2019 sales work plan

With the leadership, assistance and support of the head office, the company has a preliminary scale and laid the foundation for the overall development of the domestic market. Especially in the market expansion, the opening of new customers, Shengtian brand has been deeply impressed in the country. Sales increased month by month, the number of customers increased month by month, and the market share has been extended from the former East China region to the northeast region, and has begun to expand to the southwest and northwest regions. Shengtian product sales and Shengtian brand have greatly improved their domestic reputation, which has laid a good foundation for Shengtian Company's domestic market expansion. Due to subjective and objective factors, there is still a considerable distance from the requirements of the head office. On the basis of summing up the work in 2008, the company is determined to focus on the goals of the 2008 head office, adhere to the principle of “in-house management and outsourcing the market”, and implement the work in a serious and solid manner in a “target management” manner.
First, the development of the market:
Innovate and seek truth and develop the domestic market. Based on the foundation of last year, the Shanghai company has a deeper understanding of the domestic market. Products need a market, and the market needs more suitable products. Therefore, in response to the characteristics of the domestic market, the Shanghai company specifically invites people to make sales image design for the company and improve the unified image of Shengtian Company in the Chinese market. Cooperating with high-quality products, it will lay a stable foundation for enhancing the popularity of Shengtian in China in the future.
At the same time, the establishment of a sound sales network system, so that Shengtian opened up the Chinese market to establish a sales point. The Shanghai company plans to recruit 7-8 salesmen in early March to comprehensively train business knowledge and focus on market development, instilling Shengtian implementation philosophy.
Second, the annual target:
1. The annual sales income will be 25 million yuan. Profit: 100-1.5 million yuan;
2. Shengtian products occupy more than 10% in the domestic market;
3. The management fees are reduced by 10% simultaneously;
4. Set up a product development department to complete the development tasks under the guidance of the head office;
5. Actively cooperate with the head office to do well in Shanghai Shengtian Development Zone and other matters assigned.
Third, the implementation requirements:
The refinement and standardization of the sales market is beneficial to operations. According to the total sales target of 25 million, sub-regional indicators, clear responsibilities, implementation to people, performance-linked.
1. Divide the sales area. The country is divided into 7-8 regions, and each region issues indicators, which are linked to actual performance by means of assessment, and the rewards and punishments are clearly defined;
2. According to the layout of the sales network, it is required to vigorously promote the agency system, and strive to open up sales agents in 15-20 provincial cities within the year;
3. Sales expenses and travel expenses shall be subject to sales contract responsibility system;
4. Established the R&D department of the development product, and strived to form a new product development capability in the second half of the year based on the introduction of 3-5 technical developers, and complete the task plan number issued by the head office;
5. Strengthen internal management and improve economic efficiency:
1 Financial sales cost: Accounting is the key to the domestic market. Import, sales, and deposits should be clear, and monthly reports should be reflected. The quarter must have an assessment, and strive to achieve annual sales of 25 million yuan, and the cost will drop by 5%;
2 Human resource management: According to the requirements of the head office, the corresponding personnel of each post are actually combined with the work of the Shanghai company. With scientific incentives, people will do their best, love their jobs, and each employee will reflect his personal value.
3 product development expense management.
There is still a lot of work to be done by the company, and there are still many things to be implemented. To this end, we must focus on the main points of the work of the head office, combined with the actual situation of the company, assume the responsibility in the 2019 year, and make due contributions to the realization of the strategic goals of the head office.

Summary of work this year

With the efforts of all staff, the Nanjing office has basically carried out the work of regional business. The annual return amount is 257,000 yuan. In the fourth quarter, the amount of money returned was 145,000 yuan, accounting for 56.4% of the whole year. The distributor 31 was successfully developed. Home, 53 terminal hotels, the payment is as follows:

January-March April-June 7-September 10-December

58304 yuan 35120 yuan 19,000 yuan 144,961 yuan

Sales Review: The structure of the company's products is multi-level, series combination, relying on its own goodwill advantages, in terms of product positioning and market strategy, inbreeding and expanding the road. From 4 brands, 8 categories of products, from the beginning of November 2005 in the circulation field, the horseradish king, juice, sushi soy sauce, chicken juice, until the late stage gradually entered the market sushi vinegar, chili oil, mustard oil, etc. The consumer sector has gained partial recognition. The product sales process is a strategy to guide the end consumer, thus driving product circulation. We also provide quality products, supreme services, direct and effective supply and demand resources and network information for sellers and consumers. The whole work is in consumption and circulation. The two areas are synchronized to integrate the sales force - the seller - the consumer.

management analysis:

1. The positioning of the dealers, two existing dealers in Nanjing: A and B, A's existing sales network is concentrated in the city's hotels and restaurants, mainly engaged in high-end dry goods, food distribution business. B's customer base is oriented to the circulation market, and it also concurrently operates the terminal business. The sales networks of A and B have certain complementarities and lack of certain growth. They are limited by their objective factors, and their business development capabilities are not strong. Failure to extend the business based on the original network.

2, the product digestion cycle is different, the product digestion cycle is completely dependent on the amount of consumer use, which is closely related to the food culture of each region. The company's mustard, sushi vinegar, mustard oil digestion cycle is slower, year-on-year, chicken juice, juice, is in the stage of mature market growth, we need to accurately locate the choice of incremental products for the company.

Source of performance: The concept of the seller is to consider the self-interested behavior and risk factors, the promotion effect of our terminal sales team in the consumer sector, dispelling the seller 's concerns about risk factors, and thus choosing our products as a substitute for the meager profitable brand products. Products, chicken juice products compete for the share of Jinba's products, juice replaces the new brand, mustard is to seize the local market, while sushi soy sauce and vinegar tend to lead sales . In addition, the products of the company's products in the consumer sector are classified according to different levels of nature: large catering companies or star-rated hotels, mid-range restaurants, professional Cantonese restaurants, cafes, etc. The annual sales ratio of product categories is as follows: [ )
3. Sinking sales channels

Further deepening the product distribution, from the original wholesale market to the farmer's market, in the terminal visit, for the collection of information, looking for a large consumer group demand for products. At present, the demand for concentrated juice products is concentrated in cafes and tea houses. We also need to find corresponding entry points in terms of product quality and price.

Targeted market:

It will develop the local markets of Yangzhou, Taizhou, Yancheng, Huai'an, Zhenjiang, Lianyungang, Wuhu, Ma'anshan, Anqing, Huainan, Huaibei, etc. in Suzhong, Subei, and Anhui, and collect and set up special dealers, enjoying the same advantages as Nanjing dealers. The distribution policy, the implementation of natural sales , special areas depending on the situation, whether to send sales staff.

Key promotional products:

Chicken juice and fruit juice will be promoted in 2006. The digestion cycle of the two products is short, but the advantages in market competition are not obvious. It is planned to stop the promotion of sushi vinegar, mustard oil and chili oil with long digestion cycle. The promotion of chicken juice and juice products can increase the effect of key products.

Sales team human resources management:

1. Staff appointment

The Nanjing Office has a fixed number of 5 people, 4 terminals, and 1 circulation. It is ready to dispatch one person from the terminal and run the circulation market. The former person in charge of circulation runs the surrounding cities in the province and opens up a blank market.

2. Coordinated operation within the personnel system

The daily morning meeting will report the work of the previous day, and the end personnel will tabulate the regional business work, and the circulation personnel will provide the market information and competing product dynamics to the terminal personnel. The supply and demand information and network information of the terminal will be arranged and arranged by the circulation personnel. Everyone exchanges opinions, communicates information, and does a good job in sales .

3. Key job definitions, skills and competency requirements

Terminal personnel are sold to hotels, hotels, coffee shops, etc. In the face of direct consumers, the demand for negotiation skills and standardization of Mandarin is improved. There must be actual terminal business development rate, and sales targets for circulation personnel. It is to open distribution channels for products, and finally reach consumers through the distribution process. Circulating personnel must have clear thinking, long-term strategic vision, good communication, analysis, serious consideration of the inspiration of the problem and the logic behind the routine, open each one. The circulation of products ensures the smooth distribution of products.

4. Training

Regular training is given to all office staff to conduct practical exercises in sales techniques and negotiation processes.