Company's sales plan for 2023 (1) With the leadership, help and support of the head office, Shanghai * * * Company has initially formed a scale, laying a foundation for the all-round development of the domestic market. Especially in the expansion of the market and the development of new customers, the brand * * * has been deeply affected in China. The sales volume increased month by month, the number of customers increased month by month, and the market share extended vertically from East China to Northeast China, and began to expand to Southwest and Northwest China. * * * product sales in China and * * * brand reputation have been greatly improved, which has laid a good foundation for * * * company's market expansion in China. Due to subjective and objective factors, there is still a considerable distance from the requirements of the head office. On the basis of summing up the work of 20xx, Shanghai * * * Company is determined to adhere to the policy of "internal management and external market expansion" and earnestly implement all the work in a "target management" manner.
I. Market development:
Be innovative and realistic, and explore the domestic market. On the basis of last year, Shanghai companies have a deeper understanding of the domestic market. Products need the market, and the market needs more suitable products (including product quality, appearance and suitable packaging). Therefore, according to the characteristics of the domestic market, Shanghai Company specially hired people to design the sales image for the company, so as to improve the unified image of * * * Company in the China market. With high-quality products, it has laid a stable foundation for further enhancing the popularity of * * * company in China.
At the same time, establish a perfect sales network system, so that * * * can open the China market and establish a sales point. Shanghai Company plans to recruit 7-8 salesmen in early March to fully train business knowledge and focus on market development, and instill the concept of * * * *.
Second, the annual goal:
1. The annual sales income is 25 million yuan. Profit: 100- 1.5 million yuan;
2. The domestic market share of * * * products (in the same industry) is greater than10%;
3. The management expenses decreased synchronously10%;
4. Set up a product development department to complete the development tasks assigned by the head office;
5. Actively cooperate with the head office to do a good job in matters related to Shanghai * * * Development Zone and other matters assigned by the head office.
Third, the implementation requirements:
The refinement and standardization of the sales market is conducive to operation. According to the total sales target of 25 million yuan, define indicators by region, clarify responsibilities, and link implementation with people and performance.
1. Divide sales areas. The country is divided into 7-8 regions, and each region issues indicators, which are linked to performance through assessment, with clear rewards and punishments;
2. According to the distribution of sales network, it is required to vigorously promote the agent system and strive to open up 15-20 sales agents in provincial capitals during the year;
3. Sales expenses and travel expenses shall be subject to the sales contract responsibility system;
4. Set up product development R&D department, and strive to initially form new product development capability in the second half of the year on the basis of introducing 3-5 technical developers in the first half of the year, and complete the number of task plans issued by the Head Office;
5. Strengthen internal management and improve economic benefits;
① Financial cost of sales: Accounting is the key to the domestic market. The purchase, sale and storage should be clear, reflected in the monthly report and assessed quarterly, and strive to achieve the annual sales target of 25 million and reduce the cost by 5%;
(2) Human resource management: according to the requirements of the head office and the actual work of the Shanghai company, we will provide corresponding personnel for each position. Assess with scientific incentive mechanism, give full play to people's talents, love their jobs and be dedicated, and each employee reflects his personal value with his performance;
③ Product development cost management.
Shanghai * * * Company still has a lot of work to do and a lot of things to implement. To this end, we should closely focus on the main points of the work of the head office and combine the actual situation of the company to assume due responsibilities in 20xx and make due contributions to the realization of the strategic objectives of the head office.
The company's sales work plan for 2023 (Chapter II) has paid a deposit of 300 yuan (collected by Cao Yan, the manager of the business department) years ago.
2. Outsourcing building property management, paying electricity bills, receiving emails, consulting property management matters, etc.
3. Assist the manager Wang Weiqin's office work.
4. Ensure the normal operation of computers, printers and photocopiers, and pay attention to daily operation.
5. Do a good job of logistics support for the manager of the marketing department who is away on business (mainly assisting Manager Wang in copying, faxing, making phone calls, inputting documents into the computer, reimbursing, shopping, etc.). ).
6. Work with Manager Wang and make investment calls.
Third, the actual investment and development operations
1. Learn the investment promotion materials and have a thorough understanding of the 3+2+3 combined marketing model; Do a good job in regular meetings, learn from each other's strengths, consult advanced employees who have made achievements, and master and use other people's advanced experience in time.
2. Write a work diary every day to record the daily market situation in detail.
4. Continue to pay a return visit to the wine merchants in six counties in Xuzhou, and limit the year before last to three counties that did not pay a return visit in time: xinyi city, Fengxian and Peixian, and the return visit is completed. While paying a return visit, we will supplement and improve the new information of wine merchants.
5. Follow up by phone after the return visit, continue to negotiate at home, and make and follow up the order.
Simple steps to make a sales work plan
First, market analysis.
The basis of making the sales plan is the analysis of the market situation and current situation in the past year.
Second, marketing ideas.
Marketing concept is the "spiritual" program to guide sales plan on the basis of market analysis, the direction and "soul" of marketing work, and the marketing operation concept that sales departments need to instill and implement frequently.
Third, the sales target.
Sales target is the starting point and destination of all marketing work. Therefore, scientific and reasonable sales target formulation is also the most important and core part of the annual sales plan.
Fourth, marketing strategy.
Marketing strategy is the tactical decomposition of marketing strategy and a powerful guarantee for the smooth realization of enterprise sales objectives.
Fifth, team management.
1, personnel planning, that is, according to the annual sales plan, make reasonable personnel allocation and formulate personnel recruitment and training plans.
2, team management, clearly put forward the slogan of building a team. Really build an "iron team" with strong cohesion, centripetal force, combat effectiveness, explosive force and deterrence.
Sixth, the cost budget.
The company's sales work plan for 2023 (Chapter III) has moved towards a better future in the new year. When you open the memory book of time, what you see is the bits and pieces of the past. Those successes and failures are left over from the past. Facing the next year, I believe that as long as I am willing to plan well, there will be better results waiting for me. I will also find a better self and a future worth thinking about. The following is my work plan for next year. If there is anything wrong, I hope the leaders will give me more guidance.
First of all, at work
1. Attitude
There are many details in the work that are worth pondering. For example, a casual expression we usually make may have a very bad influence on our customers. Therefore, when facing customers, we must have our own independent methods. What kind of customers, what kind of expression, what kind of tone, what kind of attitude. In the next year, I will focus on improving my work attitude and have a clear attitude both internally and externally.
2. Service
In the sales industry, I think service comes first. The first thing to do in sales is to do word of mouth. If word of mouth is not good, there will be no repeat customers, and there will be no good word of mouth. Therefore, in this job, I will make the service more detailed, so that customers can intuitively feel the warm service of our sales staff.
3. professionally
Every industry has its own standards and requirements, so as a salesperson, you should also show your professionalism. No matter what kind of customers you face, you should show your professionalism and let the other party trust us more and feel more at ease.
Second, in learning.
Learning is an eternal thing for everyone. Although I have not sold this job for several years, I know there are still many things I don't know, so I will only maintain a good learning attitude and passion every day in the future. Study hard at work, make continuous progress, and get closer and closer to your goals.
Third, in life.
I am usually an easy-going person in life, so I get along well with my colleagues. In the coming year, I think that only by uniting everyone better can our small team have a broader development sky. As a member of this team, I also have the obligation to do my own thing and complete my mission. Therefore, no matter at work or in my later life, I will keep a good state, work hard with everyone and not do anything that harms the interests of others. I will continue to work for this goal, and I will work in this direction. I'm ready, just leave at any time!
The Company's Sales Work Plan for 2023 (Chapter IV) I. Understanding of Sales Work
1. Market analysis, and formulate sales tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: sales of 6,543,800 yuan+0,000 yuan.
2. Make work plans in time, and make monthly and weekly plans. And communicate with business-related personnel regularly 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 differently, strengthen communication and cooperation with major customers, and win market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
7. Don't hide or cheat customers, and promise customers to cash in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
8. Strive to maintain a harmonious relationship with colleagues, be kind to colleagues, and ensure the smooth implementation of various functions of various departments during project implementation.
Second, the specific quantitative tasks of sales work
1. Make monthly work plan, weekly work plan and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering the vast territory, large population and traffic congestion, we choose customers in the same place or near the ground when making an appointment.
2. Before meeting the customer, we 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 engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation, acceptance, etc. , and complete each stage of the work.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors 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 engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the bidding process, the corresponding business documents should be sorted out two days in advance and delivered to the engineer by express delivery or express delivery to prevent 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 engineers to undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10. Strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the engineer's demand with the fastest supply time, and strive for early payment.
1 1. 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 go to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Third, balance sales and life, and work happily.
1. Organize peers to hold salon clubs regularly to enhance mutual friendship and better communication.
Although there is competition between customers and peers, they also need to learn from each other and communicate with each other. I've attended similar parties and asked my clients, and they are all willing to attend such parties. So I don't think there is any contradiction. Colleagues can enjoy life outside of work, make the salon a part of life, and work can be carried out in a happier environment.
2. For the old customers, always keep in touch and send some small gifts or entertain customers when time and conditions permit. Of course, banquets are not the purpose, but communication, which can enhance each other's feelings and better communication.
3. Take advantage of off-duty hours and weekends to attend some classes, learn more about marketing and management, constantly try to combine theory with practice, check the latest information and products of the industry online, and constantly improve your ability.
There will always be all kinds of difficulties in work. I will ask the leader for instructions, discuss with my colleagues, try to overcome them and strive to make my own contribution to the company.
The Company's Sales Work Plan for 2023 (Chapter 5) In order to achieve the planned objectives for next year, combined with the actual situation of the company and the market, several work priorities for next year have been determined:
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.
_ _ Three provinces, where the market is the core competition area of the company, should 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.