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    “范文大全” 工作計劃

    關于銷售部的工作計劃范文

    發布時間:2019-02-20 12:20:01 來源:工作計劃 手機版

      一、計劃擬定

      1、年銷售目標

      1):作業本年銷售目標300萬元/年。 以每年10%-20%的銷售額遞增。 2):筆記本年銷售目標200萬元/年。 以每年10%-60%的銷售額遞增

      2、銷售方向

      1、本地市場,以延安市為根基,向周邊縣級市場拓展業務

      1):延安市區各批發市場發展經銷商,每個批發市場必須發展一名以上經銷商(長青路批發市場除外)其他市場盡量全面發展客戶。

      2):延安市區及郊區的文化用品零售店展開地毯式拓展。公司許配合零售文具店配貨和配送。

      3):延安市區及郊區各學校以及學校內商店也需大力發展,潛力較大。

      4):延安地區每個縣城的批發門市須努力開發,若縣城批發門市無法做到客戶資源意向可開發零售商,必須達到每個縣城都多少有藍輝印務有限公司的產品,或了解藍輝印務有限公司的產品。

      2、外地市場

      1):陜西省周圍各省一級批發市場全力以赴發展代理商或經銷商,暫時包括以下地區:西安、鄭州、洛陽、太原、呼和浩特、銀川、蘭州、西寧、成都、重慶。

      2):每個省一級批發市場至少發展一名代理商或2-3名經銷商,暫且根據市場客戶的實力、信譽,對本產品的認識積極性等以及一些客觀性情況而定。

      3):如果各省的一級批發市場,暫時很難做到市場的投入或投入后效果不明顯,可以在其省內二級(地市級)批發市場發展經銷商,使二級市場成熟之后包圍一級市場,但二級市場至少做2-3家經銷商,從而達到我們的銷售目的,完成銷售目標。

      二、客戶回訪

      目前在國內市場筆記本種類偏多,技術方面不相上下,為穩固和拓展市場,務必加強與客戶的交流,協調與客戶之間的關系

      1)關系維護

      為與客戶加強信息交流,增進感情,對一級客戶每兩月拜訪一次;對于二級客戶根據實際際情況另行安排拜訪時間。

      2)售后協調

      目前情況下,我公司應以:“賣產品不如賣服務”,在下一步工作中,我們要增強責任感,不斷強化優質服務。用戶使用我們的產品如同享受我們提供的服務,從穩固市場、長遠合作的角度,我們務必強化為客戶負責的意識,把握每一次與客戶接觸的機會,提供熱情詳細周到的售后服務,給公司增加一個制勝的籌碼。

      三、價格政策

      1、定價原則

      1):拉大批零差價,調動代理積極性;

      2):結合批量,鼓勵大量多批;

      3):以成本為基礎,以同類產品價格為參考,使價格具有競爭力;

      4):順應市場變化,及時靈活調整。

      2、目的

      1):樹立藍輝印務有限公司的產品標準形象,擴大其影響;

      2):作為獎勵代理的一種方式,刺激代理商的積極性。

      四、開拓創新,建立靈活的激勵銷售機制。

      開拓市場,爭取客源

      銷售部將配合公司整體新的銷售體制,制定完善市場銷售任務計劃及業績考核管理實施細則,提高銷售代表的工資待遇,激發、調動銷售人員的積極性。銷售人員實行工作日記志。以月度銷售任務完成情況及工作日記志綜合考核銷售人員。督促銷售人員,通過各種方式爭取團體和零散客戶,穩定老客戶,開展新客戶,并在拜訪中及時了解收集賓客意見及建議,反饋給有關部門及總經理室。

      五、密切合作,主動協調

      與公司其他部門接好業務結合工作,密切配合,根據賓客的需求,主動與公司其他部門密切聯系,互相配合,充分發揮公司的整體銷售活力,創造最佳效益。加強有關宣傳,充分利用多種廣告形式推薦公司產品,宣傳公司,努力提高公司知名度。

      以上幾點請各位領導多提建議與意見,為了公司的宏偉藍圖,齊心協力,共同進步,使公司走向輝煌的明天,挑戰已經到來,既然選擇了遠方,何畏風雨兼程,我相信:用心一定能贏得精彩。

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