Work objectives and plans of the sales department
There have been some successes, some failures, some good ones and some bad ones in the past. In any case, they have all become history. Now I have received a new product. My slogan is: Don't make excuses for failure, just find ways for success.
My quarterly personal sales work plan is: run more, listen more, summarize more, think more, feel more, solve more, use your head and visit more, and be sure to be a "scud with a copper head, an iron mouth and a rubber belly". Be a strong salesman.
The work plan for the fourth quarter is as follows:
First, the market SWOT analysis
(1), advantages: large enterprise scale, abundant funds, low price and guaranteed product quality.
(2) Disadvantages: the product is in the introduction period, all aspects are immature, customers are unstable, and conditions are limited (there is no own logistics distribution).
In short, the old brand is king and the market and customers are stable. If you want to make a difference in this mature and highly competitive smoke-free battlefield. We must work 10 times harder than others.
Second, the product demand analysis
1, baby carriage manufacturing: mainly: baby carriages and children's beds.
2. Leisure products companies: mainly tents, hammocks, hanging chairs, leisure tables, etc.
3. Furniture industry: mainly: hardware furniture.
4. Sports and fitness industry: mainly: single parallel bars bicycles, etc.
5. Metal manufacturing: mainly: fences, guardrails, student beds, etc.
6. shipbuilding and so on.
Three, personal work plan is as follows:
1, focusing on developing customers, supplemented by investigating customer information, and combining the two to * * * open up the steel pipe market.
2. For old customers, we should always keep in touch, visit frequently, communicate with customers more, and stabilize the relationship with customers. Give priority to key customers.
3. While having old customers, develop new customers and find out potential customers.
4. Strengthen the study of business and professional knowledge, listen more and talk less when communicating with customers, accurately grasp the needs and requirements of customers for products, and put forward reasonable suggestions.
5. Learn more about customer information, establish key customer files, and be close to potential customers.
6. Grasp the types of customers, adopt different sales models, combine self-improvement with innovative will, and summarize at different levels.
Four, the requirements for their own work are as follows:
1, make a summary once a week, and make a big summary once a month to see what mistakes there are in the work, correct them in time, and don't make them again next time.
2. Know more about the customer's status and needs before meeting the customer, and then get ready.
3. Have a correct attitude towards all customers, leave a good impression on customers and establish an image for the company.
When customers encounter problems, they can't ignore them. We must try our best to help them solve these problems. Bring our customer service to customers and let them feel the warmth of our company. Buyers worry, users rest assured.
5. Have a healthy body, an optimistic mood and a positive attitude. Be friendly to colleagues and loyal to the company.
6, communicate with colleagues, business exchanges, more discussion. In order to continuously improve business skills and level.
7. By 1 1 month, we should have two or three stable customers. Ensure the business volume of steel pipes.
8. 10 is a very severe period, the business has just started, the market has just started, and I don't know much about the customers in the market. I hope to get one or two orders.
Work objectives and plans of the sales department Part II
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-the electricity consumption at the store, the test drive rate, the transaction rate of the exhibition hall, and the transaction rate of outdoor display.
Ratio, 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 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.
_ _ _ _ _ Auto Sales & Service Co., Ltd. is the first standard store established in _ _ _ _ area according to _ _ _ global standards. And it is also _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ S shop 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 economy has been developing at a high speed. Economic prosperity has driven automobile consumption, and local governments are also increasing their support for the automobile industry, which will further drive people's demand for automobiles. Nowadays, people pay more and more attention to safety. _ _ _ _ _ is famous for its safety, and its service functionality is also in a leading position among its peers, which also meets customers' demands for services.
Threats-Threats from competitors
_ _ _ _ _ Auto 4S stores are facing strong competitors, such as _ _ _ _, _ _ _ _, _ _ _ and other auto 4S stores. Among them, _ _ _ _ _ _ _ _ _ _ and _ _ _ _ have great * * and target markets, and _ _ _ _ is facing severe competitive pressure in this respect.
Fourth, the sales strategy.
1, target market
As the first 4S store in _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
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.
Verb (abbreviation for verb) sales target
Company goal: _ _ Exhibition hall planning goal: _ _ (_%) Channel planning goal (_ _ surrounding stores and local state agents):? _ _ _ units (_ _%)
Cost budget of intransitive verbs
1, planned purchase times _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
2. The planned purchase funds are about _ _ _ _ _.
Work objectives and plans of the sales department Part III
1. Expand the sales team and strengthen business training.
The introduction and cultivation of talents is the most fundamental and core, and talents are the primary productive force. Enterprises will stop when no one is around, increase the introduction of talents and replenish the company's fresh blood. Iron battalion is a mobile soldier, so we are trying to retain reasonable talents. Choose the right people, use good people and use the right people. Strengthen communication with the office staff of the company, select and introduce more excellent sales staff, use their own relationship, integrate some business personnel, use the salesman's strategy to introduce, strive for more business personnel, increase recruitment, and improve the company's staffing and the establishment of the early sales team. In addition, recruit some mature technical and business personnel in the market. I intend to focus my work on setting an example and cultivating new ones. First, I mainly do a few examples to set a good example. Because the power of example is infinite.
Man is plastic, but he is inert. The knowledge training, professional knowledge and sales knowledge training of the sales team can never be relaxed. Training is an important means to establish and consolidate business teams. Regular training is of great benefit to the psychological shaping of sales staff. And according to the development of business personnel, select, introduce and train regional managers. Business people will be more motivated.
2. The sales channels are perfect and the sales channels are sinking.
In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products. Reasonably and effectively decompose the target.
_ _ _ _ _ three provinces, the market is the core competition area of the company. In these three provinces, it is necessary to improve the sales team and sales channels. On the one hand, it is the allocation of personnel, on the other hand, it is the integration of customer resources and the key areas of customer personnel. We should set an example for the company here and establish a model market. Cloning is complicated.
Other provinces and cities mainly focus on an existing business staff, focusing on finding partners and some big agents. Companies that take the wholesale route should relax their sales policies appropriately.
If the business personnel explore the market by themselves, the company will provide business support in the early stage, focusing on training for one month, and technical support for three months in the later stage.
3. Product adjustment and product update.
Products are the lifeline of enterprises, not what we want to buy, but what customers want to buy. What we bought and what our customers want to buy. Finding the needs of customers is fundamental. Therefore, product adjustment should be combined with the market. In addition, we should also consider the profit of the product. If the product is unprofitable, there will be no living space. The same is true for customers. Customers don't buy products, but profits, and profits are the profits they get from the products they buy. The principle of rational distribution to maximize product profits is the only unchangeable rule. Enterprises are not welfare homes, and creating maximum value for enterprises is the most basic requirement of management. The change from development to making money is the last word.
The life of a product is limited. Constantly increasing new products, on the one hand, shows the strength of the company, on the other hand, also shows the vitality of the company. Eliminate unprofitable and inappropriate products. Combined with the professional quality of the company's business personnel, the products should be adjusted from three aspects: conducive to the company's development, conducive to the sales of business personnel, and conducive to customer demand.
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