Telemarketing Work Plan 1
First, 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. I will adjust my study direction according to my needs and replenish new energy. Professional knowledge and comprehensive ability are all things I want to master. Know yourself and know yourself, and you will win every battle. I hope the business manager will give me support in this regard.
Second, enhance the sense of responsibility, service and team.
Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.
Three, familiar with the company's new rules and regulations and business work.
The company is constantly reforming and has made new regulations, especially arranging professional legal personnel to assist in litigation business. As an old business person of the company, we must set an example and do our best to carry out business work while observing the company's regulations.
1, the fourth quarter is the end of the year. At this time, we should fully safeguard the business situation assigned by our old customers. First of all, we should gradually understand the development of potential customer resources among old customers, find out loopholes, put forward feasible suggestions in a targeted manner, and strive to protect the intellectual property rights of customer companies. The agency fee is at least 6,543,800 yuan per month.
In the first quarter, we focused on the development of litigation business. Develop litigation business according to the existing old customer resources, develop all customers who may have litigation needs, and arrange legal experts to meet and negotiate for customers who have the intention to cooperate. During this period, at least two lawsuits were brought, and the agency fee was more than 80,000 yuan (40,000 each). While conducting litigation business, we will not lose all kinds of business assigned by these customers, keep regular contact with these customers and report the progress of business assigned by these customers in time.
In the second quarter, we mainly engaged in trademark and patent business. Develop customers by going to professional markets, attending professional trade fairs, surfing the Internet, making phone calls, visiting strangers and other business development methods, strengthen contact with old customers, and form a customer group with business cycle. In this way, the agency fee will increase by 48,000 yuan (not less than 65,438+200,000 yuan per month). While vigorously exploring the market, we will not lose all kinds of business assigned by these customers, keep in regular contact with these customers and report the progress of business assigned by these customers in time.
The 11th and Mid-Autumn Festival in the third quarter made a good start for the second half of the year. Moreover, with the relative improvement of my professional knowledge and comprehensive ability in high-end business, I will develop the customers whose large enterprises meet the requirements of "China Famous Trademark" or "_ Provincial Trademark". Customers who are interested in cooperation can arrange business managers to meet and discuss, and strive to sign the a _ provincial trademark, and the undertaking cost will reach more than 75,000 yuan. While developing well-known trademarks and trademark business, we should not lose all kinds of businesses assigned by these customers, keep in regular contact with these customers and report the progress of these assigned businesses in time.
Telemarketing work plan 2
I. Work handover
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 excellent sales staff.
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 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 fully mobilize the enthusiasm of each member. 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.
Telemarketing Work Plan 3
First of all, the following is the company's _
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. There are many brands of products in Henan market. Because _ Star entered the Henan market earlier, the product price 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 in the work, mainly in the following aspects.
1) There are too few basic customer visits in sales work. The marketing department began to work in mid-April this year. When I first started working, I had _ customer visit records, plus eight months and a few days without records, so the total number of customers visited by three salespeople in one day was _. 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 situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. Luoyang Xunhe Automobile Transportation Co., Ltd. is an obvious example.
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 his business ability needs to be improved.
Second, the market analysis
Now there are many brands in Henan market, but mainly those companies. Now our products are first-class products in terms of product quality and function. In terms of price, it is a high price. In the process of selling products this year, the most problematic thing is the price of the products. Several customers lost their orders because of the price problem. In the face of small customers, the price is not too important, but in the face of 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, the market competition in Zhengzhou is very fierce because the market first started in Zhengzhou. 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 market in Henan can be summarized by this sentence. Today, with the rapid development of science and technology, next year will be a promising year. 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.
Three-year or three-year work plan
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 professional ability to a new level.
4) Establish sales and service outlets in regional cities. (Recommended for trial implementation)
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. These are my immature suggestions and opinions. Please forgive me if there is anything wrong.
Telemarketing Work Plan 4
Telemarketing has become a popular sales method in modern times, and everyone can pick up the phone, but it is not a simple matter how to communicate well with each other by phone and reach the sales intention.
First of all, we must overcome our inner obstacles.
Some people call because they are worried that the other party will refuse. After being rejected, they didn't know what to do, so they just hung up. Some people even hope that the phone will hang up soon and no one will answer. They always think from the perspective of the receiver and imagine how he will refuse you. If you think so, you will be rejected by two people. Then the phone will not receive the expected effect. There are several ways to overcome inner obstacles:
(1) Keep a good attitude. In sales, rejection is normal. What is abnormal is that no one refuses us. In that case, we don't need to run business. Have 200% confidence in your products and services, and be very optimistic about the market prospects of your products. It is their loss that others don't use or need our products or services. At the same time, it summarizes several advantages of its own products.
(2) Be good at summarizing. We should thank every customer who refuses us. Because we can learn from them why we are rejected. After each call, we should record the way they rejected us, and then we will sum up how to solve similar problems next time. The purpose of doing this is to make us confident enough to solve common problems again, without fear or fear.
(3) Take a little time to study every day. The more you learn, the less you know. The purpose of our study is not to reach a certain height. But give yourself enough confidence. Of course, learn selectively, and don't learn everything you don't know. Before making a phone call, you can write down the key words you want to express to your customers on paper to avoid being nervous and incoherent. If you make more phone calls, you will naturally mature.
Second, make clear the purpose of calling.
The purpose of calling customers is to promote products. Of course, it can't be done by a phone call, but our phone call should be effective and can get valuable information. If the person who answers the phone happens to be the person in charge, then we can directly introduce the company's products to him, communicate by telephone, send him product information emails, and make an appointment to visit. If he is not the person in charge, he must try his best to get the name, telephone number and other information of the person in charge, and then contact him to send an email and make an appointment to visit. Therefore, calling customers is not the purpose, what we want is to contact our target customers, get interview opportunities, and then complete our sales.
Third, the collection of customer resources.
Since the purpose is clear, it is a question of who to call. Telemarketing in any industry starts with selecting customers. The key to the success of telemarketing lies in finding the right target, or finding enough effective potential target customers. If you can't even do this, then you can't create any good performance at all. In the process of telemarketing, choice is always more important than effort. Finding the right target at the beginning doesn't mean that you can generate sales performance, but at least you get an opportunity and get a good start.
There are three conditions for selecting customers:
1, with potential or obvious demand;
2. Have a certain economic strength to consume the products you sell;
3. The contact person should have the decision-making power and be able to make the final decision. Because our products belong to high-end products, the consumers are mainly middle-and high-income people, public money consumers and celebrities. These people are mainly concentrated in IT industry, consulting industry, entertainment industry, real estate industry, publishing industry, medicine industry, automobile industry, media industry, communication industry, study abroad agency, civil aviation industry, financial industry, government and institutions. When developing customers, we must collect personal information and corporate procurement in these industries.
Four, the front desk or switchboard communication
Data collection is good, that is, telephone contact. At this time, you will find the front desk or switchboard of many telephone companies. The person who answered the phone was not the person you were looking for, and a large set of prepared sales words were turned away before they spoke. So we must find a way to bypass these obstacles and bypass the speech at the front desk:
1. Look for the boss's name when looking for information. When you make a phone call, go directly to the boss. If the other person asks who you are, you can say that you are a customer or a friend, so you have a greater chance of finding it.
2. Prepare the company's phone more, call with different numbers, and different people will have different reactions when answering it, so the chances of success are higher.
3, as long as you go to the extension and ask again (don't press 0 to turn to manual), you may go to the salesman or the personnel department, so you can avoid the front desk.
If you think this customer has a bright future, don't give up. You can find another colleague to help you, test your colleagues and learn new methods by the way.
5. As their partners, for example, hello, this is _ Company. Please put me through to your boss. I sent him a fax yesterday to make sure whether I received it.
6. I don't know the surname of the person in charge, but pretend to know him. For example, I'm looking for your manager Wang. "I am _ company _ X, and I have contacted before to talk about cooperation. If the answer is that there is no such person, you can say: Oh, that's my fault. I lost his business card. Please tell me his name and telephone number? "
7. Don't leave your name and phone number with the person who answers the phone. If the person in charge is not in or available, just say: Never mind, when is the person in charge usually here? When do you think it is convenient for me to call, or I'll call you back this afternoon? It's hard for the person who answers the phone to refuse you again.
Verb (abbreviation of verb) is the prologue of successful telemarketing.
In order to find your target customers, you must introduce yourself to the company within 30 seconds, arouse customers' interest and make them willing to continue chatting. That is, the salesperson should clearly let the customer know the following three things within 30 seconds:
1. Who am I and what company do I represent?
2. What's the purpose of my calling the customer?
3. What's the use of our products for customers? The opening remarks express their intentions in the shortest and most concise sentences, because no one will have the patience to listen to a stranger's long speech there. What the customer cares about is what this phone call is for and what it can bring him. A useless phone call is a waste of time for anyone. For example, hello, Teacher Zhang, I am Chen Fruit Industry Co., Ltd. _ X. Our company mainly distributes all kinds of high-grade fruits and dried fruits, as well as gift boxes for dried fruits, red wine and tea oil. Our products can be distributed as employee benefits and holiday gifts, and can also be provided to your customers to maintain your customer relationship. Note: don't always ask customers if they are interested, but help them decide and guide their thinking; In the face of customer rejection, don't back down and don't give up immediately. The most important thing is to have an interview with the customer.
6. Introduce your own products
When introducing products on the phone, we should grasp the key points, highlight the characteristics of products and attract customers:
1, distribution advantage: we spend in the form of membership card, which can be used for one-time consumption, multiple delivery by credit card and recharge. Can be used as a gift to customers, convenient and practical. As long as the customer calls, we will send the product home, saving your customer's shopping time and ensuring the quality of the product.
2. Product advantages: Most of our products are imported fruits and dried fruits, and many fruits have their own plantations, ensuring that the products have no pesticide residues. Many products are rare in the market. Now, we all pay attention to giving gifts to health. If you give such nutritious products and services to your customers, your customer relationship will be well maintained, then your enterprise will certainly grow bigger and bigger, and giving them to employees will also make them feel the concern of the enterprise and will definitely improve their work enthusiasm and efficiency. Needless to say. !
3, gift box advantages Our high-end gift box has a variety of red wine, tea oil, and various dried fruits, which can be used as high-end gifts for customers or for visiting relatives and friends. You can choose different gift boxes according to your own needs and preferences. As a gift for customers and employees, it brings you convenience and saves you the trouble of buying and giving gifts. It's convenient to get a gift card.
Seven, deal with customer objections.
When introducing products, we will encounter customers' rejection and doubts, but we keep a good attitude and can come up with some words to deal with them. There are two kinds of customer objections: untrue objections and real objections.
There are several untrue objections:
1, the customer's habitual refusal, most people receive a sales call, the first reaction is to refuse. This kind of customer will divert his attention. We take the route of group purchase, and the products are not sold to him. The function is to improve the enthusiasm of his employees, maintain his customer relationship and bring greater enterprise benefits.
2. Customer's emotional objection. When we call our customers, we don't know whether they are in a good mood or a bad mood. Now it is suitable for communication. Therefore, we can hear whether the customer is emotional or not from his tone and attitude, and listen to his complaints, which will help him to resolve his irritability. Then in the future communication, customers will also give back your kindness. Learn to listen, and telemarketers will be rewarded accordingly.
3. The client is good at being a teacher's objection. The customer points out that your opinion or product is not really dissatisfied. Customers themselves know that there is no perfect product in this world. He just wants to tell you how powerful and knowledgeable he is. We can win the argument with customers, but we will lose the opportunity to sell. What a salesperson should do is to shut up and listen to the different opinions of customers. Then I agreed with him: "Well, what you said is very reasonable. What products are defective in some ways. Listening to you, I have learned a lot. " Then I put forward my own different opinions, which not only satisfied the vanity of customers, but also achieved the purpose of my own sales.
The real objection mainly includes two aspects:
1, there are several forms of demand.
(1) The answer to "I don't need it for the time being, I'll call you if I need it" may be that our opening remarks didn't attract customers, so we need to adjust our words and focus on what our products can bring him. For example, the Chinese New Year is coming soon, and your company will definitely give employees benefits, and old customers should also maintain good relations. Employee benefits can improve employees' work enthusiasm, and customer gifts can enhance customer cooperation. you
(2) The answer of "Send a fax/information first, then talk" only leaves us an opportunity to call next time, so we should consider how to attract customers' attention next time, and we should not rush into it.
(3) Use the answer of "I'll think about it"/"Let's discuss it again" to find out the true meaning of the customer's "consideration". You can ask: What are you worried about? Well, I'll go to your place with products and materials, so you can have an intuitive understanding. It's an interview. Ask why and find a solution.
(4) "We already have a partner" At this time, don't belittle each other's partner. If you belittle your opponent, it is equivalent to belittling your customer, and the result is counterproductive. You can say: Oh, congratulations first. I want to know which company you work for. As colleagues, we may know a little more. What can we do to help you? If the customer is interested, you can analyze the advantages of your opponent, then tell the differences of your product to arouse the customer's interest, and then make an appointment to let your customer know about the product, and multiple choices will not cause him any loss.
(5) "I am very busy now, and I have no time to talk to you." We can answer the customer like this: it doesn't matter. If it's convenient for you tomorrow afternoon, I'll visit you with the information, and we'll talk about it in detail when we meet. If the customer still refuses, tell the customer to email him first, make an appointment for the next contact, and give the customer a buffer period.
2. Oppose the price, communicate by telephone, and try to avoid talking about the price. If you have to quote a price, you can quote a rough price, and try to quote an interval instead of an accurate price to facilitate bargaining with customers.
Eight, about customer interviews
The ultimate goal of our phone call is to sell our products, which requires sitting down and talking with customers, so the success of the phone call depends on whether we can make an appointment for customers to visit at home. It is impossible for any customer to call. Maybe the first date didn't work out, but we can leave ourselves a way out. We can say, _ Total, look at this. I will go to your place with products and materials tomorrow afternoon ... Oh, you don't have time tomorrow. Is Wednesday afternoon convenient for you? It won't take you long. When are you free on Wednesday afternoon ... OK, see you on Wednesday, and I'll call you then.
If the appointment is successful, the purpose of your call will be achieved. The next thing is to prepare materials and samples for home visits. This is the real beginning of sales. How to succeed in the interview is a test of a salesperson's sales ability.
Telemarketing Work Plan 5
First, the 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 plan, weekly 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 Beijing's vast territory, large population and traffic congestion, we choose customers in the same or similar positions 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 project information from www. _ net or other channels for engineers to bid for reference, and make suggestions for engineers to cooperate with engineers in the operation of technical and commercial projects.
4. Make records every day to prevent forgetting important matters, and mark important unfinished matters.
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, followed up and paid a return visit in time.
7. Actively 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.
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.
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