Sales work plan

How time flies! Our work has entered a new stage. In order to have a better growth in the work, it is time to plan the next step! How to write a work plan to give full play to its role? The following are the sales work plan templates (5 in total) I collected for you, for reference only, and you are welcome to read them.

Sales work plan 1 1. sales strategy guidance and industry objectives:

1, the overall solution provider of RFID industry.

2, cater to market changes, establish their own brand advantages.

3. Drive the sales and development of the whole product line with the project.

4. Commercial chain is still positioned as a big customer.

5. Logistics, retail and education industries are key industries.

Second, the overall sales target:

1. Make the sales volume increase steadily within one year: In the second year, make your products become well-known brands in China, and at the same time form a good reputation in specific industries, and form healthy competition with the well-known RFID overall solution suppliers in the industry before, occupying a certain market share.

2. Annual sales target:

(1) Department: 654.38+million; The basic index of chain business is 4 million, the basic index of weak current general contracting project is 3 million, and the basic index of RFID industry solution is 3 million.

(2) Every employee/quarter: if the hard target is more than 500,000, performance appraisal will be conducted.

(3) Revenue target (gross profit): 3 million.

Third, the operation of the department.

1, the company's business organization, before all the staff can master its business skillfully, people are stable, can have a sense of crisis, can effectively activities, shall not make any changes.

2, a few elitism, whether mental or physical, should be devoted to the work, so that the work will develop in the direction of high efficiency, high income and high distribution (high salary).

3. In order to strengthen the agility and rapidity of functions, the company will greatly delegate power to enable personnel to make decisive choices and achieve the above objectives.

4. In order to realize the responsibility goal and establish the responsibility system, the company will implement the policy of rewarding the superior and punishing the inferior.

In order to make the rules and regulations complete, the company will strengthen various business management (CRM).

6. Enterprise organization

(1) person in charge of chain operation 1 person; Combine publicity, establish channels and run general projects;

(two) sales of other project-based or overall solutions, after the appropriate deployment of personnel, increase the intensity of project promotion;

7, improve the sense of responsibility of sales staff, in order to strengthen the enthusiasm of sales staff, enhance their willingness to sell;

(A) performance incentives-quarterly performance appraisal of sales staff, and strive to achieve realistic and timely incentives.

(2) Coaching sales staff, constantly updating and improving products and solutions to meet market demand.

8. Pay attention to performance and expand customer demand plan:

(a) to do a good job in the market, we must do a good job in market demand forecasting and personal quarterly sales forecasting; Incorporate into personal performance appraisal;

(2) Market segmentation and customer protection plan with CRM.

9. Establishment and control of departmental budget

1) With the sales staff increasing their efforts to face customers directly, it is necessary to establish a budget, and the decision of the budget is usually adjusted up and down with the sales performance.

2) Implement personal responsibility system for expenses and establish personal expense management system; Annual budget funds, etc.

Fourth, the basic concepts and rules of marketing

1, the basic concept of marketing team;

I. Diligence:

B, pioneering and innovative:

C, cooperation * * * wins;

2. Basic marketing rules:

A, every employee should not think that he is a new brand, and the old brand adds new solutions.

The competitor is a similar solution provider in China.

3. Marketing mode (initial market supplement)

A, product sales and project sales, both enter the market by direct selling mode, to ensure consistency.

B. Cooperate with system integrators to determine a win-win model.

V. Price and Channel Sales Strategy

1, high quality, good price and high profit rate is the principle!

2. Make a realistic price list: the price list is divided into two layers, the open quotation and the lowest market price.

Six, after-sales service system

To be refined-released by the technical department and coordinated by the marketing department.

VII. Details of Income and Expenditure

Based on the present situation of this department, many problems need to be improved; Comprehensive data refer to the annual budget table.

Eight, internal personnel management system:

1, hold a working meeting every Monday and submit a working report, with the following contents:

A, the number of sales completed this week b, the project follow-up progress this week c, the work plan and sales forecast for next week.

2, price control (on the basis of the initial operation, in principle, according to the following system)

First, unify the price and discount system.

B. Price approval system

3. Performance evaluation

Sales Work Plan 2 I. Plan Outline

1, with an annual sales target of 6 million yuan;

2.50 dealer outlets;

3. The company has a necessary reputation in the automatic control product market;

Second, the marketing situation

Air-conditioning automatic control products belong to the supporting products of central air-conditioning and other industries, and are restricted by the upstream product consumption market, but the total demand is still considerable. With the continuous improvement of urban construction and people's living standards, as well as the arrival of the product upgrading period, it has driven the sustained growth of the market, thus driving the expansion of the overall market capacity. Hunan is located in the middle of China, and the demand for air-conditioning automatic control products is relatively large:

1, hot in summer and autumn, cold in spring and summer;

2. In recent two years, the real estate industry in Hunan has developed rapidly, and its personality is the construction of middle and high-grade commercial houses and villas;

3. Hunan will be included in the western development and strengthen the construction of various basic projects;

4. Changsha-Zhuzhou-Xiangtan Financial City;

5. Chenzhou, Yueyang and Changde. Many industrial parks and development zones have been built;

6. The improvement of people's requirements for their own lives; To sum up, the personality of air-conditioning automatic control products is that high-grade air-conditioning automatic control products have great development potential in Hunan.

Generally speaking, there are three ways to sell air-conditioning automatic control products: project bidding, real estate group purchase and private projects. The project bidding channel occupies a large share, but the two channels of real estate group purchase and private engineering have developed rapidly and have shown a diversified development trend.

Judging from the sales channels of enterprises, most companies adopt the model of office plus dealer. At this time, in 2007, domestic air-conditioning automatic control products enterprises increased their efforts to lay out the national marketing network and consolidate traditional channels, and strengthened public relations cooperation with design institutes and management departments. For air-conditioning automatic control products enterprises that entered the market late, because the market accumulation time is relatively short and they are eager to open the market quickly, the channel mode of office plus distribution system is basically adopted. In order to respond to the market quickly, all automatic control products entering the Hunan market are stocked in Hunan. Hunan air-conditioning automatic control products have a large market capacity and great potential, and the overall development trend is promising. Therefore, for brands that have not yet entered the Hunan market, there are great market opportunities. As long as they adopt appropriate marketing strategies, they can squeeze into the Hunan market. At present, Shanghai Zhengyi has a weak market base in Hunan air-conditioning automatic control products, and its team is still relatively young, so its brand influence needs to be consolidated and expanded. In the process of sales, we must be very clear about the advantages of our company and play to the extreme; And we should find out the weaknesses of our company and put forward them in time to overcome them and realize the maximum value; Improve the service level and quality, infiltrate the service consciousness into every link of communication with customers, and pay attention to various services such as pre-sale, in-sale and after-sale return visits.

Third, the marketing objectives

1. Air conditioning automatic control products should aim at long-term development and strive to take root in Hunan. In 2009, we will focus on establishing a perfect sales network and model projects, with a sales target of 6 million yuan;

2. Squeeze into the first-class supplier of air-conditioning automatic control products; Become a fast-growing successful brand;

3. Drive the sales and development of the whole air-conditioning products with air-conditioning automatic control products;

4. Short-term marketing goal: to make the marketing performance grow rapidly in a short time. At this time, by the end of the year, our products will become well-known brands in the industry, replacing some markets of products of the same level in the province;

5. Devote to developing the distribution market, and by the end of 2009, there will be 50 distribution partners;

6. Regardless of mental and physical strength, we should devote ourselves to our work, so that our work can develop with high efficiency, high income and high salary.

Fourth, marketing strategy.

If air-conditioning automatic control products want to grow rapidly and gain competitive advantage, the best choice must be the overall competitive strategy of "target concentration". With the rapid development of Hunan's economy and the continuous expansion of urbanization scale, the consumption potential of air-conditioning automatic control products market is huge, and the target concentration strategy is a wise choice of our competitive strategy. Focusing on the overall competitive strategy of "target concentration", we can adopt specific tactical strategies including: market concentration strategy, product belt concentration strategy, dealer concentration strategy and other supporting strategies for target concentration. At this point, we need to divide the Hunan market into the following four categories:

Strategic Core Markets-Changsha, Zhuzhou, Xiangtan and Yueyang

Main development markets-Chenzhou, Changde, Zhangjiajie and Huaihua.

Cultivate the market-Loudi, Hengyang and Shaoyang

Waiting to develop markets-Jishou, Yongzhou, Yiyang,

Overall marketing strategy: the combination of all-staff marketing and direct marketing and channel marketing.

1, target market:

Blooming everywhere, central cities and small and medium-sized cities break through at the same time, focusing on developing industry model projects, vigorously developing key regions and key agents, and rapidly promoting product sales and sales.

2. Product strategy:

Drive overall sales with overall solutions: Our products are required to constitute a complete solution and have successful cases, thus driving the sales of all products. Size interaction: sales of air-conditioning automatic control products drive sales of valves and other products, and products such as valves promote sales of air-conditioning automatic control products.

3. Price strategy:

High quality, high price and high profit rate are the principles; Make a realistic price list: the price list is divided into two layers, the media public quotation and the lowest market price. Formulate higher monthly and quarterly rebate policies and control the marketing system. Strictly control the price system and ensure the first-class dealers, second-class dealers and project engineers. At this time, the price distance between end users is profitable. In order to adapt to the market, the price policy should have the necessary activity.

4. Channel strategy:

(1) Distribution partners are divided into two categories: one is distribution customers, which are our key partners. The second is the engineering customer, which is our basic customer.

(2) Channel establishment mode: a. Take a step-by-step approach, first initialling the agreement, then making the sales forecast table, and then formally signing the agreement to order the first batch of goods. If you don't purchase goods, you can't sign an agency agreement; B. Find important customers, push the goods to the dealers through negotiation, and then our sales and market support will keep up; C choose a competitive attitude among the agents, so that we can take the initiative and take a high profile in the negotiation because of a potential local customer. At this time, you can't enter the market with a low profile; D. After initialling the agreement, the name of the initialling agent can appear in our advertisement, provoking the contradiction between the distributor and the original manufacturer, and we take the opportunity to enter the market; E. In the local regional market, always ensure that a local second-level agent can become a first-level agent, thus becoming a threat to the first-level agent and promoting its development.

(3) The market has the power to push and pull. To achieve rapid growth, the driving force should be adopted at this time. Pulling requires a long period of cultivation. To this end, we will focus on developing channel distribution. In addition, the personnel in charge of key customers and engineers will focus on the industry market and engineering market, and strive to complete 4-5 model projects within three months to build confidence for internal personnel and distributors. By the end of the year, complete your own marketing quota.

5. Personnel strategy:

Basic concepts of marketing team:

A. open your mind;

B. overcome yourself;

C. professionalism;

(1) Vertical contact between business teams, continuous and efficient communication, and quick response. At this time, team building is flat.

(2) Internal reporting system and sales reward system.

(3) Selling products in a professional spirit. Value = price+technical support+service+brand. What is actually sold is the solution.

(4) Prepare a sales manual; Including the rules of the game, technical support, the scope and functions of the marketing department, the problems that can be solved and the support brought.

Sales Work Plan 3 My job function is mainly sales. Although the sales in 20XX are a little scary, I believe that as long as the company can improve more systems, everyone can understand their job functions, cooperate with each other and help each other. Our sales will definitely increase greatly!

The annual sales task of all counters in 20XX is: 6.2 million yuan. See the attached table for details! How to complete the assigned sales task:

1. Formulation of activities

Every counter has two large-scale activities every year, linkage and single store return! We must make sure that every activity can be done well, instead of the previous activities. Time is tight, goods are incomplete, and there is no certain plan, organization and coordination. People who participate in the company feel very single-minded and lack communication and coordination. Everyone works for work, not for success!

2. Strengthen group buying

We will travel with a certain group purchase reward. As long as employees can receive the group purchase, we will implement a certain reward mechanism (calculated by monthly sales commission).

3. Implement the membership system

In order to achieve better sales, membership management is the top priority of our future work. Now the market is a buyer's market. Many brands make us face the competition of loyal members. How can we catch more loyal consumers? This requires us to improve our service capabilities and increase after-sales service. Promote by effective word-of-mouth and promote sales by point and area. So how to provide an excellent service system is the focus of our next work!

4. Maintain a good store relationship.

Getting a better store location will determine half of our sales success. Shopping malls will always be places where many consumers shop, so we should use all resources to strengthen the relationship with shopping malls, let shopping malls serve our brands, expand brand promotion and promote the completion of sales!

5. Improvement of personnel quality

Without a competent guide, it is difficult to sell good products. In the period when the market competition is so fierce and the product homogeneity is very serious, the competition for talents is directly related to whether we can gain a foothold in the market and beat similar competitors. The company should establish a perfect training system to improve the quality of employees in all aspects. Lay a solid foundation for us to complete the sales task!

6. Strengthen communication and coordination among departments.

From the process of working between departments, it is not difficult to find that there are great problems in communication between departments, perhaps because everyone's job responsibilities are not clear, activities often cannot be carried out as planned, and problems always occur in all aspects. While the company strengthens system management, I will actively adjust the way of communication with various departments to make the work plan more clear and clear, and the responsibility lies with people. If it is because of a certain department or a certain personal influence, I hope the company can severely punish it!

7. Store integration

At present, there are eight brand counters, and the sales volume of each store is uneven. The company should remove some shops with poor sales in a reasonable way. For better stores, we should improve store management and provide more services. Strive to make every store a nail for us to enter the market, open up more excellent stores, and promote the brand from point to area. As long as we persevere, we will be able to occupy the market and achieve the expected sales!

The above is my work prospect for 20XX. Please criticize and correct my shortcomings! As long as we can unite as one, everyone can really do their job well. I believe we will summarize with a smile at the year-end meeting next year. Report with commendable sales data. I believe that the year 20XX belongs to our landscape silk.

Sales work plan 4 1, establish hotel marketing public relations communication network.

Establish a perfect customer file, classify the customers according to the key customers who sign the bill, the customers who receive the meeting and the customers with development potential, and record the customer's unit, contact person's name, address, annual consumption amount, discounts given to the unit in detail. Market segmentation: subdivide the market share of individual business, online booking, meetings of enterprises and institutions, travel agency teams, individual business and long-term households. Establish and maintain business contacts with government agencies, enterprises and institutions, businessmen, celebrities, entrepreneurs and other important customers. In order to consolidate old customers and develop new customers, in addition to daily regular and irregular sales visits to customers, at the end of the year or major holidays, we will also send blessings to customers through telephone, messaging and other platforms. This year, we plan to hold a 1 large customer appreciation liaison meeting in due course to strengthen emotional communication with customers and listen to their opinions.

2. Pioneering and innovating, establishing a flexible incentive marketing mechanism, exploring the market and winning customers.

This year, the marketing department will cooperate with the new marketing task of the hotel as a whole, re-formulate the perfect sales task plan and performance appraisal management regulations, improve the salary of sales managers, and stimulate and mobilize the enthusiasm of marketing personnel. To keep a diary, the marketing representative must complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers every working day, and make a comprehensive evaluation of the marketing representative according to the monthly marketing task completion and diary. Supervise marketing representatives to win over group and individual customers through various means, stabilize old customers and develop new customers, and timely understand and collect customers' opinions and suggestions during the visit and feed them back to relevant departments and the general manager's office.

Emphasize team spirit, combine the salary distribution of department managers and marketing representatives with the overall tasks of the whole department, emphasize mutual cooperation and help, and build a harmonious and positive work team.

3. Warm reception and thoughtful service.

Reception groups and conference customers should follow up the service all the time, pay attention to the service image and gfd, be warm and thoughtful, provide distinctive and targeted services for all kinds of guests, and meet the spiritual and material needs of guests to the maximum extent. Make a questionnaire for conference activities, solicit customers' opinions, understand customers' needs, and adjust the marketing plan in time.

4. Do a good job in market research and promotion planning.

Often organize relevant department personnel to collect and understand the information of tourism, hotels, hotels and their corresponding industries, grasp the trend of their operation and reception services, and provide comprehensive, true and timely information for the general manager's office of hotels, so as to make marketing decisions and flexible promotion plans.

5. Close cooperation and active coordination.

Cooperate closely with other departments of the hotel, actively contact and cooperate with other departments of the hotel according to the needs of guests, give full play to the overall marketing vitality of the hotel and create the best benefits. Strengthen the relationship with relevant publicity media and other units, make full use of various forms of advertisements to recommend hotels, publicize hotels, strive to improve the visibility of hotels, and strive for the support and cooperation of these public units for hotel work.

6. Keep a close eye on the latest trends in the industry, investigate the price development trends of peers, strive to gain the initiative and opportunities in the market, and firmly grasp the product advantages in the industry market.

It's no use just considering the sales work plan. Immediate action is fundamental. In order to further improve your work efficiency and work ability, the work plan for September is formulated:

First, the understanding of sales work:

1, constantly learn industry knowledge and product knowledge, bring practical introduction content to customers, better serve customers and show the professionalism of the industry;

2. Make friends before placing orders: develop good friendship with customers, change the role of salespeople, think for customers everywhere, treat customers as their friends, and achieve ideological and emotional integration;

3. Adjust your mentality to further improve your work passion and self-confidence; Treat every day's work with heart, and tap every potential customer;

4. Eliminate the fear of any customer's rejection and communicate confidently and professionally with any marketing call and any potential customer;

Second, the improvement of sales work:

1, schedule;

2, a summary every day, a big knot every Monday, 1 month 1 day; Constantly look for shortcomings in the work, correct mistakes in the work in time, and improve the overall efficiency of the work;

3. Constantly tap potential customers, display products and follow up with customers; Only an optimistic, positive and confident work attitude can have good work results;

4. Make 40 effective phone calls every day, tap potential customers, and visit at least 2 customers every week (this figure is a reference goal, try to make potential customers become sustainable customers):

5. Before visiting the customer, make a comprehensive understanding of the customer (customer's potential needs, position, authority, personal character, hobbies), prepare some necessary topics or activities, better blend with the customer, and the corresponding solutions of professional product knowledge;

6. Telephone sales to the heads of highway sections in Shaanxi Province, Shanxi Province, Jiangxi Province and Henan Province one by one, to tap potential customers, and to follow up and make appointment visits to relevant important customers;

7. Improve your telemarketing skills and communicate with customers flexibly and professionally;

8, through the telephone sales process to understand the use of equipment and instruments in various provinces and cities, procurement and related important tracking;

Third, important customer tracking:

1, section chief Colin and maintenance section chief Zeng of Pingxiang Highway Administration Bureau, Jiangxi Province;

2, Shanxi, Shaanxi, Jiangxi, Henan Province Highway Bureau Maintenance Office;

3. Relevant persons in charge of Lin 'an Highway Bureau, Chun 'an County Highway Section, Changhua County Highway Section and Jiande County Highway Section in Zhejiang Province;

4. North Suburb Highway Bridge Project in Datong City, Shanxi Province;

5. Yao Henan Provincial Municipal Administration Office;

The above is my work plan for September, and I will carry out every work in strict accordance with the plan; Please ask Mr. Wei to give some advice on this incomplete plan. Thank you!