6 monthly regional work plans

Monthly regional work plan 1

1. Regional store management ideas

1. Plan for completing tasks throughout the year 20xx , decomposition analysis of tasks.

2. Ways to ensure task completion:

1) Impress customers with service and maintain old customers.

2) Enhance the sales skills of shopping guides: strengthen training so that they can be correctly applied in actual sales. Increase the backbone of the store.

3) Unify your thinking, keep a close eye on the goals and tasks, and work hard in one place.

4) Strengthen external publicity and increase new customer sources.

5) Optimize inventory and strengthen shopping guides’ awareness of out-of-stock items.

6) Learn more about timely social team activities, seize the opportunity, and tap potential group buying customers.

7) When the company organizes some activities, we try our best to seize the opportunity to increase sales.

Marketing plan

1. Annual promotion plan for 20xx: Women’s Day: On the basis of trade-in activities, there are activities that are beneficial to women (such as: buying women’s products on March 8th Pants can enjoy the lottery) May Day: Follow the company's activities. Father's Day and Mother's Day: Customers who buy pants for their parents on the festival day will receive a gift from Baiyuan Pants Industry to their parents.

2. Management of customers throughout the year

a. Management of VIP customers:

1) Send blessing messages on holidays and birthdays;

2) When the season changes, notify the store in time when new products arrive;

3) Notify the company in time of any activities;

4) Classify customers who spend frequently and use the same card for many people Management

b. Management of ordinary customers: promote ordinary customers to VIP as soon as possible (often remind customers how many points they need to advance)

c. Management of special customers:

d. Management of group buying customers:

2. Training

1. Courses to be developed by the regional manager (3-4 topics)

2. 12 training plans throughout the year.

3. Regional internal training plan for four quarters

4. Product training plan for different positions in the store

3. Regional product inventory management

1. Each regional store has different display and promotion plans based on price, out-of-stock, and new products. (Attachment)

2. How to define the product positioning of each store in the region and analyze product differentiation. (Attachment)

Monthly Regional Work Plan Part 2

1. Market Environment Survey

Carry out detailed surveys in advance for your own region to understand the situation in the region Population size, quality, investment atmosphere, awareness of the Guosen brand, the focus of economic development, the positioning of the region, bank outlets, the business development of surrounding securities companies in the region, etc.

2. SWTO analysis

1. Advantage analysis

Advantages of Guosen brand: Xinwang, Jincai Finance, Golden Sunshine Securities Account, Golden Sun, Fortune Weekly , the account opening efficiency is high, accounts can be opened every day, and the scale of a single business department is relatively large.

Personal advantages: I graduated with a bachelor's degree in finance, so I have certain professional background advantages; and I have been investing in the capital market for four years, and I have accumulated certain experience and some analysis skills; I hope to be a team member in this regard Provide some help.

2. Disadvantage analysis

The number of sales departments is relatively small, the accuracy of stock recommendation is relatively low, and the quality of some account managers needs to be improved; in addition, some new account managers generally lack professional knowledge. Comprehensive and not professional enough.

3. Opportunity points: There are not many people speculating in stocks in some enterprises and institutions. The Foshan market has not yet reached saturation. There is still great potential for new account openings, especially in remote areas.

4. Threatening major brokers to engage in a commission war. This is a kind of suicide, just like the price war in the TV industry. Who will win in the end! Despite this, other securities firms have price advantages, so we must use our strengths to avoid weaknesses and strengthen employee training.

3. Formulate action plans and marketing strategies (key points)

1. Maintenance and operation of bank branches?

2. Outdoor camping?

3. Development of new channels

4. Cooperation with other units?

5. Provide certain incentives

6. Strengthen cooperation with Communication between employees

4. Team management

My own transformation from sales to management. Help account managers determine monthly action goals. Fully support the development of account manager business. Help some outstanding account managers to become team stars and set an example for everyone to follow. Sharing and exchange of experiences. Improve the motivation of account managers. A team must have three elements to be called a team: first, the goal must be focused, second, the relationship must be harmonious and mutually supportive, and third, the working methods must be consistent and appropriately flexible.

5. Learning and improvement of own abilities

Participate in some learning related to communication and management knowledge;

Pay attention to the stock market conditions and continue to learn ;

Learn from customers through communication and contact with customers;

6. Exploration of team culture

Team culture as a modern enterprise in the 21st century The soul, culture is the key for an economic entity to achieve sustainable development. As for how to explore a team culture that suits us, I will establish an efficient and positive team as soon as possible through observation, communication and exchange, and explore Develop a culture that suits your team.

Monthly Regional Work Plan Part 3

1. The main content for comparison with the same quarter of xx is

(1) Market environment mainly examines the market environment The changes mainly include the status of the industry; whether there are changes in consumer consumption habits and characteristics

(2) The status of competing brands. Main analysis

a: Sales of competing products in the same quarter;

b: Consumer evaluation (mainly examining consumers’ recognition of product quality, price, and service) degree);

c: market expense investment;

d: channel layout (when the dealer is a regional dealer, it is necessary to know its channel layout in urban areas and counties, That is, the sales of products through different types of channels. For the same beverage, sometimes competitors sell better than us in special channels. For example, in the city where the author works, the sales of Yinlu Babao Porridge in special channels such as train stations and bus stations exceeds that of ours. Wahaha and Aunt Hong. Only by paying attention can we find the reasons and formulate breakthrough strategies. This requires us to pay more attention to competing brands and not feel that we can’t write anything when writing work plans.);

e: the number of product sales outlets; the number of key customers and their distribution in different channels; f: evaluations of secondary customers, etc.)

(3) The sales team has a combative team in sales The process plays a very important role. Examine whether the sales teams of major competitive brands have changed in xx compared to xx. Particular attention should be paid to the changes in the number of team members. For example, Wong Lo Kat had only 5 sales team members in xx. In XX, the number of personnel increased rapidly to 12. The direct effect of the increase in personnel was that sales increased by 120%. After comparison, we must be clear about the advantages we have over our competitors. Don’t pay too much attention to their shortcomings, but see their strengths.

(4) Sales targets and achievement status of the same period last year. For example: The sales target of beverage a in region b in the first quarter of xx was 30,000 pieces, but only 25,000 pieces were completed. We must understand the reason why the sales volume was not reached.

Don't look for it objectively, but analyze it subjectively. For example: the terminal construction is not done well, the product display area is not sufficient, the salespersons do not work according to our operating standards, the product distribution rate is not enough, and the enthusiasm of secondary wholesalers is not high. After a comprehensive analysis, you will find that it is completely possible to achieve sales of 30,000 pieces. Therefore, when formulating the sales target for the first quarter of 2008, it is necessary to find sufficient support for the achievement of the target. For example: the sales volume of beverage a in region b in the first quarter of xx was 3. . 50,000 pieces. The next step is to present the evidence. For example, 10 new secondary wholesalers with sales capabilities will be added in urban areas, 4 township markets will be developed, and special channels will be developed. If you develop 10 new KTVs, your work plan will be convincing. Your superiors will understand clearly after reading it and know what work you have to do. Otherwise, those who only have goals but no methods to support the realization of goals will not only make plans The author doesn’t know whether it can be realized, and even the supervisor doesn’t know whether it can be realized.

2. Team establishment

After having a clear goal and finding strong evidence for the realization of the goal, the next step is specific implementation. Build an efficient team that can accelerate and drive the achievement of goals. A sales target of 35,000 pieces has been set, and special channels need to be developed, which of course requires people. Therefore, the demand for talents should be reflected in the work plan. The work plan must ultimately be implemented and achieve effective results and be convincing. plan, I believe your supervisor will support your reasonable request.

3. Decomposition

Decompose quarterly sales into monthly sales. When decomposing, be sure to find out the inventory situation of the product at the end of the previous year, especially the inventory quantity of the product in the wholesale channel. , for example, the inventory of beverage a in various wholesale channels at the end of December was 5,000 pieces. According to normal sales conditions, the sales volume of beverage a in January was 8,000 pieces.

If when setting the sales target , regardless of the digestion time of last month's inventory of 5,000 units, blindly set the January sales target at 10,000 units, so that the inventory quantity at the end of January is 7,000 units, which will inevitably put greater pressure on February sales. Someone may ask, didn't you set a sales target of 35,000 pieces this quarter? Excluding the Spring Festival holiday in February, wouldn’t the actual sales volume generated in February be lower than in January? How to solve this contradiction? The answer is actually very simple. Find new sales growth points. For example, develop 10 secondary wholesalers, develop special channels: 20 KTVs, and develop 5 township markets. In this way, we will find a powerful platform for product distribution. support point. You must know that when your sales goals cannot be found with strong supporting evidence, they can only become empty words.

4. Dealers

The work plan must include our dealers, because the execution of the plan requires the strong cooperation and support of the dealers. This can be included in the work plan There are the following manifestations: such as helping dealers hold salesperson training every month, helping dealers set up reasonable product inventory purchase and sales tables, helping dealers set up reasonable financial management systems, helping dealers develop effective customer management systems, etc.

Monthly Regional Work Plan Part 4

In the past nearly a year, I have gained a little bit through hard work. As the end of the year approaches, I feel the need to review my work. Let’s make a summary. The purpose is to learn lessons and improve yourself so that you can do a better job and have the confidence and determination to do a better job next year. Below I will give a brief summary of one year's work.

I came to work in the company in October this year and started to set up a sales department at the same time. After entering the company, I continued to learn product knowledge, collect information from the same industry and accumulate market experience. Now I am responsible for prepaid products. Gained an in-depth knowledge and understanding of the stored value card market. Can be spoken clearly and fluently. Respond to various issues raised by customers, accurately grasp their needs, communicate well with customers, and gradually gain their trust. Therefore, through hard work, we have obtained several successful customer resources, and gradually accumulated some high-quality customers to a certain extent, and have a relatively transparent understanding of the market.

While constantly learning product knowledge and accumulating experience, my abilities and professional level have been greatly improved compared to before.

Although I have been engaged in sales-related work before and have certain sales knowledge and experience, there is still a certain distance between outstanding and successful sales management talents. If I don't do my job well, I feel that I am still in the position of a salesperson. The training and guidance of salespersons are not enough, which affects the sales performance of the sales department.

1. Summary of department work

In nearly three months, through the joint efforts of all employees in the sales department, we discussed and formulated the sales techniques for each link, the company's products The core competitive advantage of the company, the company's promotional material "A Letter to Customers", provides suggestions for various media advertisements, and puts forward the core statement of "Everything is worry-free and the world is virtuous", so that the visibility of our company's products is gradually recognized by customers in the Taiyuan market. . All employees in the department have sorted out more than 5,000 pieces of Yellow Pages information and sent out more than 3,000 company promotional materials. They braved the cold and visited the tax hall and various office buildings in the High-tech Zone to lay the foundation for the upcoming crazy sales season. Ready. In terms of team building, detailed sales personnel assessment standards, sales department operating systems, work processes, team culture, etc. have been formulated. This is something I think we have done relatively well, but in other aspects there are still big problems with our approach at work.

Judging from the sales performance of the sales department, our work is not good. It can be said that the sales performance is a complete failure.

Although some objective factors exist, there are also big problems with other practices at work, mainly manifested in:

1. Insufficient communication. In the process of communicating with customers, sales staff cannot clearly convey the situation of our company's products to customers and understand the customers' real thoughts and intentions; they cannot respond quickly to certain suggestions made by customers. When conveying product information without knowing how much customers understand or accept our products, not following up after being rejected is a fatal mistake.

2. The work does not have a clear goal and detailed plan. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a state of laissez-faire, which leads to various undesirable consequences such as lack of unified management of sales work, lack of reasonable allocation of working time, and chaotic work situation.

3. The development of new business is not enough, the business growth is small, the sense of responsibility and work planning of individual salesmen are not strong, and the business ability needs to be improved.

2. Market Analysis

Nowadays, there are many brands in Taiyuan consumer card market, but they are mainly those companies. Now our company’s products are top-notch in terms of product quality and function. product. On the surface, competition among companies is fierce, and the emergence of our company has intensified this competitive war. But calm down and analyze carefully, our company's core competitiveness, such as the supervision of card issuance funds, the quantity and quality of overseas merchants in Shanxi Province, as well as our company's strong financial strength and high-quality customer resources, are unmatched by other companies.

In the Taiyuan market, there are many brands of consumer card products, but with the strong strength of our company as a platform, overwhelming publicity, and the perseverance of our employees, we will gain a large proportion of the consumer card market next year. The market share is a foregone conclusion, and building the first brand in the industry in Shanxi Province is just around the corner.

The market is good, but the situation is grim. The consumer card market in Taiyuan can be summarized in this sentence. Today, with the rapid development of technology, next year will be a promising year. If we do not do a good job in sales within next year and do not seize this opportunity, we are likely to lose this boom. Opportunities for development.

Monthly Regional Work Plan Part 5

When many companies inspect, compete for, and promote regional managers, they use the regional managers’ annual marketing plans/plans for the regions they are responsible for. Standard.

Being able to formulate a beautiful annual marketing plan is one of the important skills for a regional manager to ensure his own survival and development.

It is often found that when many regional managers write annual marketing plans, they either talk in general terms, express their determination, shout slogans, or write some insignificant running accounts, or they list a lot of things in detail, and they are as imaginative as they can be. I wrote a lot, but none of it got to the point, and it still made people confused and confused.

As a regional manager, how can you make a beautiful regional marketing plan/planning document?

A beautiful marketing plan should include six major parts. The first is regional situation analysis. The analysis of the current situation of the region should include three parts of analysis: namely, the analysis of the existing channels (dealers) in the region (company). The commonly used analysis framework is the SWOT analysis method. That is, analysis of the strengths, weaknesses, external opportunities, and external threats of existing channels (dealers). The second is competitor analysis (competitor). That is, analysis of competitors' channels, network layout, sales, share, etc. The third is consumer analysis (consumer). That is, the analysis of the purchasing characteristics, purchasing preferences, consumer market capacity, consumption change trends, etc. of consumers in the area that the regional manager is responsible for. Only when these three analyzes are clear and thorough can the analysis of the current situation be considered complete.

The second part is the formulation of goals (objective). As a regional manager, the main goals are sales volume goals (including dollar amount) and network expansion goals (number of new development channels and newly developed stores). Goal setting is planning and decomposition based on last year's overall sales and the overall goals the company wants to achieve this year.

The third part is the regional strategy. If the first part is the current situation, the second part is the ideal, and the third part reflects the path and method of how to reach the ideal (goal) state from the current situation. Strategy is overall and long-term. Strategies should also be simple and easy to remember. Strategy is not about too much, but about precision and accuracy.

The fourth part is about regional tactics. It is the specific decomposition of the strategy to achieve the goal, which is the specific methods and means. For regional managers, this includes the location, size, and image of the channel (store); the number, combination, grade, and supporting facilities of the products; the expansion and quantity of sales channels; the skills, quality, and management of the terminal (store) team ; Terminal sales and volume growth models, etc. In short, it is all specific measures to achieve the goal.

The fifth part is the regional action plan (actionplan). That is, the decomposition of tactical actions. What specific actions must be completed within the specified time node to ensure the execution and implementation of tactics.

The sixth part is area control (including inspection and management). As the saying goes, plans don't change fast. It is easy to set goals and plans, but difficult to implement and achieve them. During the specific implementation process, the achievement of the plan must be checked and compared in a timely manner, and corresponding adjustments and modifications must be made according to the actual situation to ensure the achievement of the goal.

A regional marketing plan/planning document is basically complete only if it includes the above contents. This is a basic logical and thinking framework within which regional managers can improve their content to make it more suitable for the actual situation in their own region.

In short, a regional manager who cannot make an annual marketing plan is an unqualified regional manager. Knowing how to write the above marketing plan does not guarantee that you will get 100 points, but it will at least ensure that you pass. The marketing plan is just the beginning. Sales ultimately depend on actions and results. The marketing plan must be beautifully written, and the marketing results must be beautifully executed.

Monthly Regional Work Plan Chapter 6

In this year, relying on the momentum gained in previous years, xx not only entered the fast lane of rapid development, but also achieved faster growth. Efficiency has increased, and the company's shares have been successfully listed on the xx Stock Exchange.

Since then, a xx has appeared in front of the world with a new attitude, and a new xx with more vigor and vitality, and with the responsibility of safeguarding the interests of shareholders, was born.

After the company goes public, its management level will be greatly improved. This is not only an external requirement for market competition, but also an internal requirement for its own development and growth. For the marketing department, it is both a pressure and a motivation to comprehensively improve the management level and develop simultaneously with the company. In order to achieve the company's overall operation and management goal of 3 billion in contract value in XX, the marketing department has specially formulated the work plan for XX as follows.

1. Information network management

1. Establish direct leadership relationship.

The Marketing Department is the functional department responsible for the construction and maintenance of the company's information network, information collection and processing, and is under the leadership of the Deputy General Manager of Marketing. There is a direct leadership relationship between the information manager of the marketing department and the market development assistants in each region, that is, they directly guide and direct the market development assistants in terms of information network construction, maintenance, information processing, and assessment, and assume the leadership of the information network work. responsibility.

2. Establish a new organizational structure.

3. Increase staffing.

(1) Information Manager: The Marketing Department has 3 full-time information managers who are in charge of different areas and will no longer hold other jobs concurrently.

(2) Market development assistants: There are two market development assistants in each of the six offices in Zhejiang Province, and one market development assistant in each of the other offices.

4. Strengthen personnel quality training.

Complete the recruitment and training of marketing department information managers and market development assistants in each region before the Spring Festival, so that the marketing department can fully guarantee the quality of personnel during the implementation of the new management system in XX. Carefully select and hire marketing development assistants carefully, and do not make false claims.

5. Strengthen personnel assessment.

Detailed implementation rules shall be formulated for the establishment and maintenance of information networks in terms of personnel allocation, resource guarantee, performance appraisal and other aspects, and this work shall be ensured from an institutional perspective. Establish an assessment system for market information administrators to regularly tour the regions in charge to guide information management work, and conduct targeted analysis and research based on the actual conditions and existing problems of each region to urge them to establish and improve information management in accordance with regulations in the short term work.

6. Dynamically manage the market network.

Market development assistants and information managers conduct regular reviews of information network members based on four indicators: the quantity of information provided by information workers (in units), project scale, information achievement rate, and the number of subordinate information workers developed. Dynamic assessment. On the basis of analyzing the classification of information personnel/units, information managers and market development assistants should conduct detailed analysis based on the information personnel's background information to determine the possibility of performance growth through assistance. Further strengthen the management of information and do a better job than the previous year in terms of completeness, timeliness, effectiveness and confidentiality of information.

7. Strengthen market research.

Based on the amount of information provided by information members/units in each region and the company's business progress in each region, dedicated personnel will conduct full market research on the development status and potential development trends of the steel structure business in each region. Research. Obtain first-hand information through research, and provide good advice for the company to rationalize its organizational settings in various regions and to develop new markets.

2. Brand Promotion

1. When key or large-scale engineering projects are completed, invite relevant departments to hold a press conference on site to display and promote the Hangxiao Steel Structure brand with completed examples , demonstrate the fact that xx’s technology and performance occupy the first-class level in the industry, establish a model role and leadership position for listed companies in the xx industry, and achieve twice the result with half the effort in publicity work.

2. Further carry out publicity work in advertising, materials and other aspects. Produce and install large-scale promotional banners or billboards at various construction sites to demonstrate the company's strength on-site. Promptly produce the company's new performance and promotional materials, add them to the performance introduction in the bidding documents and distribute them to all business personnel, so as to increase the depth and intensity of brand promotion as much as possible.

3. Strengthen professional knowledge training and quality education for personnel in contact with the outside world, establish a good image of corporate employees and advanced corporate culture, and leave a good impression to everyone who comes into contact with xx personnel And a deep impression, so as to have a clearer and deeper understanding of xx and xx.

3. Customer reception

1. Guest reception is still one of the focuses of the marketing department. Doing a good job in guest reception is the necessary advance and foundation for business contacts. How to receive guests with quality and quantity in accordance with the relevant regulations of the company and the requirements of the Ministry of Commerce is an important topic that the marketing department must carefully study and discuss. On the surface, reception work seems relatively simple, but in fact, customer reception is a very profound knowledge. This work cannot be done perfectly without in-depth research and discussion. Therefore, the marketing department must work hard on methods, steps, and details. In order to spend less money and not affect the reception effect, it is necessary to understand the guests' life experience, temperament, way of doing things, interests and hobbies, eating habits, work style, corporate value orientation, Management philosophy, product features, industry status, etc.

Carefully study, analyze and consider the schedule arrangement, so that every guest can have a comprehensive, clear and in-depth understanding of xx in the shortest possible time, and show maximum recognition of xx’s products. Feelings and sufficient interest in xx's management model and corporate culture. It is the criterion for every reception staff in the marketing department to treat each batch of guests and each guest seriously in a long-term and unremitting manner, so that they are satisfied with xx's reception work. In this way, we can improve the success rate of project tracking and reduce the difficulty of business negotiations, achieving the fundamental purpose of improving the economic benefits of the enterprise.

To this end, the marketing department will focus on the following aspects of work in XX: Supervise all staff to always take enthusiasm as the principle, do a good job in receiving guests from all aspects in a polite and courteous manner, and ensure that the reception effect is good throughout the year in one year.

2. While ensuring the effectiveness of customer reception in advance, reception expenses will be saved as much as possible to reduce the company's overall operating costs and increase the company's profit level.

3. Continue to manage the reception files of visiting customers, classify and save the files of potential customers and contract customers, accurately grasp the project progress, and strive to cooperate with the business department and offices to promote project business.

4. Adjust department personnel positions and recruit high-quality personnel to enrich the reception force. As the business volume continues to expand, the number of visiting customers is also increasing, and there is an obvious shortage of reception personnel in the marketing department. In order to adapt to the needs of the company's business development, it is also very important to do a better job in reception and implement personnel recruitment.

4. Internal Management

1. Strictly implement the C version of quality management system documents and management system standard documents, and strictly implement the principle of "manage everything according to documents, operate everything according to procedures, and use data for everything" Speak and get the job done right the first time” strategy has enabled the marketing department to gradually become an execution-oriented team.

2. Further strictly follow the requirements stipulated by the joint-stock company and the marketing system, carry out various work management of the department, and strive to improve the management level.

3. Give full play to the work enthusiasm and initiative of personnel in each position of the department, and emphasize the process control and final results of their work. Improve their work responsibility and work quality. Implement the assessment system strictly in accordance with the corresponding job responsibilities.

4. Everything should be based on the overall situation of the company and emphasize the marketing system as a chess game. Actively coordinate the contact and coordination between various departments of the marketing system, thereby improving the overall combat effectiveness of the marketing system and providing quality services to complete the marketing goals of XX.

5. Cooperate with the deputy general manager of marketing in the daily administrative management of the marketing system. Actively provide logistical support and daily service work for various departments. Create a better corporate culture and working environment for them.