Work summary and work plan of building materials industry in 20 10.

Time flies, and in a blink of an eye, it has reached the end of 20 10. Worked in February, 65438. During this month, I jumped out of school life and started a new journey of study and struggle!

For more than a month, I was familiar with the production process, process treatment, product series, model and price of the company's products. Understand some markets of bathroom industry; Learned the knowledge of marketing and bathroom products; I have practiced marketing skills and strategies ... I am very grateful to the company for giving me such a good opportunity. Although the first business trip didn't achieve my goal and didn't develop customers, this study will be the most valuable asset in my sales career. I tried to open the door of sales and let myself really enter this role. To achieve your goal, to achieve yourself and surpass yourself!

20 1 1, responsible for sales in East China. East China is a region with large output and fierce competition. Therefore, both customer development and maintenance and regional planning must be perfect. Now I will make the following general plan for the work plan of 20 1 1.

Regional plan

Key areas:

Class A: Changsha, Hefei, Nanjing and Nantong

Class B: Suzhou, Nanchang, Ganzhou, Jiujiang, Xuzhou, Changzhou and Wuxi.

General area:

Yancheng, Yangzhou, Huai 'an, Zhenjiang, Ningbo, Jiaxing, Jinjiang, Changshu, Kunshan, Wujiang and Yixing

Other regions: We will handle it according to the development of customers in key regions and general regions, or we can merge two or more regions as the sales scope of agents in other regions.

sales planning

The company's final sales target: 4 million.

The ultimate goal of personal sales: 6 million

Regional sales target:

Jiangsu Province: 3.35 million

Nanjing: 400,000 Suzhou: 300,000 Nantong: 400,000 Wuxi: 400,000.

Changzhou: 300,000 Xuzhou: 400,000 Yancheng: 200,000 Huaian: 200,000 Yangzhou: 300,000 Zhenjiang: 200,000.

Hunan Province: 1 10,000

Anhui province: 0.7 million

Jiangxi province: 700 thousand

Nanchang: 300,000 Ganzhou:10.5 million Jiujiang:10.5 million Yichun:10.5 million.

Zhejiang Province: 500,000 yuan

Hangzhou: 1.5 million Jiaxing: 1.5 million Ningbo: 1 10,000 Taizhou: 1 10,000.

In key areas, Hefei, Xuzhou, Changzhou and Wuxi all have customers of the company.

Hefei: Customer Sun Fuyao is the general agent in Anhui Province, and at the same time, he is a brand of Kabei and Haolaijia. The annual sales volume of 20 10 is more than 240,000. It is planned to give the agent the minimum target of 20 1 1 year contract sales of 500,000, the secondary target of 750,000 and the ultimate target of 1 10,000. So Hefei is 2065438+.

Xuzhou: As an agent, we have strong customer strength. He has eight shops, mainly retail and wholesale in the following counties. The minimum contract sales target of 20 1 1 year is 300,000, the secondary target is 450,000, the ultimate target is 600,000, and the key maintenance objects of 20 1 1 year are planned.

Wuxi: agent Du Yixin, 20 10 cooperated for two months, with a sales amount of more than 60,000 yuan. Now it is mainly retail. After knowing the situation in detail and communicating next spring, * * * will make a distribution plan to help distributors develop. Plan 20 1 10 has a minimum sales target of 300,000, a secondary target of 450,000 and an ultimate target of 600,000.

Changzhou: agent Gu Yongqiang, 20 1 1 year cooperation for about 6 months, sales1.2000. As an A-level dealer represented by the hostess, the customer is strong, but she is stubborn. She plans to achieve the minimum contract sales target of 200,000, the secondary target of 300,000 and the ultimate target of 400,000 in 20 1 year. General maintenance object of 20 1 1 year.

Changsha: At present, there are no customers of Haolaijia, so we need to focus on development. It is planned that the first stop of business trip next year will be Changsha, and we will try to find powerful customers in Changsha to act as agents in Hunan. Hunan agents of sanitary ware brands are mainly concentrated in Mawangdui building materials market in Changsha, and there are Sanxiang Nanhu Building Materials City and Gao Qiao teaching materials market in Mawangdui area. Plan 20 1 1 The minimum sales target in Hunan Province is 800,000.

Nanjing: There are customers now, but the sales volume is not good. Go back in the first month of next year to see the situation and maintain it a little. If not, we will find another customer in Nanjing. Nanjing is the benchmark of Jiangsu province, so finding the best customers in Nanjing will help to increase the sales of Jiangsu. Nanjing is the key development target for next year.

Nantong: It is the largest wholesale market in Jiangsu Province except Nanjing. At present, there are no customers who want to come home, but there is a potential customer who works as a wholesaler in Yongxing building materials market and has a wide range of radiation, including Huai 'an, Yangzhou and Zhenjiang. Good strength. We must track it in place in the first month of next year and try our best to win it. If this customer doesn't win, you can go to Yongxing Building Materials Market and Baian IKEA Plaza to find quality customers.

Suzhou: Suzhou has no good customers, but there are several good retailers in its county-level cities, which are not bad as retail strength. In the first month of next year, we will look for powerful potential customers in Suzhou and strive to find high-quality agents. If we can't find a reliable agent, we will consider tearing down Suzhou and developing it as a retailer. We will put about three retailers in Suzhou, and then find a high-quality retailer in each area of the county-level cities below. Suzhou is a key development area.

In addition, Nanchang, Ganzhou, Jiujiang and Yichun in Jiangxi Province will also be the main development areas next year. Nanchang and Ganzhou, in particular, are the two most influential cities in Jiangxi's building materials market, and it is necessary to build benchmark customers in these two regions. The development meeting of customers in Hangzhou, Ningbo, Jiaxing and other places in Zhejiang will wait until the customers in the above areas are finalized, and then detailed planning will be made after signing the contract.

time management

For Huadong 20 1 1, the first task is to develop agents in Changsha, Nanjing and Nantong. As the symbol of Hunan Province, Changsha can find high-quality customers, and the sales task of Hunan Province can be carried out smoothly. Similarly, Nanjing and Nantong are the benchmarks of Jiangsu building materials market. If the customers in these two places are set as benchmarks in Jiangsu, customers in other regions will immediately maintain and upgrade their brands. In addition, the signing of regional contracts and the maintenance of customers are carried out in counties.

Now make a simple plan for the total progress of 20 1 1, and make some minor adjustments in the middle according to the specific situation, but the specific target direction is to determine the development of customers in key areas in the first few months. The development of general areas (signing contracts with some areas in the middle) will take about May, and the distribution of high-quality areas in four provinces except Zhejiang will be basically completed (except intra-provincial distribution), and then the next month.

20 1 1 year planned trip

Time, main areas, task objectives, remarks

February Changsha, Nanjing,

Nantong has developed high-quality provincial agents in Changsha.

Develop high-quality agents in Nanjing and Nantong.

In March, Jiangsu Xuzhou, Wuxi, Changzhou, Huai' an and Yancheng signed contracts; Yangzhou OEM customer tracking; Suzhou customer development; Nanjing and Nantong customers confirm and sign the contract; 3. 12 promotion

In April, Jiangsu, Jiangxi and Anhui Hefei signed contracts for customer maintenance; Develop agents in Nanchang, Jiujiang and Ganzhou, Jiangxi; Jiangsu market layout has basically completed the issuance of invitation letters for Shanghai Exhibition.

In May, Zhejiang Zhejiang market was developed, mainly to develop agents in Hangzhou, Ningbo, Jiaxing and Taizhou, and prepare for the Shanghai exhibition.

Shanghai exhibition

In June, Hunan and Jiangsu were mainly the maintenance work of agents in Changsha and Jiangsu. In addition, the sales volume in Suzhou was assessed. If it is not ideal, it will be directly decomposed into Suzhou, which may be adjusted according to the exhibition situation.

In July, customer maintenance, dealer development and agent development in other cities in Anhui and Jiangxi.

In August, Zhejiang Jiangsu customers maintained and Zhejiang customers developed off-season promotions.

In September, it was developed by dealers in Hunan and Anhui provinces.

10 National Day activities in Hunan, Jiangxi, Jiangsu, Anhui and Zhejiang, as well as terminal activities and customer maintenance.

10 Zhejiang and Jiangsu 165438+ Customer maintenance and small customer development

65438+February Hunan Anhui customer maintenance, New Year's Day activity mobilization, to understand the customer's demand for activity series models, and feedback to the company.

Changsha, Hefei, Nanjing, Nantong 1 year-end work maintenance. According to the contract details, we urge all agents to finish this work by the end of the year. If you have time, you can find another agent to do the work at the end of the year.

Self-realization planning

In addition to the requirements and expectations for work, I feel that my own quality still has a lot of room for improvement. Doing business requires knowledge, good psychology, extensive knowledge, rich experience and superb language control and guidance. 20 1 1, I will open my mind more and truly integrate into the collective life; After work, it is very helpful and necessary for me to go outside to broaden my horizons and enrich my social experience. More importantly, we should learn to handle everything independently and not rely too much on others for everything. In this respect, all leaders and colleagues are examples for me to learn from.

Of course, in the new year, I still have a lot to improve and improve. I will constantly sum up and reflect on myself, strive to adapt to the development requirements of the company and achieve greater breakthroughs. Strive to achieve or even exceed the goal, so that their own development, the development of Haolaijia bathroom, are moving towards a new level!

201165438+1October 8th

General manager of East China

I made it myself.