In sales management, the salesperson submits the sales plan is a written basis for ensuring the completion of the company's sales tasks, and is also a reflection of the salesperson's perception of the market. The sales plan of the salesperson should be guided by the company's sales strategy, based on the company's sales tasks, and the plan for seeking truth from facts should not be too high, nor too low, and gradually improve their performance.
The sales plan is the basis for every salesperson's work. It is a must-do for the salesperson of a large company to write a sales plan. Of course, there are many small companies that do not plan for the salesperson, do not train, do not guide, and only pursue sales. As you can imagine, most salesmen have difficulty completing sales tasks. The sales tasks set by the company have also become castles in the air. They are just a display or a piece of paper. So, how do you treat a sales plan as a salesperson? I think that to become a salesperson, no matter what kind of company you are in, no matter what kind of boss you are facing, careful planning of sales is the foundation of your sales task. So how do you write a sales plan?
Just as a salesman or just to a new company, all you have to do is to understand the product, then understand the sales channel, and then understand the market. Don't be busy writing a sales plan first. After you feel that you have a certain understanding of the market situation and product situation, you must write a previous sales plan. This plan should be the embodiment of your sales ideas, do not need to write specific tasks, just write your own sales channels, how to cultivate customers and your understanding of product sales. In short, it is a summary of sales channels and sales methods. Once you have learned more about the market, adjust and supplement your plans.
The general write sales plan includes the following aspects:
1. Market analysis. That is, according to the market situation that has been learned, the selling point of the product, the consumer group, the sales volume, etc. are positioned.
2. Sales method. It is to find out the patterns and methods that are suitable for the sale of their products.
3. Customer management. It is how to serve a developed customer and how to motivate them to increase sales or purchases; how to follow up with potential customers. I think this is very important and should be the main part of the plan.
4. Sales task. Is to set a reasonable sales task, the main purpose of sales is to improve sales tasks. Only by trying to use various methods to accomplish the established tasks is the role of the plan. When it is finished, it is necessary to sum up the good methods and models. If it is not completed, it must be summarized, and there are still problems and difficulties.
5. Assessment time. Sales plans can be divided into annual sales plans, quarterly sales plans, and monthly sales plans. The time for assessment is different.
6. Summary. It is to judge the sales plan of the previous time period. The above six aspects are necessary for the plan. Of course, the plan is not static, and it should be adjusted according to the market conditions.
Writing a sales plan is to make our sales work targeted, instructional and normative. It is also a ruler for self-examination of sales work. If you continue to do so, you will find that your sales skills are improving and your sales tasks are improving. More importantly, your sales management capabilities are improving. 95% of the sales managers who are sales managers or the bosses are those who have sales plans, and those who make sales plans.
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