2. Determine the applicable scope of the management system, which is applicable to all marketing activities and marketing personnel of the company.
3. Divide the content of the marketing system into three main points, namely, the detailed rules of the management system, the responsibilities of marketing personnel and the performance appraisal system of marketing personnel.
4. In terms of rules and regulations, write clearly the monthly and year-end assessment of each employee in the marketing department. Encourage marketing staff to actively participate in the activities, work and meetings of the company and departments, strictly observe the regular meeting time, and do not be late or leave early. If they leave three days late or five days late, they will be investigated for responsibility and fired, which is a heavy responsibility.
5. It is necessary to clarify the job responsibilities of marketing personnel, obey the leadership arrangement, do not engage in specialization, and do the best in four aspects: due diligence, conscientious, dedicated and trying. Obey the instructions of the leader. If the sales department is not satisfied with the assigned area and can't carry out the work normally, the work can't go on or the task can't be completed, it will be handed over to the administrative department for handling.
6. Write clearly the contents of the performance appraisal system for marketing personnel, requiring marketing personnel to learn to communicate, be good at improvisation, actively coordinate the relationship between the company and customers, and give appropriate rewards to employees with outstanding performance in the appraisal system; You can't sell other products in the same industry without permission in the name of the company or business trip. If there is any violation, it will be investigated and even dismissed according to the seriousness of the case.
7. Work actively, unite colleagues, and be serious and responsible for the work. Our department will conduct monthly and year-end assessment for each employee in the marketing department according to the "assessment system for marketing personnel". Marketing staff should actively participate in the activities, work and meetings of the company and departments, strictly observe the regular meeting time, and do not be late or leave early. If they leave three days late and five days late, they will be investigated for responsibility and fired, which is very heavy.
8. Obey the arrangement of the leader, do not specialize, and do four things: do your duty, do your duty, do your best, and do your best. Obey the instructions of the leader. If the sales department is not satisfied with the assigned area and can't carry out the work normally, the work can't go on or the task can't be completed, it will be handed over to the administrative department for handling. In the process of sales, behave well, be patient and serious, do not bluff, do not brag too much, seek truth from facts, be polite and amiable.
9. In the sales process, the sales price shall not be lowered without the permission of the manager. Honest and trustworthy, do not cheat customers, do not shoddy, if there is a problem without the permission of the company manager, the consequences will be at your own risk and have nothing to do with the company. Be cautious, don't reveal the company's business plan, and keep secrets for the company's business development. If there is any violation, it will be investigated and even dismissed according to the seriousness of the case. Focus on the interests of the department and actively develop and expand new business projects for the company.
10. Learn to communicate, be good at improvisation, actively coordinate the relationship between the company and customers, and reward outstanding employees in the assessment system. Without permission, you may not sell other products in the same industry in the name of the company or business trip. If there is any violation, it will be investigated and even dismissed according to the seriousness of the case.
Extended data sales management refers to the effective control and tracking of the whole sales process through the functions of sales quotation, sales order, sales delivery, return, sales invoice processing, customer management and price management. It can help the sales staff of the enterprise to complete a series of sales management affairs such as customer file management, sales quotation management, sales order management, customer deposit management, customer credit check, bill of lading and sales delivery processing, sales invoice and customer return and refusal to pay.
Internal information can be shared, so that the leaders and relevant departments of enterprises can grasp the contents of sales orders in time, make production plans and other planning arrangements accurately, and know the accurate situation and data information of each link in the sales process in time. At the same time, by reducing the order preparation time, reducing the error rate, quickly answering customer inquiries, improving the service level of enterprises.
The system can be combined with inventory management system, accounts receivable management, production, cost and other subsystems to provide comprehensive sales information management for enterprises.
administration program
After defining what sales management is, the process of sales management is roughly as follows:
1. Determine the sales target and budget according to the company's strategic planning.
2. According to the sales target and budget, make the sales plan and corresponding sales strategy.
3. Allocate relevant resources according to the sales plan and strategy (including establishing sales organization and training sales staff).
4. Decompose the overall sales target and budget of the company, and then set the personal sales target of the sales staff.
5. Salespeople make their own sales plan according to their own goals, budgets and the company's sales strategy.
6. Evaluate the effectiveness of the sales plan and the performance of the sales staff.
strategic planning
After the enterprise determines the marketing strategic plan, the sales department needs to make a detailed sales plan accordingly, so as to implement the sales task of the enterprise and realize the sales target of the enterprise. The sales department must have a clear understanding of the business objectives of the enterprise, the target market of products and the target customers. Only by having a clear understanding of these issues can we formulate effective sales strategies and plans.
When making marketing strategy, we must consider the operating environment of the market, the competitive situation of the industry, the strength and distributable resources of the enterprise itself, the life cycle of the product and other factors. On the basis of the marketing strategy formulated by the enterprise, the sales department formulates the corresponding sales strategy and tactics.
According to the predicted sales target and sales expenses, the sales department must decide the size of the sales organization. Sales staff's work arrangement, training arrangement, sales area division and personnel arrangement, job evaluation and salary are all issues that sales departments must consider when making sales plans.
The sales plan must include the work task arrangement of the sales staff. The sales work in each region should be arranged by specific personnel. The sales plan must be specific and quantitative, and the sales target that each region or each salesperson needs to complete must be clear.
Sales organization
The sales department needs to study and determine how to set up the sales organization structure, determine the number of sales departments, the budget of sales funds, the recruitment method and qualification requirements of sales personnel.
In the process of making and executing the sales plan, how to organize the sales department, how to divide the sales area, how to set up the sales team and how to arrange the work tasks of the sales staff is a very important job. The sales department needs to evaluate the target sales volume, the size of the sales area, the setting of sales agents and sales branches, the quality level of sales personnel and other factors to determine the size of the sales organization and the setting of sales branches.
Performance management
The ultimate goal of sales work, or the contact between sales staff and target customers, is to sell products and maintain the relationship with customers, thus bringing sales business and profits to enterprises.
The sales performance of salespeople is generally measured by the number of products sold by salespeople or the sales amount. In addition, the profit contribution of the products sold by salespeople is another criterion to measure the sales performance of salespeople. For some customers who need to buy products repeatedly, the sales staff should maintain the relationship with such customers. The ability to maintain business relations with customers and the quality of after-sales service to customers are also important assessment factors.
The sales department needs to carry out all kinds of sales work according to the sales plan, closely track and supervise the progress of sales work in each sales area, and often check the completion of sales tasks in each area and each salesperson. Understand and deal with problems immediately when they are found, guide and assist sales staff to deal with possible difficulties in their work, and help sales staff complete sales tasks. The sales department needs to provide all kinds of resources for the sales staff's work, and support and motivate each sales staff to achieve the sales target.
Performance assignment
The performance evaluation of salespeople is an important job. The sales department must ensure that the established work plan and sales target can be completed, and it is necessary to systematically supervise and evaluate the completion of the plan and target. The performance appraisal of salespeople generally includes checking the sales performance of each salesperson, including the sales quantity of products, the situation and progress of achieving sales targets, and the number of visits to customers.
The management and assessment of sales performance of salespeople must be carried out regularly, and clear standards must be established for assessment items so that salespeople can follow rules. The evaluation results must be fed back to the sales staff to let them know that they have not done enough, so as to improve their work.
The most important job evaluation is not only to check the completion of sales staff's work indicators and sales performance, but also to review the effectiveness of sales strategies and plans and sum up the experience of success or failure.
Successful experiences and examples should be extended to other salespeople, and the reasons for failure should also be used for reference by others. Appropriate rewards should be given to salespeople with good sales performance to urge them to work harder. For the sales staff with poor sales performance, it is necessary to point out what they should improve and make improvements within a time limit.
According to the performance of sales staff and the results of performance evaluation, the sales department needs to review the company's marketing strategy and sales strategy, and if it finds something that needs improvement, it should modify the original strategy and plan. At the same time, we should also review and improve the training and supervision arrangements of the company's sales organizations and sales personnel in order to improve the working level of sales personnel and enhance the efficiency of sales work.
References:
Sales Management-Baidu Encyclopedia