Sales manager March work plan ppt sample

1. Strengthen learning, change concepts, and build a high-quality marketing team.

At present, the quality of marketing managers and account managers is uneven. Some personnel have relatively low grasp of potential and level in terms of industry policies, work procedures, analysis of cigarette sales trends, customer guidance, etc., and it is difficult to adapt to the current development requirements of the tobacco industry. In order to adapt to the new form, it is necessary to have a marketing team with excellent business objectively.

1. Strengthen the study of industry and foreign-related knowledge, and strive to improve the comprehensive potential of marketing personnel. In view of the current situation that the quality of marketing personnel is uneven, the marketing department will further strengthen the training and learning of personnel. Diversified training methods: mass training, knowledge contests, speech contests, self-study, etc. Extensive information: In addition to industry policies, marketing knowledge, laws and regulations, marketers are required to learn other aspects of marketing knowledge, social etiquette, language communication, etc.; provide sufficient space in time, and give full play to regular meetings in the morning and evening and spare time , to ensure that each staff member has a more generous study time. Make every salesman's intelligence get better play in the market and work.

2. Pay close attention to the improvement of business quality to ensure the smooth development of various tasks. With the further advancement of the network construction function, the quality of the work of the marketing personnel, the quality of the service level, and the effectiveness of the management guidance directly affect the smooth development of the work. The marketing department will organize 1-2 sales training and examinations per month, focusing on daily business, skilled operation of the v3 system, laws and regulations, industry policies, and supply policies.

2. Go deep into the market, grasp the real demand of the market, and report the real demand of the first-hand market.

First, since the implementation of total floating management in June, after the customer manager and the client agreed to approve the total quantity, the awareness of customers for self-reported demand has been greatly reduced, and customers have misunderstood the real demand of the market and the floating management of total quantity. As a result, in the process of market research, it was found that customers had deviations in their understanding of the fluctuation of the total amount and the demand for self-reporting. There are not only problems in customer awareness, but also problems in the promotion and guidance of account managers. The real demand of the market did not play a full role in the order forecast. The second is that the account manager did not have a good understanding of the floating management of the total amount and the self-reporting of demand, which led to problems in daily publicity and guidance. The existing problems will be rectified from the following aspects.

1. Marketing personnel and customers must have a correct and clear understanding of total floating management and self-reporting requirements and distinguish them. In the second half of this year, take this work as an important indicator for the assessment of account managers. The main inspection basis is to investigate the awareness rate of customers and check the self-reported data of customer orders.

2. Steadily promote the work of "organizing supply according to customer orders". The evaluation of the accuracy of the account manager’s forecast focuses on the real market demand, the evaluation results of the top 20 national key cigarette brands, the launch, sales, analysis and forecast of new brands, etc., to improve the account manager’s ability to grasp the market potential. From the original assessment of the accuracy of the total quantity forecast, it is gradually placed on the forecast accuracy of a single brand, especially the top 20 key national cigarette brands. Under the premise of ensuring the sales volume in the same period last year, we will strive to increase the price of a single piece by RMB/piece compared with last year's RMB/piece, an increase of 1 percentage point.

3. Judging from the overall operation status of the "total quantity floating management" work, the account manager did not have a good grasp of the customer's historical sales data and current supply policy during the work of negotiating the total quantity with the customer, resulting in a small number of problems. The total number of customers was agreed to be too large or too small, and during the actual ordering process of cigarettes, sales rose and fell sharply at the beginning of the month and at the end of the month, and even individual customers could not order the actual cigarettes sold in time. In response to the current situation, the account manager further adjusted the supply volume agreed upon by unreasonable customers while the total volume remained unchanged. Put an end to the situation that some customers cannot place orders at the end of the month, and the supply volume at the beginning of the month increases too much. Carry out the basic requirement of order supply of "basically satisfying market demand and selecting retail customers", and continuously improve the potential of adapting to the market. In accordance with the Lanzhou company’s supply of goods and tight cigarette supply management methods, the floating management of the total amount of retail orders can be implemented to reasonably control the upper limit of sales, but the lower limit of sales cannot be set, and the sales volume cannot be agreed according to specifications; ) constitutes a scientific and reasonable quantification of each type of retailer and is maintained and adjusted in a timely manner according to market changes. Through reasonable quantification, it promotes the improvement of the level of scientific delivery and embodies the principle of market-oriented delivery.

4. The work of "organizing supply according to customer orders" and "quantity floating management" can be effectively connected and carried out smoothly. The county marketing department requires the account manager to focus on understanding the basic conditions such as the type of business district under the jurisdiction of the customer, customer category, and sales status, so as to grasp the first-hand information for a good grasp of the real needs of the customer. As a daily work for the daily assessment of account managers. It is a mistake to effectively carry out the above two tasks in opposition. Implementing "total floating management" is an effective way to implement "organizing supply according to customer orders".

3. Improve service, strengthen management, and further improve customer relationship management.

In order to further establish a good relationship between customers and me, how to improve customer service quality, information transmission, profit level, friendly service, timely and effective supply of goods, etc.; how to strengthen customers' law-abiding awareness, cooperation degree, loyalty, etc.; Marketers care for and create with their heart.

1. Strengthen services and further create a favorable market environment. Heart-to-heart communication needs to be realized with actions, so that customers can feel the care of the tobacco company, which requires our marketing personnel to fully understand the differentiated management and service concepts. Customer service is all-round, such as holiday greetings, birthday wishes and other friendly services; supply information is delivered to customers on time; industry policies and the number of cigarette brands cannot be obtained at the first time and other problems make customers unable to order in time Marketable cigarettes greatly reduce the dependence on account managers. In the second half of the year, the marketing department requires qualified account managers to open the "Fetion" service to customers in the jurisdiction, and start in county towns, key markets and other places where conditions permit. An important indicator for service improvement to assess, and provide efficient, fast and effective information to customers in the jurisdiction at the first time. Solve the problem that the account manager cannot deliver relevant information in a timely manner. The implementation of the work will be completed by the end of September. The focus is on the customer service department in the city.

2. Strengthen the operation guidance of cigarette retailers in the jurisdiction and improve the profit level of customers. Throughout the year, account managers are required to provide more than 60% of the customer's cigarette business guidance, and more than 80% of effective guidance, and provide key assistance and requirements to account managers who have not caught up with the progress of business guidance. The market manager's evaluation of the account manager focuses on the supervision and supervision of effectiveness. The market manager implements on-the-spot investigations according to the account manager's business guidance, so as to improve the profit level, improve the sales structure, and strengthen customer recognition. Carry out evaluation to achieve the purpose of service and improvement.

3. Strengthen the management of 80% collaborative management customers, and improve customers' awareness of law-abiding and cooperation. 80% of the cigarette retailers managed by account managers are a relatively large group. The management of account managers on customers should not only focus on checking inventory and checking cigarette barcodes, but more importantly, how to grasp the customer's cigarette sales trends, In terms of abnormal situations, more attention should be paid to the implementation of the retail guide price of cigarette sticks and packs, and effective management should be carried out, but it cannot be used as an effective means of punishment.

4. Strengthen the management of large households in the jurisdiction and further standardize business behavior. The management of large households is strictly in accordance with the requirements of the "Management Measures for Large Accountants of Lanzhou Company". In particular, the cigarette sales, supervision and inspection, quality of visits, law-abiding awareness, and cooperation of large households must be managed according to the requirements of the large households of Lanzhou Company.