditional marketing concept here. Enterprises emphasize "products", but consumers may not be satisfied with products that meet quality requirements. Modern marketing concept emphasizes customer "service", but even with satisfactory service, customers are not necessarily loyal. The future marketing trend will advocate "experience". Only by creating an "unforgettable experience" for customers can we win the loyalty of users and maintain the long-term development of enterprises.
Fifth, the signing of the contract. Signing a contract with a customer is the most important thing in the sales process. In addition to the final conclusion, we should also make the conclusion of every sales process in the sales process. The end of every sales process leads to the final conclusion. Here we need to know the collection after signing the contract and the subsequent development.
Third, the successful implementation of marketing strategy
If you want to implement the sales strategy listed above, what basic conditions do you need and how to implement it for many customers? Especially when the customer's basic conditions have been met, how can he cooperate with you and trust you? The following are the elements that I think must be possessed or the places that should be improved, as well as the specific improvement and treatment methods:
1. Introduce the company's good corporate reputation.
Introduce the background and history of the company.
List the "big-name" customers who have cooperated or contacted with the company.
Notice or proof of "innocent life experience" with good reputation in the past
Help you beautify through the "third party" (media, customers, industry associations or authoritative organizations, etc.). )
Software and hardware situation of the company
Major development plans to be implemented
Financial status, financial strength, etc.
2, the product quality is guaranteed
Product quality is the foundation of enterprise's survival, but how to embody excellent product quality and convince users has a lot of knowledge. Here are some ways:
The company's quality standard system and the certification certificate obtained.
Obtain various honorary certificates.
Relevant reports issued by authoritative departments
Perceptual contrast test
Old user demonstration
High visibility and reputation of the brand
3. Perfect marketing plan
In the process of cooperation with system integrators, if customers want to cooperate with you and are willing to invest resources to cooperate with the company's strategy and activities, they must have a detailed and feasible market plan to convince customers that they can benefit from it. Draw up a perfect marketing plan should pay attention to the following aspects:
Relevance with customers, that is, the benefits (economy or honor) that customers can get.
Adequate market research
Feasibility demonstration
Brand image enhancement, enterprise or regional market goals that can be considered.
Covering regional characteristics, that is, the regional market where customers are located is operable.
Provide assistance to the region and customers (personnel, advertising, promotion, training, etc.). )
Invite customers * * * to participate in planning and reach * * * understanding.
Let customers have a sense of growth (knowledge, ideas, skills)
4. Analyze the customer's core business-how to decide what products and services to provide to customers, how to promote these products and services, and how to buy them. In some business contacts with customers, if it is found that customers do not make good use of their product functions to give play to their unique advantages in the workflow. We should make effective use of these advantages to provide more services for users, thus bringing higher benefits to customers.
We can provide technical, service and financial assistance to customers if they need it. After that, our products became the only manufacturer that could meet the needs of the whole project. Take advantage of this success to strengthen the relationship with customers and expand their business scope.
6. Credible and detailed transaction contract
Most of the end users we sell are units. We define the specific interests of the units in the form of contracts, clarify the rights and obligations of both parties, and avoid disputes in principle to ensure the smooth progress of cooperation. The contract should contain detailed current and possible interest clauses, so that customers can feel that their interests have been fully guaranteed. In the process of contract performance, we should keep the contract in good faith and add new problems at any time.
7. Cooperation with system integrators is promising.
Let system integrators believe that your cooperation has a bright future through the following ways and methods:
Analysis and description of industry prospect
Advantages and potential of the company in this industry
The company's development plan (ambition) in this industry
Show the company's vision and the tangible benefits that cooperation will bring to customers.
"Seeing is believing", set an example for customers or operate a successful model market.
8. Perfect after-sales service
In today's increasingly homogeneous products, winning by service has become the unremitting pursuit of many enterprises. For customers, the after-sales service provided by manufacturers is a necessary condition to ensure their normal sales. Manufacturers should focus on the following principles when formulating their own service strategies, service systems and establishing organizational systems:
Everything is user-centered and starts from the interests of users.
Make your service different.
Provide services to target users in the whole process of pre-sale, sale and after-sale, and the process of service is the process of sales.
Software sales plan Fan Wensan:
1. Scheme summary: Analyze in detail the use of financial software by different enterprises in different areas of Fushun, and analyze the development bottleneck of an enterprise. Kingdee software can help enterprises break through financial difficulties, improve efficiency, reduce costs, and improve the transparency of enterprise assets, operations and accounting. Providing data for employees' job evaluation as a case shows the hard power of Kingdee financial software. Then discuss the advantages of Kingdee, analyze Fushun market, and make further market development plan.
2. Marketing status: Kingdee software is used objectively in Fushun, accounting for about 20% of the total financial software used by enterprises. Except for small financial software such as housewives, UFIDA software accounts for the majority.
3. Opportunity and threat analysis: Compared with UFIDA and its small financial software, Kingdee has more detailed financial analysis and calculation functions, which is more convenient to use, more affordable and more cost-effective. The overall price of UFIDA software is higher than that of Kingdee, so Kingdee software has an advantage in price, and Kingdee software is more detailed than UFIDA in technology. Other small financial software can't be compared with Kingdee in technology and management convenience. Generally speaking, I think Kingdee has more vitality than other financial software on the market.
4. Sales target: The company serves more than 300 Fushun enterprises. In 20 12, the company plans to expand about 50 enterprises, covering Dongzhou District and Shi Li Development Zone. Dongzhou District is far away from Wanghua District, where the company is located, and it is mainly promoted by telephone sales, while Shi Li Development Zone can be promoted one by one by sweeping buildings and markets.
5 marketing strategy:
(1) For large and medium-sized enterprises that are relatively standardized and initially have a modern enterprise system, products with management accounting as their selling point are mainly promoted.
(2) For small and medium-sized enterprises with weak economic strength and pursuing practical results, KIS version or mini-type with fool accounting as the main selling point is economically applicable.
(3) Not according to the industry, but according to the * * * nature of enterprise financial operation to divide the market, and then launch a series of products.
Action plan: at the beginning of the month 1-12, telephone consultation to find interested customers.
12-22, make a practical visit, or with a big client.
Then there is the business negotiation and signing of the bill from 23 to 30.
Mentality: Never think of yourself as a salesman. You are a person who helps enterprises solve problems. You are on the same side as the client. From the customer's point of view, see how to help customers solve the problems existing in enterprises and optimize the management of enterprises.
Appearance: Note that you are an IT person. Your clothes, manners and manners should make customers feel your professionalism and affinity. Give customers confidence through your appearance and build trust in you.
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