Tisch
Theme idea:
1, increase market share
2, expand product awareness
3. Establish a good image of scale, high quality, professionalism and service.
Operational ideas:
First, determine the sales target.
1. Market analysis: industries and regions where target customers are concentrated.
Total market capacity
Competition activities
Customer purchase mode
Advantages and disadvantages of both sides
2. Self-analysis: product advantage? Main products and their related industries.
Refine scale, brand, characteristics and service advantages.
Where are our opportunities?
Annual profit target?
Through market analysis, find out market opportunities, refine their own advantages and determine sales targets.
Annual target, quarterly target and monthly target.
Proportion of main products, profit target, market share promotion target, etc.
Second, make a sales plan.
1, determine the target market:
Focus on industry sales (profit and stable market); Supplemented by channel sales (increasing popularity and expanding market share)
Industries mainly refer to: industrial and mining, transportation, construction, fire protection, manufacturing, factories and other target customers with a certain procurement scale.
Channel sales refers to: county-level franchisees or agents.
2, market development ideas:
Sales in an industry:
First of all, determine our company's superior products (products with good market control, good price, good quality, strong manufacturer support and large profit operation space), determine the industries targeted by the superior products, find out influential customers in the industries, and integrate various resources to tackle key sales problems. Take this as an example for our company and as a propagandist of the market to help us tear open the gap in the market. Then systematically develop industry customers from point to point.
B channel sales
Mainly for the county market has a certain industry and social relations, there is potential for development of dealers to guide the profit model.
At the beginning, different dealers can be divided according to different industry relationships, and multiple dealers can be developed in one area.
After the market is well developed and its popularity is improved, you can integrate the market by joining or setting up an office.
C according to the situation, adopt marketing methods such as industry and conference.
3. Strengthen market research while developing the market, so as to adjust the sales target and plan in time.
Third, prepare sales resources.
1, team composition:
Sales office:
B salesman (big customer type+channel type)
Technical business support
2. Salary formulation: basic salary+assessment salary+performance commission+bonus+welfare.
3. Formulate the sales system and process.
4. Prepare the training plan and content.
Fourth, the preliminary work of the sales manager
1, familiar with the company's organizational structure, products and business processes.
2. Understand the current market and sales situation of the company.
3. Understand the company's existing sales team.
4. Make sales targets and plans.
5. Develop business processes
6, formulate assessment, management, reward and punishment system.
7. Manage and train the sales team
8. Investigate the market situation
9. Maintain and develop key customers
10. Coordinate all departments of the company and integrate sales resources.
extreme
order
By promoting the platform of IT resource management, the market environment and business logic of a company can be established, which can promote each other with traditional business and form a benign and healthy development prospect. This is the main work target and product sales work plan of the marketing department of a company recently.
Enterprise tenet: always adhere to? Seek development with technology, survive with quality, and make friends with reputation? With scientific design and advanced construction, we will create a working environment for users and ensure the reliability and service life of computers and the physical and mental health of staff.
Enterprise creed: spirit is the pillar, unity is the strength, discipline is the guarantee, and reputation is life.
Quality service concept:1> 99
Relying on scientific management and in the spirit of dedication, professionalism and innovation, a company is not satisfied with its achievements in government agencies, financial system, posts and telecommunications, insurance, electric power, petrochemical, military institutions and other industries, and keeps pace with the times and recreates its glory!
Focus on market positioning, expand customer demand, and take information technology products and services as clues to expand market share.
With the industry leader as the core and the supply chain as the clue, we will move closer to China Telecom, China Mobile, Real Estate Group and other enterprises, and at the same time promote them to downstream enterprises.
background
A company has the market resources of the government, organs, institutions and enterprises. The rapid development of information technology and the increasing customer demand have created opportunities to promote the business development of a company. Excavating customers' application needs, establishing agency channels and promoting high-tech products and solutions have become the main work objectives of the marketing department in the near future.
plan
Our plan aims to establish the goal of team struggle, promote the growth of employees through collective deployment, help channel agents develop their business and cultivate cooperative operation skills.
1, channel expansion
1. 1. Establish a channel agency system.
1. 1. 1, cooperation * * * wins.
Through the establishment of channel system, channel support and management, a harmonious channel environment is established to ensure the long-term interests of manufacturers, customers, some companies and channels.
1. 1.2, cultivation and harvesting
Encourage the long-term cultivation of the channel to the market and the long-term establishment of a company's brand in the industry market, and continue to create maximum value for the channel.
1. 1.3, product channel architecture
Customize the channel expansion work plan, division of labor at all levels of channel business, operation process, agency business management organization, certify technical service qualifications, and provide after-sales service support for users and channels.
1.2, channel agent investment promotion work
Hold product channel investment promotion meeting, arrange meeting schedule, design speeches, train lecturers, audition, contact co-organizers, media release contact, technical lectures, publicity materials, contact management of channel agents, send letters and invitations, telephone confirmation, meeting reminder, venue layout, prize arrangement, venue control, collection and entry of business cards and coupons, and contact after the meeting.
1.3, business operation process
Filing process, application process of competitions, application process of product installation, application process of product withdrawal, signing of channel agency agreement, cancellation of channel agency, approval process of product sales contract, approval process of channel agency reward, etc.
1.4, knowledge exchange environment
1.4. 1, product knowledge lecture
1.4.2, product promotion skills seminar
1.4.3, product problems and solutions knowledge base
1.5, Customer Experience Environment
Establish an experience environment for agent products within the company, invite customers or agent representatives to visit or remotely control the operation effect of the experience products through the network.
1.6, technical support
Provide technical consultation for customers or agents, inquire relevant information according to product technical knowledge base, feed back and convey solutions to problems, and solve technical problems on site or by telephone.
1.7, Channel Market Management
In order to promote the rapid circulation of product sales and funds, make the channel market grow healthily in a benign competitive environment, and prevent the conflict among manufacturers, channels and distributors from affecting our company's business income in market competition, thus establishing an excellent channel management system.
1.7. 1. Clarify the division of labor and optimize the hierarchical structure of channels:
1) Give priority to supporting value-added service providers to build lower-level channels.
Value-added service providers are mainly low-end products, logistics and distribution, and channel support.
The sales of silver value-added agents are all included in value-added service providers.
2) Value-added agents guarantee quality.
Strengthen the positioning and tracking of value-added agents to customers, industries and projects, and improve the success rate of making orders.
3) Formulate different assessment and reward systems for different types of channels.
Set up ladder incentives for value-added service providers, strengthen commitment management and set up logistics incentives.
Set up a value-added agent product promotion award and increase the tilt of project support policies.
4) Sign contracts with secondary channels (agents) and bring them into the channel management system.
1.7.2. Refine the channel assessment policy and guide the healthy development of the channel.
1) Value-added service providers assess sales, number of secondary channels, quality and balance of secondary channels, timely delivery rate of secondary channels, market activities, etc.
There are assessment steps and logistics rewards in the agency agreement. What other items are set? Best distribution award of the year? Conduct an evaluation
2) Assessment of value-added agents: total sales, proportion of mid-to high-end products, industry activity, etc.
By setting? Product promotion award? And then what? Project cooperation award? Conduct an evaluation
3) Agency (Level 2): Check sales volume.
1.7.3. Strengthen the management, support and training of channels, and improve the enthusiasm and sales ability of agents.
1) Establish a strict, scientific and reasonable price system. Monitor price orders to ensure the profit margin of agents.
2) Differentiate different agents (value-added service providers and value-added agents, so-and-so channels) and provide different support methods.
3) Differentiate the needs of different agents, provide corresponding training, and improve the pre-sales consulting and marketing capabilities of agents.
Step 2: Direct selling
2. 1, sales staff skills training
2. 1. 1, the principle of goal setting
2. 1.2, time management principles
2. 1.3, individual performance and team performance
2. 1.4. Resolve contradictions and make concerted efforts with Qi Xin.
2. 1.5, customer service for sales staff
2. 1.5. 1, looking at the service from different angles.
2. 1.5.2, active service steps
2. 1.5.3. Deal with challenging customers and turn complaints into opportunities.
2. 1.6, sales people's ability to solve problems
2. 1.6. 1, problem solving process
2. 1.6.2, common tools
2. 1.7, establishing personal customer relationship
2. 1.8, telephone direct sales
2. 1.9, step on the spot
2. 1. 10, cultivate daily habits
2.2, personnel division of responsibilities
Tisso
In a blink of an eye, I will enter a new year, 20xx years. The new year is a year full of challenges, opportunities and pressures, and it is also a very important year for me. I have been working for four years. The pressure of family, life and work drives me to work hard and study hard. Here, I made a 20xx annual sales work plan, and made greater progress and achievements in the new year.
1) Establish a relatively stable sales team that is familiar with the business.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work. In terms of team expansion, it is preliminarily estimated that the sales manpower will reach 15 next year. Set up two sales teams to carry out sales work through different channels.
2) Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. Salespeople are in a state of laissez-faire when they take part in work. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership. Strengthen the execution of sales staff, thus improving work efficiency.
3) 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 raise their professional ability to a new level.
4) Establish new sales models and channels.
Grasp the existing financial industry channels of insurance companies and securities companies and make perfect plans. At the same time, explore new sales channels, make good use of the company's existing resources, and cooperate with telemarketing and marketing.
5) Sales target
The most basic sales target this year is to have a list of monthly income. 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. The sales department has drawn up an annual performance index of15 million for 20xx. I will lead all my colleagues in the sales department to do their best to achieve the goal.
Before making a decision in the future, we should consider the opinions and decisions of the company leaders and obey the decisions of the leaders on various businesses. When there are differences in the work, we should calm down, resolve them through consultation, reach a consensus, and then start the work. In the future, as long as I can always sum up experience and lessons, give full play to my strengths, correct my shortcomings, consciously put myself under the supervision of the company organization and customers, work hard and set an example. I believe we will have a higher starting point and become a qualified manager.
In 20xx, the focus of our department is mainly to develop the market, select channels and build teams. At present, it is urgent to make a good start for the company's sales in 20xx, and we will go all out.
I think the development of the company next year is inseparable from the overall quality of all employees, the company's guidelines, team building and individual efforts. Improving the standard of execution, establishing an excellent sales team and having good working patterns and habits are the keys to our work.