Personal working concept of sales supervisor

Eleventh, the actual investment and development operations

1. Follow up by phone after the return visit, continue to negotiate at home, and do

Personal working concept of sales supervisor

Eleventh, the actual investment and development operations

1. Follow up by phone after the return visit, continue to negotiate at home, and do a good job of taking orders and following orders.

2. Learn the investment materials and have a thorough understanding of the 3+2+3 combined marketing model; Do a good job in regular meetings, learn from each other's strengths, consult advanced employees who have made achievements, and master and use other people's advanced experience in time.

3. Write a work diary every day to record the daily market situation in detail.

4. Continue to pay a return visit to the wine merchants in six counties of xx, and limit the previous year to three counties that did not pay a return visit in time: xx City, X County and X County, and the return visit is over. While paying a return visit, we will supplement and improve the new information of wine merchants.

Second, the company human resources management

1. Strive to create competitive salary and benefits, and timely adjust the salary cost budget and control according to the local social development, talent market, salary and benefits market in the same industry and the specific situation of the company. Do a good job in the payment of wages and benefits, and handle social insurance for qualified employees in time.

2. According to the current situation of human resource management in the company and drawing lessons from advanced human resource management experience, establish and improve a new human resource management system that is more suitable for the company's business development.

3. Plan the work plan of the human resources department of the company for XX years, and assist all departments in planning human resources.

4. Attach importance to position analysis, strengthen the application of position analysis results in practical work, design positions in time, and design the company's job description objectively and scientifically.

5, the company's part-time staff should also be included in the company's overall human resources management system.

6. Standardize the company's employee recruitment and employment procedures, and recruit employees through various channels (talent market, local mainstream newspapers, industry newspapers, campus recruitment, talent recruitment network, company website, internal selection and introduction); Emphasize practicality and introduce a variety of scientific, reasonable and easy-to-operate employee screening methods (screening resumes, professional written tests, structured interviews, semi-structured interviews, unstructured interviews, psychological tests, leaderless group discussions, role-playing, file basket assignments and management games).

7. Take performance management as the focus of the company's human resources management, and carry out performance work plan, performance monitoring and counseling, performance appraisal (target management method, balanced scorecard method, benchmarking method, kpi key performance indicators method), performance feedback interview, performance improvement (excellent performance standard, six-horse management, iso quality management system, benchmarking), performance achievement application (which can be applied to employee recruitment, personnel deployment, bonus distribution and employee training).

8. Raise the training and development of human resources to the strategic height of the company, attach great importance to the decision analysis of training and development, pay attention to the practicality and corporatization of training content, and implement the organization and management of training and development.

extreme

I. Work objectives

In 2xx years, the individual plans to repay more than 6,543,800 yuan, maintaining a growth rate of 345.9%. It is estimated that the payment will be150,000 yuan in the first quarter, 250,000 yuan in the second quarter, 30,000 yuan in the third quarter and 30,000 yuan in the fourth quarter. The number of end users in Nanjing is expected to increase to 654.38+05, and the number of dealers will increase to 7.

Second, the work measures:

1. Dealer management

Regularly check and verify the inventory of high-quality products, cooperate with the company's delivery time and logistics work, and ensure that the dealer's inventory is digested in a short time, so that there is no product backlog and shortage. At the same time, coordinate the channels of dealers, and avoid product price wars if there are overlapping sales networks.

2. Solve the problem of product rushing and escaping.

Implement a management system with clear rewards and punishments, solve the market threat caused by the sharp fluctuation of product prices, find out the root cause of goods smuggling, and cancel the product promotion qualification of illegal dealers after verification. The time is 1 year. On the contrary, for sellers who provide valid information and hold vouchers, the company gives corresponding promotion subsidy policies.

3. The sales channel sinks

Further, the products will be deeply distributed, from the original wholesale market to the farmer's market. In the terminal visit, according to the collection of information, the consumer groups with great demand for products will be found. At present, the demand for concentrated juice products is concentrated in cafes and teahouses, and we still need to find corresponding breakthroughs in product quality and price.

Third, the target market:

I will develop Yangzhou, Taizhou, Yancheng, Huai 'an, Zhenjiang, Lianyungang, Wuhu, Maanshan, Anqing, Huainan, Huaibei and other local markets in central Jiangsu, northern Jiangsu and Anhui, collect and set up special dealers, enjoy the same distribution policy as Nanjing, and implement natural sales. Whether to send more sales staff in special areas may depend on the situation.

(1) Key promotion products:

Chicken juice and fruit juice will be promoted in 2xx. The digestion cycle of the two products is short, but their advantages in market competition are not obvious. It is planned to stop the promotion of sushi vinegar, mustard oil and Chili oil with long digestion cycle, thus subsidizing the promotion of chicken juice and juice products, which can play an incremental role in key products.

(b) sales team human resource management:

1. personnel creation

Nanjing office has 5 employees and 4 terminals, with circulation 1 person. It is planned to deploy 1 person from the terminal to run the circulation market, and at the same time, the original personnel in charge of circulation also run to the surrounding cities in the province to open up a blank market.

2. Coordinated operation within the personnel system

At the morning meeting every day, the work report of the previous day will be made. Dock staff will list the regional business work they are responsible for. Circulation personnel will provide market information and competitive product trends to terminal personnel. The supply and demand information and network information of the terminal will be sorted out and solved by the circulation personnel. Everyone will exchange views, communicate information and do a good job in all aspects of sales.

3. Definition of key positions, skills and ability requirements

Terminal personnel are sold to hotels, guesthouses, cafes and teahouses in the city. In the face of direct consumers, it is required to improve negotiation skills and standardization of Putonghua, and to have actual terminal business development speed. The sales goal of circulation personnel is to open distribution channels for products and finally reach consumers through the distribution process. Circulation personnel should have clear thinking, long-term strategic vision, be good at communication, analysis and seriously look at the inspiration and logic behind the routine, and open every product.

Step 4 cultivate

Regularly train all office staff and practice sales skills and negotiation process.

Tisso

First, the sales target:

By1October 3 1, the sales task in Henan is 560,000 yuan, and the sales target is 70,000 yuan (the sales schedule is attached);

Second, the plan:

1. Draw up the annual sales work plan at the beginning of the year;

2. Draft the annual sales summary at the end of the year;

3. Draft monthly sales plan and monthly customer visit plan at the beginning of the month;

4. At the end of the month, prepare monthly sales statistics and monthly customer visit statistics;

Third, customer classification:

According to the sales quota, the existing customers are divided into four categories: vip users, first-class users, second-class users and other users, and the users at all levels are comprehensively analyzed.

Fourth, the implementation measures:

1, technical exchange:

(1) held a technical exchange seminar for the technical department and after-sales service department of vip customers this year;

(2) Participate in related industry exhibitions twice, and arrange large-scale friendship forums during the exhibitions;

2. Customer return visit:

At present, there are as many as seven or eight similar brands circulating in the domestic market, and there are three or four brands equivalent to ours. The technology is comparable, and the competition is becoming more and more fierce, which has constituted a market threat. In order to stabilize and expand the market, we must strengthen communication with customers and coordinate the relationship with customers and direct users.

(1) Visit vip customers once a month to strengthen information exchange with customers and increase feelings; Visit first-class customers every two months; For secondary customers, arrange the visit time separately according to the actual situation; (2) to adapt to the situation, sales work is not only the end of sales to customers, but also to help customers deliver goods and do the work of direct users. This job has been included in my focus of 2xx.

3, network retrieval:

Give full play to our website and network resources, and find and master sales information through information retrieval.

4, after-sales coordination:

At present, our company still focuses on trade, "selling products is not as good as selling services." The next step is to strengthen the sense of responsibility and continuously strengthen quality services. Users use our products as if they like the services we provide. From the perspective of stabilizing the market and long-term cooperation, we must strengthen the sense of being responsible for customers, seize every opportunity to contact users, provide warm, meticulous and thoughtful after-sales service, and add a winning chip for the company.