Simple steps to make a sales work plan
First, market analysis.
The basis of making the sales plan is the analysis of the market situation and current situation in the past year.
Second, marketing ideas.
Marketing concept is the "spiritual" program to guide sales plan on the basis of market analysis, the direction and "soul" of marketing work, and the marketing operation concept that sales departments need to instill and implement frequently.
Third, the sales target.
Sales target is the starting point and destination of all marketing work. Therefore, scientific and reasonable sales target formulation is also the most important and core part of the annual sales plan.
Fourth, marketing strategy.
Marketing strategy is the tactical decomposition of marketing strategy and a powerful guarantee for the smooth realization of enterprise sales objectives.
Fifth, team management.
1, personnel planning, that is, according to the annual sales plan, make reasonable personnel allocation and formulate personnel recruitment and training plans.
2, team management, clearly put forward the slogan of building a team. Really build an "iron team" with strong cohesion, centripetal force, combat effectiveness, explosive force and deterrence.
Sixth, the cost budget.
How to make a sales work plan
Just like a salesman or a new company, what you have to do is to understand the products first, then the sales channels, and then the market. Don't be busy writing the sales plan yet. When you feel that you have a certain understanding of the market and products, you should write your first sales plan. This work plan should reflect your sales thinking. You don't need to write specific tasks, just write your own sales channels, how to cultivate customers and your understanding of product sales. In a word, it is a summary of sales channels and methods. When you have a deeper understanding of the market, adjust and supplement your plan.
Generally speaking, writing a sales work plan includes the following aspects:
1. Market analysis. That is to say, according to the market situation, the selling point, consumer groups and sales volume of products are positioned.
2. Sales method. Is to find out the model and method suitable for your own product sales.
3. 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? I think this is very important and should occupy the main space in the plan.
4. Sales tasks. Is to set a reasonable sales task, the main purpose of sales is to improve the sales task. Only by diligently using various methods to complete the established tasks is the role of the plan. Summarize the good methods and modes after completion. If you can't finish it, you should also sum up the problems and difficulties that still exist.
5. Evaluate the time. Sales work plan can be divided into annual sales work plan, quarterly sales work plan and monthly sales work plan. The assessment time is also different.
6. summary. Is to judge the sales plan for the last time period. The above six aspects are necessary for the plan. Of course, the plan is not static, and it should be adjusted according to market conditions. Marketing Sales Marketing Personnel Sales Training Marketing Training Telemarketing More?
Writing a sales work plan is to make our sales work targeted, instructive and normative, and it is also the yardstick for our own inspection of sales work. Keep doing it, and you will find that your sales skills are improving, your sales tasks are improving, and more importantly, your sales management ability is improving. 95% of people who can be sales managers or bosses from salesmen have sales plans, and they can make sales plans.
Sales workplan template
This is a sales plan made by a salesman in Shenzhen area of air conditioning industry. The scheme is detailed, clear and definite, which is worth learning.
According to the company's total sales of 654.38 billion yuan and 60,000 units in Shenzhen in 2065.438+00 and the company's channel strategy in 2065.438+00, the following sales plan is made:
I. Market analysis
The price war in the air-conditioning market has gradually started for several years. The low-end demand of the secondary and tertiary markets, along with the continuous improvement of urban construction and people's living standards and the arrival of the product upgrading period, has driven the sustained growth of the primary market, thus driving the expansion of the overall market capacity. In 2005, the total domestic sales volume reached19.5 million units, an increase of 1 1.4% over 2004. It is estimated that it will reach 25-30 million units in 2006. According to industry data, the global market capacity is 55-60 million units. China's market capacity is about 38 million units.
At present, the market share of Shenzhen air-conditioning market is about 2.8%, but industry data show that it has been in the stage of "shuffling" in recent years, and the brand market share will be highly concentrated. According to the company's strength and product line in 2009, the company's sales target in 2009 is completely achievable. In 2000, there were about 400 air-conditioning brands in China, but in 2004 it dropped to about 140, with an average annual elimination rate of 32%. By 2005, under the "encirclement and suppression" of first-line brands such as Gree, Midea and Haier, less than 50 brands were active in the air-conditioning market in China and were eliminated. LG was accused of dumping by the United States in 2006; Kelon encountered financial problems and its market share fell sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. In 2006, Japanese brands such as Panasonic and Mitsubishi were greatly influenced by Japanese entering China, and their market share was relatively large. However, _ _ _ air-conditioning has shown a rapid growth trend in Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded.
Second, the work plan
According to the above situation, we plan to focus on six tasks in 20 10:
1, sales performance
According to the company's annual sales task and monthly sales task. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into monthly, weekly and daily sales targets of various systems and stores, and complete the sales tasks in each time period. And improve sales performance on the basis of completing the task. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always concentrated in the peak season. In the peak sales season, we will carry out strong promotion activities for professional home appliance systems such as Gome and Suning, and vigorously promote large-scale terminals.
2. Agency management and relationship maintenance
Effectively manage and maintain the relationship with existing K/A customers, agents or future K/A agents, establish customer files for each K/A customer and agent, understand the pre-sales situation and strength, and spread the company's corporate culture and new products in 2009. This work was completed at the end of August. Irregular transmission after the peak season and before the peak season. Understand the basic situation of each K/A and the agent in charge, visit regularly and communicate effectively.
3. Brand and product promotion
Brand and product promotion in 2006-20 10, we cooperated with and implemented the company's regular brand promotion and product promotion activities, and planned some low-cost public relations publicity activities to enhance the brand image. Such as "_ _ air conditioning, health and environmental protection, love my family" and other public welfare activities. If possible, joint promotion with various K/A systems can not only expand the influence, but also establish a good customer relationship. Product promotion mainly includes some "roadshows" or outdoor static exhibitions, as well as some product promotion and normal business promotion.
4. Terminal layout (in line with channel expansion of business lines)
According to the company's sales target in 2006, the popularity of channel outlets will be greatly improved. According to this situation, actively cooperate with the work of business departments at any time and place, and actively cooperate with the image construction of shops in shops, parks in gardens and cabinets in shops (according to the requirements of six atmospheres for the layout of company booths). Actively arrange positions for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business departments, and the layout standards are strictly in accordance with the company's unified standards. (Special circumstances will be adjusted in time)
5. Planning and implementation of promotional activities
The planning and implementation of promotion activities are mainly carried out in the peak season from April to August 2006. One is to strictly implement the company's promotional activities, and the other is to flexibly plan some promotional activities according to the market situation at that time and the promotional activities of competitors. The theme idea avoids its advantages, attacks its disadvantages, and focuses on planning and implementation according to the company's product advantages and resource advantages.
6. Team building, team management and team training
Team work is divided into four stages:
The first stage: August1-August 30th. A. Some promoters conduct key investigations and conduct quantitative assessment. Get rid of some people with insufficient ability, and focus on retaining about 40 people for key training. B, formulate the relevant team management system, clear responsibilities and scope of work, and improve the work report of the promoters. C, complete _ _ _ air conditioning system training materials.
The second stage is September 1-February1,20 10. The second stage is mainly to carry out systematic and intensive training for major teams, cooperate with the company's brand and product promotion activities and plan a series of brand and product promotion activities, and cooperate with business departments to expand outlets, actively carry out terminal layout construction, maintain effective communication with the original terminals, and maintain good terminal relations.
(1) the training system to arrange hierarchical centralized training.
Business personnel → promoters
Training instructors → promoters
② Make use of weekly meetings to conduct centralized training for all promoters.
September 1-June 65438+1October1:Conduct four corporate culture trainings and industry knowledge trainings.
101October1-10/October 3 1: four professional knowledge trainings were conducted.
165438+1October1-165438+1October 30th: Conduct four-section training on promotion skills.
65438+February1-65438+February 3 1: Conduct mentality guidance, training and mentality construction four times at any time.
201010/kloc-0-10: Conduct four promotion activities and terminal arrangement training.
201February1-February 29th: conduct on-site simulated sales training and on-site testing for all members. And at the end of each month, quantitative assessment is carried out to follow up sales.
The third stage: 201February1-February 29th.
① It takes one week to recruit promoters according to the number of outlets, and 10 days to systematically train, assess and screen new promotions. After a week's probation of in-store personnel, the promotion of qualified personnel will be assessed, and the positions and personnel will be finally determined to ensure that all terminal positions are filled before March/kloc-0.
All work is based on basic work.
The fourth stage: 201March1July 3 1.
In the fourth stage, the whole Shenzhen market will be launched in an all-round way, and all the work will focus on improving sales.
First: track the supply, ensure the supply is sufficient and the proportion is coordinated, realize inventory optimization, and try to avoid out-of-stock or out-of-stock phenomenon.
Second, recruit and train temporary promoters to prepare activities, and strive to build a team that is effective in all aspects.
Third: strictly implement the company's sales strategy and promotional activities, plan and implement promotional activities to stimulate the market and increase sales.
Fourth: Follow up the promotion and the reasonable distribution of gifts.
Fifth, carry out distribution construction and enhance brand image. Follow-up counseling and supervision.
Sixth: quantitative assessment every month.
Seventh: break down the monthly tasks, and break down the work tasks in strict accordance with the WBS method, so as to achieve interlocking, clear responsibilities, responsibility to people, and inseparable work details.
Eighth: using four means of team management: weekly work meeting; Follow-up consultation; Debriefing talk; Report management. Strictly control the team and maintain the stability of the team.
Ninth: conduct market research, market dynamic analysis and information feedback from time to time, be a good communicator between enterprises and markets, and make every effort to create a rapid response mechanism.
Tenth: coordinate the relationship between agents and dealers, and go all out to complete the terminal task according to the technical and personnel support.
The first part of the sales work plan for 2022
I work in sales. In order to achieve the planned goal for next year, I will determine several key points for next year in combination with the actual situation of the company and the market:
1) Establish a stable and familiar sales team.
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.
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 strong sense of responsibility for their work and improve their sense of heroism.
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 improve their business ability to the level of a mature salesperson.
4) 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.
5) Sales method.
Is to find out the model and method suitable for our company's product sales.
6) Sales target
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.
7) 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?
Summary: According to some problems I encountered in the previous sales process, the scheduled customer suddenly changed the itinerary, broke the contract, disrupted the planned itinerary and failed to complete the business trip. It wastes time and money. I hope leaders can pay more attention to this work!
I have never been engaged in this job before. I wonder if this sub-plan can be useful. I hope the leader will give me guidance! I firmly believe that through my own efforts, the training of the company and the tempering of my work, I will achieve something in this field.
The second part of the sales work plan in 2022
First, the sales target:
By the year of 20__165438+1October 3 1, the sales task in Shandong will be 5.6 million yuan, and the sales target will be 7 million yuan (with the annual sales schedule for 20__ _);
Second, the plan:
1. Make the annual sales master plan at the beginning of the year;
2. Draft the annual sales summary at the end of the year;
3. Draft monthly sales plan and monthly customer visit plan at the beginning of the month;
4. At the end of the month, make monthly sales statistics and monthly customer visit system.
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Third, customer classification:
According to the annual sales quota, the existing customers are divided into four categories: VIP users, first-class users, second-class users and other users, and the users at all levels are comprehensively analyzed.
Fourth, the implementation measures:
1, technical exchange:
(1) held a technical exchange seminar for the technical department and after-sales service department of VIP customers this year;
(2) Participate in related industry exhibitions twice, and arrange large-scale friendship forums during the exhibitions;
2. Customer return visit:
At present, there are as many as seven or eight similar brands circulating in the domestic market, and there are three or four brands equivalent to ours. The technology is comparable, and the competition is becoming more and more fierce, which has constituted a market threat. In order to stabilize and expand the market, we must strengthen communication with customers and coordinate the relationship with customers and direct users.
(1) Visit VIP customers once a month to strengthen information exchange with customers and increase feelings; Visit first-class customers every two months; For secondary customers, arrange the visit time separately according to the actual situation;
(2) to adapt to the situation, sales work is not only the end of sales to customers, but also to help customers deliver goods and do the work of direct users. This work has been included in my work priorities for _ _ _.
3, network retrieval:
Give full play to our website and network resources, and find and master sales information through information retrieval.
4, after-sales coordination:
At present, our company still focuses on trade, "selling products is not as good as selling services." The next step is to strengthen the sense of responsibility and continuously strengthen quality services.
Users use our products as if they like the services we provide. From the perspective of stabilizing the market and long-term cooperation, we must strengthen the sense of being responsible for customers, seize every opportunity to contact users, provide warm, meticulous and thoughtful after-sales service, and add a winning chip for the company.
This year, I will strictly abide by the company's rules and regulations, strengthen business study, improve my business level, and strive to complete the sales task. The challenge has arrived. Since he chose a distant place, He Wei will share joys and sorrows. I believe: I will definitely win the wonderful work with my heart!
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