Three working schedules of the sales department

Article 1 Work Schedule of Sales Department

(1) subdivide the target market and vigorously carry out multi-level and three-dimensional marketing promotion activities.

The customers in charge of xx department can be roughly divided into four categories, namely cash management customers, corporate non-loan customers and e-banking customers. Combined with the development goal of the whole year, we should adhere to the market-oriented, customer-centered and customer-based, grasp the big and not let go of the small, adopt the strategy of "ensuring the stability of big customers, striving to change small customers and actively expanding new customers", formulate detailed marketing plans, carry out a series of media publicity, online sales, large-scale product promotion meetings and door-to-door promotion of key customers, organize bidding and centralized marketing activities throughout the company, and form a continuous marketing offensive.

Consolidate the market position of cash management. Continue to promote cash management services at different levels and depths, and strive to enhance the customer value of products. It is necessary to expand the market influence by grasping key customers and enhance the brand effect of cash management. All branches and departments should conduct surveys on key customers, large industrial households and group customers within their jurisdiction, deeply analyze their business characteristics and models, design feasible cash management schemes, and actively carry out marketing work. Explore the deep-seated needs of cash management customers, solve existing problems and improve customer contribution. Strive to add 185200 cash management customers this year.

Deepen the development of the company's non-loan market. Small and medium-sized enterprises have no loan customers, and they are also our basic customers, providing an important source for the development of asset business and intermediary business. 20 1x based on the theme marketing activity of "hongye settled down" for small and medium-sized enterprises last year, summed up experience, deepened marketing and improved marketing effect. It is necessary to maintain the growth of the company's non-loan marketing in quantity and pay attention to improving the quality; It is necessary to optimize the structure, increase the proportion of high-quality customers, reduce the financing cost rate and increase the sales of high value-added products. It is necessary to focus on the account opening marketing of the company's non-loan households and strive to expand market share. We should strengthen the maintenance and management of the company's non-loan customers, deeply analyze their settlement characteristics, carry out product marketing and expand our settlement market share. In 20 1x year, efforts should be made to open 35800 1 enterprise settlement accounts, with a net increase of 272430 settlement accounts.

Do a good job in marketing and maintenance of large system users. In view of the fact that some township finance offices in our city have not opened accounts in our bank, we will use various resources for marketing and strive for full bloom. And take this opportunity to launch a marketing offensive to other government branches in towns and regions in order to win a larger share of deposits. At the same time, large and medium-sized enterprises, enterprises, the world's top 10, pre-tax 8000, pre-import and export 7334, etc. 10 and more key customers are listed as subscription targets, and target customers of other banks are locked and key investigations are carried out.

(two) to strengthen the management of service channels, in-depth development of the "settlement of quality service year" activities.

Customer resources are the most important resources of the whole company, and corporate customers are high-quality customers and potential customers of the whole company. We should make use of the unified view system of corporate affairs to further embody personalized and diversified services on the basis of providing comprehensive and high-quality services.

We should establish three channels:

First, according to the requirements of the Head Office, "the settlement and cash management department of tier-two branches shall be equipped with at least three account managers; Each company's business outlets (including comprehensive business outlets) should be equipped with at least 1 account manager according to business development, and the outlets with rich customer resources should be appropriately configured to "build a high-quality marketing team.

The second is to strengthen the construction of physical outlets. At present, the counter service channel is still the most commonly used channel for corporate customers due to the diversity of corporate settlement business modes and the differences of corporate management modes. The Bank should strengthen the construction of outlets, fully consider the business needs of corporate customers in the transformation of VIP wealth management center, and meet the needs of customers. Each branch shall formulate detailed business marketing guidelines for branch companies to guide the service contents, service requirements, service behavior norms and service processes of different branch companies.

The third is to expand e-banking business channels and increase the proportion of counter business. This year, e-banking business will continue to "compete for territory" and expand market share, and at the same time, it will "intensively cultivate" and expand target customers at different levels. All branches should pay full attention to and make use of the target customer list issued by branches, carry out marketing work with emphasis and pertinence, and occupy an absolute advantage in the high-quality customer market. At the same time, do a good job in customer service and in-depth marketing. By establishing an e-banking ledger for corporate customers and taking it as an important basis for customer support and service, we can solve the problems encountered in the process of using our e-banking products for customers in time, recommend new e-banking products to customers in time, and improve the "transfer rate" and customer utilization rate.

In-depth development of the "settlement of quality service year" activities. It is necessary to establish a customer-centered modern financial service concept, sort out the system, integrate the process, and be oriented to the needs of target customers. Accelerate product innovation, improve service efficiency, deal with problems in time, strengthen service management, improve customer satisfaction, and build a customer-centered service model. Improve the service quality of xx department in an all-round way, and realize the development goal of the whole company well and quickly.

(three) to speed up the pace of product innovation, increase the promotion and application of new products.

As a product department, the settlement and cash management department undertakes the responsibility of product innovation, maintenance and management, and strengthens the construction of marketing support system. Do a good job in the promotion of the three core systems of corporate customer marketing, enterprise customer information management and bank settlement account management of the Head Office, and provide technical means for the implementation of scientific marketing management.

Improve the innovation mechanism of settlement products. First, the product manager system should be implemented, and all banks are equipped with product managers. The product manager should be the main undertaker of collecting and developing products. The second is to establish an information feedback mechanism. All departments summarize the customer requirements and submit them to the branch's settlement and cash management department. Branches regularly organize contact banks and key banks to hold product innovation business seminars to focus on solving problems that customers care about.

Improve the market awareness of the brand of Caizhi account. This year, we will continue to implement the brand strategy of settlement and cash management, with "financial account" as the core, and expand the brand connotation and enhance the brand value under the unified brand. It is necessary to design the brand of newly developed settlement and cash management products in time, formulate appropriate brand strategies and incorporate them into a unified brand system. Strengthen the brand promotion of Caizhi account, do a good job in brand maintenance and maintain brand influence.

Develop third-party depository business. Seize the opportunity of multi-bank third-party depository business, expand the proportion of bank-securities business, give full play to the convenience and speed of our e-banking and increase the promotion and application of new products. All departments should strengthen the collection of product demand and the organization and management of new product promotion and application, clarify responsibilities, strengthen assessment, form a wide-ranging and responsive market demand feedback network and a new product promotion mechanism with clear tasks and effective incentives, enhance the market's rapid response ability, and truly make new products occupy the market and make profits as soon as possible. This year, new products such as a comprehensive pool of local and foreign currency funds, SMS notification to corporate customers, financial service certificate and national automatic clearing system will be launched.

(4) Pay special attention to the construction of account managers and product managers, and intensify the training of talents in xx department. It is necessary to strengthen personnel management, implement daily work norms, formulate codes of conduct, and establish and improve the work log system, customer file system, customer visit system and information feedback system.

Strengthen business training. This year, the branch will continue to organize all kinds of settlement and cash management business, e-banking business training and marketing skills training, try more diversified training methods, expand the scope of training objects through in-depth grassroots training, and strive to improve the quality of business personnel to meet the competitive needs of modern commercial banks.

(V) Strengthen process management and improve the level of risk control.

We should take risk prevention and control as the main line and actively improve the construction of the settlement system. In terms of product innovation, adhere to the system first. It is necessary to regularly report the trend of reconciliation cases, formulate practical preventive measures, and resolutely curb the occurrence of reconciliation cases. Strengthen the income management of settlement intermediary business and increase the management of accounts. To further strengthen supervision, accounting check personnel and post supervisors should pay attention to the role of daily business inspection and supervision, find and plug business errors and loopholes in time, and all outlets should rectify existing problems.

Chapter II Work Arrangement of Sales Department

First, earnestly implement the post responsibilities and earnestly perform the work of this Committee member.

As a salesperson in the transportation industry, my job responsibilities are:

1, strengthen confidence and do everything possible to achieve the industry sales target;

2. Strive to meet the reasonable requirements of customers in the sales process, win the trust of customers and provide reliable solutions;

3. Understand and strictly implement sales processes and procedures;

4. Actively and extensively collect market information and report it in time for the team to analyze and make decisions;

5. Pay attention to the latest trends of the industry and the development trend of product technology at any time, strive for the initiative and opportunity of the market, and firmly grasp the product advantages of the industry market;

6. Cultivate the ability of training marketing methods and market research, and become a smart and dynamic market operator.

7. Have a high degree of professionalism and a high sense of ownership;

8, strictly abide by the company's rules and regulations, complete the work assigned by the leadership, to avoid backlog and delay.

Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. I have been on the job for nearly half a month, during which I participated in the sales training of transportation industry organized by Hangzhou headquarters under the arrangement of the company. Now I have a thorough but complete understanding of the company's products, and also have a deep communication on the advantages and disadvantages of the products. 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.

Second, the specific quantitative tasks of sales work.

1, make monthly and weekly plans and daily workload. Make at least 20 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 the bidding network or other channels for the integrator's bidding reference, and make suggestions for the integrator to cooperate with the integrator's technical and commercial project operation.

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 integrators 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 tender date and important project progress date of integrators should be kept in mind, and timely follow-up and return visit.

7. Actively strive to participate in the project scheme design in the early design stage, and solve the professional design work for integrators.

8. In the bidding process, the corresponding authorization and business documents should be sorted out two days in advance, and delivered to integrators by express delivery or delivery to prevent any omissions and errors.

9. Strive to sign a supply contract with the integrator as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the needs of the integrator with the fastest supply time, and strive for early payment.

Third, correctly treat customer consultation and solve it properly in time.

Sales is a long-term and step-by-step work, and customer consultation is as important as product sales, or even more important, and must be handled with caution. In the process of product sales, I strictly follow the sales service formulated by the company. When I can't answer the questions asked by my customers, I should make a record of customer consultation first and make one orally. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work out the response plan with the personnel of relevant departments, and at the same time, I will communicate with customers in time to make them satisfied with the treatment plan.

Fourth, seriously study our company's products and related product knowledge, and make corresponding purchasing plans for customers according to customer needs.

Familiarity with product knowledge is the premise of good sales. In the process of sales, we also pay attention to the study of product knowledge, and we can basically answer questions about the use, performance, parameters and installation of products produced by the factory.

Market analysis of verb (abbreviation of verb)

The overall prospect of intelligent transportation market is promising, and intelligent transportation is essentially the informationization of transportation industry. The intelligent transportation market in China mainly includes inter-city expressway communication monitoring and charging system and urban traffic integrated management system. At present, the state is investing heavily in the design of transportation infrastructure. It is estimated that the national investment in intelligent transportation system construction is between 5 billion and 7 billion each year, which does not include some bt\bot or self-funded projects in some small and medium-sized cities. Electronic police, bayonet, number plate recognition and other products account for more than 20% of them.

Although the market potential in Beijing is huge, the company's sales target is mainly integrators, and most integrators regard project construction as the company's main performance. On the one hand, the construction scope of larger integrator projects is all over the country, on the other hand, it presents a decentralized trend, and it is impossible to form an effective and closely linked network.

Our products are slightly single in the field of intelligent transportation, which requires us to strive for the market share of our products in Beijing through channel sales, quickly highlight our own advantages to form a brand effect, and fight brand wars and price wars; On the other hand, we should collect information as widely as possible in the early stage, follow up customers and projects, and provide perfect pre-sales and after-sales services and systematic overall solutions.

Six, 20** work priorities and ideas

1, try our best to develop new customers, maintain existing customers, pay more attention to potential customers, and promote all products including cameras in a deeper level. Recently, we began to exchange products and technologies with various integrators with industry backgrounds. After the New Year holiday, we will visit companies such as Borui Kaicheng and Meineng for technical exchange and product testing.

2. For customers with special industry background, we must make a visit plan and meet and communicate regularly, at least once a week. Only in this way can we really do the work carefully.

3. The state has invested a lot of money to control urban traffic congestion, and some companies are also actively participating in the transportation industry. These customers who are engaged in urban transportation, especially system integration, are the focus of 1 1. In order to realize the strategic cooperation between companies, I communicated with several companies and met their higher-level leaders. At present, the work still stays in the communication with their bidding and business departments.

4. Pay attention to the marketing of ipc and strengthen cooperation with nas products.

Although the current domestic economic situation is not clear, I think the impact on our company is still limited. After all, the country's annual investment in maintaining stability and infrastructure is huge. Our task in 1 1 is 80 million yuan. At present, there are four people in our industry, with an average of about 20 million. It is estimated that it will exceed150,000 in electronic police, bayonet and card identification system products, and 5 million in monitoring and storage products.

6. In terms of accounts receivable, try not to put the account on the account until the end of the year, and do a good job of control and management at ordinary times, which can also reduce the workload brought by many accounts receivable.

Article 3 Work Schedule of Sales Department

According to the working functions of the sales department, we have formulated the working ideas of the 20 1x marketing department, and now we report to you:

First, establish a hotel sales public relations communication network.

One of the key tasks this year is to establish a perfect customer file, classify the customers according to the key customers who sign the bill, the customers who receive the meeting and the customers with development potential, record the customer's unit, contact person's name, address, annual consumption amount and discounts given to the unit in detail, and establish and maintain business contacts with important customers such as government agencies, enterprises and institutions, businessmen, celebrities and entrepreneurs. In order to consolidate old customers and develop new customers, in addition to regular and irregular sales visits to customers, we plan to hold a large-scale customer appreciation liaison meeting at an appropriate time at the end of the year to strengthen emotional exchanges with customers and listen to their opinions.

Second, blaze new trails and establish a flexible incentive sales mechanism. Open up the market and win customers

This year, the marketing department will cooperate with the new sales system of the hotel as a whole, re-formulate and improve the sales task plan and performance appraisal management implementation rules of the marketing department 20 1x, and the sales representatives will keep a work diary. Every working day, they have to complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers, and make a comprehensive assessment of the sales representatives according to the monthly sales task completion and work diary. Supervise sales representatives to win group and individual customers through various means, stabilize old customers and develop new customers, and collect customers' opinions and suggestions in time during the visit and feed them back to relevant departments and the general manager's office.

Emphasize team spirit, cooperate and help each other, and create a harmonious and positive work team.

Third, warm reception and thoughtful service.

Reception groups, conferences and customers should follow up all the time, provide "all-weather" service, pay attention to service image and appearance, be warm and thoughtful, and provide special and targeted services for all kinds of guests to meet their spiritual and material needs to the maximum extent. Make a questionnaire for conference activities, solicit customers' opinions, understand customers' needs, and adjust the marketing plan in time.

Fourth, do a good job in market research and promotion planning.

Often organize relevant department personnel to collect and understand the information of tourism, hotels, hotels and their corresponding industries, grasp the trend of their operation and reception services, and provide comprehensive, true and timely information for the general manager's office of hotels, so as to make marketing decisions and flexible promotion plans.

Verbs (abbreviation of verb) cooperate closely and coordinate actively.

Work closely with other departments of the hotel to give full play to the overall marketing vitality of the hotel and create benefits according to the needs of guests.

Strengthen the relationship with relevant publicity media and other units, make full use of various forms of advertisements to recommend hotels, publicize hotels, strive to improve the visibility of hotels, and strive for the support and cooperation of these public units for hotel work.