Simple steps to develop a sales work plan

First, market analysis.

The basis for the formulation of the sales plan is the analysis of the market situation and market status in the past year.

Second, marketing ideas.

The marketing idea is a "spirit" program that guides the sales plan based on market analysis. It is the direction and "soul" of marketing work, and is also the marketing operation concept that the sales department needs to instill and implement.

Third, the sales target.

The sales target is the starting point and the foothold of all marketing work. Therefore, scientific and reasonable sales target setting is also the most important and core part of the annual sales plan.

Fourth, marketing strategy.

Marketing strategy is the tactical decomposition of marketing strategy, which is a powerful guarantee for the successful realization of corporate sales targets.

Fifth, team management.

1. Personnel planning, that is, according to the annual sales plan and reasonable staffing, personnel recruitment and training plans have been formulated.

2, team management, clearly put forward the slogan of building a team. Really create a "iron team" with cohesiveness, centripetal force, combat effectiveness, explosive power and strong deterrence.

6. Cost budget.

The procurement work process begins with information obtained from annual sales forecasts, production forecasts, and overall economic forecasts. Sales forecasts will provide a total measure of material requirements, products and services acquired after purchase; production forecasts will provide information on required materials, products, services; economic forecasts will provide general trends for forecasting prices, wages and other costs Information.

In many companies, less than 20% of purchases require more than 80% of purchase funds. Decompose the total forecast into specific plans and then develop effective price and supply forecasts for each important need.

The estimation of material consumption is divided into monthly and quarterly, and the estimated data is checked against the inventory control data, and the inventory control data is determined by considering the purchase lead time and safety stock quantity. These estimates are then linked to material price trends and effective forecasts to develop a procurement plan. It is then expected that the supply of materials will be sufficient and the price may fall, so the procurement policy may be to reduce the inventory to an economically reasonable minimum. Conversely, if the supply of materials is predicted to be low and prices are rising, a sensible procurement policy will be to ensure that there are sufficient stocks and contracts and will consider the possibility of buying futures.

This step was used early in the procurement of raw materials and components. When predicting the trends affecting the price and availability of components, the production cycle of the forecasted parts supply industry should be considered.

The main needs can be divided into related product groups. The analysis mode for the main current prediction can be applied to the relevant product group.

At the end of each month/quarter of the season, the number of each project or related product group and the estimated capital cost are tabulated, and the procurement plan is modified accordingly. Each buyer analyzes the project he is responsible for and they establish The price may be further revised as a result of guiding the objectives of its activities during the planning period.

For example, the construction of new facilities or the manufacturing of new major products that have not been produced before, when new equipment or products are needed, will create time uncertainty, and it will be difficult to make procurement plans.