How to write weekly work report for salesperson

I am from a decoration company. I will send you a sample for your reference:

XX Decoration Company Marketing Department Planning Plan

1. The working methods and content of the business department:

The first stage: let customers know our existence and expand the visibility stage

Distribute flyers to street stores and to each unit in the real estate community. Send flyers to every household. Collect real estate information and organize it into documents.

The second stage: take the initiative to find customers

Internal employees of the company expand the company's visibility in their respective interpersonal circles and win over acquaintance customers.

A chance encounter. The salesperson first goes to a community and walks through all the units. If he can meet the owner, he will leave his contact information. If he can't meet the owner, he will give him a flyer and a business card. If he can't enter the unit, he will put the flyer in the community. room. In this way, traveling between communities every day, there are very few opportunities to meet the owners. Moreover, the leaflets previously placed on the entrance doors were cleaned up by the cleaners before the owners could see them.

Changing the strategy, the salesperson stays in a community with great potential every day, waiting for the owners. However, because there are many units in each community and there are only two business personnel, the ratio seen is very small. Even if we encounter them occasionally, it is difficult to communicate effectively.

So the salesman tried to set up a table at the entrance of Ziyi’s Huafu and distribute leaflets. Most of the people passing by were people living in the community and nearby, so the flow of people was small. In and out, some parts are under construction, and the transportation and loading of materials are supervised back and forth. There are also interested owners who have not yet renovated. Send flyers and leave contact information.

You can’t do business without meeting the owner. The salesperson's own interpersonal relationships were limited, so the company invited Sister Xia to join the company. Through her rich interpersonal network, she improved her relationship with Yujingyuan Real Estate and contacted some owners. But in the end there was no deal. This shows that competitiveness is the foundation of enterprise development.

Attract potential customers. Model houses will serve as a model for other owners and produce a scale effect. Working with real estate agents can get twice the result with half the effort. City Renjia has business cooperation with the sales department of Four Seasons Flower City. Once an owner comes to collect keys or buy a house, they will get first-hand customer information. We are lacking in this area. During the turn-key period of Huacheng, the property arranged an entrance promotion. However, due to various reasons (formal qualifications and procedures were required, many decoration companies such as Weinan and Xi'an competed in the same field, and the customers were few and not concentrated, etc.), the property was withdrawn, and it was with Unhappiness in the property management affected the business development of the community.

The third stage: the actual stage of winning over intended customers

Customers know the existence of the company through various channels and come to consult. The designer will communicate with the customer about their needs, look at the renderings, measure the room, and agree on a quotation. If the designer and foreman is not available, the customer's contact information will be left at the front desk and we will contact you when the designer or manager returns. After collecting customer demand information, who will measure the room? Who makes the quotation? What is the quotation based on? First of all, the company does not have a formal detailed list of customer needs. When collecting information, the salesperson records it in a workbook. The items are not in order and are not standardized, and items are often missed. And when it comes to designers for design, the customer's age, family composition, financial ability, preferences, requirements, etc. are only summarized verbally by the business staff, without written instructions. When doing the design, the designer will forget some parts. thus affecting efficiency. Secondly, who will make the quotation and how? The company does not have a clear project unit price list, which is very arbitrary and designers and business personnel cannot grasp the floating price range. Moreover, salespeople do not have work computers or work spaces, and everything is done manually. First, it increases the designer's workload. Second, customer information cannot be organized in a timely manner, which affects the efficiency of the entire business process.

Company’s quotation. According to the customers contacted in the early stage, they can be divided into two categories: medium-to-high-end customers and low-end customers. The former has high requirements for design capabilities and is bearish on price factors; the latter focuses on price and ignores design. Due to our company's design capabilities and engineering strength, it is unable to meet the needs of such mid-to-high-end customers, resulting in the loss of customers.

Therefore, all customers who have been in contact with our company have commented on us: the price of a decoration company and the service of a guerrilla. The impact is very bad.

The final customer signing the order. Due to the unprofessional nature of the company's business, delays were caused, or the project payment was added midway, or the contract was changed; the construction capacity was limited, and the project supervision was not guaranteed; coupled with the lack of communication, our efforts and labor were not recognized by the customer. . Negative comments from owners make the road to business development narrower and narrower.

2. The reason for this situation and the solution?

The business department did not do a good job in following up on existing customers. Problems often arise in this link, and the follow-up personnel are uncertain and their responsibilities are unclear. Sometimes it’s the designer, sometimes it’s the manager, sometimes it’s the salesman. When the manager has already communicated with the owner, but the manager is busy and forgets to follow up a second time, and when the salesman wants to follow up again, he doesn’t know what the manager communicated with the owner at that time. Time and content, then the impression given to customers is that the company's management is loose and inefficient; if they think that I am a dispensable customer, they would rather find someone else. Customer follow-up is a very important task. Very few orders can be confirmed in one communication. Most of them need to be communicated with the owner multiple times. If there is no effective order follow-up mechanism, the follow-up will not be timely, the tracking will not be in place, and the efficiency will be low. So many intended customers, even very certain customers introduced by acquaintances, are lost in this way: we screen out our potential customers and continue to increase its number. Advertising can solve the problem of breadth, and business promotion can solve the problem of depth. Therefore, we need to expand business channels, from store promotion (staying at the original store and attracting customers through displays and planning inside and outside the store); advertising (company promotional materials; local newspaper advertisements; outdoor signboard advertisements; mobile car body advertisements; online advertisements, etc. ); business promotion (salesmen go into the community, set up locations or temporarily look for customers) acquaintances introduce these four aspects, focusing on quality and weight for promotion. We need to conduct a detailed analysis and positioning of the target customer groups we serve based on our own abilities and strengths. What kind of people do we serve? What are their needs? How can I find them? What types of media are they accustomed to absorbing information from? This way you can decide which method of promotion is more effective.

There is no competitiveness in engineering. In terms of design, the team is thin and the design ability is insufficient; once a customer was under construction, and two potential customers needed to communicate with the designer. The designer not only had to design, but also produced construction drawings, and even went to the construction site to explain. He could only Consider the projects in progress first. If there are two or three customers who need budgeting and design at the same time, then he alone cannot take care of it, and many customers will be lost virtually. The off-season is already like this. If the peak season comes, how can we be sure? In terms of design effect, the style is single, similar and has no characteristics. In terms of construction, there is not enough construction capacity, relying solely on a work team, and there is a large turnover of personnel; there is no perfect project management and supervision system, and the construction quality is not guaranteed, let alone later maintenance. Without competitiveness, we will have to fight price wars with others. Without competitiveness, we will not be able to attract customers, and the effectiveness of salesmen or your advertising will be compromised; without competitiveness, designers will have to do a lot of useless work and waste a lot of time. Time and energy. Marketing is to fully demonstrate the company's full competitiveness in front of customers, and customers believe what they see. Therefore, the company's own competitiveness is the biggest factor that affects customers' signing of orders.

There are other shortcomings. For example: budget quotation is slow, material purchase, sale and inventory management, and project payment settlement after the contract is completed by the customer are all cumbersome and inefficient. In addition, company information is improperly kept, discarded at will, and seriously lost, even signed contracts. , I have made budget quotations, drawn floor plans, etc., but they are always useless work, repeated work, and a waste of time and energy.

To sum up, if a company wants to develop, it must start from three aspects: cultivating corporate competitiveness, expanding marketing channels, and reserving talents.

3. Specific reform projects:

Reforms in materials and processes.

In terms of material sales, we adopt low prices to enter the market. Only by increasing sales volume can we purchase goods at lower prices; gradually phase out popular and outdated decoration building materials and processes, and actively adopt scientific, environmentally friendly, and advanced new decoration materials. Improve the work efficiency of construction personnel, reduce operating costs, improve decoration quality, and guide consumption.

Establish planning, execution, supervision and summary systems. Each manager must formulate monthly and weekly plans for each department. Every employee must formulate a work plan for the day and record the work content of the day. Planning is the beginning of all work. Only by planning properly can you save time every day. The daily work content should be printed into a form, filled out every day, and submitted to the manager before get off work. Do a good job in supervising the implementation of the plan, so that problems can be discovered and solved in time. The Japanese company where my sister works has this model. The form items are more detailed, and what you are doing from 9 to 10 o'clock until you get off work in the afternoon. In this way, there is content to fill in every hour, as well as a daily summary.

Expand marketing channels

Strengthen the construction of the company's stores. If the store layout is not good, it will affect the customer's recognition of the company's strength. You can post the main material information of your business on the glass of the window to let people passing by know that the company also sells materials to expand sales; connect two computers to the Internet and change the conference room into a design and business room, quiet and atmospheric , upgrading not only helps designers concentrate on design, but also improves customers' evaluation of our company. Business staff can also organize customer information in a timely manner and make budget sheets, reducing the designer's workload.

Advertise in a variety of ways. Equip managers and business staff with exquisite business cards, and print promotional materials that can better display the corporate image; advertise on local DMs; do inkjet advertising at the entrances of various communities; and mobile bus body advertising.

Talent reserve

Strengthen the team of designers. Design is the soul of a decoration company. Designers are responsible for contacting, communicating, budgeting, designing, persuading and signing orders, and communicating with construction personnel after construction begins. The workload is too great for one person to handle it all. And if it only relies on one designer and suddenly resigns, the company will immediately fall into a passive situation and all work will not be carried out. Temporary recruitment is too late and too passive. Without a designer, extraordinary costs will be paid. When the next peak season comes, we will have the ability to seize it instead of missing it again.

Strengthen the construction team. We must not only ensure that the construction quality is qualified and excellent, but also ensure that no matter how high the marketing volume is, we have sufficient construction capacity to complete it. Now the company uses local construction teams from the original division. Although various types of work are available and the construction quality is quite high, the strength is still insufficient. If the original engineer receives the project himself and we start work again, we may not be able to mobilize manpower. Moreover, locally, construction teams from other provinces are more trusted by owners because of their high construction quality and responsibility. We should strive to expand the cooperative construction team, reserve more talents with various types of work and strong skills for future development, and establish a relatively stable construction team.

■Hope it helps you