Work plan of sales supervisor

For sales elites, work plan is a very important magic weapon. I will arrange the work plan of the sales supervisor according to the following work plan channels. I hope you will like it.

Work Plan of Sales Supervisor 1 I. Handover from Grass-roots to Management

I have been engaged in sales in this project for half a year and have accumulated a certain number of customers, including clinched customers and potential customers who have not clinched a deal. I handed over the after-sales work of customers and the long-term follow-up service of potential customers to a new employee who succeeded me, giving him the opportunity to exercise and a stable customer resource chain, thus achieving the goal of taking over my work quickly.

Second, the identification and training of gold medal salesmen.

For several new colleagues, choose a new employee who has the potential to become an excellent salesperson and can make satisfactory performance to replace himself.

I hope the company will do more training activities these two days, give new employees a chance to fully show themselves, and let me observe the most valuable personnel, who will be selected before the 25th. I hope the company will give more support.

After the new employee is confirmed, there will be a 20-day employee training, which is divided into three stages, each stage is 7 days, including one day off and 2 hours in the evening. During the day, he will pay attention to his work, take notes, make a summary during training, and let him improve quickly through the requirements for new employees, so as to achieve the company's goals.

Third, build an efficient team.

Managers no longer rely solely on themselves to achieve the performance stipulated by the company like sales, but involve all aspects, including team mentality management, system management, target management, on-site management and so on. Summarize the following points to do a good job in team management.

1. Create an aggressive, united and upward working atmosphere. The supervisor should not be a typical example of "all the hardships and all the tiredness are borne by me". The easier the supervisor is, the better the management is; Rewards and punishments should be clear and fair, everyone should be democratic and equal, and the enthusiasm of every member should be fully mobilized. In life, the project manager needs to care more about his colleagues and let everyone feel the warmth of the team.

2. Formulating good rules and regulations Although the project director is the maker or supervisor of rules and regulations, he should be an example of observing rules and regulations. If it is difficult for the project manager to abide by it himself, how can he ask the team members to do it?

3. Establish a clear goal * * * The project manager should plan the development vision and personal development plan for the employees and coordinate them with the project objectives.

Fourth, fulfill your responsibilities.

1. We should put the interests of the company first, aim at maximizing the interests of the company, and have absolute loyalty to the company. Please keep this link for reprinting! .

2. Assist the sales manager * * * to manage the project, obey the arrangement of the superior, and do every job well.

3. Preside over the daily work of the sales department, preside over the daily morning meeting, communicate with superiors and subordinates and the relationship between the sales department and other departments.

4. Create a good working environment, fully mobilize the enthusiasm of every employee, and maintain a United, cooperative, high-quality and efficient working atmosphere.

5. Communicate the policies issued by the company in time and keep checking.

6. Responsible for the recovery of house payment, and urge the sales staff to carry out the loan process normally. Sales supervisor's 20 16 year work plan.

7. Do a good job in daily telephone call registration and audit, check the sales control table, count the daily room reservation, and fill in various statistical forms to ensure the accuracy of sales.

8. Responsible for organizing sales staff to summarize and exchange sales experience in time, strengthen business cultivation and continuously improve business level.

9. Responsible for handling customer complaints and reporting to the sales manager after investigation and analysis.

In the future work, I will continue to learn, sum up experience and make rapid progress, hoping that I can become a qualified, professional and recognized project sales supervisor as soon as possible. Finally, I would like to express my deep gratitude to the leaders for taking this elegant look at their work plans in spite of their busy schedules, and wish the company leaders smooth work and good health!

Unconsciously, the sales supervisor's work plan 2 has been in the company 1 year. Also became one of the department managers of the company. Now XX years will pass, and I want to write down the work plan of 20 14 at the end of the year.

It's almost time to enter the new year. The new year is a year full of challenges, opportunities and pressures, and it is also a very important year for me. The pressure of life and work drives me to work hard and study the work plan of the sales manager seriously. Here, I have made a work plan for this year in order to make greater progress and achievements in the new year.

First, the sales target:

The sales task assigned by the superior is 300,000 yuan, and the sales target is 350,000 yuan, which is * * * * 10,000 yuan per quarter.

Second, the plan:

1. Draw up the annual sales plan at the beginning of the year;

2. Draw up the monthly sales plan at the beginning of each month;

Third, customer classification:

According to each customer received, the existing customers are divided into three categories: A-type customers, B-type customers and C-type customers, and the customers at all levels are comprehensively analyzed. Be different customers and take different services. Impulse, satisfaction.

Fourth, the implementation measures:

1, familiar with the company's new rules and regulations and business development. The company is constantly reforming and establishing a new system, especially in business. As the department manager of the company, you must set an example and do your best to carry out business work while observing the company's regulations.

2. Make a study plan. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. Adjust your learning direction according to the need of supplementing new energy.

Professional knowledge and management ability are all things I want to master. Work plan and career plan of sales manager. Know yourself and know yourself, and you will win every battle.

3. On the customer side, strengthen information exchange with customers and increase feelings. Contact Class A customers once a week, Class B customers once half a month and Class C customers once a month. Always keep in touch with customers who have already made a deal.

4. On the network side.

Give full play to our website and network resources, do a good job in the collection and release of housing and the development of tourists. Business is doing well

Sales Supervisor 3 Work Plan As a 4s sales supervisor, in order to better complete the sales work, a 20xx work plan is made.

I. Preparatory period (six months before opening)

Work objective: Do a good job in the preparation of the store to ensure the smooth opening of the store as scheduled. Key points:

Make preliminary brand marketing plan and sales/service business plan; Personnel recruitment and training; Complete shop construction and factory acceptance (hardware/software) and carry out training and certification for various positions of manufacturers; Preparations for the opening ceremony

Working ideas:

1. The main work of the general manager:

Learn and master the group management regulations and corporate culture, and enter the role of general manager as soon as possible;

Learn, understand and communicate the manufacturer's business policies;

Learn to master brand history, brand characteristics, market positioning and vehicle selling points;

Analyze the consumption habits and preferences of this level of vehicle customers in the local market; Collect the annual sales volume, market price information, market share and main sales strategies of competitors; Collect the data of local ownership and annual brand number of the brand;

Organize the sales and marketing team to discuss, study and formulate the brand marketing plan and sales/service business plan in the lead-in period;

Organize and coordinate the internal and external resources of the Group, and formulate the countdown work plan for store internal acceptance, manufacturer acceptance and opening celebration activities;

2. Introduction period (three months after opening)

Work objective: to quickly start various business activities of the company and improve the basic system of operation and management.

Work focus:

Seriously study and make full use of the manufacturer's business policy, and do a good job in order billing management;

Closely follow the manufacturer's marketing, evaluation and rebate implementation.

Implement brand marketing plan to open the market quickly;

Improve the team's business skills through a series of marketing management training programs;

Improve the company's various management systems and standardize the company's operating platform;

Working ideas:

5S management of exhibition hall site should:

Warm layout of the exhibition hall-customer-centered, creating a warm and comfortable sales environment;

Table format sales tool-table card management (three tables and one card) should be uniformly printed and standardized;

Real-time sales kanban-dynamic real-time management of sales team goals and progress; Intuitively motivate sales staff to launch sales competition internally;

Standardized management of exhibition hall personnel;

Gfd professionalization-advocating smiling service; Dress code;

Standardization of service reception-telephone reception process; Reception process of exhibition hall (front desk); Card registration process; C card management process; Sales delivery process; Service reception process;

Normalization of inspection work-standardize the reception process of gfd and exhibition hall personnel every day and week; Long-term persistence can make people conscious and form habits;

Marketing management to be done by sales staff;

Institutionalization of regular meeting and summary-morning and evening regular meeting, exhibition summary, activity summary and month-end sales summary analysis meeting? ; Careful training and assessment-explain the six directions of models one by one, and constantly train and test business knowledge (customer negotiation skills training; Knowledge evaluation of competitor model; Ask and answer. Speech rehearsal ...);

Business processing-standardization of quotation signing process; Order change process; Price preference application process; Vehicle delivery process; The insurance license handling process should be standardized.

Sales department business management focus:

Scientific data analysis:

Daily visit to the exhibition hall (electricity); Test operation rate; Transaction rate of exhibition hall; Sales turnover ratio of exhibition hall customers; Proportion of major customers (group purchase); The proportion of outdoor exhibitions and activities; The productivity of each sales consulting unit; The ratio of unit car purchase to private car purchase;

Marketing model differentiation: we should always start from the customer's feelings and innovate the service model so that people have me and people have me;

Sales task indexation: subdivide quarterly, monthly and weekly sales indicators from the annual plan, and the sales department should always pay attention to and accurately grasp the top-down task indicators;

Competition of sales team: The competition of sales team is normalized through irregular group sales competition, adjustment of promotion policy, kanban management, "one-on-one" of sales consultants, bringing in the old with the new, monthly assessment and elimination of the last place.

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? Sales training should run through the entire 4S operation period and involve the entire sales team; Step by step, planned and systematic training needs to be implemented continuously;

Strict activity organization: formulate the store manager's (outdoor) activity plan rigorously and meticulously, fully communicate and implement the coordination and division of labor among various departments, and formulate emergency plans to ensure that the number of customers invited into the store reaches the standard, the number of A cards reaches the standard, the atmosphere at the scene is active, the publicity materials are distributed in an orderly manner, the on-site control is effective, and the crisis events are properly handled;

Maximize the manufacturer's rebate: carefully study the manufacturer's business policies, make a comprehensive monthly car booking/monthly quarterly sales/marketing investment/manufacturer's CS survey, and cooperate with the marketing, resources, finance and other departments to determine the sales data submission scheme to ensure the maximization of the manufacturer's rebate.

Key points of business management in Marketing Department:

1. Market and competitor information collection and market information analysis-monthly market analysis report

2. Short-term/long-term marketing strategy formulation-monthly marketing plan; Monthly advertising budget report;

3. Event organization and media public relations-form an "event organization plan": auto show event organization; Organize outdoor exhibition activities; Exhibition hall gathering organization and site control; Media invitation; Media relations maintenance; Write and publish soft articles regularly;

4. Advertising execution and effect monitoring-monitoring and counting the increase of advertisements in stores (electricity); Monthly statistical report of advertising channel effect, evaluation report of special marketing activities effect.

5. Development and management of promotional tools: according to the feedback of sales and customer demand, timely make promotional materials, develop automobile products, activity gifts and various promotional tools, and cooperate with the sales department to improve the transaction rate and automobile aftermarket sales;

Differentiated media (online) communication plan:

Carefully analyze the brand audience and consumption target customers, collect and count the influence of various brand communication channels and competitors' main communication channels, formulate the media and public relations strategy during the introduction period, integrate the media delivery combination during the introduction period, determine the direction of media public relations soft articles during the introduction period, and take the differentiated online communication outside the traditional communication channels;

Key points of resource department management:

Analysis of monthly average sales volume, sales progress of key models and inventory matching; Number of months of inventory for each model (safety inventory equivalent); Inventory structure analysis (overdue inventory warning); Online vehicle information; Number of orders approved internally; Implementation of manufacturer's ordering system; Track the manufacturer's rebate (cooperate with sales department and finance department);

Key points of after-sales maintenance business management:

Daily visits and maintenance output value; Gross profit margin of service department; Gross profit margin of accessories sales; Gross profit of warranty claim; Average mechanical output value; Average amount of a single work order; Reasonable spare parts inventory and turnover rate; Workshop technician training assessment compliance rate; One-time repair rate; Workshop productivity; The construction of workshop safety management system: the satisfaction rate of handling major customer complaints; Vehicle ownership data and customer information management;

Three. Operation period (three months after formal operation)

Work objective: To cultivate and establish a dynamic 4S management team.

Work focus:

Summarize the shortcomings of early operation management, analyze and put forward improvement plans, and continuously improve management capabilities.

Take the market as the center, and constantly explore marketing innovation and service differentiation;

Always pay attention to the KPI index of the overall operation of the enterprise and make continuous improvement;

Improve various management systems and processes, and implement a performance appraisal system for all employees.

Build a high-quality and highly professional 4S operation team.

Working ideas:

1. Pay attention to the main operating indicators KPI to reduce operating costs;

After three months of trial operation, the company entered the operation period. As the general manager of 4S store, he should pay attention to the annual/quarterly/monthly sales target progress in real time; In order to adjust the plan, at the same time, formulate corrective measures and strive to achieve the planned objectives; Pay attention to the changes in the amount of funds occupied and the cost of funds in the overall 4S storefront; Regularly analyze the gross profit of sales and after-sales units; Gross profit margin of accessories; Monitor changes in management fees; Guide the financial department to calculate the number of capital preservation units and return on investment; By adjusting and introducing various new management systems, operating costs are continuously reduced;

2. Refined invoicing management:

According to the monthly (three-month) average sales volume, best-selling and slow-selling vehicles, combined with the number of vehicles in stock and the arrival date of vehicles ordered on the way, fully study the internal environment (recent characteristics of regional markets) and external environment (car scheduling and business policies of manufacturers, new car release and promotion policies of competitors)-analyze the total inventory structure, predict the future resource gap of vehicles, make monthly order analysis meetings, approve order plans within the group, increase capital occupation and improve capital turnover.

3. Maintenance of factory relations:

Maintain long-term and good cooperative relations with manufacturers-ensure sufficient inventory in peak season and do not hoard a lot of goods in off-season; Understand the business policy thoroughly and ensure the maximum rebate-manufacturers strive for joint activities and strive for the maximum advertising support of manufacturers; Establish a good personal relationship with the regional manager of the manufacturer's network and inquire about various business policies in advance-if you want to stay ahead of the market, you must follow closely behind the manufacturers.

4. Do a good job in cost control:

Through the examination and approval of monthly financial statements and daily expenses, the general manager grasps the changes of management expenses, controls the expenses well, and controls and optimizes the financial expenses through financial management; Through the research with financial and tax personnel, cooperate with the group company to do a good job in single-store tax planning and reduce the overall tax revenue.

5. Marketing innovation+channel innovation:

Organize the sales and marketing department to actively explore key customer negotiation, government procurement, group purchase and secondary network development; Actively negotiate business brand promotion activities consistent with sales brand target customers, and plan and implement alliance marketing activities;

Pay close attention to the trend of the times and recent social hotspots, plan online (offline) marketing plans and expand communication channels in combination with the characteristics of models themselves;

Make full use of the new technologies and means of network marketing in the Internet era to integrate and spread network marketing activities; Actively cooperate with national or regional marketing activities organized by exhibitors to tap the local market level.

Promote the theme in segments, cooperate with offline activities, carry out experiential marketing, and rapidly expand sales;

Carefully plan, create news points through media and customer activities, and drive the passenger flow of the exhibition hall; Strengthen customer awareness and reputation (celebrity effect, event sponsorship, etc.). ) By creating public relations event marketing and word-of-mouth marketing; Summary: multi-pronged, constantly innovating and expanding marketing channels-constantly improving sales and performance;

6. Business innovation:

Study the manufacturer's policy and carry out the second-hand car replacement business in time;

Carry out cooperative consumer loan business between banks and enterprises;

Develop boutique automobile products and automobile aftermarket sales business;

7. Do a good job in customer asset management and continuously improve customer satisfaction;

Hold regular customer maintenance activities: car owners' lectures; Owners' club activities; Seasonal special services for VIP owners; The rate of inviting customers to the store on special event days; Customer service tracking in place implementation rate, birthday reminder, maintenance reminder persevere; Check the implementation of the customer return visit system;

Investigation and analysis: customer complaint handling satisfaction rate; CS questionnaire; Customer recommendation rate; Old customer turnover rate

8. Plans for continuous improvement of business skills and service capabilities of various departments:

Implement fast and punctual service plan;

Implement the smile service plan;

Conduct sales and after-sales service skill competitions (sales skill assessment, product knowledge assessment, one-time repair rate); Implement the training plan for continuous improvement of job skills; Refine and summarize the key knowledge and skills of each position; Constantly set promotion requirements, and form a good atmosphere for employees to retreat, love their jobs, study their business and drive self-learning through training-assessment-performance linkage-elimination at the bottom;

Set up the general manager's skill innovation and service innovation reward plan;

9. Continuously optimize and improve business processes to create management benefits:

Continuously improve the process in practice and formulate clear and rigorous rules and regulations and business processes.

10. Improve the reward mechanism and performance appraisal system;

Principles of performance appraisal scheme: fairness, impartiality and openness;

Planning objectives: reward diligence and punish laziness, commend the advanced and spur the backward; Encourage innovation and advocate the value of teamwork; Avoid short-term goal orientation

Assessment scope: performance assessment of all employees;

1 1. Long-term team building:

Discover talents and guide employees' career planning; Make difficult work plans and encourage employees to challenge; Care about the life of employees and pay attention to the exchange of ideas among employees.

12. Corporate culture construction:

Advocating optimism and making continuous progress; Core values and culture that encourage innovation, mutual respect, teamwork and customer first. Finally, create a corporate culture that is consistent with the group company and the operating brand.

I recommend it carefully.