How to do a good job in marketing management

Lead: The whole society is spreading all kinds of information to consumers all the time. The information age is an era of enterprise promotion. Only through various promotions can enterprises deliver all kinds of information to the target consumers. When enterprises put the first three steps of marketing, namely, marketing foundation, marketing basic management and marketing positioning.

How to do a good job in marketing management 1) Establish a relatively stable sales team that is familiar with business.

Talent is the most precious resource, and all sales achievements come from having a good salesperson. It is very important to establish a United and cooperative sales team. It is an important task to build a harmonious and lethal team in the next season.

2) Improve the comprehensive business division system and establish a clear and systematic management method.

Sales management is a long-standing problem. Salespeople go out to visit and see that customers are in a state of laissez-faire. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.

3) Train sales staff to find problems, sum up problems and constantly improve their habits.

The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.

4) establish a visiting Commissioner. (Recommended for trial implementation)

According to a series of problems encountered by sales colleagues in the process of going out to visit, the scheduled customer suddenly changed the itinerary, broke the contract and was not at home, which disrupted the planned itinerary and failed to complete the visit smoothly. Causing a waste of time and money.

5) Sales target

The most basic sales goal for the next quarter is to make a list of daily income. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks.

How to do it well?

Step 1: Recruit employees.

1, depending on the mentality and personality of the salesperson.

2. Let them know about the company, me and their goals.

3. Build a harmonious and cohesive team.

Step 2: Train employees.

1, so that employees can often learn product knowledge and the Internet.

2. Train employees in sales and communication skills.

3. Train employees to quickly close cases.

4, mobilize the enthusiasm and sense of responsibility of employees.

5. Let everyone in the team live in harmony with employees in various departments.

Step 3: Give full play to employees' personal advantages.

1, find out the bright spot of each employee (guarantee to have a face-to-face talk with each employee more than once a week, and care about their health and family life. Work situation, correct your wrong thoughts and behaviors in time).

2, help employees find their own position, let them play their greatest potential (through group activities once or twice a month to reflect. There is no distinction between superiors and subordinates and sizes in activities. Let employees express their opinions and opinions)

3. Make sure that every employee feels at home, so that they can show the company's care all the time.

Step 4: Let employees go to the market for exercise.

1. Adjust in time when problems are found (actively serve the company)

2. Specific analysis of specific problems (first, break through your laziness, persistence and fear of offending people, actively communicate with employees, mobilize their enthusiasm and sense of responsibility, and let them agree with their goals)

3, constantly correct yourself, to challenge the difficulties, three times a week comprehensive management post meeting, sum up experience, learn from each other. Constantly expand business and improve efficiency.

Step 5: Gather the strength of the team.

1, gather the strength of the team, give full play to the greatest potential, and organize a group activity in the middle of the month. The purpose of the activity is to make the whole company more cohesive, United and enterprising, and make my team stronger.

Step 6: Develop new customers and tap old customers at the same time.

1. Check the business volume of each salesperson in the first two months, analyze the reasons for the decline in performance, and find out the reasons and solutions.

2. Let the sales staff develop more new customers, and ensure that each sales staff can contact 20 new customers who have never done business in one month, and at least 2 to 4 customers will cooperate with us to achieve a win-win situation.

3. Let the sales staff strengthen communication with the original customers, let them know the service purpose of our company, trust our enterprise more, support our enterprise more, make better profits, and open up a bigger market at the same time.

4. Let the sales staff ensure that they will contact and communicate with five unintentional customers more than once within one month, so as to keep a closer distance. A more harmonious state, create better benefits, and make it from unintentional to signing.

The seventh step is to achieve the goal.

1, everyone in the team and I have grown up, and the team has also grown up.

2, the company will be stronger.

3, let my team become XXX industry? Tiger wolf? Lions.

4. The target of the comprehensive business department this quarter is 6.5438+0.2 million, and we hope the company will give us support and help.

How to do a good job in marketing management (1) The foundation of marketing work should be done well.

First, do a good job in product quality. Quality is the life of an enterprise, and its importance goes without saying. Quality problem is an eternal topic for enterprises, which must be grasped every day, every month and every year; However, many business owners are easy to be satisfied with the quality, think that their products are OK, are not striving for perfection, pay unremitting attention to quality, and have a weak sense of quality. Small and medium-sized enterprises should not only attach importance to quality, but also strictly implement total quality management and establish excellent quality culture; Otherwise, poor quality will seriously affect the brand image, restrict product sales, and even a major quality incident will lead to the demise of an enterprise, especially in the food and medical and health industries. The bankruptcy of Sanlu is the best example.

Second, do product innovation. Products have a life cycle, and the needs of consumers are constantly changing. As an enterprise, we must find the needs of consumers through market research and meet the needs of consumers through product innovation. Only by constantly developing new products can enterprises attract new customers while retaining old customers and ensure the continuous and stable sales of products.

Third, implement all-staff marketing. Enterprise is a system, and a system must have a unified focus and theme. Under the buyer's economy, as an enterprise, it must take the market as the center and meet the needs of customers, which requires all employees to market and all departments and personnel to take marketing as the center. In most enterprises, the communication between departments is not smooth, the work connection is not timely, the work responsibilities are unclear, and the responsibilities are passed on to each other. They are not based on marketing work, and they are fragmented, which leads to contradictions among departments. For example, the quality of purchased materials is unstable, the arrival is not timely, the technology is not innovative, the technology is backward, the production efficiency is low, the quality is unstable, the production cycle is long, and the after-sales service is not timely. These problems will eventually be reflected in the market, leading to poor product quality, backward technology, untimely delivery and no guarantee of after-sales service, thus restricting the company's marketing work.

(B) the basic management of small and medium-sized enterprises should keep up.

The problem of enterprise lies in management, which should start with basic management. Many enterprises can't do marketing well because they don't pay attention to basic marketing management. Basic marketing management is mainly reflected in the following aspects:

First, the management and quality of marketing personnel should be continuously improved. The marketing organization structure should be clear. The marketing organizational structure of many enterprises is imperfect, many marketing functions are not performed by departments and personnel, and the rights and responsibilities in the work are unclear, which can not guarantee the normal operation of the marketing department. The quality of marketers directly affects sales. As an excellent marketer, you should have at least the following four qualities: good external image, professional work attitude and spirit, professional sales skills, and familiarity with industry and enterprise product knowledge. However, small and medium-sized enterprises often lack such management in actual operation. The newly recruited salesmen are mixed, and the new salesmen are directly employed without systematic training. The old salesmen with poor ability are not listed for a long time and are not eliminated, which eventually leads to the whole marketing team as a miscellaneous army.

Second, the stability of the marketing team. Marketing policies need to be implemented steadily and continuously, and market development and customer maintenance need to be carried out steadily. However, many small and medium-sized enterprises simply don't pay attention to the stability of the marketing team, and think that it doesn't matter whether the marketers leave or stay. Anyway, there are plenty of salesmen, so go and find them when you leave. However, this kind of thinking will often lead to a vicious circle, recruiting people every day and resigning every day, which makes people inside the company and dealers panic and feel that the development of the company is unstable. If a marketing team wants to make achievements, it must remain stable and explore the market step by step, instead of changing a little every six months and changing a lot every year! In a sense, in the whole marketing process, marketers play the most critical role in the success or failure of marketing. No matter how good the quality is, no matter how good the image is, no matter how good the sales policy is, if the salesman does not unite with the enterprise, but passively confronts it, then the sales of this enterprise will be in a mess.

Third, the scientific management of marketing personnel and marketing channels. Distributor is the key node of the company's marketing value chain and the extension salesman of the company. If you want to do a good job in sales, you must do a good job in customer relationship management. Enterprises and distributors must establish strategic partnership to achieve * * * win-win and * * * common development. At the same time, enterprises should give full play to their own advantages to train and coach dealers, so that dealers can sell more goods and help dealers improve their management level and sales ability. Small and medium-sized enterprises must be clear about the scientific management of their own marketing networks and channels, identify their own target markets, identify their own key markets, rationally divide marketing areas, and rationally divide the market of salesmen. Many small and medium-sized enterprises have no purpose in channel construction, cast nets everywhere, and their development is superficial. They have not chosen a reasonable channel type and a reasonable distribution model, and spent a lot of market development expenses but failed to get the sales effect they deserve.

Fourth, after-sales service management should keep up. The homogenization competition of products is becoming more and more fierce, and the competition of marketing is gradually focusing on the competition of services. Timely and perfect service is the basic guarantee to maintain a good brand image. But in fact, many small and medium-sized enterprises have not fully realized the role and status of services, and have not paid enough attention to customers' suggestions and complaints. Many times, they only see the immediate benefits in after-sales service, without considering the long-term development, and make excuses for some claims. If they can entrust, they will not give it. As small and medium-sized enterprises, we must stress honesty and establish a good sense of responsibility and service.

(C) marketing positioning and marketing promotion should be accurate and reasonable.

If an enterprise loses its direction, it will lose in the competition. As a small and medium-sized enterprise, we should clearly know the advantages and disadvantages of the enterprise, and then combine the actual situation of the enterprise to define the positioning of the enterprise, including brand positioning, market positioning, development positioning, annual sales target positioning, image positioning, product positioning, price positioning and so on. Enterprises must make clear their development plans for three to five years, make reasonable sales targets for the next year, and let marketers make clear their goals and strive to achieve them. Most enterprises have no positioning, unclear positioning or disordered positioning.