How to write the sales work plan?

Organizations at all levels of the unit should make work plans when making arrangements and plans in advance for the work in a certain period of time. The following is my sales work plan, please refer to it!

Sales Work Plan (I): I. Plan Outline

1, with an annual sales target of 6 million yuan;

2.50 dealer outlets;

3. The company has a necessary reputation in the automatic control product market;

Second, the marketing situation

Air-conditioning automatic control products belong to the supporting products of central air-conditioning and other industries, and are restricted by the upstream product consumption market, but the total demand is still considerable. With the continuous improvement of urban construction and people's living standards, as well as the arrival of the product upgrading period, it has driven the sustained growth of the market, thus driving the expansion of the overall market capacity. Hunan is located in the middle of China, and the demand for air-conditioning automatic control products is large: 1, which is hot in summer and autumn and cold in spring and summer; 2. In recent two years, the real estate industry in Hunan has developed rapidly, and its personality is the construction of middle and high-grade commercial houses and villas; 3. Hunan will be included in the western development and strengthen the construction of various basic projects; 4. Changsha-Zhuzhou-Xiangtan Financial City; 5. Chenzhou, Yueyang and Changde. Many industrial parks and development zones have been built; 6. The improvement of people's requirements for their own lives; To sum up, the personality of air-conditioning automatic control products is that high-grade air-conditioning automatic control products have great development potential in Hunan.

Generally speaking, there are three ways to sell air-conditioning automatic control products: project bidding, real estate group purchase and private projects. Project bidding channels occupy a large share, but real estate group buying and private projects have developed rapidly and have shown a diversified development trend.

From the sales channels of enterprises, most companies adopt the model of office plus dealer. In 2007, domestic air-conditioning automatic control products enterprises increased their efforts to lay out the national marketing network and consolidate traditional channels, and strengthened their public relations cooperation with design institutes and management departments. For air-conditioning automatic control products enterprises that entered the market late, because the market accumulation time is relatively short and they are eager to open the market quickly, the channel mode of office plus distribution system is basically adopted. In order to respond to the market quickly, all automatic control products entering the Hunan market are stocked in Hunan. Hunan air-conditioning automatic control products have a large market capacity and great potential, and the overall development trend is promising. Therefore, for brands that have not yet entered the Hunan market, there are great market opportunities. As long as they adopt appropriate marketing strategies, they can squeeze into the Hunan market. At present, Shanghai Zhengyi has a weak market base in Hunan air-conditioning automatic control products, and its team is still relatively young, so its brand influence needs to be consolidated and expanded. In the process of sales, we must be very clear about the advantages of our company and play to the extreme; And we should find out the weaknesses of our company and put forward them in time to overcome them and realize the maximum value; Improve the service level and quality, penetrate the service consciousness into every link of communication with customers, and pay attention to various services such as pre-sale, in-sale and after-sale return visits.

Third, the marketing objectives

1. Air conditioning automatic control products should aim at long-term development and strive to take root in Hunan. In 2009, we will focus on establishing a perfect sales network and model projects. The sales target is this article from the secretary 1 14 Wenmi 1 14. Please keep this mark when reprinting. 6 million yuan;

2. Squeeze into the first-class supplier of air-conditioning automatic control products; Become a fast-growing successful brand;

3. Drive the sales and development of the whole air-conditioning products with air-conditioning automatic control products.

4. Short-term marketing goal: make the marketing performance grow rapidly in a short time, and make its own products become well-known brands in the industry by the end of the year, replacing some markets of products of the same level in the province.

5. Devote to developing the distribution market, and by the end of 2009, there will be 50 distribution partners;

6. Regardless of mental and physical strength, we should devote ourselves to our work and make it develop with high efficiency, high income and high salary.

Fourth, marketing strategy.

If air-conditioning automatic control products want to grow rapidly and gain competitive advantage, the best choice must be the overall competitive strategy of "target concentration". With the rapid development of Hunan's economy and the continuous expansion of urbanization scale, the consumption potential of air-conditioning automatic control products market is huge, and the target concentration strategy is a wise choice of our competitive strategy. Focusing on the overall competitive strategy of "target concentration", we can adopt specific tactical strategies including: market concentration strategy, product belt concentration strategy, dealer concentration strategy and other supporting strategies for target concentration. To this end, we need to divide Hunan market into the following four categories:

Strategic Core Markets-Changsha, Zhuzhou, Xiangtan and Yueyang

Main development markets-Chenzhou, Changde, Zhangjiajie and Huaihua.

Cultivate the market-Loudi, Hengyang and Shaoyang

Waiting to develop markets-Jishou, Yongzhou, Yiyang,

Overall marketing strategy: the combination of all-staff marketing and direct marketing and channel marketing.

1, target market:

Blooming everywhere, central cities and small and medium-sized cities break through at the same time, focusing on developing industry model projects, vigorously developing key regions and key agents, and rapidly promoting product sales and sales.

2. Product strategy:

Drive overall sales with overall solutions: Our products are required to constitute a complete solution and have successful cases, thus driving the sales of all products. Interaction between size: the sales of air-conditioning automatic control products drive the sales of valves and other products, and the sales of air-conditioning automatic control products are driven by the projects of valves and other products.

3. Price strategy:

High quality, high price and high profit rate are the principles; Make a realistic price list: the price list is divided into two layers, the media public quotation and the lowest market price. Formulate higher monthly and quarterly rebate policies and control the marketing system. Strictly control the price system to ensure the profit space of first-class dealers, second-class dealers, project engineers and end users. In order to adapt to the market, the price policy should have the necessary activity.

4. Channel strategy:

(1) Distribution partners are divided into two categories: First, distribution customers are our key partners. Second, engineering customers are our basic customers.

(2) Channel establishment mode: a. Take a step-by-step approach, first initialling the agreement, then making the sales forecast table, and then formally signing the agreement to order the first batch of goods. If you don't purchase goods, you can't sign an agency agreement; B adopt the method of finding important customers, push the goods to the dealers through negotiations, and then our sales and market support will keep up; C choose a competitive attitude among the agents, so that we can take the initiative and take a high profile in the negotiation because of a potential local customer. Can't enter the market in a low profile; D. After initialling the agreement, the name of the initialling agent can appear in our advertisement, provoking the contradiction between the distributor and the original manufacturer, and we take the opportunity to enter the market; E. In the local regional market, always ensure that a local second-level agent can become a first-level agent, thus becoming a threat to the first-level agent and promoting its development.

(3) The market has the power to push and pull. This article is from the secretary 1 14 Wenmi 1 14. Please keep this mark when reprinting. To achieve rapid growth, the driving force must be adopted. Pulling requires a long period of cultivation. To this end, we will focus on developing channel distribution. In addition, the personnel in charge of key customers and engineers will focus on the industry market and engineering market, and strive to complete 4-5 model projects within three months to build confidence for internal personnel and distributors. By the end of the year, complete your own marketing quota.

5. Personnel strategy:

Basic ideas of marketing team: a. Open mind; B. overcome yourself; C. professionalism;

(1) Vertical contact between business teams, continuous and efficient communication, and quick response. Team building is flat.

(2) Internal reporting system and sales reward system.

(3) Selling products in a professional spirit. Value = price+technical support+service+brand. What is actually sold is the solution.

(4) Prepare a sales manual; Including the rules of the game, technical support, the scope and functions of the marketing department, the problems that can be solved and the support brought.

Sales Work Plan (2): According to the current operating situation of travel agencies and the limited market share, if our agency wants to occupy a place, it must have new competitive ideas beyond pure price competition, such as winning by innovation, winning by high quality, winning by low price, winning by service, winning by fast, winning by promotion and so on. Therefore, while strengthening its own construction next year, our agency must increase its marketing efforts, promote its own development, and make the travel agency bigger and stronger under the leadership of the group company.

First, the travel agency of * * * is currently small in scale and has limited business potential. Therefore, we can choose to occupy absolute market share in these market segments. According to the survey, there is no travel agency specializing in business meetings and incentive tours in the tourism market in Nanchang and even in Jiangxi Province, so we can make a market positioning for our travel agency through the blank spots in this tourism market, just as American scholar Ken Roman Mans said: The essence of positioning lies in sacrifice, and only by giving up some key points can we concentrate. So as to stand out from many competitors and avoid the operating pressure brought by market competition. Take advantage of the advantages that group companies can bring to us, quickly occupy the market and become the leading travel agency in this market. Strive to hold more than 10 conference groups next year, and adopt the following marketing work plan:

1。 Set up a special business group in the travel agency. It can provide services such as booking hotel rooms, handling transportation tickets and entertainment tickets, contacting sightseeing projects on behalf of customers, handling travel insurance, tour guide services, and shuttle bus services in transportation distribution centers. And help the conference organizers solve problems, do a good job in logistics support, and bring rich and thoughtful services to the delegates.

2。 Making a slogan for tourism business can reflect the market positioning of our organization through a catchy slogan. I think (let me be your agent) is more suitable.

3。 Obtain business meeting information of government agencies, enterprises and institutions through various channels.

4。 Take the initiative to undertake its business meetings and tourism business.

5。 Bring thoughtful and rich series of services.

6。 Strengthen contact with the organizers and form stable repeat customers.

Second, in addition to doing a good job in the business tourism market, the traditional leisure tourism business of travel agencies should continue and develop steadily, and strive to achieve the expected goal of group tours and ground trips of 2,000 people next year.

1. Set up a leisure tourism business group in a travel agency.

2. Within the leisure tourism enterprise group, it can be subdivided into two parts: group business and ground connection business.

3. Take different marketing activities according to different business characteristics. Strive to be a customer and retain customers, and establish a complete customer file, because it is much easier to maintain an old customer than to develop a new customer, and it is easier to form customers' loyalty to our brand.

4. Strengthen contact and communication with overseas tour groups, take the initiative to bring us the latest ground connection price and route changes, and bring the required routes and services according to their requirements, and implement preferential treatment and rewards in a targeted manner.

5. Take the initiative to go out of the travel agency and visit major organs, organizations, schools, hospitals and enterprises in Nanchang. And even go deep into the streets to promote our tourism products. This is not only selling products, but also advertising the cheapest.

Third, cooperate with the group to do a good job in the sales of Houtian Desert. Our agency plans to use the preferential policies of desert scenic spots under the leadership of the group company next year to do a good job in the sales of team and individual tourists in Houtian desert scenic spot. At present, it has made intentional contact with Hubei Overseas Tourism Group Company and is planning an operation implementation plan.

1. Develop products that individual travelers in Houtian Desert send daily. We can make full use of our current resource advantages to develop this product, fax the daily peer price of individual travelers to major travel agencies in Nanchang and surrounding cities, so that individual travelers collected by major travel agencies can form a team form and occupy the market.

2. Focus marketing on enterprises, institutions, colleges, technical secondary schools and small and medium-sized enterprises in this province and this city, and promote them in a timely manner, so that Houtian Desert will become the first choice for Nanchang colleges and universities to organize students to organize spring outing, autumn outing and carry out health activities.

Fourth, develop new tourism products.

At present, in Nanchang tourism market, all travel agencies provide the public with several fixed routes that have not changed in recent years for them to choose from. According to this situation, our agency can timely develop one or several new tourist routes, such as Longyou Grottoes in Zhejiang and Shimenjian in Jiujiang. Only by continuous innovation can we maintain our competitive advantage. Of course, developing new tourist routes should also have customer groups to meet the needs of the future market, which our club can try next year.

5. The marketing work of travel agencies should always be in a scientific and reasonable state, and the business of each business group has its own emphasis, but at the same time, other businesses can also be done at the same time, which is not contradictory.

6. Strengthening after-sales service is very important for travel agencies to retain existing customers and explore new customers, and take the form of greeting telephone, consultation sheet, letter and greeting postcard.