Work plan of key customers

First, the key customer workflow

1. Clear the list of major customers; In particular, customers who can make big orders are the core;

2. List the organization chart, decision flow chart and product chart of major customers;

3. According to the organization chart and decision-making flow chart, configure the three roles of the customer accordingly and understand the interpersonal relationship of the three roles;

4. Make different follow-up service modes according to different roles, and list role service plans (including objectives, modes, time, actions and frequency);

5. Implement the plan, review and summarize it once a month, and adjust and revise the plan; (Those big customers with good intentions should review, summarize and adjust after each visit; )

6. Discover and create customer demand, submit planning scheme, clarify product value again, and conduct * * * win negotiations;

7. Sign the bill, provide after-sales service for each role, track user experience, provide cooperation evaluation report, and tap customer needs again;

Second, the main points of work

1. What is a big customer? -How to identify key customers?

Familiar with eBay operation process-understand customer needs.

Familiar with the use of leading products in the same industry-familiar with the advantages and disadvantages of similar products.

How to communicate effectively? -Conduct strategic analysis according to specific conditions.

Formulation of cooperation plan-preliminary drafting ability of business terms.

2. Three roles that affect the purchase: users, technical gatekeepers and decision makers.

Decision-maker: generally, it is the general manager or project decision-maker of the client company. These people have the financial decision-making power of purchasing and are the final decision-makers of the project, but they are often difficult to master. According to the character's personality, communicate in his way and judge by four ways: tiger, peacock, owl and koala.

Technical gatekeeper: usually the technical director of the customer company. Their focus is on the feasibility and technical effect of the project. They have the right to make technical suggestions and veto. Technology buyers generally don't care about business conditions; The other is the chief financial officer of the client company. They are responsible for the payment and hope that the budget will not exceed the standard. They may be talking about the price.

One of the main characters in the judgment. If such a person is the leading negotiator, it is forbidden to properly reflect his existence value.

User: generally, it is the supervisor of the production department or the user department of the customer company. What they care about is whether the product application is convenient and operable. Whether users have the right to speak is not decisive, but their opinions have certain influence. We should raise their expectations of our products and convince them that we can simplify their work and improve efficiency.

3. Service strategies of different roles:

If one of the three buyers is not clear, there will be danger, so find three buyers and catch them all;

Master the customer's organizational structure and decision-making process. I didn't see the decision-making level, but I saw the users and technical gatekeepers. These people have a high degree of understanding of EBAY's third-party industry. We should respect his views. If someone questions our product, don't show evidence to refute it immediately. We must first agree with his point of view. Such a person must learn to respect him, but always believe that all the questions raised by customers are reasonable. We need to tap the real needs of their problems and cultivate them into. Communication with decision makers is very important. Before meeting, you must be familiar with the daily decision-making process and working methods of the company and do your homework to have a good impression and a deep impression.

Take the cultivation and development of insiders as daily work, maintain high-density communication and meeting with insiders, and enter the time outside the work of insiders;

Don't treat insiders as our agents or business people, they are just our supporters and only let insiders do easy work;

Before each communication, prepare the outline of the question and the five self-questions and answers of the sales staff;

4. Five self-questioning and self-answering systems for business personnel:

Self-questioning and self-answering system for business personnel

1. Think back to your worst sales experience and analyze whether you stepped on a mine.

In your past sales experience, did you intentionally, deliberately and deliberately discover and cultivate insiders? Is the quantity and quality sufficient?

Who is likely to be your insider in the current sales? What information are you going to get from him (her)? How are you going to get along with him (her)?

2. Analyze the ongoing sales activities

A.are the identities of all buyers clear?

B, which buyer has not been interviewed?

C. do you need to know more information through insiders? Who is the inside man?

3. Another dangerous area of minefield is the emergence or reorganization of existing "actors". So ask yourself:

A. Has the purchasing power of customers changed recently?

Any new faces? If so, do I understand his influence on sales?

C. Has the purchasing organization been reorganized recently?

D, can you be sure how many people have the final decision?

4. Have you prepared the outline of the problem to communicate with customers? Did you ask?

5. Have you ever used written communication? (of short messages, letters, etc.). )

Third, commercial tools.

1. Five self-questioning and self-answering systems make posters, stick them on the wall, make cards, and you can also carry them with you;

2. A professional notebook computer is essential, so don't let it determine your working attitude. If necessary, don't use computers of other companies, especially those of the other boss. You can put a lot of work-related documents on the computer desktop, but don't be too messy and fancy. If necessary, you can choose to apply for a wireless network card. Everything in Dont Ask For Help is self-sufficient. The above purpose can be summarized in two words: professional)

3. Reasonable work clothes, you don't need to wear a suit and tie, but you can't be too casual. Both men and women wear formal clothes (men's collared shirts, dark pants, sports shoes, sandals). The key point of women's clothing is ... _)

4. Business card holder (remember I said that a business card holder is not a wallet. Everything has its specific place, don't make a mistake)

5. Make full use of teamwork: the combination and coordination of marketing planning department, technical department and foreign aid. The best actor is not you, the actors are all decided by the director.

ISUNOR's work plan after the eleventh launch

1. 1 1 month ago to collect the list of 30 internal testing customers.

Master the quality of internal testing customers (composed of large, medium and small customers, the proportion is to be determined).

3 weeks to complete the internal measurement of customer visits. (exact time to be determined)

In the fourth week, we will jointly hold the sailing activity of TONGTOOL with Shenzhen eBay (inviting 30 internal testing customers and related media).

Second, do a good job in the customer service relationship in the internal testing stage, accurately grasp the requirements put forward by customers, and feedback the test to the technical department in time.

Problems on the stage.

Third, summarize the kick-off meeting and put forward reasonable suggestions to the marketing department.

Chapter II: Key Account Department Plan

Combined with the development status of Nashi in Zhao County. Com, make the following plans for the sales promotion of the overall solution of enterprise human resources:

I. Goals and vision

Plan customer development to develop more than 5 big customers every month, and strive for stable cooperation with more than 30 big customers throughout the year. In the early stage, oil, natural gas, coal and machinery are planned to be the key development industries. In addition to making great efforts to break through sales performance, more big customers will explore and deepen the cooperation depth of big customers. The specific ideas are as follows: (Definition of major customers: enterprises with top ranking 10 in oil, natural gas, coal and machinery industries, enterprises with abundant emerging funds or financing, with a single cooperation amount of not less than 50,000, and customers with advertisements on the top three websites of online recruitment. )

Second, the working ideas

1, with clear responsibilities

At the moment of "quantitative assessment", the urgent task is to develop key customers, and at the same time, we should change our thinking and work under the dual roles of key customer service and HR overall solution provider. Focusing on the needs of major customers, according to the specific conditions of different major customers, focusing on the public relations of major customers, and according to their specific needs and budgets, we provide "tailor-made" professional HR overall solutions.

2. Consulting marketing

The sales of the key account department can't be simple low-level telemarketing, but it plays the role of senior HR consultant for key accounts, and understands the internal situation of key accounts, such as the operating conditions of key accounts, the overall HR budget this year, what HR needs this year, and cooperation with those recruitment networks. At present, there are several service providers, specifically those. Only when the sales department of key accounts has experienced this kind of close-fitting, consultant and coach-style whole-process tracking service can it really know the key accounts like the back of its hand and find the correct marketing model suitable for it from practice, so as to provide customers with professional HR overall solutions and really help customers solve practical problems.

Employees in key account departments must complete seven tasks:

1. Get familiar with the industry you are responsible for through the Internet, newspapers and other channels, look for market opportunities, and find out key customers in the industry;

2. Collect the brand products and activities information of major customers, and put forward targeted development ideas for major customers in combination with the development trend of the industry;

3. Quantify the development of individual key customers to months, weeks and days;

4. Do a good job in crm management of individual customers, focus on pyramid-shaped customer accumulation, and seize key customers. Every customer who is responsible for himself has a clear idea and knows the specific status quo and promotion steps of the customer.

5. Follow-up visits to major customers on a regular basis, and feed back the suggested needs of major customers to the company, so that the company can adjust the product formula and development direction in the next step;

6. Improve your ability to make plans, be able to make professional ppt plans, and put forward plans to customers on the spot.

7. In the work of developing key customers, constantly sum up the successes and failures, their own shortcomings, and how to improve in the future.

Third, the management team

Sales team configuration standard:

A * * * assigns 8 key account salespeople, which are divided into 2 groups, and each group has a team leader. Each team is responsible for the development of two key industries, one industry and two salespeople.

Chapter III: Work and Sales Plan of Important Customers

20 1 1 and 20 12 year-end sales work plan.

The 20 12 plan is divided into two parts:

The first part: 20 12, and the group plan is expected to be completed1200,000 yuan.

Monthly development visit plan

The specific objectives and implementation measures are as follows: 1. Business cooperation: it is planned to complete 30 million target customers;

Second, state-owned enterprises and top 500 enterprises: the plan is completed.

Target customers: Myth, Guodian, PetroChina, Sinopec, military, Beijing Office, banks, securities,

Three. Chambers of Commerce and Clubs

Target customers: Chang 'an Club, Beijing Club, Lichi CEO Club and 20 high-end golf clubs in Beijing.

Four. Special interest target customers:

Union medical college hospital, 30 1 China-Japan friendship hospital,

Verb (abbreviation for verb) individual member

Part II: 20 1 1 High-end channel image agency plan completed.

Specific measures are as follows:

First, strive to stabilize 20 12 at 30 before the end of May.

Second, strengthen the quality of outlets: ensure a virtuous circle of 30 outlets, depending on sales volume.

Close the last selling point of each quarter and open a new selling point.

Third, the establishment of the image cabinet helps to establish the brand image: 20 1 1 year plans to set up 10 image stores.

Fourth, single product promotion drives overall sales:

According to the seasonal characteristics, we can launch new organic products, use the main corn syrup and corn single products to follow up a large number of publicity programs, drive the brand image into the hearts of high-end people, and take this as an opportunity to deeply explore the group customers.

Verb (abbreviation for verb) Maintenance of key personnel:

Continue to strengthen the relationship between salespeople and take all favorable ways and measures to turn salespeople in sales outlets into our salespeople. Mainly through small gifts and commission incentives.

Six, strengthen the shop quality inspection, to ensure the benign operation:

Ensure the standardization of shop inspections, timely delivery, and maintain brand image; 20 12 annual event sponsorship plan

Event sponsorship is not only conducive to product image promotion, but also has the most direct effect on single product sales, and can also promote our company's group buying business by the way, so it has been greatly strengthened. It is planned to sponsor 80 sports events, including products, in the whole year. The specific distribution is as follows:

The above planning time is short and will be strengthened and improved with the actual work. Please correct me! Thanks for reading!