Five model articles on the work plan of the sales department

Model essay on the work plan of the sales department (1) With the gradual development and maturity of the market in xx district, the competition is becoming increasingly fierce, and opportunities and tests coexist. In xx years, sales will remain the focus of our company. Facing the initial investment and the existing market, as my sales manager in Shandong, I am full of entrepreneurial passion, confidence and great responsibility.

Focus on the company's current situation and give consideration to future development. In 20xx, under the leadership of the general manager, I insisted on maintaining the existing market, seized the opportunity to develop potential customers, paid attention to sales details, strengthened quality service, stabilized and improved market share, and actively strived for the successful completion of sales tasks.

First, the sales target:

As of 20xx65438+February 3 1 day, the sales task in xx District is xx million yuan, and the sales target is xx million yuan (attached with the annual sales schedule of 20xx);

Second, the plan:

1. Make the annual sales master plan at the beginning of the year;

2. Draft the annual sales summary at the end of the year;

3. Draft monthly sales plan and monthly customer visit plan at the beginning of the month;

4. At the end of the month, prepare monthly sales statistics and monthly customer visit statistics;

Third, customer classification:

According to the annual sales volume of 20xx, the existing customers are divided into four categories: VIP users, first-class users, second-class users and other users, and users at all levels are comprehensively analyzed.

Fourth, the implementation measures:

1, technical exchange:

(1) held a technical exchange seminar for the technical department and after-sales service department of VIP customers this year;

(2) Participate in related industry exhibitions twice, and arrange large-scale friendship forums during the exhibitions;

2. Customer return visit:

At present, there are as many as seven or eight similar brands circulating in the domestic market, and there are three or four brands equivalent to ours. The technology is comparable, and the competition is becoming more and more fierce, which has constituted a market threat. In order to stabilize and expand the market, we must strengthen communication with customers and coordinate the relationship with customers and direct users.

(1) Visit VIP customers once a month to strengthen information exchange with customers and increase feelings; Visit first-class customers every two months; For secondary customers, arrange the visit time separately according to the actual situation;

(2) to adapt to the situation, sales work is not only the end of sales to customers, but also to help customers deliver goods and do the work of direct users. This work has been included in my work focus in 2005.

3, network retrieval:

Give full play to our website and network resources, and find and master sales information through information retrieval.

4, after-sales coordination:

At present, our company still focuses on trade, "selling products is not as good as selling services." The next step is to strengthen the sense of responsibility and continuously strengthen quality services.

Users use our products as if they like the services we provide. From the perspective of stabilizing the market and long-term cooperation, we must strengthen the sense of being responsible for customers, seize every opportunity to contact users, provide warm, meticulous and thoughtful after-sales service, and add a winning chip for the company.

This year, I will strictly abide by the company's rules and regulations, strengthen business study, improve my business level, and strive to complete the sales task. The challenge has arrived. Since he chose a distant place, He Wei will share joys and sorrows. I believe: I will definitely win the wonderful work with my heart!

Model work plan of sales department (2) 1. 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 regularly communicate with business-related personnel 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 the largest 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 from customers, and promise them 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, it is best to choose customers in the same or similar location when making an appointment.

2. Before meeting the customer, you should know more about the customer's main business and potential demand. It is best to understand the personal hobbies of decision makers, prepare some topics of interest to each other, and provide targeted solutions for customers.

3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.

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 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, and the return visit should be tracked in time.

7. Actively strive to 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 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.

1. 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.

2. For the old customers, always keep in touch and send some small gifts or entertain customers when time and conditions permit. Of course, banquets are not the purpose, but communication, which can enhance each other's feelings and better communication.

3. Take advantage of off-duty hours and weekends to attend some classes, learn marketing and management knowledge, constantly try to combine theory with practice, check the latest information and products of the industry online, and constantly improve their abilities. The above is my sales work plan for this year. There will always be all kinds of difficulties in work. I'll ask the leader for instructions and discuss with my colleagues. I will try my best to overcome them and make my greatest contribution to the company.

Model work plan of sales department (3) 1. Planning:

1, annual sales target:

1): The sales target of homework help this year is xx million yuan/year. Annual sales growth 10%-20%. 2): The annual sales target of notebooks is xx million yuan/year. Annual sales growth 10%-60%.

2. Sales direction:

1, local market, based on Yan 'an City, expanding business to surrounding county-level markets:

1): All wholesale markets in Yan 'an should develop dealers, and each wholesale market should develop more than one dealer (except Changqing Road Wholesale Market). Other markets should try their best to fully develop customers.

2): Stationery retail stores in the urban and suburban areas of Yan 'an are expanding in a carpet way. The company may cooperate with retail stationery stores to distribute goods.

3): Schools and shops in the urban and suburban areas of Yan 'an also need to be vigorously developed, with great potential.

4): The wholesale outlets in every county in Yan 'an area should strive to develop. If the wholesale outlets in the county can't reach the resource intention of customers to develop retailers, it is necessary to reach the point where every county has some products of Whelan Printing Co., Ltd., or understand the products of Whelan Printing Co., Ltd.

2. Foreign markets:

1): The provincial wholesale markets around Shaanxi Province go all out to develop agents or distributors, temporarily including the following areas: xi 'an, Zhengzhou, Luoyang, Taiyuan, Hohhot, Yinchuan, Lanzhou, Xining, Chengdu and Chongqing.

2): Each provincial wholesale market should develop at least one agent or 2-3 dealers, depending on the strength, reputation, enthusiasm for understanding this product and some objectivity of market customers for the time being.

3): If the first-level wholesale market in each province is difficult to attract investment temporarily or the effect is not obvious after attracting investment, we can develop dealers in the second-level (prefecture-level) wholesale market in the province, so that the second-level market will be surrounded by the first-level market when it matures, but there will be at least 2-3 dealers in the second-level market, so as to achieve our sales objectives and achieve sales targets.

Second, the customer return visit:

At present, there are many kinds of notebooks in the domestic market, and the technology is comparable. In order to stabilize and expand the market, it is necessary to strengthen communication and coordinate the relationship with customers:

1) relationship maintenance:

In order to strengthen the exchange of information with customers and enhance feelings, visit first-class customers every two months; For secondary customers, the visit time will be arranged according to the actual situation.

2) After-sales coordination:

At present, our company should take "selling products is not as good as selling services" as the premise. The next step is to strengthen the sense of responsibility and continuously strengthen quality services. Users use our products as if they like the services we provide. From the perspective of stabilizing the market and long-term cooperation, we must strengthen the sense of being responsible for customers, seize every opportunity to contact customers, provide warm, meticulous and thoughtful after-sales service, and add a winning chip for the company.

Third, the price policy:

1, pricing principle:

1): widen the price difference between wholesale and retail, and mobilize the enthusiasm of agents;

2): encourage a large number of batches to be combined with batches;

3): Take the cost as the basis and the price of similar products as the reference to make the price competitive;

4): Comply with market changes and make timely and flexible adjustments.

2. Purpose

1): establish the product standard image of Whelan Printing Co., Ltd. and expand its influence;

2): As a way to reward agents, stimulate the enthusiasm of agents.

Fourth, blaze new trails and establish a flexible incentive sales mechanism.

Open up the market and win customers;

The sales department will cooperate with the company's overall new sales system, formulate and improve the marketing task plan and performance appraisal management implementation rules, improve the salary of sales representatives, and stimulate and mobilize the enthusiasm of sales personnel. Salespeople keep diaries. Conduct a comprehensive assessment of sales staff according to the monthly sales task completion and work diary. Supervise the sales staff to attract groups and scattered customers through various means, stabilize old customers and develop new customers, and collect the opinions and suggestions of the guests in time during the visit and feed them back to the relevant departments and the general manager's office.

Verbs (short for verb) cooperate closely and coordinate actively;

Cooperate closely with other departments of the company, and actively contact and cooperate with other departments of the company according to the needs of guests, give full play to the overall sales vitality of the company and create the best benefits. Strengthen relevant publicity, make full use of various advertising forms to recommend the company's products, publicize the company, and strive to improve the company's visibility.

Please make more suggestions and comments on the above points. For the grand blueprint of the company, Qi Xin will work together and make progress together, so that the company will move towards a brilliant tomorrow. The challenge has arrived. Since he chose a distant place, He Wei will share joys and sorrows, and I believe you will definitely try your best to win the wonderful event.

Model essay on work plan of sales department (4) I. Review and prospect

In 20xx, the company established the marketing department, which was a major change for the company to explore a new management model. But after a year, the marketing department has become a chicken rib, which is tasteless to chew and a pity to abandon; In addition to doing a lot of specious marketing activities, the marketing department has increased a lot of direct or indirect expenses, which seems to be of little help to the market.

However, with the support of the company's top management and our continuous learning, we also explored our own way of survival and development in the next few months, and made continuous progress in the process of integrating market activities with the resources of branches and companies.

Second, the working ideas

1, define the work content.

First of all, let the marketing department quickly change from the role of focusing on the sales department to the role of the sales office, from transactional.

Free from office functions, and truly give the marketing department basic post functions such as strategic planning, strategy formulation, market research and product development. , and take consumer demand as the center, and plan and guide market operation according to different market environments.

2. Static marketing

The implementation of resident market is not only the training and promotion of marketers themselves, but also the personal service for front-line business personnel. Only when the marketing department provides this kind of close-fitting, consultant and coach-style whole-course tracking service can the marketing department completely change the one-sided view of front-line personnel.

Marketing station must complete six aspects of work:

A, through comprehensive research, find market opportunities, and come up with targeted marketing plans;

B, collect information on competitive brand products and activities, capture market consumption demand and put forward new product development ideas in combination with industry development trends;

C, guide the market to do a good job in terminal standardization construction, and promote the healthy and stable development of the market;

D, formulate and organize the implementation of the promotion plan, check the implementation of marketing, expenses and policy use, and report the situation in time.

E, timely and comprehensively publicize the company's policies, and enhance the combat effectiveness of front-line personnel;

F. Collect and sort out bright cases in market practice, pay attention to summing up methods and experiences, and recommend replication to the market in time.

After the company goes public, the management level will be greatly improved, which is not only the external requirement of market competition, but also the internal requirement of its own development and growth. For the marketing department, it is both a kind of pressure and a kind of motivation to comprehensively improve the management level and keep up with the pace of the company's development. In order to achieve the overall management goal of the company's XX-year contract amount of 3 billion yuan, the marketing department has formulated the following XX-year work plan.

I. Information Network Management

Establish a direct leadership relationship

The marketing department is the functional department responsible for the construction and maintenance of the company's information network, information collection and processing, and accepts the leadership of the deputy general manager of marketing. There is a direct leadership relationship between the information manager of the marketing department and the regional market development assistant, that is, directly guiding and directing the market development assistant in the aspects of information network construction, maintenance, information processing and assessment, and assuming the leadership responsibility of information network work.

2. Establish a new organization.

3. Increase staffing

(1) Information Manager: There are three full-time information managers in the marketing department, who are in charge of different regions and will not take up other jobs.

(2) Market development assistants: there are two market development assistants in six offices in Zhejiang Province and one in the areas under the jurisdiction of other offices.

4. Strengthen personnel quality training

Before the Spring Festival, the recruitment and training of information administrators and market development assistants of marketing departments in various regions will be completed, so that the marketing department can fully ensure the quality of personnel during the implementation of the new management system in XX. Choose and hire marketing assistants carefully, and don't make up figures.

5. Strengthen personnel assessment.

The establishment and maintenance of information network are specified in detail from the aspects of personnel allocation, resource guarantee and performance evaluation. And ensure this work from the system. Establish an assessment system for market information administrators to regularly patrol various regions to guide information management, conduct targeted analysis and research according to the actual situation and existing problems in various regions, and urge them to establish and improve information management in a short time according to regulations.

6. Dynamically manage the market network

Market development assistants and information administrators regularly and dynamically evaluate information network members according to four indicators: information quantity (in units of 1), project scale, information achievement rate and the number of subordinate information officers. On the basis of analyzing the classification of information clerks, information administrators and market development assistants should carefully analyze the background information of information clerks to determine the possibility of their performance growth after receiving help. To further strengthen information management, the integrity, timeliness, effectiveness and confidentiality of information are better than that of the previous year. (See Market Development Assistant Management System for details)

7. Strengthen market research. According to the information provided by regional information member units and the company's business progress in each region, the development status and potential development trend of steel structure business in each region will be fully investigated by special personnel. Obtaining first-hand information through investigation is helpful for the company to set up reasonable institutions in various regions and explore new markets.

Second, brand promotion. In order to further promote the brand of "xx Steel Structure", expand Hangxiao's market share, and take advantage of the company's listing in XX, we initially consider holding brand promotion meetings and seminars in Chengdu, the capital of Sichuan, Xi, the capital of Shaanxi, Urumqi, the capital of Xinjiang Uygur Autonomous Region, Shenyang, the capital of Jilin, Guangzhou, the capital of Guangdong, Nanning, and Shanghai, the capital of Guangxi Zhuang Autonomous Region. So as to publicize and expand Hangxiao's brand, expand the information network, create more market space and lay a solid market foundation for doubling the contract.

2. At the completion of key or large-scale engineering projects, invite relevant departments to hold a press conference at the scene, show and publicize Hangxiao's brand with completion examples, show the fact that Hangxiao occupies the first-class level in technology and performance, establish the demonstration role and leading position of listed companies in the building steel structure industry, and make the publicity work get twice the result with half the effort.

3. Further do a good job in advertising, information and other aspects of publicity. Make and install large publicity banners or billboards at various construction sites to show the strength of the enterprise on the spot; Make the new performance and publicity materials of the enterprise in time, supplement them to the performance introduction in the bidding documents, and distribute them to the business personnel, so as to enhance the depth and intensity of brand promotion as much as possible.

4. Strengthen the professional knowledge training and quality education for those who come into contact with the outside world, establish a good employee image and advanced corporate culture connotation, and leave a beautiful and deep impression on everyone who comes into contact with Hangxiao, so as to have a clearer and deeper understanding of Hangxiao and steel structure.

Third, customer reception.

Guest reception is still one of the priorities of the marketing department. Doing a good job of guest reception is the necessary premise and foundation of business contact. How to do a good job of guest reception with good quality and quantity according to the relevant regulations of the company and the requirements of the Ministry of Commerce is an important topic that the marketing department must seriously study and discuss. On the surface, reception is relatively simple, but in essence, customer reception is a very profound knowledge. Without in-depth study and discussion, it is impossible to make the work perfect. So the marketing department should work hard on methods, steps and details. In order to spend less money without affecting the reception effect, it is necessary to learn about life experience, personality, way of doing things, hobbies, eating habits, style of doing things, enterprise value orientation, business philosophy, product characteristics, industry status and so on from the leaders of the Ministry of Commerce and business personnel in various offices. Carefully study, analyze and consider the schedule, so that every guest can have a comprehensive, clear and in-depth understanding of xx steel structure in the shortest time, show the greatest sense of identity with Hangxiao products, and have enough interest in the management mode and corporate culture of xx steel structure. It is the principle of every receptionist in the marketing department to treat every group of guests seriously for a long time and make them satisfied with the reception work of Hangxiao. So as to improve the success rate of project tracking, reduce the difficulty of business negotiation and achieve the fundamental purpose of improving the economic benefits of enterprises.