Three sales department work schedules

Article 1 Sales Department Work Plan

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

The customers that xx department is responsible for can be roughly divided into four categories, namely cash management customers, company non-loan accounts and electronic banking customers. Combined with the development goals for the whole year, we insist on being market-oriented, customer-centered, and account-based, focusing on the big and not the small, and adopting the strategy of “ensuring the stability of big customers, striving to transform small customers, and actively exploring new customers”. Formulate a detailed marketing plan and carry out a series of media publicity, outlet sales, large-scale product promotion meetings, key customer door-to-door promotions, organization of bidding and centralized marketing activities throughout the company to form a continuous marketing offensive.

Consolidate the cash management market position. We will continue to promote cash management services in a hierarchical and in-depth manner and strive to improve the customer value of our products. It is necessary to expand market influence by focusing on key customers and enhance the brand effect of cash management. All banks and departments must investigate key customers, large industry players, and group customers within their jurisdiction, conduct in-depth analysis of their operating characteristics and models, design practical cash management plans, and proactively conduct marketing. Explore deep-seated needs of existing cash management customers, solve existing problems, and improve customer contribution. This year we strive to add 185,200 new cash management customers.

In-depth development of the company’s non-loan household market. Small and medium-sized enterprises without loan accounts are also our bank's basic customers and provide an important source for the development of asset business and intermediary business. In 201x, based on the theme marketing activity of "Hongye Settlement" for small and medium-sized enterprises last year, we summed up experience, deepened marketing, and enhanced marketing effects. It is necessary to maintain the quantitative growth of company-wide corporate loan-free customer marketing and focus on improving 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. We must focus on the company's account opening marketing without loan accounts and strive to expand market share. It is necessary to strengthen the maintenance and management of the company's non-loan accounts, conduct in-depth analysis of their settlement characteristics, carry out full-product marketing, and expand our bank's settlement market share. In 201x, efforts will be made to open 358,001 new corporate settlement accounts, with a net increase of 272,430 settlement accounts.

Do a good job in marketing and maintenance of large system users. In view of the current situation that some town and district financial offices in the city have not opened accounts with our bank, we have mobilized various resources for marketing to strive for full bloom. And take advantage of this opportunity to launch a marketing offensive to other government branches in various towns and districts to strive for a larger share of deposits. At the same time, we have listed and subscribed for more than 10 key customers such as large and medium-sized enterprises, enterprises, the world's top 10, the top 8,000 tax payers, and the top 7,334 import and export companies, targeting target customers from other banks and conducting key research.

(2) Strengthen service channel management and carry out the "Settlement Quality Service Year" campaign in depth.

Customer resources are the most important resources of the company, and corporate customers are the company's high-quality customers and potential customers. Utilize the corporate unified view system to further reflect personalized and diversified services on the basis of comprehensively providing high-quality services.

Three channels must be established:

First, we must. According to the requirements of the head office, "the settlement and cash management departments of secondary branches should be equipped with at least 3 account managers; each corporate business outlet (including comprehensive business outlets) should be equipped with at least 1 account manager according to the business development situation, and outlets with relatively rich customer resources "Appropriate additions should be made to build a high-quality marketing team.

The second is to strengthen the construction of physical outlets. At present, due to the variety of corporate settlement business methods and differences in company management models, corporate customers are the most The most commonly used channel is still the counter service channel. Our bank must strengthen the construction of outlets, fully consider the business needs of corporate customers in the renovation of VIP financial centers, and meet the needs of customers. Each bank department must formulate detailed marketing guidelines for corporate business at outlets. Provide guidance on the service content, service requirements, service behavior standards, service procedures, etc. of different branch business formats.

The third is to expand electronic banking business channels and expand the proportion of electronic banking services. While banking business continues to expand its market share, it must also "intensively cultivate" and expand hierarchical target customers. Each bank department should fully pay attention to and make use of the target customer list issued by the branch, and be focused and targeted. To carry out marketing work effectively, we must take an absolute advantage in the high-quality customer market. At the same time, we must do a good job in customer service and in-depth marketing work, and use it as an important basis for customer support and services to solve problems for customers in a timely manner. Problems encountered in the use of our bank's electronic banking products, and timely recommendations of new electronic banking products to customers to improve the "account turnover rate" and customer utilization rate

In-depth implementation of the "Settlement Quality Service Year". "Activities. It is necessary to establish a customer-centered modern financial service concept, sort out systems, integrate processes, and be oriented to the needs of target customers. Accelerate product innovation, improve service efficiency, handle problems in a timely manner, strengthen service management, improve customer satisfaction, and build Customer-centered service model. Comprehensively improve the service quality of the xx department and achieve the company's goal of sound and rapid development.

(3) Accelerate the pace of product innovation and increase the promotion and application of new products

p>

As a product department, the Settlement and Cash Management Department is responsible for product innovation, maintenance and management, and strengthens the construction of the marketing support system.

We will do a good job in promoting the three core systems of corporate customer marketing at the head office, unit enterprise-level customer information management, and unit bank settlement account management, and provide technical means for the implementation of scientific marketing management.

Improve the settlement product innovation mechanism. First, we must implement a product manager system, with each bank equipped with product managers. Product managers must become the main person responsible for collecting and developing products. The second is to establish an information feedback mechanism. Each bank department summarizes customer needs and submits them to the settlement and cash management department of the branch. The branch regularly organizes product innovation business seminars for contact banks and key banks to focus on solving problems that customers are concerned about.

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

Develop third-party custody business. Seize the opportunity of multi-bank third-party depository business, expand the proportion of banking and securities business, take advantage of the convenience and speed of our bank’s electronic banking, and increase the promotion and application of new products. All banks and departments must strengthen the organization and management of product demand collection and new product promotion and application, clarify responsibilities, strengthen assessment, form a broad-reaching and responsive market demand feedback network and a new product promotion mechanism with specific tasks, effective incentives, and enhance market speed. Responsiveness truly enables new products launched to occupy the market and achieve profitability as quickly as possible. New products such as integrated local and foreign currency capital pools, SMS notifications for corporate customers, financial service certificates, and a national automatic clearing system will be launched this year.

(4) Do a good job in building the team of account managers and product managers, and step up the training of talents in the xx department. We must strengthen personnel management, implement daily work standards, formulate codes of conduct, 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 various settlement and cash management business, electronic banking business training and marketing skills training, try more diversified training methods, expand the scope of trainees through in-depth grassroots training, and strive to improve the quality of business personnel to adapt to modern times. Competitive demands in the commercial banking market.

(5) Strengthen process management and improve risk control levels

It is necessary to focus on risk prevention and control and actively improve the construction of the settlement system. In product innovation, we insist on system first. It is necessary to regularly report the trends of settlement cases, formulate practical preventive measures, and resolutely curb the occurrence of settlement cases. Strengthen the management of income from settlement intermediary business and increase the intensity of account management. To further strengthen supervision, accounting inspectors and post-event supervisors must focus on the role of daily business inspection and supervision, promptly discover and plug business errors and loopholes, and each outlet must rectify existing problems.

Part 2 Sales Department Work Plan

1. Effectively implement job responsibilities and perform your job conscientiously.

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

1. Firm confidence and do everything possible to achieve industry sales targets;

2. Work hard to complete the sales process Respond to customers' reasonable requirements, strive for customer trust, and provide complete and reliable solutions;

3. Understand and strictly implement sales processes and procedures;

4. Actively collect market information extensively and Organize and report in a timely manner for team analysis and decision-making;

5. Keep an eye on the latest trends in the industry and the development trends of product technology, strive to gain initiative and opportunities in the market, and firmly grasp the industry market Product advantages;

6. Cultivate and train marketing work methods and market research capabilities, and become a smart and active market operator

7. Have a high professionalism and attitude toward work 8. Strictly abide by the company's rules and regulations, complete the work assigned by the leader, and avoid backlog and procrastination.

Job responsibilities are the work requirements of employees and are also the standard for measuring the quality of employees’ work. It has been nearly half a month since I arrived at the job. During this period, under the arrangement of the company, I participated in the transportation organized by the Hangzhou headquarters. After receiving industry sales training, I now have an overall and complete understanding of the company's products, although not in depth, and have in-depth communication with everyone about the product's advantages and disadvantages. In order to actively cooperate with sales, I plan and study hard. Learn more about management and study more about sales. While doing a good job in sales, I plan to seriously study business knowledge, management skills and sales practice to improve my theoretical knowledge, and strive to continuously improve my overall quality and lay a human resource foundation for the further development of the company.

2. Specific quantitative tasks of sales work.

1. Develop monthly and weekly plans, as well as daily workload. Make at least 20 calls every day and visit at least 20 customers every week to promote potential customers from quantity to quality. In the morning, the focus is on making phone calls and making appointments with customers, and in the afternoon, customers can be arranged to visit. Considering that Beijing is a vast city with many people and heavy traffic, when making an appointment, choose the same or close location as the customer.

2. Before meeting the customer, you should learn more about the customer’s main business and potential needs, first understand the decision-maker’s personal hobbies, prepare some topics that are of interest to the customer, and provide targeted solutions to the customer. .

3. Collect more project information from the bidding website or other channels for the integrator's bidding reference, and provide suggestions for the integrator to cooperate with the integrator's technical and commercial project operations.

4. Keep daily work records in case important matters are forgotten, and mark important unanswered matters.

5. Fill in the project tracking form, follow up according to the project progress: preliminary design, bidding, in-depth design, stocking execution, acceptance, etc., and complete each stage of work.

6. Focus on follow-up of early design projects, return visits to customers at least once a week, cooperate with the integrator to do the owner's work when necessary, and follow up projects in other stages at least once every two weeks. The integrator’s bidding date and important project progress dates must be kept in mind, and timely follow-up and return visits must be made.

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

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

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

3. Treat customer inquiries correctly and resolve them promptly and properly.

Sales is a long-term and step-by-step job. Customer inquiries are regarded as equally important as product sales or even more important, and must be handled with caution. In the process of product sales, I strictly follow the company's sales service implementation. When I receive a question from a customer that I cannot answer, I should first carefully record the customer consultation and make it verbally. Secondly, I should report it to the leadership and relevant departments in a timely manner. After receiving instructions from the leader, work with relevant department personnel to formulate a response plan. At the same time, you should communicate with customers in a timely manner to ensure that customers are satisfied with the solution.

4. Carefully study our company's products and related product knowledge, and formulate corresponding purchasing plans for customers based on customer needs

Familiarity with product knowledge is the prerequisite for doing a good job in sales. In the sales process, we also pay attention to the learning of product knowledge, and we can basically answer all questions about the uses, performance, parameters and installation of the products produced by the factory.

5. Product market analysis

The overall prospects of the intelligent transportation market are promising. Intelligent transportation is essentially the informatization of the transportation industry. China's intelligent transportation market mainly includes intercity highway communication monitoring and charging systems, urban transportation comprehensive management systems, etc. At present, the country is investing heavily in the construction of transportation infrastructure design. It is estimated that the country's annual investment in the construction of intelligent transportation systems is between 5 billion and 7 billion. This does not include some projects or self-financing 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 the Beijing area is huge, the company's sales targets are mainly integrators. Most integrators take project construction as the company's main performance. Among them, the scope of construction of larger integrator projects is on the one hand It is spread all over the country. On the one hand, it shows a trend of dispersion and cannot form an effective and closely connected network.

Our company's products are somewhat single in the field of intelligent transportation. This requires us to sell through channels on the one hand, strive for the share of the company's products in the Beijing market, quickly highlight our own advantages, form a brand effect, and create a brand effect. Brand war and price war; on the other hand, we must collect information as extensively as possible in the early stage, follow up on customers, follow up on projects, and provide complete pre-sales and after-sales services as well as overall system solutions.

VI. Work priorities and ideas for 20**

1. Try our best to develop new customers, maintain existing customers, pay more attention to potential customers, and include all products Camera for deeper promotion. Recently, we have begun to conduct product technology exchanges with various integrators with industry backgrounds. After the New Year holiday, we will visit companies such as Borui Kaicheng and Meineng for technical exchanges and product testing.

2. For customers with special industry backgrounds, be sure to make a visit plan and meet and communicate regularly, at least once a week. Only in this way can the work be truly done carefully.

3. The state has invested heavily in combating urban traffic congestion, and some companies are actively participating in the transportation industry. Existing customers engaged in urban transportation, especially system integration, will be the focus of attention in 2011. I have already communicated with several companies and made appointments with their higher-level leaders in order to achieve strategic cooperation between companies. The current work is still in communication with their bidding and commercial departments.

4. Pay attention to the marketing promotion of ipc and strengthen its use with nas products.

5. Although the current domestic economic situation is not very clear, I think the impact on our company is still limited. After all, the country invests hugely in stability maintenance and infrastructure construction every year. Our mission for 2011 is 80 million. There are currently 4 people in our industry, and the average per capita is around 20 million.

It is expected that the sales of electric police, bayonet and sign recognition system products will exceed 15 million, and the sales of monitoring and storage products will reach 5 million.

6. In terms of receivables, try not to release them until the end of the year to collect them. Do a good job in control and management at ordinary times, which can also reduce a lot of workload caused by receivables.

Part 3 Sales Department Work Plan

In view of the work functions of the Sales Department, we have formulated the work ideas of the Marketing Department in 201x, and now we will make a report to you:

1. Establish a hotel sales and public relations communication network

One of the key tasks this year is to establish a complete customer file, and classify guests according to key signing customers, conference reception customers, customers with development potential, etc. File, record in detail the customer's unit, contact name, address, annual consumption amount and discounts given to the unit, etc., establish and maintain relationships with important customers such as government agencies and groups, enterprises and institutions, businessmen, celebrities, entrepreneurs, etc. Business contacts, in order to consolidate old customers and develop new customers, in addition to daily 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 communication with customers and listen to customer opinions. .

2. Pioneering and innovative, and establishing a flexible incentive sales mechanism. Expand the market and win customers

This year, the marketing department will cooperate with the hotel's overall new sales system to re-formulate and improve the 201x marketing department sales task plan and performance appraisal management implementation details. Sales representatives will implement a work diary, Each working day must complete the second, third, and fourth work steps of visiting two new customers, three old customers, and four contact numbers. Sales representatives will be comprehensively evaluated based on the completion of monthly sales tasks and work diary records. Supervise sales representatives to win over group and individual customers through various means, stabilize old customers, develop new customers, and collect guests' opinions and suggestions in a timely manner during visits, and provide feedback to relevant departments and the general manager's office.

Emphasize team spirit, emphasize mutual cooperation and help each other, and create a harmonious and positive working group.

3. Warm reception and considerate service

When receiving groups, conferences, and customers, we must provide full tracking service, "round-the-clock" service, pay attention to service image and appearance, and be warm and thoughtful , provide special and targeted services to all types of guests, and meet the spiritual and material needs of guests to the maximum extent. Prepare a conference activity questionnaire, solicit opinions from customers, understand customer needs, and adjust marketing plans in a timely manner.

4. Do a good job in market research and promotion planning

Regularly organize relevant personnel of the department to collect and understand information about the tourism industry, hotels, hotels and their corresponding industries, and master their operation management and Reception service trends provide the hotel general manager's office with comprehensive, true and timely information in order to make marketing decisions and flexible promotion plans.

5. Close cooperation and proactive coordination

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

Strengthen the relationship with relevant publicity news media and other units, make full use of various advertising forms to recommend and promote the hotel, strive to increase the hotel's visibility, and strive for the support and cooperation of these public units for the hotel's work.