In order to ensure the smooth progress of the follow-up work, we need to start making personal work plans. Work plan can play the role of supervision, prevention and correction of deviation in the implementation process. How can I write a good car sales plan? Considering your needs, I specially designed the "template of daily work schedule for automobile sales" for your reference. I hope everyone can share it!

Auto Sales Daily Work Schedule Template 1 The new year-2008 will be entered in a blink of an eye. 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 the annual company sales work plan to make myself make greater progress and achievements in the new year.

First, be familiar with the company's new rules and regulations and business development. The company is constantly reforming and has made new regulations, especially arranging professional legal personnel to assist in litigation business. As an old business person of the company, we must set an example and do our best to carry out business work while observing the company's regulations.

1, the first quarter mainly focused on the development of litigation business. Develop litigation business according to the existing old customer resources, develop all customers who may have litigation needs, and arrange legal experts to meet and negotiate for customers who have the intention to cooperate. During this period, at least two lawsuits were brought, and the agency fee was more than 80,000 yuan (40,000 each). While conducting litigation business, we will not lose all kinds of business assigned by these customers, keep regular contact with these customers and report the progress of business assigned by these customers in time.

In the second quarter, we mainly engaged in trademark and patent business. Develop customers by going to professional markets, attending professional trade fairs, surfing the Internet, making phone calls, visiting strangers and other business development methods, strengthen contact with old customers, and form a customer group with business cycle. That's 48,000 yuan.

Agency fee (not less than 65438+200,000 yuan per month). While vigorously exploring the market, we will not lose all kinds of business assigned by these customers, keep in regular contact with these customers and report the progress of business assigned by these customers in time.

The "Eleventh" and "Mid-Autumn Festival" in the third quarter, as well as unlimited business opportunities, have brought a good start to the second half of the year. Moreover, with the relative improvement of my professional knowledge and comprehensive ability in high-end business, I will develop the customers whose large enterprises meet the requirements of "China Famous Trademark" or "Guangdong Famous Trademark". Customers who are interested in cooperation can arrange business managers to meet and discuss, and strive to sign a "famous trademark in Guangdong Province", and the undertaking cost is more than 75,000 yuan. While developing well-known trademarks and well-known trademark business, we should not lose all kinds of businesses assigned by these customers, keep in regular contact with these customers and report the progress of these assigned businesses in time.

The fourth quarter is the end of the year. At this time, we should fully safeguard the business situation assigned by our old customers. First of all, we should gradually understand the development of potential customer resources among old customers, find out loopholes, put forward feasible suggestions in a targeted manner, and strive to achieve the most comprehensive intellectual property protection for customer companies. The agency fee is at least 6,543,800 yuan per month.

Second, make a study plan. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust myself as needed.

Learning direction supplements new energy. Professional knowledge and comprehensive ability are all things I want to master.

Know yourself and know yourself, and you will win every battle. I hope the business manager will give me support in this regard.

Third, enhance the sense of responsibility, service and team. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.

The above is my work plan for 2008, which may be immature. I hope the leader will correct me. The train runs very fast on the headband, hoping to get the correct guidance and help from the company leaders and department leaders. Looking forward to the coming year, I will work harder, treat every business seriously and responsibly, and strive to win opportunities to seek new customers, win orders and enhance business development. I believe I will complete new tasks and meet new challenges in 2008.

Template of daily work plan for automobile sales. Actively learn product knowledge, master sales skills skillfully, and strengthen the training and exchange of sales personnel in the second network.

Second, do a good job in the coordination between the second network and the headquarters departments, maintain the relationship between the second network dealers and the headquarters, and achieve the goal of long-term cooperation and win-win.

Third, according to the manufacturer's policy and the company's policy adjustment, timely introduce relevant policies with operability, notify and supervise the implementation of secondary outlets; Regularly check the secondary outlets, check the implementation of their agreements, sales policies and daily business development.

Four, to help the secondary outlets do a good job of advertising, mainly in the township organization exhibition.

Five, actively explore the market, visit government procurement units and large enterprises and institutions.

After analysis, the model and price of Baojun 630 are very suitable for the taxi transportation industry in Heze City, and it should be listed as the key research object in 20xx. Imagine that if the taxi driving on the streets of Heze is a Baojun car, it will greatly enhance the brand influence and market competitiveness. This can also save a large part of advertising expenses for the company.

6. In order to expand sales channels, improve the market penetration rate of brand stores and expand the radiation area, the company should increase secondary outlets in blank counties. Looking for secondary dealers with good sales ability and certain economic strength as partners.

It is believed that under the influence of SAIC-GM-Wuling brand, with the strong support of company leaders and the efforts of all employees of Zheng Xin 4S shop in Heze of Baojun Automobile, Baojun Automobile will surely open the Heze market quickly. Strive to achieve 40% of the total sales of secondary outlets this year.

Facing the existing market, I have a high entrepreneurial passion and multiplied information, and at the same time, I feel a great responsibility. In the following sales work, I will be more aggressive and try my best to do everything well, whether it is personal sales performance or the sales performance of the whole sales team, I will try my best to do it.

I wrote down my future work plan and kept it in mind, as follows:

First, the sales target.

Lead the team to complete the sales plan and target of the month issued by the leader.

Two. Supervise and manage the daily sales work of the sales exhibition hall and sales staff.

1, instrument dress: uniform work clothes and badge.

2. Exhibition Hall Cleaning: Check the cleanliness of vehicles and negotiation tables in the exhibition hall regularly every day. The vehicles that everyone is responsible for must be tested before 9 o'clock, and all the exhibition cars must be unlocked. Handle emergencies in the exhibition hall at any time and report to the sales manager when necessary.

3. Reception at the front desk of the exhibition hall: If the personnel on duty leave their posts for special reasons, they need to find a replacement, and the replacement will bear all the responsibilities of the front desk duty. Check the discipline of sales staff in the exhibition hall at any time.

4. Daily work of sales staff: regularly spot-check the positioning of sales staff at the customer level and the return visit degree of three forms and two cards, and investigate the sales process of sales staff. Coordinate the daily tasks of sales staff and tasks that need to be completed, such as authorized time and policy changes of manufacturers. Handle emergencies in the exhibition hall at any time and report to the sales manager when necessary. Report the whole day's work and the tasks to be completed tomorrow to the sales manager at regular intervals before leaving work every afternoon. Handle customer complaints within the scope of duties and improve customer satisfaction.

Template of daily work schedule for automobile sales. First, improve the basis of sales management

Work focus:

1, carefully study the business policies issued by the company, and do a good job in ordering, invoicing and management;

2. Closely follow the marketing of factories and companies;

3. Quickly open the market by implementing the brand marketing plan;

4. Improve the team's business skills through a series of sales management training programs;

5. Improve the department management system and standardize the department operation platform.

Working ideas:

1, 5S exhibition hall site management

A, the exhibition hall layout is warm-create a warm and comfortable sales environment with customers as the center;

Form sales tools-unified printing of contracts, sales documents and DMS system to standardize and standardize the work;

C, real-time sales kanban-dynamic real-time management of sales team goals and progress, to motivate sales staff to carry out sales competitions.

2. Standardized management of exhibition hall personnel

A. Professionalization of A.gfd-dress code and smile service;

B. Standardization of reception services-telephone reception process, incoming reception process, pricing card registration process, pricing card management process and car delivery process;

C. Normalization of inspection —— Standardize the reception process of gfd and exhibition hall staff, requiring daily inspection, weekly spot check, long-term adherence, urging staff to be conscious and form habits.

3, sales staff management

A, regular meeting summary institutionalized-morning meeting, night meeting, weekly meeting, monthly sales summary analysis meeting and activity summary meeting;

B, meticulous training and assessment-vehicle introduction, business knowledge training examination, negotiation skills training, competitor knowledge assessment, sales speech drills, etc. ;

C standardization of business handling-standardization of quotation signing process, order and change process, price concession application process, vehicle delivery process, insurance loan licensing process, etc.

4. Key points of enterprise management

A, scientific data analysis-electricity intake, test drive rate, exhibition hall turnover rate, outdoor display turnover rate, personal productivity of sales consultants, etc. ;

B. Differentiated sales model-innovative service model based on customer's feelings, so that people have no me and people have my details;

C, sales task indexing-from the annual plan to the quarterly, monthly and weekly indicators, we should always pay attention to accurately grasp the task indicators;

D, sales team competition-the sales team competition is normalized through irregular group sales competition, promotion, kanban management, bringing the old with the new, monthly assessment and elimination of the last place;

E. Systematic sales training-from business process training to sales skills training, from on-site management training to activity organization training, from post qualification training to ability improvement training, etc. , running through all employees;

F. Rigorous activity organization-formulate the outdoor activity plan of the store rigorously and meticulously, fully communicate with all departments to implement the coordination and division of labor, and formulate emergency plans to ensure that the number of customers invited reaches the standard, the atmosphere at the scene is active, publicity materials are distributed in an orderly manner, and crisis events are handled properly;

Second, cultivate and build an excellent sales management team.

Work focus:

1. Summarize the management deficiencies in the early stage, analyze and propose improvement plans, and continuously improve management capabilities;

2. Take the market as the center and constantly explore sales innovation and service differentiation;

3. Always pay attention to the KPI indicators of the company's overall operation and make continuous improvement;

4. Improve various management systems and processes, and implement performance appraisal system for all sales personnel;

5. Establish a high-quality, professional sales team.

Working ideas:

1, pay attention to KPI operation indicators and reduce departmental operating costs;

2. Refined inventory management. According to the monthly sales volume and deferred sales volume, combined with the number of vehicles in stock and the date of ordering vehicles on the way, after fully studying the internal and external environment, make a monthly order analysis plan to improve the capital turnover rate;

3, sales innovation, cooperate with the marketing department, after-sales service department and other departments to actively explore customers and secondary outlets, actively promote brand activities, pay close attention to social hotspots and industry development, plan sales plans in combination with vehicle characteristics, and timely carry out second-hand car replacement business, automobile consumer credit business, boutique sales business, etc. ;

4. Do a good job in customer asset management, continuously improve customer satisfaction, hold regular customer maintenance activities, study and analyze customer complaints and handle them, conduct customer questionnaires, and refer customers.

5. Plan for continuous improvement of business skills, carry out the service star of keeping smiling, carry out the star of efficient work, carry out the training plan for improving job skills, and compete for jobs to form a good atmosphere for employees to love their work, study their business and become self-taught;

6. Constantly optimize and improve business processes, create management benefits, and constantly improve and formulate clear and rigorous rules and regulations and business processes in practice;

7, improve the reward mechanism and assessment, reward diligence and punish laziness, commend advanced, and advocate teamwork spirit;

8. Long-term team building, discovering and cultivating talents, guiding and planning employees' career, making difficult work plans, encouraging employees to challenge the peak, caring about employees' lives, and paying attention to the exchange of ideas;

Third, establish a distribution network.

1. Investigate and evaluate partners.

Establish 2-4 joint-stock regional distribution centers in the form of joint venture, so that the interests of partners and the company are closely linked, simplify the cumbersome workflow and possible contradictions, and reach a consistent goal.

2. Establish a regional distribution center.

Each distribution center has eight functions: vehicle sales, storage and transportation diversion, parts distribution, fund settlement, information feedback, service support, training evaluation, market management and standardization. Through each distribution center, we can directly go deep into the market in each jurisdiction and understand the market changes more directly, accurately and timely.

The distribution center uniformly supplies goods to the agents within its jurisdiction. Agents directly face local end users and do not carry out wholesale sales. The agent predicts the product demand of next month to his distribution center every month, and the distribution center predicts the product demand of next month to the sales department of 4S shop. This practice is conducive to promoting the analysis and prediction of the market by agents and distribution centers, quickly responding to market changes, unifying prices, standardizing operation and management, and not easily causing business overlap of agents.

Distribution characteristics

1, direct selling

It is sold directly to end users by 4S stores.

2. General agent type

4S shop → regional general agent → regional agent → terminal agent → customer.

3. Franchise agent type

4S shop → distribution center → regional agent → customers

4. Brand monopoly

4S shop → regional specialty store → customers

Situation analysis

Advantages-Have the most perfect service.

Automobile Sales & Service Co., Ltd. is the first standard store in the region established according to global standards, and also the first 4S store in the province to operate automobiles. We have a first-class standard exhibition hall and maintenance workshop, as well as supporting various testing instruments and maintenance equipment, and have the ability to provide customers with one-stop automobile sales and after-sales maintenance services.

Disadvantages-low awareness of their own service brands.

Since 2008, automobile consumption in first-tier cities in China has been saturated, and some cities have begun to limit their licenses. With the rapid development of national and local transportation to cities, it will also curb automobile consumption. In the course of operation, although we are aware of the importance of service and determined to improve brand awareness, for 4S stores, sales still depend on the brand of manufacturers to a great extent, and this business model will become increasingly difficult to adapt to the fierce market competition. At present, the customers of 4S stores are narrow, and the publicity in various sales markets is not enough. Most of the customers who deliver cars now come from friends. The communication platform and communication mechanism with customers are not well established, and the first-hand information of customers can not be obtained for a long time, which leads to the inability of 4S stores to conduct in-depth research on competitors' situation, target customers' grasp, consumers' purchasing behavior and purchasing psychology. Because the benefits created by information feedback function are not obvious, it does not reflect a lot of valuable information put forward by customers after serving them.

Opportunity market potential and rapid development of regional economy.

In recent years, people are more and more inclined to buy vehicles in 4S stores, and various brands of 4S stores and city exhibition halls have mushroomed, and the sales of traditional hypermarkets have also begun to decline. At present, the automobile market has not completely ended the era of violence. Just by selling new cars, traditional after-sales service and factory rebates, you can still get some income, but in the long run, it will soon enter negative growth and deficit. Since 2008, the economies of various regions and states have maintained rapid development, and economic prosperity has driven automobile consumption. Local governments are also stepping up efforts to support the automobile industry, which will further drive people's demand for automobiles. Nowadays, people pay more and more attention to safety, which is famous for its safety, and the functionality of service is also in a leading position among peers, which also meets customers' demands for service.

Threats-Threats from competitors

Automobile 4S stores face strong competitors, such as:,,, and other automobile 4S stores. Among them, and has a huge * * * and target market, is facing severe competitive pressure.

Fourth, the sales strategy.

1, target market

As the first 4S shop to operate cars, different marketing mix measures should be taken in its operation to meet the different needs of consumers. Because our store is located in the East Third Ring Road, which is far from the main supermarkets, our primary target should be the local market, and our secondary target should be the urban area and supermarkets.

2. Service strategy

For core products, we must first ensure that all products can meet the storage and transportation requirements of customers in terms of quality, appearance and modeling. In order to establish a good brand image, we should increase diversified publicity on power quality, fuel economy, driving stability, braking and handling that customers pay attention to. Provide credit, annual inspection, second-hand car replacement, free door-to-door service, decoration and other services in line with customer interests. We should not only adhere to customer-oriented service, but also serve customers wholeheartedly, sincerely and enthusiastically, and be superior to the services provided by competitors in pre-sales and sales.

Five, according to the specific situation to develop sales targets.

Cost budget of intransitive verbs

1. Plan to purchase the second platform (the specific model will be ordered separately according to the market situation);

2. The planned purchase capital is about 10,000 yuan.

Template of daily work schedule of automobile sales 5 I. Preparation period

Work objective: Do a good job in the preparation of the store to ensure the smooth opening of the store as scheduled. Key points:

◆ Formulate initial brand marketing plan and sales/service business plan; ◆ Personnel recruitment and training; Complete the training and certification of various positions of the manufacturer ◆ Store construction and factory acceptance (hardware/software); ◆ Preparations for the opening ceremony

Working ideas:

1. The main work of the general manager:

● Learn to master the group management regulations and corporate culture, and enter the role of general manager as soon as possible; ● Learn, understand and communicate the manufacturer's business policies;

● Learn to master brand history, brand characteristics, market positioning and vehicle selling points;

● Analyze the consumption habits and preferences of vehicle customers of this level in the local market; Collect the annual sales volume, market price information, market share and main sales strategies of competitors; Collect the data of local ownership and annual brand number of the brand;

● Organize the sales and marketing team to discuss, study and formulate the brand marketing plan and sales/service business plan in the lead-in period;

● Organize and coordinate the internal and external resources of the Group, and formulate the countdown work plan for store internal acceptance, manufacturer acceptance and opening celebration activities;

2. Introduction period (three months after opening)

Work objective: to quickly start all business activities of the company and improve the basic system of operation and management. Work focus:

Seriously study and make full use of the manufacturer's business policies, and do a good job in order billing management; ◆ Closely follow up the marketing, assessment and rebate implementation of manufacturers ◆ Quickly open the market by implementing the brand marketing plan;

◆ Improve the team's business skills through a series of training programs on marketing management; ◆ Improve the company's various management systems and standardize the company's operating platform;

Working ideas:

● 5S management of exhibition hall site should:

Warm layout of the exhibition hall-customer-centered, creating a warm and comfortable sales environment;

Table format sales tool-table card management (three tables and one card) should be uniformly printed and standardized;

Real-time sales kanban-dynamic real-time management of sales team goals and progress; Intuitively motivate sales staff to launch sales competition internally;

Standardized management of exhibition hall personnel;

Gfd professionalization-advocating smiling service; Dress code;

Standardization of service reception-telephone reception process; Reception process of exhibition hall (front desk); Card registration process; C card management process; Sales delivery process; Service reception process; Normalization of inspection work-standardize the reception process of gfd and exhibition hall personnel every day and week; Long-term persistence can make people conscious and form habits;

Marketing management to be done by sales staff;

Institutionalization of regular meeting and summary-morning and evening regular meeting, exhibition summary, activity summary and end-of-month sales summary analysis meeting; Careful training and assessment-explain the six directions of models one by one, and constantly train and test business knowledge (customer negotiation skills training; Knowledge evaluation of competitor model; Ask and answer. Speech rehearsal ...);

Business processing-standardization of quotation signing process; Order change process; Price preference application process; Vehicle delivery process; The insurance license handling process should be standardized.

● Key points of sales management: scientific data analysis;

Daily visit to the exhibition hall (electricity); Test operation rate; Transaction rate of exhibition hall; Sales turnover ratio of exhibition hall customers; Proportion of major customers (group purchase); The proportion of outdoor exhibitions and activities; The productivity of each sales consulting unit; The ratio of unit car purchase to private car purchase;

Marketing model differentiation: we should always start from the customer's feelings and innovate the service model so that people have me and people have me;

Sales task indexation: subdivide quarterly, monthly and weekly sales indicators from the annual plan, and the sales department should always pay attention to and accurately grasp the top-down task indicators;

Competition of sales team: The competition of sales team is normalized through irregular group sales competition, adjustment of promotion policy, kanban management, "one-on-one" of sales consultants, bringing in the old with the new, monthly assessment and elimination of the last place.

Systematic sales training: from business process training to sales skills training, from on-site management training to activity organization training, from post qualification training to ability improvement training, sales training should run through the whole process of 4S operation and involve the whole sales team; Step by step, planned and systematic training needs to be implemented continuously;

Strict activity organization: formulate the store manager's (outdoor) activity plan rigorously and meticulously, fully communicate and implement the coordination and division of labor among various departments, and formulate emergency plans to ensure that the number of customers invited into the store reaches the standard, the number of A cards reaches the standard, the atmosphere at the scene is active, the publicity materials are distributed in an orderly manner, the on-site control is effective, and the crisis events are properly handled;

Maximize the manufacturer's rebate: carefully study the manufacturer's business policies, make a comprehensive monthly car booking/monthly quarterly sales/marketing investment/manufacturer's CS survey, and cooperate with the marketing, resources, finance and other departments to determine the sales data submission scheme to ensure the maximization of the manufacturer's rebate.

● Key points of business management in Marketing Department:

1. Market and competitor information collection and market information analysis-monthly market analysis report

2. Short-term/long-term marketing strategy formulation-monthly marketing plan; Monthly advertising budget report;

3. Event organization and media public relations-form an "event organization plan": auto show event organization; Organize outdoor exhibition activities; Exhibition hall gathering organization and site control; Media invitation; Media relations maintenance; Write and publish soft articles regularly;

4. Advertising execution and effect monitoring-monitoring and counting the increase of advertisements in stores (electricity); Monthly statistical report of advertising channel effect, evaluation report of special marketing activities effect.

5. Development and management of promotional tools: according to the feedback of sales and customer demand, timely make promotional materials, develop automobile products, activity gifts and various promotional tools, and cooperate with the sales department to improve the transaction rate and automobile aftermarket sales;

6. Differentiated media (online) communication plan:

Carefully analyze the brand audience and consumption target customers, collect and count the influence of various brand communication channels and competitors' main communication channels, formulate the media and public relations strategy during the introduction period, integrate the media delivery combination during the introduction period, determine the direction of media public relations soft articles during the introduction period, and take the differentiated online communication outside the traditional communication channels;

● Key points of resource department management: monthly average sales volume, sales progress of key models and inventory matching analysis; Number of months of inventory for each model (safety inventory equivalent); Inventory structure analysis (overdue inventory warning); Online vehicle information; Number of orders approved internally; Implementation of manufacturer's ordering system; Track the manufacturer's rebate (cooperate with sales department and finance department);

● Key points of after-sales maintenance business management:

Daily visits and maintenance output value; Gross profit margin of service department; Gross profit margin of accessories sales; Gross profit of warranty claim; Average mechanical output value; Average amount of a single work order; Reasonable spare parts inventory and turnover rate; Workshop technician training assessment compliance rate; One-time repair rate; Workshop productivity; The construction of workshop safety management system: the satisfaction rate of handling major customer complaints; Vehicle ownership data and customer information management;

Three. Operation period

Work objective: To cultivate and establish a dynamic 4S management team. Work focus:

Summarize the shortcomings in the early operation management, analyze and propose improvement plans, and constantly improve management capabilities. Take the market as the center, and constantly explore marketing innovation and service differentiation; ◆ Always pay attention to the KPI indicators of the overall operation of the enterprise and make continuous improvement;

◆ Improve various management systems and processes, and implement a performance appraisal system for all employees ◆ The working idea of building a high-quality and highly professional 4S operation team;

1. Pay attention to the main operating indicators KPI to reduce operating costs;

After three months of trial operation, the company entered the operation period. As the general manager of 4S store, he should pay attention to the annual/quarterly/monthly sales target progress in real time; In order to adjust the plan, at the same time, formulate corrective measures and strive to achieve the planned objectives; Pay attention to the changes in the amount of funds occupied and the cost of funds in the overall 4S storefront; Regularly analyze the gross profit of sales and after-sales units; Gross profit margin of accessories; Monitor changes in management fees; Guide the financial department to calculate the number of capital preservation units and return on investment; By adjusting and introducing various new management systems, operating costs are continuously reduced; 2. Refined invoicing management:

According to the monthly (three-month) average sales volume, best-selling and slow-selling vehicles, combined with the number of vehicles in stock and the arrival date of vehicles ordered on the way, fully study the internal environment (recent characteristics of regional markets) and external environment (car scheduling and business policies of manufacturers, new car release and promotion policies of competitors)-analyze the total inventory structure, predict the future resource gap of vehicles, make monthly order analysis meetings, approve order plans within the group, increase capital occupation and improve capital turnover.

3. Maintenance of factory relations:

Maintain long-term and good cooperative relations with manufacturers-ensure sufficient inventory in peak season and do not hoard a lot of goods in off-season; Understand the business policy thoroughly and ensure the maximum rebate-manufacturers strive for joint activities and strive for the maximum advertising support of manufacturers;

Establish a good personal relationship with the regional manager of the manufacturer's network and inquire about various business policies in advance-if you want to stay ahead of the market, you must follow closely behind the manufacturers.

4. Do a good job in cost control:

Through the examination and approval of monthly financial statements and daily expenses, the general manager grasps the changes of management expenses, controls the expenses well, and controls and optimizes the financial expenses through financial management; Through the research with financial and tax personnel, cooperate with the group company to do a good job in single-store tax planning and reduce the overall tax revenue.

5. Marketing innovation+channel innovation:

Organize the sales and marketing department to actively explore key customer negotiation, government procurement, group purchase and secondary network development; Actively negotiate business brand promotion activities consistent with sales brand target customers, and plan and implement alliance marketing activities;

Pay close attention to the trend of the times and recent social hotspots, plan online (offline) marketing plans and expand communication channels in combination with the characteristics of models themselves;

Make full use of the new technologies and means of network marketing in the Internet era to integrate and spread network marketing activities; Actively cooperate with the national or regional marketing activities organized by exhibitors to tap the local market level.