Model essay on sales project planning

The first sales project planning book model essay

First of all, it explains the necessity of project planning in the traditional sense. Planning refers to people's planning on how to do a thing well before considering it, and it is often used in derogatory descriptions before injecting new meanings. According to modern management theory, planning has been given a broader explanation. The so-called planning in project planning refers to all efforts made by planners to realize their goals by starting from the present situation, using wisdom, thinking and putting them into practice. It can also be considered that project planning is the whole process of conception, planning and practice in order to achieve the goal.

For the project planning of technical brokerage activities, project planning is a process of various ideas, plans and implementation carried out by technical brokers under the constraints of established technical resources and foreseeable market demand, so that the technology of technology suppliers can be recognized and applied by technology demanders, and then wealth can be increased for the society.

The fundamental reason why technical brokerage activities need project planning lies in:

1. Technical brokerage is a high-risk activity with great uncertainty. Due to the endless demand for technology in the development of human society, and the rapid development of new technologies, both technology development providers and people who buy and apply technology are facing great pressure in value orientation, investment decision-making and even leadership psychology. Facing the rapidly changing market, it is eternal for decision makers to weigh whether the technology invested in research and development can get high returns and whether the technology introduced with money can bring considerable profits. This kind of anxious thinking of technology buyers and sellers and the characteristics of making decisions after repeated thinking have brought great uncertainty to the technology brokerage activities serving the technology buyers and sellers, making the technology brokerage activities itself a high-risk business behavior. In order to avoid risks and improve the success rate and profit rate, technical brokers must make a comprehensive plan and carry out their work in a planned way in view of many factors involved in technical brokerage activities. From this point of view, the competition in the field of technology brokerage is first of all the competition of planning ability, and technology brokerage activities have entered the stage of planning ability competition.

2. Pursuit and better grasp the future. Technical brokerage is the pursuit of future business activities. Technical brokers should always keep in mind that only when both buyers and sellers of technology get the expected benefits from the results obtained after the implementation of the trading project can they think that this technical brokerage project is a successful project. The purpose of planning is to make more preparations for the future, and the future is an unknown, which contains changeable and unpredictable random variables, which makes planning itself have a great predictive component, but it is precisely because of these factors that planning has become a link that must be experienced before it can be done. Planning is always for the future. Technical brokerage activities have the characteristics of pursuing the future effect of trading projects, which determines that successful technical brokerage projects must be successfully planned before they can be produced.

3. Make full use of and allocate resources. Technology brokerage is a business activity in the technology market aimed at promoting the transformation of scientific and technological achievements and promoting others' technology transactions, and obtaining reasonable commissions. Its most important work foundation is the full utilization and rational allocation of social related resources. The resource elements involved in technology intermediary activities include materials, information and time, which is the so-called "MIT" resources. Technology brokerage project planning is a process of scheduling and arranging MIT resources. From an economic point of view, there is no resource in the world that can be obtained at will without restriction, and whether it is material, information or time, it is relatively limited. Therefore, the limited resources determine that any technical brokerage activity must be planned, so that the limited resources can play the most appropriate role in the most appropriate place and time.

Second, the project planning in technical brokerage activities

Project planning should be carried out according to certain procedures. Generally speaking, the differences between project schemes are great, and it is difficult to have the same phenomenon. Even for very similar projects, the project plan will be very different due to the change of project participants. But as far as project planning itself is concerned, no matter which project, the framework of its planning process is similar. Therefore, in project planning, we can plan the planning work in advance according to the general model, and then give specific contents to each link in the project planning process according to actual needs, so as to get the project planning of specific projects.

Broadly speaking, the basic procedure of technical brokerage project planning can be divided into five links: collecting information-generating ideas-making plans-concrete implementation-evaluation and improvement.

1, collecting data. For the project planning in technical brokerage activities, the key point is to collect information on both technical development and market demand.

Technical development materials mainly come from ready-made materials, which can be divided into media materials (such as newspapers, magazines and web pages), registration materials (such as patent registration and software registration), technical reports (such as technical seminars and technical exhibitions) and internal technical materials of enterprises (such as technical disclosure when entrusted to promote). Because this kind of information is generally obtained indirectly, technical brokers need to adopt scientific information collection methods to establish information accumulation in different categories and with emphasis.

Market demand includes two meanings, the first meaning refers to the specific needs of a customer or a certain type, and the second meaning refers to the macro market demand. The specific needs of customers need to be obtained through direct investigation and face-to-face discussion, while the macro-market needs are mainly obtained through statistical data analysis, purchase behavior analysis and socio-economic development prediction. When conditions permit, technical brokers should accumulate market demand data in these two senses, focus on the overall situation and start small.

Collecting data is the basic work of developing technical brokerage activities, and the work in this link can't be stopped whether there is the entrustment of the client or not. In a sense, the emergence of technology brokerage projects comes from the extensive possession of information.

2. Be creative. Creativity is the basic element of project planning. Planning without creativity is not a real planning, but can only be considered as an ordinary planning that repeats the past. Creativity is to brew the "spark of thought" in inspiration hints and sudden ideas into possible ideas. On the basis of full possession of information, technical brokers should be good at finding clues about the combination of technology and demand, master divergent and associative thinking skills skillfully, and produce project planning creativity in the process of thinking integration.

In particular, it should be pointed out that because human beings have the instinct to respond to differences and will be numb under repeated stimuli, in a physiological sense, the new idea is to awaken people's new attention to a certain existence. If the project planning has no new ideas, but only repeats the well-known general exposition, people will not have different reactions. If people can't react, their attention to the project will be greatly reduced. The technical broker must make a project plan that not only he thinks is creative, but also makes both technology buyers and sellers think it is creative. Only in this way can the project plan be included in the priority implementation order.

3. Establish a plan. It is the process of scheme establishment to turn the ideas in the minds of technical brokers into schemes that can be understood by people, recognized by technology buyers and sellers, and can guide the specific implementation of the project. Credibility, feasibility and operability are three principles that must be firmly grasped in the process of making the project plan of technical brokerage. Credible, the project is not empty; Feasibility, the project can bring benefits to all parties involved in the project; This project can be realized with limited resources.

Model essay on sales project plan

Personally, I think there are four main channels for the sales of water purifiers: 1, electric shopping malls, supermarkets and so on.

2, sales display, through the stall, directly facing the end customers.

3, cabinets, water pipes, solar water heaters, sinks, bathrooms and other home improvement building materials sales channels, find dealers, do wholesale.

4, telemarketing, customers are mainly enterprise users.

First, home appliance stores and supermarkets cooperate to engage in promotional display.

Step 1: Understand the consumption culture and habits of local target customers.

The second step is to promote the location of home appliance shopping malls, and generally choose high-end real estate nearby and high-consumption people's supermarkets.

Step 3: Prepare the location of the shopping mall, the image planning of the booth and the public relations of Shang Chao. Conduct hidden rules with key people in charge of small household appliances or household appliances.

The fourth step is booth layout, including consumer observation, consultation, negotiation, signing area and other hardware.

The fifth step, preparation before the activity: ① Banner: Banners should attract consumers' attention and form a strong visual impact. (2) Poster: posted on the promotion desk or products to attract consumers' attention and achieve the purpose of publicity. ③X- display stand: The contents mainly include product image and corporate image, promotional activities and service contents. ④ Color pages: A large number of color pages are distributed to consumers on site, and the information transmitted to consumers should be direct and complete, including company profile, product types, drinking water knowledge, etc. Cooperate with audio-visual, graphics, animation, scenes and other multimedia materials. If it is an outdoor exhibition, you need to prepare an image tent of the manufacturer.

Step 6: Distribute colorful pages to promoters at the entrance of Shang Chao, guide them with your heart, taste free drinks at the observation place, introduce products at the consultation place, discuss the environment creation at the signing place, pay attention to the attractiveness of gifts after purchasing pure water, and be practical.

Step 7: Have a good relationship with the waiters and shopping guides in the supermarket, talk about the commission and guide them to sell your water purifier.

Step 8: Do a good job in after-sales service and customer files. The influence of customer's word of mouth is very important, and it is only a matter of one sentence for customers to introduce customers.

Step 9: After the promotion, summarize and evaluate the effect of the activity to prepare for similar promotion in the future.

Problems that should be paid attention to in promotion activities:

1, pay attention to weather changes and avoid unfavorable weather such as rainfall and strong wind.

2. In order to prevent people with malicious intentions from making trouble, you should take the initiative to contact the mall security.

3. Avoid unpleasant things, don't quarrel with consumers, the shopping guide should explain clearly, and don't mislead consumers to remember the belief that "customers are always right".

4, do a good job in the storage and sales statistics of goods and gifts, to prevent the loss of goods and gifts.

Second, community cooperation promotion and display

Residential area is the nearest "end" to customers and the "front position" of sales work.

Sales target: establish brand awareness, increase product market share, speed up the process of water purifier replacing traditional direct drinking tap water, and improve the existing sales of dealers.

Subject: Buy "XXXX" brand water purifier and enjoy a healthy new life.

Sales location: high-end and mid-range residential quarters

Sales plan:

(1) Establish a full-time community promotion team.

(2) Conduct a general survey of the community, establish community archives, make community distribution maps, and understand the consumption culture and habits of the community population.

⑶ Classify the communities, evaluate the development value, and determine the promotion mode of entering the communities.

(4) Conduct public relations with the property management office, and strive to enter the community for promotion at the lowest cost.

5] The promotion and display method is the same as above (shopping mall scheme), but the difference is that colorful pages should be distributed from the streets around the community and every household in the community, but attention should be paid to hygiene, and single pages should not be thrown around, which is the most annoying thing for people in the community.

[6] Hygienic treatment after publicity and display will leave a good image for community customers.

Once the evaluation is summarized.

Third, find cabinets, water pipes, solar water heaters, sinks, bathrooms and other home improvement building materials channels to attract investment.

The way to develop strange markets is to find agents and local agents, because they have their own channels and customers, and customers are more likely to accept the integrity of local distributors rather than manufacturers. Good products can talk, so focus on finding dealers and use their relationships, channels, manpower and integrity to increase sales.

Don't blindly look for an agent, but have a direction. It is suggested to find simple building materials channels such as cabinets, water pipes, solar water heaters, sinks and toilets.

If some shops do not have the agency conditions, then they can cooperate in sales (consignment).

1. Apply for distribution of some products.

2, channel maintenance, maintenance is not simply a good relationship with the boss, the store manager, but to regularly maintain their own products, such as dust removal, folding supplement, poster posting and so on. This is the maintenance practice of FMCG industry.

3. Guide the shop assistants to recommend your water purifier and make an appointment with them privately. The waiter in the hotel pushes the wine like this.

Fourth, telemarketing

Didn't you say that your water purifier can be used? Then buy a local yellow pages, collect the contact information of a company and call.