Business work plan 1xxxxx, the business department will further strengthen the internal management of the department, strengthen business learning, and actively complete various tasks. To this end, we will clarify our thinking, intensify our work, and earnestly do the following work:
I. Production, operation and management
1. Further refine the content of business analysis and strengthen the assessment and implementation of monthly, quarterly and annual indicators of subsidiaries; Provide a strong guarantee for the realization of various task indicators of xxxx.
2, strengthen business learning, improve the level of service management. With the in-depth development of all work, we have encountered many new problems and new situations. We will constantly improve our professional level and service management level through study, and organically combine study and work. On the basis of learning the business-related knowledge of each subsidiary, do a good job in various services and management.
3. Supervise and assist all subsidiaries in handling relevant qualifications and access certificates, and timely assist in handling the annual examination of relevant certificates to ensure that enterprises can carry out construction and production reasonably and legally.
Second, the safety equipment management work
1. Carry out the requirements of the leaders of the group company, establish, improve and form a safe production system suitable for the development of the group company in combination with the actual situation of the group company, focus on sorting out and improving the data files, supplement and improve the existing rules and regulations, and standardize them.
2. Go deep into the enterprise to do a good job in safety inspection, and track and check the rectification of enterprises prone to potential safety hazards. In-depth investigation and study, analyze and solve difficult and doubtful problems, promote the implementation of the rectification plan for potential safety hazards, and prevent accidents.
3. Strengthen the safety management of production devices and key parts, carry out safety risk assessment for key units such as chemical industry, drilling, operation, compressor station and gas station, systematically analyze the safety technical status, prepare risk assessment reports, improve safety precautions, and strengthen emergency plan revision and emergency drills. Strictly monitor key production devices and key components.
4. Strengthen the safety management of well control, conscientiously implement the Detailed Rules for Drilling Well Control in Shengli Oilfield and the Detailed Rules for Downhole Operation in Shengli Oilfield, pay special attention to the basic work of well control management, supervise and inspect the implementation of well control standards and detailed rules for well control in subsidiaries, improve the level of well control management and prevent well control accidents.
5. Do a good job in fire prevention, especially the fire supervision of key fire prevention units such as catering enterprises, and implement prevention first, combining prevention with elimination. Hotels, construction sites and other public gathering places should ensure the smooth evacuation routes and the integrity of fire fighting equipment, and do a good job in the implementation of the work plan and fire fighting plan.
6. Strengthen traffic safety management, educate drivers to abide by laws and regulations, and resolutely stop the emergence of signs of speeding and drunk driving. Do a good job in the daily maintenance and management of vehicles, eliminate hidden dangers of vehicles in time, and ensure the trouble-free operation of vehicles.
Three. contract management
1. Strengthen the supervision and inspection of contract management. Through comprehensive and meticulous contract review, give full play to the roles of prevention in advance, control in the process and post supervision in contract management, resolve the business risks of enterprises, and make contract management step into the track of standardized management.
2. Strengthen qualification management and strictly sign the contract. We will continue to strictly require all subsidiaries to implement the relevant provisions on contract management of the group company, conduct a comprehensive review of the relevant qualifications, bank credit standing and performance ability of the contracting parties, guard against operational risks and earnestly safeguard the legitimate rights and interests of the group company.
Four. Industrial and commercial affairs
1. Further improve the industrial and commercial registration and change information statistics of each subsidiary, actively assist each subsidiary in handling industrial and commercial changes and other related matters, give guidance on the materials required for relevant industrial and commercial changes, and do a good job in filing the changed industrial and commercial data.
2. Further strengthen coordination and communication with relevant departments, and strengthen the connection of business and other related businesses.
3, strengthen the management of industrial and commercial affairs, standardize enterprise management behavior. Further strengthen information communication with the industrial and commercial administrators of subsidiaries, keep abreast of the company's industrial and commercial affairs and industrial and commercial file management, and implement the implementation of industrial and commercial management system. Firmly establish a sense of service, make suggestions, give full play to the preventive role of legal affairs, and provide effective services for the company's business development.
3. Continue to assist all subsidiaries in trademark management. Take various measures to strengthen trademark protection and ensure that the rights and interests of enterprises are not illegally infringed.
In xxxx, we will strictly follow the work deployment of the group company, strengthen business analysis and improve management level; Establish the concept of safe development, timely rectification, prevention first; Strengthen contract management, focus on safeguarding the rights and interests of enterprises, closely focus on the main line of production and operation, strengthen business learning, continuously improve work level and efficiency, and devote more enthusiasm to all work of xxxx.
Business Work Plan Part II I. Outline of the Plan
1, with an annual sales target of 6 million yuan;
2.50 dealer outlets;
3. The company has a necessary reputation in the automatic control product market;
Second, the marketing situation
Air-conditioning automatic control products belong to the supporting products of central air-conditioning and other industries, and are restricted by the upstream product consumption market, but the total demand is still considerable. With the continuous improvement of urban construction and people's living standards, as well as the arrival of the product upgrading period, it has driven the sustained growth of the market, thus driving the expansion of the overall market capacity. Hunan is located in the middle of China, and the demand for air-conditioning automatic control products is large: 1, which is hot in summer and autumn and cold in spring and summer; 2. In recent two years, the real estate industry in Hunan has developed rapidly, and its personality is the construction of middle and high-grade commercial houses and villas; 3. Hunan will be included in the western development and strengthen the construction of various basic projects; 4. Changsha-Zhuzhou-Xiangtan Financial City; 5. Chenzhou, Yueyang and Changde. Many industrial parks and development zones have been built; 6. The improvement of people's requirements for their own lives; To sum up, the personality of air-conditioning automatic control products is that high-grade air-conditioning automatic control products have great development potential in Hunan.
Generally speaking, there are three ways to sell air-conditioning automatic control products: project bidding, real estate group purchase and private projects. Project bidding channels occupy a large share, but real estate group buying and private projects have developed rapidly and have shown a diversified development trend.
Judging from the sales channels of enterprises, most companies adopt the model of office plus dealer. In 20xx, domestic air-conditioning automatic control products enterprises increased their efforts to lay out the national marketing network and consolidate traditional channels, and strengthened their public relations cooperation with design institutes and management departments. For air-conditioning automatic control products enterprises that entered the market late, because the market accumulation time is relatively short and they are eager to open the market quickly, the channel mode of office plus distribution system is basically adopted. In order to respond to the market quickly, all automatic control products entering the Hunan market are stocked in Hunan. Hunan air-conditioning automatic control products have a large market capacity and great potential, and the overall development trend is promising. Therefore, for brands that have not yet entered the Hunan market, there are great market opportunities. As long as they adopt appropriate marketing strategies, they can squeeze into the Hunan market. At present, Shanghai Zhengyi has a weak market base in Hunan air-conditioning automatic control products, and its team is still relatively young, so its brand influence needs to be consolidated and expanded. In the process of sales, we must be very clear about the advantages of our company and play to the extreme; And we should find out the weaknesses of our company and put forward them in time to overcome them and realize the maximum value; Improve the service level and quality, penetrate the service consciousness into every link of communication with customers, and pay attention to various services such as pre-sale, in-sale and after-sale return visits.
Third, the marketing objectives
1. Air conditioning automatic control products should aim at long-term development and strive to take root in Hunan. In 20xx, we will focus on establishing a perfect sales network and model projects with a sales target of 6 million yuan;
2. Squeeze into the first-class supplier of air-conditioning automatic control products; Become a fast-growing successful brand;
3. Drive the sales and development of the whole air-conditioning products with air-conditioning automatic control products.
4. Short-term marketing goal: make the marketing performance grow rapidly in a short time, and make its own products become well-known brands in the industry by the end of the year, replacing some markets of products of the same level in the province.
5. Devote to developing the distribution market, and by the end of 20xx, there will be 50 distribution partners;
6. Regardless of mental and physical strength, we should devote ourselves to our work and make it develop with high efficiency, high income and high salary.
Fourth, marketing strategy.
If air-conditioning automatic control products want to grow rapidly and gain competitive advantage, the best choice must be the overall competitive strategy of "target concentration". With the rapid development of Hunan's economy and the expansion of urbanization scale, the consumption potential of air-conditioning automatic control products market is great, and the target concentration strategy is wise for us. The choice of competitive strategy. Focusing on the overall competitive strategy of "target concentration", we can adopt specific tactical strategies including: market concentration strategy, product belt concentration strategy, dealer concentration strategy and other supporting strategies for target concentration. To this end, we need to divide Hunan market into the following four categories:
Strategic Core Markets-Changsha, Zhuzhou, Xiangtan and Yueyang
Main development markets-Chenzhou, Changde, Zhangjiajie and Huaihua.
Cultivate the market-Loudi, Hengyang and Shaoyang
Waiting to develop markets-Jishou, Yongzhou, Yiyang,
Overall marketing strategy: the combination of all-staff marketing and direct marketing and channel marketing.
1, target market:
Blooming everywhere, central cities and small and medium-sized cities break through at the same time, focusing on developing industry model projects, vigorously developing key regions and key agents, and rapidly promoting product sales and sales.
2. Product strategy:
Drive overall sales with overall solutions: Our products are required to constitute a complete solution and have successful cases, thus driving the sales of all products. Interaction between size: the sales of air-conditioning automatic control products drive the sales of valves and other products, and the sales of air-conditioning automatic control products are driven by the projects of valves and other products.
3. Price strategy:
High quality, high price and high profit rate are the principles; Make a realistic price list: the price list is divided into two layers, the media public quotation and the lowest market price. Formulate higher monthly and quarterly rebate policies and control the marketing system. Strictly control the price system to ensure the profit space of first-class dealers, second-class dealers, project engineers and end users. In order to adapt to the market, the price policy should have the necessary activity.
4. Channel strategy:
(1) Distribution partners are divided into two categories: First, distribution customers are our key partners. Second, engineering customers are our basic customers.
(2) Channel establishment mode: a. Take a step-by-step approach, first initialling the agreement, then making the sales forecast table, and then formally signing the agreement to order the first batch of goods. If you don't purchase goods, you can't sign an agency agreement; B. Find important customers, push the goods to the dealers through negotiation, and then our sales and market support will keep up; C choose a competitive attitude among the agents, so that we can take the initiative and take a high profile in the negotiation because of a potential local customer. Can't enter the market in a low profile; D. After initialling the agreement, the name of the initialling agent can appear in our advertisement, provoking the contradiction between the distributor and the original manufacturer, and we take the opportunity to enter the market; E. In the local regional market, always ensure that a local second-level agent can become a first-level agent, thus becoming a threat to the first-level agent and promoting its development.
(3) The market has the power to push and pull. To achieve rapid growth, the driving force must be adopted. Pulling requires a long period of cultivation. To this end, we will focus on developing channel distribution. In addition, the personnel in charge of key customers and engineers will focus on the industry market and engineering market, and strive to complete 4-5 model projects within three months to build confidence for internal personnel and distributors. By the end of the year, complete your own marketing quota.
5. Personnel strategy:
Basic ideas of marketing team: a. Open mind; B. overcome yourself; C. professionalism;
(1) Vertical contact between business teams, continuous and efficient communication, and quick response. Team building is flat.
(2) Internal reporting system and sales reward system.
(3) Selling products in a professional spirit. Value = price+technical support+service+brand. What is actually sold is the solution.
(4) Prepare a sales manual; Including the rules of the game, technical support, the scope and functions of the marketing department, the problems that can be solved and the support brought.
In the past year, through the joint efforts of all the staff in the marketing department, the popularity of our products has gradually been recognized by customers in Henan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in other aspects of our work. Personal sales work plan analysis is as follows:
The following is the sales profile of the company in xx years:
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. In Henan market, there are many brands of xx products. Because xx Tianxing entered the Henan market earlier, the price of xx products was chaotic, which caused great pressure for us to open up the market.
Although there are some objective factors, there are also great problems in other practices at work, mainly at present.
1) There are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. There were xx recorded customer visits when I first started working, and the total number of customers visited by three salespeople in one day was xx, plus eight months and xx days without records. Judging from the above figures, our basic work of visiting customers has not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the status of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to customer suggestions. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example. When conveying product information, we don't know how much customers know about our products.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and the business potential needs to be improved.
market analysis
At present, there are many brands in Henan xx market, but mainly those companies. At present, our company's products are first-class in product quality and function. In terms of price, it sells at a high price. In the process of selling products this year, the most involved problem is the price of products. Several customers lost their orders because of the price. For small customers, price is not too important, but for large purchases, customers are very sensitive to the price of products. In next year's sales work, I think the price of products should fluctuate appropriately, which can promote the sales of sales staff.
In Zhengzhou area, as the xx market first started in Zhengzhou, Zhengzhou market is a very competitive market. Because our company entered the market late, it has no advantage in product popularity and price, and there is great pressure to open up the market in Zhengzhou, so we put the main market in regional cities, where the market competition is relatively less than that in Zhengzhou. With the reduction of external factors and the flexibility of our sales staff, I believe we can do better than before.
The market is good and the situation is grim. The xx market in Henan can be summarized by this sentence. Today, with the rapid development of technology, next year will be a year of great achievements. If we don't do a good job in the market and seize this opportunity in the next year, we are likely to lose this opportunity and never have a chance to do this market again.
In next year's work plan, we will focus on the following tasks:
1) Establish a relatively stable sales team that is familiar with the business.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team 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 in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3) Train sales staff to find problems, sum up problems and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their business potential to a new level.
4) Establish sales and service outlets in regional cities.
According to a series of problems encountered in this year's business trip, the scheduled customer suddenly changed the itinerary, broke the contract, and the vehicle was not at home, which disrupted the planned itinerary and failed to successfully complete the business trip. Causing a waste of time and money.
5) Sales target
The most basic sales target this year is to have a monthly income statement. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into 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 development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.
The above are my immature suggestions and views on the sales work plan for xx year. Please forgive me if there is anything wrong.