It has been more than 20 days since the sales staff came to the company and entered a new company and new industry. During these 20 days, I first became familiar with the company's various management systems as soon as possible and strictly followed them. Secondly, I tried my best to learn some professional knowledge about exhibitions. Some places that I don't understand or doubt are also very grateful to the leaders for their answers. As the year is approaching, I am familiar with the company's relevant systems and my future work scope and responsibilities.
First of all, as a member of the company's marketing department, I would like to make the following suggestions on the company's marketing work plan for next 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.
2) Improve the sales system and establish a clear and systematic business 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 high sense of responsibility for their work and improve their sense of ownership.
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) Formulate some emergency measures during the exhibition.
A series of problems, such as sudden change of itinerary, breach of contract and absence of vehicles, have disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
Secondly, as an individual, I need to work hard to do something and improve day by day.
1) Have good communication with other employees of the company, exchange more and discuss more; I believe that only with a good sense of team can we continuously improve our business skills.
2) The most basic customer visit in sales work (actively developing new customers, maintaining old customers and always maintaining good communication with customers)
3) communication should be in-depth (do a good job in accumulating knowledge in this industry, think more about some problems that may be encountered in practical work, and check some industry websites and professional books in your spare time); In the process of communicating with customers, we should be able to clearly convey the company's business scope to customers and understand their real thoughts and intentions; Be able to respond quickly to customer suggestions. When conveying product information, we should know the customer's understanding or acceptance of our products.
4) Work should have clear objectives and detailed plans. It is necessary to form the habit of writing work summaries and plans, so as to allocate working time more reasonably and avoid various adverse consequences such as chaotic work situation.
According to the sales task issued by the company, the task is divided into months and weeks, and the sales task in each time period is completed according to the specific situation.
And improve sales performance on the basis of completing sales tasks.
I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.
The market is good and the situation is grim. Anhui market can be summarized by this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
The above are my suggestions and views on the sales work plan for xx year. Please forgive me if you have any questions.
How to write personal work plan and sales target? 20xx years have gradually passed away from 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:
1. Lead the company to work together in Qi Xin to overfulfil all tasks assigned by the company.
Second, 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 snake tail phenomenon.
Three, a clear division of labor, 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.
Fourth, establish a market network, standardize customer management and increase market development.
1. Clean up and rectify the existing resources, divide them into three categories according to the appreciation potential of customers and markets, 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 customers' sincerity.
Five, strengthen the communication mechanism, accelerate the collection and transformation of market information.
1. Collect real market information, establish a file system, focus on finding the differences in planting structure, fertilizer use habits, other brand advantages and publicity programs in different regions, and find out how to rectify the information programs.
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.
Sixth, 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.
Seven, strengthen service awareness, improve service quality.
1, set up a business complaint telephone, punish business complaints caused by business personnel's own problems as appropriate, solve customer complaints in time, and increase praise.
2. Combine the development of resident services, 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.
How to write a personal work plan and goal for sales? Article 3 The work plan for the new year must be prepared in detail. Last year's work tasks were basically completed. This year, based on the guiding ideology of "more communication, more coordination and active innovation", we carry forward the work style of "sincere unity, truth-seeking and pragmatism" of Huikang people and carry out the work in the new year in an all-round way.
Next year's work will focus on:
1, establish a familiar and relatively stable sales team in department management.
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.
2. In personal management, improve the sales system and establish a set of systematic management measures.
Sales management is the focus of work in 20xx. 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 understanding of the master. Strengthen the execution of sales staff, thus improving work efficiency.
3. In terms of staff quality, we should 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 views and suggestions, so as to raise their sales ability to a new level.
4, in the sales work, try a new sales model.
Master the resources of various channels and do a good job of tracking. At the same time, we should explore new sales channels, make good use of company resources, and cooperate with online sales and marketing.
5. Sales target.
Taking the sales task issued in 20xx as the basic requirement, the task is divided into months, weeks and days according to the specific situation in the specific work; Complete the sales task in each time period. And improve sales performance on the basis of completing sales tasks. I will lead my colleagues in the sales department to do their best to achieve the goal.
In 20xx, the focus of my department was mainly on market development and team building. At present, it is urgent to make a good start for the company's sales in 20xx, and I 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.
When I first came into contact with this industry in xx, I took many detours in choosing customers. That's because I'm not familiar with this industry, and I always choose some food industries, but these enterprises often pay great attention to the price of labels, so I don't want to 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 plan for xx years is as follows:
First, for old and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers.
Second, while having old customers, we should constantly obtain more customer information from various media.
Third, to have a good performance, we must strengthen business learning, broaden our horizons, enrich our knowledge, and combine business learning with communication skills in a variety of forms.
I have the following requirements for myself this year:
1, increasing weekly? /kloc-more than 0/00 new customers, and more? Arrive? Potential customers.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct 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 concealment and deception from customers, so there will be no loyal customers. On some issues, you and your customers always agree.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers 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 unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
9, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
10, I will try my best to complete this year's sales task every month? Arrive? The task of 10,000 yuan will create more profits for the company.
The above is my work plan for this year. There will always be all kinds of difficulties in work. I will ask for instructions from the leaders and discuss with my colleagues to work together to overcome it. Make your greatest contribution to the company. The footsteps of 20xx are about to go away behind us. Looking back on our footsteps, there are laughter, tears, small successes and a year of faint loss. 20xx is a meaningful, valuable and rewarding year. Work hard, be honest and honest in style, and seek truth from facts in work. We establish the concept of "saving every penny for the company" and actively implement the main points of procurement and supply and the work plan formulated at the beginning of the year. Adhere to the working principle of "quality is more important than price, price is more important than quality, and save costs for the company to the maximum extent". Under the direct leadership and support of general manager Wei, and with the cooperation of other colleagues in the company, 88 procurement plans of materials and equipment provided by Party A were completed in 20xx, and 20 new contracts were signed. 140 procurement plan of materials and equipment was approved by Party B, and 228 procurement plans of materials and equipment were completed in * * *, with good implementation and successful completion of the undertaken tasks. The main work is summarized as follows:
1. Organize and implement the "sunshine procurement strategy"-handle affairs in an open and transparent manner according to the procurement system and procedures, and actively accept the supervision of auditing departments before, during and after procurement.
In 20xx, we further emphasized the transparency of procurement and made it open, fair and just. Whether bulk materials, equipment or small materials are purchased sporadically, relevant functional departments are invited to participate as much as possible. Even in the case of tight time and heavy tasks, we always adhere to this principle, invite relevant personnel of the audit department to make inquiries and compare prices together, and take the initiative to accept audit supervision in all aspects before, during and after purchase. That is to ensure the transparency of the work and the progress of the project.
1, improve the system, clarify responsibilities, and act according to the rules.
In 20xx, by studying the purchasing management strategy and the company's ISO9000 quality management system documents, we improved the more operational purchasing management system, such as the control flow of materials and equipment procurement, the work instruction of purchasing and supplier evaluation, etc. The system is clear and the operation is well documented, which lays a theoretical foundation for sunshine procurement.
2. Open, fair and transparent, and realize public bidding.
The purchasing department conducts public bidding according to the purchasing plan reported by the project department and the construction unit. There are more than three bidders, some as many as ten. The Chief Engineer's Office, the Engineering Department, the Audit Department and the Purchasing Department all participate in the whole process of bidding to discuss the quality and price, so as to increase the transparency of sunshine procurement, really reduce the cost and protect the company's interests.
3. Procurement benefits are fully emphasized.
After implementing the open and transparent sunshine procurement strategy, the price of the same materials and equipment in Donghewan is cheaper than that in Donghewan, and the price in the East and Spring West areas is 3-5% lower than that in the East. Save purchasing funds for the company 1 tens of thousands, and directly and effectively reduce the purchasing cost of materials and equipment.
4. The supervision mechanism has basically taken shape.
Do a good job in the separation of price and technical specifications and functional positioning. The price must go through the purchasing department and the auditing department, and the technology must go through the engineering department and the chief engineer's office, forming a working mechanism of checks and balances; Prevent and stop corruption. Establish material price information base and material price supervision mechanism, improve the quality and professional level of procurement personnel, ensure shopping around, purchase high-quality and low-priced materials, reduce engineering costs, improve procurement efficiency and increase corporate profits.
Second, pay attention to cost control and purchase products with the best cost performance.
In 20xx, the Purchasing and Supply Department continued to focus on the working goal of "controlling costs and purchasing products with the best cost performance", requiring purchasing personnel to conduct inquiry and price comparison on the basis of fully understanding market information, and pay attention to communication skills and negotiation strategies. All suppliers with long-term cooperation are required to reduce the original prices of Donghe Yindu, Donghe Bay and Donghe Spring by 5-8 percentage points (of course, we have also made some adjustments to some suppliers with higher prices but no price reduction). At the same time, some work procedures were adjusted and the purchase review link was added. The deputy manager of the purchasing department will conduct an audit on the basis of the inquiry of the purchasing personnel and the price comparison of materials and equipment, and then the manager of the purchasing department will conduct a further audit. Implement the "two-level price review mechanism of purchasing department" and then send it to the audit department for review. Strive to control the cost to the maximum extent and save every penny for the company. Purchasing and supply personnel have also been trained in every specific job and every job detail.
Third, further strengthen the management and coordination of suppliers.
In 20xx, the Purchasing & Supply Department further strengthened the management of suppliers, and in the attitude of being responsible for each visiting supplier, formulated the Purchasing & Supply Department Supplier Information Form, which classified and registered each visiting supplier to ensure that the information of each supplier would not be lost. At the same time, it is also conducive to the acquisition and supply of supplier information, thus further expanding the market information space. Establish a list of qualified suppliers. Evaluate and analyze the merchants before bidding. Only qualified suppliers can enter the list of qualified suppliers and be qualified to quote.
According to the latest thinking of the company's management, the company's new generation of suppliers should also be based on real strategic partnership and even regard them as their own departments. Because the embodiment of the company's cost core competitiveness mainly comes from the support of all suppliers, the different policies of suppliers to each customer, especially our competitors, will directly affect the level of our cost core competitiveness. The real estate and construction industry is a special and independent industry, and the supplier circle is relatively independent. For example, there are not many suppliers of steel and cement. Real estate companies use many of the same suppliers. Therefore, the purchasing and supply department must consider how to make suppliers consistently give us the best policies as always, create a good external cooperation environment for the company, let suppliers truly serve the east wholeheartedly, abandon the short-term interests of both parties, and seek long-term healthy development. We have developed strategic partners such as Dagang Group, Lafarge Cement Group, Dove Wire and Cable Company and Easton Elevator Group. So as to seize the commanding heights of cost saving and price reduction and lay the foundation for the company's sustained and healthy development.
How to write the personal work plan and goal of sales? 5 essays 5 1. Work idea
1, humanized management
First of all, I will integrate the company's resources in the early stage, continue the company's original sales direction and strategy, and adhere to the established goals. The core of management is people. I will strive to improve my ability and cohesion of the department, maintain an excellent and relaxed working environment, adhere to the concept of innovative marketing, and achieve the unity of management and respect.
2. Build a sales team with fighting capacity.
Based on the company's corporate culture, strengthen business learning and training, do a good job in tracking service and customer management, set sales targets, and ensure fairness and justice, so as to facilitate the long-term development of the team (unite the team, form a joint force and advance together).
3. Do a good job in budget and cost management.
Budget needs to accumulate a lot of management data for scientific analysis and control, and I will strengthen the unity and sincere cooperation of all departments of the company; For the management of business personnel, I will start with several key points such as system, index, control and assessment, and do a good job in tracking services before, during and after sales; That is to say, before selling, we should learn the rules and regulations of the enterprise and the enterprise concept, let the business personnel know what to do, what not to do and why, and provide effective training to let the business personnel know what to do, so as to ensure that the business personnel have a clear aim in practical work, improve efficiency and save manpower, material resources and financial resources for the company as much as possible; Strengthen supervision and guidance in sales, and effectively combine result management with process control; Do a good job in post-event assessment, rewards and punishments. In addition to material means, there should be corresponding spiritual rewards to form a healthy and positive working atmosphere. The income and expenditure, reimbursement and work report of business personnel shall be carried out in an orderly manner in accordance with the systems and procedures.
4. Sales
Sales means selling the products and services of an enterprise to satisfy customers. The essence of sales is to meet the needs of customers through products, technologies and services, so as to realize profits and finally form brands and word of mouth. I will work with all employees in the department to explore a unique set of sales strategies and skills.
Second, the work plan
1, enter the role as soon as possible and start working; Fully understand the company, products, customers and markets, as well as the existing sales model.
2. Cooperate with the person in charge to formulate and implement plans to consolidate the old product market and expand the new product market.
3. Build a sales framework and formulate basic systems and processes.
4. Do a good job in training, organize and coordinate well, and achieve the expected training effect (this is a preliminary plan, and the detailed training plan will be adjusted appropriately according to the actual situation).
First, the training objectives. Let business personnel know the basic knowledge of the company's products, performance, selling points, basic sales model, industry situation, company management system, how to carry out business, etc., and form effective training content for team B.
I. Principles, functions, performance characteristics and quality of products (new and old products). (explained by technical support)
B, production practice (by the workshop is responsible for, I'll coordinate)
C company situation, development prospect, market situation, performance, customer situation, selling points, sales skills, cases, etc. (The person in charge speaks in person, which is preferably encouraging. )
D, the basic knowledge of doing business, company rules and regulations and requirements, financial requirements and reimbursement regulations (I am responsible for financial assistance).
E, the new and old salesman exchange, actual combat simulation (I am responsible for)
F. Training evaluation (I am responsible for it and report the results to the person in charge)
B, training progress: basically in the above order, but also can be appropriately crossed.
C training time: completed within one month.
D. Training place and materials: some training materials, whiteboards, pens, notebooks, etc. Need to be prepared; Training is conducted in-house, so the cost will be relatively small.
5. Do a good job in the assignment of salesmen, and let them know what to do and how to do it; Communicate with new and old salespeople, be familiar with and master their personal situation and work situation. Work arrangement of business personnel (new and old salesmen are treated differently)
A regional distribution: according to the training situation and personal characteristics of new salesmen and the needs of regional work. The area of the old salesman will not be greatly adjusted for the time being.
B, determine the work goal: the old business needs to know what it wants to do next. For new business, he should collect customers in designated areas (through the Internet) and help screen and determine the key points.
C preparation: conduct pre-war mobilization meeting (after training and before work), and prepare materials, business cards, internal address books, travel expenses, train tickets and information required by business personnel.
Third, the middle and late work
A, on the basis of doing a good job in the near future, go to the market to understand the details of business execution and customer service.
Situation. At the same time, fulfill the duties of sales manager, ensure the stable development of the company's business this year, make long-term work plans, and lay a good foundation for the sales work next year.
B, formulate and improve after-sales service work and measures.
How to write a personal work plan and goal for sales? My performance in xx is not satisfactory. Of course, there are certainly many shortcomings and areas that need to be improved. This year, I will, as always, according to the requirements of the company, carry forward xx's entrepreneurial spirit on the basis of last year's work, set work objectives, and carry out xx's work in an all-round way under the guiding ideology of "more communication, more coordination, proactive and creative work".
This work is formulated as follows:
First, for old and regular customers, we should always keep in touch, give some small gifts or entertain customers when we have time and conditions, and stabilize the relationship with customers.
Second, while having old customers, we will constantly develop new customers and promote new products from various channels.
Third, to have a good performance, we must strengthen business learning, broaden our horizons, enrich our knowledge, and combine business learning with communication skills in a variety of forms.
I have the following requirements for myself this year:
1, admire more than 4 new customers every week, and there are 1 to 2 potential customers.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct next time.
Before meeting the customer, you should know more about the customer's status and needs, and then get ready before you can cooperate with this customer.
4. Be strict with yourself, learn firm but gentle, be down-to-earth and work meticulously. We should constantly strengthen our business study, read more books and relevant product knowledge, consult relevant materials online, communicate with colleagues and learn better ways and means from them.
5. Treat all customers equally, strengthen product quality and service awareness, establish a better image for the company, and let customers believe in our work strength, so as to better complete the task.
6, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
7. For this year's sales task, I will strive to complete the task amount of 1 0,000 to 20,000 yuan every month, and create profits for the company.
The above is my work plan for this year. There will always be all kinds of difficulties in work. I will ask for instructions from the leaders and discuss with my colleagues to work together to overcome it. Make your own contribution to the company