2010 building materials industry work summary and 2011 building materials industry work plan

Time passes, snap your fingers, has come to the end of 2010. December into the company, in this more than a month, I jumped out of the school life, began a new study, struggle journey!

Over a month, I familiarized myself with the company's product production process, process processing, product series, models, prices, etc.; to understand part of the market in the sanitary ware industry; to learn the knowledge of sales and marketing, knowledge of sanitary ware products; to practice the marketing skills and strategies ...... Thank you very much for the company to be able to give me such a good opportunity, though. The first business trip I did not complete their own goals, did not develop to the customer, but this learning will be the most valuable asset in my sales career, I try to open the door to the sales of that door, so that I really enter into the role. To accomplish their goals, to achieve their own, beyond themselves!

In 2011, I was responsible for the company's sales work in East China. East China is a large production area, but also a competition tends to heat up the region, therefore, whether it is in the development or maintenance of customers, or regional planning, we must do our best, now I will be the 2011 work plan to do the following planning.

Regional planning

Key areas:

Class A: Changsha, Hefei, Nanjing, Nantong

Class B: Suzhou, Nanchang, Ganzhou, Jiujiang, Xuzhou, Changzhou, Wuxi

General area:

Yancheng, Yangzhou, Huaian, Zhenjiang, Ningbo, Jiaxing, Jinjiang, Changshu, Kunshan, Wujiang, Yixing

Other areas: according to the key areas of the development or maintenance of customers, or regional planning must be perfect. p>Other regions: according to the focus of the region and the general region of the customer development and then dealt with, but also two or more regions can be combined as another regional agent's sales range.

Sales plan

Corporate sales ultimate goal: 4 million

Personal sales ultimate goal: 6 million

Regional sales targets:

Jiangsu Province: 3.35 million

Nanjing: 400,000 Suzhou: 300,000 Nantong: 400,000 Wuxi: 400,000

Changzhou: 300,000 Xuzhou: 400,000 Yancheng: 200,000 Huaian: 200,000 Yangzhou: 300,000 Zhenjiang: 200,000

Hunan: 1 million

Anhui: 700,000

Jiangxi: 700,000

Nanchang: 300,000 Ganzhou: 150,000 Jiujiang: 150,000 Yichun: 150,000

Zhejiang: 500,000

Zhejiang. Hangzhou: 150,000 Jiaxing: 150,000 Ningbo: 100,000 Taizhou: 100,000

Among the key regions, Hefei, Xuzhou, Changzhou, and Wuxi already have customers of the company.

Hefei: customer Sun Fuyao is the general agent in Anhui Province, while doing Kabei and good Laijia two brands, in 2010 sales of more than 240,000, the plan to give the agent in 2011 contract sales minimum target of 500,000, the secondary target of 750,000, the ultimate goal of 1 million, so Hefei is the focus of the maintenance of the object of the year 2011.

Xuzhou: agent Ren Baohua, comprehensive assessment of customer strength, its eight stores, mainly retail-oriented, incidental to the following county wholesale, plans to contract sales in 2011 the minimum target of 300,000, the secondary target of 450,000, the ultimate goal of 600,000, 2011 key maintenance objects.

Wuxi: agent Du Yixin, 2010 has been working together for two months, sales of more than 60,000, and now also mainly retail, after the beginning of spring next year to go over a detailed understanding of the situation, communication **** with the development of a distribution program to assist in the development of the distributor, the plan for 2011 sales of a minimum target of 300,000, the secondary goal of 450,000, the ultimate goal of 600,000, the focus of the maintenance of objects in 2011!

These are the key maintenance targets for 2011.

Changzhou: agent Gu Yongqiang, 2011 has been working with 6 months or so, sales of 120,000, good Mrs. agents in the class A distributors, customer strength is stronger, but more stubborn, plans for 2011 contract sales minimum target of 200,000 yuan, the second target of 300,000 yuan, the ultimate goal of 400,000 yuan. 2011 general maintenance of the object.

Changsha: now there is no good Laijia customers, the need to focus on the development of the plan Changsha will be the first stop as next year's business trips, try to find strong customers in Changsha area, to do the agents in Hunan. Sanitary ware brand Hunan provincial agents are mainly concentrated in Changsha City, Mawangdui building materials market, Mawangdui area and Sanxiang Nanhu Building Materials City, Gaoqiao textbook market. Plan 2011 sales in Hunan Province, the minimum target of 800,000 yuan.

Nanjing: now there are customers, but sales are not good, the first month of next year to go over to see the situation, a little bit of maintenance, not if you are looking for customers in the Nanjing area again. Nanjing area must be done, Nanjing is the benchmark of Jiangsu Province, it is necessary to find the best quality customers in the Nanjing area, which will help the growth of sales in Jiangsu. Nanjing region is the next year's focus on the development of objects.

Nantong: Jiangsu Province, in addition to Nanjing, the largest wholesale market, now there is no good Laijia's customers, but there is a potential customer in Yongxing building materials market inside the wholesale, radiation is very wide, including Huai'an, Yangzhou, Zhenjiang and other places are radiated to the strength of the next year must be tracked in place in the first month, as far as possible to take. If this customer did not take, you can go back to Yongxing Building Materials Market and Bai'an Yijia Home Furnishing Plaza to look for high-quality customers.

Suzhou: there are no good customers in Suzhou, there are a few good retailers in its county-level cities, as retail strength is not bad, the first month of next year to look for the strength of the potential customers in Suzhou, and strive to find high-quality agents, if you really can not find a reliable agent, will consider breaking up the city of Suzhou all the way in the form of retailers to develop in Suzhou to put three or so retailers, then the following county-level cities in each area. In Suzhou, there are about three retailers, and then the following county-level cities are looking for a high-quality retailer in each area. The Suzhou area is a key development area.

In addition, Nanchang City, Ganzhou City, Jiujiang City and Yichun City in Jiangxi Province will also be the main development area next year. Especially Nanchang City and Ganzhou City, the two cities in Jiangxi Province with the greatest influence in the building materials market, it is necessary to create a benchmark customer in these two areas. Zhejiang's Hangzhou City, Ningbo City, Jiaxing City and other areas of customer development will wait until the above areas customers have been finalized, signed the contract and then do detailed planning.

Time schedule

For the East China region in 2011, the first task is the development of agents in Changsha, Nanjing and Nantong. Changsha as the symbol of Hunan Province, find a quality customer, Hunan Province sales task can be carried out smoothly. Similarly, Nanjing and Nantong is the benchmark of the building materials market in Jiangsu Province, the two local customers into the benchmark of Jiangsu Province, other areas of customer maintenance, while the promotion of the brand have an immediate effect. In addition, the contract is signed in various areas as well as the maintenance of customers and other counties to carry out the work.

Now the 2011 rough schedule to do a simple plan, may be in the middle according to the specific circumstances of the small aspects of the adjustment, but the specific direction of the goal is to determine, the first few months focus on the development of regional customers, followed by the development of the general area (the middle of the incidental part of the regional contract signing) is about to be about five months, in addition to the four provinces outside of Zhejiang, the four provinces of high-quality regional distribution is basically completed (except for the provincial agent distribution), and then the general regional development (the middle of the contract signing). Provincial distribution except), and then the next month is mainly customer maintenance and more high-quality customers looking for, as well as second-tier and third-tier city customers digging work.

2011 Program Schedule

Time Main Area Tasks Targets Remarks

February Changsha, Nanjing,

Nantong in Changsha to the development of high-quality provincial agents

in Nanjing and Nantong to the development of high-quality agents

March Jiangsu Xuzhou, Wuxi, Changzhou, Huai'an, Yancheng area contracts; Yangzhou, labeling customer tracking; Suzhou customer development to high-quality agents

March Jiangsu Xuzhou, Wuxi, Changzhou, Huai'an, Yancheng region; Yangzhou Licensing customer tracking; Suzhou customer development; Nanjing, Nantong customers to determine the contract signed; 3.12 promotions

April Jiangsu, Jiangxi, Anhui Hefei contract signed, customer maintenance; the development of good agents in Jiangxi Nanchang, Jiujiang, Ganzhou; Jiangsu market distribution is basically completed Shanghai exhibition invitations issued

May Zhejiang Zhejiang market development, mainly the development of Hangzhou, Ningbo, Jiaxing, Taizhou area agents, Jiaxing, Taizhou area agents, Shanghai exhibition preparations 5.1 promotions

Shanghai exhibition

June Hunan, Jiangsu, Changsha agents, Jiangsu agents, agents of the prefecture-level cities of the maintenance work, in addition to the assessment of the Suzhou region's sales, if it is not ideal, then directly out of the Suzhou decomposition may be adjusted according to the exhibition of the region

July Anhui, Jiangxi customer maintenance, distributor development, Jiangxi other cities agent development

August Zhejiang, Jiangsu Jiangsu Jiangsu customer maintenance, Zhejiang customer development off-season promotions

September Hunan, Anhui, the main two provinces distributor development

October Hunan, Jiangxi, Jiangsu, Anhui, Zhejiang, National Day activities to supervise, as well as the terminal activities to understand the customer's maintenance

Only one of the two provinces, Jiangsu, Anhui, Zhejiang, the National Day activities, and the end of the activities to understand the customers.

November Zhejiang, Jiangsu customer maintenance, small customer development

December Hunan, Anhui, etc. customer maintenance, New Year's Day activities to mobilize, to understand the customer demand for the activities of the series of models, back to the company to report

January Changsha, Hefei, Nanjing, Nantong, the main four important areas of the end of the year to maintain the work of the contract details to supervise the agents of the various tasks If you have time, you can also go back to the office, you can also go to the office, you can also go to the office. If you have time, you can also go to other agents to do the end of the year

Self-fulfillment planning

In addition to the requirements and expectations of the work done, in terms of their own qualities, I think I still have a lot of room for improvement. Doing business, that is, to be erudite, to have a good psychology, to have a broad knowledge, to have a rich experience, to have superior language control and guidance. 2011, I want to be more open to their own minds, to really integrate themselves into the collective life; outside of work, more to go outside to move around, broaden their own horizons, rich in their own social experience and experience, so that the growth of my own Is very helpful, but also very necessary; more importantly, to learn to deal with things independently and autonomously, can not be overly dependent on others, in this regard, leaders and colleagues are my role model.

Of course, in the new year I still have a lot to improve and improve the place, I will continue to summarize and reflect on their own, and strive to adapt to the requirements of the development of the company, to achieve greater breakthroughs. Strive to be able to complete or even exceed the target, so that their own development, the development of good Laijia sanitary ware, are moving to a new level!

January 8, 2011

Managing Director of East China

This I do myself