Sales work plan objectives 1 1. Strengthen business management and build a high-quality and standardized underwriting service system. Underwriting is the source of insurance company's operation, the important basis of risk management and control, and the basic guarantee of insurance company's survival. Therefore, in xx years, the company will pay close attention to business management and improve its risk management and control capabilities.
1. Review underwriting business in time, control underwriting risk by using risk management technology and pricing system, determine underwriting rate and ensure underwriting quality. Conduct a preliminary review of the underwriting business beyond the company's authority, sign opinions and submit them for approval to ensure the strict underwriting of this business.
2. Strengthen the management of information technology departments, improve all kinds of insurance business processing platforms, establish a perfect underwriting basic database through the construction and use of electronic underwriting business processing system, and prepare relevant reports and underwriting analysis. At the same time, do a good job in market research and regularly prepare medium and long-term business plans.
3. Establish and improve the risk assessment system of major subject matter business and special risk business to ensure reasonable risk control, and at the same time implement relevant reinsurance or reinsurance management regulations according to the risk status of the business to ensure the reasonable dispersion of underwriting risks.
4. Strengthen underwriting and underwriting norms, strictly implement the clause rate system, master the operation of the new core business system, conduct comprehensive and systematic training for underwriting and underwriting personnel of China Branch, improve their comprehensive business skills and quality, and provide a good guarantee for the company's business development.
Second, improve the quality of customer service and build a first-class customer service platform. With the increasing number of competitors in the insurance market, all insurance companies have strengthened their competition for market business, but insurance companies are not engaged in tangible products, but in services to avoid risks or venture capital. Therefore, it is extremely important to build a high-quality customer service platform. When service becomes the core content and competition of insurance companies, customer service becomes a service culture with unique ideas. After xx years of hard work, our company has occupied a certain market share and has a huge customer base. With the deepening of business development, the importance of customer service will be particularly prominent. Therefore, CIIC will strictly regulate customer service in xx years and put the first-class customer service management platform into use and implementation.
1. Establish and improve the voice service system, increase the publicity of the hotline, and push the hotline to the society in various forms, so that many customers can fully understand the powerful supporting functions of the company's voice service system, thus improving their market competitiveness and maximizing customer satisfaction.
2. Strengthen the training of customer service personnel, improve the comprehensive skills and quality of customer service personnel, strictly follow the service tenet of "enthusiasm, thoughtfulness, high quality and high efficiency", adhere to the principle of "initiative, quickness, accuracy and reasonableness", and do a good job in receiving reports, surveying and determining losses, explaining terms, and making claims and complaints in strict accordance with post responsibilities and business operation procedures.
3. Set up full-time and part-time branches with the central branch as the center, covering the whole region. In the initial stage, China Tobacco Branch will set up three full-time survey and loss assessment personnel, and at the same time, cooperate with part-time personnel to survey, improve the overall quality of business personnel of China Tobacco Branch, effectively improve the quality of survey and loss assessment claims, and realize accurate survey, reasonable loss assessment and quick claims settlement.
4. Complete the expansion of xx marketing service department and YY marketing service department before June of XX. At this point, the construction of service outlets in the whole region is basically perfect, providing efficient and convenient insurance after-sales service for corporate customers.
Third, speed up business development, increase market share and make the company's insurance brand bigger and stronger. Based on the premium income of xXX million yuan in XX years, the proportions of various types of insurance are: motor vehicle insurance 85%, non-auto insurance 10%, and personal insurance 5%. In xx, the central branch company drew up the business development work plan, and realized the annual premium income of xxxx million yuan. Various insurance plans accounted for 75% of motor vehicle insurance, 65,438+05% of non-auto insurance and 65,438+00% of personal insurance. The realization of the plan will be completed from the following aspects.
1. Motor vehicle insurance is the top priority of our business. Therefore, it is still the focus of our work to vigorously develop motor vehicle insurance business, give full play to the company's auto insurance advantages, and fight a tough battle for auto insurance business. In xx, auto insurance business should consolidate old customers, strive for new customers, focus on developing fleet business and new car underwriting business, and make auto insurance business to a new level.
2. Do a good job in non-auto insurance exhibition industry, choose to visit some large and medium-sized enterprises, focus on public relations with enterprises with good benefits and low risks, establish good relations with enterprises, strive for a package of insurance for property, personnel and vehicles, and also do a good job in market development of non-auto insurance benefits, and strive to form a new pattern of non-auto insurance business development in xx.
3. Actively do a good job in agency business with banks. From June 5438 to xx 10, our company has signed part-time agency cooperation agreements with China Bank, China Construction Bank, China Industrial and Commercial Bank, China Agricultural Bank and Fujian Industrial Bank. In xx, we should concentrate on strengthening business communication with major banks, so that banks can fully understand the brand and advantages of China Insurance, strive to increase the support and policy inclination of banks in agency business, and strive to make new breakthroughs in bank agency business and realize the adjustment of insurance structure.
This year, despite the economic impact of the financial turmoil and the fierce market competition, under the correct leadership of provincial companies, China Branch will open up new ideas, strive to forge ahead, create new achievements, and strive to make the insurance business bigger and stronger.
Goal 2 of the sales work plan summarizes the work in the past year. There are still many problems and shortcomings in my work. I need to learn working methods and skills from other salespeople and peers. In 20xx, I intend to learn from each other on the basis of my work gains and losses last year, focusing on the following aspects:
(a) in order to ensure the completion of the annual sales task, actively collect information at ordinary times and summarize it in time;
(two) efforts to assist the sales manager, from the product price, quantity, quality and their own service attitude, etc., seriously communicate with customers;
(three) carefully examine the accuracy of the sales report;
(4) Handle the lent and returned items in time;
(5) Maintain customer relationship and constantly develop new customers.
(6) Try to do everything well and stick to it!
Finally, I want to summarize the problems in the sales process as follows:
(A) the warehouse inventory is not enough. Although the inventory table indicates the minimum inventory of each product, it actually does not match, and many products have even been out of stock. In the case of low inventory, it is suggested that the warehouse contact the production department to place an order in time, or contact the sales department to remind them to place an order. Most cases of flight orders are related to insufficient inventory.
(2) The procurement of commodities is not timely. The return time is always delayed. For this phenomenon, buyers' attitudes are mostly irrelevant, and they seldom think about how to solve problems with suppliers, but hope that sales staff can communicate with customers to delay time. This will reduce the credibility of our customers. (This phenomenon is very serious)
(III) Quality inspection and procurement handling of supplier returns. Many unqualified products are finally picked and sold as qualified products because of the delay of time, which is very inconsistent with our belief of "pursuing high quality" There are often things that are taken out, because the quality problems make the sales staff very embarrassed.
(four) the financial department should regularly remind or prompt the outstanding business. Many businesses have been repaid, and the financial department didn't tell the sales staff until several months later. During the period, the sales staff thought that they had been urging not to repay, which gave the customer a very bad impression!
(5) There is no coordination among departments. For the convenience of their own work, they often don't care too much about others and don't consider the trouble they bring to others. Sometimes a word or a small matter can be solved, but it makes the sales staff take a lot of detours.
(6) Delivery and scheduling of vehicles.
(7) The speed of new product development is too slow.
In a word, I will work harder this year to do my job well and help others actively. I also hope that some problems existing in the company can be properly solved. Constantly developing new products and new fields, I believe that the company will go further and have a higher market share, and Chutian people will be filled with happy smiles.
Goal 3 of the sales work plan In order to achieve the planned goal for next year, combined with the actual situation of the company and the market, we have determined several work priorities for next year:
1. Expand the sales team and strengthen business training.
The introduction and cultivation of talents is the most fundamental and core, and talents are the primary productive force. Enterprises will stop when no one is around, increase the introduction of talents and replenish the company's fresh blood. Iron battalion is a mobile soldier, so we are trying to retain reasonable talents. Choose the right people, use good people and use the right people. Strengthen communication with the office staff of the company, select and introduce more excellent sales staff, use their own relationship, integrate some business personnel, use the salesman's strategy to introduce, strive for more business personnel, increase recruitment, and improve the company's staffing and the establishment of the early sales team. In addition, recruit some mature technical and business personnel in the market. I intend to focus my work on setting an example and cultivating new ones. First, I mainly do a few examples to set a good example. Because the power of example is infinite.
Man is plastic, but he is inert. The knowledge training, professional knowledge and sales knowledge training of the sales team can never be relaxed. Training is an important means to establish and consolidate business teams. Regular training is of great benefit to the psychological shaping of sales staff. And according to the development of business personnel, select, introduce and train regional managers. Business people will be more motivated.
2. The sales channels are perfect and the sales channels are sinking.
In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products. Reasonably and effectively decompose the target.
In the three provinces of xxxxxx, the market is the core competition area of the company. In these three provinces, it is necessary to improve the sales team and sales channels. On the one hand, it is the allocation of personnel, on the other hand, it is the integration of customer resources and the key areas of customer personnel. We should set an example for the company here and establish a model market. Cloning is complicated.
Other provinces and cities mainly focus on an existing business staff, focusing on finding partners and some big agents. Companies that take the wholesale route should relax their sales policies appropriately.
If the business personnel explore the market by themselves, the company will provide business support in the early stage, focusing on training for one month, and technical support for three months in the later stage.
3. Product adjustment and product update.
Products are the lifeline of enterprises, not what we want to buy, but what customers want to buy. What we bought and what our customers want to buy. Finding the needs of customers is fundamental. Therefore, product adjustment should be combined with the market. In addition, we should also consider the profit of the product. If the product is unprofitable, there will be no living space. The same is true for customers. Customers don't buy products, but profits, and profits are the profits they get from the products they buy. The principle of rational distribution to maximize product profits is the only unchangeable rule. Enterprises are not welfare homes, and creating maximum value for enterprises is the most basic requirement of management. The change from development to making money is the last word.
The life of a product is limited. Constantly increasing new products, on the one hand, shows the strength of the company, on the other hand, also shows the vitality of the company. Eliminate unprofitable and inappropriate products. Combined with the professional quality of the company's business personnel, the products should be adjusted from three aspects: conducive to the company's development, conducive to the sales of business personnel, and conducive to customer demand.
Products should reflect the characteristics of the company and take the road of differentiation. On the one hand, there must be brand products of the company. A product can build a brand. So the product should be refined.
4. Long-term publicity, focusing on promotion.
Publicity is long-term, and promotion is short-lived. Publicity for a while, publicity for a lifetime. Focus on promoting sales activities and making products famous in a market, that is, brand meaning. Combined with the development and changes of the market and epidemic situation, products come first to achieve the purpose of marketing momentum. For key products and key markets, carry out various promotional activities according to local conditions. Of course, the main focus of the work is still on product promotion and various knowledge lectures. Use the company's website to release products in time, and use the Internet to release information such as product listing.
5. Self-improvement and rapid growth.
In order to actively cooperate with sales, I intend to study hard. Learn more about management and learn more about sales. While doing a good job in sales, I intend to improve my theoretical knowledge by learning business knowledge, management skills and actual sales, strive to continuously improve my comprehensive quality and lay a human resource foundation for the further development of the enterprise.
I will take responsibility for myself and lead the whole group to launch an impact on the planned goals with practical actions.