How to write a sales plan

Chapter I Basic Objectives

The company's annual sales target is as follows:

1. Sales target: (1) All departments: 1 10,000 USD or more; (2) per employee/month: above ×× USD; (3) Personnel per sales department/month: above ×× USD.

2. Interest target (including tax): above ×× 10,000 USD.

Third, the new product sales target: more than ×× million dollars.

Chapter II Basic Principles

The business organization of the company will not make any changes until all personnel are proficient in its business, stable, crisis-conscious and effective.

Second, to promote minority elitism, we must devote ourselves to our work, whether mentally or physically, so that our work will develop in the direction of high efficiency, high income and high distribution (high salary).

Three. In order to strengthen the agility and rapidity of functions, the company will greatly delegate power to enable personnel to make decisive choices and achieve the above goals.

Four. In order to achieve the responsibility goal and establish the responsibility system, the company will implement the policy of clear rewards and punishments.

Five, in order to make the rules and regulations complete, the company will strengthen the management of various businesses.

Six, XXX Co., Ltd. and the company have a written agreement in the transaction, and shall abide by their respective responsibilities and obligations. Based on this positioning, the company should strive to achieve the budget target.

Seven, in order to promote the sales of retail stores, should establish a sales system, the original buyer's market into a seller's market, so that the company has the right to lead the agency and retail stores.

Eight, the target of the attack is on retail stores, and we are committed to training and guiding their promotion methods, thus further stimulating the increase of demand.

Chapter III Business Organization Plan

I. Internal institutions

(a) The XXX service center will be upgraded to a business office to promote sales activities.

(two) a new business office (or service center) within the jurisdiction of the business office.

(3) When the Food Department is dissolved, its subordinate personnel will be transferred to XX business office for promotion activities.

(4) The business institutions under the above-mentioned new system shall temporarily maintain the status quo and make no changes, so as to establish their respective responsibility systems.

(5) If there are any deficiencies in business processing, make improvements as appropriate.

Second, external institutions.

Trading organizations and systems will maintain the old sales model from companies to agents to retailers.

Chapter IV Retailer Promotion Plan

First, the new product sales system

(1) Divide the global powerful retail stores into regions, and adopt a new product sales system in each divided region.

(2) the way of selling new products, that is, each person is responsible for about 30 stores, and visits once a week or every other week, and uses the opportunity of visiting to supervise and reward sales, conduct investigation, service, sales guidance and technical guidance to promote sales.

(3) The total amount of products sold by the above-mentioned XX stores must be twice that of the past.

(4) The inventory of retail stores must be maintained at the boundary between 1 month inventory and the inventory of agent stores in February.

(5) Clarify the work content and treatment standard of the sales person in charge.

Second, the establishment and activities of the new product collaboration meeting

(1) In order to carry out the promotion activities promoted by new product sales, in addition, it is necessary to set up new product cooperation meetings by region with major retail stores around the world as the center.

(2) The main contents of the new product collaboration meeting generally include the following 10:

1. Distribute and send relevant magazines;

2. Give the person in charge of our products a tie clip;

3. Install the signboard of the cooperative store in each area;

4. Issue trademarks to cooperative shops in the city;

5. Competitive sales between cooperative stores;

6. Distribute advertising leaflets;

7. Actively support dealers;

8. Holding workshops and seminars;

9. Add counters for young people;

10, launch new products.

(3) The existence of cooperation meetings is informal.

Third, improve the sense of responsibility of retail store clerks.

In order to strengthen the attention of retail clerks to our products and increase their willingness to sell, the following key points should be strengthened:

(1) Incentive measures of bonus-every time a retail clerk sells one of our products, he will get a sales card. When the sales card reaches 10, he will be given a bonus to boost his sales intention.

(2) personnel consultation

1. The person in charge can give education guidance during the visit to improve the sales skills and product knowledge of retail store employees.

2. The person in charge of sales can personally stand at the head of the store to receive customers, demonstrate sales actions or give technical explanations, so that the clerk of the retail store can get indirect guidance.

Chapter V Expanding Customer Demand Plan

First, a clear advertising plan

(1) Before the new product sales system is determined, we will temporarily focus on personnel visits and take advertising activities as future activities.

(2) For the advertising media, check again, and make sure that the advertising planning can achieve the purpose of creating the greatest effect at the least cost.

(3) In order to achieve the above two goals, we should fully study the advertising and publicity technology.

Second, purchase survey cards flexibly.

(1) Check the recovery methods and investigation methods of purchasing survey cards, and truly grasp the real purchase motives of customers.

(2) Make use of the survey statistics of purchasing survey card, new product sales mode system and customer survey card management system to make demand forecast.

Chapter VI Management and Statistics of Operating Performance

I. Customer Survey Card Management System

Make use of the customer survey cards sent back by the clerk of each retail store to count the sales performance, or carry out other management according to these reformed product sales model systems.

(a) according to the business office, regional office, statistical sales of xx stores;

(two) according to business statistics, sold outside the * * store;

(3) Other sales statistics must be conducted by each business office.

Secondly, according to the above statistics, we can observe the sales performance of each store, grasp the activity performance of each person in charge and the sales performance of each commodity type.

Chapter VII Preparation and Control of Business Budget

First of all, we must establish business budget and budget, and the decision of budget usually adjusts up and down with business performance.

Second, the budget benchmark, key points, etc. It must be improved and become a model book, and the Ministry and various institutions need to exchange contracts.

Three, according to the budget, statistics, comparison and analysis made by various institutions, determine the countermeasures.

Four, the public sector manager should be divided into years, periods, months, respectively, to develop their own business policies and plans, and submitted to their own departments, revised and finalized.

Sales plan (1)

I. Basic objectives

The company's annual sales target is as follows:

(1) Sales target:

(1) Departments: above RMB ×××××;

(2) per employee/month: more than ××× yuan;

(3) Personnel in each business department/month: RMB ×××× above.

(2) Interest target (including tax): higher than ×××× yuan.

(3) New product sales target: RMB ×××× above.

Second, the basic policy

(1) The company's business organization will not be changed until all personnel are proficient in business, stable in mind, with a sense of crisis and effective in operation.

(2) To promote minority elitism, we must devote ourselves to our work, whether mentally or physically, so that our work will develop in the direction of high efficiency, high income and high distribution (high salary).

(3) In order to strengthen the agility and rapidity of functions, the company will greatly delegate authority to enable personnel to make decisive decisions and achieve the above objectives.

(4) In order to achieve the purpose of responsibility and establish a responsibility system, the company will implement a policy of clear rewards and punishments.

(V) In order to complete the rules and regulations, the company will strengthen the management of various businesses.

(6) XXX Co., Ltd. has a written transaction agreement with our company, and both parties shall abide by their respective responsibilities and obligations. Based on this positioning, the company should strive to achieve the budget target.

(7) In order to promote the sales of retail stores, a sales model system should be established to transform the original buyer's market into a seller's market, so that the company can hold the leadership of agents and retail stores.

(8) Focus on retail stores and train and guide their promotion methods to further stimulate the increase of demand.

(9) The strategic target includes the famous XX stores in China, and it is promoted by "distribution system".

Third, the enterprise organization plan

(1) internal organization

65438 +0. The service center will be upgraded to a business office to promote sales activities.

2. Set up a new business office (or service center) within the jurisdiction of XXX business office.

3. Dissolve the Food Department, and its staff will be transferred to XX business office to promote sales activities.

4. The business institutions under the above new system shall temporarily maintain the status quo and make no changes, so as to establish their respective responsibility systems.

5. If there are any inadequacies in business handling, make improvements as appropriate.

(2) External institutions

Trading organizations and systems will maintain the original sales model through companies → agents → retailers.

Fourth, the retailer's promotion plan.

(A) new product sales system

1. Divide the domestic powerful XX retail stores by regions, (1) adopt a new product sales model system in each divided region.

2. The new product sales method refers to that each person is responsible for about 30 stores, visits once a week or every other week, and takes the visit as an opportunity to conduct sales supervision and reward, conduct investigation, service and sales guidance, technical guidance, etc. , thus promoting sales.

3. The total amount of products sold by the above-mentioned ×× stores must be twice that of the past.

4. Inventory should be maintained at the boundary of 65438+ 0-month inventory of retail stores and 2-month inventory of agency stores.

5. The work content and treatment standard of the sales person in charge should be made clear.

(2) the establishment and activities of new product collaboration meeting

1. In order to coordinate the promotion activities promoted by the sales methods of new products, a new product cooperation meeting was set up with major retail stores in China as the center and according to regions.

2. The main contents of the new product collaboration meeting generally include the following 10:

(1) Distribute and send agent magazines;

(2) Give the person in charge of our products a tie clip;

(3) Install the signboard of the cooperative store in each area;

(4) distributing trademarks to cooperative stores in the city;

(5) Competitive sales between cooperative stores;

(6) distributing advertising leaflets;

(7) Actively support dealers;

(8) Holding workshops and seminars;

(9) Adding youth counters;

(10) launch new products.

3. The cooperation meeting is informal.

(C) improve the sense of responsibility of retail store employees

In order to strengthen the attention of retail shop assistants to the company's products and enhance their willingness to sell, the following implementation points should be strengthened:

1. Bonus incentives-every time a retail store clerk sells our products, he will be required to issue a sales card. When the sales card reaches 10, he will be given a bonus to stimulate his willingness to sell.

2. Personnel consultation:

(1) The person in charge can give education guidance during the visit, improve the sales skills of retail clerks and strengthen the understanding of products.

(2) The person in charge of sales can personally stand in front of the store to receive customers, demonstrate sales actions or give technical explanations, so that the clerk of the retail store can get indirect guidance.

Verb (abbreviation of verb) expands customer demand plan

(A) a clear advertising plan

(1) Before the establishment of the new product sales model system, personnel visits will be the mainstay for the time being, and advertising activities will be the future activities.

(2) For the advertising media, check it again to make sure that the advertising planning can achieve the purpose of creating the maximum effect with the minimum cost.

(3) In order to achieve the above two goals, we should fully study the advertising and publicity technology.

(b) Flexible purchase of survey cards

(1) Check the recovery method and investigation method of purchasing survey cards, and truly grasp the real purchasing motivation of customers.

(2) Using the survey statistics of purchasing survey card, new product sales method system, customer survey card management system, etc. And do a good job in demand forecasting.

Management and statistics of intransitive verbs' business performance

(A) customer survey card management system

(1) Use the customer survey card sent back by the clerk to count the sales performance, or carry out other management according to these reformed product sales model systems.

(1) Statistics the sales of xx stores by business hall and region;

(2) according to the business department, statistics of sales outside xx stores;

(3) Other sales statistics must be conducted by each business office.

(2) According to the above statistics, we can observe the sales performance of each store and grasp the activity performance of each person in charge and the sales performance of each commodity.

Seven. Establishment and control of operating budget

(1) Business budget and capital budget must be established, and the decision of capital budget is usually adjusted up and down with business performance.

(2) Various benchmarks and key points of the budget should be improved into model manuals, and contracts should be exchanged between the Ministry and various institutions.

(three) to establish the statistics, comparison and analysis of the budget and actual amount of each institution.

(four) the manager of the institution shall formulate the business policies and plans of the department in different years, different periods and different months, and submit them to the department for revision and finalization.

Sales plan (2)

First, investigate the local coffee market.

1. Understand the market demand and monthly consumption of coffee brands.

2. Understand the operation of the whole city coffee market, and the coffee operators' understanding and cognition of coffee.

3. According to the geographical location where the market end customers mainly exist,

4. Reasonable development of hotels and large-scale western food industries can develop different tourist channels according to market demand.

5. According to the investigation of tourist attractions, the sales of coffee and coffee utensils are analyzed in detail.

Second, market analysis and understanding of the surrounding markets

1, market sales analysis and operators' understanding of coffee are the most important. The market of products is closely related to the seller's price, quality, popularity, sales channels and sales models. So the consumption level of each city determines the product positioning of this city.

2. We can't ignore the surrounding market competition. A market without competition is an immature market, so competition will always exist. Understand the game carefully, and don't believe what others say easily. We must personally understand and develop the market, understand the development and operation mode of our peers, and do not take the same path of failure, but learn from the success of our peers.

Three, according to the local consumption situation to develop sales model and sales plan.

1. How to sell coffee includes (training of sales staff and understanding of products, understanding and understanding of peer products, how to make consumers and operators accept the brand of this coffee, and how to better enter the market is its long-term development and stability).

2, sales negotiation skills, how to face-to-face negotiations with operators, not only have enough product knowledge, but also have good personal qualities, negotiation tone, every move during negotiations and understanding of peers and operators' own operations, so as to achieve a sales model that hits the nail on the head.

3. After-sales service of sales. Every product has unstable quality, especially for the food industry. Therefore, tracking after-sales service is the best choice and the simplest way to understand customers and products.

4. Product update and market demand. Products will be saturated after running in a market for a period of time, and there will be different needs. With the enrichment of products and customers' understanding of products, new products and other products that attract customers' and consumers' attention should be launched at any time, which is also something that every sales company should consider. As a coffee market, the same is true.

Fourth, publicity and popularity.

1, all products are inseparable from publicity except their own stable quality, so how to better publicize their products while operating and selling is the ultimate goal of future development.

2. It is the final choice of publicity through various channels such as network, media, sponsoring public welfare activities and cooperating with well-known enterprises.

Business objectives

At present, the operation of coffee shops in China market is still in the development stage. It takes a long time for coffee industry to come into contact with tea culture in China, and it also needs a complete publicity and promotion system. It is equally important for operators and managers. First, in addition to professional knowledge and experience in the same industry, we need a lot of publicity and promotion inside and outside the store, including product quality, excellent service and careful management, which is what we usually call software, and decoration and advertising outside the store.

In order to define the work objectives, as a coffee shop manager, management ability and marketing ability are very important for managers. Making a good business goal and development plan is a necessary process for opening a store. According to the positioning of this coffee shop, the lot is located around the west gate of Beijing Jiaotong University and two new office buildings, next to a mature dining street and an express hotel. Therefore, the positioning of the coffee shop has been more appropriate.

Operation plan:

Customer orientation: First of all, the customer base is mainly white-collar office workers at noon and students at night, followed by hotel customers and retail investors.

Product positioning: mainly western-style fast food, the price is between 18-28 yuan, and coffee is positioned at 15-25 yuan with a cup of coffee. Other product help.

Business analysis:

1. The coffee shop is put into trial operation within three months to six months, due to inaccurate market positioning, unstable personnel, unstable products and other factors. There will be a stage of over-adjustment. According to the actual positioning, the popularity of the store, management details, staffing and other details need an adjustment process, and finally it will be improved. From the cost aspect, such as personnel cost, water fee, electricity fee, rent, daily consumables, etc., there will be unified cost accounting and monthly average expenditure value.

2. In half a year to a year, with the popularity of coffee shops gradually opening around, the market gradually expanding, and the number of customers constantly increasing, after trial operation, the store has reached maturity in all aspects, and the coffee shop has also entered the right track.

publicity programme

1. Publicity during trial operation:

Mainly for schools and surrounding large-scale high-end office buildings to issue some leaflets to promote the surrounding tourists. Promote the opening of preferential products and so on.

After spending, guests will know our strengths and weaknesses through questionnaires, keep them good, correct their shortcomings, and adjust the service and product quality in time.

Customize VIP cards in advance according to the business habits of coffee shops, such as 10% discount, 20% discount, recharge discount cards, etc.

2. Formal later business plan

The main publicity will focus on positioning, mainly targeting all kinds of people. Customers can be introduced through the media, including radio stations, magazines, free websites, etc., focusing on the surrounding customer groups. We will do a lot of publicity and promotion.

Advertise in some high-end magazines with high sales volume.

Consumer places at the same level (no conflict) promote each other.

Through the website promotion, the car owners and coffee lovers are mainly considered.