5 regional workplans

Regional work plan 1

First, regional store management ideas

I. Completion of 20xx annual planned tasks and task decomposition analysis.

Second, ways to ens

Regional work plan 1

First, regional store management ideas

I. Completion of 20xx annual planned tasks and task decomposition analysis.

Second, ways to ensure the completion of the task:

1) impress customers with services and maintain old customers.

2) Strengthen the sales skills of shopping guides: strengthen training and correctly apply it to actual sales. Increase the backbone of the store.

3) unify your thinking, keep an eye on the goals and tasks, and walk the line.

4) Strengthen external publicity and increase new customers.

5) Optimize the inventory, and strengthen the out-of-stock awareness of the shopping guides.

6) Learn more about timely social team activities, seize opportunities and tap potential group buying customers.

7) The company will hold some activities, and we will try our best to seize the opportunity to increase sales.

Marketing plans/initiatives

1.20xx annual promotion plan: March 8th Women's Day: activities beneficial to women are carried out on the basis of trade-in activities (for example, you can enjoy a lucky draw when buying women's trousers on March 8th) May 1 day: activities with the company. Father's plot, Mother's Day: A customer who bought trousers for his parents on the holiday day was given a gift by Baiyuan trousers industry.

Second, the annual customer management

A.vip customer management:

1) Send blessing messages on holidays and birthdays;

2) Inform the store in time when new products arrive during the season change;

3) Inform the Company of any activity in time;

4) Classify and manage customers who consume more and use one card.

B. Ordinary customer management: let ordinary customers be promoted to vip as soon as possible (always remind customers how many points need to be promoted)

C. Special customer management:

D. Group purchase customer management:

Second, training.

I. Courses to be developed by regional managers (3-4 topics)

Second, the annual training plan 12 times.

Regional internal training plan in the third and fourth quarters

Fourth, the commodity training plan for different positions in the shopping mall

Third, regional product inventory management.

First, the different display and promotion schemes of stores in various regions in terms of price, out of stock and new products. (attached table)

Second, how to define the product positioning and product differentiation analysis of each store in the region. (attached table)

Chapter 2 of the regional work plan

First, the market environment survey

In view of their own region, conduct a detailed survey in advance to understand the population, quality, investment atmosphere, brand awareness of Guo Xin, economic development priorities, regional positioning, bank outlets, and the business development of surrounding securities firms.

Second, swto analysis.

First, the advantage analysis

Brand advantages of Guo Xin: Wang Xin, Wealth Management, Jinyang Guang Securities Account, Golden Sun, Fortune Weekly, with high account opening efficiency, and accounts can be opened every day, and the scale of a single business department is relatively large.

Personal advantages: I graduated from finance major, so I have certain professional background advantages; Moreover, I have invested in the capital market for four years and accumulated some experience and some analytical skills; I hope to provide some help to the players in this regard.

Second, the disadvantage analysis

The number of business departments is relatively small, the accuracy of stock recommendation is relatively low, and the quality of some account managers needs to be improved; In addition, some new account managers generally have incomplete and unprofessional professional knowledge.

Third, the opportunity point Some enterprises and institutions have a small stock, the Foshan market has not yet reached saturation, and the potential for opening new accounts is still great, especially in remote areas. Fourth, threatening the major brokers to fight commission wars, which is a poison to quench their thirst, just like the price war in the TV industry that year, the winner is geometric! Nevertheless, other brokers have price advantages, so we should foster strengths and avoid weaknesses and strengthen staff training.

Third, make action plan and marketing strategy (key points)

1. Maintenance and operation of bank outlets?

Second, outdoor camps?

Third, develop new channels.

Fourth, cooperate with other units?

Verbs (short for verb) provide some motivation.

Sixth, strengthen communication with employees.

Fourth, team management.

My own transformation from sales to management. Help the account manager to determine the monthly action target. Fully support the development of account manager business. Help some excellent account managers become team stars and set an example for everyone to learn. Share and exchange experiences. Improve the enthusiasm of account managers. A team must have three elements to be called a team: first, the goal should be concentrated; Second, the relationship should be harmonious and support each other; Third, working methods should be consistent and flexible.

Verb (abbreviation for verb) Learn and improve your ability.

Participate in some communication and management knowledge learning;

Self-concern and continuous learning about the stock market;

Learn from customers through communication and contact with them;

Sixth, the exploration of team culture.

Team culture is the soul of modern enterprises in the 2 1 century, and culture is the key to the sustainable development of economic entities. As for how to explore the team culture that suits me, I will establish an efficient and positive team as soon as possible through observation, communication and exchange, and explore the culture that suits my team.

Chapter 3 of the regional work plan

In a blink of an eye, 20xx passed unconsciously, and 20xx came quietly. As a grass-roots employee of the company, it is also a good time for the 37th anniversary. We can't just live day after day, but learn to reflect, reflect, criticize and self-criticize. The following is my summary, progress and shortcomings of 20xx.

First, the progress of 20xx.

I came to our company as early as March 20xx, and I have never been exposed to and understood this kind of industry and the nature of work before. However, in this big family of our company, my brothers and sisters have helped me and tolerated me. In the process from strangeness to understanding, I made a little progress and grew up again. I thank the people and the party and organizations for training me. I am very grateful and grateful for this. All right, let's cut the crap and talk about me.

1 Be familiar with the company's workflow.

I remember when I first came to the company, I was a little girl who knew nothing about Mao Mao. I don't know how to borrow goods, how to keep accounts, how to pay money and how to reduce goods. Everything is a mess. It is the sisters in the company's administrative department who have been helping and accommodating me, making me familiar with these processes step by step. So, I want to thank them for their progress! Although sometimes they will scold me and yell at me, I know that everyone's expression is different, which is also their love for me and their different expression, so here, thank you very much! !

2 understand the position of each store in the market and the temperament of the boss.

Because I have been engaged in the children's industry before, I am not very familiar with the geographical location and boss of each store, or even know where it is. Some places are on the road because they can't be arranged reasonably, wasting time and energy. So for this progress, I first thank zz, zz and zz for their help. With their patience and tireless help, I gradually became familiar with the geographical location and reasonable route of each store. Secondly, thanks to all the sisters and brothers in the company, I won't describe their names one by one. Everybody knows. With their help, I learned to deal with my boss and correctly express the company's various policies on the market. This is really a big step forward for me before. I once expressed that it was really lacking. Sometimes I am in a fog, so I really want to say thank you for these progress! !

Second, the deficiency of 20xx.

I won't say much about the lack of nonsense. I summed up two points, randomness and expressiveness.

1 accidental

People who know me probably know a little, whether it's for people, things or work, it's a little too casual. How can I put it? I work hard when I am in a good mood, and I finish my work a little perfunctory when I am in a bad mood. I think this is very incorrect, whether it is about work or things. I should be optimistic about any job or anything. I can't let my emotions affect my thoughts. However, as the saying goes, there are always two or three disappointments in life. Therefore, we should adjust and correct this bad mood every once in a while, and strive to face a new day, a new job and every day with a healthy attitude towards life!

2 expression

Again, people who know me, or people who have talked to me, all know that I, um, talk a lot. Well, it's not a disadvantage, but it's not an advantage, especially since I talk a lot and don't know what to say. I really have a deep feeling about this. As the saying goes, disaster comes from the mouth. I think I can't express the problem clearly because. So it always makes people confused, and it also makes me confused. Even if it is easy to offend people, it is easy to make people angry. By the way, I feel immature, or the feeling of a child often makes people unable to pay attention to the problems I express. Therefore, I must speak and express my thoughts clearly in the future, so that I won't be as embarrassed as before!

Third, the plan of 20xx.

In the year of 20xx, I hope to get more familiar with the customers in my area and develop more new customers by going up a storey still higher, so as to strive for more progress, and then get rid of my careless habit and lack of expression ability. Please supervise and guide the leaders in time, and criticize if there are any shortcomings ~

Finally, at the end of 20xx and the beginning of 20xx, I thank the company for giving me an opportunity to develop and grow, and all my sisters and brothers for their help and tolerance. In the new year, I will live up to everyone's expectations, strive for progress and grow up healthily!

Chapter 4 of the regional work plan

The most important job of the regional sales manager is to release the marketing work plan. Unplanned sales are blind sales. Salespeople don't know the marketing focus of the enterprise, and even don't know where the product growth point is, and they are doing simple promotion work mechanically day after day. At the same time, the randomness of sales management and the variability of sales policies can easily lead to the instability of the marketing team and the confusion of the market. It is difficult to evaluate the performance of salespeople, and they are caught off guard by competitors' attacks. Only under the guidance of scientific planning can all departments carry out marketing work in an orderly manner, define sales objectives, work priorities and efforts, improve work efficiency, make full use of various favorable factors to tap market potential, and ensure the completion of marketing tasks assigned by enterprises.

First of all, the regional manager's marketing plan must solve the following problems:

1. Deploy sales targets and arrange sales plans. Although the sales target of regional market is usually formulated and issued by the marketing department of the enterprise, the sales manager can make appropriate adjustments according to the actual situation in order to ensure the completion of the sales target issued by the enterprise. Sales target and plan are the primary indicators to assess the performance of sales staff and the cornerstone of the whole marketing plan. Deploy the sales target, that is, on the basis of objectively analyzing the market situation and sales situation of each district, decompose the sales target of the whole regional market into each district; Arrange the sales plan, that is, according to the factors such as off-season, market development progress and sales growth. , break down the sales target of regional market and area into each month or quarter. Distribution of sales and sales indicators can reflect the growth of sales and market share.

2, put forward the profit target, expenditure and control plan. Sales with quantity but no quality are unprofitable sales. The regional sales manager should carefully analyze the financial statements and business statements, and put forward the profit target in combination with the sales target, average gross profit, sales expenses and other factors. In order to improve the average gross profit, sales managers can divide their products into certain categories, such as high-profit varieties, low-profit varieties, low-profit or non-profit varieties, increase the sales and market investment of high-profit varieties, appropriately reduce the sales investment of low-profit varieties, and even cancel some low-profit or non-profit varieties.

Although the sales expenses are greatly influenced by the market and other factors, they can indeed be controlled through planning. The main contents of the sales expenses and control plan shall include: advertising expenses, promotion expenses, wages, bonuses and welfare expenses, sales channel (customer) expenses and other operating expenses. Control the proportion of sales in the whole region or each district, specify the specific provisions of expenses, and incorporate the cost control into the performance appraisal of sales personnel in each district.

3. Payment and withdrawal plan. Release the payment requirements and specific indicators to all districts and sales personnel, emphasizing the adjustment aspects and the methods linked to the performance appraisal of sales personnel.

4, product strategy implementation plan. Put forward which products to focus on, which new products will be listed soon, and when to eliminate them, and make a detailed analysis, so that sales staff can fully understand the company's product strategy, so as to make full use of market resources and give play to the company's internal potential.

5, the price strategy implementation plan. Price is the most sensitive factor in marketing, so don't change it frequently. However, it is necessary to sum up the implementation and the effect of market feedback, and make local adjustments to the prices of some products that are not suitable for market conditions.

6, channel strategy implementation plan. It is necessary to formulate specific plans, develop new channel growth points, or develop undeveloped markets in the region, or optimize distribution networks, adjust some dealers or adjust policies, cooperation methods and treatment, and issue new dealer agreements.

7, promotion strategy implementation plan. Make specific plans for how many large-scale channel or terminal promotions will be arranged this year, when, in what scope and cost.

8. Advertising and publicity plan. Including various media advertising plans and cost plans, the company's promotional materials varieties and available arrangements. , clear leading advertising, publicity means and its operation process.

9. Market sampling objectives and plans. Define the distribution rate and sampling rate targets of our products in each market area in the region, as well as the sampling implementation and assessment plan at each stage of the market.

10, marketing training plan. Adjust the regional supervisors or sales staff who need to be adjusted, and make specific plans for the formal marketing training time.

1 1, performance appraisal scheme. Optimize the salary calculation method, formulate specific plans and publish them to serve the implementation of marketing plans.

Second, to make a comprehensive and operational marketing plan, we must follow some basic principles:

1. Analyze and evaluate the changing trend of market supply and demand, the development trend of market competition, sales volume and price.

2. The tasks and planning indicators in the marketing plan are not easy to achieve, but they can be achieved through hard work, thus boosting the morale of the sales team.

3. Many regional sales managers' marketing work plans only involve sales targets and plans, which are not comprehensive and easy to cause distortions and obstacles in implementation.

4. Goals and planned indicators are mandatory, and once they are formulated, they must be implemented as planned. At the same time, the strategic arrangement is instructive and a measure to achieve the goals and plans.

5. The marketing plan should be authoritative, carried out and implemented, understood and recognized by the vast majority of salespeople, and people's enthusiasm should be mobilized.

To make a marketing plan, there must be sufficient basis, including at least the following aspects:

1, correctly understand the marketing work spirit of the marketing department. For example, the enterprise's arrangement of various sales tasks in the regional market, the status of new product development and the time of new product listing, the enterprise's support for the regional market, and the requirements of cost control.

2. Learn from the marketing experience of other regional markets. Analyze and compare the marketing management and sales characteristics of different regional markets in order to stimulate marketing innovation in this region.

3. Analyze the statistical data of various businesses in this region, find out the changing rules of relevant indicators in each region, and investigate the reasons.

4. Collect the current situation of market fundamentals. For example, the population, economic situation, residents' income, investment situation and commercial format changes in each district are compared.

5. Study the current situation and development trend of market competition.

Chapter 5 of the regional work plan

The 20xx New Year is a passionate year. Strive to sum up the shortcomings in last year's work, consolidate the management of this year's team, strongly enhance the cohesion, centripetal force and execution of the team, and promote the feelings among team members. With full youth morale, this year's achievements will be improved. By further optimizing the management plan, spiritual and cultural construction and marketing plan, we will further promote the team building of Tianqi, strengthen our confidence and solidly promote this year. It is of great significance to do a good job this year.

(1) Fully understand the arduousness of achieving the asset quantity target this year.

Last year, our team's performance was far from the target, and we encountered many problems in implementing the marketing plan. In marketing promotion, the team can't get the corresponding gifts and imitations, and can't make a better promotion plan; In the maintenance of bank outlets, due to the competition in the banking industry, the requirements for account managers of securities companies are too high, and the tasks of credit, funds and deposits are heavier every month. As a result, our account manager's promotion of network maintenance is slow. Although teams and individuals cooperate to improve the maintenance of bank outlets, it is still difficult to deposit; We are at a disadvantage in the development of bank outlets, and we can't achieve the goal of providing deposits for banks and better win-win "marketing plan". Without a good channel development, it is more difficult to implement the marketing plan.

(B) fully understand the importance of promoting optimal management.

When team management enters the growth stage, some deep-seated problems may be highlighted. It is particularly important to establish a sound team management plan. The comprehensive program reform has entered the substantive implementation stage this year. Through some problems existing in the present situation of team members, such as cohesion, centripetal force, execution and work enthusiasm, new optimization schemes are formulated to solve their problems in time and improve team management.

(3) Fully understand the importance of developing membership.

New members are the fresh blood of the team and an important part of team development. Without the addition of new members, it is impossible to form a big family. The company optimizes the recruitment plan and refines it through team recruitment. Joint implementation, good at marketing objectives.

Fully understand the situation, problems and task objectives, improve the team's new vision, new changes and ability to complete various tasks since 20xx, and do a good job in the following six aspects.

(1) Marketing Management System:

1, daily management:

① Group management system: At work, the team is divided into three groups, and the team leader manages them by grouping the number of people to improve their team development. And through the communication with the team leader, we can have a deeper understanding of the work and life of each member of the team and have a healthy competition in the work.

② Daily one-on-one management: At work, communicate with team members more, understand the problems encountered in the exhibition industry and publicity, and give timely guidance, encouragement and support.

③ Work efficiency system: At work, salespeople should be familiar with their job responsibilities;

1, do everything possible to complete the regional sales task;

2. Strive to complete all requirements in sales;

3. Be responsible for strictly implementing customer account opening procedures;

4. Actively and extensively collect market information and report it in time;

5. Strictly abide by the company's rules and regulations;

6. Have a high degree of professionalism and a high sense of ownership;

7, complete other work assigned by the leadership.

Establish a team's high-efficiency work spirit, and the team will finish the work of the month before 15 every month, and influence new employees through an efficient mode, which is convenient for team management in the later period.

2. Meeting management

Team meeting is an important part of team development, and meeting is an important means of modern management. If the sales staff don't understand the company's instruction spirit enough, the sales mentality will be unstable, and the customer will not be developed strictly according to the terminal idea, and the work efficiency will be greatly reduced.

① Work content: By reviewing and summarizing yesterday's work in the meeting, analyzing achievements, lacking understanding, criticizing and communicating with others, we can find good ways and means to solve the problems left over by the market, restore the market body and improve work efficiency. (Content: new assets, number of accounts opened, customer problems)

② Meeting spirit: A day's plan lies in the morning, and Monday is the key day of the week. The way to criticize and correct the lack of work last week through Monday's meeting determines its main significance. The main successful method of marketing is no different from spiritual support and encouragement, which makes people more motivated. On Monday, we encouraged everyone to work, aroused everyone's enthusiasm and made the work complete smoothly.

(3) Conference culture: talent display is added to the conference to show the excellent side of the individual, his self-confidence and personality charm, boost his team morale and enhance his team centripetal force and cohesion.

(2) Personnel recruitment

The formation of sales team and personnel recruitment are important parts. Only by constantly adding new strength can the team develop better. Recruitment is divided into three aspects:

Website recruitment: Recruit outstanding members through Zhilian's assistant.

(2) Talent market recruitment: combined with talent market recruitment.

③ School-enterprise cooperation: This is a new way of innovative recruitment, which has not been successful yet. Through communication with the school leaders, we will cooperate with the graduates during the start-up period, train them before graduation, get to know their outstanding members, and recruit them to the company (in progress with shenzhen polytechnic).

(iii) Regional training

Under the training organized by the company, the team will conduct intensive training for new employees to open accounts.

① New employee account opening process and corporate culture training (A-share, B-share, fund, GEM, institutional account opening)

② Sales skills and presentation skills training (swot analysis teaching materials, customer face-to-face communication skills, development and maintenance of bank outlets)

(3) Qualification examination training (basic knowledge of securities and knowledge of securities trading)

Network development and maintenance

At present, there are Gangxia Bank of Communications and outlets, Jianye community outlets. Understand the work of their account managers through network inspections and bank presidents, and strengthen maintenance and performance improvement.

Through the completion of the above work, I realize that an excellent team should have excellent management ability, constantly strengthen team service consciousness, cultivate personal empathy ability, good coordination and communication ability, find and solve problems in time, accurately analyze, judge and predict the market, keep timely and symmetrical management information, good language expression ability and strong manager innovation ability. To improve the efficiency and quality of team work as the standard, so as to continuously enhance the appeal, cohesion and combat effectiveness of team work.