Electrical sales work plan

According to the company's 2008 annual sales of 100 million yuan in Shanghai, the total sales target of 50,000 sets and the company's 2007 channel strategy, the following work plans are made:
First, market analysis
The price war in the air-conditioning market has been gradually started for several years. The low-end demand in the second and third-tier markets, along with the continuous improvement of urban construction and people's living standards and the arrival of product replacement period, led to the continuous growth of the primary market, which led to the expansion of the overall market capacity. In 2004, the total domestic sales reached 19.5 million sets, an increase of 11.4% over 2003. In 2005, it is expected to reach 25 million to 30 million sets. According to industry data, the global market capacity ranges from 55 million sets to 60 million sets. The capacity of the Chinese market is about 38 million sets. According to the regional market share capacity, the capacity of the Shenzhen air-conditioning market is about 400,000 sets, and the sales target of 50,000 sets accounts for about 13% of the market share.
At present, Galanz's market share in the air-conditioning market in Shenzhen is about 2.8%, but according to industry data, it has been in the “shuffle” stage in recent years, and the brand market share will be highly centralized. According to the strength of the company and the product line in 2007, the company's 2007 sales target is completely possible. In 2000, there were about 400 air-conditioning brands in China, down to 140 in 2003, and the annual average elimination rate was 32%. Under the “encirclement and suppression” of first-line brands such as Gree, Midea and Haier, there are less than 50 active brands in China's air-conditioning market, with a elimination rate of 60%. In 2005, lg was accused of dumping by the United States; Kelon encountered financial problems and its market share declined sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. Japanese brands such as Panasonic and Mitsubishi were affected by the strong resistance of the Chinese people in 2005, and the market share was larger. Galanz air conditioners showed a rapid growth trend in the Guangdong market. However, the market foundation in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. Based on the above situation, do the following work plan.
Second, work planning
According to the above situation, in the 2008 plan, the main task is to capture six tasks:
1. Sales performance
According to the company's annual sales task, monthly sales tasks. Decomposed according to market specific conditions. Decomposed into monthly, weekly, and daily. The monthly, weekly, and daily sales targets are broken down into various systems and stores to complete sales tasks at various times. And on the basis of completing the task, improve sales performance. The main means are: improve the quality of the team, strengthen team management, carry out various promotional activities, formulate rewards and punishments system and incentive programs. This work is not the same as the peak season. In the sales season, we will promote large-scale terminals for large-scale sales promotion activities for professional home appliances systems such as Gome and Suning.
2, k / a, agent management and relationship maintenance
Effective management and relationship maintenance for existing k/a customers, agents or k/a and agents to be expanded, establish customer files for each k/a customer and agent, understand pre- sales and strength, and conduct company Corporate culture communication and the company's new product dissemination in 2008. This work was completed at the end of August. After the end of the peak season and before the arrival of the peak season, it will spread from time to time. Understand the basic situation of each k/a and agent responsible person to conduct regular visits and communicate effectively.
3. Brand and product promotion
Brand and product promotion In 2005-2008, we cooperated with and implemented the company's regular brand promotion and product promotion activities, and planned some input costs, lower public relations promotion activities, and improved brand image. Such as "Galanz air conditioning health, environmental protection, love my family" and other public welfare activities. If possible, joint promotion with each k/a system will not only expand the influence, but also establish a good customer relationship. Product promotion mainly carries out some “road show” or outdoor static display for some product promotion and normal business promotion.
4. Terminal Arrangement According to the company's sales target for the year of 2008, the popularity of channel outlets will increase significantly. According to this situation, actively cooperate with the work of the business department at any time and place, and actively cooperate with the image building of shop-in-shop, park-in-the-garage, and shop-in-the-box. ,. Actively arrange for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business unit. The layout standards are strictly in accordance with the company's uniform standards.
5. Planning and execution of promotional activities
The planning and execution of the promotion activities were mainly carried out in the sales season from April to August 2008. The first strictly implemented the company's sales promotion activities, and the second was to flexibly plan some sales promotion activities based on the market conditions at that time and the sales promotion activities of competitors. . The theme of the idea is to avoid its advantages, attack its disadvantages, and focus on planning and execution according to the company's product advantages and resource advantages.
6, team building, team management, team training

· Sales Supervisor Work Plan· Sales Department Work Plan·Real Estate Sales Work Plan·2008 Sales Work Plan

Team work is carried out in four phases:
The first stage: August 1st - August 30th a, some promoters carry out key investigations and conduct quantitative assessments. Remove some of the personnel under the ability, focus on retaining around 40 people, and focus on training. b. Formulate relevant team management systems, clearly define the rights and responsibilities, and clearly define the scope of work, and improve the work report of the promoters. c. Complete the training materials of Galanz air conditioning system.
The second phase, September 1st - February 1, 2008, is the second phase of the system to strengthen the training of the main team, cooperate with the company's brand and product promotion activities and plan a series of brand and product promotion activities, and collaborate with the business department. Carry out network expansion, actively carry out terminal layout construction, and maintain effective communication with the original terminal to maintain the terminal relationship.
1 Training system arrangements for grading and intensive training
Business staff → promoters
Training instructor <promoter
2 Use the weekly case to conduct intensive training for all promoters
September 1st - October 1st: 4 sections of corporate culture training and industry knowledge training
October 1st - October 31st: 4 sections of professional knowledge training
November 1st - November 30th: 4 sections of promotional skills training
From December 1st to December 31st: Conduct four levels of mentality guidance, training, and regular mentality.
January 1st - January 31st, 2008: Four sections of promotional activities and terminal layout training
February 1st - February 29th, 2008: On-site simulation sales training and on-site testing of all members. At the end of each month, we conduct quantitative assessments and follow up sales.
The third stage: February 1st - February 29th, 2008
1 Use one week to conduct recruitment and promotion work according to the number of outlets, and use 10 days to systematically train, evaluate and screen new on-the-job promotions. After a one-week trial of the qualified personnel, the sales promotion will be re-evaluated. The final decision will be made to ensure that all the terminal posts will be available before March 1.
2 All work is based on basic work
The fourth stage: March 1st - July 31st, 2008
In the fourth stage, the entire Shenzhen market was fully launched, and the main focus of sales was to increase sales .
First: follow the source of purchase, ensure sufficient supply, proportional coordination, to achieve the most optimal inventory, exercises to avoid out of stock or out of stock.
Second: Recruitment training temporary promoters, in preparation for activities, to create a team that is more combative in all aspects.
Third: Strictly implement the company's sales strategy and promotion activities, and plan to implement sales promotion activities to drive the market and increase sales.
Fourth: follow up the rational distribution of promotional gifts and gifts.
Fifth: carry out the construction of the layout and enhance the brand image. Follow-up counseling and executive supervision.
Sixth: monthly quantitative assessment
Seventh: Decompose the monthly tasks, and strictly decompose the work tasks according to the wbs method to achieve interlocking, clear rights and responsibilities, responsibility to people, and the work details can not be subdivided.
Eighth: the use of team management four major means: weekly work meetings; follow-up counseling; debriefing conversation; report management. Strictly control the team and maintain the stability of the team.
Ninth: Conduct market research, market dynamic analysis and information feedback from time to time to be a good transmitter of the enterprise and the market. Strive to create a mechanism for rapid response.
Tenth: Coordinate the relationship between agents and dealers. According to the technical and personnel support, go all out to complete the terminal task.
The above is the work plan for 2008. If you have any considerations, please give guidance to the leaders!

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: [ )

· Sales Supervisor Work Plan· Sales Department Work Plan·Real Estate Sales Work Plan·2008 Sales Work Plan

Second, work planning
According to the above situation, in the 2007 plan, I will focus on six tasks:
1. Sales performance
According to the company's annual sales task, monthly sales tasks. Decomposed according to market specific conditions. Decomposed into monthly, weekly, and daily. The monthly, weekly, and daily sales targets are broken down into various systems and stores to complete sales tasks at various times. And on the basis of completing the task, improve sales performance. The main means are: improve the quality of the team, strengthen team management, carry out various promotional activities, formulate rewards and punishments system and incentive programs. This work is not the same as the peak season. In the sales season, we will promote large-scale terminals for large-scale sales promotion activities for professional home appliances systems such as Gome and Suning.
2, K / A, agent management and relationship maintenance for existing K / A customers, agents or the expansion of K / A and agents for effective management and relationship maintenance, for each K / A customers and agents to establish customers Archives, understand the pre- sales situation and strength, carry out the company's corporate culture and the company's new product dissemination in 2007. This work was completed at the end of August. After the end of the peak season and the peak season

According to the company's 2008 annual sales of 100 million yuan in Shanghai, the total sales target of 50,000 sets and the company's 2007 channel strategy, the following work plans are made:
First, market analysis
The price war in the air-conditioning market has been gradually started for several years. The low-end demand in the second and third-tier markets, along with the continuous improvement of urban construction and people's living standards and the arrival of product replacement period, led to the continuous growth of the primary market, which led to the expansion of the overall market capacity. In 2004, the total domestic sales reached 19.5 million sets, an increase of 11.4% over 2003. In 2005, it is expected to reach 25 million to 30 million sets. According to industry data, the global market capacity ranges from 55 million sets to 60 million sets. The capacity of the Chinese market is about 38 million sets. According to the regional market share capacity, the capacity of the Shenzhen air-conditioning market is about 400,000 sets, and the sales target of 50,000 sets accounts for about 13% of the market share.
At present, Galanz's market share in the air-conditioning market in Shenzhen is about 2.8%, but according to industry data, it has been in the “shuffle” stage in recent years, and the brand market share will be highly centralized. According to the strength of the company and the product line in 2007, the company's 2007 sales target is completely possible. In 2000, there were about 400 air-conditioning brands in China, down to 140 in 2003, and the annual average elimination rate was 32%. Under the “encirclement and suppression” of first-line brands such as Gree, Midea and Haier, there are less than 50 active brands in China's air-conditioning market, with a elimination rate of 60%. In 2005, lg was accused of dumping by the United States; Kelon encountered financial problems and its market share declined sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. Japanese brands such as Panasonic and Mitsubishi were affected by the strong resistance of the Chinese people in 2005, and the market share was larger. Galanz air conditioners showed a rapid growth trend in the Guangdong market. However, the market foundation in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. Based on the above situation, do the following work plan.
Second, work planning
According to the above situation, in the 2008 plan, the main task is to capture six tasks:
1. Sales performance
According to the company's annual sales task, monthly sales tasks. Decomposed according to market specific conditions. Decomposed into monthly, weekly, and daily. The monthly, weekly, and daily sales targets are broken down into various systems and stores to complete sales tasks at various times. And on the basis of completing the task, improve sales performance. The main means are: improve the quality of the team, strengthen team management, carry out various promotional activities, formulate rewards and punishments system and incentive programs. This work is not the same as the peak season. In the sales season, we will promote large-scale terminals for large-scale sales promotion activities for professional home appliances systems such as Gome and Suning.
2, k / a, agent management and relationship maintenance
Effective management and relationship maintenance for existing k/a customers, agents or k/a and agents to be expanded, establish customer files for each k/a customer and agent, understand pre- sales and strength, and conduct company Corporate culture communication and the company's new product dissemination in 2008. This work was completed at the end of August. After the end of the peak season and before the arrival of the peak season, it will spread from time to time. Understand the basic situation of each k/a and agent responsible person to conduct regular visits and communicate effectively.
3. Brand and product promotion
Brand and product promotion In 2005-2008, we cooperated with and implemented the company's regular brand promotion and product promotion activities, and planned some input costs, lower public relations promotion activities, and improved brand image. Such as "Galanz air conditioning health, environmental protection, love my family" and other public welfare activities. If possible, joint promotion with each k/a system will not only expand the influence, but also establish a good customer relationship. Product promotion mainly carries out some “road show” or outdoor static display for some product promotion and normal business promotion.
4. Terminal Arrangement According to the company's sales target for the year of 2008, the popularity of channel outlets will increase significantly. According to this situation, actively cooperate with the work of the business department at any time and place, and actively cooperate with the image building of shop-in-shop, park-in-the-garage, and shop-in-the-box. ,. Actively arrange for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business unit. The layout standards are strictly in accordance with the company's uniform standards.

· Sales supervisor work plan · sales department work plan · real estate sales work plan

5. Planning and execution of promotional activities
The planning and execution of the promotion activities were mainly carried out in the sales season from April to August 2008. The first strictly implemented the company's sales promotion activities, and the second was to flexibly plan some sales promotion activities based on the market conditions at that time and the sales promotion activities of competitors. . The theme of the idea is to avoid its advantages, attack its disadvantages, and focus on planning and execution according to the company's product advantages and resource advantages.

First, the market analysis of the air-conditioning market for several consecutive years of price wars gradually started. The low-end demand in the second and third-tier markets, along with the continuous improvement of urban construction and people's living standards and the arrival of product replacement period, led to the continuous growth of the primary market, which led to the expansion of the overall market capacity. In 2004, the total domestic sales reached 19.5 million sets, an increase of 11.4% compared with 2003. In 2005, it is expected to reach 25 million to 30 million sets. According to industry data, the global market capacity is between 55 million sets and 60 million sets. The capacity of the Chinese market is about 38 million sets, according to the regional market share capacity, the capacity of the Shenzhen air-conditioning market is about 400,000 sets, and the sales target of 50,000 sets accounts for about 13% of the market share.
At present, Galanz's market share in the air-conditioning market in Shenzhen is about 2.8%, but according to industry data, it has been in the “shuffle” stage in recent years, and the brand market share will be highly centralized. According to the strength of the company and the product line in 2006, the company's 2006 annual sales target is completely possible. In 2000, there were about 400 air-conditioning brands in China, down to 140 in 2003, and the average annual elimination rate was 32%. Under the “encirclement and suppression” of first-line brands such as Gree, Midea and Haier, there are less than 50 active brands in China's air-conditioning market, with a elimination rate of 60%. In 2005, LG was accused of dumping by the United States; Kelon encountered financial problems and its market share declined sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. Japanese brands such as Panasonic and Mitsubishi were affected by the strong resistance of the Chinese people in 2005, and the market share was larger. Galanz air conditioners showed a rapid growth trend in the Guangdong market. However, the market foundation in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. Based on the above situation, do the following work plan.
Second, the work plan According to the above situation, in the 2006 plan, the main task is to capture six tasks:
1. Sales performance According to the company's annual sales task, monthly sales tasks. Decomposed according to market specific conditions. Decomposed into monthly, weekly, and daily. The monthly, weekly, and daily sales targets are broken down into various systems and stores to complete sales tasks at various times. And on the basis of completing the task, improve sales performance. The main means are: improve the quality of the team, strengthen team management, carry out various promotional activities, formulate rewards and punishments system and incentive programs. This work is not the same as the peak season. In the sales season, we will promote large-scale terminals for large-scale sales promotion activities for professional home appliances systems such as Gome and Suning.
2, K / A, agent management and relationship maintenance for existing K / A customers, agents or the expansion of K / A and agents for effective management and relationship maintenance, for each K / A customers and agents to establish customers Archives, understand the pre- sales situation and strength, carry out the company's corporate culture and the company's new product dissemination in 2006. This work was completed at the end of August. After the end of the peak season and before the arrival of the peak season, it will spread from time to time. Understand the basic situation of each K/A and agent responsible person and conduct regular visits to communicate effectively.
3. Brand and product promotion Brand and product promotion In 2005-2006, we cooperated with and implemented the company's regular brand promotion and product promotion activities, and planned some input costs, lower public relations promotion activities, and improved brand image. Such as "Galanz air conditioning health, environmental protection, love my family" and other public welfare activities. If possible, joint promotion with each K/A system will not only expand the influence, but also establish a good customer relationship. Product promotion mainly carries out some “road show” or outdoor static display for some product promotion and normal business promotion.
4. Terminal layout According to the company's sales target for the year of 2006, the popularity of channel outlets will increase significantly. According to this situation, actively cooperate with the work of the business department at any time and anywhere, and actively cooperate with the image of shop-in-shop, garden-in-the-garage, and shop-in-the-box. Construction, Actively arrange for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business unit. The layout standards are strictly in accordance with the company's uniform standards. "This article is shared by inspirational life experience]