Work plan of electrical appliance sales staff

Our company is mainly engaged in the sales of electrical appliances, and achieved good results in 2008. According to the company's total sales of 654.38 billion yuan and 50,000 sets in Shanghai in 2008, the company's electrical appliance sales work plan for 2009 is as follows:

I. Market analysis

The price war in the air-conditioning market has gradually started for several years. The low-end demand of the secondary and tertiary markets, along with the continuous improvement of urban construction and people's living standards and the arrival of the product upgrading period, has driven the sustained growth of the primary market, thus driving the expansion of the overall market capacity. In 2004, the total domestic sales reached19.5 million units, an increase of 1 1.4% compared with 2003. It is estimated that it will reach 25-30 million units in 2005. Industry data shows that the global market capacity is between 55 million sets and 60 million sets. China's market capacity is about 38 million units. According to the regional market share capacity, the air-conditioning market capacity in Shenzhen is about 400,000 units, and the sales target of 50,000 units accounts for 13% of the market share.

At present, Galanz's market share in Shenzhen air-conditioning market is about 2.8%, but industry data show that it has been in the stage of "shuffling" in recent years, and its brand market share will be highly concentrated. According to the company's strength and product line in 2007, the company's sales target in 2007 is completely achievable. In 2000, there were about 400 air-conditioning brands in China, but in 2003 it dropped to about 140, with an average annual elimination rate of 32%. By 2004, under the "encirclement and suppression" of first-line brands such as Gree, Midea and Haier, less than 50 brands were active in the air-conditioning market in China and were eliminated. Lg was accused of dumping by the United States in 2005; Kelon encountered financial problems and its market share fell sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. In 2005, Japanese brands such as Panasonic and Mitsubishi were greatly influenced by Japanese entering China, and their market share was relatively large. However, Galanz air conditioners are showing a rapid growth trend in the Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. According to the above situation, the following work plan is formulated.

Second, the work plan

According to the above situation, the 2009 annual work plan focuses on six tasks:

1, sales performance

According to the company's annual sales task and monthly sales task. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into monthly, weekly and daily sales targets of various systems and stores, and complete the sales tasks in each time period. And improve sales performance on the basis of completing the task. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always concentrated in the peak season. In the peak sales season, we will carry out strong promotion activities for professional home appliance systems such as Gome and Suning, and vigorously promote large-scale terminals.

2. Agency management and relationship maintenance

Effectively manage and maintain the relationship with existing k/a customers, agents or future k/a agents, establish customer files for each k/a customer and agent, understand the pre-sales situation and strength, and spread the company's corporate culture and new products in 2009. This work was completed at the end of August. Irregular transmission after the peak season and before the peak season. Understand the basic situation of each k/a and the agent in charge, visit regularly and communicate effectively.

3. Brand and product promotion

Brand and product promotion From 2005 to 2009, we cooperated with and implemented the company's regular brand promotion and product promotion activities, and planned some low-cost publicity activities of' public * * * * * relations' to enhance the brand image. Such as "Galanz air conditioning health and environmental protection love my family" and other public welfare activities. If possible, joint promotion with various k/a systems can not only expand the influence, but also establish a good customer relationship. Product promotion mainly includes some "roadshows" or outdoor static exhibitions for product promotion and normal business promotion.

4. Terminal layout (in line with channel expansion of business lines)

According to the company's sales target in 2008, the popularity of channel outlets will be greatly improved. According to this situation, actively cooperate with the work of business departments at any time and place, and actively cooperate with the image construction of shops in shops, parks in gardens and cabinets in shops (according to the requirements of six atmospheres for the layout of company booths). Actively arrange positions for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business department. The layout standard is strictly in accordance with the company's unified standards. (Special circumstances will be adjusted in time)

5. Planning and implementation of promotional activities

The planning and implementation of promotion activities are mainly carried out in the peak season from April to August 2009. One is to strictly implement the company's promotional activities, and the other is to flexibly plan some promotional activities according to the market situation at that time and the promotional activities of competitors. The theme idea avoids its advantages, attacks its disadvantages, and focuses on planning and implementation according to the company's product advantages and resource advantages.

6. Team building, team management and team training

Team work is divided into four stages:

The first stage: August1-August 30th. A. Some promoters conduct key investigations and conduct quantitative assessment. Get rid of some people with insufficient ability, and focus on retaining about 40 people for key training. B, formulate the relevant team management system, clear responsibilities and scope of work, and improve the work report of the promoters. C. complete the training materials of galanz air conditioning system.

The second stage is from September 1 to February 1 in 2009. The second stage is mainly to carry out systematic and intensive training for the main teams, cooperate with the company's brand and product promotion activities and plan a series of brand and product promotion activities, cooperate with business departments to expand outlets, actively carry out terminal layout construction, and maintain effective communication with the original terminals to maintain good terminal relations.

(1) the training system to arrange hierarchical centralized training.

Business personnel → promoters

Training lecturer