Personal Work Plan of Sales Representative 1 How to write it?
First, try to make a daily workflow table. People who don't have work goals and schedules are always carefree, while people with clear goals and full schedules have no free time, and every time will be meaningful and valuable. So we should get into the habit of making work flow charts every day.
1. For the home improvement salesman, the workbench should put the things to be done and the people to be seen first. For example, if you have an appointment with the client to meet or measure the house the next day, then you must arrange the trip in combination with the time and place agreed by both parties. It is best to do business near the appointed place.
2, the worksheet should learn to set aside a period of time, don't be nervous about calculating time. For example, I originally planned to do business in the community in the morning, and I met a customer at two o'clock in the afternoon. It takes half an hour to drive in the middle, so you can't schedule the time to 65438+ 0: 30 in the afternoon. At least you should leave a gap of half an hour, one is to prevent accidents on the road, and the other is to respect customers.
3. Take the worksheet and check it at any time. You can't work in the same way every day, but at least the worksheet allows you to grasp the main work.
Second, the one-day schedule (for reference only)
1, morning meeting training and learning (8: 00-8: 40) We suggest that every company hold morning meeting training to bring together salesmen and designers. If the department is relatively large, the morning meeting of the business department can also be held separately. A host and a lecturer are arranged for the morning meeting every day, and everyone takes turns to be the host and lecturer, so that everyone can create a platform for internal learning and training, and everyone can participate. The morning meeting should not be too long, just half an hour to 40 minutes, and the content can be promoted circularly.
2. Design follow-up (8: 40-9: 00) After attending the morning meeting training, the salesman should communicate with the designer alone. Salespeople can report the new news, new requirements and new ideas of customers to designers, and at the same time, they should urge designers to work, avoid designers from delaying your customers because of their busy work, communicate with designers, and better coordinate the relationship with customers.
3. Visit (telephone visit and telephone follow-up) (9: 00-9: 20) After communicating with the designer, the salesperson should visit or follow up the customer. Generally speaking, after 9 o'clock, customers have passed the busy period at the beginning of work, which is a good time to make a phone call. It is best for salesmen to make phone calls in the company to facilitate telephone recording and create a better telephone communication environment. Secondly, if a customer needs to measure the room, it is best to get in touch with the design department in time, and the customer can communicate directly with the designer if he has new ideas. Salespeople should get into the habit of following up with customers every day.
4. Take action in the community (9: 30- 17: 00). This time is mainly used to contact new customers and cultivate their own customer resources. Of course, according to the actual situation. If the house is delivered in the community, you need to go to the community in advance, the morning meeting can be cancelled, and the phone can be cancelled. You can go out early and come back late at night. If there are more customers in the community after work, you can go back later.
5. Call back to the company (17: 00— 18: 00) (If the salesman has collected the phone numbers of many customers, I suggest going back to the company early in the afternoon to call the customers in the company. This is the best time to call.
6. Conduct customer analysis at night; After work in the evening, the sales staff should get into the habit of analyzing the customers they contact during the day. They can combine the customer analysis table published by the company. Only by accurately analyzing and positioning customers can we find the skills and breakthrough points of better communication with customers. The next morning, communicate the content of customer analysis with the designer or supervisor.
7. Make a list of the day's events (customers and interpersonal relationships) at night. I hope you can add new people to your list every day and register the information of customers and new friends completely. A daily growth list is a way to keep your performance growing.
When making a 20-year plan, let's first briefly review last year's work:
1. More seriousness than innovation is still insufficient: over the past year, I have been conscientious, proactive, and seriously participated in every activity of the studio to do my job well. Cooperate with other members of the studio, help each other and make progress together. I can make full use of the opportunity of studying textbooks with other teachers in my school and discuss and communicate with you. However, I can't finish every class at ordinary times, and I always feel that it is a pity to innovate teaching.
2. Read more and write less: At the request of Zhuang School, I feel that I have paid more attention to educational and teaching magazines this year than before. For other famous teachers, I will also pay attention to their research and activities, and I will often take some educators' books to have a look and read, but I always feel that I have not absorbed much, and it is particularly difficult to transform other people's theories into my own. So I am really lacking in writing, which is my shortcoming.
This year's plan:
1. learn more solidly: to be a research teacher, you must first be a learning teacher. Only by letting scientific theory guide teaching practice can we better grasp the correct direction and better reflect the effect of teaching and scientific research. Imagine this year:
One year: intensive reading of three educational and teaching monographs. The specific bibliography is determined according to the recommendation of Zhuang School. Excerpts or comments should be made during intensive reading to promote real internalization.
Every month: browse at least one educational magazine;
Record at least one excellent article;
Read at least one non-educational magazine.
Every day: Take study notes of at least 300 words.
Strive to further broaden the breadth and depth of reading this year and lay a good foundation for further in-depth study, education and teaching.
2. Learn a little in class: the classroom is always alive, and teachers are always required to be smart and creative in teaching, which requires teachers to study persistently in teaching. Imagine this year:
One year: the studio has at least two public classes;
Attend at least two open school courses.
Weekly: Listen to at least two classes;
Write at least one article about education.
Every day: delve into at least one class and write a good reflection on teaching after class.
This year's classroom teaching research continues to focus on studio research topics and school research topics. With the east wind of subject research, I strive to effectively sum up my scientific research ability.
3. Thesis writing should be strengthened: further discover and master the laws of education and teaching, integrate theory with practice, and often make reflective summaries to form high-quality related papers. Strive for at least 2 papers to be published or won prizes.
How to write the personal work plan of sales clerk II
The new year has begun, and our sales work has to start preparing new plans. For our sales clerks, besides ensuring the steady improvement of their sales skills, we should also prepare a general work plan, otherwise we will easily lose our direction in our work and have the idea of giving up once we encounter setbacks, so I have to make a more suitable plan now, so that we can have a foresight.
If you want to be an excellent salesperson, especially an alcoholic salesperson like us, you must be diligent in business. Most of our work results are obtained from door to door. Judging from our sales performance last year, liquor sales are still relatively easy to do now, and most stores and shopping malls are still willing to cooperate with our company, so we must seize the opportunity and strive to develop more customers. In the following days, the first thing I will do is to maintain my relationship with old customers. In addition to sending condolences and gifts to thank you every year, we also need to apply for more welfare subsidies from the company, so that old customers can get more preferential treatment and our company can place more and more orders.
In addition to maintaining old customers, I will also go to my responsible area to see where I am needed. For those stores that haven't accepted our liquor, I will lobby for every store and make this area a customer of our company. Of course, my idea is beautiful, but it still takes personal efforts to achieve it. After all, sales can't be done by your own imagination, you can only impress others through your own words and deeds. Otherwise, it's useless to let your hype impress others' hearts, but it will waste my time with others, so I have to strengthen my business ability. Besides knowing more about the characteristics and price of liquor, I need to know more.
In the new year, I will learn more from the sales staff of the company and see how others carry out sales work. At the same time, I will change my habits, strive to be late for work and leave early, and set a good example for new employees in the company. Finally, I wish our company great success in this year, receive more orders, and every employee can get what he wants!
How to write the personal work plan of sales clerk 3
Making a plan for the next step is a job that our sales staff often do, but I am still a little confused when facing the new year's work this time. At first, I didn't know what New Year's resolutions would give me a good start. Later, I thought about it for a long time. In fact, for the future planning, the most important thing is to make a breakthrough, have higher goals and better direction. Therefore, considering various factors, I made a plan for the next work here, hoping to put myself on the right track, and I hope that leaders will give me more advice if there are any mistakes.
First, work attitude.
First of all, for a salesman, attitude is a very important weapon, which can bring us benefits, but it may also make us suffer losses. Therefore, it is very important to control your attitude. Last year, I made some mistakes in my business, because I didn't have a good attitude towards a customer, which led to a complaint. This kind of problem is forbidden in the company. That time also made me miserable. So in the next year, I must pay more attention to my attitude and image, give each other a good impression, and also give each other a feeling of reassurance. I hope that through this attitude and service, the other party can feel at ease and finally reach a deal.
Second, the fineness of the work.
Many times I do things a little ambivalent and careless. Maybe it's because there are too many businesses to run, and sometimes I forget some important things. It was not until the last leader mentioned it that I found that I had forgotten it. This exposed my carelessness, so I should pay attention to details no matter how busy I am at work in the future. A person who doesn't pay attention to details must be careless in doing things, and such work is unqualified. I will be more strict with myself, I will be more strict with myself. I hope to live up to the leadership and support of my colleagues. Grasp your own work, improve the fineness of your work, and make this job develop in a perfect direction.
Third, work skills.
As salespeople, besides attitude, the most important thing is our negotiation skills. Any job is skillful. Only when you master the skills can you find your own solution to the problem. Only by practicing these skills to perfection can we have our own unique coping style. At this time, we will produce our own skills, and we will produce our own unique negotiation methods. At this time, with its own characteristics, the transaction rate will be even greater. This is very important, and I have deeply realized it in my previous work. Therefore, in the next work, I will pay attention to learning work skills, enhance my work passion and motivation, and sprint for performance!
How to write a personal work plan for salespeople 4
In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in Henan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects. The analysis of the 20-year personal sales plan is as follows:
First, make a detailed work plan.
Combine the existing resources of the company, make full use of last year's sales report, and strive to open up the advertising market. Although there are many problems in front of me at present, we should try our best to put in terminal advertisements, and at the same time make the developed market solid, so as to attract more long-term customers. According to the growth rate of the company's terminal number, the work strategy and work ideas are adjusted in a targeted manner.
Second, the quarterly work arrangement
1, the first quarter, mainly focused on the cultivation and expansion of the market-the company's influence, popularity and promotion speed, because in the special period of the two festivals, many companies have completed their publicity plans, and there will be an advertising off-season after the festival. I will make full use of this time to supplement my professional knowledge, and at the same time step up contact with customers' feelings and find smaller customers to advertise, but I expect that the other party will ask for a low discount or.
2. In the second quarter, due to the influence of "Labor Day", the advertising market will usher in a small peak period. With the change of the weather, the temperature will continue to rise, and advertisements for bath products, summer drinks, anti-mosquito products, etc. Will be the key development target.
In the third quarter, during the "Eleventh" and "Mid-Autumn Festival", the advertising market will bring a good start for the second half of the year, and some products such as liquor, health care products and gifts will join the advertising ranks. Moreover, with the increase in the number of terminals laid by our company, some long-term large-investment customers can gradually penetrate in to make full preparations for the advertising war at the end of the year.
4. The advertising work at the end of the year is the peak of the year, plus our year-long terminal laying and customer promotion, which is believed to be the hottest time in our advertising department. With more and more people getting married in winter, wedding services and wedding supplies will also join the ranks of advertisements, and the advertising atmosphere of the two festivals will also follow in this environment.
I will work in a targeted and planned way at different times of the year, and at the same time constantly adjust my working ideas, strengthen the development of customers, and correctly raise our advertising sales to a new level.
Third, make a study plan.
1. The advertisement came in, but I expected that the other party would ask for a very low discount or pay for the advertisement with the goods.
2. In the second quarter, due to the influence of "Labor Day", the advertising market will usher in a small peak period. With the change of the weather, the temperature will continue to rise, and advertisements for bath products, summer drinks, anti-mosquito products, etc. Will be the key development target.
In the third quarter, during the "Eleventh" and "Mid-Autumn Festival", the advertising market will bring a good start for the second half of the year, and some products such as liquor, health care products and gifts will join the advertising ranks. Moreover, with the increase in the number of terminals laid by our company, some long-term large-investment customers can gradually penetrate in to make full preparations for the advertising war at the end of the year.
4. The advertising work at the end of the year is the peak of the year, plus our year-long terminal laying and customer promotion, which is believed to be the hottest time in our advertising department. With more and more people getting married in winter, wedding services and wedding supplies will also join the ranks of advertisements, and the advertising atmosphere of the two festivals will also follow in this environment.
I will work in a targeted and planned way at different times of the year, and at the same time constantly adjust my working ideas, strengthen the development of customers, and correctly raise our advertising sales to a new level.
Fourth, strengthen ideological and moral construction.
A person's success is not success, because we are a team. This year, I will also strengthen ideological and moral construction, enhance overall awareness, enhance team awareness, and strengthen sense of responsibility. Do a good job actively. Really get to the point and implement it. At the same time, I will do my best to help leaders reduce their work pressure.
Twenty years have gradually left us. In this year, according to the instructions of the group leaders, the sales department enriched the team and deeply explored the customer base. , and has been significantly improved in all aspects. For the coming year, we have made the following plans:
First of all, the following is the company's total sales in 2005:
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. In the Henan market,-there are many product brands,-Tianxing entered the Henan market earlier, and the product price was chaotic, which caused great pressure for us to open up the market.
Although there are some objective factors, there are also great problems in other practices in the work, mainly in:
1) There are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. There was a customer visit record at the beginning of the work, and the time without record was summed up as-months-days. Generally speaking, the number of customers visited by three salespeople in one day is-months. Judging from the above figures, our basic work of visiting customers has not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
Second, the market analysis
Now there are many brands-markets in Henan, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff.
In Zhengzhou area, because the market first started in Zhengzhou, the market competition in Zhengzhou is very fierce. Because our company entered the market late, it has no advantage in product popularity and price, and there is great pressure to open up the market in Zhengzhou, so we put the main market in regional cities, where the market competition is relatively less than that in Zhengzhou. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. In Henan-the market can be summed up in 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.
How to write the personal work plan of sales clerk 5
Through my work in Polo and Kyle, I found that I lacked many things in all aspects, including poor adaptability, pressure resistance, language expression ability and adaptability. I must overcome these problems in the shortest time and turn these negative effects into the source of power for my work.
First, the understanding of sales work
1, market analysis, formulate sales tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: sales of 6,543,800 yuan+0,000 yuan.
2, timely work plan, monthly plan and weekly plan. And regularly communicate with business-related personnel to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, pay attention to and track performance plan, performance execution and performance evaluation.
4, target market positioning, distinguish between big customers and general customers, treat them differently, strengthen communication and cooperation with big customers, and win the largest market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
7. Don't hide or cheat customers, and promise customers to fulfill their promises in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
8. Strive to maintain a harmonious relationship with colleagues, be kind to colleagues, and ensure the smooth implementation of various functions of various departments during the project implementation.
Second, the specific quantitative tasks of sales work
1, make monthly and weekly plans and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering Beijing's vast territory, large population and traffic congestion, it is best to choose customers in the same or similar location when making an appointment.
2. Before meeting the customer, you should know more about the customer's main business and potential demand. It is best to understand the personal hobbies of decision makers, prepare some topics of interest to each other, and provide targeted solutions for customers.
3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation and acceptance, and complete the work in each stage.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the process of bidding, the corresponding business documents should be sorted out two days in advance, and delivered by courier or to the engineer to prevent any omissions and mistakes.
9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help engineers to undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10, strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the demand of the engineer with the fastest supply time, and strive for early payment.
1 1. After the goods arrive at the site and the equipment is installed in the project, apply to the technical department to arrange debugging personnel to go to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Third, balance sales and life, and work happily.
1. Organize peers to hold salon clubs regularly to enhance mutual friendship and better communication. (See the annex to the meeting)
Although there is competition between customers and peers, they also need to learn from each other and communicate with each other. I've attended similar parties and asked my clients, and they are all willing to attend such parties. So I don't think there is any contradiction. Colleagues can enjoy life outside of work, make the salon a part of life, and work can be carried out in a happier environment.
For old customers, we should always keep in touch. When time and conditions permit, send some small gifts or entertain customers. Of course, banquets are not the purpose, but communication can enhance each other's feelings and better communication.
3. Take advantage of off-duty hours and weekends to attend some classes, learn marketing and management knowledge, constantly try to combine theory with practice, check the latest information and products of the industry online, and constantly improve their abilities. The above is my sales work plan for this year. There will always be all kinds of difficulties in work. I'll ask the leader for instructions and discuss with my colleagues. I will try my best to overcome them and make my greatest contribution to the company.
4, correct mentality, take daily work as a pleasure, a harvest of life. Encourage yourself not to give up every day, and don't let inferiority affect your mood.
5. Ask colleagues with an open mind, ask more questions, learn more, record more, and change your biggest shortcomings. Stick to your goals and fight against your heart. I won't stop until I finish my goal.
6. Be strict with your behavior and do everything in your work with your heart. Do your best.
7. Tell yourself repeatedly every day that I must be the best and I can do it. It's only a matter of time before I can do what others can do. Details of daily work are as follows:
8. The plan for the day is to get up early in the morning and learn classic words every day.
9. Be sure to come to the company before 8: 20 in the morning to prepare for the day's work.
9: 00 ———— 1 1: 00 to develop new customers, and the talk time should be at least 1 hour, and there are more than two interested customers!
11:00 ——12: 00 Follow old customers and strive to improve customer trust!
Relax at noon and stay energetic at work in the afternoon.
14: 00 ———— 18: 00 to follow up the order, develop new customers and talk for at least 3 hours.
Keep the daily call duration above 4 hours, with no less than 5 intended customers. When communicating with customers, ask colleagues or supervisors for advice during this time, and solve the problem on the same day, and never leave it until tomorrow.
D
(1) Improper collocation of verbs and objects? B. The preposition is wrong. Change the word "because" to "for" or "for"? C. If the preposi