Five Work Schedules for Marketing Managers

Work plan is an important official document widely used in administrative activities, and it is also a highlight of applied writing. Organs, organizations, enterprises and institutions at all levels should make work plans when making arrangements and plans for the work in a certain period in advance, and take such official documents as work plans. The following are five work schedules of the marketing manager for reference only.

Tisch

Time flies, and we say goodbye to busyness in a blink of an eye? , ushered in a brand new? . Are you online? In the work in 2008, we have paid and gained. In order to better carry out next year's work, make persistent efforts and achieve better results, it is specially formulated? Work plan.

The marketing department is directly responsible to the sales general manager, which is the soul of the enterprise. Its function plays an important role in production, sales and service, and it is the core part of the sales link. As a marketing department, its important job is to assist the general manager to collect, formulate and implement. The standard to measure the work of the marketing department is whether the sales policy and promotion plan are scientific and whether they are strictly implemented.

Therefore, the work of the marketing department is very important. We must be strict with ourselves, constantly improve our business level while working, recharge ourselves in time and learn all aspects of knowledge.

1，make？ Annual sales plan: scientifically and rigorously analyze the current market situation and sales situation, foster strengths and avoid weaknesses, seek opportunities and formulate? Work tasks and work plans of marketing department and sales department.

2. Implement lean troops and simplify administration, optimize the sales organization structure: carefully analyze and understand the current sales organization structure, according to the rationality of market conditions, under the premise of intensive cultivation, lean troops and simplify administration, adjust local personnel, control sales costs, tap the potential of personnel, stimulate work enthusiasm, feel work pressure, and strive to do their own marketing work well.

3. Strictly implement training to improve the team's combat capability;

Concentrate on training, and strive to make all employees fully grasp the company's sales policy, product knowledge, applied technology knowledge and marketing theory knowledge, and form a learning team, a competitive team and an innovative team.

Product knowledge system training

Marketing knowledge system training

Practitioners implement standard training.

From Excellence to Excellence —— Training of Enterprise Personnel in Enterprise Self-discipline Criterion

Professional ethics training for sales staff

Conduct necessary quality training for sales staff.

Applied technology and company product training (application center or engineer training)

extreme

This year, relying on the momentum of previous years, it not only entered the fast lane of rapid development, but also achieved faster benefit growth and successfully realized the company's stock in? Listed on the stock exchange. From then on, one? Show it to the world with a brand-new attitude, a brand-new one with more vitality and vitality, and taking safeguarding the interests of shareholders as its own responsibility? It was born.

After the company goes public, the management level will be greatly improved, which is not only the external requirement of market competition, but also the internal requirement of its own development and growth. For the marketing department, it is both a kind of pressure and a kind of motivation to comprehensively improve the management level and keep up with the pace of the company's development. To complete the company? The marketing department has set the overall management target of annual contract amount of 3 billion yuan. The work plan for 2008 is as follows.

I. Information Network Management

1. Establish a direct leadership relationship

2. Establish a new organization.

3. Increase staffing:

(1) Information Manager: There are three full-time information managers in the marketing department, who are in charge of different regions and will not take up other jobs.

(2) Market development assistants: there are two market development assistants in six offices in Zhejiang Province and one in the areas under the jurisdiction of other offices.

4. Strengthen personnel quality training

Complete the recruitment training of marketing information managers and marketing development assistants in various regions before the Spring Festival, so as to? During the implementation of the new management system in 2008, the marketing department fully guaranteed the quality of personnel. Choose and hire marketing assistants carefully, and don't make up figures.

5. Strengthen personnel assessment.

The establishment and maintenance of information network are specified in detail from the aspects of personnel allocation, resource guarantee and performance evaluation. And ensure this work from the system. Establish an assessment system for market information administrators to regularly patrol various regions to guide information management, conduct targeted analysis and research according to the actual situation and existing problems in various regions, and urge them to establish and improve information management in a short time according to regulations.

6. Dynamically manage the market network

Market development assistants and information administrators regularly and dynamically evaluate information network members according to four indicators: information quantity (in units of 1), project scale, information achievement rate and the number of subordinate information officers. On the basis of analyzing the classification of information officers/units, information managers and market development assistants should make a detailed analysis according to the background information of information officers to determine the possibility of performance growth after their help. To further strengthen information management, the integrity, timeliness, effectiveness and confidentiality of information are better than that of the previous year.

7. Strengthen market research. According to the information provided by information members/units in various regions and the business progress of the company in various regions, the development status and potential development trend of steel structure business in various regions will be fully investigated by special personnel. Obtaining first-hand information through investigation is helpful for the company to set up reasonable institutions in various regions and explore new markets.

Second, brand promotion.

1, further departure? Brand, expansion? Market share? Taking advantage of the listing of the company 1999, do you have a preliminary consideration? 、? 、? 、? 、? 、? 、? And then what? The city holds brand promotion conferences and seminars to promote and expand? Brand, expand information network, create more market space, thus laying a solid market foundation for doubling the contract.

2. At the completion of key or large-scale projects, invite relevant departments to hold a press conference at the scene to show and publicize Hangxiao brand with completed examples. In the fact that technology and performance occupy the first-class level in the industry, build a building? The demonstration role and leading position of listed companies in the industry make the publicity work get twice the result with half the effort.

3. Further do a good job in advertising, information and other aspects of publicity. Make and install large publicity banners or billboards at various construction sites to show the strength of the enterprise on the spot; Make the new performance and publicity materials of the enterprise in time, supplement them to the performance introduction in the bidding documents, and distribute them to the business personnel, so as to enhance the depth and intensity of brand promotion as much as possible.

4. Strengthen the professional knowledge training and quality education of people who contact with the outside world, and establish a good corporate employee image and advanced corporate culture connotation for everyone. People who come into contact with people can leave a good and deep impression on people, thus making a good impression on people. And then what? Have a clearer and deeper understanding.

Third, customer reception.

1, guest reception is still one of the focuses of the marketing department. Doing a good job of guest reception is the necessary premise and foundation of business contact. How to do a good job of guest reception with good quality and quantity according to the relevant regulations of the company and the requirements of the Ministry of Commerce is an important topic that the marketing department must seriously study and discuss. On the surface, reception is relatively simple, but in essence, customer reception is a very profound knowledge. Without in-depth study and discussion, it is impossible to make the work perfect. So the marketing department should work hard on methods, steps and details. In order to spend less money without affecting the reception effect, we need to know life experience, humanity, way of doing things, hobbies, eating habits, style of doing things, enterprise value orientation, business philosophy, product characteristics, industry status and so on from the leaders of various commercial departments and business personnel in various offices. Carefully study, analyze and ponder the arrangement of the schedule, so that every guest can make the right decision in the shortest time? Have a comprehensive, clear and profound understanding? Our products show a sense of identity with limits, right? Have enough interest in management mode and corporate culture. Is it right to treat every group of guests seriously and persevere for a long time? Satisfied reception work is the criterion of every receptionist in the marketing department. So as to improve the success rate of project tracking, reduce the difficulty of business negotiation and achieve the fundamental purpose of improving the economic benefits of enterprises. The marketing department is in charge of this? In the process, we will focus on the following aspects: urge all staff to always take enthusiasm as the principle, and do a good job of receiving guests in all aspects with courtesy and restraint to ensure that the reception effect is better year by year.

2. On the premise of ensuring the reception effect of customers, we should save reception expenses as much as possible to reduce the overall operating cost of the company and improve the profit level of the company.

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

4. Adjust the positions of department personnel and recruit high-quality personnel to enrich the reception force. With the continuous expansion of business volume, there are more and more visiting customers, and the personnel in charge of reception in the marketing department are obviously insufficient. In order to meet the needs of the company's business development, it is also very important to do a good job in reception and recruitment.

Fourth, internal management.

1. Strictly implement version C quality management system documents and management system standard documents, strictly manage everything according to documents, operate everything according to procedures, speak with data, and do it all at once, so that the marketing department will gradually become an executive team.

2, further strictly in accordance with the requirements and marketing system stipulated by the joint-stock company, to carry out the management of this department, and strive to improve the management level.

3. Give full play to the work enthusiasm and initiative of employees in all positions of this department, and emphasize process control and final effect in their work. Improve their sense of responsibility and quality. Implement the assessment system in strict accordance with the corresponding post responsibilities.

4. Everything starts from the overall situation of the company and emphasizes the marketing system. Actively coordinate the contact and coordination between various departments of the marketing system, so as to improve the overall combat effectiveness of the marketing system and complete? According to the marketing target in 2008, do a good job in quality service.

5. Cooperate with the deputy general manager of marketing to do the daily administrative work of marketing system. Take the initiative to do a good job in logistics support and daily service of various departments. Create a better corporate culture atmosphere and working environment for them.

Tisso

I have worked in the company for many years, and perhaps only I know how much effort and sweat I have paid from a small salesman to the position of sales manager of the company. However, I can say that my efforts are several times that of ordinary people, and I have made some achievements in my work.

This year, sweet and sour mixed with sweat, efforts and efforts will be rewarded. For me, the results of the past year are still very good, and I think I did a good job.

Under the leadership and help of general manager Wei, the company's operation leader, and with the full assistance of all members, I have been based on my own work, devoted myself to my duties and worked hard. By February 24, 0*, I had completed the annual sales of 0* 1 300,000 yuan, and completed 60% of the annual sales task with the least amount, and the payment was returned. Now I will summarize my experience and feelings in sales work in the past year as follows:

First, earnestly implement the post responsibilities and earnestly perform their duties.

As a sales manager, my job responsibilities are:

1, do everything possible to complete the regional sales task and make timely reminders;

2. Strive to complete the requirements in the sales management measures;

3. Be responsible for strictly implementing the outbound procedures of products;

4. Actively and extensively collect market information and report to leaders in time;

5, strictly abide by the factory rules and regulations and various rules and regulations;

6. Have a high degree of professionalism and a high sense of ownership;

7, complete other work assigned by the leadership.

Job responsibilities are the job requirements of employees and the standard to measure the quality of sales manager's work. I always take my job responsibilities as the standard of action, start from bit by bit in my work, and strictly follow the terms in my duties. In business work, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate with other sales managers frequently to analyze the market situation, existing problems and countermeasures, so that in my daily work, I can actively complete the task on time on the premise of ensuring the quality of work.

In short, practice has proved that a sales manager's skills and performance are very important, which is the standard to test a sales manager's work gains and losses. This year, due to the four-month production limit for hosting the Olympic Games, and my lack of solutions to the ever-changing market, my performance is not good.

Second, clear customer needs, be proactive, and strive to supply on time with good quality and quantity.

At work, I always know that a sales manager must have a clear purpose. On the one hand, he should take the initiative to understand the customer's intentions and the standards and requirements that need to be met, and strive to prepare as soon as possible and supply the goods within the time limit required by the customer. On the other hand, he should actively communicate with customers, know the repayment ability of customers in time, and consider and supplement them.

Third, correctly handle customer complaints and solve them properly in time.

Sales is a long-term and step-by-step work, and product defects are common, so the sales manager should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully. In the process of product sales, I will strictly follow the sales and service commitments made by the public. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work with the personnel of relevant departments to formulate a response plan. At the same time, I want to communicate with customers in time to make them satisfied with the treatment plan.

Fourth, seriously study our products and related product knowledge, and determine the agent's product variety according to customer needs.

Familiarity with product knowledge is the premise of good sales. I also pay attention to the study of product knowledge in the process of sales. I can basically answer questions about the use, performance and parameters of the coating products produced by the company, and I can basically grasp the use, price and construction requirements of some related products.

Market analysis of verb (abbreviation of verb) coating products

The sales area of coating products is large and the market potential is huge. The market analysis of coating sales is as follows:

(A), market demand analysis

Although the market potential of coating application is huge, the competition of most coating factories in Beijing has been very fierce. In addition, after the Olympic Games, there will be a gap in the New Year due to the Olympic rush to build projects. In addition, some paint sales have directly threatened our market share. Although we have a good reputation and excellent quality, we do not have an advantage in price and sales means. Sales tasks will increase by 30%, and sales managers will have a hard time. However, we should also see that we have obtained the certification of three certificates in one this year, which provides more guarantee for next year's efforts. If the last three editions of the market are fully supported by funds, there is still hope to achieve good sales performance. The key is that the company gives greater and stronger support and encouragement to the sales manager.

(2), competitors and price analysis

Six, 0* years sales manager's work philosophy

Summing up the work in the past year, there are still many problems and shortcomings in my work. I need to learn working methods and skills from other sales managers and peers. 0* years, I plan to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:

(1) According to the regional sales situation and market changes in 0* years, I plan to focus on the supply channels of steel structure factories. First, I mainly supply the original steel structure factory, and choose several ones with large consumption and good economic conditions as the focus; The second is to develop new big customers, and the third is to take the form of agents in some areas, so as to make profits for agents to carry out sales work.

(2) In 0* year, we should first actively recover the arrears of previous years, and strive to recover the arrears in time, report to the leaders in time, and obtain the support of the company.

(3) In 0 * year, we plan to collect market information more actively, contact in time, strive to participate in bidding, and form large-scale sales.

(4) In order to actively cooperate with agency sales, I plan to study the knowledge, performance and use of agency products after determining the product variety, so as to facilitate the agency products to enter the market quickly and form sales.

(5) While doing a good job, I intend to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality.

(6) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets to expand the market share of products.

Seven, some suggestions on sales management measures.

(a), 0* year sales management measures should be clear and concise, clear sales area, task, cost, assessment, reward, delete vague terms, after the end of the year, the sales manager will be paid in full according to this method.

(2) In 0 * years, under the premise of satisfactory negotiation between the company and the sales manager, the standardized and unified sales management measures were carefully revised to make them adapt to a wide range and adjust the ex-factory price according to market changes every year.

(3) In 0 * years, the sales manager was loosely managed, and the fixed eight-hour work system was cancelled, and the form of regular report and summary was adopted. The sales manager will go to the company on business every week 1-2 days. If you are on a business trip, you should report the destination and return time to the leader, and arrive at the company on time after receiving the notice from the leader, so that the sales manager has enough time to make sales planning.

(4) Considering the actual situation of the sales manager, reasonably let the sales manager bear the freight, small packaging fees and capital occupation fees, and reduce or compensate the sales manager for the expenses and losses caused by the company's product quality problems.

(5) Due to the shrinking regional market, fierce competition among peers and falling prices, leaders should carefully review the information fed back by the comprehensive sales manager in 0* years, and work out the ex-factory price of the company in line with the company's market conditions to stimulate the sales enthusiasm of the sales manager.

In the past year, because of the global financial crisis, our company's performance did not increase greatly, but the temporary financial crisis did not have a great impact on our company, but we must be vigilant. No company is safe under the financial crisis. Maybe a good company will go bankrupt tomorrow, so we must be alert and alert to the impact of the financial crisis on us.

In the years to come, I will work harder and harder and try not to make mistakes. This is necessary for me. I am the most strict with myself, and I must do my best for the cause of the company!

I hope the company can continue to develop and improve its performance in the new year, which is a better future for the company!

Article 4

Under the correct leadership of Yingdong Branch of PICC P&C Fuyang Branch, as the sales team manager of the Fourth Marketing Department, I led all sales staff to work hard, actively serve customers, completed the task, achieved good results, and obtained the satisfaction of superior leaders and customers. Personal work is summarized as follows:

I. Personal basic information and work experience

My name is male, born in1June 2, 992, and I graduated from Zhengzhou Institute of Technology with a bachelor's degree in international economy and trade of XXXX. He joined the work in June, 2065 438+0x 6, and worked in the comprehensive post and channel business intermediary exhibition post of the comprehensive department of Yingdong Sub-branch of PICC P&C Fuyang Branch, and later served as the personal marketing team manager post and sales team manager of the second and fourth marketing businesses.

Second, study hard to improve business level and work skills.

Since joining PICC P&C insurance, I have realized that the continuous development and business innovation of the insurance industry have put forward higher requirements for insurance practitioners, and we must study hard to improve our business level and work skills to meet the needs of work. To this end, I actively participated in the relevant business training organized by the superior organization, and earnestly studied the insurance business operation process, relevant systems, knowledge of capital market, knowledge of insurance products and how to communicate with customers. , so that customers can quickly and correctly answer customers' questions when asking about insurance products and other related issues, provide customers with suggestions and solutions, and use their professional knowledge to build a bridge to communicate with customers, promote the development of insurance business and create good economic benefits for the unit.

Third, work hard and serve customers well.

Now he is mainly responsible for the insurance business of 6 4S stores, including Great Wall, Fiat, Emgrand, Global Hawk, Pentium, Jianghuai and Yulong. I lead all sales staff to work hard, serve customers well, promote the development of insurance business and improve the economic benefits of the unit. First, always adhere to the customer-centered, strictly fulfill public commitments, be responsible for the first question, serve with a smile, enhance service awareness, innovate service methods, improve service style, meet the diversified needs of customers, and improve customer satisfaction. The second is to completely update the concept, consciously standardize the behavior, conscientiously implement the service measures of the branch, practice the basic skills, speed up the business handling, avoid mistakes, grasp the quality and maintain the customer relationship. Third, according to the characteristics of different customers, be meticulous, strive to do a good job in service, win the sincere praise of customers, win more loyal customers for the branch, and continue to promote the development of insurance business.

Fourth, strive to create good business performance.

Not afraid of difficulties, we have made great efforts to create good business performance for the branch, of which 20xx.06-20xx.06 is 165438+ 10,000 yuan, and 20xx.06-20xx.06 is 165438+ 10,000 yuan. Starting from 20xx.07, we will realize a monthly business income of XXX million yuan.

In the past few years, although I have completed the task and achieved good results, I can't be satisfied with it. In the future, I will study harder, improve my leadership and business ability, innovate my working methods and service forms, strive to create excellent performance and promote the healthy and sustainable development of the branch.

chapter five

In the past year, I have gained something through hard work. As the end of the year approaches, I feel it necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. Let me briefly summarize the work of one year.

I came to work in the company this year 10 and started to set up a sales department. After I entered the company, I learned product knowledge, collected information from the same industry and accumulated market experience. Now I have a deep understanding of the prepaid stored value card market. Can clearly and fluently respond to all kinds of questions raised by customers, accurately grasp the needs of customers, communicate well with customers, and gradually gain the trust of customers. Therefore, through hard work, we have also achieved several successful customer resources, and some high-quality customers have gradually accumulated to a certain extent, and the grasp of the market is more transparent. While constantly learning product knowledge and accumulating experience, my ability and professional level have been greatly improved.

Although I have engaged in sales-related work before and have certain sales knowledge and experience, I still have a certain distance from outstanding and successful sales management talents. The work is not done well, and I feel that I am still in the position of a salesperson. My lack of training and guidance for sales staff has affected the sales performance of the sales department.

Two. Department work summary

In the past three months, through the joint efforts of all the staff in the sales department, we discussed and formulated the sales tactics of each link, the core competitive advantages of the company's products, and the company's publicity material "A Letter to Customers", which made suggestions for various media advertisements and put forward the core sentence of "Everything is safe, virtue is the world", so that the popularity of our products was gradually recognized by customers in Taiyuan market. All employees of the department accumulated more than 5,000 copies of yellow pages and sent more than 3,000 copies of company publicity materials. Despite the cold, they made strange visits in the tax hall and various office buildings in the high-tech zone, laying a good foundation for the upcoming crazy sales season. In terms of team building, detailed assessment criteria are formulated for the sales staff, operation system, workflow and team culture of the sales department. This is what I think we have done well, but there are still great problems in our work in other aspects.

Judging from the sales performance of the sales department, our work is not good, which can be said to be a big failure in sales.

Although there are some objective factors, there are also great problems in other practices in the work, mainly in the following aspects.

2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. When conveying product information, we don't know the customer's understanding or acceptance of our products. It is a fatal mistake not to follow up after being rejected.

3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.

4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.

Three. market analysis

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

In Taiyuan market, there are many brands of consumer card products, but with the company's strong strength, overwhelming publicity and perseverance of employees, it is a foregone conclusion to gain a larger market share in the consumer card market next year, and it is just around the corner to build the first brand in Shanxi Province.

The market is good and the situation is grim. In Taiyuan, the consumer card market can be summarized by this sentence. Today, with the rapid development of science and technology, next year will be a promising year. If we don't do a good job in sales and seize this opportunity in the next year, we are likely to lose this opportunity of vigorous development.