6 personal sales work plan templates

Sales Work Plan 1

The catering industry has entered an era of strong competition, and the market competition is fierce. How to open the market terminal, increase brand awareness, and seize the catering market? The largest share of the market, represents an industry, leads a market? According to our understanding, it is mainly famous in the industry for its high-end dining environment and considerate service. At present, the development trend is good, business is booming, and it has great development potential. We strive to build the hotel's brand value and create hot spots for publicity. We mainly plan meaningful news events and promotional activities to shape the hotel's overall brand image and attract widespread media attention, so as to comprehensively increase consumption and brand awareness in the target market. promote.

Catering marketing planning is a discipline that studies how to identify, analyze, evaluate, select and utilize market opportunities in a competitive and ever-changing market environment, how to develop marketable products, and explore the methods of hotel production and sales. The best form and most reasonable approach is to achieve maximum economic benefits with the minimum labor expenditure.

1. Target market analysis

The customers of this restaurant are mainly middle- and upper-class people and government agency staff, but many of them are spending private money, which requires the restaurant to improve its quality. must take into account the personal interests of those consumers of private money.

2. Pricing strategy

1. The meals can basically maintain the original pricing, but the prices of some meals related to the Mid-Autumn Festival should be considered, and discounts can be used (it is recommended to use this method) or directly reduce the price.

2. For high-priced meals, it is recommended to use a combination of volume reduction and price reduction.

3. The price of the Mid-Autumn Festival set meal (described below) should not be too high, and the per capita consumption should be controlled at 20-30 yuan.

4. The prices of other drinks and other services can be flexibly changed according to the actual situation of the hotel, reaching the lowest price before and after the Mid-Autumn Festival (but it must be based on the hotel's net profit).

3. Marketing strategy

1. Create a set meal specifically for the Mid-Autumn Festival, which can be divided into affordable, middle, and high school according to the actual situation, including meals for two people, meals for three people, etc. The type and theme should reflect family reunion, and mooncakes can be given as gifts (the price does not need to be too high).

2. If one person in the family has a birthday on August 15th, with valid documents (household registration book and ID card), you can enjoy a 50-40% discount on dining at the hotel (depending on the actual situation of the restaurant) Decision) offers. It is recommended to recommend the Mid-Autumn Festival package to them.

3. If your mobile phone or landline phone number ends in 815 (within the Chengdu area), you can enjoy a 50-40% discount on dining in the hotel with valid documents (household registration book and ID card) (depending on the hotel) actual decision). It is recommended to recommend the Mid-Autumn Festival package to them. It would be best for the hotel to contact these people directly.

4. Due to the temporary accommodation service of this restaurant, we can cooperate with other large hotels that mainly focus on accommodation to introduce customers to each other, which can increase the customer base and reduce some related expenses. Special cars can be used to pick up and drop off these customers, and it is also recommended to recommend Mid-Autumn Festival packages to them.

5. Give some small gifts related to the Mid-Autumn Festival after the meal (the name, phone number, address, and website of the restaurant should be printed on them).

6. The event will be held from August 10th to 20th of the lunar calendar.

4. Promotion Strategy

1. Place outdoor advertisements near the entrance of the hotel, train stations, and bus stations (outdoor advertisements mainly use inkjet printing and a combination of banners).

2. Combination of television, street banners and newspaper advertisements.

3. You can try mobile phone text message advertising. The focus of mass messaging is the old customers of the hotel. Be careful to use appropriate language and mainly introduce the latest activities of the hotel.

4. Make a pop-up advertisement or a relatively large flash animation advertisement or banner on the website. The processing of web animations and images must be consistent with the marketing content.

5. Flyers can also be used for advertising, but the quality of the flyers must be high.

Note: You can choose several types of the above advertisements at the same time. The focus of promotion is in the urban area, and it can also be promoted to surrounding counties and cities. The advertising audience must be at least 150,000 people.

5. Other related strategies

Security must ensure the safety of the hotel; adopt some incentive policies for waiters and related staff to mobilize their enthusiasm for work (this can be detailed later) content); play some high-grade music in the hall; the food must be served quickly; the decoration of the hall does not need to be too luxurious, but it must be beautiful and elegant to show the flavor of the Mid-Autumn Festival.

6. Effect prediction

If promotion and related services are in place, the income will be at least 1.5 times the usual income.

7. Other suggestions

1. Equip a computer in the service hall to save some key customer information at any time.

2. Under the condition of obtaining the customer's consent, enter the customer's information into the database (the key is the customer's name and mobile phone number) to serve future promotions (this content can be refined in the future).

3. Complete the restaurant’s website as soon as possible. The website must be made by professionals. The domain name must be simple and easy to remember. The design of the web page must reflect the characteristics of the restaurant. The colors should be mainly warm. , it is best to have a large flash animation on the homepage, as well as a news release system, online marketing system, customer message board, customer forum, employee entertainment and other aspects. Enhance the restaurant's popularity through online marketing (the biggest advantage is a large audience and low cost).

The 15th day of the eighth lunar month is the traditional Mid-Autumn Festival in my country, and it is also the second largest traditional festival in my country after the Spring Festival. August 15th is right in the middle of autumn, so it is called the Mid-Autumn Festival. The ancient Chinese calendar called August in the middle of autumn "Zhongqiu", so the Mid-Autumn Festival is also called "Zhongqiu Festival". The Mid-Autumn Festival is coming. Based on the actual situation of the hotel and traditional Chinese national customs, in order to better carry out hotel sales and service work and achieve both economic and social benefits, this plan is specially formulated.

Sales Work Plan 2

First of all, there are several core points in marketing, which are the reasons for marketing, the goals of marketing, the design of marketing activities, the implementation of marketing plans, and the implementation of marketing plans. Training, execution of marketing plan, supervision of marketing plan, adjustment of marketing plan, conclusion of marketing plan, summary of marketing plan, optimization of marketing plan, archiving of marketing plan.

Reasons for marketing: Marketing must be done to solve problems, and the core of it is to solve the purpose of increasing turnover, as well as increasing visibility and improving user experience. You have to look at the situation of your restaurant. Design activities based on what needs are needed. For example, your store's business is not bad, but the average table size is low. We can create a theme to guide customers to increase the average table size, such as full rebates or free gifts! But be careful not to do full discounts, that What you are sacrificing is all your profits!

And you have no business, so it is meaningless to do such activities. You can do 1 yuan flash sales, group purchases, or attract users through discount activities, but pay attention You must have a good reason, and you must not sacrifice your own brand value. You must also pay attention to the activities of restaurants around you. Do not engage in price wars with other parties. It must be a protracted war. Design activities must be controlled. The activities are not short-term and overnight, but long-term. Yes, do it with nodes, goals and plans! If you want to increase user experience, then the above two are not necessary. You can do activities by finding faults and giving discounts, etc., so that everyone will feel that your core is to improve the experience. , instead of discounts, the effect will be better!

Marketing goals: Depending on the activities and needs you design, the goals will definitely be different. For example, our goal is to increase turnover, with a percentage increase on weekdays and a percentage increase on weekends. Growth percentage, growth percentage for the whole week, growth percentage for the whole month, etc. Secondly, after the activity is over, the non-activity period will increase by a percentage point compared with the original turnover, etc.! And also set the cost target during the activity, personnel cost target, etc., if For an event, the turnover increased by 10% and the cost increased by 20%...

But this is the current situation. There are still many activities that gather customers for a short period of time without considering the service. The pressure on the kitchen and the kitchen has caused a decline in the experience of all customers. Those who rush dishes, those who withdraw dishes, and those who complain. If you organize an event, you will be complained by all kinds of complaints. That will outweigh the gains and losses! Therefore, the goal is not single, but multi-faceted. Pay attention to trade-offs, and focus on human efficiency and floor efficiency.

Marketing activity design: This includes the entire activity plan, promotional materials, promotional channels, store execution standards, store promotions or promotions, Q&A, daily tasks and other aspects. The more complete it needs to be The better, consider all aspects and don’t be too casual.

For example, if you hold an event, you should not only consider it from the perspective of sales, but also consider whether the purchase is convenient, whether the supply is stable, whether the price is the most appropriate during the event period, and also consider the time when the meals are served in the kitchen. , kitchen pressure, whether the taste can be unified, how many lines of chefs can make it, including whether the tableware is enough, whether the cutting is convenient, etc., of course, we must also consider what promotional materials to use, what effect to achieve, and how to design. Visit locations of each store, distribution time, warm-up standards, and also include how to use the media, when to send it, how many times to promote it during the campaign period, the focus of each promotion and the purpose to be achieved, etc. These must be detailed and can be Land.

Implementation of the marketing plan: Each job should be specific to the person, and there should be relevant responsible persons and inspectors for each job. An activity is like a project, and a project leader and project schedule must be established. , and then check and adjust the schedule daily according to the backward time. To what extent should it be implemented?

For example, if an activity ends, should the activity be closed on the evening of the end of the activity or the next day? promotional materials, and how to recycle them, whether to store them in the warehouse, destroy them in stores, or send them back to the company, including the number of remaining materials and the disposal plan. For example, if you have 5,000 promotional leaflets left, then this is a very important thing. Is there no Send it out, what are the reasons, and how to solve these problems, etc., these must be implemented in detail!

Marketing plan training: The training must be for everyone, not employees of a certain department. It is often seen that some stores only train waiters during training, and others do not know about it. However, an activity is an activity for the whole store. Even Aunt P&G should know about the activity, because when customers consult, they often do not look for knowledgeable people, but You need to ask whoever you meet, including the chef, because only when all employees in the store are aware of an event can they achieve unified thinking and get good results!

Execution of marketing plans: Execution It is the core key to whether marketing is effective. For example, when promoting, whether it is implemented according to regulations. We said that we will send out flyers today, and then the employees tell you that I have sent them. Is this called execution? No, it should be that we are going to send out flyers today. At what time should the leaflets be distributed to whom at what place, what words and introduction should be used when distributing them, what are the start and end times, how much should be distributed to each person, what should be the route of the inspectors, etc. , implement and detail each execution plan so that everyone knows exactly what they are doing. Otherwise, when you ask, they will say that you didn’t even ask for it, and you will have nothing to say!

Marketing plan Supervision: The supervision of the plan includes the supervision of the plan, the supervision of the execution and the supervision of the results. We cannot wait until the activity is over to see whether we have done it or not. A supervision mechanism must be established from the time of activity design to monitor the plan. Supervision, progress supervision, implementation supervision, etc., and the supervision results will be reported to a standard, so that the upper management can find and solve problems in a timely manner. If there is no supervision, the request is in vain!

Marketing Plan Adjustment: The adjustment of the plan includes during and after the activity. During the activity, the activity will be adjusted at any time based on the actual effect, including the stocking of each store, materials, whether the plan is reasonable, publicity content, publicity focus, publicity channels, etc., all need to be in Actually adjust and optimize according to the activity, otherwise problems will easily occur!

The end of the marketing plan: Is it over when an activity is over? No, this is the most important thing, in addition to ending the activity , what is more important is to collect recycling activity data, recycling activity feedback, recycling stores and customer opinions, and analyze the relevant data based on the previously set goals and final results, find the problem points of the entire activity, and analyze the causes and reasons for the problems. solutions and improve activities.

Optimization of marketing plans: After the event, through a series of operations such as data analysis, our core is to optimize the event. For example, which channels have good publicity effects and which ones have bad effects, we will know after the analysis. In which direction should the key resources of this event be invested, including the optimization of promotional rhetoric, optimization of store distribution, product optimization, including optimization of program design, etc., etc. Every link in the plan will not be perfect. It is gradually perfected through optimization.

Archives of marketing plans: You can look for the plan for a certain marketing activity last year or the year before. Are all the things still there? It is not a WORD or a PPT, but the plan of the entire activity. Timetables, personnel assignments, electronic source files of design products, finished products, all activity data, feedback, and a series of retainers! These should all be archived, because good activities can be used repeatedly, and bad activities are It can be optimized. With these data archives, the next time you do an activity, it will not only provide you with a lot of data support, but also make it easier for you. You can also conduct in-depth comparative analysis of multiple activities of the same type and find out the key points in each activity. progress and regression, and make better optimization.

Sales Work Plan 3

In nearly a year, through the joint efforts of all employees in the marketing department, our company's product visibility has gradually become more and more popular in the Henan market. Known by customers, our good after-sales service and excellent product quality have won unanimous praise from customers, and we have also gained valuable sales experience and some successful customer cases. This is something I think we have done relatively well, but in other aspects there are still big problems with our approach at work. The analysis of the personal sales work plan is as follows:

The following is the company's total sales situation in XX:

Judging from the above sales performance, our work is not good. , it can be said that sales were a complete failure. In the Henan market, there are many xx product brands. Because xx Tianxing entered the Henan market relatively early, the prices of xx products are chaotic, which puts great pressure on our market development.

Although some objective factors exist, there are also big problems with other practices in the work, which are mainly manifested in

1) The most basic customer visits for sales work are too few. . The marketing department started working in mid-April this year. At the beginning of the work, there are xx recorded customer visit records, plus the unrecorded ones are summarized as xx. In eight months and xx days, there are three sales staff in total. The number of customers visited in a day is xx. From the above figures, it seems that our basic work of visiting customers has not been done well.

2) Communication is not deep enough. In the process of communicating with customers, sales staff cannot clearly convey the situation of our company's products to customers and understand the customers' real thoughts and intentions; they cannot respond quickly to certain suggestions made by customers. When conveying product information, we don’t know how much customers understand or accept our products. Luoyang Xunji Auto Transport Co., Ltd. is an obvious example.

3) The work does not have a clear goal and detailed plan. Sales staff have not developed a habit of writing work summaries and plans, and sales work is in a state of laissez-faire, which leads to various negative consequences such as lack of unified management of sales work, lack of reasonable allocation of working time, and chaotic work situation.

4) The development of new business is not enough, the business growth is small, the sense of responsibility and work planning of individual salesmen are not strong, and the business ability needs to be improved.

3. Market Analysis

Now there are many brands in Henan xx market, but they are mainly those companies. Now our company's products are top-notch products in terms of product quality and function. . The price is on the high side. In the process of selling products this year, the most problematic issue is the price of the product. There are several customers who lost orders because of price. For small customers, price is not a very important issue, but when the purchase quantity is relatively large, customers are very sensitive to the price of the product. In next year's sales work, I think the price of the product should be adjusted appropriately, which can encourage sales staff to sell.

In the Zhengzhou area, because the xx market first started in Zhengzhou, the Zhengzhou market is a very competitive market. Since our company entered the market relatively late, we have no advantages in product popularity or price. There is great pressure to develop the market in Zhengzhou, so we focus on regional markets, where the market competition is relatively higher than in Zhengzhou. Smaller. With fewer external factors and the flexibility of our sales staff, I believe we are doing better than before.

The market is good, but the situation is grim. The Henan xx market can be summarized in this sentence. Today, with the rapid development of technology, next year will be a promising year. If we do not do a good job in the market within next year and do not seize this opportunity, we are likely to lose this opportunity. There will never be a chance in this market.

IV. 20XX work plan

In next year’s work plan, the following tasks will be done as the main tasks:

1) Establish a team Familiar with the business and relatively stable sales team.

Talent is the most valuable resource of an enterprise. All sales performance originates from having a good salesperson. Building a sales team with cohesiveness and cooperative spirit is the foundation of an enterprise.

Building a harmonious and lethal team will be a major priority in next year's work.

2) Improve the sales system and establish a clear and systematic business management method.

Sales management is a long-standing problem for enterprises. Sales staff are on business trips and see customers in a state of laissez-faire. The purpose of improving the sales management system is to allow sales staff to exert their subjective initiative in their work, have a high sense of responsibility for their work, and improve their sense of ownership.

3) Cultivate sales staff’s habit of identifying problems, summarizing problems, and constantly improving themselves.

The purpose of training sales personnel to find problems and summarize problems is to improve the overall quality of sales personnel. They can find problems, summarize problems and put forward their own opinions and suggestions at work, and their business capabilities are raised to a new level.

4) Establish sales and service outlets in regional cities.

According to a series of problems encountered during the business trip this year, the scheduled customers suddenly changed their itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and prevented the successful completion of the business trip. purpose. Causes a waste of time and money.

5) Sales target

The most basic sales target for this year is to achieve sales orders every month. According to the sales tasks assigned by the company, the tasks are decomposed into monthly, weekly, and daily according to the specific situation; the monthly, weekly, and daily sales targets are decomposed to each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks. I think the company's development next year is inseparable from the overall quality of the entire company's employees, the company's guidelines, and team building. Raising the standard of execution, building a good sales team and having a good working model and working environment are the keys to the job.

The above are some of my immature suggestions and opinions on the 20** year sales work plan. Please forgive me if there are any inadequacies.

Sales Work Plan 4

My performance in XX was not very satisfactory. Of course, there must be many shortcomings and areas that need improvement and perfection. This year, I will continue to follow the company's requirements, build on last year's work, and adhere to the guiding ideology of "more communication, more coordination, proactive and creative work", carry forward Jinggangshan's entrepreneurial spirit, establish work goals, and comprehensively carry out 11 years of work. The work plan is now formulated as follows:

1. For old customers and fixed customers, keep in touch frequently. When there are time and conditions, send some small gifts or entertain customers to stabilize the relationship with customers. .

Two; While having old customers, we must continue to quickly develop new customers and promote new products through various channels.

Three; To have good performance, we must strengthen business learning, Broaden horizons, enrich knowledge, adopt diversified forms, and combine learning business with communication skills.

Four; This year, you have the following requirements for yourself

1: You must win more than 4 new customers every week, and you must have 1 to 2 potential customers.

2: Make a summary every week and a summary every month to see what mistakes you have made at work and correct them in time so as not to make them again next time.

3: Before meeting the customer, you need to know more about the customer's status and needs, and then you can make preparations before you can cooperate with this customer.

4: Strict requirements on yourself, learn the spirit of Liangjian, work solidly and meticulously, continuously strengthen business learning, read more books and related product knowledge, check relevant information online, communicate with peers, and learn from them A better way.

5: We must have the same working attitude towards all customers, strengthen product quality and service awareness, establish a better image for the company, and let customers believe in our work strength so that we can better complete the task.

6: You must have good communication with other employees of the company, have team awareness, communicate more, and discuss more, in order to continuously grow your business skills.

7: For this year’s sales task, I will work hard to complete the task of 10,000 to 20,000 yuan every month to create profits for the company.

The above is my work plan for this year. There will always be various difficulties in my work. I will ask my leaders for instructions, discuss them with my colleagues, and work together to overcome them. Make your greatest contribution to the company.

Sales Work Plan 5

When I first came into contact with this industry in 20XX, I went through many detours in selecting customers. That was because I was not familiar with this industry. , always choose some food industries, but these companies often pay great attention to the price of labels. So this year, don’t choose some customers who only look at price and have no requirements for quality. Customers without requirements are not good customers.

Work plan for 20XX

1. For old customers and fixed customers, keep in touch frequently, and send some small gifts or entertain customers when there are time and conditions. , good stable relationship with customers.

2. While having old customers, you must also continue to obtain customer information from various media.

3. To achieve good results, you must strengthen business learning, broaden your horizons, enrich knowledge, adopt diversified forms, and combine business learning with communication skills.

Four; This year, I have the following requirements for myself

1: Add more than 3 new customers every week, and have xxx potential customers.

2: Make a summary every week and a summary every month to see what mistakes you have made at work and correct them in time so as not to make them again next time.

3: Before meeting the customer, you need to know more about the customer's status and needs. Only by making preparations can you avoid losing this customer.

4: There can be no concealment or deception to customers, otherwise there will be no loyal customers. You and your customers are always on the same page on some issues.

5: We must continue to strengthen business learning, read more books, check relevant information online, communicate with peers, and learn better methods from them.

6: The working attitude towards all customers must be the same, but not too arrogant. Give customers a good impression and establish a better image for the company.

7: When customers encounter problems, they cannot ignore them and must do their best to help them solve them. We must first be a person and then do business. Only by letting customers believe in our work strength can we complete the task better.

8: Confidence is very important. Always tell yourself that you are the best and you are unique. Only by having a healthy, optimistic and positive work attitude can you complete your tasks better.

9: You must have good communication with other employees of the company, have team awareness, communicate more, and discuss more, in order to continuously grow your business skills.

10: In order to achieve this year’s sales task, I will work hard to complete the task amount of xxxx million yuan every month to create profits for the company.

Sales Work Plan 6

In order to achieve the plan goals for 2017, combined with the actual situation of the company and the market, several work priorities for 2017 have been determined:

1 , Expand the sales team and strengthen business training.

The introduction and training of talents is the most fundamental and core. Talents are the primary productive force. The company will stop if there is no one around, so it will increase the introduction of talents to add a lot of fresh blood to the company. An iron-clad camp has a fleet of soldiers, so we must work hard to retain reasonable talents. It’s about choosing good people, using good people, and using the right people. Strengthen communication with people in the company's office, select and introduce more excellent sales personnel, use your own relationships to integrate some business personnel, use the strategy of salesperson referrals to win more business personnel, increase recruitment efforts, and improve the company's personnel in the early stage Configuration and establishment of sales force. In addition, we should recruit some mature technical and business personnel in the market. I plan to focus my work on the establishment of role models and the cultivation of new role models. First, I will focus on setting up a few role models. Because the power of example is infinite.

People are malleable, and people are inert. The knowledge training, professional knowledge and sales knowledge training of the sales team should never be relaxed. Training is an important means to establish and consolidate the business team. Regular training is of great benefit to the salesperson's mentality. And based on the development of business personnel, we select, introduce and train regional managers. Business staff will be more motivated.

2. The sales channels are perfect and the sales channels are sinking.

In order to ensure the completion of the sales tasks throughout the year, I usually actively collect information and summarize it in a timely manner, striving to develop markets in new areas to expand product market share. Reasonably and effectively break down goals.

The market in the three provinces of xxxxxx is the company's core competitive area. In these three provinces, the sales team and sales channels must be improved. On the one hand, it is the allocation of personnel, and on the other hand, it is the integration of customer resources, which is the key area for customer staffing. It is necessary to set an example for the company here and establish a model market. Make cloning complex.

In other provinces and cities, the existing business personnel are mainly from the first department, and the focus is on looking for partners and some large agents. Companies that take the wholesale route have appropriately relaxed sales policies.

If business personnel develop the market on their own, the company will provide business support in the early stage, focus on training for one month, and provide technical support in the later stage and use three months for maintenance.

3. Product adjustment and product update.

Products are the lifeline of a company, not what we want to buy, but what customers want to buy. We buy what our customers want to buy. Finding the needs of customers is fundamental. Therefore, product adjustments must be well integrated with the market. In addition, the profit of the product must be considered. A product without profit will have no room for survival. The same goes for customers. Customers do not buy products, but buy profits, which are profits derived from the products they buy. The principle of reasonable distribution of maximum product profits is the only unchanging law. An enterprise is not a welfare institution, so maximizing value for the enterprise is the most basic requirement of management. The change from development is the last word to making money is the last word.

The life of a product is limited. Constantly adding new products shows the strength of the company on the one hand, and the vitality of the company on the other. Eliminate products that are unprofitable and unsuitable for the market. Combined with the professional quality of the company's business personnel, the product should be adjusted in three favorable aspects: conducive to the development of the company, conducive to the sales of business personnel, and conducive to customer needs.