2019 sales work plan

First, the understanding of sales work

1. Market analysis, based on market capacity and individual ability, objectively and scientifically develop sales tasks. Temporary annual task: sales of 1 million yuan.

2. Make a work plan in a timely manner and work out a monthly plan and a weekly plan. And regularly communicate with business related personnel meetings to ensure that the professional leaders in charge of timely follow-up.

3. Pay attention to performance management, and pay attention to and track the whole process of performance planning, performance execution and performance evaluation.

4. Target market positioning, distinguish between large customers and general customers, treat them separately, strengthen communication and cooperation with large customers, and win the largest market share in 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 the excellent product providers of all grades in the weak electricity industry, in order to prepare the project to cooperate with the project when needed, and to share industry contacts and project information with peers to achieve win-win.

6. First friends and later, develop good friendship with customers, think for customers everywhere, treat customers as their good friends, and achieve a blend of thought and emotion.

7. Can not conceal and deceive customers, promise customers to promise in a timely manner, honesty is not only the basis of business, but also the basis of people.

8. Strive to maintain a harmonious relationship with colleagues, be kind to colleagues, and ensure the smooth implementation of all functions of the various departments in the implementation of the project.

Second, the specific quantitative task of sales work

1. Develop monthly and weekly plans, and daily workload. Call at least 30 calls a day and visit at least 20 customers a week to make potential customers change from quantitative to qualitative. In the morning, I will return to the key telephone call and make an appointment with the customer. In the afternoon, I can arrange to visit the customer. Considering that there are a lot of people in Beijing and traffic jams, it is best to choose customers at the same or close locations when making an appointment.

2. Before you see the customer, you need to know more about the customer's main business and potential needs. It is best to understand the personal interests of the decision-makers, prepare topics that are of interest to the other party, and provide targeted solutions for the customers.

3. Collect some project information from the bidding network or other channels for the project bidding reference, and provide suggestions for the engineering firm to cooperate with the engineering business and commercial project operation.

4. Do a good job of daily work records, in order to forget important matters, and mark important unprocessed matters.

5. Fill in the project tracking form and follow up the project schedule: pre-design, bidding, deepening design, stocking execution, acceptance, etc., and complete the work in each stage.

6. The project designed in the early stage will follow up with the project, and return to the customer at least once a week. If necessary, cooperate with the contractor to do the work of the owner. The projects tracked in other stages will be visited at least once every two weeks. The bidding date of the contractor and the important date of the project progress should be kept in mind and promptly followed up and returned.

7. In the early design stage, we will actively participate in project drawing and project design, and solve the design work of this major for the engineering company.

8. During the bidding process, organize the corresponding business files two days in advance, express or send them to the contractor to prevent any omissions and errors.

9. When the bid is over, return to the customer in time and ask for the bidding result. After winning the bid, the company actively requested to deepen the design, and assist the engineering company to undertake all or part of the design work and prepare the drawings required for the construction.

10. Strive to sign the supply contract with the contractor as soon as possible, and collect the advance payment, arrange the stocking in advance, and respond to the needs of the contractor with the fastest supply time, and strive for early payment.

11. The goods arrive at the scene, and the equipment is installed, and the technical department is requested to arrange the commissioning personnel to debug on site.

12. Prepare the acceptance document in advance, and collect the payment in time after the acceptance is completed to ensure a good capital turnover rate.

Third, sales and life, and work happily

1. Regularly organize peers to hold salon meetings to enhance mutual friendship and better communication.

Although there is competition between customers and peers, they also need to learn and communicate with each other. I have also participated in similar gatherings and also asked customers, they are very willing to participate in such gatherings, so I think there is no contradiction, and between peers In addition to work, you can enjoy life, make salon a part of life, and let work work in a happier environment.

2. For old customers and fixed customers, always keep in touch, when the time and conditions permit, send some small gifts or banquet customers, of course, the banquet is not the purpose, focus on communication, can enhance each other's feelings, better communication.

3. Take advantage of off-hours and weekends to participate in some classes, learn more marketing and management knowledge, constantly try to combine theory and practice, check the latest information and products in the industry online, and constantly improve their abilities. The above is my sales work plan for this year. There will always be various difficulties in my work. I will ask the leaders to discuss with them, work together to overcome them, and strive to make the greatest contribution to the company.