Personal Work Plan for Sales in 221

As a member of sales with high challenges, it is a very good habit to make a work plan for yourself in advance. It can help you improve your work efficiency or let you gain a sense of accomplishment in achieving the planned goals. The following is the "Personal Work Plan for Sales in 221" compiled by me for your reference only. Welcome to read it. Personal work plan for sales in 221 (I)

I. Review and vision

The marketing department was established in 2xx, which was a major change for the company to explore new management mode.

The work plan for the marketing department of a feed enterprise (very detailed). But after a year, the marketing department has become a chicken rib, which is tasteless to chew and a pity to abandon; In addition to doing a lot of seemingly specious marketing activities, the marketing department has increased a lot of direct or indirect expenses, which seems to be of little help to the market.

However, with the support of the company's top management and our continuous learning, we also explored our way of survival and development in the next few months' work, and made continuous progress in the process of market activities and company resources integration with branches.

2. Work ideas

1. Clarify the work content

First of all, the marketing department must be quickly transformed from the role of focusing on the sales department and acting as the back office of sales, freed from the transactional office function, and truly endowed with basic post functions such as strategic planning, strategy formulation, market research, product development, etc., and plan and guide the market operation with the consumer demand as the center and according to different market environments.

2. Resident marketing

The implementation of the resident market not only trains and promotes the marketing personnel themselves, but also serves the front-line business personnel personally. Only when the marketing department provides this kind of close-fitting, consultant and coach-style whole-process tracking service can the marketing department completely change the one-sided view of the front-line personnel.

the marketing department must complete six tasks:

a. Through comprehensive research, find market opportunities and come up with targeted market promotion plans.

b, collect the information of competitive brand products and activities, capture the market consumption demand and combine the industry development trend, and put forward the development ideas of new products.

c, guide the market to do a good job in terminal standardization construction, and promote the healthy and stable development of the market.

d, formulate and organize the implementation of the promotion plan, check and implement the market promotion, expenses and policy use, and report the situation in time.

e, publicize the company's policies in a timely and comprehensive manner, and enhance the combat effectiveness of front-line personnel.

f, collect and sort out highlight cases in market practice, focus on summarizing methods and experiences, and recommend them to the market for replication in time.

3. Combine with the sales department to form a brand group.

in order for the marketing department to play a real role in the front line of the market, besides adjusting its positioning and improving its own service level, it is also inseparable from the support and cooperation of the sales department. If it is not recognized and effectively implemented by the front line of the market, even the best plan will only be a dead letter. The brand team is composed of the directors and backbones of the marketing department and the sales department. The marketing department determines the activity planning scheme, and then the members of the brand team express their opinions, mainly putting forward their opinions and suggestions for improvement. The marketing department is responsible for adjusting the scheme that needs to be further revised and improved; The scheme discussed and adopted at the meeting is submitted to the sales department for implementation, and the brand team is responsible for tracking the implementation progress and effect. The attitude and practice of the company determines whether the marketing department can achieve * * * harmony with the sales department.

Third, the management team

1. Reasonable staffing:

a Market information administrator is responsible for market research, information statistics and market analysis.

one planner B is responsible for new product promotion planning, promotion planning, advertising language refining and data compilation.

one publicity administrator is responsible for the formulation of publicity scheme and the on-site implementation of advertising activities.

2. Give full play to the potential of personnel and emphasize the process control and final effect in their work.

3. Carry out the work of this department in strict accordance with the requirements stipulated by the company and the marketing department, and strive to improve the management level so that the marketing department will gradually become an executive team.

4. coordinate the functions of the departments and actively provide services for the branches.

iv. Market analysis

1. Fierce competition

Over the past few years, the company's colleagues have worked hard and effectively in the market, gained rich market experience and established a relatively perfect marketing network, laying a solid foundation for the company to further explore the market. However, due to the successful market development of some similar products in the same industry, Waco products have become difficult to advance in the market competition.

2. Integrating resources

Our company relies on the expert advantage of Shanxi Academy of Agricultural Sciences and the cooperation of Shanxi Agricultural University to guarantee our strong technical support, which is an incomparable advantage for ordinary small enterprises. The company also has a strong talent advantage, focusing on a large number of outstanding talents in scientific research and development, sales and public relations, enterprise management, finance and law, which provides a guarantee for the company's development and market development. < P > V. Brand promotion < P > After years of market operation, the company's products have a certain competitive advantage in the market. In order to effectively expand the market share of our products and obtain long-term development, we will take the company's development strategy as the core. Personal work plan for sales in 221 (II) < P > I. Guiding ideology < P > Guided by the work objectives put forward by provincial companies, focusing on the development of life insurance business and focusing on the construction of urban and rural outlets, we will comprehensively promote the sustained, healthy and rapid development of life insurance business in the business department; In terms of internal strength, external image, company brand promotion and management level, the professional quality of the business team worked hard to successfully complete the rating of the sales department, and at the same time successfully completed the annual task target issued by the superior company and worked hard.

II. Work Objectives

1. Establish and improve rural marketing outlets of the business department. Based on the existing business team, X business directors, X senior business managers, X business managers and X senior financial advisors will be newly trained during the year (including X in the first half of the year and X in the second half). Complete the work of setting up two marketing branches in the urban area and X major rural outlets; Actively expand channels, establish and improve the system of insurance co-insurers, develop the team of co-insurers to X, and strive to expand the team of prospective shareholders to X.

2. The annual life insurance value premium assessment target is X million yuan, and the goal is X million yuan.

3. Organize and hold X new class, more than X business briefing sessions, more than X product briefing sessions, and more than X customer association sessions.

4. Establish and improve the management methods of marketing outlets, and formulate specific implementation plans and measures.

5. intensify advertising, realize three-dimensional advertising with slogans, banners and leaflets in TV publicity, and quickly launch the brand.

6. Design and produce a set of simple and practical exhibition manual and staff increase manual to provide some practical marketing tools for salesmen.

III. Scheme measures

1. Mobilize before the war-establish the belief of winning, seize opportunities and face challenges directly

Through various meetings, thoroughly explain the company's partner agency system, the company's market competitive advantage and the development of the insurance market, and keep new ideas and everything new, thus changing passive operation into active operation; At the same time, establish and improve the company's specific rules and regulations to provide a good basis for management.

2. Set up a marketing service division to select and train full-time management talents.

Set up two urban marketing service departments and four rural network service departments. Form a competitive pattern, train and train talents in competition, and form a middle-level business management backbone with talents; Provide a good exhibition platform for the service department that meets the business standards, and at the same time introduce the management plan of the service department.

3. Sign a military order-implement target management, and subdivide the task responsibility into monthly people

Sign a letter of responsibility for annual target management with various management departments, so as to make the objectives clear, rewards and punishments well-founded, and enhance the confidence of all supervisors to lead the team to sprint business throughout the year; Divide the annual task target into months, and distribute it to each service department at the business kick-off meeting. Track the achievement of team goals through the performance analysis of monthly work summary meeting, weekly supervisor meeting, morning meeting and fair meeting.

4. Recruit-develop part-time insurance assistants

Invest a small amount of money in the early stage, carry out effective full-time recruitment, and require all full-time veteran employees and prospective shareholders to carry out quality improvement training together. On this basis, vigorously promote the development of part-time insurance assistants and create a platform for business development of salesmen. Form a good working mechanism of "adding staff at the beginning of the month, training in the middle of the month and making great achievements at the end of the month". In X administrative villages with good economic foundation in the county, X well-known and well-known personnel are selected as part-time insurance assistants, and the scale of the company's personnel team is rapidly expanded. Make a good management plan for the insurance coordinator.

5. Strengthening basic management and training business elite

Starting from early meeting management, attendance management, systematic training and workplace management, we should strengthen basic management training, make sure that all work is carried out in an orderly manner, form regular work habits, and practice and discuss "activity rate management" and "performance promotion rate management". Establish a targeted training system, with "training courses for newcomers" and "business briefing sessions" for newcomers. There are "basic training courses for financial consultants, upgrading courses", "elite combat camps" and "career planning courses" for those above the level of financial consultants; There are "management knowledge training classes, management skills upgrading classes" for supervisors at all levels, and "information examination remedial classes" for textual research.

6. Combination of strategy and tactics —— Combine the business promotion plan of the superior company, run the "two sessions" and the customer association well

run each "product briefing session" and "entrepreneurship briefing session" well. Build an ideal sales platform for business personnel, ensure the quality and effect of each meeting, and require careful preparation before each meeting. Hold production talks in various forms, make full use of various opportunities, and regularly hold a festival theme briefing every month. While inviting customers in, we should also go out, make full use of the existing conditions, and carry out various and eclectic customer associations, rural symposiums, community associations, and various financial management knowledge lectures.

7. Reward according to merit-carry out business labor competition activities, reward diligence and punish laziness, and eliminate the fittest

Formulate the management plan of the marketing service department, and formulate a plan that links benefits with performance to form a healthy competitive atmosphere. Personal work plan for sales in 221 (3)

A new year is a new beginning. I made a personal work plan for the following year. If there is anything wrong, please ask the leader to guide and correct it.

first, the understanding of sales work

1. Market analysis, according to market capacity and personal ability, objectively and scientifically formulate sales tasks. Tentative annual task: sales x 1, yuan.

2. Make a work plan in time, and make a monthly plan and a weekly plan. And communicate with business-related personnel at regular meetings to ensure that the heads of various disciplines follow up in time.

3. Pay attention to performance management, and pay attention to and track the performance plan, performance execution and performance evaluation.

4. target market positioning, distinguish between major customers and general customers, treat them separately, strengthen communication and cooperation with major customers, and win market share in the same time.

5. Keep learning new knowledge and new products in the industry to bring practical information to customers and better serve them. And get to know the excellent product providers of various industries and grades of weak current, so as to prepare the project cooperation in time when the engineers need it, and share the industry contacts and project information with their peers to achieve win-win results.

6. Make friends before orders, develop good friendship with customers, consider customers everywhere, treat customers as your good friends, and achieve ideological and emotional integration.

7. Don't hide or cheat from customers, and promise customers to be fulfilled in time. Honesty is not only the foundation of doing business, but also the foundation of being a person.

8. strive to maintain harmonious relationship with colleagues, be kind to colleagues, and ensure the smooth implementation of various functions of various departments in project implementation.

Second, the specific quantitative tasks of sales work

1. Work out the monthly plan, weekly plan and daily workload. Make at least x phone calls every day and visit at least x customers every week, so as to make potential customers change from quantitative to qualitative. Call back and make an appointment with customers in the morning, and arrange to visit customers in the afternoon for a long time. Considering Beijing's vast territory, large population and traffic congestion, choose customers in the same or close location when making an appointment.

2. Before meeting the customer, you should know more about the main business and potential needs of the customer, first understand the personal hobbies of the decision maker, prepare some topics of interest to the other party, and provide targeted solutions for the customer.

3. Collect more project information from the bidding network or other channels for the reference of the engineering contractor, and make suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.

4. keep a daily work record in case you forget important matters and mark important unfinished matters.

5. fill in the project tracking form, follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation, acceptance, etc., and complete the work in each stage.

6. Focus on the follow-up of pre-design projects, and pay a return visit to customers at least once a week, and cooperate with the engineering contractor to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The bidding date of the engineer and the important date of the project progress should be kept in mind, followed up and paid a return visit in time.

7. In the early design stage, actively strive to participate in project drawing and scheme design, and solve the design work of this major for the engineers.

8. During the bidding process, the corresponding business documents should be sorted out two days in advance and sent to the engineer by express delivery to prevent any omissions and mistakes.

9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help the engineer to undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) required for construction.

1. Try to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the needs of the engineer with the fastest supply time, and try to get the payment back as soon as possible.

11. after the goods arrive at the site and the equipment is installed in the project, apply to the technical department to arrange debugging personnel to the site for debugging.

12. Prepare the acceptance documents in advance, and collect the money in time after the acceptance to ensure a good capital turnover rate.

3. Give consideration to both sales and life, and work happily

1. Organize peers to hold Sharon meetings regularly to enhance mutual friendship and better communication.

Although there is competition between customers and peers, they also need to learn and communicate with each other. I have attended similar parties and asked customers, and they are all willing to attend such parties. Therefore, I think there is no contradiction, and peers can enjoy life besides work, so that salons can become a part of life and work can be carried out in a happier environment.

2. For old and regular customers, always keep it.