The business manager is equivalent to the regional sales manager. As an enterprise manager, how to become an excellent marketer? The following are the job responsibilities of the business manager. Welcome to browse.

I. Customer sales growth

(a) Network planning (market potential-differences-objectives-promotion measures-evaluation incentives)

1, responsible for the consumer market in the area under its jurisdiction. Through effective market research (yellow pages, customer interviews, historical data), be familiar with and master the resource status of the area under its jurisdiction: the number of enterprises and companies, the income level of each enterprise and company, the consumption level of the company, the sales target and gap, and the number of existing outlets.

2. Be responsible for the order satisfaction rate of the market under its jurisdiction. According to the difference between the order and the market target, the gap of each network is analyzed. From the perspective of network capacity, the main reason for the difference between the sales target and the actual situation is that the number of networks is insufficient or the existing network capacity is insufficient. For example, whether all 100 customers occupying 100 market have entered, whether various alliance formats have entered, whether the existing network is local 100 customers, and so on.

3. According to the specific market, plan the network, determine the way, progress and goal of network development, and promote the network according to the progress to ensure the order satisfaction rate 100%.

4. Improvement of network quality: According to the market network planning, improve the network quality in a planned and targeted manner, such as building brand websites and brand online shopping malls.

(2) Standardized on-site publicity management (best location, best placement and best publicity)

1. Communicate with enterprise companies (with overall advantages) to determine the best sales and price standards and always maintain the first competitive position. (Refer to the commercial price inspection standards of other companies)

2, according to the company's standardized layout requirements and layout requirements, highlight the main push, new products and differentiated models. (Refer to standardized sampling standard)

3. Display the spatial layout, seize the space to enjoy, and highlight the display of fine products and new products with fine products and innovative solutions.

4. Standardize the use of publicity materials, product demonstrations, POPs, posters, flags, floor stickers, X-frames, billboards, props, banners, etc. Adjust in time according to the change of seasons. (Innovating from the perspectives of light, sound, color, strangeness and specialty)

(3) management of direct sellers (establishing direct sales classes-training-objectives-evaluation and encouragement)

1. Build the direct selling team into a self-managed SBU direct selling team, and hold meetings twice a day (shouting slogans at the morning meeting and summarizing at the Nissin meeting at night) to refine and innovate the exhibition plan, activity plan, selling point plan, attacking opponent's caliber, service caliber, etc. By learning from your opponent's excellent practices and combining your own good practices. Give a certain authorization to the direct sales team leader, really play the role of management and supervision, and assist the business manager to carry out his work. Every store should reflect the strong advantages of HR team operation.

2. Direct sellers' familiarity with product knowledge, sales promotion skills and HR culture can be flexibly applied to practice, reflecting high-quality HR image, and everyone has a sense of grabbing orders and creating a touching sense of service. In terms of product knowledge, on the one hand, individuals should have good self-study ability, on the other hand, there is a standardized training system of the company as a guarantee. On the one hand, we will improve our sales promotion skills through the help and experience of old employees and excellent employees; on the other hand, we will carry out professional training seminars, employee communication meetings, debates and various competitions organized by the company. HR culture is the soul, which requires every employee not only to be familiar with it, but also to be reflected in his work. Strengthen the written form of monthly examination in the above aspects.

3. Direct sellers should be able to set work targets according to the overall sales situation of the market, the same period last year, competitors, etc., to ensure the first share and the largest share. The goal should be reasonable and competitive. (Those who are not the first must reach the first place within a time limit, and those who are already the first must be multiples of the second and third places, and so on. )

4, the assessment of direct sellers, pay attention to guidance from the aspects of wages and incentives. It is necessary to ensure fairness and justice, fully mobilize the enthusiasm of personnel, and obey the will of the company, and strengthen the assessment of share, profit, product proportion, and disposal of old product prototypes.

5. Some excellent employees (especially direct sales squad leaders) enter the reserve talent pool of business managers, supervise the whole process, and participate in company video conferences, industry and trade meetings, etc.

Second, the customer's gross profit margin (to ensure that customers have reasonable profits? Sell more, earn more)

(1) The market price is stable (various policies regulate and control-controlling the supply of goods, prohibiting cross-selling-controlling the price-investigating the price).

1. Rebate policy. All rebate policies must be signed and entered into the system timely and accurately. Private insurance policies and overdue signatures should claim compensation from the responsible person.

2. The acceptance policy is controlled, with interest-free acceptance (about 2%) as the policy, and private commitment is strictly prohibited.

3, the project policy is controlled, it is forbidden to fake projects.

4. Resources are controlled, and it is forbidden to steal strings.

(B) the control of reasonable profits

1, customers' demand for profits is endless. However, considering the operation of the brand market, enterprises must formulate price guidance through industry analysis, combined with factors such as market reality and input-output benefits, make a standard line of reasonable profits, and make fine adjustments on the basis of this standard.

2, severely crack down on the phenomenon of selling at low prices, especially below the price limit and purchase price, which is a sign of market crisis.

Resolutely put an end to profiteering, which is not conducive to market development and development. However, for new products and unique products, considering the high initial investment cost, the profit point requirement can be improved.

4. Reasonable profit control should combine the principles of different products and different plans in different periods, and make planned and purposeful adjustments according to market conditions, which is a unified or partially unified behavior.

Third, the customer turnover rate (what is a reasonable turnover period? Fast sales)

(1) Promotion Activities

A. Types of activities

1. Company's monthly and quarterly overall activities: the company's planning department plans and compiles according to local market conditions. The key is to integrate products, shopping malls, media and other resources, analyze the input-output ratio, prepare the activity budget and establish the expected goal, determine the unified theme, make unified materials, draw up various promotion schedules, and control the site in place.

2. Regional activity planning: activities with strong regional, local and folk characteristics such as "Oktoberfest HR Classic Website Exhibition" are limited to the overall or regional channel activities in a certain region. The planning of this kind of activity plan requires strong enforceability and great social propaganda influence, and the theme of the activity cannot deviate from the overall propaganda theme of the group at that time.

3. The opening of the new website, the celebration of the old website, and the activities planned by the online mall itself: for example, the Oktoberfest in XX Mall, on the one hand, we should integrate our own product resources to create a general trend and strength, on the other hand, we should use the resources of the mall for our own use, such as joint DM, newspaper broadcasting, flag flying and other * * * enjoyment space. And we should pay attention to signing the interactive liability form for such activities, bind the merchants through written agreements, and control the input-output ratio.

B. Matters needing attention in activity planning and implementation

1, the planning of promotional activities should be combined with centralized purchasing, sales and sharing objectives. , but also to master the inventory of shopping malls (including old products, samples, unsalable products, etc.). ) keep abreast of the promotion trends of opponents and carry out targeted promotion activities of different local websites. Improve yourself, suppress your opponents and survive in the competition.

2. The distribution, use and progress of publicity materials should be planned, the monitoring should be in place, and the responsibility should be implemented to people. Site layout should be carried out in accordance with standards, and the process and effect of promotion activities should be monitored, evaluated and encouraged.

3. The planning scheme of promotion activities should be summarized and sorted out, and the advantages and disadvantages of cases should be reviewed to promote innovation.

4. The most important thing is to make a good activity budget, set expected goals and analyze the input-output ratio; After it is confirmed that it can be implemented, the relevant responsible persons shall be trained in advance, and fully publicized by means of DM, newspaper broadcast, TV subtitles, caravan going to the countryside to go to the market, village service station speakers, radio, online advertisements and so on; During the activity, do a good job in activity consultation to ensure that the corresponding questions are answered.

(2) The order is accurate

1. The customer conducts "purchase demand analysis" to push back the customer's sales demand.

2. Obtain customer orders within the jurisdiction to ensure that the orders meet the sales targets.

3. Be responsible for the accuracy of customer orders in the market under its jurisdiction, and improve the accuracy of effective orders by combining sales, company business and information on the way.

Four. Dealing with customer problems (reasonable and beneficial, maintaining normal and smooth business relations)

(A) customer relationship management

1. Establish a customer profile card, on the one hand, to master the operation status of the website, on the other hand, to master the internal organizational structure and relationship network of customers, and to keep in touch with the main business leaders of customers.

2. Sign a service agreement with the customer. The company plans according to the annual development, and requires to sign an annual service agreement according to the signing schedule and the signing quota plan. The planning requirements are reasonable and certain competitiveness is guaranteed.

3. Accurately grasp the sales policies of various products (such as monthly and quarterly steps), communicate with customers in time, and guide customers to correctly understand and use them.

4, new products and related resources information, special offers and other information in a timely manner to inform customers to publish websites and direct sales personnel.

(2) The service is in place in time to create a touching service.

1. Institutionalization of communication, meeting and discussion, materials to be prepared and problems to be dealt with during communication and visit.

2. Solve the customer's business problems in time, such as rebate cashing, free modification of unqualified products, dealing with the old version for the new version, accounting problems, cashing promotion expenses, etc.

3. Strengthen communication with business departments, financial departments and after-sales departments.

4. Don't promise insurance policies to customers privately (without written authorization from industry and trade), and don't borrow money or things from the company.

5. Regularly check the customer's problems in writing, affix the official seal or financial seal, and solve the responsibilities within a time limit.

6. Create stories that impress customers.